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BTA East 2011 District Event

BTA East's fourth annual district event, Grand Slam 2011, will feature a keynote presentation by Rick Taylor, president and COO of Konica Minolta Business Solutions U.S.A. Inc. ( There will also be five additional education sessions led by industry leaders providing insight and strategies that can help any office technology dealership reach new heights.

Dealers will be able to participate in networking events that will allow them to connect with their peers. In addition, there will be time to visit with more than 30 exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter onsite for a chance to win a $500 American Express gift card from BTA.

To wrap up the event, attendees will travel to Yankee Stadium to see the Boston Red Sox take on the New York Yankees from the vantage point of the stadium's largest private suite.

Schedule of Events:

Thursday, Sept. 22
The General Registration program will begin at 3:30 p.m. with an opportunity to meet the exhibiting sponsors, opening comments and a keynote presentation by Rick Taylor, president and COO, Konica Minolta Business Solutions U.S.A. Inc.

A welcoming reception will follow, giving attendees a chance to network with peers and visit with exhibiting sponsors.

Friday, Sept. 23
Education sessions will begin at 8 a.m. and end at 4:30 p.m. with breaks for lunch and time to network with peers and exhibiting sponsors.

On Friday evening, in the Club Suite at Yankee Stadium, attendees will watch the Boston Red Sox take on the New York Yankees (A limited number of game tickets are available on a first-come, first-served basis.)

Keynote Speaker:

"Five Keys to Success: A Proven Blueprint for Independent Dealers"
Rick Taylor, president & COO, Konica Minolta Business Solutions U.S.A. Inc.

The office products marketplace continues to evolve at a rapid pace with technology, services and workflow solutions paving the way for new growth opportunities. Taylor will share his vision for success in a rapidly changing marketplace. Throughout his career, he has developed a blueprint for success — achievable for any-sized independent dealer — and draws from lessons learned while growing two multi-billion-dollar information technology companies as well as an independent dealership. At the end of the keynote, attendees will be able to pinpoint the industry's key areas for strategic growth and how to strengthen their leadership positions in the marketplace while providing their customers with the best possible support.

Taylor serves as president and COO of Konica Minolta Business Solutions U.S.A. Inc. He is responsible for the company's core corporate operations that support all areas of the business across the United States, Canada and Mexico. In 2008, Taylor joined Konica Minolta from Toshiba America Business Solutions Inc., where he held various positions including vice president and general manager, and senior vice president of sales, marketing and business operations. In his last position at Toshiba, Taylor served as president and CEO. Prior to Toshiba, he held a variety of positions in the printing industry including president of Better Office Systems and vice president of dealer sales for Savin Corp. Taylor has been named "Executive of the Year" in 2001, 2003, 2006 and 2009 — based on an annual survey of more than 300 independent office equipment dealers, conducted by Marketing Research Consultants. Additionally, he is recognized as one of the 40 Most Influential People in the imaging industry as selected by The Week in Imaging.

Friday Education Sessions:

"Building High Performance Sales Teams in a Transitioning Industry"
Tom Cooke, founder & president, and Kim Ward, director of training & development, Learning Outsource Group

As the document imaging industry continues to evolve at unprecedented speed, dealers must embrace new strategies for building and sustaining elite, high-performance teams. This session will identify those sales competencies most important to the selection process, skill sets that the best consultative salespeople have in common, critical components for true team creation, training best practices and transition leadership skills for managers and executives.

Cooke is a nationally recognized speaker and facilitator and has been a featured speaker at numerous document imaging industry conferences for a variety of organizations and OEMs. He is highly respected as an industry authority in sales education and sales management leadership development. Prior to entering the corporate training profession, he was an executive with Lanier Worldwide; his last position was as managing director of Lanier Pacific, based in Sydney, Australia.

Ward has been involved in the training and consulting industry in a variety of capacities since 1990. He is a nationally recognized speaker, facilitator, consultant and coach to the document imaging industry, and has personally worked with more than 40,000 industry professionals at OEMs, IKON, Global Imaging Systems and hundreds of independent office imaging dealerships during the past 15 years.

"The Rise of Social Media in Business"
Martin Perry, chief social business strategist, in2communications Inc.

In this session, Perry will discuss how and why traditional marketing and communication methodologies are quickly giving way to "social business." Social media has democratized influence, forever changing the way businesses communicate with customers and the way customers make buying decisions. Buyers today are armed with unprecedented access to information that is influencing their buying decisions well before they engage with a seller. This shift in the buy/sell equation is changing how sellers must influence buying decisions in the future. In this session, you will gain practical insights on why companies must respond to this quickly evolving phenomenon.

Perry has been a global hedge fund manager, venture capitalist and enterprise software executive with SAP and He is an entrepreneur and strong advocate for innovative and transformative technologies that enable business efficiency and growth, communication, collaboration and sales and marketing alignment. He is currently chief social enterprise strategist for in2communications Inc., a new media, inbound marketing and social media agency that helps businesses integrate new "social business" methodologies to their sales and marketing strategies using technology, inbound marketing, SEO and social media to generate leads, build their digital brands, engage with their customers and prospects and grow their businesses.

"State of the Office Document Technology Industry"
& "Looking Beyond Print with Managed Services"

Jon Reardon, group director, and Randy Dazo, director, InfoTrends

The North American office document technology industry remains in a constant state of change — driven by factors such as the economy, managed services, social networks, the cloud and mobility. In the first portion of this two-part session, Reardon will examine the issues that are shaping our industry to provide a high-level review of current market conditions, as well as an outlook on future opportunities from a hardware, supplies, and software and services perspective.

Many organizations are beginning to deploy strategies that look beyond managing print as part of their professional services offerings to extend their reach and deepen customer relationships. Advanced software solutions, IT/cloud services, business process outsourcing and even traditional production and mail room services are being entertained as part of an organization's managed services offering. In the second portion of this session, Dazo will look at how some OEMs and different channels are positioning their organizations for future expansion to move to a more holistic services engagement with their customers and what is necessitating this need to move beyond just print.

Reardon is the group director of Office Document Technologies at InfoTrends. He provides research, analysis, briefings and consulting on the international markets of the office document technology industry within small and medium-sized businesses and workgroups/departments within large corporations. With more than 30 years of industry experience, Reardon produces InfoTrends' annual market forecasts and industry trends analyses and strategic assessments, and manages primary vendor, channel and end-user research studies. Prior to joining InfoTrends, he served as the senior vice president of marketing and product development for Konica Minolta Business Solutions U.S.A. and has held senior executive level positions at Minolta Corp., Canon Computer Systems Inc. and Canon USA.

Dazo is director of InfoTrends' Network Document Solutions, Dynamic Content Software Strategies, Professional & Managed Print Services and Image Scanning Trends services. With more than two decades of experience, Dazo leads InfoTrends' continuous information service practice in these areas on a global basis. Prior to joining InfoTrends, he was senior manager of output solutions for Ricoh Corp. Earlier in his career, he held senior sales and marketing positions at Sharp, Net2Phone, Minolta and Canon.

"Succession Planning for Your Dealership"
Jim Kahrs, president, Prosperity Plus Management Consulting Inc.

Every business needs a succession plan. Many think this is only needed for businesses when the owner gets close to retirement. This could not be further from the truth. The best time to create a succession plan is long before it is needed. In this session, Kahrs will discuss the succession planning process and outline what is needed. You will leave with an insight into why a plan is needed and the background needed to begin outlining your plan. Kahrs has been a leader in the office systems industry for more than 20 years. He has been recognized as a top sales producer, sales manager, operations manager, dealership executive and business consultant.

As president of Prosperity Plus Management Consulting, Kahrs works directly with office technology dealership principals and senior executives, helping them improve their sales, cash flow and bottom-line profitability. He has also helped many dealers successfully navigate the sales of their dealerships or the purchases of other dealerships.

"MPS Problems Solved — Process, Product & Service"
Frank Topinka, president, National Printer Repair Network

This session will explore the challenges managed print services (MPS) managers face with assessments, agreements and quarterly business reviews. Detailed discussion on these areas with potential solutions will be given to participants. The two most difficult MPS strategies employed today that are affecting margins and customer satisfaction are color toner and printer repairs for national accounts. This session will also examine the current state of color and repairs and deliver an alternative to both that will improve the MPS dealer's profit picture.

Topinka has more than 20 years of hands-on experience in all phases of management, operations, production, sales, marketing, quality, profit and loss. Currently, he serves a president of the National Printer Repair Network, a consortium of like businesses providing quid pro quo services resulting in decreased per-invoice costs.


BTA Member General Registration: $229 (Price includes Thursday and Friday education sessions, Thursday welcoming reception, Friday continental breakfast, lunch and Friday Red Sox vs. Yankees game, which includes dinner, soft drinks and bottled water. There will be a cash bar for alcoholic beverages.)

BTA Member General Registration without game ticket: $199 (Price includes all of the above, with the exception of a Red Sox vs. Yankees game ticket.)

Non-Member General Registration: $279
Non-Member General Registration without game ticket: $249

Hotel Information:

Please contact BTA Membership & Marketing Manager Valerie Briseno at (816) 303-4082 or for hotel accommodations.

The Ritz-Carlton, Westchester
Three Renaissance Square
White Plains, NY 10601
Phone: (914) 946-5500
Website: click here

Front Runner:
September 21-22

Are you seeking a solution sales process that will allow you to take your dealership to new heights? This workshop, taught by Mitch Morgan and Chris Ryne from Growth Achievement Partners, is intended for sales reps, sales managers, specialists and dealership principals. For more information or to register, click here.
BTA East
2011 Sponsors:

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Yankees Game Co-Sponsors:

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BTA's Vendor Members

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