|Grand Slam Educational SessionsKeynote Address:Embracing Change: The Future of the BTA Dealer
Tod Pike, senior vice president, Enterprise Business Division, Samsung Electronics America Inc.
Although BTA dealers are operating in an ever-changing business environment, there are plenty of opportunities for increased revenues. Consider the following: the transition from full-color A3 to A4 utilizing output management software; mobility, which is now impacting the printer space as the office technology industry moves from a connected hardware world to a mobile world; and managed print and imaging services, which allow dealers to expand their share of wallet with new products and services. Today, whether managing information on paper or in digital form, progressive dealers are positioning their dealerships for ongoing success. In his keynote presentation, Pike will address the various market opportunities that every dealer should be considering.
Pike is senior vice president for Samsung Electronics America. He leads overall strategy and growth for the company's Enterprise Business Division, which encompasses a complete portfolio of solutions for organizations of all sizes including virtualization, printing, displays, notebook and tablet PCs, set-top box, hospitality displays and digital signage. Pike is responsible for driving the vision and implementation around these products and solutions while strengthening channel relationships. He joined Samsung in the spring of 2012 with more than 35 years of B2B sales and marketing experience. Prior to Samsung, Pike held a number of leadership roles during his 19-year tenure at Canon U.S.A. Inc. and Canon Canada Inc., managing multiple aspects of their enterprise business across all channels. Most recently, he was president of Canon Business Solutions at Canon U.S.A. Inc. since 2009. Prior to Canon, Pike spent the early part of his career with Xerox in various sales leadership roles. He holds a BSBA from Bucknell University. Dealer Panel:Our Industry is Changing! Where Do We Go From Here?
Moderated by Frank Cannata, president, Marketing Research ConsultantsOur industry is changing! Consider some of the realities: page volume and hardware margins have declined; a new generation, now entering the workforce, appears to be content with digital information only; mobile devices are in everyone's hands; increasingly, end users are seeing the value of A4 over A3 MFPs; and managed IT services, along with managed print services, have emerged as key business strategies for office technology dealers. Meanwhile, dealers continue to be challenged by manufacturer direct operations. There is also the trend to carry multiple products and the resulting impact on profitability. Where do we go from here? In this panel discussion, learn how several independent dealers are working transform their dealerships to become technology and services partners to end users, focused on business process optimization.
Rick Bastinelli is the founder and president of Centric Business Systems, Owings Mills, Md. Centric is an office technology company dedicated to providing software solutions designed to manage document workflow and the hardware solutions required to copy, print and scan. Bastinelli draws upon his 40 years of office technology experience to lead Centric's five offices and 152 employees. He currently serves on industry dealer advisory boards for Sharp Corp. He is a trustee for the Living Classrooms Foundation and chairman of an advisory board for the Johns Hopkins Bayview Medical Center. Bastinelli received the Ernst & Young Entrepreneur of the Year Award in 2012. He was awarded Smart CEO's Top 100 Companies for 2010, 2011 and 2012, as well as a Future 50 Winner from Smart CEO in 2012.
Leo Bonetti is the founder and CEO of Flo-Tech, Middletown, Conn. Flo-Tech has been a pioneer in managed print services focused on printing and imaging for more than 20 years. He has twice been recognized as one of the Top 40 Most Influential People in the Imaging Industry, has served on HP's Advisory Board and recently returned from the CIO Symposium in Boulder, Colo., where Flo-Tech was recognized as a CIO 100 Award winner by CIO Magazine. This recognition came on the heels of several other recent awards including Best Independent MPS Provider (MPSA Leadership Award) and Outstanding MPS Program (imageSource Magazine). Flo-Tech was also one of 11 companies worldwide selected for the MPS Leaders Index (Photizo Group). Flo-Tech is an HP Managed Print Advanced Specialist, an HP Document Solutions Specialist, a 2012 Canon Outstanding Dealer and holds the CompTIA MPS Trustmark.
Brad Cates is the president and CEO of ProSource Inc., Cincinnati, Ohio. He is responsible for all elements of strategy, planning and execution for the office equipment, document automation and technology solutions company. Since joining ProSource in November 2012, Cates has lead the company through acquisitions, double digit growth and record sales. Prior to joining ProSource, he was president of Standard Register Healthcare, a national leader in health care document management software solutions. Cates has more than 20 years of experience in sales, marketing, new business development, operations, strategic account management, general management and leadership. He is a member of the Young Presidents' Organization and participates in several private and non-profit boards, including Crayons to Classrooms in Dayton, Ohio, and Camp Joy in Cincinnati, Ohio.
Bill Fraser is the president of Fraser Advanced Information Systems, West Reading, Pa. The company was established in the early 1970s and serves Pennsylvania, New Jersey and Delaware. Fraser is also president of ImagEze, a document management company and IT service provider. He previously served as past president of the Copier Dealers Association and has twice served on the Sharp Dealer Advisory Board.
Greg Gondek is the president of Advanced Copy Technologies Inc., Cromwell, Conn. He has held this position for the past 14 years, during which the company has grown an average of 20 percent per year. Prior to this position, he was the New England regional manager, overseeing the direct sales operations for an office equipment manufacturer. With more than 30 years of outstanding achievements in this fast-paced industry, he has been featured in Selling Magazine and Professional Selling magazine and was one of the model subjects for the book "Superstar Sales Managers Secrets" by Barry Farber.
Additional panelists to be announced.
Cannata is president of Marketing Research Consultants (MRC), a copier/MFP consulting business established in 1979. MRC began publishing The Cannata Report in 1982, which now enjoys a readership in 14 countries. In 1985, the electronically distributed LIVE WIRE was launched. Cannata has been in the business more than 40 years and is a well-known presenter in the industry.
All Hits & No Errors = Dealer Success
Bob Goldberg, general counsel, Business Technology Association
In this constantly changing industry, dealers make adjustments seeking profitability and success. With each adjustment comes new issues to consider. Often, however, dealers concentrate on the hits and fail to avoid the errors. Goldberg speaks with dealers on a daily basis. He knows the errors and also the means to avoid them. He will share with you the mistakes of others so you can have an error-free game. Hear the most current industry issues through one of BTA's most appreciated speakers.
Goldberg has more than 35 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.
Leadership vs. Management: Which is More Important?
John Hey, associate and co-founder, Strategic Business Associates
It has been said that "management is doing things right while leadership is doing the right things." Industry expert Hey will share with you the dynamics of the management/leadership balance. In addition, you will learn the keys to focusing and motivating your dealership's employees to deliver exceptional performance and profitable growth.
Hey, associate and co-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 co-founded Strategic Business Associates with John Hanson, his former CFO, in 2001.
Strategies for Success in Managed IT Services
Milton Bartley, president & CEO, ImageQuest
The rush to a managed services-led model is changing the landscape of the office equipment industry more quickly than predicted. Coupled with a new generation of sales professionals, the challenges facing sales leadership today are even bigger than they were with the analog-to-digital transition. Adapting your sales leadership and methods to better manage these industry-shifting opportunities will determine how quickly and effectively you can capitalize with managed IT services. Bartley will share specific strategies that have helped him transform his company from an office equipment dealership to a services-led technology management firm.
A managed IT and managed cloud specialist, Bartley has more than 17 years of industry experience. After serving six years in the U.S. Army, he began his career in the office equipment industry in sales and quickly grew into various leadership positions at OfficeWare in Louisville, Ky. In January 2004, Bartley joined Lanier Worldwide as director of dealer operations — a position he held until May 2007 when he left to form ImageQuest. As president and CEO of ImageQuest, he oversees a highly skilled team of technology professionals. Bartley's commitment to unmatched customer service, paired with his expertise in outsourced technology management, has earned his company a stellar reputation and continued growth. He remains in high demand as an industry leader and insightful speaker on managed cloud and managed IT services.
The Evolving Dealership — Developing a Message That Integrates Hardware, Services & Solutions
Darrell Amy, president, Dealer Marketing Systems
Today's office technology dealers sell an amazing number of systems, services and solutions — MFPs, color, printers, scanners, production, wide format, 3D printers, document management, VOIP, managed print services, managed IT and more. How do you deliver a message that summarizes all of this without confusing your current and potential clients? In this session, Amy will explore different ways to combine all of your systems, services and solutions into one coherent message.
Amy has spent the past nine years working with dealers across the United States and Australia to help them position their dealerships for success in solutions and managed services. He has trained thousands of salespeople in solution selling and has visited hundreds of dealership locations. In Amy's 20 years of industry experience, he has worked for an independent dealer, a national organization and a hardware OEM. He is a frequent writer for ImageSource and Office Technology magazines. He is also a regular speaker at industry events and dealer meetings.
Building the 21st-Century Sales Force
Troy Harrison, president, SalesForce Solutions
Selling has changed more in the last 10 years than during the previous century. The Internet, information availability, economic conditions and changing customer expectations have combined to place new demands and challenges on today's salesperson, sales manager and business owner. It is time to adapt, overcome or perish. Which will you be doing? This session will point you in the right direction. Topics covered include: the new burden on the professional salesperson; being tech savvy without being tech dependent; the new world of hiring salespeople; managing your resources to win; the best management skill you possess; the three levels of sales performance you must know; and more.
Harrison is the author of "Sell Like You Mean It!" and is president of SalesForce Solutions, a sales training, consulting and recruiting firm.
BTA General Counsel Bob Goldberg will be available during the event to provide free legal consultations to BTA members.