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Spring Break 2017 Educational Sessions
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Educational Sessions

Industry Update
Bob Goldberg, general counsel, Business Technology Association (BTA)

The BTA Legal Hotline is the very best source for industry news and happenings. Through the Hotline, the most current issues faced by dealers are brought daily for counseling and resolution. You are not alone in the industry. This session will share the very latest dealer concerns, how to address them and documentation to limit your exposure. Just one nugget from this session can more than justify your attendance.

Goldberg has more than 37 years of industry experience. Upon graduation from law school in 1973, he joined the Antitrust Division of the Illinois Attorney General's Office. Goldberg's government career continued with the Federal Trade Commission until 1977, when he transitioned to private practice. He was a partner with the firm of Freeman, Atkins & Coleman, where he specialized in antitrust and trade regulation matters. Goldberg then joined the law firm Schoenberg Finkel Newman & Rosenberg LLC, and was a partner with the firm from 1984 to 2008. In 2008, he became of counsel to the firm, continuing to collaborate and mentor with the firm's attorneys and staff. Today, he provides BTA members with no-fee advice and guidance on a diverse range of topics.

Reducing Parts COGS
Jack Duncan, director of the REACH Leadership Academy, BEI Services

The second highest cost of doing business in this industry is parts. This session will cover several different approaches to lowering cost of goods sold (COGS), including alerts to notify management of attempts to order high-dollar parts, the high cost of hold-for-parts calls, techniques for parts harvesting and recycling, as well as approaches to lowering obsolescence. Parts obsolescence is currently an epidemic in our industry, and Duncan will discuss approaches to limiting the waste associated with that obsolescence and reserving for that in our P&L. Duncan will also cover inventory turns, as well as how to set a target inventory value based on usage.

After returning from the Vietnam War, Duncan began his office technology career as service manager at Tri State Copy Systems in Kansas City, Missouri. After several years there, he joined the team at Modern Business Systems, where he rose to the position of service manager for the Kansas City branch. Duncan then spent five years with Ricoh as a senior regional technical manager, and 14 years as director of service and vice president of service at City Business Machines in Little Rock, Arkansas. In 1999, he moved to Dallas, Texas, to work for ASI Business Solutions, where he helped set up and implement OMD, as well as many departmental policies and procedures while on his way to becoming vice president of service. In 2004, Duncan founded his own consulting business, Jack Duncan Consulting (JDC), where he built and taught Service Managers University. He also developed the interface between e-automate and US Fleet Tracking's GPS program. In 2014, Duncan became vice president of service at Standley Systems with the goal of moving its service department from good to elite. With that goal accomplished, he joined BEI Services to become director of the REACH Leadership Academy. Duncan thinks BEI's Technician Assessment program and the soon-to-be-released BEI Acuity program are the most effective tools for managing service technicians in the industry. He is currently developing the REACH Leadership Training Program along with a logistics class for parts and inventory personnel.

Turkeys & Eagles Both Have Feathers
Gil Cargill, owner, Cargill Consulting Group Inc.

Turkeys and eagles both have feathers, but when it comes to flying (i.e., closing profitable deals), you should always hire eagles. Unfortunately, by utilizing traditional interviewing techniques, differentiating between eagles and turkeys is very difficult. One bad hire can cost a dealership more than half-a-million dollars between out-of-pocket costs and potential incremental revenue. This session will show you how to use Cargill's proven interviewing technique (Sales Simulation Interviewing©) to find out whether the bird you are talking to will fly and soar, or if it will be ground-bound. Do not miss this opportunity to improve your bottom line by hiring appropriately.

In 1978, after concluding a sales and management career at IBM, in which Cargill led his sales team from a dead-last rating among 220 branch offices to first place in less than a year, he launched his own consulting practice, Cargill Consulting Group Inc. He has spent the past 38 years as a consultant, speaker and trainer, helping thousands of businesses achieve dramatic and permanent improvements in sales productivity. Cargill has taught salespeople across diverse industries the importance of developing sales processes, the advantages of implementing new technology and the benefits of tracking sales performance. He is a frequent speaker at national conventions and meetings of Vistage International, formerly The Executive Committee (TEC), and has been consultant to such organizations as Toshiba, ComputerLand, Micro Age, Apple Computers, Borg Warner Weyerhaeuser, and many thousands of growing small-to-medium-sized businesses. In 1996, Sales & Marketing Management magazine named Cargill one of the "Top Six Speakers in the Country" and Successful Meetings magazine listed him as one of the "Hot 25 Speakers to Watch For."

Building a Major Account Strategy
Larry Levine, social sales strategist & co-founder, Social Sales Academy

Nothing adds excitement and revenue more than the large takedown. However, landing net-new major accounts requires new sales strategies that integrate the latest tools, like LinkedIn. In this session, Levine, an experienced major account rep, will share next-gen sales strategies to find, develop and close major account territories.

With 27 years of in-the-field sales experience in the office technology industry, Levine knows what it takes to be successful. He has successfully sold copier/MFPs, document management and managed services to customers ranging from up-and-down the street accounts to Fortune 500 companies. After a conversation with a current customer about LinkedIn, Levine became fascinated with this emerging network of businesspeople. He started experimenting with LinkedIn in his copier/MFP sales process. During this time, Levine learned from trial and error what works and what does not. In the fall of 2013, he became a major account rep for a Japanese OEM in Los Angeles, California, one of the most competitive markets in the world. Levine walked into a zero-base territory with no MIF to flip, and using his LinkedIn sales strategies, booked $1.3 million in hardware sales in 2014 and left behind a $1.6-million pipeline for the next rep to develop. He now coaches office technology salespeople to do what he did. Since 2015, Levine has coached both quota-busting tenured reps and green millennials just beginning their careers. Both appreciate the practical nature of his coaching.

The Future of Mobile Printing
Mark Hart, director of business development, Access Control Devices Inc. (ACDI)

Studies show that traditional desktop printing is on the decline, leading to an overall decrease in the number of managed pages. Today's users want the convenience of printing from their mobile devices, but do not have a solution that fits their needs for a BYOD environment. Mobility printing software solves these problems and provides a way for dealers to drive new software opportunities and bring back those lost pages. What application is best for your dealership and customers? Join us to learn this answer and a lot more.

Hart is director of business development and national accounts at ACDI. He has a wide range of experience creating solutions and hardware training processes specifically customized to grow revenue in the dealer channel. Prior to joining ACDI, Hart worked for Lexmark for more than 16 years. He played an integral part in creating Lexmark's dealer program and helped bring solutions to the dealer channel through the Lexmark eSF platform. Hart received his bachelor's degree in computer science with a specialization in business from the University of Kentucky.

Marketing & Sales – You Need Both to Compete Today
Lindsay Kelley, president & co-founder, Prospect Builder

Technology changes keep coming faster and faster. That is as true of CRM, marketing automation and sales support tools as it is of your phone. Are you connecting these two together, or are your sales and marketing teams and tools siloed? Discover how linking marketing automation and sales will lead to higher connect rates, more qualified leads, your sales team actually using marketing tools, and a perpetual feedback loop to improve both sales and marketing.

Kelley, president and co-founder of Prospect Builder, is a HubSpot-certified inbound marketer focused on improving office technology companies' marketing execution. She brings together old and new marketing techniques to create inbound marketing strategies that work. Kelley made a career in marketing for more than 18 years, including serving as the marketing director for a large dealership. She holds a master's degree in marketing from Johns Hopkins, a bachelor's degree in communication from Towson University, and four inbound marketing certifications from HubSpot.

Adjacent Opportunities
Ed McLaughlin, vice chairman, Innovolt, & CEO, Valderus

Many are saying that we must be exploring markets adjacent to our core or perish. Of course, full account development is always good advice, but adjacent does mean equal. With every good idea there are risks and hidden costs. In this session, McLaughlin will explore the opportunities and pitfalls of this idea. As with so many other vogues in the past, how completely thought out are they and what changes need to be addressed to fully capitalize? Which might be avoided altogether and why?

McLaughlin has 40 years of experience in the information and imaging industries. He previously served as president of Sharp Imaging & Information Company of America. McLaughlin is currently vice chairman of Innovolt and CEO of Valderus. He also serves on the board of advisors at Continuum Managed Services.

BTA's Associate Members

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