SELLING DIGITAL PRINT IS NOT LIKE THE BUSINESS OF SELLING PRINT IN OTHER MARKETS. IT NEEDS ITS OWN SPECIFIC SET OF SKILLS, BUT WHERE DO YOU LEARN THEM? FUJI XEROX AUSTRALIA HAS THE ANSWER.

In an increasingly competitive world where just-in-time, one-to-one and multi-channel services continue to transform the printing industry, print providers need to have the right set of skills in order to profit and grow. With the endless growth possibilities within the digital print market, sales and marketing skills need to be developed and fine-tuned as organisations seek new business opportunities.

In response to this need, Fuji Xerox Australia's Profit Accelerator range of tools include a programme that has been specifically designed to assist organisations to sell and market digital print successfully. Called the Digital Sales Management Kit, it helps printers recruit and manage a digital sales force.

Nicole Merhi, marketing manager, business development at Fuji Xerox Australia, says the kit is an easy-to-follow useful resource for customers wanting to improve their skills in increasing their organisations awareness in the marketplace as well as understand how to create demand for digital print and provide ideas on how to capture new revenue opportunities.

In order to build and manage a digital sales force, the kit provides information, strategies, best practices and worksheets on:

Organisations can work through the Digital Sales Management Kit in their own time and at their own pace or, alternatively Fuji Xerox can facilitate individual, customised workshops.

"We aim to support our customers in their quest for success and are able to work collaboratively to identify their business needs. This allows us to develop tailored workshops to enable the customer to maximise their growth potential through digital sales opportunities," Merhi said.

WWOP WORKSHOPS

 

Paul Sowerby, marketing manager for Worldwide Online Printing (WWOP), has embraced the opportunity to offer workshops facilitated by Fuji Xerox for the WWOP franchisees. The workshops, available to all franchisees, aim to provide a greater understanding about the power of digital print and how to sell it effectively.

"Digital printing is at the heart of our business development strategy, and last year's opening of our digital production hub, which supports our 90 branches, served to reinforce our commitment in selling digital," said Sowerby. In order to maximise our return on this investment, the workshop programme with Fuji Xerox will help us understand the full benefits of digital print and how to successfully leverage this with our customers.

"At WWOP, we are constantly trying to improve and develop the skills of all of our franchisees, and we believe that these workshops will play a pivotal role in helping us achieve our goals in increasing our digital print growth," said Sowerby.

"The main objective of the Digital Sales Management Kit is to provide the tools which can be used to enhance and fine tune our customers ' digital sales skills, so they can further improve their bottom line," Merhi concluded.

The Digital Sales Management Kit is a resource within the Sales and Marketing module, one of four modules that make up the ProfitAccelerator suite of tools. Other modules include financial assessment toots, creative and design as well as training resources.

For more information, contact your Fuji Xerox Australia representative.