PFFC - April 2008 - (Page 22)

NEWS CLIPS Continued from p20 experience about how selling in today’s business environment is actually about not selling, presenting, answering objections, and closing…i.e., using the time-worn standard approach to sales. Instead, Farrell suggests playing the role of a “change agent” rather than a product-centric sales person focused on transactions. His book, Selling Is Not About Selling, offers a refreshing approach to sales, instructing readers that if they want to be truly ineffective in sales, they should “never leave anything out. Leaving nothing to the imagination is a sure way to lose sales.” The ideal presentation, he says, is no pitch or presentation at all but uncovering within a partnership relationship how your company can help resolve your customer’s challenges and problems. Changing Times The second half of the meeting featured Ira Blumenthal of Co-Opportunities, who energetically addressed “Brand-Building for Your Future.” Having counseled such companies as Coca-Cola, Nestlé, Wal-Mart, Kroger, and other big names, Blumenthal entered the room playing a harmonica and quoting Bob Dylan. “Times, they are a changing,” he said, and we must adapt to them. He told attendees they are all brand managers—it is not the job of only one person with this title. He focused on the philosophy, strategy, guiding principles, and best practices to create, build, maintain, and manage brand success, sharing anecdotal experiences to bring home the significance of promoting and adapting to remain a successful player within our industry. The last day began with Dr. David M. Lampton, dean of faculty and director of China Studies at Johns Hopkins School of Advanced Intl. Studies in Washington, DC. He addressed how China’s increasing national power seems to be changing the global landscape in military, economic, and intellectual terms. He believes, particularly in the US, that we are overly fearsome of China’s military power, when it is the economic and intellectual challenges and opportunities that we should fear most. He warned that if we are not competitive enough in the future on those fronts, we may stand to lose our national strength. Completing the formal program was Dr. Robert Fry of DuPont, Wilmington, DE, who offered his annual “Economic Outlook for the Converting Industry.” The standout message for most attendees was Fry’s belief that while we aren’t technically in a recession now, we likely will be in the near future. PEOPLE OH, Bryan uAt Quickdraft, Canton, Williams is named sales manager and Ken Erskine is named southeast regional sales manager. uSenior VP Gerd Koehler assumes responsibility for the sales and marketing of prepress products at Max Daetwyler, Huntersville, NC. uAt Bosch Rexroth AG, Stuttgart, Germany, Dr. Albert Hieronimus becomes chairman of the board of management, A. Hieronimus replacing Manfred Grundke, who leaves the company. Dr. Karl Tragi, responsible for the company’s Electric Drives and Controls div., is appointed to the board of management. Atlas Material Testing Technology, S. Guerin Chicago, IL, names Rick Weiler president and CEO. uSun Chemical, Parsippany, NJ, names Susan Guerin senior VP and CFO. S ta n d N o .10 A43 X-celerate your productivity • X-tremely reduced waste • X-tra short set up time • X-tremely compact footprint •X-tremely easy to adjust and operate • X-tra flexibility X-Flex platform redefines the market in narrow web printing technology. Distributed in North America by: The all new X-Flex is designed to shrink your problems down Reduce your costs and keep quality up, thanks to its X-clusive features: • Gearless Technology • Vision System – one-touch auto register control • X-tra short web path Let the X-Flex set a new benchmark for your company. ESP MATIK, INC. 33, BROOK STREET CT 06110 WEST HARTFORD USA U.S.A. Tel: 860 2322323 Fax: 860 2330162 www.matik.com Lecco – Italy www.omet.it PFFC-ASAP 116 22 | APRIL 2008 Innovation With Passion WWW.PFFC-ONLINE.COM http://WWW.PFFC-ONLINE.COM

Table of Contents Feed for the Digital Edition of PFFC - April 2008

PFFC - April 2008 Table of Contents First Glance Calendar of Events From the Editor Web Lines Process Management News Clips Narrow Web & Label Reporter Narrow Web & Label What’s New Products Carton & Box Reporter Carton & Box What’s New Products Green Converting Pouchmaking Show Preview Flexible Packaging Gravure Printing What's New Products Services Directory Classifieds Marketplace Equipment Buyers & Sellers Advertisers Index Experience Speaks

PFFC - April 2008

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