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Capture the Magic Educational Sessions





Capture the Magic Educational Sessions

Keynote Address:
Business Model Strategies for Growth
Kurt Schmelz, president, North American Resellers (NARS) of the Channel Partner Organization, Xerox Corp.

At many levels, today's office technology dealers are facing change on a regular basis. The expectations of increasingly technology-savvy end users are demanding. Mobile devices have become a primary way to access and share information. Fewer pages are being printed. Meanwhile, the convergence of the imaging and IT worlds continue. If the primary goal of the dealer is to grow his or her dealership, which business model strategies for ongoing success are best? In his keynote presentation, Schmelz will share his perspective on the rapidly changing marketplace, providing advice to dealers on how he believes they can best future-proof their businesses.

Schmelz is responsible for all sales, marketing and finance operations of NARS, which provides a full range of products, solutions and programs to help value-added resellers and channel business partners grow their businesses with Xerox. In his role, Schmelz is responsible for the growth of the small and medium-sized business marketplace, and for growth of Xerox managed print services solutions and cloud print/IT solutions through NARS channel partners in North America. He joined NARS from Global Imaging Systems, where he was president of ESI and the Technology Alliances Group since 2006. Schmelz joined Global Imaging Systems in 2001 and served in various senior leadership roles, including president of the Information Solutions Group, senior vice president and general manager of the Information Solutions Group and vice president of sales. Prior to joining Xerox, he worked for GE Capital ITS, a $10 billion global IT solutions provider, serving in multiple senior leadership roles including vice president of sales and regional vice president. Schmelz was also vice president and general manager of Comstor, a wholly owned subsidiary of GE and a distributor of IT networking products and services.


Educational Sessions:
If I Were You
Edward McLaughlin, CEO, Valderus LLC

The industry is in a period where nearly everyone is asking, "What is the future of the business?" Will copier/MFPs even exist in a few years? With more than 40 years of industry experience in both corporate and front-line responsibility, many consider McLaughlin as someone who is constantly viewing trends. Now at Valderus, a newly formed holding company, he is putting his opinions to work. In this presentation, he expresses what he would do if he were in the dealer's position. What trends are really influencing pages and volume? How do you take advantage of them? He will put himself in the dealer's shoes, because, more than ever, he is. Click here to listen to McLaughlin give a preview of this session.


An industry veteran with more than 35 years of experience, McLaughlin is chairman of the newly formed holding company Valderus LLC. Previously, he was president of Sharp Imaging and Information Company of America. In 2007 and 2010, McLaughlin was honored with The Cannata Report's "Executive of the Year" award. Prior to Sharp, he held sales and management positions with several Fortune 500 companies, including 3M Co., SCM, Saxon Industries, Canon USA and Savin Corp.

Proactive Prospecting
Tibor Shanto, principal, Renbor Sales Solutions Inc.

In today's economy, most businesses cannot afford to wait for customers to beat a path to their doors. Companies must "go on the offensive" and take a proactive approach to finding new sources of revenue. Companies that achieve consistent and exceptional revenue growth understand that one of the most critical steps in building a pipeline of real prospects is to get appointments and grow contacts and presence in new and existing accounts. This session will highlight key strategies and actions sales representatives can take to get their feet in the door with prospects so they can begin selling. It will also highlight crucial elements needed to make prospecting a consistent discipline, including creating and executing a sustainable prospecting plan, using metrics to drive results, overcoming call reluctance and fear of rejection, effectively allocating time, achieving complete target coverage (including executives), leveraging email and voicemail, and more.


Shanto is a 25-year veteran of B2B sales who has developed an insider's hands-on perspective of successful sales execution. He shows organizations and sales professionals how to leverage their sales process to shorten sales cycles, increase close ratios and create double-digit growth through execution and using the right combination strategy, tools, metrics and tactical execution of the sales process. Shanto is recognized speaker, sought-after trainer and author of the book "Shift!: Harness The Trigger Events That Turn Prospects Into Customers." Prior to Renbor, he spent 10 years with Dow Jones; after launching its Canadian business and building a solid team and revenue base with double digit CAGR, Shanto was appointed sales director for Canada and the central United States. As director of sales strategy, he developed a very forward-thinking global sales training program and was instrumental in building the company's Client Solutions organization.
Business Model for Managed Services
Mitch Morgan, partner, Growth Achievement Partners, and Michael Amiri, director, Office Equipment Industry, Continuum

Growth Achievement Partners (GAP) and Continuum have co-authored the "industry-first" Business Model for Managed Services for office technology dealers. The collaboration combines the strategic, operational and sales experience that GAP brings with the unprecedented level of data and operational expertise that Continuum has through monitoring and managing more than 500,000 devices in this space. The model was built on the experience of GAP and Continuum and serves to optimize a managed services practice in a BTA dealership. It includes a common chart of accounts (COA) for consistent revenue, COGS (cost of goods sold) and direct expense treatment, as well as key metrics that are critical to guide success in the business. In this session, Morgan will describe the components of the model, as well as how dealers can use it to guide their success in managed services.


Morgan is a partner at Growth Achievement Partners. He founded the Connectivity Dealer Program from NIA in 1991. After his business was acquired by IKON Office Solutions in 1996, he led its Technology Services division. In 2001, he formed the Professional Services division for IKON. Morgan has been consulting with CEOs on strategy, operations, organizational development and sales since 2005.

Amiri is a director at Continuum and is a 20-year veteran of the IT industry. He has built a team of resources at Continuum that is dedicated to supporting the office equipment channel and its efforts to maximize both efficiencies and profits with managed IT service offerings. Amiri was integral in the creation of the industry's Business Model for Managed Services for office technology dealers. Prior to Continuum, he was a co-founder of an IT holding company and has been a featured speaker at dozens of industry-related events across the globe.

Service & Operational Opportunities to Improve Your Profitability
Ken Staubitz, national sales manager, BEI Services

The burden today for profitability lies within service and operational performances. It is critical to the financial health of the organization for the service department to be as productive and effective as possible. In addition, it is imperative that your organization incorporate effective processes for inventory management in order to properly stock the appropriate goods while reducing its risk for inventory write-off. Attendees will walk away with a better understanding of the necessary processes to effectively manage their service operations and with a better understanding of the processes needed to adequately maintain the appropriate stocking levels to minimize the risk of overstock.


Staubitz has experience in all levels of service and operations. Before joining the BEI Services team, he was an operations and service consultant for Strategy Development, where he trained and coached hundreds of vice presidents and service managers in best practices to maximize productivity and effectiveness. While working in the dealer channel, Staubitz was the director of client services for Modern Office Methods (MOM), Cincinnati, Ohio, managing more than 60 service personnel in various locations. He consistently exceeded various financial and operational benchmarks, which allowed him to successfully train and consult for both the dealer channel and various manufacturers to improve their service operations.
Changing Market Dynamics & Exploding Opportunities in Document Management
John Mancini, president, AIIM

As dealers increasingly seek ways to distinguish themselves from the competition, many are aligning themselves with document management software vendors. As you consider adding this new product offering, a few key questions emerge: How are the changing office technology needs impacting the document management industry? How are changing business processes opening up new sales opportunities for document management? What do I need to know to take advantage of these new opportunities? In this session, Mancini will address these and many other questions, providing attendees the guidance and insight they need to better understand the document management strategy in order to surpass the competition and gain a stronger foothold in customer locations.


Mancini is an author, speaker and respected leader of the AIIM global community of information professionals. He is a catalyst in social, mobile, cloud and big data technology adoption and an advocate for the new generation of experts who are driving the future of information management. Mancini’s passion about the evolution of information workers into information analysts spurred him to establish the Certified Information Professional (CIP) program to enable anyone to benchmark and develop new and strategic skills. He continues to develop leading-edge training and publishes ongoing industry research to help guide new thinking. As a frequent keynote speaker, Mancini offers his expertise on the transformational challenges and opportunities facing information professionals and he attracts more than 100,000 visitors annually to his blog, Digital Landfill. He has published six e-book titles including "#OccupyIT — A Technology Manifesto for Cloud, Mobile and Social Era" and the "8 Things You Need to Know About" e-book series.

Legal Consultation:
BTA General Counsel Bob Goldberg will be available during the event to provide free legal consultations to BTA members.
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