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BTA Mid-America 2011 District Event

BTA Mid-America's Gateway to Success, open to BTA members and non-members, will feature a keynote address and four education sessions, each sharing industry-specific insight, strategies and practical advice that will help attendees boost their bottom lines. The conference will also include networking events and a trip to Busch Stadium to watch the Florida Marlins take on the St. Louis Cardinals from a private suite.

Schedule of Events:

Tuesday, May 3: At 4 p.m., Ed McLaughlin, president of Sharp Imaging and Information Company of America, will kick off the event with a keynote address. A cocktail reception will follow, giving attendees a chance to network with peers and visit with exhibiting sponsors.

Wednesday, May 4: Four education sessions will be held from 8 a.m. until 4:30 p.m. In between sessions, there will be breaks for lunch and time to visit with exhibiting sponsors. At the end of the sessions, there will be a drawing for a number of great prizes from the exhibiting sponsors.

At 6 p.m., attendees will walk to Busch Stadium to watch the Florida Marlins take on the St. Louis Cardinals from a private suite. Food and drinks will be served. (A limited number of game tickets are available on a first-come, first served basis.)


Marlins vs. Cardinals game sponsor:

To register for this district event, click here.*

*Note: Registration is only open to office technology dealership personnel.

Keynote Speaker:

"On the Horizon: Possible Changes in the Office Technology Industry"
Ed McLaughlin, president, Sharp Imaging and Information Company of America

Drawing upon his many years of experience in the office technology industry and his role in guiding a leading MFP manufacturer as president of Sharp Imaging and Information Company of America, McLaughlin sees several important industry changes on the horizon that could lead to new opportunities for dealers. In the keynote session, he will share his expectations for the future, providing a look at what he sees as the ideal strategies for independent dealers seeking to take their companies to new heights.

McLaughlin is responsible for the sales and marketing of Sharp's broad-based line of business products, including multifunctional products, professional displays and software solutions. An industry veteran with more than 35 years of experience, he joined Sharp in July of 2002 and has overseen the group's consistent growth and increasing industry recognition. In 2007 and 2010,  McLaughlin was honored with The Cannata Report's "Executive of the Year" award. Prior to Sharp, he held sales and management positions with several Fortune 500 companies, including 3M Co., SCM, Saxon Industries, Canon USA and Savin Corp.

Education Sessions:

"Twenty Traits of the Successful Dealership"
Bob Goldberg, general counsel, Business Technology Association

Working with dealers for more than 30 years, Bob Goldberg has observed the traits for industry success. This session presents the 20 best traits of a successful dealership and explains why they make a difference. From winning proposals to energized employees to a data security update that includes policies, legislation and opportunities, this session guarantees you will return to your dealership with new insights for success.

Goldberg has served as general counsel for the Business Technology Association since 1977. He is also of counsel to the Chicago law firm Schoenberg, Finkel, Newman & Rosenberg. Goldberg writes the monthly "Courts & Capitols" column appearing in BTA's Office Technology magazine.

"Prospecting Stats: What 'Good' Looks Like"
Kate Kingston, founder and president, Kingston Training Group

Kingston will provide historical data of prospecting trends over the last five years, focusing on what "good" looks like. To help you determine how your dealership measures up, she will address such questions as: What changes have occurred? What are the averages that many dealerships are experiencing in prospecting across the country? What can you do right now to improve your team's averages and bring in more business every month? Kingston will bring energy, humor and real "meat" to her presentation to help your dealership identify ways to make more meetings and make more money.

Kingston, founder and president of Kingston Training Group (KTG), is a motivational sales trainer specializing in making more qualified meetings. With more than 17 years of success in making appointments with decision makers, Kingston is a recognized authority on lead generation, cold calling and new business development. She is a sales-driven, energized communicator who uses humor, audience participation, proven techniques, handouts and real-time phone calls in her training sessions.

"Building & Maximizing the Impact of Your Solutions Team"
Mitch Morgan, Growth Achievement Partners

Your solutions team can have a big impact on your revenue and growth strategies; this session will show you how to capitalize on that impact. Attendees will learn key elements, including building and developing the team, engaging a customer in a "solutions sale" and capitalizing on your solutions catalog for off-cycle opportunities.

Morgan 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.

"Service Productivity, Efficiency & Effectiveness"
Mike Woodard, consultant, Strategy Development

Your field technicians may be productive — that is, they utilize more than 85 percent of their time on service calls. But how effective and efficient is their work? Is your current technician staffing level driven by your own level of inefficiency? What are you spending on "re-work"? This session will focus on the industry definitions of these critical service measures, the differences between them, their interdependence and why they are such critical performance measures. Managing the quality of work produced is a key driver for delivering 52 percent-plus service GP.

Woodard has 30-plus years experience in all aspects of field service operations and service strategy development. He served 20 years at IKON Office Solutions in key regional and national service operations positions. Prior to joining IKON, Woodard spent 18 years with Xerox Corp. in multiple field service assignments. He is now a consultant with Strategy Development, a management consulting and advanced sales training firm.

Registration includes keynote session, cocktail reception, general education sessions and Wednesday continental breakfast and lunch.

Registration with game ticket: $199
Additional attendee, same dealership: $199

Registration without game ticket: $169
Additional attendee, same dealership: $149

To register for the BTA Mid-America event, click here.*

*Note: Registration is only open to office technology dealership personnel.

Hotel Information:

Four Seasons Hotel St. Louis
999 N. 2nd St.
St. Louis, MO  63102
Phone: (314) 881-5800
Room rate: $175/night
Website: click here
The Four Seasons Hotel is adjacent to the 24-hour, award-winning, 75,000-square-foot Lumière Place Casino, which features approximately 2,000 slots, 55 tables and a dedicated 13-table poker room.

Front Runner: May 2-3, 2011

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 Mid-America
2011 Sponsors:

Click a logo to visit the sponsor's website.
Cardinals Game Sponsor:
Cocktail Reception Sponsor:
Breakfast Sponsor:

Lunch Sponsor:

Breaks Sponsor:

BTA's Vendor Members

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