A group of Sydney printing executives are helping their employers chart a new course for the future after graduating from a Printing Industries' sponsored business sales course.
The Certificate IV Business Sales course was run by Printing Industries as part of a National Workshop Development Fund (NWDF) project in conjunction with Applied Training Solutions (ATS).
The NWDF projects aim to assist printing companies with strategic reviews, workforce development plans and staff training in the competitive systems and processes, management and leadership and sales, marketing and business strategy areas.
Students attended a full day’s training each month at Printing Industries Auburn office and were supported by on-site mentoring visits to help them apply their learnings.
The course contained four mandatory units in product knowledge, client and business networks and sales prospects and solutions. Industry feedback was sought to determine six elective units which ranged from how to make a presentation to how to prioritise tasks.
At the end of the course, students gained a broad range of knowledge including how to network, eMarket, and offer consultative solutions for customers.
The objective of the course was to be able to help salespeople gain new customers, improve existing customer relations and develop and implement business growth strategies.
Congratulating the graduates, Printing Industries CEO Bill Healey (pictured right) said the sales course formed part of a government supported program promoting skills development in the printing industry, was a good example of what could be achieved and helped illustrate the kind of support Future Print would be providing.
“We have a $1.1 million directed to providing similar programs via Future Print. These will be built around companies being assisted to review their strategic position; where they are now and where they want to go for the future. This course was tailored to the needs of participating companies to up-skill their employees and help them to reach their business goals,” he said.
Mr Healey said that businesses increasingly need sophisticated skills in management and leadership in addition to being able to design a communication plan for their clients.
“You can no longer wait for customers to come in the door, you have to go out and engage them in this new multi-channel world and to do that effectively, staff need to develop news skills,” he said.
“By completing this course participants have been given a sound basis in sales and marketing. While it’s good to have good technical knowledge and skills, being able to engage with customers effectively is critical.
“If we are to evolve as an industry, then we also need enhanced collaboration – something these graduates have experienced during their course.”
Mr Healey told the group that collaboration was also necessary in areas like capital equipment to get a more rational approach to purchasing.
“This brings with it a need for greater trust between businesses,” he said.
Mr Healey said Future Print recognised that not all companies want to be part of the new communications sectors. He said strategies, including succession planning workshops and support, were being developed to help these businesses too.
Graduates have their say:
The skills learned in the Printing Industries/ATS Certificate IV Business Sales course were immediately put to good use by attendees.
Dean Cox from AGFA used his new found pubic speaking skills to deliver a speech in front of his colleagues that earned him praise from his General Manager.
He said the group atmosphere also provided networking opportunities which not only made this a more enjoyable experience but also proved beneficial for future cooperative projects between businesses.
“I am sure that the friendships that have been established over the last year will continue over our professional lives,” he said.
The attendees also benefited from the unique group dynamics. “All of the attendees came from similar areas of business and we used the exercises to learn as a group,” said Alex Cohen from Snap Norwest.
Stephen Holland of Four Colour Graphics added: “Hearing and learning about different aspects of the industry and getting feedback and actual examples that related to the course materials was extremely helpful.
“The course was set up as an open forum where all inputs and experiences could be applied to the topic of the day. Such an environment proved far more valuable than an essay-driven course or one of written activities.”
Industry veteran Christian Fletcher of BHB Printing concurs, adding: “I found it very beneficial to discuss and answer a lot of questions as a group.”
Angela Parkinson from Absolute Colour Printing supported this saying: “I struggle with working solo from a textbook. Having interactive workshops instead of lots of written assessments worked well and the group atmosphere made it much easier for me to learn.”
Printing Industries Association of Australia
www.printnet.com.au
