The key to successful selling in the financial services market is knowledge about the industry, the types of documents they use, and the trends and issues they are facing, as well as who to talk to when selling your services. If you can speak their language and solve their business problems, you can take your success in serving this industry to the bank.

This sales brief provides a background on the financial services industry, and also defines the people, establishments, and documents that will be important in the selling process. After studying this brief, you will have a platform of knowledge upon which you can build a targeted, actionable go-tomarket plan that will increase your ability to successfully and profitably penetrate the financial services market.

• Executive Summary
• The Retail Industry Defined
• Critical Trends
  Trend #1: Declining Consumer Confidence
  Trend #2: Consumers Are Taking Charge
  Trend #3: Integration of Technology Trend #4: Sustainability
  Trend #5: Product Safety
  Trend #6: The Double-Edged Sword of Electronic Commerce
  Trend #7: Private Labeling
  Trend #8: Virtual Worlds
  How Document Services Can Help the Retail Industry
• The Applications
  Marketing Collateral
  Versioned Catalogs
  Customer Acquisition and Retention Programs
  Transactional Documents and TransPromo Communications
  Training Materials
  Retail Point-of-Purchase Displays
  Forms
  Packaging, Labels, and Tags
• What’s Next?
• Focus on Document Owners, But Consider the Enterprise!
• Who to Call On
  Top Retailers
• What You Need to Know
  Retail Success Stories
  Constellation Brands
  Dillard’s
  A Virginia-Based Document Services Company
  A Data Management and Printing Firm in Germany
• Best Practices for Service Providers
• For More Information