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Cruise to Success Educational Sessions

Cruise to Success Educational Sessions

Keynote Address:
The Disappearing Channel
Doug Albregts, president, Sharp Imaging and Information Company of America

Have you looked around lately and counted the number of familiar faces who still own or run copier/MFP dealerships? Without question, the industry has seen dramatic reduction and consolidation over the past decade. To survive in a rapidly changing environment where virtualization is becoming the norm, dealers are left with the choice of reinvesting in a new business model or exiting the business through sale or merger. Join Albregts, president of Sharp Imaging and Information Company of America, as he explores the new landscape and what manufacturers and dealers can do to help protect and transform their collective business.

Albregts joined Sharp in November 2011 as president of Sharp Imaging and Information Company of America. In this position, he is responsible for directing the strategic growth and profitability of Sharp's business-to-business (B2B) operations, expanding market share and maintaining high levels of quality and innovation. Albregts brings vast leadership experience in the B2B sector and a successful track record of developing sales and executing growth within the electronics industry. Prior to joining Sharp, he held several executive positions within the industry, including vice president of the Enterprise Business Division at Samsung Electronics of America, general manager at Canvys, a division of Richardson Electronics, and a 12-year tenure with NEC, culminating as senior vice president of sales, marketing and business development for both the commercial and consumer market segments. Albregts holds a Bachelor of Arts degree from the University of Wisconsin — Madison, and a Masters of Business Administration degree from Loyola University — Chicago.

Dealer Panel:
Turning Business Disruption Into a Welcome Opportunity
Moderator: David Ramos, national strategic accounts manager, Katun Corp.

Today, office technology dealers face some of the most significant changes they have seen in their careers. 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; the focus on the cloud is prevalent; and managed IT services, along with managed print services, have emerged as key business strategies for office technology dealers. Is it time to transform your dealership? What steps should you take? Business transformation is achieved by: realigning how your sales, marketing, service and administration staffs work together; altering your dealership's structure; and changing your go-to-market strategy. In this panel discussion, learn how several BTA member dealers are working to transform their dealership to become leading, local resources for business process optimization.

Ramos has more than 15 years of experience in the imaging industry. Previously, he was a sales operations consultant with Strategy Development. Prior to Strategy Development, Ramos held positions of increasing responsibility at IKON Office Solutions, where he eventually became director of sales. Prior to IKON, he was a major accounts manager at Xerox Corp.


John Kuchta is president of SolutionOne, a 75-year-old business located in Lincoln, Neb. Kuchta has been president of the company, which sells and services copier/MFPs, printers, imaging and software solutions, since 1970. He has previously served as national president of NOMDA (now BTA), president of the Copier Dealers Association and has served on the Konica Minolta Dealer Advisory Council.

Chip Miceli is president of Des Plaines Office Equipment, Elk Grove Village, Ill. Miceli has been in the industry since the early 1970s. He and his brother acquired Des Plaines Office Equipment from their father in 1988, and under his direction, the company has expanded to three locations in the Chicago area. He is the current president of the Select Dealer Group, serves on Sharp's Dealer Advisory Board and was recently elected to the IBPI Board of Directors.

Brian Snow is president of Advanced Business Systems, Tallahassee, Fla. He has been with the company for 20 years. Starting as an inside sales rep and working his way through the service, sales and administration departments, Snow recently purchased Advanced from his father. With his years of experience, Snow's new focus is to take Advanced into the next phase of the imaging industry's evolution. He is a graduate of Florida State University and received a degree in finance.

Greg Walker is president of East Texas Copy Systems Inc., Tyler, Texas. He became president in 1999 after serving as president of Advantage Copy Systems from 1992-2006. Walker currently sits on the IBPI Board of Directors and he previously served on the Canon Dealer Advisory Council.
Established in 1945, East Texas Copy Systems is a Canon and Lexmark dealership that supplies businesses with copier/MFPs, printers, managed network services, and IT and software solutions.

Educational Sessions:
Growing the Business by Building a Strong Team Environment
Larry Coco, president, Coco Training & Consulting Inc.

In this session, Coco will focus on taking a proactive approach to building the proper work environments conducive to success and increased sales. He will discuss how to "excuse-proof" the work environment, create needed sales expectations and strengthen the career growth environment. Keep in mind, your employees' motivation is directly influenced by your management style. In addition, Coco will discuss methods and processes that will encourage and inspire both new and tenured reps to want to stay with your company and strive to be high-level achievers.

Coco is an accomplished senior level executive with a strong track record of success in sales, management, marketing and training. For the past 28 years, he has focused his career in the world of document management, working with both direct and dealer organizations. Prior to opening his company, Coco held a wide range of positions at Ricoh Corp., including leadership of various committees and special projects. Today he has a strong affiliation with numerous manufacturers and BTA, writing for Office Technology magazine and presenting at the association's district events.
Cruise to Success or Drown in Legalities
Bob Goldberg, general counsel, Business Technology Association

Being an independent dealer does not mean you are alone in the world. Goldberg has counseled BTA members for more than 35 years following his employment at the Antitrust Division of the Illinois Attorney General's Office and the Federal Trade Commission. He knows firsthand the industry issues that BTA members currently face. Each year, the federal government, states and the courts create new laws and regulations affecting business. Learn the solutions to those legal issues that have slowed the progress of others. Topics include: suppliers, products, contracts, employees, leases and proper documentation. Come prepared to learn and have your specific issues resolved as well.

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.

What is Wrong With All This Talk of Transformation?
Ed McLaughlin, chairman, Valderus LLC

Over the past few months, there has been conflicting information about how the office technology industry is changing. MPS, the industry savior only a few years ago, is now considered a commodity or worse. The new "must do" is to switch to IT services. "If you don't embrace it," dealers are told, "you will be out of business." Volumes are decreasing, but others say that pages are going to come roaring back with a soaring economy. It is clear that change is occurring and has been for some time, but the idea that we have to abandon the core technology and instantly switch to an unfamiliar business is just not true. Most change is evolutionary. Even the changes we are experiencing have been years in the making, which is all the more reason to begin taking advantage of the changes. In this session, McLaughlin will discuss the trends, their impact, what to be aware of and how to take advantage of the opportunity. He will also be emphasizing that a "one-size-fits-all" strategy is bad advice.

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.
The Great Mobile Workforce Debate
Terrie Campbell, vice president of strategic marketing, Ricoh Americas Corp.

In recent months, critics on both sides of the debate have been vocal about the benefits and challenges of having mobile and/or remote workers. The intersection of technology, people and process are fueling this dynamic shift. Furthermore, Gen Y will represent 50 percent of the workforce by 2015 and 30 percent of them are being hired outside of the office environment; 46 percent of office workers are producing less printed material and CIOs are embracing bring-your-own-device (BYOD) strategies. In this session, learn how these disparate trends can make or break your business in the next five years.

Campbell, vice president of strategic marketing at Ricoh Americas Corp., is focused on solutions that address the post-recession challenges of today's working environment, including generational workforce behavior, mobile and remote user collaboration, secure data access and shifting corporate dynamics. She is also the global lead for the development of tools and processes to ensure consistent execution of Ricoh managed document services around the world. Previously, she served as vice president of managed document services for Ricoh U.S.A., and served for 10 years as vice president of management services operations at IKON.

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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