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April 2002
Heidelberg Program

for Digital Users

KENNESAW, GA—Heidelberg announced a new business development program on profitability from digital color, offered as a value-added feature for its digital customers.

Regional Heidelberg business development specialists will conduct classes with several module sections that are targeted towards marketing executives, sales managers, salespeople, customer service staff, and owners of service bureaus and graphic arts establishments.

The main focus of the classes is "How to Profit from Nexprint Digital Color." The classes are divided into several modules including the opportunities of digital color, consultative selling, new types of revenue, opportunities for variable data and sample sales calls.

Richard Sand, business development manager for digital printing, Heidelberg USA, developed this new service offering. Sand has been involved in the graphic arts industry for over 13 years.

His background includes digital printing device sales, marketing, and education and training. He is involved with organizations including PIA/GATF, PrintImage International and he is a member of the Direct Marketing Association.

Sand has presented training seminars at On Demand, Association of College and University Printers and the National State Printers Association.

"I believe it takes more than technology to be successful," Sand says. "Today effective marketing, training and really understanding a customer's business problems are the keys to succeeding with digital printing."

As the business development manager, Sand is chartered with helping Heidelberg's customers integrate digital printing with traditional offset printing solutions.

Sand, along with several other regional representatives, visits customer locations to hold these profit-training programs. Sand and his team are devoted to teaching customers how to sell digital more effectively.

Agfa Previews Host of IPEX Introductions

RIDGEFIELD PARK, NJ—In anticipation of the IPEX exhibition in England this month, Agfa Graphic Systems held a press conference at its headquarters here recently to showcase some of the products that will be introduced at the show.

Building upon its debut of Apogee workflow software in 1997, Agfa will demonstrate its most recent generation—ApogeeX—which is based on PDF, JDF and digital film.

An intuitive interface lets the operator initiate and monitor tasks in real time. Full JDF-compliancy integrates MIS/IT into the workflow for automatic job-ticket generation and end-to-end workflow management. In addition, a Web approval tool enables authorized users to approve pages or imposed flats remotely.

ApogeeX can be integrated into any production environment and can be run on a single platform, or its tasks can be distributed on multiple servers depending on the size and the complexity of the prepress operation. The software will be commercially available in September, and will be targeted toward the four-up computer-to-plate and computer-to-film commercial printing markets.

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