New book expected to help digital printers to increase profit margins

Tuxedo Park, N.Y., June 14, 2009 - Joe Rickard, founder of the training and consulting firm, Intellective Solutions has released his book, "Value-Based Pricing Guide for the New Business of Printing™”,a Xerox Press Publication. With a publishing date of June 2009, the guide was provided to attendees at the Xerox Digital Balance Sheet Thought Leadership held at the Gil Hatch Center for Customer Innovation on June 3 & 4. The event was attended by graphic arts leaders throughout the world.

The comprehensive guide provides a financial and operational review on how to shift from a cost-plus manufacturing model to a value-based one. The result is greater operating margins for graphic communication providers. Each chapter is graphically designed to provide the reader with a simple step by step approach on how to implement this strategy in their organization. Included in the guide are illustrated examples and worksheets to help the reader logically build their customized program.

"We’re facing major challenges in our economy resulting in a major transformation in our industry. To help leverage changes in technology and buying habits, the book builds a pricing model that truly reflects the added value of new digitally-enabled printing products and services such as personalized printing, transpromo billing statements, cross media marketing campaigns, short run books ” Rickard explains, "Now we have a step-by-step implementation guide that truly addresses this opportunity.”

The book can be obtained by print providers by contacting their local Xerox representatives. The book will be used as a workbook by Xerox Business Development Consultants as they work with Xerox clients to support the installations of Xerox production printing systems.

Due to the launch of many new printing solutions and services, the Xerox Business Development Group asked Rickard to develop an engaging resource to help their customers. The target audience is print provider general managers, sales and financial managers and owners. Each chapter thoroughly explores a key element of how to build a tailored value-based pricing strategy. The chapters range from "Planning a Value-Based Pricing Program” to "How to Integrate Value Based Pricing into the Sales Process”.

"Initial reaction to the book has been outstanding. Printing industry experts and general managers have told us that the book fills a gap in training that has long been needed,” said Rickard. "The industry is experiencing brutal price pressure and threats from other media. We expect this book will provide readers with the knowledge, skills and confidence to increase their price levels and margins.”

About Intellective Solutions

Intellective Solutions is a leading sales and sales management training and consulting company focused on helping leading graphic communication companies improve sales effectiveness. The company provides quality customized sales and sales management training material and services. Utilizing our comprehensive curriculum and industry expertise, we deliver our materials in classroom, webinars and e-learning environments. Our strategy is to get an assessment of our customer's needs. and provide the best learning solution. We have a full complement of on-line surveys and assessments. We build real-life case studies and integrate them into our training content and methodologies