 Sales Workshops Held In Phoenix and Denver
Last week WSPA held successful sales workshops in both Phoenix and Denver.
Each three-hour session (graciously sponsored by Canon) focused on improving sales skills, successfully navigating the relationship management process with clients and building long-term profitable accounts.
Facilitated by WSPA CEO Michael Makin, the sessions used virtual technology from PIA's Integrated Learning Center, with participants combining interactive learning using streaming video with face-to-face dialogue. Course content was provided by Leslie Groene.
To access PIA's suite of 24/7 sales training modules and other courses, visit the Integrated Learning Center. |
 Other Phoenix and Denver Highlights
While in the region, WSPA CEO Michael Makin visited a number of member plants including Alphagraphics (top left with Mike Sparaco), The Market Builder (top right with Keith, Peggy and Brian Lawson) and Golden Bell Press (bottom right with Larry Bell), the second oldest printing establishment in the state of Colorado.
Mr. Makin also visited with a number of potential members in both Phoenix and Denver, joined by board members Marcus Newton, Dean Hruby and Luann Wood.
Finally, to escape the 114-degree Phoenix heat, a number of WSPA members wet their whistles at the first association Happy Hour of the season at Minder Binders.
Special thanks to Konica Minolta for sponsoring the refreshments and food. |
2015 Wage & Benefit Survey
How do the wages you pay your employees stack up against the competition? Are you potentially paying too much? One participating WSPA member used the results from last year's Wage and Benefit Survey to lower its overall company compensation tab by a staggering 20 percent. Are you leaving money on the table? WSPA's Wage and Benefit Survey helps you negotiate your compensation and benefits package to ensure it is competitive in the marketplace. If you participate in the confidential survey, we will provide you the report FOR FREE! This is a $250 value ($1,000 for non-members).
By now you should have received your paper copy of the survey. If you would like to participate electronically, CLICK HERE. You should have received your personal password to complete the survey. If you did not receive it, please contact Ed Gleeson at 1-800-910-4283 (ext. 756).
Please take the time to participate and take advantage of the intelligence you will glean from the survey findings. The deadline to participate is July 17, 2015. Questions? Contact Michael Makin toll-free at (844) 237-1550 (ext. 3).
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How Much Do You Charge?
It is standard for most firms to default their pricing policy to their estimating package with downward adjustments as demanded by clients or sales reps.
Yet, a firm's pricing policy is really the principal determinant of its fate - growth or decline, profits or losses. The reality is that prices are really defined in the market. The correct price is the highest amount that a client would be willing to pay for a particular job. Their decision is based on both the value of the job to them (for example, what will it take to increase their sales?) and their perception of what they would pay for the job from another acceptable supplier.
We might have a pricing policy that is focused on value - jobs that deliver exceptional sales power and/or ones that cannot be easily produced by competitors. We might have a pricing policy that is focused on volume - one that reaches out to fully utilize the capacity of the plant (taking the one shift operation to two or three). It is not impossible that we could have a mix of both.
The point of either approach is to bring in more dollars, after paying for paper, wages and commissions, to pay for the overhead and then after it's covered, enhance the bottom line. Neither approach will work if we solely base our decisions on our estimating packages - however expensive they may be.
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Download PIA's Annual Report
One of the greatest member benefits of Western States Printing Alliance (WSPA) is its affiliation with Printing Industries of America (PIA), the largest graphics arts trade association in the world.
To download your own personal copy of PIA's 2014 Annual Report, which lists all of the many services available to you as a member along with legislative highlights from last year, CLICK HERE.
Other highlights include updates from key departments such as the Center for Technology and Research, Environmental, Health and Safety Affairs, and the Center for Print Economics.
To see all of the programs and services of PIA, visit www.printing.org.
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 Listen First Successful leaders don't talk all the time. They pay close attention and constant attention to the people they want to influence. If you want to do a better job of leading people, start by becoming the kind of leader your people feel comfortable talking to. Here are some guidelines: Ask Good Questions. The best questions generate detailed answers and thorough discussions. Instead of telling people what you want them to do, ask them what they think they should do and why. Listen before you speak, and then ask more questions that explore their thinking. Don't solve problems for people. Your employees will bring you problems and ask you what to do. Resist the impulse to tell them, or to handle the problem yourself. Instead, talk about what caused the problem. Explore options and listen to ideas. Even if the solution ultimately comes from your head, people will feel better about putting it to work knowing they had a fair chance to share their opinions. Pay attention to feelings. You don't have to be a psychologist to understand and take into account the emotions of your employees. Let people vent when they're upset. Acknowledge their anger when they feel they've been treated unfairly. Smile when they make a joke. You may not agree with their feelings, but you do need to validate them. Look forward, not back. Always steer your discussions toward the future. Avoid dwelling on past mistakes or last year's triumphs. Don't ignore the lessons of experience; instead, take a long-term perspective that motivates people to move forward. |
 Denver Golf - Sign Up Now We have our date and location for the Denver Golf Tournament! Friday, August 28, 2015 at the Heritage Eagle Bend Golf Club.Described by Golf Digest, as "one of the best places to play in Colorado," the Arthur Hills designed course is a links-style 18-hole championship course that makes use of dramatic elevation changes, native areas, panoramic views and wide, accommodating fairways to appeal to players of all levels. Tickets are only $125 and include greens fee, golf cart and lunch. Foursomes and individual tickets will sell out fast so be sure to sign up ASAP. Don't golf? Join us for lunch for just $25. Interested in sponsoring the tournament? Contact Sandi Neuman at 720-398-6907 or sandi.neuman@visiongraphics-inc.com.
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 Phoenix Golf Tourney Awaits! WSPA's Phoenix Golf Tournament will return with a vengeance on Saturday, September 19, 2015 at the stunning Arizona Grand Golf Resort.
Join colleagues and friendly competitors from the industry for a day of fun on the links followed by the Par-Tee on the Green, where bragging rights will be on display and awards presented.
Tickets are only $99 and include greens fee, golf cart, lunch and two drink tickets. Foursomes and individual tickets will sell out fast so be sure to register as soon as possible!
Want to stay at The Grand Resort? Take advantage of special WSPA rates by clicking HERE.
REGISTER HERE FOR GOLF
Sponsorship OpportunitiesInterested in sponsoring the tournament? There are numerous opportunities still available including individual hole sponsorships - many helping to support future GCEF Scholarships. For details contact tournament chairman Gary Matchinsky at 480-829-8890 or garym@bctarizona.com |
Weekly Photo Feature:
ARE YOU KIDDING ME?
Each week E-Connects will share incredible photos on just how lax individuals can be when it comes to safety.
The goal - to keep a safe work environment front and center on the minds of all of your employees.
The latest trend in hot pants!
If you come across a funny safety pic you think should be featured, email Michael Makin at mmakin@wsprint.org.
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 Refer-A-Member Incentive
WSPA is only as strong as its membership base and wants to continually grow to service its members. You can help by being an ambassador and referring potential members our way!
What's in it for you for spreading the word? If you refer a member and they sign up, we will send you a $50 gift card.
Send your leads toll free to Michael Makin at 1-844-237-1550 (ext. 3) or mmakin@wsprint.org.
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Quote For The Week
"If we fall, we don't need self-recrimination or blame or anger - we need a reawakening of our intention and a willingness to recommit, to be whole-hearted one again."
Sharon Salzberg
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