Consolidated Graphics — Fusing Power. . .and People

The company relies on its CGXSolutions to manage the entire process, from direct mail invitations to online registration, customized agendas and meeting collateral (name badges, place cards). Registrants select their nine breakout sessions and are mailed personalized agendas in advance of the meeting.

The event kicks off with a Friday night reception and chairman awards dinner led by Joe Davis, chairman and CEO. The dinner includes CGX’s national sales award, with the top 10 performers in each of four categories (top revenue, cross-selling, sales growth and new business development) recognized for their excellence. The top three in each category nationwide are then invited to CGX’s Associates Meeting and shareholder’s meeting in Houston for a special ceremony.

The meeting shifts into high gear on Saturday, beginning with a kickoff presentation by Grohs and an overview of CGXSolutions by Ryan Farris, CGXSolutions president. It is followed by a baker’s dozen of breakout sessions covering Web-to-print, digital printing, sales and, of course, cross-selling.

Breakouts were also held by executives from the company’s latest acquisitions—Annan and Bird, Hennegan and Nies/Artcraft.

“These breakouts give the presidents and salespeople from these companies an opportunity to introduce their services to the other sales reps,” Grohs notes.

Other breakouts—“Kick Your Own Butt” and “Antennas Up”—were based on the theme of a book Grohs sent to attendees that was designed as “homework” to be read prior to attending. The 2007 selection was “The Little Red Book of Selling” by Jeffrey Gitomer, which features 12.5 points of sales greatness (CGX takes it a step further with the breakout “Little Red Book of Direct Mail”). Grohs also focused on the theme of “You,” inspired by the era of personalization.

Grohs purchased 1,000 copies of Gitomer’s work and sent them to all attendees in advance. Last year, he selected “Purple Cow” by Seth Godin.