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Gateway to Success Educational Sessions

Dealer Panel
Main Stage Session One

Dealer Panel: Leveraging AI for Enhanced Business Efficiency & Growth

Sept. 24, 8:35 to 9:40 a.m.

Moderated by Mark Spears, founder & president, Amplified Solutions

You've heard what AI is and that it is a game changer, but how can you use AI in your dealership? This session will address the transformative impact that AI is having in three dealerships. Dealer panelists will share how their dealerships are integrating AI to enhance operational efficiency, improve customer service and drive sales growth. They will also share practical advice, innovative strategies and real-world experiences to help you leverage AI effectively in your own operations. Don't miss this opportunity to gain valuable insights and stay ahead in the rapidly evolving technology landscape.

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.

Panelists:

Anthony DelGrosso is regional vice president and general manager at Milner Inc., Peachtree Corners, Georgia. With nearly 20 years of experience, he has driven growth for companies like Milner, FloTech (a Flex Technology Group company) and Carr, a Xerox Company, particularly in major marketplaces throughout the northeast and southeast. DelGrosso is an expert presenter on a variety of professional topics and has spoken at multiple GLET Conferences on cybersecurity and artificial intelligence (AI), as well as events such as BPCA meetings, the Executive Connection Summit and the Xerox Global Leadership Conference. He has also been a panelist on emerging technology at the Latin Builders Association Annual Conference. DelGrosso's leadership and contributions have earned him numerous awards, including the prestigious Man of the Year Award from The Needlers Foundation in 2014. Most recently, DelGrosso was honored as one of the ENX Difference Makers of 2024. He holds a degree from Brookdale College, where he was an NCAA Division I Men’s Varsity Baseball Player and a College World Series participant.

Bob Doucette is CEO and founder of Smart Technologies of Florida, Daytona Beach, Florida. With more than 30 years of experience in automation and technology, he has dedicated his career to simplifying business complexities and empowering small and medium-sized enterprises to harness the power of digital transformation. Throughout Doucette's career, he has served in roles ranging from sales associate to major account manager to branch manager to regional manager in companies such as Ascom-Hasler, Max Davis and CopyFax. This experience, along with Doucette's ability to harvest talent and breed a winning culture, were the launching pads for the start of Smart Technologies of Florida 24 years ago. He also served in the United States Navy, an experience that instilled in him a strong sense of discipline, leadership and service. Doucette's commitment to the community is further reflected in his roles on the boards of the Flagler Palm Coast Chamber of Commerce and the Children's Home Society. Doucette is a certified Simple Academy AI Coach and he is a member of the Central Florida C-12 Group, which is America's leading Christian CEO forum. Doucette has also served as president of BTA's PRO Dealer Group, and is one of its founding members.

Keven Ellison is vice president of marketing at AIS. He is a seasoned marketing strategist with more than 30 years of experience across various industries including technology, financial services, communications, biotech and lead generation. At AIS, Ellison plays a pivotal role in refining the brand's strategy and enhancing customer engagement, driving the company to become a leader in office technology. Recognized for his leadership prowess, Ellison was honored with the 2019 Geary Award for Executive of the Year and the ENX Difference Maker award, and he led his team to win the 2019 Inbound Award from iMPACT. Beyond Ellison's professional achievements, he actively participates in the community, holding board positions at Ad Fontes Media and USA Diving. A fervent enthusiast of AI, Ellison dedicates his personal time to exploring the intricacies of ethical hacking and advancing personalized technology solutions. His insights into AI's role in transforming marketing landscapes make Ellison an invaluable contributor to discussions on the future of technology and business strategy.

John Beriau
Main Stage Session Two

Preparing for Economic Shifts: Insights for the Upcoming Months

Sept. 24, 1 to 1:40 p.m.

John Beriau, senior vice president, private wealth advisor & senior institutional consultant, Morgan Stanley

In this presidential election year, today's newspaper headlines, television news reports and online dialog are increasingly focused on the state of the U.S. economy. In this session, Beriau will address economic trends, policy changes and market dynamics. In addition, he will provide an overview of what business owners should make of these changing times and what may lie in store in the coming months. Attendees will leave with a better understanding of the connection between the various drivers of today's current economic trends.

Beriau is senior vice president, wealth management advisor and senior institutional consultant for Morgan Stanley. He was previously senior vice president and a wealth management advisor for Merrill Lynch Wealth Management in New York City, New York. Prior to joining Merrill Lynch Wealth Management in 2007, he worked for four years as a trader and analyst at Zanshin Capital, a hedge fund in Montreal, Canada. Beriau focuses on asset allocation and investment selection by evaluating a wide variety of asset classes and investment styles to help institutions and individuals pursue their investment objectives. His duties also include the dissemination, implementation and communication of the team's investment process. Beriau earned his bachelor's degree in economics from Concordia University in Montreal, Quebec. He holds the Certified Investment Management Analyst (CIMA) designation, awarded by the Investments & Wealth Institute.
Dealer Panel
Main Stage Session Three

Dealer Panel: Strategic Insights & Steps for Successful Acquisitions

Sept. 24, 4:15 to 5:10 p.m.

Moderated by Andy Slawtesky, president, Industry Analysts Inc.

In this session, office technology dealers will discuss the strategic and procedural intricacies of acquiring other dealerships. They will provide step-by-step guidance on evaluating potential acquisitions, negotiating terms, and integrating new businesses seamlessly. Attendees will gain valuable insights into due diligence, financial considerations, pitfalls to avoid and legal implications, ensuring a smooth transition and successful expansion. This collaborative forum aims to equip dealers with practical advice and best practices for successful acquisitions.

Slawetsky is president of Industry Analysts Inc., founded in 1973 by his father. He joined the firm in 1996 as an industry analyst covering the office technology industry. A graduate of the University of Maryland, Slawetsky began his career selling copiers in the Washington, D.C., market. Today, he manages one of the most widely read news publications in the imaging industry, the What's Happenin' daily e-newsletter, which has more than 20,000 subscribers. Slawetsky also provides new sales rep training and social media consulting services for dealers.

Panelists:

Thomas Fimian is owner and CEO of Levifi, Charleston, South Carolina. It was Fimian's childhood dream to build his own business, and after emigrating from Switzerland to the United States in 1996, Fimian had the opportunity to learn the office technology business as a Xerox consultant for Xdos Inc. Eager to apply the lessons learned at Xdos to his own business, Fimian moved to Charleston, South Carolina, with the goal of building an amazing place for his employees and customers. He is a strong believer in "win-win relationships," and is convinced that only a diverse, well-trained and committed team can provide his clients with the best results they deserve. With this principle, his team went to work and expanded the company's reach to eight markets in the Carolinas and Georgia.

Bill Patsouras is a partner at Function4, Sugar Land, Texas, which has locations in southeast and northeast Texas, Louisiana and Oklahoma. With the goal of driving growth and fostering strategic partnerships to propel his company forward, Patsouras is skilled in strategic planning, business development, sales and leadership. He previously served as a market manager for Danka Office Imaging and a national account representative for Lanier Worldwide. Patsouras received a bachelor of business administration from Ohio State University.

Rich Simons is co-founder and partner at EDGE Business Systems, Roswell, Georgia. He is a registered professional engineer with a distinguished career that began in the land development industry in 2001. Over the years, Simons has refined his analytical skills and developed a consultative approach to client engagements, making Simons a trusted advisor in his field. Anticipating a downturn in the real estate market, Simons strategically transitioned to the office technology industry in 2007. This foresight led to the founding of EDGE in 2012, where he has since established himself as a 17-year industry veteran. Throughout Simons' career, he has demonstrated a unique ability to adapt his engineering expertise to the highly transactional nature of the office technology industry. Simons leadership at EDGE has been marked by innovation and a commitment to excellence, ensuring the company remains at the forefront of industry advancements. He earned his bachelor's degree in civil engineering from Auburn University.
Dealer Panel
Main Stage Session Four

Dealer Panel: Strategies for Selling Cybersecurity Services

Sept. 25, 8:15 to 9:30 a.m.

Moderated by Deborah Hawkins, group director, workplace team, Keypoint Intelligence

Seeking a new, burgeoning revenue opportunity that appears to be here to stay? This panel will explore the latest strategies and best practices for selling cybersecurity services to clients. Three panelists will share their unique perspectives on meeting the growing demand for cybersecurity solutions in the modern business landscape. Gain valuable knowledge and actionable strategies to enhance your sales approach for this revenue opportunity and protect your clients' technological assets.

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.


Panelists:

As founder and CEO of Triumph Technology Group, Tustin, California, Pamela Feld is a technology industry veteran and influencer who has extensive experience in leadership, marketing, operations and management. Feld was instrumental in passing legislation in California to protect small businesses and volunteers on several local community boards and associations, including Vital Link of Orange County. She received her bachelor’s degree from the University of California Irvine and her advanced graduate education from the Stanford Graduate School of Management Program, UCLA MDE Program and the Tuck School of Business at Dartmouth. Before starting Triumph Technology Group, Feld had a wide range of corporate and private industry experience, including working for NBC/Universal, the Los Angeles Department of Water & Power and the City of Irvine. She found her passion for cybersecurity while working with one of her national clients whose systems had been hacked. Since then, Feld has been consulting, guiding and speaking to corporations and small business owners on how to be strategically secure, and build training and awareness programs to protect their valuable business and data assets.

With more than 25 years of experience in managed security services, Keith Johnson is the executive vice president of Obviam, Cincinnati, Ohio. He leads a team of cybersecurity professionals dedicated to aiding clients with compliance security initiatives, enhancing operational risk management and providing continuous visibility into cyberthreat identification, resolution and response. Before joining Obviam, Johnson served as COO at Logically, where he spearheaded transformative strategic initiatives across managed services, professional services and cybersecurity. Previously, he was director of sales engineering at SonicWall, leading teams of presales engineers in delivering security solutions and architectures to global clients and partners. Johnson holds an MBA from the University of Phoenix and a BSBA in computer information systems from the University of Louisville. Beyond his professional pursuits, Johnson is a passionate advocate for customer service excellence, cybersecurity awareness and mentorship initiatives.

Davis Tran is vice president of operations at C3 Tech, Santa Ana, California. Driven by a passion for solving technological challenges, he has been instrumental in expanding C3 Tech's cybersecurity and copier/MFP services, enhancing customer experiences and fostering innovation. Tran's vision for the future includes broadening C3 Tech's reach across Orange County, California, ensuring businesses receive top-notch IT and copier/MFP solutions. His leadership is a testament to Tran's commitment to excellence and growth.
Andy Slawetsky
Main Stage Session Five

What's Happenin' in the Imaging Industry

Sept. 25, 11 a.m. to Noon

Andy Slawetsky, president, Industry Analysts Inc.

What's happenin' in the office technology industry? Plenty. Digital transformation remains a key trend. Vendors and dealers are continuing to look to new product and services diversification strategies. AI and automation are playing an increasing role in the industry. The need for cybersecurity persists. The hybrid workforce is here to stay. In this session, focused on industry trends and OEM news, Slawetsky will draw on his research, conversations, observations and expertise to present a review of 2023 and a look ahead to 2024.

Slawetsky is president of Industry Analysts Inc., founded in 1973 by his father. He joined the firm in 1996 as an industry analyst covering the office technology industry. A graduate of the University of Maryland, Slawetsky began his career selling copiers in the Washington, D.C., market. Today, he manages one of the most widely read news publications in the imaging industry, the What's Happenin' daily e-newsletter, which has more than 20,000 subscribers. Slawetsky also provides new sales rep training and social media consulting services for dealers.

Breakout Sessions

Derek Shebby

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.

Sales Management Track Part 2 — A Step-by-Step Guide: Building a Sales Culture Where Activities Drive Results

Sept. 24, 3 to 4 p.m.

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

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?

Service Management Track Part 2 — Setting the Pace in Managing the Technical Workforce

Sept. 24, 3 to 4 p.m.

What are the market trends affecting technical service? What are the vendors doing and how should dealers be adapting? In this session, learn about key industry benchmarks from peer and vendor groups and share your thoughts on good and bad experiences.

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.
Steve Cunningham

Profiting From the AI Revolution as a Dealer

Sept. 24, 11 a.m. to Noon

Steve Cunningham, founder & CEO, Simple AI

In this highly practical session, Cunningham will give you the step-by-step playbook that consultants and dealers are using to profit from the AI revolution.

It comes in three parts:
  1. How to quickly embed AI into every area of your own business
  2. How to educate your clients (who are all desperate to learn how to leverage AI in a practical way) about AI
  3. Selling AI-powered consulting and technology off the back of that training
Most importantly, learn how consultants and dealers are using this playbook to close mid-five-figure deals immediately and positioning themselves for the future with both new and existing clients.

Cunningham is the founder and CEO of Simple AI, the creator of Simple Consultants (the number-one AI-powered professional services firm) and Simple Academy (the number-one AI training and certification platform). He is the author of two books on AI, "The Million Dollar AI Consultant" and "The Simple AI MBA". Cunningham is passionate about the practical applications of AI in business and has personally coached hundreds of executives and consultants on how to leverage AI in their businesses. He was previously a lawyer (for exactly one week), the head of a marketing agency serving mid-market clients, and the founder of Readitfor.me, an e-learning platform for executives and entrepreneurs with tens of thousands of users.
Mark Spears

Practical AI & ChatGPT Applications for Quick SOP Documentation

Sept. 24, 3 to 4 p.m.

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.