Capture the Magic Educational Sessions
Legendary Leadership in Changing Times
Nate Booth, CEO, Nate Booth & Associates
Constant change is a fact of life in today's office technology industry. The challenges these changes create make effective leadership more important and more difficult than ever before. Legendary leaders welcome these challenges and use them as catalysts to help their people learn, grow and provide more client value. In Booth's keynote presentation, attendees will discover the essential beliefs and strategies outstanding leaders use to build company cultures where rapid change propels people to do their best work. The result you can expect? You, your company and your clients will all be winners in the change-utilization sweepstakes.
Booth discovers the beliefs and strategies of the nation's most successful companies and businesspeople. He then creates keynote presentations, seminars and products that make it easy for others to duplicate these successes. From 1987 through 1997, as head corporate trainer, Booth worked closely with Anthony Robbins in the development and delivery of corporate training programs. He is the author of the books, "Thriving on Change: The Art of Using Change to Your Advantage," "Strategies for Fast-Changing Times" and "The Diamond Touch: How to Get What You Want by Giving Others What They Uniquely Desire." Over the past 20 years, Booth has presented 1,600 programs to audiences around the world. His high-energy and entertaining programs are packed with information that will improve your business and change your life.Panel DiscussionThe Millennial Mindset
Moderated by Sally Brause, director of human resources consulting, GreatAmerica Financial Services
By 2020, 50 percent of the workforce will be comprised of millennials — and they are assuming leadership positions more and more each day. These young professionals are represented in our employee base as well as in our competitor and customer environments. With millennials becoming an increasingly larger portion of the workforce, it is important to create an environment of understanding we can use to drive positive business results. In this panel of millennials from our industry, we will discover firsthand what drives them, what environment brings out their best, their views on work and life — and how to motivate them for our companies to thrive now and in the future.
Brause is the director of human resources consulting for GreatAmerica Financial Services Corp. and leads its hiring and training offering, PathShare® HR Services. Her areas of expertise are attracting, motivating and developing top talent. She has been sharing this expertise with office technology dealers during the past several years. She is certified as a Senior Professional in Human Resources (SPHR) and has been certified as a Compensation Professional through World at Work. Brause has a master’s degree in organizational leadership and participated in the Wharton School of Business’ Leading Organizational Change program.
Lindsay Dick is the director of sales for Collabrance, a master managed services provider located in Cedar Rapids, Iowa, that helps technology providers scale their business in a low-risk way. She and her team provide business planning, education, training, sales and technical assistance, as well as a comprehensive suite of IT solutions. In her free time, Dick enjoys reading, volunteering in her community, and being outdoors hiking, running and riding her bike. She is a board member at her local YMCA, participates in Big Brothers Big Sisters and is on the leadership team for 100+ Corridor Women Who Care.
Specializing in Lean/Six-Sigma practices, Pete Eckstrom is the logistics coordinator/warehouse manager at Carolina Business Equipment in Columbia, South Carolina. He earned a bachelor of science degree in global supply chain operations management from the Darla Moore School of Business at the University of South Carolina. In his free time, Eckstrom enjoys outdoor activities that include, but are not limited to: golfing, hunting, fishing and water sports of all types. He has also volunteered on mission trips to Haiti and Spain through his church, St. Andrews Presbyterian in Irmo, South Carolina.
Michael Schwartz is senior account manager at Image Systems for Business Inc., Somerset, New Jersey. He joined the company in 2009 supporting its marketing department. By 2010, Schwartz transitioned into sales as an outside field rep selling hardware, but continuously developed his skills and knowledge to become an integral part of the sales team. Now, while still meeting a sales quota, he collaborates with the sales department and management with regard to recruiting and training processes, sales collateral, client presentations, solution selling and more. Schwartz is also an active participant in BTA’s Select Dealer Group and is a board member of the Gateway Regional Chamber of Commerce.
Jenna Stramaglio joined MWA Intelligence Inc. in June 2006 as director of M2M deployments. As vice president of marketing, she manages overall corporate marketing and branding, and works closely with sales by supporting MWAi's growing customer base and creating an aggressive marketing program for the imaging channel, specifically focusing on FORZA. Stramaglio has nine years of technology and imaging channel experience beginning with her first position at Chicago Office Technology Group (GISX Company) as an account manager. Since then, she has worked for Electronics for Imaging (EFI) as marketing coordinator, as well expanding her knowledge within MWAi and growing within the company.
Best Practices & the 2015 Industry Benchmark Model
Todd Johnson, partner, Strategic Business Associates
Is your dealership among the top 20 percent of performers within the office technology industry? Do you know your numbers? In this session, Johnson will provide a look at key industry trends and practices that drive growth and profit. Attendees will better understand what good looks like as they consider the future direction of their dealerships. Using the recently updated 2015 Industry Benchmark Model and data from more than $2 billion in revenues reported by independent dealers to Strategic Business Associates, Johnson will share the best strategies to ensure your business is successful in today's competitive marketplace.
Johnson joined Strategic Business Associates in February 2010. For 13 years, he held various positions with Global Imaging Systems Inc., ending as senior vice president of acquisitions before and after it was acquired by Xerox. He was involved in all 80-plus acquisitions made during his tenure there. Prior to Global, Johnson worked as an industry consultant. Before that, he was a U.S. Marine Corps officer. Johnson is a co-presenter of BTA's ProFinance 2.0 workshop.
Sales Is Still a Numbers Game, but the Numbers Have Changed
Gil Cargill, owner, Cargill Consulting Group Inc.
This presentation will teach the audience that there are five frequently overlooked metrics that must be managed proactively to consistently drive their top and bottom lines. Attendees will learn how to identify, measure and control these metrics. They will also learn that a small and very achievable improvement in each of the five metrics will produce a staggering 36-percent increase in their top line. This presentation is based on Cargill’s 39 years of experience working with thousands of copier/MFP dealers, document management VARs and managed print service providers. Cargill brings to the stage a personal background in copier sales going back to the early 1970s, and a refreshing, invigorating, no-nonsense approach to managing the processes of finding, acquiring and retaining customers in the 21st century.
After concluding a sales and management career at IBM, in which he led his sales team from a dead-last rating to first place in less than a year, Cargill launched his own consulting practice in 1978. He has spent the past 36 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-size businesses.
Are You Prepared to Engage Buyer 2.0?
Chris Glover, channel marketing manager, Ricoh Americas Corp.
The new world of business-to-business sales and marketing is changing dramatically as customer buying habits are transformed by the Internet and new technology. Traditional sales techniques are delivering diminishing returns and buyers are often 60 percent of the way through their decision-making process before they ever identify themselves to your sales team. Is your dealership aligned to support this new approach to business? This session will show you how your team has the opportunity to benefit from this market shift. It will also focus on the three roles that a sales rep must embrace to best meet the needs of the changing buyer.
Glover currently serves as channel marketing manager for Ricoh Americas Corp., supporting Ricoh U.S.A.'s Dealer Division. He brings more than 25 years of industry experience to role, with expertise in sales, product marketing and field marketing. In this role, Glover is responsible for creating and implementing marketing deliverables for the dealer network. He was integral in the development of the Ricoh CHAMPS program and planning and executing the launch of Ricoh's Simplified Solutions program. In his 18 years of service with Ricoh, Glover's previous roles included: field marketing manager, providing training for more than 5,000 sales reps and achieving a 200-percent increase in sales; and color product manager where he managed and launched one of the most successful and highest-selling color devices for Ricoh. Prior to Ricoh, Glover was an account manager for Xerox Corp.
Landing the Largest Opportunities in Each Territory
Kate Kingston, founder and president, Kingston Training Group
This session will provide a step-by-step guide to prospecting, identifying and systematically landing the five largest net-new opportunities in each territory. Attendees will learn exactly what to do to get their sales teams to focus on the largest opportunities. Too often, salespeople will work on getting meetings and deals with every small, down-the-street business instead of also working the large opportunities. It is not harder to close the big ones; sometimes it is easier because larger businesses need to have and develop technology infrastructures to reach and exceed their operational and profit goals.
Kingston, founder and president of the Kingston Training Group, is a motivational sales trainer specializing in making more qualified meetings. With more than 17 years of success in making appointments with decision makers, she is a recognized authority on lead generation, cold calling and new business development. Kingston is a sales-driven, energized communicator. She uses humor, audience participation, proven techniques, handouts and real-time phone calls in her training sessions. KTG has trained more than 7,000 sales reps and managers to make more meetings with their ideal prospective clients so they can make more money. Companies such as Bell Canada, Smith Barney, New York Life, Yellow Book, Yellow Pages Canada and Xerox are just a few of the international and national companies that have come to KTG to gain better skills company-wide.
How to Use LinkedIn to Grow Net-New Business
Larry Levine, social sales strategist, Dealer Marketing
In this session, learn how an industry veteran with 27 years of industry experience used LinkedIn to generate more than $600,000 in net-new sales last year in Los Angeles, California; that is on top of $650,000 in additional hardware sales through relationship building and current clients. Levine will expose the power of LinkedIn to develop new relationships, get introduced to C-level decision makers and rally the entire buying team to win big deals. You will be inspired to action with real-world stories and proven tactics tested in the field.
Levine is the social sales strategist for Dealer Marketing. He coaches MFP sales professionals by helping them tell their stories in LinkedIn and provides marketing services to help independent office technology dealerships thrive in a changing marketplace. Levine has 27 years of experience as a copier/MFP sales rep in the highly-competitive Los Angeles, California, marketplace.