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BTA East 2012 District Event

Yankees tickets are SOLD OUT.

BTA East will be hosting its fifth annual Grand Slam district event, open to BTA members and non-members from across the country, on Oct. 2-3, 2012, at the Doral Arrowwood in Rye Brook, N.Y. This event will be a great setting to learn from industry leaders, gather new ideas and network with your peers.

The event will feature a keynote presentation by Norihiko Ina, president and CEO of KYOCERA Document Solutions America Inc., and five additional educational sessions presented by industry leaders providing insight and business strategies that can help any office technology dealership reach new heights. In addition, there will be time to visit with 30-plus exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter on-site for a chance to win a $500 American Express gift card and be entered into the BTA District Event Sweepstakes.

The event schedule also includes time for fun. Attendees will see the Boston Red Sox take on the New York Yankees from the vantage point of a private suite in Yankee Stadium. In addition, tee times have been reserved for Tuesday, Oct. 2, at the Doral Arrowwood's golf course, which is critically acclaimed as one of the most difficult in the country. Reserve your tee time on the registration form below (Nine holes = $50).

(Registration includes keynote session, educational sessions, Tuesday cocktail reception, and Wednesday breakfast and lunch.)

Registration with game ticket (includes Wednesday dinner):
BTA Member: $229
Non-member: $279

Registration without game ticket:
BTA Member: $199
Non-member: $249

A limited number of Yankees game tickets are available on a first-come, first-served basis.

*Kyocera/Copystar and Toshiba dealers may use co-op funds for BTA district event registration.
(Kyocera/Copystar dealers: 100% reimbursement for single-line dealers; 50% reimbursement for multi-line dealers.)

Click here to register for Grand Slam.

Schedule of Events:

Tuesday, Oct. 2

Grand Slam will begin at 3:30 p.m. with an opportunity to visit with exhibiting sponsors, opening comments, and the keynote presentation by Norihiko Ina, president and CEO of KYOCERA Document Solutions America Inc. A welcoming reception will follow from 5:30 until 7 p.m., giving attendees time to network with peers and exhibiting sponsors.

Wednesday, Oct. 3

Breakfast will be served from 7 until 8 a.m., followed by opening comments and three education sessions.

After the morning education sessions, lunch will be served, followed by the final two education sessions, closing comments and prize drawings.

Breaks between education sessions will give attendees time to visit exhibitor tables and network with fellow dealers.

At 5 p.m., buses will leave for Yankee Stadium for a 5:45 p.m. baseball game. Click here to view a promo video of the new Yankee Stadium.

Keynote Address:
The Total Document Solutions Approach:
How to Increase Your End-User Engagements and, Ultimately, Sales
Norihiko Ina, president & CEO, KYOCERA Document Solutions America Inc.

For many years, the document imaging industry has communicated the shift of sales from that of a "box" into a more "total solution" approach. Manufacturers have acquired new resources and have introduced dozens of programs, applications and software packages to complement this shift. These developments have helped customers save time and money, while increasing productivity. Ina will leverage his 25 years of document imaging experience and offer insight into how dealerships, with the right partner, can begin to offer their end-user customers more than the standard "box" sale, and through a "total document solutions" approach, help propel a dealership to long-term success and customer loyalty.

Ina joined Kyocera Mita Corp. (KMC) in 1987 and has had a successful track record of proven leadership. From 1994 to 2008, he was president of Kyocera Mita UK and a senior manager with Kyocera Mita Europe in Amsterdam. In 2008, he returned to KMC as manager of the sales and planning departments for the American market. Since 2010, he has been with Kyocera Mita Corp.'s Business Strategy Division, where he has focused on the corporation's initiatives aimed at further expansion of its document solution business.

Educational Sessions:
MPS: Beat the Curve!
Teri Dunn, director of consulting, Print Management Solutions Group

The BTA Channel has consistently experienced the same trends over the decades as new technology and products become available. With the introduction of new products or technology, we have early adopters and fence sitters. Gradually, the early adopters are joined by additional adopters as the technology seems to appeal to the marketplace. With traction, the market seems to take off and margins are attractive. However, we always reach a plateau — a leveling off — and then a steady decline of our margins. With MPS, in its fullest sense, we can beat that curve — but only with the right training, compensation plan, go-to-market strategy and business model.

Dunn is the director of consulting for Print Management Solutions Group and a master facilitator for the company's Selling Managed Print Services professional development program. Her responsibilities follow a distinguished career of 26 years with Global Imaging Systems companies in Pennsylvania, Washington and Oregon and, finally, as Global's corporate vice president of marketing, where she assumed the rollout of Global's successful national print management initiative. Dunn has spent 12 years in the development and implementation of print management and MPS programs, and has personally delivered MPS sales education to more than 3,000 industry professionals.

Best Practices & Benchmarking in a Modern Dealership
Todd Johnson, industry consultant, Strategic Business Associates

Industry benchmarking is as valid and important as it has ever been in the office technology industry. Dealers face difficult challenges for growth, profitability, adaptation to technology change and conflict with manufacturers' operations. Only with solid information and careful business planning can dealers excel in today's environment. In this session, Johnson will discuss the current benchmarks for MFPs and MPS, and other best practices being utilized by today's most successful dealers.

Johnson is an industry consultant with Strategic Business Associates. He was a founder of Global Imaging Systems Inc. and held various positions there during his 13-year tenure, ultimately serving as senior vice president of acquisitions before and after the company was acquired by Xerox Corp. He was involved in all 80-plus acquisitions made during his tenure. Johnson was previously a U.S. Marine Corps officer and earned a bachelor of science degree in management from Pennsylvania State University.

Making a Strong Move Toward a Sale
Mike Adams, president & CEO, Power Appointment Setting

Looking to accelerate your sales cycle? Today's volatile economic environment makes it more critical than ever that all BTA dealers, including those focused on managed print services (MPS), minimize operating costs, generate increased appointment and lead volume at the lowest possible cost, and maximize sales results by closing deals quickly at reasonable margins. The session will cover proven, outside-the-box methods to set a good first meeting with a prospect and focus on turning that meeting into a strong move toward a sale.

Adams, president and CEO of Power Appointment Setting, has 30 years of industry experience, including 20 years running a $28-million office equipment dealership in Southern California. He has also conducted more than 300 on-site training workshops and trained nearly 5,000 salespeople in the office technology industry on how to take a cold prospect and turn it into a satisfied customer. In addition, his company sets up face-to-face meetings for prospective clients for more than 100 MPS providers nationally. Adams earned his MBA from the University of Southern California.

The Shift to A4: Optimizing the Opportunity
Lou Slawetsky, CEO & Andy Slawetsky, president, Industry Analysts Inc.

A shift toward less expensive A4 desktop printers and MFPs has started to affect the sales — and often the need — for A3 console devices. In this session, Lou and Andy Slawetsky will discuss opportunities for products and critical information customers should be aware of before simply buying a printer or MFP on the Internet for less money. Do your sales reps understand their competitive advantages over e-retailers? Can they explain the cost to own and maintain these products? Do they look for opportunities for a blended A3/A4 approach with potential customers? This session will address these important questions and more.

In 1974, Lou Slawetsky founded Industry Analysts Inc., a marketing and management development organization specializing in the office automation market. The company also produces The Office Products Analyst (OPA) newsletter and operates Industry Analysts' Technical Services Division, which provides comprehensive and confidential technical support services to the office automation industry. Previously, Slawetsky served at Xerox Corp. and the Remington Rand Division of the Sperry Rand Corp.

Andy Slawetsky is president of Industry Analysts Inc. He began his career in the office technology industry in 1993, selling various office equipment brands including Xerox and Ricoh. Slawetsky joined Industry Analysts Inc. in 1996.

Crafting a Mobility Offering
John Barbieri, industry consultant, CompTIA

Smartphones and tablets are accelerating businesses' move to mobility. With that comes not only an opportunity, but also a requirement for IT professionals and office technology dealers to help customers deploy and manage increasingly complex mobile work environments. In this session, Barbieri will discuss some of the steps for building a successful mobility strategy, including tips on bundling and marketing solutions. Attendees will receive a copy of the CompTIA Quick Start Guide to Crafting a Mobility Offering.

Industry consultant Barbieri is a CompTIA Authorized Instructor and has participated in several of the association's communities and initiatives. His CompTIA involvement includes: IT Services & Support community (changing services delivery models, sales training, service abuse/warranty fraud) and Managed Print Services community (education-end user, MPS Trustmark). CompTIA is a non-profit trade association advancing the global interests of IT professionals and companies, with programs focused in four main areas: education, certification, advocacy and philanthropy. During his career, Barbieri has served in various positions at Prism Point Technologies, Samsung Electronics, Brother International, Sharp Electronics Corp. and Ricoh Corp.

Legal Consultation:
BTA General Counsel Bob Goldberg will be available during the event to provide free legal consultations to BTA members.

Goldberg has more than 30 years of industry experience. He provides members with no-fee advice and guidance on a diverse range of topics, including dealer/manufacturer disputes, dealer contracts, employment matters, industry documentation, legislative issues, sales tax matters, fraudulent telemarketing, business valuation and general industry and business issues as they affect dealers and resellers. He can evaluate legal needs, provide advice and guidance, review and analyze reseller contracts and serve as a third party to help resolve business disputes without costly and protracted litigation.

(Registration includes keynote session, educational sessions, Tuesday cocktail reception, and Wednesday breakfast and lunch.)

Registration with game ticket (includes Wednesday dinner):

BTA Member: $229
Non-member: $279

Registration without game ticket:
BTA Member: $199
Non-member: $249

A limited number of Yankees game tickets are available on a first-come, first-served basis.

*Kyocera/Copystar and Toshiba dealers may use co-op funds for BTA district event registration.
(Kyocera/Copystar dealers: 100% reimbursement for single-line dealers; 50% reimbursement for multi-line dealers.)

Hotel Information:

Doral Arrowwood
975 Anderson Hill Road
Rye Brook, NY 10573
Golf tee times on the Doral Arrowwood golf course are available on Tues., Oct. 2.
The Doral Arrowwood is SOLD OUT.
You can make reservations at an alternate hotel:
Courtyard by Marriott
631 Midland Ave.
Rye, NY 10580
Phone: (914) 921-1110
Website: Click here
Room rate: $149/night

Front Runner: Oct. 1-2, 2012
Attendees receive FREE registration to Grand Slam.

Master Closer Course: A No-Fail Process for Closing More Sales
Jim Kahrs, Prosperity Plus Management Consulting Inc.

How would you like to hear some more "yeses" in your business and in your life? How about hearing it more often from prospects and customers? How about from people your team is trying to negotiate deals with? Fortunately, there is a precise art to getting others to utter that beautiful little word and Prosperity Plus wants to help you learn it. That is why the company created the Master Closer Course.

In just two days, this course teaches and drills into you the real essence of sales — not the cheesy, gimmicky or annoying high-pressure "sales" that we are often subjected to. Know the type of sales that get you customers and fans.

Click here to learn more or to register for the Master Closer Course.

Click here to register for Grand Slam.
Grand Slam Sponsors:
Click a logo to visit the sponsor's website.
Yankees Game

Oct. 2 Reception Sponsor:
Oct. 3 Breakfast Sponsor:
Oct. 3 Lunch Sponsor:

BTA's Vendor Members

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