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September 7, 2016
Dear Member, here is your weekly e-flash!



IT’S NOT ABOUT SELLING... IT’S ABOUT UNDERSTANDING HOW TO HELP CLIENTS MEET THEIR OBJECTIVES

We are now firmly in the solution selling paradigm. Old school transactional selling is fading by the wayside being replaced by comprehensive solution selling strategies; therefore, we need to understand HOW to help our clients and prospects meet their objectives.

At this meeting, we will discuss how you and your sales team can execute a client needs assessment to determine how we can fit into their business needs; ask better questions; use the right marketing tools; develop new sales cycles and more!

Key Takeaways:

  1. How to understand your clients' objectives
  2. Best practices for delivering an effective client needs assessment
  3. Key components for case studies
  4. How to offer solution based programs instead of print products
  5. Learn to be skilled at understanding how to focus on ROI for clients and prospects

About our speaker:

Leslie Groene, President, Groene Consulting, is one of the coaching superstars in the world of corporate sales as well as a business consultant and author. Her background is in the paper and printing industries as a sales rep and sales manager. She has been featured in many PIA affiliate markets and as a speaker and business development trainer including the upcoming Print Leadership Summit. She helps her clients focus on revenue generation and profit growth. She authored the business strategy book Picture Yourself & the Life You Want and is a nationally-renowned motivational speaker. You can find her book and contact information here.

Reserve the date and register here. If you cannot attend, pass this invitation to an industry friend.

October 26, 2016, 11:30 am – 1:00 pm
Coaching Center of Orange County
1231 E. Dyer Road, Suite 215, Santa Ana, CA 92705
Member’s investment: $35. Nonmembers: $60.00
Lunch is provided

If you have any questions, contact Emily Holguin. You can download the flyer here.

 













 
SCAM ALERT!

The nice folks who send phony emails to get money are still at it. This week PIASC’s Chief Accountant received an email from PIASC’s President asking her to wire $54,000 to an account at the BofA. The text was drafted to offer a legitimate sounding explanation and contained a promise that back-up documentation would be produced by the end of the day. Fortunately, the Chief Accountant asked the President whether he really wanted to do it. Warn your people about this, as the email looks completely legitimate.

Source: PIASC Weekly Update

 

BEST WORKPLACE ENTRIES DUE SEPTEMBER 30TH

Time is of the essence! Enter the 2016 competition now by submitting the Best Workplace in the America’s entry form here and judges tips on submitting an entry can be found here. Entries are judged on the following criteria:

  1. Management practices
  2. Work environment
  3. Training and development opportunities
  4. Recognition and rewards
  5. Workplace health and safety
  6. Health and well-being programs
  7. Financial security
  8. Work-life balance

Please note that hard copies of entries are now sent to PIA’s headquarters at 301 Brush Creek Road, Warrendale, PA 15086. Got questions? Contact Adriane Harrison at 412.259.1707.

 

DEPRESSION IN THE WORKPLACE: HOW COMPANIES AND EMPLOYEES CAN ADDRESS THE CONDITION'S TOLL ON MENTAL HEALTH AND PRODUCTIVITY.

One in eight U.S. workers has been diagnosed with depression, according to a recent Gallup poll. Many of them “look perfectly fine yet are suffering tremendously on the inside,” said David Mischoulon, MD, PhD, a staff psychiatrist at Massachusetts General Hospital and associate professor of psychiatry at Harvard Medical School. Even as more companies offer wellness programs to promote good health, depression continues to take a toll in the workplace.

“Considering the symptoms of depression, a person could feel tired and have difficulty concentrating, which would affect productivity,” said Dr. Mischoulon. “They could feel unmotivated and find themselves neglecting their work if no one is looking over their shoulder.”

Gallup estimates that workers with depression miss 68 million additional days of work annually, resulting in $23 billion in lost productivity.

Often employees’ signs of depression go unnoticed. “Even if someone is less efficient, feeling less creative or they can’t smile much, which is common, it’s rarely showing as much as it seems,” said Sally Winston, PsyD, a psychologist and co-director of the Anxiety and Stress Disorders Institute of Maryland.

While the stigma associated with depression is not what it once was, many of Mischoulon’s patients fear that talking about it could cost them their jobs. “Most people will eventually tell trusted co-workers about their problems, but it can be a touchy subject,” he said. >>READ MORE

Source: Everyday Health website

 

WANT TO HEAR A GREAT STORY? JOIN US AT PACIFIC PALMS ON SEPTEMBER 14TH AT 11:00 A.M.

Take a break and join us at a splendid hill top location for a relaxing lunch and a motivational story!

Although this meeting is called Women in Print, it is open to all members as well; and I may add that men attending this event in the past have enjoyed it tremendously!

Our featured speaker is an amazing woman! She is Carmen Rad, Founder and President of CR&A Custom, Inc. in Los Angeles. Carmen will share her challenges and triumphs.

Get inspired, join us on September 14th by registering today. If you prefer to make your reservations by email or by phone please contact Emily Holguin at 323.728.9500, ext. 262.

Member’s investment is $40. Non-member is $65.00. Bring a prospective member as a guest and we’ll pick up the tab.

Download flyer.

 

PRINT IS POPULAR WITH LUXURY BRANDS

As ZenithOptimedia reported in their latest forecast of luxury advertising expenditure, print remains the most important advertising medium for “high luxury” advertisers. Read the new article on the www.ChoosePrint.org home page to find out some of the reasons why!

Share ChoosePrint.org with your employees to reinforce the importance of print.

 

e-Quote

A satisfied customer is the best business strategy of all.
~Michael LeBoeuf, American Businessman

 

MEMBER DISCOUNT OF THE MONTH

 

EDUCATIONAL AND NETWORKING OPPORTUNITIES

Breakfast With Bob

September 8th | 7:30am
Brent's Deli, 19565 Parthenia Street, Northridge 91324

September 20th | 7:30am
Mimi's Cafe, 17231 E. 17th St., Tustin 92780

September 21st | 7:30am
Norm's, 11001 West Pico Boulevard, Los Angeles 90064

September 22nd | 7:30am
West Bistro, 3900 Atlantic Ave., Long Beach 90807

LabelExpo Americas 2016
September 13-15th
Rosemont/Chicago, IL
Use code: PIAS20 when registering for the Educational Sessions for 20% off.

Women in Print Communications Luncheon
September 14th | 11:00am | $40 ($65 non-member)
Pacific Palms Resort, City of Industry
(lunch is provided)

Graph Expo 2016
September 25th to 28th
FREE EXHIBIT FLOOR PASS (Members Only)
Orange County Convention CenterNorth Hall
Orlando, FL

PIBT Annual Benefits Introduction Meetings

October 4th | 10:00am
Crowne Plaza Hotel, 1221 Chess Drive, Foster City, CA

October 6th | 8:15am
Embassy Suites Brea, 900 East Birch Street, Brea, CA 92821

October 11th | 8:15am
Hilton Los Angeles North/Glendale, 100 W. Glenoaks Blvd., Glendale, CA 91202

October 13th | 8:15am
Courtyard Marriott, 8651 Spectrum Center Blvd., San Diego, CA 92123

October 25th | 8:15am
PIASC Conference Room, 5800 S. Eastern Ave., Commerce, CA 90040

October 25th | 1:00pm
PIASC Conference Room, 5800 S. Eastern Ave., Commerce, CA 90040

Lunch With Leslie
October 26th | 11:30am
Coaching Center of Orange County, 1231 E. Dyer Road, Suite 215, Santa Ana, CA  92705

 

WEBINARS

Low Cost and No Cost Marketing Tools You Can Use to Grow Your Business
September 8th | 11:00 AM | FREE!

Mega Trends Driving the Printing Industry
September 13th | 10:00 AM | FREE!

Get Big Things Done: Unleash Your Connectional Intelligence
September 21st | 9:00 AM | FREE!

Training Our Brains: What Neuroscience Can Teach Us About Leadership
November 9th | 9:00 AM | FREE!

Get Noticed, Get Promoted and Build your Professional Brand
December 13th | 8:00 AM | FREE!

 

Contact

Ara Izquierdo
5800 S. Eastern Avenue, Suite 400 Los Angeles, CA 90040
(323) 728-9500