Business Management

This track is focused on making sure the business manager walks away with best practices and tangible ways to improve his or her business. The sessions will target different areas of the printing business, but they all will focus on new ideas and strategies dedicated to business success. Attendees will have the opportunity to hear topics that focus on the areas that challenge their business the most.

Always Looking: A Seasoned Designer Explores New Directions in Print Communication 
Kit Hinrichs, Studio Hinrichs
Date: Friday, March 7
Time: 3:45 pm - 4:45 pm
Room: Sun Ballroom B
Business Focus: All

After more than 40 years of standing by a lithography press, internationally acclaimed designer Kit Hinrichs discovered the world of digital printing. He found previously unimagined ways to expand his vision, and opened his eyes to a new and innovative process. In this session, Kit will explain how he and his team created “SF Views,” a project developed for the HOW Conference in collaboration with HP. Kit engaged 14 other acclaimed designers to develop the program, featuring them on different pieces that included a diverse selection of applications, substrates, original artwork, photography and graphics, printed on a variety of HP Indigo digital presses. Kit’s previous experience as partner at Pentagram for 25 years and his new experience with digital printing at his own agency will help attendees understand what draws the interest of creatives and agencies to explore digital printing solutions further.

Bridging the Gap: Sales and Marketing
Bob Scherer, Scherer Sales Solutions and Stacy Falconer, Dion Label Printing, Inc.
Date: Friday, March 7
Time: 3:45 pm - 4:45 pm
Room: Miami
Business Focus: Label and Packaging

This session will detail the framework of successful sales and marketing teams in a label and pack facility. With sales and marketing working together, focused goals can be achieved. Bob Scherer, founder of Scherer Sales Solutions, will explain the sales funnel and the advantages of qualified leads. Stacy Falconer, Business Development Director for Dion Label Printing, will explain how marketing plays a key role in the generation and qualification of leads entering the sales funnel.   

Build Your Business with Dscoop - Hear How Others Have Done It
Mike Fogarty, Dscoop
Date: Saturday, March 8
Time: 8:00 am - 8:45 am
Room: Miami
Business Focus: All

Learn how Dscoop membership is helping thousands of print service providers around the globe attract new business, increase page growth, provide innovative product offerings and more. Mike Fogarty, Dscoop Global Executive Director, with a panel of Dscoop members will share their experiences and stories about how to best use Dscoop benefits year-round including the Dscoop Print Directory, Signature Sample Series, Designer Tutorial, online forums and more. You will leave this session inspired to make the most of your Dscoop membership!   

Change Is Great–You Go First!
Jason Jennings, Authority on Business Leadership and Productivity
Date: Friday, March 7
Time: 10:30 am - 12:00 pm
Room: Osceola Ballroom A
Business Focus: All

We all say we love change, but when change comes knocking on our door, most people are quick to say, “Not today: I’ve got too much going on right now!” The problem is that if you don’t like change, you’re certainly not going to enjoy extinction, and that’s what will happen without embracing constant change. In this 90-minute breakout session, NY Times best-selling author Jason Jennings, also a keynote speaker, presents six ways to help make change easier to implement. This session will feature success stories from PSPs in North America, followed by a Q&A about change management. If change is important you, this workshop will be a highlight of your attendance. 

Creative Evolution Through Science
Chris Zobel and Dr. Mary Sheridan, 
DME Automotive
Date: Saturday, March 8
Time: 2:30 pm - 3:30 pm
Room: Naples
Business Focus: Creative & Design, Publishing/Direct Mail/Inkjet Printing

Creative is more than pretty colors and cool designs.  It’s tied into a deep science that triggers emotions and feelings.  This collaborative presentation will identify key triggers in direct mail creative that will deliver the perfect creative disruption.  From images, content and brand consistency to ideation and evolution, you will have a deeper understanding of how to provide a positive response.

Data and Publishing: Two Worlds Collide and Create a Unique Opportunity for New Higher Value, Higher Profit Applications
Boris Hughes and Marc Johnson, HP
Date: Saturday, March 8
Time: 9:00 am - 10:00 am
Room: Sun Ballroom C
Business Focus: Publishing/Direct Mail/Inkjet Printing

Today, consumers are faced with a huge amount of information that is growing exponentially. Brands, retailers, communities and special interest groups are having a harder time not only reaching their audience, but in delivering relevant and timely information that gains mind and wallet share. Innovative and iconic brands, retailers and publishers have already begun to capitalize on how to use big data to drive successful programs. This session will show you a few of the most successful ones–and give you a glimpse into what you need and how you can apply these learnings to scale the concept to local and mid-market opportunities for your local and regional customers.

Direct Mail Is Dead, Dying, Forgotten–Think Again!
Mike Panaggio, DME Holdings
Date: Friday, March 7
Time: 5:00 pm - 6:00 pm
Room: Sun Ballroom A
Business Focus: Direct Mail/Inkjet Printing

This highly interactive session will lead its participants through the evolution of direct marketing, revealing statistics that show how the world of direct mail has changed –but is far from dead. The industry has simply evolved and is heading in a direction that yields stronger, more positive results if you use the right method supported by the appropriate science.  Learn how to adapt to the changing environment and not only survive but thrive.

Direct Marketing Toolkit: A Business Development Strategy for Selling HighValue, Targeted Direct Marketing Campaigns
Maya Poleg, HP
Date: Friday, March 7
Time: 4:30 pm - 6:00 pm
Room: Naples
Business Focus: Direct Mail/Inkjet Printing, Commercial Print

Learn how to conduct more effective sales meetings and open new opportunities for your business. This interactive session will provide a set of practical tools and methodology for communicating value rather than cost with your customers. You will practice firsthand with other print service providers how to implement techniques in your own business. 

Discover the New Generation of Premium Photo Products
Paul Worthington, PMA, Ed Geskus, Geskus Photo, Dave Williams, Black River Imaging, and Benjamin Lamparter, HP
Date: Saturday, March 8
Time: 11:00 am - 12:00 pm
Room: Naples
Business Focus: Photo, Commercial Print

Is there room for more premium products in the photo segment? In this session, participants will learn from our panel how to develop and market lay-flat books, premium greeting cards and other products that will enable them to trade-up their current consumers.  Participants will gain insights on how to complete their portfolio with products that deliver both higher value and higher margin.

Electronic Media and Print - the Myths and Facts
Jonathan Graham, HP
Date: Friday, March 7
Time: 2:30 pm - 3:30 pm 
Room: Sun Ballroom A

Business Focus: All

What`s the most sustainable and remembered media? How can you position print with facts when discussing monitors vs posters? In this lively session, we will present the facts about the environmental profile of electronic media and print as well as some independent research about the effectiveness of electronic media vs print.

Grow your Business: Integrated Marketing and Targeted Messaging
Nick Devine, The Print Coach and Stacy Falconer, Dion Label Printing, Inc.
Date: Saturday, March 8
Time: 9:00 am - 10:15 am
Room: Naples
Business Focus: Label and Packaging

Interested in bringing marketing to your organization or integrating your program with other departments? This session will teach you how to grow your business with integrated marketing programs and value proposition development. Break the mold with focused messages for your target market(s). Session speakers include Stacy Falconer, Business Development Director for Dion Label Printing, and Nick Devine, the Print Coach.

How Does Your Financial Performance Measure Up?
Barb Pellow, InfoTrends, and Mike Duggal, Duggal Visual Solutions, Inc.
Date: Friday, March 7
Time: 5:00 pm - 6:00 pm
Room: Osceola Ballroom A
Business Focus: Grand Format Printing, Commercial Print

Learn how your company is performing in comparison to other Dscoop companies in terms of financial performance.  Benchmark profitability, sales per machine and commission rates to name a few.  InfoTrends will also update you on the latest results of their global surveys to help identify market opportunities, customer needs and trends.

How the HP Indigo 10000 Digital Press is Transforming My Business
Jacob Shimis, HP, John Tobe, Tobe, Gary Garner, GLS Companies Inc., Ed Wiegand, The Matlet Group, Rob Mayerson, Sandy Alexander, Craig Chummey, Franklin, David Bennett, Bennett Graphics
Date: Saturday, March 8
Time: 11:00 am - 12:00 pm
Room: Sun Ballroom B
Business Focus: All

The HP Indigo 10000 Digital Press is a game changer, but don’t just take our word for it.  Hear from HP Indigo 10000 users on just how much this new platform has improved their business.  A panel of the most innovative HP Indigo 10000 customers will share their personal experiences with this press and the new possibilities it opened for their customers. In addition, they will present some of the exceptional jobs they have produced in the past year.

How the U.S. Small Business Administration Can Assist You & Your Small Business
Cassius Butts, U.S. Small Business Administration, Gary Garner, GLS Companies Inc., Jay Dollries, Innovative Labeling Solutions, Hunt Dawkins, The University of Central Florida, Ed Ramos, U.S. Small Business Administration, Joanne Jolin, Atlantic Coast Bank, and Timothy Cramer, Florida Business Development Corporation
Date: Thursday, March 6
Time: 9:00 am - 10:30 am 
Room: Tampa
Business Focus: All

Come learn first-hand how the U.S. Small Business Administration (SBA) can assist you and your small business.  The SBA will host a panel of experts to share with you how the SBA can help in obtaining access to capital (including export opportunities), access to federal government contracting as well as no-cost small business counseling opportunities. The panel will be led by Cassius Butts, SBA Regional Administrator.

How to Automate Incrementally
Jane Bloodworth, Consultant
Date: Saturday, March 8
Time: 11:00 am - 12:00 pm 
Room: Sun Ballroom A
Business Focus: Workflow Automation

This session will look at the benefits of key enabling technologies, such as Web-to-print  and MIS, from the perspective of industry experts.  In addition, it will offer techniques and strategies to implement these types of technologies and automation improvements over time, minimizing the strain on time and financial resources and optimizing the opportunity for success.  Attendees will leave with an understanding of how these enabling technologies can benefit their business, as well as a list of actionable implementation take-aways.

How to Transform the 100 Billion Photos Captured Every Day on Mobile into Print
Paul Worthington, PMA, Phil Anema and Sean Pfitzenmaier, TimeShel, Jenna Walker, Artifact Uprising, Andre Souroujon, Pikto

Date: Saturday, March 8
Time: 9:00 am - 10:00 am 
Room: Sun Ballroom B

Business Focus: Photo, Commercial Print

This session will show winning examples from leaders of both the printing industry and the Internet. Come and learn about their new apps that enables to print photobooks, calendars, postcards and other gifts from mobile or social media. Thanks to our panel you will learn how to access this unlimited pool of photos and customers.

How to Value a Business for Sale or Purchase 
Mark Hahn, NAPL
Date: Friday, March 7
Time: 3:45 pm - 5:15 pm 
Room: Sun Ballroom C

Business Focus: All 

Learn basic tips on how to value a printing business and the key metrics looked at during the valuation process. Merger and acquisition strategies and trends will be discussed.  If you’re thinking of buying or selling a business, this session will provide valuable insights.

HR Nightmares, Anyone? Does Being an Employer Keep You Up at Night?
Sara Tilley, ADP Total Source
Date: Saturday, March 8
Time: 9:00 am - 10:00 am 
Room: Sun Ballroom D

Business Focus: All

This session addresses the top five HR concerns of smaller employers today. You’ll hear how to address each concern, including navigating through recent legislation, better managing labor costs, reducing liabilities and improving employee engagement. We’ll even make sure you’re aware of the most up-to-date requirements for the Affordable Care Act:  the good, the bad and the ugly.

Improving Productivity and Utilization Through Metrics
Bob Stewart, Reid Graphics and John Wynne, Labels Unlimited, Jay League and Brian Wienman, HP
Date: Friday, March 7
Time: 5:00 pm - 6:00 pm 
Room: Sun Ballroom B

Business Focus: Label and Packaging, Commerical Print

Maximize your Uptime! This session will define productivity and utilization metrics that will help drive a more successful and profitable digital operation.

Improving Profitability Roundtable
Moderated by Mike Duggal, Duggal Visual Solutions, Inc.
Date: Saturday, March 8
Time: 2:30 pm - 3:30 pm 
Room: Miami

Business Focus: Commercial Print, Grand Format, Label & Packaging

Bring one great idea and leave with dozens. This interactive session will bring print service providers together to discuss winning ideas that have made their company more profitable.  The participant with the best idea as voted on by the attendees wins a new iPad mini.

Inkjet and LEP: Living in Perfect Harmony
Pat McGrew, HP
Date: Saturday, March 8
Time: 11:00 am - 12:00 pm 
Room: Miami

Business Focus: Publishing/Direct Mail/Inkjet Printing, Commercial Print

Pat McGrew will share the latest projects happening around the world with a combination of inkjet and Indigo products. From books and magazines to marketing collateral, there are combinations that give your customers the advantage in the market. Have you seen the direct mail newspaper? The magazine insurance welcome kit? The viral marketing posters? The short-run magazines and catalogs? We have them all, and we'll tell you how you can do it, too.

It Is HappeningConsolidation in the Marketplace. Have You Considered What it Means to You?
Simon Lewis and Alon Bar-Shany, HP and Mark Hahn, NAPL
Date: Friday, March 7
Time: 2:30 pm - 3:30 pm 
Room: Sun Ballroom D

Business Focus: Financial Management

You are seeing it happen, consolidation of PSPs and even your customers  – ever wonder how this impacts you and your company? As a Dscoop first – we are taking this opportunity to discuss this topic openly. This session is all about starting that conversation and helping you think about the future. First hear from industry experts on what they are predicting for the future of the industry. Take this rare opportunity to ask the questions you have been wanting to ask.  The second half of this session attendees will have the opportunity to be placed into small groups and discuss with your peers how this information will impact the industry and brainstorm what you as a small to medium size company can do to be successful during the evolution.    

It's Time to get REALLY Personal: Making Your Database Work Harder
Dr. John Leininger, Clemson University 
Date: Friday, March 7
Time: 5:00 pm - 6:00 pm 
Room: Osceola Ballroom B

Business Focus:  All

Enhancing your data by appending demographic or lifestyle information will enable you to have a deeper understanding of your customers. Adding creative license with database calculations adds even greater relevance.  Predictive analytics will sustain and improve your competitive advantage by helping you understand whom your customer should be mailing to this week or next month. This workshop will teach you how and where to get data, how to connect two or more data sources, and how to clean and use this data to develop and target a highly personalized message in your mail and cross media campaigns. 

Leave the Past Behind Because the Future Is Full of Print
Barrie Bramley, Intelligent Disrupter
Date: Friday, March 7
Time: 10:30 am - 11:30 am 
Room: Sun Ballroom A

Business Focus: All

In the early 1950's when Television arrived, the question on everyone's mind was, 'is this the end of radio?' Before TV, radio dominated the airwaves. It was the 800 pound gorilla in the room. Radio stars and celebrities migrated very quickly across to TV, and radio audiences went with them. By all accounts, TV did radio 'so much better'. We still have radio today. While listenership fell, with a new medium in it's space, faced with obsolescence, radio innovated and re-invented itself. More efficient ways to produce radio programes were discovered, we saw the birth of the disc-jockey, and radio sold itself as the primary way to market music.

Operate More Profitably
David Smith, Dynamic Print Solutions
Date: Friday, March 7
Time: 10:30 am - 11:00 pm 
Room: Sun Ballroom B

Business Focus: All

Consultant David Smith will take you through the good, the bad and the ugly of what he has learned after observing and consulting with many Dscoop members. He will identify common problems, discuss solutions and highlight innovative approaches. You will leave with tips to run a better organization. 

Planning for the Future, Learning from the Past
Simon Lewis, HP
Date: Friday, March 7
Time: 10:30 am - 11:30 am 
Room: Sun Ballroom D

Business Focus: Commercial Print, Label & Packaging

Join Dscoop leaders and Indigo Digital Printing Advisory Council members to reflect on how the market, technology and recipes for success have changed over the last five years. Consider how we can learn from the past to better define the next five years and drive success.

Print MIS Technology (Your System of Record)
Chris Reisz-Hanson and Jennifer Matt, Web2Print Experts Inc.
Date: Friday, March 7
Time: 2:30 pm - 4:30 pm 
Room: Naples

Business Focus: All

Print MIS enables you to aggregate the data required to effectively run your print business. In order to play the role of “system of record” your Print MIS has to be able to both receive and push data to other systems. This session will teach you how to make better decisions about Print MIS technology and the integration required for it to effectively play its role of “system of record”. 

ROI Is Your Tool to Show the Value You OfferBut it Is More Than Telling Them the Response Rate!
John Leininger, Clemson University
Date: Friday, March 7
Time: 2:30 pm - 3:30 pm 
Room: Sun Ballroom B

Business Focus: Publishing/Direct Mail/Inkjet Printing

With countless media choices out there, every vehicle you choose to communicate your message should be justified through measured results. Attend this workshop to find out how to track the ROI of your direct mail efforts through statistically sound methods that demonstrate accountability, amplify the ad spend, and measure impact to an overall marketing campaign. Testing and measurement are two things that need to be planned for as you design a campaign. Understanding how you plan to report the results to the customer to show the ROI is critical to the tracking and measurement plan. This session will cover 10 different ROI analysis options to report to the customer and discuss the sample sizes needed to analyze the potential results of various campaign formats.

Sustainable Print - Why Your Customer Wants It and How You SHOULD Respond!
Martine Padilla, SGP Partnership, David Gens, RPI, Marcia Kinter, SGIA, and Bruce Watermann, Blurb
Date: Friday, March 7
Time: 2:30 pm - 3:30 pm 
Room: Osceola Ballroom A

Business Focus: All

With countless media choices out there, every vehicle you choose to communicate your message should be justified through measured results. Attend this workshop to find out how to track the ROI of your direct mail efforts through statistically sound methods that demonstrate accountability, amplify the ad spend, and measure impact to an overall marketing campaign. Testing and measurement are two things that need to be planned for as you design a campaign. Understanding how you plan to report the results to the customer to show the ROI is critical to the tracking and measurement plan. This session will cover 10 different ROI analysis options to report to the customer and discuss the sample sizes needed to analyze the potential results of various campaign formats. 

Taking Full Advantage of B2 Format
Jim Hamilton, InfoTrends, Ed Wiegand, The Matlet Group, Jack Emery, Sandy Alexander, and Gary Peeling, Precision Point
Date: Friday, March 7
Time: 3:45 pm - 4:45 pm 
Room: Osceola Ballroom A

Business Focus: Publishing/Direct Mail/Inkjet Printing

This panel session, moderated by Jim Hamilton of InfoTrends, brings together early users of the Indigo 10000, which offers digital capabilities in a format size that has (until now) been ill-served by cut-sheet digital printers. Mr. Hamilton will lead off the presentation with an overview of the production digital market requirements that have resulted in numerous product announcements or technical demonstrations of larger format cut-sheet digital. He will then introduce a panel of Indigo 10000 users who will discuss their thoughts on how to leverage its capabilities including efficiencies driven by format, applications driven by format, and folding cartons.

Tell Your Story - Sales Program
Rita Farin, Calin Shope, and Stephanie Hill, HP, Todd Pauly, GAS, kevin McVea, SCI, Jim Benedict, GLS Companies, Darrell Friesen, Jet Label
Date: Friday, March 7
Time: 5:00 pm - 6:15 pm 
Room: Sun Ballroom D
Business Focus: Publishing/Direct Mail/Inkjet Printing

More than a year in the making and tested by customers like you, the new Tell Your Story sales program was created by HP to help Dscoop members effectively reach brand owners and agencies of all sizes with relevant, compelling messaging. In 2013, HP built and piloted a series of tools and programs to drive awareness of HP Digital Printing by working with printers to help brands tell their stories through digital print. The results were compelling. Today we offer you the tools, samples and programs to partner with your customers, from global brands to specialty agencies, to help them amplify their stories through digital print. Join us in this session and learn how other Dscoop members have most successfully used these 100+ resources to engage, educate and inspire customers to integrate more digital print into their communications mix. This is a must-attend session for anyone looking to elevate their brand stories and build their business.

The 5 Most Effective Strategies for Selling Digital Printing Services to Publishers
Nick Clements, HP
Date: Friday, March 7
Time: 2:30 pm - 3:30 pm 
Room: Osceola Ballroom B

Business Focus: Publishing/Direct Mail/Inkjet Printing

Printers that try to sell digital printing services to publishers based on cross-over points, unit prices and migrating existing runs from offset rarely generate significant volume or value. To truly succeed in this market requires an entirely different sales approach based on shifting long-established perceptions and business practices. In this session, Nick Clements, HP Indigos publishing segment expert, will outline five highly effective strategies already used by successful digital book printers. These strategies focus on convincing publishers to change their overall approach to print production, thereby shifting significant volumes to digital printing.  The session will be practical with a focus on articulating the customer benefits, providing supporting financial models and sharing success stories. 

The Cloud has a Silver Lining for Printing
David Zwang, WhatTheyThink, and Gary Peeling, Precision Printing
Date: Saturday, March 8
Time: 9:00 am - 10:00 am 
Room: Osceola Ballroom B

Business Focus: All

We will explore the significant opportunities the cloud is likely bring to our industry in general.What is the current and future state of cloud applications, and what is their potential implication for your business? Join the discussion of some experts and Dscoop members share tips and insights from their experience in cloud-based solutions led by renowned workflow analyst David Zwang. Today, several multi-tenant cloud solutions reliably integrate web-to-print with your plant production processes, but at varying levels. But what about other cloud based productivity applications? Learn the different options currently available and take a look at alternatives in versatility and TCO trade-offs. Whether you have already entered the cloud or are just initially exploring your options, you are sure to capture some useful takeaways from this session and learn more about cloud-based solutions. Build, buy or subscribe, learn the right questions ask when looking to connect your shop to the Cloud.

The New Print Pioneers
Barrie Bramley, Intelligent Disrupter
Date: Saturday, March 8
Time: 2:30 pm - 3:30 pm 
Room: Osceola Ballroom A

Business Focus: All

"At every point of inflection, opportunities present themselves to those courageous few, prepared to step into an unknown world and forge a new way forward." In this dynamic and interactive session, Barrie Bramley will showcase PSPs' business models and investigate how younger generations of professionals perceive the changing world of print.

Web-to-Print Technology (Your Online Platform)
Jennifer Matt and Chris Reisz -Hanson, Web2Print Experts, Inc.
Date: Saturday, March 8
Time: 9:00 am - 10:30 am 
Room: Osceola Ballroom A

Business Focus: Commercial Print, Workflow Automation

Web technology has to enable you to create an online presence that is equal to or better than your offline presence (the story you tell, the customer service you deliver, etc.). The online channel will become the primary channel for your business. This session will teach you how to make better web technology decisions by anchoring them to the business objectives you desire in sales, marketing, and operations.

What You Need to Know to Enter the High-Margin, Fast-Growth Digital Packaging Market
Robert Seay, HP
Date: Saturday, March 8
Time: 11:00 am - 12:00 pm 
Room: Osceola Ballroom A

Business Focus: All

This sessions will provide an overview for PSPs considering the opportunities for entering the packaging market–from flexible packaging to folding cartons to corrugated packaging. The top three learnings include: Key applications and segments; competitive and technology landscape; where to start; where to invest.