2020 — Outlook for the Office Technology Industry
Moderated by David Ramos, director of channel strategy service, InfoTrends
Technology is changing the way employees work and, more specifically, changing when and how much they print. Office printing today has been impacted not only by changing business processes, but also by a significant shift in the makeup of the workforce itself. You do not have to think too far back to remember a time when offices featured single printers, single fax machines and single photocopiers. Today, we have the Internet of Things, wearable technologies, augmented reality, 3D printing systems and more. Join us for this panel discussion on the focus to adapting as print technology providers to true technology providers in today's ever-changing business climate.
Ramos is the director of channel strategy service for InfoTrends. He is responsible for managing custom consulting projects, providing forecast analysis, developing market-sizing estimates and marketing channel strategy services to independent companies in the office equipment and IT services space. Prior to joining InfoTrends, Ramos held positions at IKON Office Solutions and Xerox.
John Eckstrom is president and CEO of Carolina Business Equipment (CBE), located in Columbia, South Carolina. He graduated from the University of South Carolina with a degree in accounting. After college, he went to a local firm working in the tax department and then moved to a firm where his focus was bank auditing. After two years, Eckstrom moved into private business where he became branch controller for a Fortune 500 company. He then became director of finance for a manufacturing company and was CFO to a mechanical contracting firm. Eckstrom came to CBE in November 1994 as the company's controller and moved into the general manager position in March 1995. At the end of 1995, he purchased half of the company and became its president. In October 2000, Eckstrom purchased the rest of the company. CBE's corporate office is located in Columbia, South Carolina, and over the past 10 years the company has moved into three new markets, including Charleston and Florence, South Carolina, and Augusta, Georgia. CBE has also acquired two companies in the past three years and employs 38 people. Since 1995, CBE has enjoyed both steady growth and profitability.
David Polimeni is CEO of Laser Rite Document Solutions, located in Sarasota, Florida, which is a single-line Sharp dealership with a large emphasis on MPS, utilizing HP and Kyocera printers. He graduated college with a ministerial degree and spent the next 10 years in full-time ministry. With a growing family and a burning desire for business ownership, he joined forces with Laser Rite, which is now celebrating 27 years in business. Polimeni has been with the company for the past nine years. Under his leadership, the company has entered into the Tampa, Florida, market and is experiencing record-setting net-new business growth with the past four years having been the best in company history. Embracing the industry progressions, he is positioning Laser Rite for continued exponential growth in new markets and new lines of business.
Tim Renegar is president and co-owner of Kelly Office Solutions, a Canon, Konica Minolta and Savin dealership located in Winston-Salem, North Carolina, with branches in Greensboro and Charlotte, North Carolina. Renegar has 35-plus years of management experience in the industry. He has worked in corporate environments such as IKON and Sharp Electronics, where he served as president of North Carolina, and in dealerships such as Charlotte Copy Data and Triad Business Systems, where he was executive vice president and co-owner. Renegar has also served on various manufacturing and leasing company advisory councils, and his dealership has been a BTA member for 20-plus years.
Diversifying Your Revenue Stream With Water Systems
Bob Tangredi, CEO, PHSI Pure Water Technology (PHSI)
Next-generation office technology businesses require diversified revenue streams and offerings to retain current customer bases and grow new opportunities in the marketplace. Building on lessons learned from 20 years in the water filtration business, PHSI strives to deliver refreshing results to a wider dealer population, often in combination with existing businesses. This session will discuss why office technology dealers are a particularly good fit for point-of-use (POU) water system sales and the many benefits of selling PHSI units. Tangredi will also give an overview of tools and tips for launching a new type of business. USA TODAY reported that excessive lead levels were "found in almost 2,000 water systems across all 50 states.” Not only does PHSI differentiate itself with superior expertise and service, its units are tested to remove more than 96 percent of lead from a tainted water source (at NFS testing standards). There has never been a better time to experience the taste of pure water.
Tangredi has been CEO of PHSI since June 2013. During his time at PHSI, he has been successful in leading the company's transformation to a customer-focused growth business. Prior to PHSI, Tangredi was senior vice president and general manager of the Communication Solution Division at Stericycle Inc. In less than two years at Stericycle, he grew revenues to more than $130 million with 44 locations and a total team of 1,600. Tangredi's first role at Stericycle was senior vice president of the SQ Healthcare Division, and under his leadership, revenues increased from $196 million to $550 million (a 23-percent CAGR) through a combination of organic and accretive acquisition growth. Prior to Stericycle, Tangredi was vice president of sales for Monster Worldwide Inc. He spent the first 15 years of his career with Xerox Corp., where he held many sales leadership positions. Tangredi graduated from John Carroll University with a bachelor of science in business administration.
Building a Managed Services Practice: Is Now the Time?
Dexter Williams, manager of strategic markets, ConnectWise
There have probably been a hundred different presentations about the value of a recurring revenue model, but this one will be different. In this session, Williams will get real about the trends in the marketplace, explore the viability of these trends through real-life examples and look at how can you can build something that will be valuable to your customers, but not detrimental to your business. By having a process, best practices and the right tools in place, any business can become more profitable, more sustainable and, ultimately, more valuable with these proven concepts.
Williams has a passion for improving businesses and helping business owners realize the freedom that comes with creating a business that works for them, and not the other way around. He has been an evangelist for the ConnectWise mission of creating success for small businesses since 2009, and has worked in several capacities for the company. Williams is now focused on expanding the ConnectWise footprint and helps bring industry-leading best practices, solutions and profitability to anyone who will listen. ConnectWise has more than 12,000 of the most progressive IT companies in the world and boasts the largest IT footprint of any business management software company out there. ConnectWise started in 1982 as an IT solutions firm and has grown organically to solve the problems of many IT service providers. The company works with all kinds of technology integrators and continues to invest heavily in the technology space.
Your Sales Playbook
Steve Rolla, senior partner, Pros Elite Group
Typical office technology dealerships have documented processes and procedures in place in their financial, administrative and service organizations. The need for documented processes and procedures in the sales department is no different, yet the average dealership has few, if any, documented sales management processes. The answer is a sales playbook that documents the processes and execution skills necessary for every aspect of an office technology dealership's sales department. Establishing a sales culture; recruiting and hiring; tracking and inspecting benchmarked selling activity results; developing a prospecting continuum; and achieving benchmark production expectations based on benchmark territory design are just some of the sales processes that need to be documented. In this session, Rolla will show you how to construct your own sales playbook.
Rolla has been in the office technology industry for 43 years and is one of the few company presidents in the industry who has come from a service background. Most in the office technology industry know him as the president of organizations that have achieved IKON's CEO of the Year Award or the Global Imaging Systems Chairman's Award. Rolla authored the first industry benchmarking model with Tom Johnson during their time together at Alco Standard and Global Imaging. Today, he is a partner in the Pros Elite Group and is responsible for the Pros Elite 100 Dealer Group. In 2012, Rolla published the "Pros Elite Sales Playbook," which outlines 13 critical sales management activities, associated benchmarks and execution skills to achieve them.