Varsha Pal: Technology and sustainability are central to every conversation
Earning the Sales Champion of the Year Award, Varsha Pal, senior manager at Print-Packaging.com, is a sales leader leading projects like Pamex, which has seen 30% year-on-year growth since 2015. Pal was part of the Bharat Print Expo launch.
30 Sep 2025 | 248 Views | By PrintWeek Team
Q: As Sales Champion of the Year, what do you believe are the most crucial strategies for building and maintaining strong relationships in the competitive print-packaging industry?
Varsha Pal (VP): Strong relationships are built on three pillars: trust, consistency, and value. In our industry, clients want a partner who listens, understands their challenges, and offers practical solutions. For me, it is about being genuinely present, maintaining open communication, and delivering on promises, no matter how small. Over time, this creates long-term partnerships.
Q: Print-Packaging.com operates in a dynamic trade show and exposition market. With so many shows—international, national, and regional—how do you ensure your events remain effective, relevant, and innovative?
VP: For us, innovation begins with listening. We spend a lot of time engaging with exhibitors and visitors to understand what they really need. That is why we constantly introduce new formats, curate sessions, and networking opportunities that go beyond the traditional trade show model. For instance, our first edition of Bharat Print Expo 2025 was tailored for South India’s unique printing ecosystem, which made it stand out instead of being “just another event.” Staying relevant is about staying close to the community and daring to try fresh approaches.
Q: Beyond achieving sales targets, what aspects of your role as a Sales Champion do you find most rewarding? How do you personally measure success in contributing to the overall growth of Print-Packaging.com?
VP: The most rewarding part is seeing the impact of our work, whether it is an exhibitor telling me they got new clients through our show, or a visitor discovering new technology that helps them grow their business. Success for me is measured not only in numbers, but in the stories of people and businesses we have helped connect. When our events become catalysts for growth in the industry, I feel the job as a salesperson has meaning beyond sales.
Q: The printing industry is rapidly adapting to new technologies and demands for sustainability. How do you integrate these factors into your sales conversations and proposals to create value-driven solutions for your clients? Could you share one or two examples?
VP: Technology and sustainability are central to every conversation. When speaking to the clients, I highlight how our platforms showcase innovations that solve real business challenges, whether it is digital printing, automation, or sustainable solutions. For instance, the theme of our next edition of Pamex 2026 is Future Is Eco-Tech, balancing the future of technology and sustainability. Our first edition of Flexo Summit Asia 2025 also highlights the possibilities in the flexo packaging industry, which will position our partners as forward-thinking leaders.
Q: Looking ahead, what is your vision for the next 12 months in terms of driving sales and growth within the printing industry?
VP: Over the next year, my focus is on strengthening regional shows and making them impactful for local businesses while also enhancing the international appeal of our flagship events like Pamex. Also, we are exploring more hybrid engagement models — blending physical and digital touchpoints so that exhibitors and visitors can extract year-round value. The ultimate goal is to make every interaction meaningful, so our partners see us as enablers of growth, not just event organisers.
One tech trick you know?
LinkedIn’s advanced search filters — a complete game-changer. They allow you to zero in on the right prospects in minutes, saving time and helping you build meaningful, targeted connections.
If you could time-travel inside a book?
I would step into Many Lives, Many Masters by Brian Weiss. The book takes us on a journey through past lives, opening up insights about the soul, healing, and the afterlife. Experiencing that world firsthand would be like touching the timeless essence of human existence.
One factory visit that has wowed you?
I once visited a carton folder-gluer machinery factory run by a start-up, founded by a former employee of a reputed carton folder-making company. What amazed me was the passion, precision, and almost artistic care behind every detail. That visit left me deeply inspired.
Something which could have been better designed?
During my visit to the factory, the machines were still under production, so I could not see the final product. That gap highlighted how often we get engrossed in perfecting processes and technologies, while overlooking how crucial the end-user experience and final design truly are. It was a simple but powerful reminder.
How did you celebrate your win?
The first celebration was with my family — they have been my anchor through every step. The second was with my team, because the award reflected our collective effort.