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BTA West 2011 District Event



BTA West's 2011 district event, Capture the Magic, will feature a keynote presentation by Mark Mathews, president and COO of Toshiba America Business Solutions Inc. There will also be five additional education sessions led by industry leaders providing insight and strategies that can help any office technology dealership reach new heights.


Dealers will be able to participate in networking events that will allow them to connect with their peers. In addition, there will be time to visit with more than 20 exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter onsite for a chance to win a $500 American Express gift card from BTA.

To wrap up the event, attendees will attend David Copperfield's "An Intimate Evening of Grand Illusion" at the Hollywood Theatre, MGM Grand Hotel & Casino.

Schedule of Events:

Thursday, Nov. 17
The General Registration program will begin at 3:30 p.m. with an opportunity to meet the exhibiting sponsors, opening comments and a keynote presentation given by Mark Mathews, president and COO of Toshiba America Business Solutions Inc.

A welcoming reception will follow, giving attendees a chance to network with peers and visit with exhibiting sponsors.


Friday, Nov. 18
Education sessions will begin at 8 a.m. and end at 4:30 p.m. with breaks for lunch and time to network with peers and exhibiting sponsors.

On Friday evening,
attendees will see David Copperfield's "An Intimate Evening of Grand Illusion" at the Hollywood Theatre, MGM Grand Hotel & Casino. (A limited number of tickets are available on a first-come, first-served basis.)


Keynote Speaker:

"The New Normal"
Mark Mathews, president & COO, Toshiba America Business Solutions Inc.

"Constant change is the new normal. Success now requires not just doing it better, but mastering the ability to do it differently.”
– Harvard Business Review

A 20-plus-year industry veteran, Mathews will offer an executive-level insight into the current market conditions both globally and in the United States, and demonstrate how those conditions are impacting the industry and creating a significant need for change. He will specifically focus on addressing a changing business model, which emphasizes solutions and service for the customer, for long-term business success. Attendees will walk away with a clear vision of what changes they need to make to thrive in today's business environment, and the tools and partners available to them to hit the ground running.

Mathews currently serves as president and COO for Toshiba America Business Solutions Inc. (TABS). In this role, he oversees the strategic direction and operations of the company’s Electronic Imaging Division (EID) and Toshiba Business Solutions (TBS). With the company since 1993, Mathews served in various management roles within EID prior to his current position. Having more than 20 years experience in the industry, Mathews provides expertise on industry trends such as document management, output optimization, data and device security, and the integration of sophisticated software solutions for improving business workflow and productivity. He earned a master's degree in civil engineering from Columbia University and in business administration from Anderson Graduate School of Management at the University of California, Los Angeles. A recipient of numerous academic honors, including a Guggenheim Fellowship, Mathews also holds a bachelor's degree in engineering mechanics from the U.S. Air Force Academy.

Friday Education Sessions:

"Magical Procedures for Successful Dealerships"
Bob Goldberg, general counsel, Business Technology Association

Supporting dealers for more than 30 years, Goldberg has observed and encourages traits for industry success. This session presents the 20 best traits of a successful dealership and explains why they make a difference. From winning proposals to energized and committed employees, this program guarantees you will return to your business with new insights for success.

Goldberg has served as general counsel for the Business Technology Association since 1977. He is also of counsel to the Chicago law firm Schoenberg, Finkel, Newman & Rosenberg. Goldberg writes the monthly "Courts & Capitols" column appearing in BTA's Office Technology magazine.

"Capture the Opportunity"
John Hey, associate & founder, Strategic Business Associates

Office technology industry expert John Hey will share his insights into this fast-changing industry. He will address what management teams need to do now to drive profitable growth and to strategically position their dealerships in order to capture the expanding opportunities in 2012 and beyond.

Hey, associate and founder of Strategic Business Associates, began his career with the former D.C. Hey Co. in 1973. He became president and owner of the company in 1985. Hey was responsible for growing the business from $5 million to more than $170 million in sales with more than 1,250 employees. In addition, he completed more than 12 acquisitions. Hey founded Strategic Business Associates with John Hanson, his former CFO, in 2001.

"There is More to MPS Than Sales & Software"
Ronelle Ingram, vice president of technical service, Steven Enerprises Inc. & district director, BTA West

Take a realistic look at the trials and tribulations of MPS and managed document agreements experienced by the service department. Learn positive training techniques, talk track skills and needed resources to entice service, shop and parts personnel to embrace the positive aspects of your MPS programs. After the sales staff is trained, the MPS software is installed and millions of MPS clicks are anticipated; how can your service group provide all the promises made, for a few mils a click? Join Ingram for some practical ideas to simplify your managed print services.

Ingram is the vice president of technical service for Steven Enterprises Inc., a wide-format plotter dealership in Irvine, Calif. Steven Enterprises sells KIP, Océ, Ricoh and Hewlett-Packard wide-format products. Ingram has served BTA for many years in many capacities. She has been an instructor at BTA-sponsored classes and trade shows, a BTA West board member in several positions, the president of the Southern California local chapter and BTA's national president during the 2008-09 year.

"The MPS Contract: Getting it is Only the Start"
Tom Callinan, founding principal, Strategy Development

This session will cover how to actively manage your MPS contracts to ensure profitability and continued revenue growth. Callinan will touch on the quarterly business review and how to add revenues in the managed services space. After this session, you will have a high-level framework of how to continuously improve profitability and grow revenue in each of your MPS contracts.

Callinan is the founding principal of Strategy Development, a management consulting and advanced sales training firm for technology and outsourcing companies. From 1998 to 2005, he was an executive with IKON Office Solutions, most recently vice president and general manager of IKON's largest business unit with revenue of $1.4 billion. Prior to IKON, he was the founder and CEO of Copifax Inc.


"Beyond Traditional Sales"
David Ramos, consultant, Strategy Development

Today's customers want trusted advisors — those who understand their businesses. They value leaders who can help them clearly see the path forward — trusted resources who are there to help them sort through challenges and cut through complexity. They want advisors who are consultative in nature and interested in helping them solve their business problems and achieve success. The savvy sales professional will proactively recognize the issues that the empowered decision maker creates to reshape the strategies and investments to better engage, create meaningful dialog and sell to ever more empowered, skeptical, overloaded and careful buyers. In this session, Ramos will discuss the value-based sales and marketing tools that can be used to help address the buyer challenges of 2011 and fight these trends.

David Ramos, sales operations consultant with Strategy Development, has 15 years of experience in the imaging industry. As a top-producing business development and management professional, he has held positions in both the United States and Mexico. At IKON Office Solutions, Ramos held positions of increasing responsibility, eventually becoming director of sales with responsibility for eight sales managers and more than 70 sales reps. As a senior trainer at IKON University, he co-developed the sales training program for both the United States and Mexico. Prior to that, Ramos was a major accounts manager at Xerox Corp. He offers experience in training and development, selling leading-edge technologies, strategic marketing and key account management in U.S. and foreign markets.

Pricing:*
BTA Member General Registration: $199 (Price includes Thursday and Friday education sessions, Thursday welcoming reception, Friday breakfast, lunch and Friday David Copperfield performance.)
BTA Member General Registration without David Copperfield performance ticket: $169 (Price includes all of the above, with the exception of the David Copperfield ticket.)

Non-Member General Registration: $249
Non-Member General Registration without Copperfield ticket: $219

* Kyocera/Copystar and Toshiba dealers can use co-op funds for BTA district event registration.

Hotel Information:

Paris Hotel Las Vegas
3655 Las Vegas Blvd. S.
Las Vegas, NV 89109
Phone: (800) 722-5597
Website: Click here to make reservations online
Room rate: $120 per night
Reference group code SPBTA1 or mention "Business Technology Association" when making reservations to get the group rate.

Additional Education Sessions:
Attendees to either workshop will receive FREE $199 registration to the BTA West event.

November 16-17:

Over the last 10 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. But with the introduction of color, connectivity, software and managed print services (MPS) the business has changed — and ProFinance has changed with it. ProFinance 2.0 incorporates these changes into the new industry model, including benchmarks for MPS. With more than 30 key benchmarks, this management tool will help you and your team achieve double-digit operating income.

For more information or to register for ProFinance 2.0, click here.

November 19:

Successful BTA dealers use their service departments to maintain profit margins as new equipment sales margins decline. FIX, BTA's popular service workshop, shows you how to compute your cost of the service labor hour (service burden rate). Workshop instructors Ronelle Ingram and Rock Janecek will cover proven management and customer service programs to use in your company. This is a highly interactive, energetic classroom experience. Come prepared to learn in a fun, relaxed atmosphere.

For more information or to register for FIX, click here.
BTA West
2011 Sponsors:

Click a logo to visit the sponsor's website.
David Copperfield
Show Co-Sponsors:


Cocktail Reception Sponsor:

Breakfast Sponsor:

Lunch Sponsor:

Breaks Sponsor: