The Keynote ….

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One of the “funnist” (as my daughter would say) and most challenging tasks in putting on a conference is selecting a keynote speaker. If you have unlimited funds, the choice is endless as almost any famous person that you ever heard of is willing to speak for 45-60 minutes for a price. Even Donald Trump Jr. is listed with speaker bureaus at over $40,000. What is that about?

The second challenge is finding someone who can deliver a message to a broad audience of people that perform a wide range of functions within the company.

So, with a limited budget and a good understanding of the Xplor audience I ventured out looking for a keynote speaker.  I spent hours looking for the right person, at the right price. (Certainly supports our theme this year “making it relevant”.

The Xplor community is unique, it is a close knit group of professionals who love to share and continually support the association. It is from within our community that fate took over and I found the right person.

I received a call from Ken Leslie, an Xplor member, President of E-DocTalent, former chair of the association, formerly homeless and founder of 1Matters.org.

I had not heard from Ken for a while as he has been spending most of his time supporting 1Matters.org.  To read more about this incredible member of the Xplor community visit http://1matters.org

Anyway, he said “Skip, I have this incredible person you need to meet. You need him as a keynote.”  To make a long story short, I drove over to Celebration, Florida to meet him for breakfast. He had 45 minutes as he was taking a client into Disney to try and close some business.

After I spent 20 minutes with Patrick I knew he was a fit, especially after hearing his story on how he got to meet the pope. (Come to St. Pete Beach and I am sure he will share it.)

I am pleased to present, our keynote for 2012:

Patrick Welch, Chief Simplicity Officer, Making Sales Simple

Our keynote is a noted motivational speaker, sales and marketing trainer, author and business turn-around specialist who has appeared on the Today Show, among others. Patrick is the ultimate “door opener.”

Patrick will present: The 9 Skills You Need To Be The Best At Anything You Try — In Business Or Life!

Patrick’s promise? If you master his 9 critical skills and then go back to the office, boardroom, or home, you’ll be more successful than ever before in all aspects of your work and personal life.

Patrick is also doing an exclusive session for our Vendor Forum participants and event sponsors.

Getting You In Any Door (Vendor Forum Exhibitors Only, Please) This session is a bonus for our Vendor Forum Exhibitors and will take a look at the following:

  • Five aspects of a company that potential clients look for when selecting a new supplier-company
  • The most important part of any sales call — and the part most often not done
  • Concrete tips for connecting more quickly in order to make more sales

The question I know you want to ask. Can you afford him?  Probably not, but when I asked him what his fee was he simply said, “You are a friend of Ken’s, don’t worry we will work it out.”  And we did.

Come to the 2012 Xplor conference and Vendor Forum to listen and meet Patrick Welch. Also, I am pleased that Ken Leslie will also be in St. Pete Beach. After you read about him, you will certainly want to meet him also.

Talk about a dynamic duo!!!

The Kodak Bankruptcy … a commentary from Xplor’s President

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Everyone knows Kodak filed for Chapter 11 re-organization.  Based on the number of emails and calls I received, I surmise some people think I live under a rock. Why was anyone surprised, as hints of the action have been in the media for months?

As a former Kodak employee, (Kodak Versamark) I am certainly saddened, but I think people need to step back and understand what happened.

Many companies that find themselves in similar situations file for bankruptcy.  Chapter 11 bankruptcy is designed to allow individuals or, corporations to re-organize their debts in an attempt to repay them and get back on their feet.  Simply to provide some breathing room.

The banter about how Kodak got into the position they are in, is irrelevant. What is relevant is how they move forward, and I have confidence they will be successful.

Let’s not forget this 132 year old company has a lot going for it. In addition to their consumer products division, they have a robust commercial division, patents, intellectual property, licensing revenue, etc., so they have a great deal to work with.

According to an article I read, “The Company has made investments in digital and materials deposition technologies in recent years, generating approximately 75% of its revenue from digital businesses in 2011” That is a major shift.

Is Kodak down? Yes. Is it out? Absolutely not.  Don’t count this American icon out.

By the way, I recently purchased a Kodak printer for my office, and it does use less ink – per page 🙂

Skip Henk is president and CEO of Xplor International,  a worldwide, not-for-profit professional association that consists of thousands of users and suppliers of the products and services that create, modify and deliver customized information using a wide variety of document technologies. Further information is available at www.xplor.org

Why attend a pre-conference program?

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Every year thousands of people attend conference programs looking to learn about the latest trends, best practices and technologies driving our industry.  Many attend as they also look at the  opportunity to expand their business and personal networks.

Everyone wants to walk away with that one idea, that one nugget, the contact that can drive revenue, reduce costs or solve a problem.

Conference attendance and education is an investment.  Registration, travel, hotel costs can add up but if you get that one idea, that one nugget or meet than one person, it can pay big dividends.

Hidden Gems

Often overlooked at these events are pre-conference programs. Whether you call it a program or intensive these half day (sometimes full day) events can pack a punch as they typically present  a lot of information in a relatively short period of time.

This year Xplor International is pleased to be hosting two very different pre-conference programs put on by acadami™ and Madison Advisors. Both programs are a half day and run from 1pm to 5:30/6:00 pm. If you are East of Dallas, you can catch an early flight, have lunch on the beach and be on time for the start of the program.

Two Very Different Programs

Madision Advisors, returning for their third year, will present the results of their latest market research on multi-channel delivery, business process assessments, service provider alternatives, and multi-channel solution options. The intensive will include real-world use cases on what leading organizations are doing to maintain a competitive edge with their customer communications. Madison will also discuss industry-leading services and technologies for customer communications in 2012 and beyond.

Madison is known for their great research and vendor independent approach. For more information http://tinyurl.com/777bvh4

acadami™  will be presenting a ½ -day session which introduces the “Host to Post” processes and steps that gives the Xplor attendee a broad grounding in the terminology and processes that both users and vendors will be talking about over the course of the conference.

This is a GREAT program for people that are new to the industry or who even seasoned veterans who would like to better understand “the document lifecycle”.  For more information http://tinyurl.com/777bvh4

Putting it all together

The combination of the pre-conference programming and the three day Xplor Conference andVendor Forum WILL provide ideas, nuggets and contacts that will pay huge dividends. Listen to what the 2011 attendees have to say http://www.youtube.com/watch?v=_2inI3zeKXM

For more information on the acadami™ or Madison Advisors pre-conference program or the 2012 Xplor Conference and Vendor Forum please visit: 2012 Xplor Conference and Vendor Forum.

Hope to see you in beautiful St. Pete Beach in March.

What do Beer and the Xplor Conference have in common?

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I recently read an article that drinking a beer or two a day can significantly impact your health, in a good way. In fact, I was so moved by the article I popped open a beer immediately.

Yes, according to the article the “side” effects from a beer or two a day include: stronger heart, stronger bones, reduced risk of diabetes , lower blood pressure, longer life, healthier kidneys , boosted brain power, reduced cancer risk, boosted vitamin levels and reduced stroke risk.

I have said this for years that that golden nectar, barley and hops was good for you. Guess I am just a bit ahead of my time.

To read the whole article visit: http://health.yahoo.net/experts/dayinhealth/10-surprising-health-benefits-beer

This got me to thinking “what do beer and the Xplor conference have in common”. Then it came to me, both the Xplor conference and our ongoing programming is good not only for your personal well-being but your business well-being also.

  1. Xplor programming will boost your brain power as you will be armed with the latest trends andbest practices in the industry
  2. If you have the answers, know the information, you most likely will have lower your blood pressure.
  3. If armed with this knowledge and confidence you become a positive “movement” within your company, thus extending and providing a longer corporate life.
  4. Your brain is working, your blood pressure is good, things are going well which gives you a reduced stroke risk.
  5. As a result you have a longer life and live happily ever after!

For additional health benefits attend the Xplor Conference and Vendor Forum March 27-29, 2012 in beautiful St. Pete Beach, Florida.

Hurry before the organizers (that’s me) realize all of these benefits and raise the price. Think I will have a beer or two and check out the registration site. I am feeling healthier already!

See you in St. Pete Beach!

Merriments, Milestones and Motion for Xplor in 2012

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Happy New Year!

I hope all of you had a Merry Christmas, Happy Holidays and enjoyable New Years.

It would be understatement to say that 2011 was an interesting year and that most people hope 2012 will be more prosperous.

Like most organizations 2011 was a challenging but successful one for Xplor. Despite everything that is going on in the economy and our industry, we are still here, due solely to your support and participation. (Without you there would be no Xplor) I did want to a brief report of milestones in 2011:

  • A successful 2011 Conference and Vendor Forum with a 29% increase in attendance
  • Successful conference at Graph Expo with 20% growth
  • 2011 XDU On the Road program – 6 new cities
  • Growing webinar curriculum (over 3000 individual participants)
  • Monthly Lunch and Learn program
  • Implemented a new conference registration system
  • Launched new Industry Services division
  • Grew membership 2.5% (in a very tough economy)

The plan for 2012 is to expand programming, information and continuing to grow value to our members and the industry that will keep you on the leading edge of document technology. This is some of what we have planned for 2012: (if you have any other ideas please contact me me)

My thanks to you all for your support and participation. I extend my best wishes for a prosperous and healthy 2012.

Until next time …..

Why do people wait? Please help me sleep!

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As a purveyor of fine conference programming there are several things that cause organizers angst as the months and days count down before an event.

The top “anxiety” revolves around how many people are going to attend. No matter how big or small the event, everything revolves around people.  Like anything else it is all about budgets and numbers.

Why the anxiety? There are huge financial implications, no matter what the size of the event.

The anxiety:  Every year people seem to be registering later and later for conferences and tradeshows. 70% of the people register within the last 45-60 days, despite “early registration incentives”.  It keeps organizers up at night.

The angst: We contract for hotel room blocks, transportation, meals, entertainment, audio visual, etc. based on anticipated attendance.

Some event costs are variable others are not. ALL have minimums which drive negotiated hotel room rates, internet fees, etc. The hotel /facility contracts for a minimum total spend.

  • Event organizers negotiate with hotels to get favorable rates for conference attendees. If at least 90% of the rooms are not sold, the organizer is responsible for the remaining rooms.
  • Food at conference centers, hotels and convention centers is outrageously expensive which is why few events provide lunches or  have multiple networking events as part of registration. A box lunch, $20-24 plus tax and a service fee.  A buffet or sit down lunch, a lot more.
  • Any event that involves hot food and alcohol is expensive. A “networking event” three hours in length, with open bar and hot food, $80 -120 per person, depending on menu, plus 22% service charge.
  • Renting a LCD projector ranges from $600-750 per day at a hotel/convention center depending on the lumens plus screen, cart, support, etc. Multiply by 6-7, one for each session room and number of days.
  • Many of sponsored events are subsidized by the organizers as marketing dollars are getting harder and harder to get.
  • Organizers don’t make “tons of money” on events contrary to popular belief. A $250k event may yield 20-25% after expenses, not including staff costs to organize. Lot of work . Labor of love.

Please help me sleep:  If you can answer these questions I may be able to come up with a solution that could be mutually beneficial. (send me your thoughts and I will give you an additional $100 off conference registration)

  1. What decisions drive when you actually register for events?
  2. When do you start looking at events in terms of time?
  3. What could we do as organizers to incent you to register 60-90 days ahead of an event?

The plug: The 2012 Xplor Conference and Vendor Forum taking place March 27-29, at the TradeWinds Island Grand on St. Pete Beach includes: 70+ educational sessions, (3) lunches, (2) networking events and a vendor forum that features 32 of the best vendors in the industry.

Full conference:  Early registration:  $795 member/$995 non-member Regular registration: $895 member / $1145 non-member

Registration open December 1 at www.xplor.org , click on 2012 Xplor Conference and Vendor forum.

Everyone Needs a Pat on the Back, Even Companies

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Everyone likes a pat on the back occasionally, some more than others.

Experts agree that recognition and appreciations is an important part of the human DNA. Recognition inspires and fosters a positive work environment, minimizes turnover and maximizes customer satisfaction.

But why do many companies, who are made up of people, not display the collective need for recognition. So many companies are doing extraordinary things in so many areas, but do not feel the need to seek recognition and validation for their employees.

Perhaps companies have trimmed their staff so much they do not have the time to pursue recognition, however not doing so is very short-sighted.

Seeking industry recognition is actually inexpensive, not that time consuming and can paybig dividends. Industry recognition can drive your public image, increase brand awareness, validate your product or service, generate employee pride and drive revenue. Why would a company not want to do it?

For 20+ years Xplor International, as an association, has recognized companies in the electronic document space that have implemented unique solutions. I invite you to consider submitting an application for a “pat on the back” for your company and all of the innovative hardworking employees with it.

Both members and non-members are eligible for three industry awards.

  • Technology Application of the Year
  • Innovator of the Year
  • The Brian Platte Lifetime Achievement

Visit https://xplor.org/annual-awards/ for more information including a list of past recipients and to submit a nomination.

All award nominations must be submitted on the Xplor International nomination form. A summary of the nominee’s accomplishments must accompany this nomination. Please limit your nomination to 1500 words or less to be submitted in the scroll down portion of the web nomination form.

Submit your nominations by Friday, December 16, 2011.

If you have any questions, please contact Lynn Robbins, Honors and Awards, at 813 949-6170, or via e-mail at awards@xplor.org.

Everyone needs a pat on the back occasionally, even companies. 

Success for XPLOR and Emerging Technology at GRAPH EXPO

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It has been almost three weeks since I returned from Graph Expo and finally have decompressed, sorted through dozens of business cards, press kits and the tchotchkes, determining which I would keep and which ones would go to my nine year old daughter.

This being Xplor’s second year holding a conference program at the event I am pleased to report registration and attendance was up 23% over 2010. I was quite satisfied with the results and look forward to 2012.

Graph Expo, or Digital Expo?

I am not sure if it crept up on me or if I simply spent more time on the show floor this year but Graph Expo has morphed into digital and apparently I am not alone. In an InfoBlog posted by Jim Hamilton, September 22nd he stated:  “For all practical purposes, as one looks at the list of top vendors in recent years, Graph Expo has become dominated by digital exhibitors. Heidelberg was the number one exhibitor until 2008, when it did not exhibit, and it probably was the top exhibitor for many shows prior to Graph Expo 2004.”

Every year I look forward to saying hello to the ever increasing number of Xplor sponsors and supporters and checking out the new, evolving and emerging technologies.

This year was a bit more difficult as I had many more companies on my agenda. I will apologize ahead of time if I slight someone, it is not intentional.

Invitation only

I had received quite a few “pre-event” releases and invitations to “stop by our booth” and see what was new. (OK many were not really invitation only but were intriguing) Here are a few highlights. I won’t go into much detail, but suggest you check them out.

Bell and Howell – I was invited by Mike Maselli, VP of Marketing and Product Management, to stop by and see “the new Bell and Howell” and there was a great deal to see. The “enveloper’” is  a real slick product that actually wraps the envelope around inserts. A great demonstration. Their new control system that talks to you and has online support via Skype and their inserter technology demonstration  that does 30k envelopes per hour.  The new Bell & Howell is off to a great start based on what I saw. Visit www.BellHowell.net for more info.

Keen – A new comer to Graph Expo, in fact it was their first tradeshow. Met with Vitaly Golomb, the Founder and CEO, who demonstrated their web to print solution. There are a lot of them out there but this one is special. Check out www.keenprint.com or www.rethinkprint.biz

Konica- Minolta – An old friend I worked with at Kodak, Mike Watt, is now with Konica Minolta and gave me a personal tour of the Screen Trupress Jet520. I also spent some time with Erik Holdo, SVP Production Print Solutions. Konica-Minolta has signed up for the 2012 Xplor Conference and Vendor Forum, March 27-29 in Tampa Bay and Erik Holdo’s presentation will be “tasty”. You will have to attend experience it. (I assure you you will not attend another presentation like it.) This printer is worth checking out. Visit www.kmbs.konicaminolta.us

Pitney Bowes – A couple weeks prior to Graph Expo I received a briefing from Pitney Bowes on their new MarketSpace product. This product has the potential to be a game changer for any company that prints bills and statements and advertisers that want to reach their audience.

In a nutshell, MarketSpace matches advertisers with producers of bills and statements, facilitating the sale of whitespace to a demographically specific audience. This could finally bring Transpromo into the mainstream. Based on what I saw of the program, this could be a win-win for all: advertisers, document producers and consumers.

Graph Expo 2012 or Digital Expo 2012

No matter what you call it, Graph Expo has gone beyond traditional print. Digital has become the order of the day, and not just paper. This show has become the largest event in North America for digital output and communications.

Mark your calendars – October 7-10, 2012 for Graph Expo 2012

What’s happened to Graph Expo?

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As I prepare for the upcoming Graph Expo event, September 11-14th, in Chicago I started to think about the many years that I have attended the event as an end user, vendor and now association president for the electronic document industry.

Yesterday, I spent some time reviewing the 2011 floor plan and was amazed how the list of exhibitors has evolved over the years.  An evolution, so subtle, it may even have gone unnoticed for some segments of the industry.

Graph Expo is (was) an offset printing show

Subsequent to making my Graph Expo plans,  I had a conversation with a member of the Xplor community and asked whether they were going to attend the show and specifically the Xplor at Graph Expo conference.

He said, “no, but a couple people from our in-plant department are going. I am on the transactional side, Graph is an offset printing show. ”  I spent a few moments defending the event, discussing the traditional Xplor vendors, that he did business with,  that are on the floor plan. The education, that focuses on variable data, applications and transactional print, including the Xplor conference.

I suggested he take another look.  His, reply got me to think, “how many people are missing this great event due to perception?” (which is why I am writing this blog)

A quick trip through time

Graph Expo started as a trade show for the printing industry. I mean for the “real” printers, the ones that when you walk into their shop, you smell the ink. There were plates, color separation and craftsman who gauged their work on perfection through a “loop”.

The event started to morph when digital typesetters hit the floor. The latest and great presses continued to appear from Heidelberg, KBA, manroland, Goss, Ryobi and Komori to name a few but over the years lesser known names in traditional print circles like, Delphax, IBM, Oce’ Nipson and  Kodak started showing the early “digital presses”.

Then came digital color, faster color, better and less expensive color hit the show floor as well as a few new digital press manufacturers. All during this time more and more software companies began to exhibit, many who cut their teeth in the variable data and transactional print world.

Today, Graph Expo is print, any kind of print you want on any kind of media, but it is also about applications, web based solutions, social media, SMS and education and practical advice and actionable solutions for immediate implementation.

I invite you to attend Xplor at Graph Expo as my guest. If you use registration code XSFREE you can receive a complimentary pass to the show floor and attend one of the 18 educational sessions that are part of the Xplor at Graph Expo conference. Check it out, you will be surprised.

See you in Chicago.

I have a digital press now what?

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Digital printing has come a long way over the last 5-10 years, with the latest and greatest being displayed at the upcoming Graph Expo, September 11-14 in Chicago.

Although feeds, speeds, quality and cost are always part of the discussion when talking about a digital press, applications and how to maximize the press has taken center stage.

Ask not how your printer does it, but what you can do with your printer!

Maximizing your investment means getting up to speed quickly, understanding themarket and exploiting every capability of your digital press. It requires information, knowledge, best practices and new ideas which can found at conferences, seminars, webinars and social networks. One idea, just one nugget, can turn a digital press from overhead to a profit center.

Take advantage of the knowledge that is out there rather than re-inventing the wheel. Even if you are doing well, you can always find new ideas to increase revenue and reduce expense.

Ideas and nuggets available at Graph Expo!

Yes, a little self promotion here, but you must admit I do not do it very often in my blog. (In fact I think this a first).

Great ideas, best practices and a bag full of nuggets are available at the Xplor at Graph Expo conference. The Xplor conference will focus on: automation, document design, document re-engineering, multi-channel delivery and new application opportunities Sessions include:

    • X1 – The Ugly Secret About QR Codes
    • X2 – ADF is No Longer a Want – It’s a Requirement in Today’s Compliance and Regulatory Environment
    • X3 – Enhanced Customer Communications and Color Management: Improving Efficiencies and Adding Value
    • X6 – Digital Collision – Where Do We Go From Here?
    • X4 – Technology Applications and Their Use in Multi-Channel Marketing Campaigns
    • X5 – Building Successful ADF Platforms
    • X7 – Communication Requirements in a Multi-Channel World
    • X8 – Knowledge Management in Print – Expanding the Value Chain
    • X9 – The Jump to Transaction Color Printing
    • X10 – Repurposing Legacy Applications for Multi-Channel Communications.
    • X11 – Increasing Customer Loyalty
    • X12 – Data: The Key to a Winning Strategy
    • X13 – Creating and Measuring an Integrated Marketing Plan
    • X14 – Delivering ROI with Interactive Document Solutions
    • X15 – What Makes a Successful Multi-Channel Campaign? The Good, the Bad and the Ugly
    • X16 – Learning to Love The Cloud and What it Means to Customer Communications
    • X18- Automation…Now More Than Ever!
    • X17 – The Meaning of Print-Streams: 42 Things You Can Do With a Print File Other Than Printing It

Would you spend $100, $200 or $300 to make (or save) $10k, 20K or even $100k? (Maybe a million)

Click here for more information and dig for a few nuggets.

Hope to see you in Chicago.