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Gateway to Success Breakout Sessions Round 1

Derek Shebby

Session 1

Sales Management Track Part 1 — A Step-by-Step Guide: Building a Sales Culture Where Activities Drive Results

Sept. 24, 11 a.m. to Noon

Derek Shebby, founder, Modern Sales Training

In this two-part sales leadership breakout session, learn a step-by-step process for building excitement around prospecting for new business at your dealership. From boosting confidence in the first 90 days to fostering a culture of activity for all salespeople around the sales funnel, Shebby will share practical methods used in his Sales Bootcamp to systemize your daily efforts and inspire your sales teams to get out in the field and win new clients.

Shebby, founder of Modern Sales Training, spent 17 years as a top sales executive and sales director with Mr. Copy (MRC)/Xerox in San Diego, California. MRC was the largest Xerox agent in the nation before being acquired by Global Imaging Systems in 2009. During his tenure, Shebby oversaw the performance and development of hundreds of salespeople and sales leaders across the state. Specializing in the entire sales process, he helped grow MRC from $40 million to more than $100 million in annual revenue (30 to 500 employees). Since 2020, Shebby has coached dealership sales managers, vice presidents and presidents to sales growth and profitability by implementing proven industry strategies and modern sales leadership processes. Be sure to check out his new Value Building Workshop starting this month. Shebby also runs a sales boot camp that is being utilized by the top dealers in the country, has an MPS workshop (sponsored by Clover) and a sales community called OUTLIERS.
Deborah Hawkins & Ken Edmonds

Session 2

Service Management Track Part 1 — Setting the Pace in Service Automation

Sept. 24, 11 a.m. to Noon

Deborah Hawkins, group director, workplace team, Keypoint Intelligence, and Ken Edmonds, principal, 22nd Century Management

Service and support provide the backbone for satisfied customers and contribute massively to the profitability of the office equipment channel. Learn from Hawkins and Edmonds about advancements in service and tools. What are the major vendors doing that you should be aware of and why is it important?

Hawkins is the group director for the workplace team at Keypoint Intelligence. Her responsibilities include conducting primary research and analysis and creating forecasts and market size estimates for the copier and printer hardware, software and solutions markets globally.

For nearly 16 years, Edmonds, principal at 22nd Century Management, served at Sharp Electronics Corp. and then at Konica Minolta Business Solutions as a problem solver for both technical and service management issues. In early 2018, he retired from Konica Minolta as a district service manager. Before that, Edmonds had an extensive background in the imaging business, having owned a successful dealership and serving as a service manager for multiple dealerships. In total, he has more than 40 years of experience in the technical and computer fields. Edmonds is currently consulting with dealers on strategies to improve profitability. He also writes for ENX Magazine, Office Technology magazine and blogs for The Imaging Channel. In addition, he publishes a blog for his own website.
Sally Brause

Session 3

Practical AI & ChatGPT Applications for Quick SOP Documentation

Sept. 24, 11 a.m. to Noon

Mark Spears, founder & president, Amplified Solutions

Join us for an enlightening breakout session designed specifically for office technology dealers, where we will explore innovative methods to streamline and document standard operating procedures (SOPs) using whiteboard planning and Excalidraw. Additionally, we will demonstrate the practical applications of AI and ChatGPT that can be implemented quickly and cost-effectively, enhancing your business processes and decision-making in less than an hour. This session will provide you with practical tools and strategies to enhance your business operations, ensure continuity and leverage the latest technology to identify automation opportunities.

After attending Texas Tech University, Spears began his career at Minolta Business Systems in Dallas, Texas, and spent the next 25 years in the office technology industry. He is currently the president of Amplified Solutions, where he works daily to promote the industry through partnerships and education. Spears has lived in Dallas for more than 30 years and currently lives with his wife, Lindy, in the downtown area. He has two adult daughters and enjoys cooking for his family, traveling and playing golf.