a terrible experience, for them and me. The engage- ment was low. Knowledge transfer was low.They pret- ty much mentally signed out of the program early be- cause they felt it was not applicable to them. So, I changed course. Going forward, I assessed indi- viduals and prescribed exactly what they needed.And I shared with them how they did on the assessment. For example, when I applied this model, I remember there was a veteran in the class, 25 years experience in the industry and he just joined the company and he scored 53 out of 100 on getting past the gatekeep- er. That blew his mind. He was like, ‘I didn’t think I needed anything in that.Talk to me.What am I missing?’ And sure enough, he didn’t have some basic skills for today to get past gatekeepers and talk to decision-mak- ers. Once he knew that and his manager knew that, it became something worth fixing. If you had asked him if he needed training in that, he would have said no. This is an eye-opener when you assess people first and then you prescribe. AICC has constantly listened to what their members are saying and that is the way they are assessing it. What they are hearing is,‘How do I build relationships virtually? I’ve been a belly-to-belly salesperson, a face- to-face salesperson for 25 years.’We know 60 percent of them are struggling.We know some of them have the mindset that it won’t work. So, if they already be- lieve it won’t work, they won’t pick up the phone to make the call. Part of what we do is we work on the mindset. But now we need to equip them with the skills, tools and really good qualifying questions to start those meaningful relationships. Visit aiccbox.org for more information and to register. Omet Named ‘Welfare Champion’ In Italy On September 22, Italy’s Prime Minister Giuseppe Conte awarded Omet as one of the “Welfare Champi- on”companies of theWelfare Index PMI 2020.OMET’s President Antonio Bartesaghi received the award in Rome, Italy, during an organized event. Omet is one of the 78Welfare Champion companies identified by the research that started from a sample of over 6,500 companies.This year, in addition to the tra- ditional welfare survey, the Welfare Index PMI detect- ed the impact of the Covid-19 emergency, highlighting the flexibility and resilience of these companies, that represent the backbone of the Italian economic frame- work. Omet’s welfare project reportedly offers time-saving services, agreements, training opportunities, free legal consultancy or fiscal support.
Industry Events
FTA Fall Meeting October 5-7, 2021 Virtual
TLMI Annual Meeting November 11-12, 2021 Virtual
Labelexpo Americas Mar 23, 2021 - Mar 25, 2021 Donald E. Stephens Convention Center Rosemont, IL
TLMI Converter Meeting March 21-23, 2021 Windsor Court Hotel New Orleans, LA
drupa 2021 April 20 – 30, 2021 Dusseldorf, Germany FTA InfoFlex 2021 May 3-4, 2021 Kansas City, MO
SuperCorrExpo 2021 August 8–12, 2021 Orange County Convention Center Orlando, FL Labelexpo Europe September 21-24, 2021 Brussels Expo Brussels, Belgium CorrExpo 2021 September 27 - 29, 2021 St. Louis, Missouri FTA Fall Conference October 4-6, 2021 Frisco, TX TLMI Annual Meeting October 17-19, 2021 Naples Grande Beach Resort Naples, FL
Flexo Market News October 26, 2020 13
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