SPIRE: Forward-Thinking, Results-Based, Rich with Insight

Monday, February 19

7:30 am
Continental Breakfast
 
8:30 am
Welcome and Introduction
Terry Corman, Firehouse Image Center
Scott Crosby, Holland & Crosby Ltd.
SPIRE’s co-chairs draw on their experiences as they set the stage for a fast-moving, business-growth-focused day and a half.
 
8:45 am
Developments in Production Automation
Richard Romano, What They Think
Increasingly, the difference between the industry’s largest, most successful companies and the rest of the pack is the ability to manage high-volume workflow. Efficient work and production automation are critical to this success. Learn the latest developments in this area (and what they mean).
 
9:15 am
Sponsor Presentation: EFI
The offerings of industry OEMs are constantly under development, driven by the capabilities of new technologies and the needs of users and their customers.
 
9:30 am
Convergence: How the Wide-Format Industry is Changing
Steve Urmano, Keypoint Intelligence
Ongoing changes to the graphic arts industry are profound, with new areas of convergence and unprecedented opportunities for those companies that can navigate change successfully. Gain insight from industry consultant Steve Urmano as he presents his views on how today’s changes will affect tomorrow’s realities.
 
10:00 am
Sponsor Presentation: Laird Plastics
The offerings of industry materials manufacturers are constantly under development, driven by the capabilities of new technologies and the needs of users and their customers. 
 
10:15 am
Break
 
10:30 am
Voice of the Customer: How Brands Perceive Their PSPs
Denise Gustavson, NAPCO Media
While it is widely agreed that the nature of print – and its customer relationship – has changed, are PSPs changing in ways that fulfill the needs of their customers? Join in a spirited presentation highlighting the opinions of brand representatives, as they share what works, what doesn’t, and how PSPs can endeavor to build value that extends beyond print.
 
11:30 am
Sponsor Presentation: Durst US
The offerings of industry OEMs are constantly under development, driven by the capabilities of new technologies and the needs of users and their customers.
 
11:45 am
Décor, Decoration and the Shift Toward Online Portals
Kerry King, Spoonflower
Spoonflower has become a powerhouse in digitally printed décor and decoration markets, and much of its success (and growth) has been driven through the development of a robust Internet portal that unleashes the creativity of the customer. Kerry King provides insight on how decoration markets and Internet-based models can become “the new normal.”
 
12:15 pm
Networking Luncheon
 
1:45 pm
Trends in Industry Consolidation
Mark Hahn, The Target Report
In recent years, the printing industry has seen strong consolidation activity, as wide-format producers have acquired smaller competitors, and large, commercial printers have acquired wide-format companies to increase their competitiveness. Amid myriad announcements, it’s difficult to make sense of it all. Enter Mark Hahn, creator of The Target Report, who will provide insight and cover ongoing trends.
 
2:15 pm
Sponsor Presentation: FLEXcon
The offerings of industry materials manufacturers are constantly under development, driven by the capabilities of new technologies and the needs of users and their customers. 
 
2:30 pm
Exploring Employee Recruitment
John Hagan, Hagan Graphic Assets
Tom Bastian, Bastian & Associates
One strong commonality among owners and operators across the business spectrum is the challenge of finding and keeping strong talent. SPIRE welcomes two presenters who spend their days recruiting talent. They’ll share their experiences with successes, lessons learned, and how the workforce has profoundly changed.
 
3:15 pm
Break
 
3:30 pm
Sponsor Presentation: FUJIFILM
The offerings of industry OEMs are constantly under development, driven by the capabilities of new technologies and the needs of users and their customers. 
 
3:45 pm
SPIRE Member Case Study: Acquired!
Jim Blee, Orora Visual
Providing first-hand experience of his company, Graphic Tech, being acquired by Orora Visual, a multi-billion dollar international company, Jim will share his insight about the acquisition, the process, and the results.
 
4:00 pm
How Many Steps Between You and Your Customer’s Money?
Jennifer Matt, Web2Print Experts Inc
The move toward web portals and online print procurement models continues to develop, offering novel, streamlined methods to attract, engage, and retain customers. Learn the current state of web-to-print capabilities, how the use of these tools is changing our industry status-quo, and how companies in our segment and others have used these technologies to gain a competitive edge.
 
4:30 pm
3D Printing: Production and Partnership
Alexander Hussain, 3DChimera
3D printing producers are beginning to find interesting ways to use the technology within retail and other signage and display settings, but is it time to invest in 3D technology? This presenter’s company focuses solely on 3D printing. He will provide an overview of the 3D opportunity for companies in our segment and provide guidance for companies seeking to work with 3D service providers.
 
5:15 pm
Day One Debrief
Terry Corman, Firehouse Image Center
Scott Crosby, Holland & Crosby Ltd.
SPIRE co-chairs provide a short overview of lessons learned and look forward to the next day.

Tuesday, February 20

7:30 am
Continental Breakfast
 
8:30 am
Sales Management for Peak Performance
Duane Cashin, Cashin & Company
Duane Cashin utilizes information taken from each member prior to the meeting to discuss the frustrations they face in growing and managing a sales team for peak sales performance. Key issues covered include:
 
  • The importance of managing “predictive” metrics versus “lagging” metrics,
  • How to identify sales representatives that have both the skills and the will to succeed,
  • The elements of an effective pipeline tracking process,
  • How to coach your sales representatives up to the next level of sales performance,
  • How to handle the sub-par performer and eliminate mediocrity,
  • Learn the net – a new account prospecting process that works today, and
  • Understand the difference between “account management” and “territory management".
 
9:45 am
SPIRE Member Case Study: Modagrafics Open Loop Production System
Paul Pirkle, Modagrafics
Learn the latest about the Modagrafics Open Loop Porduction System (MOL), and its patent-pending app, Rapidus, which will assist fleet owners, supervisors and installers in managing their installations during both large and small fleet projects.
 
10:00 am
Break
 
10:15 am
What Printers Want: A Discussion
Dan Marx, SGIA (Moderator)
SPIRE Sponsor Representatives

PSPs have wants and needs from the industry’s equipment and materials manufacturers, and the manufacturers have their goals as well. The question is: Are we aligned? SPIRE 2018 educational programming closes out with a spirited, moderated discussion focusing on how OEMs can better address the needs of today’s top print providers (and, perhaps, vice versa).
 
11:15 am
Adjournment
"Everything was spot on. The conference was packed with information and content, but was fast-moving, and time is important to me! The scope and breadth of the agenda was perfect." — Brian Stransky, Acchroma
Questions? Please contact:
Mary Johnson
mjohnson@sgia.org
+1 703-359-1308
 
Specialty Graphic Imaging Association
10015 Main Street
Fairfax, VA 22031
SGIA.org