| Aero Coated Paper
Sales Training CD-ROM
Sappi Fine Paper
| V/O: |
Hi, it's Stan. I was going to leave a quick message on your machine. It's kind of late to be still at it on the East Coast, isn't it? |
| Liz: |
I'm looking at the chromes for the direct mail piece. They're gorgeous... wait 'til you see them. I'm really excited, Stan. We've got the right mailing list, the design is elegant, if I say so myself. This piece is going to communicate a level of quality that'll make us really stand out from the competition. |
| Stan: |
Gee, Liz, that's great. Can't wait to see it and can't wait to hear the sound of our phones ringing off the hook. |
| Liz: |
It feels good to feel good at deadline. It's a new experience. |
| Stan: |
Wonderful, wonderful. That's great... Oh, before I forget... |
| Liz: |
Right... your quick message... |
| Stan: |
I was talking with the big guys earlier -- |
| Liz: |
Stan, you're the big guy. |
| Stan: |
Well, I was talking to the people in finance and we've got to be a little aggressive right now... cut some costs, rein some budgets in. |
| Liz: |
This doesn't sound good. |
| Stan: |
No, no it's no big deal. I just need you to cut 7% out of the cost of this mailing. |
| Liz: |
7%! |
| Stan: |
Or 8. 8% would be great. |
| Liz: |
Stan, it's almost done! How do you expect me to cut the cost now? |
| Stan: |
You'll have to be creative. Isn't that what creative directors do? |
| Liz: |
Funny. Well, we could cut back on the mailing list. |
| Stan: |
Not an option. That list is gold. |
| Liz: |
Well, I'll find a cheaper paper to print on. That's a shame because we're going to lose quality. |
| Stan: |
Can't lose the quality, Liz. Otherwise we're going to look like everyone else. |
| Liz: |
You're being incredibly helpful. |
| Stan: |
Sorry for being a bump in the road but you've got to find a solution. 7 to 8 %. It's simple math, Liz. |
| Liz: |
Simple isn't the right word. |
| Stan: |
Creative, Liz, creative. |
| Liz: |
Let me figure this out. I'll call you. |
| Liz: |
I'll leave a message for that guy who stopped by last week. He wanted to tell me how to save money but I didn't think I could afford the time to listen. Now I've got a math problem. Maybe he can help. (hears knocking) Come in. |
| John: |
I thought this might be a good time to call on you again. |
| Liz: |
Your timing is amazingly accurate. John Maddock, if I remember correctly. |
| John: |
Indeed, and may I introduce Dr. du Papier? |
| Liz: |
Dr. du Papier. |
| Dr. D: |
Charmed. |
| John: |
The Dr. is a technological, scientific, and mathematical genius. |
| Liz: |
Really. |
| Dr. D: |
I brought a few tools designed to weigh the alternatives, to measure the opportunities, to enumerate the advantages, to quantify the quality, to gauge the measurable competitive edge -- and to calculate the savings. |
| Liz: |
I'm interested. |
| John: |
Let us begin, then, with the basic characteristics of paper and the manufacturing processes that deliver them. |
| Liz: |
You think I need to know all this? |
| John: |
Oh yes. Oh yes. |
| Liz: |
Let the education begin. |
[NOTE: Edits will be taken from John's 20-minute videotaped Aero sales training]
Liz ends the sales presentation with a call to Stan commenting to the guys while waiting for the call to go through. |
| Liz: |
Thank you. Thank you very much. That was time well spent. (Speaking into phone) Stan, I've done my math homework and I've got the right answer -- Aero. Aero's bulk to weight ratio changes the whole equation. The brightness of a 1, competitively priced with the 2s, and the total cost of the job matches many 3s. It costs less to mail. It's because of the calendaring process during manufacturing... (call trails off as she waves goodbye to John and Dr. D.) |
| John: |
I believe our work here is done. Thank you, Dr. |
| Dr. D: |
It's always a pleasure. |
Dr du Papier's will be shot reacting during John's video clips, punctuating his remarks and simplifying them for Liz.
Dr. D's punctuation could include:
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Aero has a bulk to weight advantage.
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You can decrease the weight you may be using now and lower your costs... or, you can keep the weight and get more bulk.
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Exceptional stiffness is one of the reasons Aero performs so well on press.
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Colors pop and images absolutely dazzle.
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You keep more of the brightness you pay for.
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Better bulk equals greater sheet stability plus faster running on sheetfed presses and greater blister resistance on web presses.
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Lighter basis weight is the equivalent of buying less paper. The costs per printing job are in-line with many #3 grades.
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It costs less to mail a piece printed on Aero because it weighs less.
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Post printing fading is reduced by minimum fluorescent dye.
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The grade competes with #2s but the paper costs per printing job have a corelationship to many #3s. And it has the brightness of a #1. It's a miracle of modern science.
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Aero provides an excellent example of better living through math and science.
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A smooth surface is the natural habitat for an unbroken ink lay.
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The simple reason is that less pressure is applied to Aero when it is calendared during manufacturing.
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When the bulk is equal, Aero weighs less.
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A stiffer insert opens the magazine to your ad.
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Less fiber compression results in superb scoring, folding... any kind of finishing.
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The Aero Savings Calculator does the math for you. Customers see the benefits right away. It's simple math.
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It's simple math. No genius required.
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