Grand Slam 2016 Educational Sessions
A Vision for the Future of the Industry
Moderated by Ed McLaughlin, vice chairman, Innovolt, & CEO, Valderus
Moore's Law, the observation that the number of transistors in a dense, integrated circuit doubles approximately every two years, has proven to be accurate for several decades. However, its relevance may soon come to an end. Consider, for example, the rise of graphene. Today, scientists have designed a graphene-based transistor that works with ultra-low power consumption that could ultimately be used to increase the clock speed of processors up to a staggering 100 GHz. What does this have to do with the office technology industry, largely focused on imaging devices? It is just one of many indicators that the accelerated pace of technological developments will likely contribute to forever redefining the purpose of print in the workplace. McLaughlin will open this keynote session by sharing his observations and predictions of where the industry is headed. He will then be joined by a panel of free-thinking dealers who will discuss the evolving requirements of today's end users. They will also address how they are positioning their dealerships to take advantage of evolving technologies and business processes by becoming and remaining experts in how current and future end users can best implement those technologies and processes.
McLaughlin has 40 years of experience in the information and imaging industries. He previously served as president of Sharp Imaging & Information Company of America. He is currently vice chairman of Innovolt and CEO of Valderus. He also serves on the board of advisors at Continuum Managed Services.
Jerry Blaine is the founder, president and CEO of LDI Color ToolBox, headquartered in Jericho, New York, with physical branch offices and service operations in New York, New Jersey, Southern California and Southern New England. With more than 40 years of experience in the office technology industry, he is a member of various sales, networking and industry organizations, and holds leadership positions in national provider organizations representing the billion-dollar digital office technology marketplace. Blaine has been recognized for his leadership role at LDI as an Ernst & Young Entrepreneur of the Year finalist and in The Week in Imaging's "Top 40 Most Influential People in the Imaging Industry." He has championed several causes, not-for-profit and charity organizations, has actively volunteered with Big Brothers, acted as a trustee for YAI/National Institute for People with Disabilities and has a been chairman for The Corporate Source for the past several years.
Leo Bonetti is the founder and CEO of Flo-Tech, Middletown, Connecticut. 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 Week in Imaging's "Top 40 Most Influential People in the Imaging Industry," has served on HP's Advisory Board, and Flo-Tech and was recognized as a CIO 100 Award winner by CIO Magazine for Flo-Tech's patent-pending "Predictive Service Software." 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, holds the CompTIA MPS Trustmark and is a Canon Advanced Partner Dealer whose members are the top 30 Canon dealers in the United States.
Kelly Moran is senior vice president of sales and marketing at Gordon Flesch Company Inc., headquartered in Madison, Wisconsin. He joined the company in 1984, approximately one year after graduating from Marquette University in Milwaukee, Wisconsin. Moran first sold Canon fax machines in the Milwaukee marketplace and then served as a major account rep, sales supervisor and sales manager before taking over responsibility for managing the Milwaukee branch in 1991. Moran spent 17 years as a branch manager before moving into a corporate role in 2007 as the vice president of sales. In 2015, he became senior vice president of sales and marketing. Moran has been working with Patrick and Mark Flesch as they transition into greater leadership roles within the company. Today, the Gordon Flesch Company is celebrating its 60th year in business. The company is now in six major markets with other numerous sales satellites throughout the Midwest and it has 564 full-time employees with an average tenure of 12.8 years (as of Jan. 1, 2016).
Scott Schnabel is the executive vice president of Centric Business Systems, headquartered in Owings Mills, Maryland. Centric covers the mid-Atlantic region with five offices spanning from Philadelphia, Pennsylvania, to Washington, D.C. Schnabel joined Centric in 2008 and, under his leadership, Centric has seen significant double-digit annual growth and has flourished in many new markets. His philosophy of hiring great people, conducting great training, providing outstanding leadership to Centric employees and creating an atmosphere of success has helped the company become a market leader in the mid-Atlantic region. Prior to 2008, Schnabel spent 14 years with Connecticut Business Systems (CBS), a Xerox company, in various sales and management roles. During his tenure with CBS, Schnabel won several national industry awards and was a key player in growing the company from $5 million to $50 million through organic growth and acquisitions.
Leading for Innovative Results
Moderated by Jennie Fisher, senior vice president & general manager, Office Equipment Group, GreatAmerica Financial Services Corp.
Leading as you did in the past is no longer effective. Instead, leadership today requires innovation. After all, your competition is tough and you need every good idea from your people to compete. This ties back to the culture of your company. Do you have what it takes to foster an environment where you are getting the best ideas out of your employees? Do you have the personal innovation skills required for optimal growth? Are you developing your leadership team to do the same? In this session, dealer panelists whose leadership has led to the implementation of innovative principles and processes within their dealerships will share their insight and guidance.
Jennie Fisher, senior vice president and general manager of the Office Equipment Group, is responsible for sales, marketing, operations and financial performance for this business unit at GreatAmerica Financial Services Corp. She has been involved in lease financing and the office equipment industry since 1989. Prior to joining GreatAmerica in 1993, Fisher worked for GE Capital. She earned her MBA from the University of Iowa in May 2004. During her tenure with GreatAmerica, Fisher has held various leadership positions, including team leader east coast, internal auditor, sales director of office equipment, vice president of strategic marketing, and vice of president sales for the Office Equipment Group. She serves on the board of directors for the MPSA and the ITEX Advisory Board. She previously served on the board of directors for Big Brothers, Big Sisters and the board for Junior Achievement of Eastern Iowa.
Joe Berrigan, senior vice president of business development for WPS, Hagerstown, Maryland, has more than 20 years of sales leadership experience in the office technology industry. WPS was founded in 1973 by Vince and Ann Dellaposta and today is managed by the second generation of the Dellaposta family, including Joe and his sisters, Debra and Beth Dellaposta. Berrigan is a champion for cultivating a positive culture for all WPS team members. WPS has offices servicing a four state area. The company was voted one of the "Best Places to Work in Pennsylvania" in 2015.
Casey Lowery is director of sales at Applied Imaging, Grand Rapids, Michigan. He has been with the company in several sales and leadership roles since 2006. Along with his brother Kyle, Lowery is the "next generation" at Applied. Founded by John Lowery in 1987, Applied Imaging has eight offices throughout Michigan. Its primary manufactures are Ricoh, Canon, Samsung and Kyocera. The company has a focus on MPS, ECM and, most recently, managed IT services.
David Scibetta is owner, executive vice president and CIO of Copier Fax Business Technologies, located in Buffalo, New York. He joined the company in 1997 to oversee a major expansion of Copier Fax's technology services. He launched the company's new Documentelligence service, which converts offices to "smart offices" though hardware, software, IT and security services. Since the launch of Documentelligence, Copier Fax has received national and international recognition for hardware and software solutions sales, as well as its service to customers. Scibetta also launched Copier Fax's backfile scanner services, an extension of Documentelligence, which led the company to double-digit growth within a year. Scibetta was named in the "Who's Who in Business First Technology," was featured as a "Young Influencer" in ENX Magazine and as a "Young Turk" in The Cannata Report. He received his bachelor's degree from the University at Buffalo.
Additional Educational Sessions
Digital Marketing & Finding Your True North
Jeanne Hopkins, senior vice president & CMO, Continuum Managed Services
In this age of the customer, marketers face three strategic and operational challenges — how to connect with distracted, empowered customers; how to engage customers once those connections are made; and how to nurture customer obsession. In this session, Hopkins will discuss five ways to change your marketing programs across the customer life cycle to reflect inbound marketing techniques by leveraging your expertise. Do not get left behind by "The Google Machine" — learn how your marketing can become more visible and actionable. Hopkins will show how to find the "True North" of your customer's journey among the murky waters of modern marketing and the sea of acronyms — SEO, PPC, SEM, ROI and CAC.
Hopkins has more than 25 years of sales and marketing experience and is known for her data-driven, high-velocity, demand-creation marketing programs for high-growth SaaS companies. Since joining Continuum in 2013, Hopkins has built a metrics-based sales and marketing machine. She is co-author of "Go Mobile," a number-one bestselling mobile marketing book on Amazon.com. Hopkins was vice president of marketing at HubSpot, where her leadership helped the company become the second-fastest growing software company in the Inc. 500 by generating more than 50,000 net-new leads each month. She was CMO of SmartBear and MECLabs, owner of MarketingSherpa, MarketingExperiments and InTouch, as well as senior director of marketing programs and communications for Symmetricom. Hopkins is on the advisory boards of Bedrock Data and BrightInfo, and as well as co-chair of the MassTLC sales and marketing cluster. In 2014, she was named to the MSPmentor 250 list and in 2013, was named to the 10 MSP Industry Executives to Watch in 2014 list. Hopkins has been honored by the Sales Lead Management Association (SLMA) as one of the 50 Most Influential Sales Lead Management professionals, 2011-2014 and 40 Most Inspiring Leaders in 2015. Follow her on Twitter @jeannehopkins.
Enabling the Channel: Assessing Vendor MPDS Tools, Programs & Strategies
Robert Palmer, research director for imaging, printing & document solutions, International Data Corp. (IDC)
There is no question that the SMB market is now the sweet spot for managed print and document services (MPDS). Several vendors have begun to deliver packaged solutions designed to help channel partners deploy MPDS to the broader market, but with varying degrees of success. In this session, Palmer look closely at the competitive landscape to identify market leaders and best practices. Leveraging in-depth research, he will examine programs from several major hardware manufacturers to identify key performance variables: tools, assets and resources; document solutions portfolios; deployment strategies; partner recruitment and channel enablement; program maturity; and strategic direction.
Palmer is research director with IDC's imaging, printing and document solutions team. He is responsible for written research, forecasts and analysis in multiple practice areas covering managed print services, document solutions, business workflow automation and optimization, and hard-copy transformation. Palmer has more than 25 years of experience in product management, strategic planning, market research and analysis, and forecast development within the document imaging industry. Prior to joining IDC, he served as chief analyst for BPO Research and led the digital peripherals solutions practice for InfoTrends. Palmer is active in a variety of imaging industry forums and currently serves on the board of directors for the Managed Print Services Association (MPSA).
The Cultural Shift in Sales & Management
Melissa D. Whitaker, CEO, Melissa Whitaker International LLC (MWI)
Dealers are constantly struggling to navigate the cultural shift between different generations of salespeople, and need to know how to effectively attract and coach through this evolution. In this session, Whitaker will uncover the hidden key solutions to these challenges. She will discuss a proven system for attracting the right talent and cultivating a winning culture that creates consistent growth and results.
Whitaker is a sales and management expert, business consultant and published international best-selling author who helps executives and their teams achieve alignment and drive profitable sales. After 18-plus years of proven sales and management results with leading organizations — Impact Networking, Toshiba America Business Solutions and Chicago Office Technology Group (COTG/GISX/XEROX) — she founded MWI. Prior to founding MWI, Whitaker was the director of professional development and managed print services for a $40-million technology company. Prior to that, as a global relationship manager and business analyst for a $54.3-billion international organization, she helped 55 different companies gain market share within their respective industries by focusing on identifying and developing business opportunities with enterprise-wide cost-reduction strategies.
The Rules of Engagement Have Changed
Lindsay Kelley, president & co-founder, Prospect Builder
Everyone wants to sell, but the rules of engagement have changed. How well is cold calling working for you today? You need to understand where your customers spend time so you can connect with them where they are. Join Kelley for an overview of the changing rules of engagement. Discover how buyers search online, the questions they ask and how YOU become their answer. Whether you are a salesperson or a marketing pro, this session is for you. Welcome to the world of "smarketing."
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 masters degree in marketing from Johns Hopkins, a bachelors degree in communication from Towson University, and four inbound marketing certifications from HubSpot.
Key Strategies to Grow a Profitable MPS Business
Sarah Custer, director of services & solutions, Supplies Network
While still growing, MPS is no longer a new concept. Even though it has been around a while, many struggle to not only grow their businesses, but also to make MPS a sustainable and profitable business model. While many focus on future trends, this session will focus on a few key strategies to help you grow a successful MPS practice now. Learn how to overcome common challenges and create a competitive advantage by offering a comprehensive solution, while also ensuring your model is sustainable and, most importantly, profitable. Learn key areas of cost control and how to maintain the margin you intended at the beginning of a contract. Discover several areas to focus your risk-mitigation efforts.
Custer joined Supplies Network in 2001 and has held several positions over the years, advancing through the ranks within the sales team before taking on the role of MPS program advisor, where her expertise and leadership were key to accelerating MPS growth. In 2012, she was promoted to MPS solutions manager, leading a team of solutions advisors responsible for MPS engagements and, ultimately, equipment sales and related services. Currently serving as director of services and solutions, Custer leads a team of MPS solutions advisors, equipment advisors, contract coordinators, fulfillment analysts and a technical operations team focused on break/fix service and software solutions. Additional responsibilities include providing critical direction and design of program enhancements and vendor integrations. She received a bachelor's degree and an MBA in management from Webster University.