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BTA Mid-America 2012 District Event

BTA Mid-America will be hosting its second annual "Gateway to Success" district event on May 2-4, 2012, at the Four Seasons Hotel in downtown St. Louis, Mo., near the Gateway Arch. It 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 Jim D'Emidio, president of Muratec America Inc., and four additional education sessions presented by industry leaders providing insight and business strategies that can help any office technology dealership reach new heights, including a dealer panel focused on managed services and a special, inspirational session by John O'Leary of Rising Above. In addition, there will be time to visit with 30 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 from BTA Mid-America.

The event schedule also includes time for fun. Attendees can choose one of two group activities — seeing the Pittsburgh Pirates take on the St. Louis Cardinals from the vantage point of a private suite in Busch Stadium or touring the Gateway Arch and enjoying a riverboat cruise.

(Registration includes keynote session, education sessions,
cocktail reception, and breakfasts on Thursday and Friday.)

Registration with game ticket or tour/cruise:
BTA Member: $199
Non-member: $249

Registration without game ticket or tour/cruise:
BTA Member: $169
Non-member: $219

*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.)

To register, click here.

Schedule of Events:

Wednesday, May 2

Gateway to Success will begin at 3:30 p.m. with an opportunity to visit with exhibiting sponsors, opening comments, and the keynote presentation by Jim D'Emidio, president of Muratec America Inc. A welcoming reception will follow from 5:30 until 7 p.m., giving attendees time to network with peers and exhibiting sponsors.

Thursday, May 3

A continental breakfast will be served from 7 until 8 a.m., followed by opening comments and two education sessions. An extended break between sessions will give attendees time to visit exhibitor tables.

After the morning education sessions, attendees can choose to attend a 12:45 p.m. game at Busch Stadium to see the Pittsburgh Pirates take on the St. Louis Cardinals, or they can tour the Gateway Arch and enjoy a riverboat cruise. During the cruise, attendees will learn about the history of the St. Louis riverfront, the Mississippi River, the Gateway Arch and all of the fascinating historic sites along the way. Lunch will be provided during both activities.

Friday, May 4

Breakfast will be served from 7 until 8 a.m., followed by the final two education sessions and the event wrap-up at noon. There will be an extended break with exhibitors between sessions.

Keynote Address:
"Surviving in a Services World"
Jim D'Emidio, president, Muratec America Inc.

Many independent office equipment dealers have experienced flat to declining revenues due to downturns in their local economies, an influx of non-traditional competitors (IT VARs) and declining print volumes. Based on this new reality, dealerships must begin their transformations from hardware-focused companies into services-led organizations, thus capturing new revenue streams while protecting their installation bases. Sounds easy, right? Transforming a business model is one of the most painful business challenges a dealer will face. In his keynote, D'Emidio will outline some practical, proven methods to help dealers begin their dealerships' transformations toward becoming true "services" providers.

D'Emidio joined Muratec in 1987 and has served in a number of roles with the company including area, district and regional sales management positions, as well as overseeing the Muratec national accounts program. He was promoted to vice president of sales in 1998 and strategically shifted the company's focus from retail distribution to the independent copier dealer channel. This strategy yielded a stronger sales performance, as well as increased profitability and stability. D'Emidio was promoted to his current role of president in 2008. He frequently participates in industry events as a guest speaker, presenter and panelist, covering topics such as managed document services, emerging technologies, document security and B2B sales strategies.

Additional Education Sessions:
"Office Imaging: Taking Advantage of a Market in Transition"
Robert Palmer, director of Managed Document Practice, and Ann Priede, vice president of the Publications Group, Lyra Research

The office imaging market is in a constant state of flux. What was once a purely product-centric business has transformed and is rapidly moving to a services-oriented market. How can office equipment dealers best position themselves to take advantage of a market that is constantly in motion? This session looks at the many factors driving change in the office imaging landscape to provide meaningful insight on the future of print. Some of the important aspects examined in this session will include:
  • The blurring of product segments and the future role of A3 and A4 devices
  • Has color peaked? What will drive future demand for office color?
  • The impact of managed print services
  • The role of business inkjet — today and in the future
  • How are changing dynamics in the workforce impacting the shift toward mobility?
  • How will mobile technologies impact the future of printing?
As director of Office Document Solutions, Palmer covers the entire office imaging market for all areas related to technology, hardware, supplies, channel and services. His primary responsibilities include data and trend analysis, forecasts and primary research for the research firm's Managed Print Advisory Service (MPAS). He has more than 20 years of experience in the printing and imaging industry. Most recently, Palmer served as director of InfoTrends' Digital Peripherals Solutions Consulting Service. In this position, he provided product coverage, trend analysis, primary market research, and hardware, channel, and service and supplies forecasts. Prior to his role at InfoTrends, Palmer was director of Lyra's Digital Photography Advisory Service and managing editor of The Hard Copy Observer newsletter.

Priede has broad managerial responsibilities for the various product lines in her group, which currently include The Hard Copy Observer, The Hard Copy Supplies Journal and The Hard Copy Datasource, as well as new services that have been and will be developed based on these brands. Priede is a veteran of the printer industry and previously held positions with Konica Minolta (formerly Minolta-QMS and QMS) and NEC Imaging Technologies. She most recently held the position of director of product planning for Konica Minolta. During the past 20 years, she also has held the positions of senior product manager, manager of national accounts, manager of sales training, and application support specialist. Priede joined Lyra in 2004.
"Critical Success Factors for Managed Services in Your Dealership"
Mitch Morgan and Chris Ryne, partners, Growth Achievement Partners

Many dealers are considering added managed services (MS) to their businesses. Others are planning to add these offerings to their businesses in 2012. Still others have made the entry and are seeking a higher level of growth and profitability. From developing and positioning the offering, to delivery of the services, successful sales processes and the evolving business model, this session will address the actions associated with implementing a MS strategy that will appeal to all dealers, no matter where they are with their strategies.

Mitch Morgan is a partner at Growth Achievement Partners. He founded the Connectivity Dealer Program from NIA in 1991. After his business was acquired by IKON Office Solutions in 1996, he led its Technology Services division. In 2001, he formed the Professional Services division for IKON. Morgan has been consulting with CEOs on strategy, operations, organizational development and sales since 2005.

Chris Ryne, a partner at Growth Achievement Partners, 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 a national office equipment dealership where he built and led a successful professional services business unit from startup to a well-integrated team.

Dealer Panel:
"Managed Services: The Dealer Perspective"
Facilitated by Mitch Morgan and Chris Ryne, Growth Achievement Partners

The MS opportunity provides a tremendous market for office technology dealers. The small- to medium-sized business (SMB) customer is receptive to a new way of supporting its internal IT environment. The shift is occurring now, and forward-looking dealers have an opportunity to build a customer base in this growing market today. Once the shift occurs, winning new business will mean replacing the incumbent provider. During this session, a panel of dealers will discuss the paths they have taken to implement successful MS strategies within their dealerships.

The dealer panelists:

Alan Bean is co-owner and vice president of Southeastern Business Machines Inc., a 50-year-old office equipment dealership in Huntsville, Ala. He has led the dealership's initiative into the managed service arena for the past year.

Chris Black is president of R.K. Black Inc., a second-generation technology company located in Oklahoma City, Okla. Established in 1955, R.K. Black Inc. now employs 100-plus people who sell and service copier/MFPs, printers, mailing equipment, surveillance systems and document management solutions. In addition, the company provides managed network services, facilities management, back-file scanning, commercial printing and shredding services. Black, who began working in the company when he was 10, believes that the most exciting times for the office technology industry are still ahead, especially with the growth potential for managed network services and related offerings.

Brian Ridenhour is the operations manager and director of technology sales at Data Comm Inc., Jefferson City, Mo. He started his 18-year career at Data Comm Inc. as an application programmer/systems analyst and has continued to progress within the corporation as the company has evolved into a predominately business and technology solutions provider. Ridenhour has been instrumental in developing new revenue streams using technologies as they presented themselves, including a wide range of business application solutions, MPS strategies and now a comprehensive MNS program. Data Comm Inc. is constantly striving to distinguish itself from traditional "box-sales” companies.

Special Guest Speaker:
Sponsored by:

"Ignite Your Life! Discovering the Keys to Unlock Passion, Potential & Impact"
John O'Leary, Rising Above

Journey with O'Leary as he reveals that our greatest challenges can be transformed into outstanding growth. Through emotional storytelling and great humor, O'Leary empowers you to carefully consider five critical life questions: Who am I? Where am I going? Who is going with me? How do I get there? What can I do?

Within these questions are the keys to how you relate with others, where you have growth opportunities and what your absolute advantages are. What might happen if you embraced your scars, mistakes and missteps — and utilized the lessons learned to propel you forward? What if you imagine that anything is possible in your life — and actually believe in achieving those dreams? What impact could you have if you worked in perfect symphony with your team — and created an impact far greater than any single individual? How significant would your life be if you discovered passion and meaning in your life — and tapped into the resulting increase in energy, persistence and creativity?

By utilizing lessons learned from surviving childhood burns on 100 percent of his body, O'Leary will guide you on an emotional, humorous, uplifting and results-oriented ride.

O'Leary is proof of the power of the human spirit. As a nine-year-old boy, he was burned on 100 percent of his body and was given less than a 1-percent chance to survive. He endured months in the hospital, years in therapy, dozens of surgeries and lost all his fingers to amputation. Despite the odds, he not only survived — but thrived. O'Leary is a college graduate, business owner, hospital chaplain, international speaker, husband and father. His presentations have been described as "captivating, amazing and life-changing." O'Leary challenges and empowers every audience member to dream again, re-ignite his (or her) passion and take positive action.

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, education sessions,
cocktail reception, and breakfasts on Thursday and Friday.)

Registration with game ticket or tour/cruise:
BTA Member: $199
Non-member: $249

Registration without game ticket or tour/cruise:
BTA Member: $169
Non-member: $219

*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:

Four Seasons Hotel St. Louis
999 N. 2nd St.
St. Louis, MO 63102
Phone: (314) 881-5800
Room rate: $180 per night
Discounted rate deadline: 4/18/12

Website: click here
NOTE: Please call to make hotel reservations. The Four Seasons does not accept online reservations.

A limited number of rooms are available at the Four Seasons. As an alternative, you may want to stay at the HoteLumière, which is adjacent to the Four Seasons and connected by the 24-hour, 75,000-square-foot Lumière Place Casino, featuring approximately 2,000 slots, 55 tables and a dedicated 13-table poker room.

999 N. Second St.
St. Louis, MO 63130
Phone: (314) 881-7777
Room rate: $109 per night - To receive this rate, reference Business Technology Association or promo code S0504BT.
Website: click here

To register, click here.

Front Runner: May 1-2, 2012
Front-runner attendees receive FREE registration to BTA Mid-America's Gateway to Success 2012 event.

The managed services (MS) opportunity provides a tremendous market for MFP dealers. MS offers a more cost-effective way for your customers to manage their current spending on IT support. The service features monitoring of network devices and ongoing administration using the latest in automation tools. Proactive support means the computer tells you there is an issue before the system crashes. You fix it before it breaks and send an invoice every month. In this workshop, Mitch Morgan and Chris Ryne of Growth Achievement Partners will show you how to set up a managed services business in your company. Areas of focus will include: the phases of the MS process, financial targets, packaging of services, MS systems and processes, staffing, dealing with competition and the MS sales process.

For more information or to register for the BTA Managed Services Workshop, click here.
Gateway to Success Sponsors:
Click a logo to visit the sponsor's website.
Cardinals Game

May 3 Continental
Breakfast Sponsor:

May 4 Breakfast Sponsor:

John O'Leary Testimonials:

"I heard John O'Leary speak at the CDA owners meeting in October; he grabbed my attention and never let go. We booked John for our annual company-wide meeting on Jan. 26. We had all of our employees and their families attend, including children 10 and above, along with customers and vendors. I have received so many cards and emails from customers, employees and friends who heard John speak at our event. The comments are overwhelmingly focused on the effect his talk had on them; some were life changing. I can honestly say that John affected everyone who came to our event. I would recommend John O’Leary. It would be the best thing a business or organization could do for its employees or members. There is a reason why God let John live."

Jim Oricchio
Coordinated Business Systems
Burnsville, Minn.

"I had the pleasure to hear John O'Leary speak and came away with new insight. His story is an amazing one that grabbed my attention and moved all of us in the room. I took away so many things from the speech, but the ones that stand out are 'When you know your why, you can endure any how,' and 'What more can I do?' These phrases stood out for me and have impacted my life in a very positive way. Thank you, John, for sharing your story with us and rising above to become the great man you are."

Eric Torres
General Manager
IBE Digital
Cerritos, Calif.

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