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Capture the Magic 2014 Educational Sessions

Capture the Magic Educational Sessions

Keynote Workshop
Why Should I Buy From You and Not Your Competition?
Jaynie Smith, president & CEO, Smart Advantage Inc.

This workshop-style keynote will teach attendees how to create messaging that truly articulates the value their companies offer. Smith will show attendees how to determine what is most relevant to their market and then develop hard-hitting value propositions that effectively communicate value to customers and prospects. Attendees will receive a copy of Smith's book, "Creating Competitive Advantage," and will walk away with the backbone of a new marketing and sales message that will help attract prospects and retain customers by effectively answering the question: "Why buy from us instead of our competition?"

Smith, founder and CEO of Smart Advantage Inc., Ft. Lauderdale, Fla., is an international speaker and author of two best-selling books, "Creating Competitive Advantage" and "Relevant Selling." She has taught CEOs in many industries how to gain market share by uncovering and touting relevant competitive advantages. Smith's 40,000-plus hours of consulting experience and 15 Top Performer Awards for CEO coaching are reflected in the results achieved by her clients. She has appeared in television interviews on ABC World News This Morning, FOX and MSNBC.

Educational Sessions
The New Future
Frank G. Cannata, president, and Charles J. Cannata, senior vice president, Marketing Research Consultants

What are the strategic objectives — the future plans — of the office technology industry's MFP/printer manufacturers? How do they plan to execute their plans? What role will the independent dealer channel play in the manufacturers' plans in the coming years? On May 11-20 of this year, Frank G. Cannata and Charles J. Cannata traveled to Japan to get the answers. During their trip, they met with senior executives of six leading companies: Canon, Konica Minolta, Kyocera, Ricoh, Sharp and Toshiba. In this session, they will report on what they learned in those meetings, share their views on each company's strategic direction and provide a look at the dealer channel's "new future."

Frank G. Cannata is president of Marketing Research Consultants (MRC), a copier/MFP consulting business established in 1979. MRC began publishing The Cannata Report in 1982, which now enjoys a readership in 14 countries. In 1985, the electronically distributed LIVE WIRE was launched. Cannata has been in the business more than 40 years and is a well-known presenter in the office technology industry.

Charles J. Cannata joined MRC in 2012 with more than 15 years of integrated marketing and branding experience in the consumer media and entertainment businesses. During his tenure at MRC, he has leveraged his experience to update, redesign and expand MRC’' media portfolio, including the complete redesign of The Cannata Report and the launch of

The New Business Plan
John Hey, founder, Strategic Business Associates

Most business owners and managers hate business planning and the business planning process. Hey used to hate it too until he discovered a new, easier way to approach the process. In this session, learn some simple ideas that will lead to actionable steps and to the creation of better business outcomes. Business planning is fundamental to running a good business. In today's changing office technology industry, having the right business plan — a new business plan for achieving success in the new marketplace — is particularly important. Now is the time to start developing your new business plan for 2015.

Hey, founder of Strategic Business Associates, began his career with the former D.C. Hey Co. in 1973. He became president and owner of the company in 1985. Hey was responsible for growing the business from $5 million to more than $170 million in sales with more than 1,250 employees. In addition, he completed more than 12 acquisitions.
The New Sales Strategy
Chris Ryne, partner, Growth Achievement Partners (GAP)

The office equipment industry still possesses a great sales engine, but when faced with the new realities in today's marketplace, what got you here may not get you where you need to go. The increasingly dynamic nature of the customer, the expanding capabilities and complexity of what we deliver and who delivers it, the intensifying convergence of providers and services, and the compelling need to convert the sales reps and improve their skills in new areas without negatively impacting today's core equipment business are all challenges that must be addressed. This session will help you understand the selling skills that are most ideal in today's marketplace, how to take advantage of the relevance and importance of technology to open the right doors, and the sales strategies that are proving to be the most successful in today's market.

Ryne, a partner at GAP, brings significant experience in driving growth and profitability, possessing a comprehensive understanding of the industry that includes traditional and emerging markets from both a sales and operations perspective. His tenure includes 10 years with IKON, where he built and led a successful professional services business unit from startup to a well-integrated team.
The New Service Strategy
Jerry Newberry, president, and Jeffrey Kelly, senior partner, Pros Elite Group

In today's rapidly evolving office technology industry, it is paramount to adhere to current best practices in managing your dealership's service performance. This session will addresses those best practices — the leading strategies for ongoing success in today's competitive environment. In addition, this session will: highlight helpful hints on managing service effectively in a multi-line environment; look at the impact of planning future service staffing requirements versus hiring due to high call activity and poor response times; and outline how to establish an effective service structure with specific financial and operational performance expectations.

Newberry, president of Pros Elite Group, was formerly vice president of the Global Imaging Systems service organization. He developed the Dealer Service assessment process, which is now taught in the PEG Advanced Service Management HYBRID training. To date, more than 1,500 dealer and manufacturer service executives have attended this training. Newberry is also responsible for developing the new service financial and operational model for MPS. He has more than 28 years of experience in the industry and has made more than 200 company visits to improve profitability and operational performance.

Kelly has more than 28 years of experience in the office products industry both with Xerox Corp. providing consulting services, and working within the independent dealer environment. His area of expertise is maximizing service operational efficiencies and profitability. Kelly has worked with more than 150 service organizations with the goal of creating and executing customized strategic service plans that focus on defining proper roles/responsibilities, creating an environment of accountability, implementing effective process management, optimizing the structure of service, and effective financial and operational benchmarking in order to produce desired results.
The New Team
Sally Brause, director of human resources consulting, GreatAmerica Financial Services Corp.

It is important to get the most out of each of your team members. However, it can be challenging to meet the needs of the various generations now in the workplace. In this session, learn the best strategies, methods and factors to consider when trying to recruit and hire individuals in today's world. In addition, the key motivators and communication styles of each generation will be addressed with a focus on helping you more effectively lead and integrate employees from various generations into your company culture. Among the questions to be answered: What do today's job candidates look for in a career and how will they search for it? What do they want from leaders? How can companies create an atmosphere of understanding and teamwork among today's employees?

Brause is the director of human resources consulting for GreatAmerica Financial Services Corp. Her areas of expertise are attracting, motivating and developing top talent. She has been sharing this expertise with office technology dealers during the past five 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.
The New Opportunities
Keith Kmetz, vice president of hardcopy peripherals, solutions & services, International Data Corp. (IDC)

Transformation is not just a buzzword. Instead, it is an indicator of a critical and fundamental shift taking place in today's printing opportunity. Dealers must not only take note of, but act on such trends in order to stay market relevant. While traditional print/copy/MFP-related hardware and aftermarket may still drive solid dealer revenue and profits, IDC analysts believe that there are many emerging opportunities that are expected to change the market's landscape and be essential for future dealer business growth. In this session, Kmetz will discuss IDC's perspective on three of these important "new opportunities" for dealers' consideration: 3D printing, business inkjet and IT services.

Kmetz is the vice president of IDC's hardcopy solutions and services programs. He is responsible for all written research in these areas, including analysis on the copier, printer and MFP markets as well as related hardcopy software and services developments. Kmetz has been conducting research and consulting in these markets with IDC since 1995. He joined IDC with more than 10 years of IT marketing and market research experience. Previously, he has served in various product and marketing positions within the hardcopy vendor and channel communities. Since joining IDC, Kmetz has successfully launched the company's U.S. hardcopy research services and helped develop IDC's global hardcopy research efforts.

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