Presentation Schedule

Stop by the Epicomm Solutions Theater to take a break from the show floor and listen to short informative presentation from a variety of industry experts.

Monday, March 21

10:00 – 10:20 a.m.
What the Mailing Industry Thinks About the USPS: The Industry Speaks Out, David J. Steinhardt, Idealliance

In late 2015, Idealliance conducted an industry-wide survey with multiple association partners on USPS Customer Systems & Services.  More than 150 companies across the mail supply chain responded with a clear and focused call for action.  Here are the results and key findings.

10:30 – 10:50 a.m.
Your Hybrid Sales Team – Mike Philie, Epicomm

No, this is not a new electric sales team. It’s what you have when you combine the sales force that got you to where you are with the sales force that will get you to where you want to go.

There are many areas to consider in building this parallel effort within your business. Where do you find these folks? They may come from internships, clients, and suppliers or even from outside the industry. How can you make your company attractive to them, how will you pay them, how will you support them, who will they call on and how can you increase the odds of your mutual success.

This is your chance to hit the reset button without causing a major distraction to your current legacy sales organization. We’ll review the “must haves” and the “nice to haves” in building out this team.

You will learn:

  • Where to look for candidates for this initiative.
  • How to clearly define what you are looking for and the importance of articulating your expectations and what success looks like for both you and the sales rep.
  • What type of training and coaching (yes, there is a difference) you’ll need to provide.
  • That you will have to lead this group in a different manner than your legacy, existing sales force.
  • How to best integrate these new reps into your existing culture and infrastructure.

12:30 – 12:50 p.m.
2016’s Path to Profit for the Print, Mail and Fulfillment Industries, John Foley Jr., interlinkONE/Grow Socially

Business transformation is all around us every day, both in our industry and outside. When thinking about transformation, there are four key questions that you need to be asking yourself: How are you doing compared to your competitors?  How are others doing?  What does it mean?  Are companies successful after transforming? In 2010, John Foley, Jr. wrote the highly acclaimed “Business Transformation: A New Path to Profit for the Printing Industry” and he’s back to take a look at what has happened since then and teach you how to apply the new path to profit to your company. This session will be your sneak peek into what is happening in successful print, mail, and fulfillment companies, and how the industry as a whole is adapting (or not adapting!) with transformation strategies.

1:00 – 1:20 p.m.
Postal Pricing 101 – Jessica Lowrance, PostCom

USPS pricing is always a hot topics, but never as hot as it is NOW. Between the exigent surcharge rollback and the pending rate system review, come learn how all of these changes can impact your business.

3:00 – 4:00 p.m.
Member Social

Come back to the Solutions Theater for Epicomm’s Member Social! Drinks and light snacks will be provided!

Tuesday, March 22

10:00 – 10:20 a.m.
The Backbone of Mail Preparation: What You MUST Know About Mail.dat® Files, Bob Schimek, Satori Software

Software you use for mail preparation has Mail.dat® built-in – with developers and the US Postal Service coding to this important industry specification.  This high-powered presentation by the chair of the industry consortium developing Mail.dat® will answer three important questions:  What is it?  Why should you care?  What’s coming in 2016 that you need to know?

10:30 – 11:00 a.m.
Business Transformation – The Three P’s – Mike Philie, Epicomm

Whether you are a printer, a printer that mails, a mailer or a mailer that prints – you have market opportunities that you have not or cannot get to. Your business results may be satisfactory but you’ve hit that ceiling of complexity. What’s in your way, what’s holding you back?

There are three critical success factors that leading companies utilize to transform their business into a company that enjoys a relevant and important position in helping their clients achieve the results they need to prosper. These 3 P’s include:

  • People
  • Plan
  • Perseverance

You will learn:

  • How to evaluate your business and ask the difficult questions that need to be asked about where you are and where you want it to be. Learn to identify what’s holding you back.
  • People are the heart and soul of your business. How should you evaluate them regarding their fit within your business, performance and contribution to your ultimate success?
  • No plan is perfect and a transformation typically won’t occur overnight. Learn how to focus on the milestones and the incremental gains that are aligned with your targeted goals.

12:30 – 12:50 p.m.
Rate Outlook After Exigency – Leo Raymond, Epicomm

This session will review the Postal Service’s options now that it’s losing the added revenue from the surcharge, including possible cost reductions instead of rate increases.

1:00 – 1:20 p.m.
Three Things to Do to Get Ready For Full Service Assessments – Leo Raymond, Epicomm

This session will offer three actions commercial mailers should take to prepare for the implementation of penalties for full service failures, including what information is available and how to use it.

5:00 – 6:30 p.m.
Member Social

Come back to the Solutions Theater for Epicomm’s Member Social! Drinks and light snacks will be provided!

Wednesday, March 23

9:30-9:50 a.m.
Addressing to The Future of Direct Mail – Coakley Workman, US Postal Service

10:00-10:20 a.m.
EDDM Workshop – Lee Garvey, Click2Mail

10:30-11:00 a.m.
Direct Mail Now and into Infinity! – David Mastervich , Hewlett Packard