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BTA Southeast Fall 2011 District Event

BTA Southeast's annual fall district event, The Fall Colors Retreat, will include a round-table discussion and three 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, including a welcoming reception and a dinner. There will also be plenty of time to visit with exhibiting sponsors.

On Saturday afternoon, there will be time to explore the Waynesville area and enjoy the fall colors.

Schedule of Events:

Friday, Oct. 21

The Fall Colors Retreat will begin with a round-table discussion, "Bring Us Your Questions to Share Ideas," led by the BTA Southeast leadership team, from 4:30 p.m. until 6 p.m.

A welcoming reception will be held from 6:30 p.m. until 8:30 p.m., giving attendees time to network with peers and visit with exhibiting sponsors.

Saturday, Oct .22

A breakfast buffet will be held from 7 a.m. until 8 a.m., followed by three education sessions and breaks that will give attendees time to visit with sponsors.

From 12:30 p.m. until 6:30 p.m., attendees will have time to explore the Waynesville area and enjoy the fall colors, play a round of golf or just relax.

Cocktails will be served at 6:30 p.m., followed by dinner and a closing presentation.

Friday Round-Table Discussion:
"Bring Us Your Questions to Share Ideas"
Facilitated by the BTA Southeast leadership team

In this round-table discussion, attendees will be able to ask questions of and receive answers from the BTA Southeast leadership team and their peers. Attendees will also be able to share ideas with the group and receive feedback.

Saturday Education Sessions:
"Prospecting in 2012"
David Ramos, sales operations consultant, Strategy Development

Another year is coming to a close and many sales professionals will be glad to say goodbye to 2011. With the economy still recovering and many businesses still holding off on spending, prospecting for new business was especially challenging this past year. So what can you do differently in 2012? What will help you increase your success rate when prospecting for new clients? Prospecting today is very different than 20 years ago. Today, more than ever, prospects are resistant (and sometimes almost hostile) when they get an unsolicited call from a salesperson they do not know. In this session, we will explore three action steps for effective prospecting in the coming year and how to employ a balanced approach to prospecting.

Ramos, sales operations consultant with Strategy Development, has 15 years of experience in the imaging industry. As a top-producing business development and management professional, he has held positions in both the United States and Mexico. At IKON Office Solutions, Ramos held positions of increasing responsibility, eventually becoming director of sales with responsibility for eight sales managers and more than 70 sales reps. As a senior trainer at IKON University, he co-developed the sales training program for both the United States and Mexico. Prior to that, Ramos was a major accounts manager at Xerox Corp. He offers experience in training and development, selling leading-edge technologies, strategic marketing and key account management in U.S. and foreign markets.
"Recruiting, Interviewing & Selection"
Larry Coco, president, Coco Training & Consulting Inc.

In this session, Coco will teach attendees techniques to incorporate into their hiring processes: the multi-interview process; writing job descriptions for sales reps; writing a sales rep profile and key behaviors; systematic packaged questioning and the discovery process; making the candidate want your job opportunity; creating a pipeline of quality people; the "magic words" needed to attract quality people; and evaluating candidate attributes that lead to success. Coco will also briefly touch on managing change in one's business. He will teach attendees how to develop a personal attitude toward change that includes "embracing change as a competitive edge." He will teach managers basic ways of sustaining positive performance during times of change, and will show attendees how to guide employees through change by allowing them to be part of the process.

Coco is an accomplished senior level executive with a strong track record of success in sales, management, marketing and training. For the past 25-plus years, he has focused his career in the world of document management, working with both dealer and direct organizations. Prior to opening his company, Coco held a wide range of positions at Ricoh Corp., including leading various committees and special projects.
"How to Successfully Enter MPS in Smaller Markets"
Ed Carroll, consultant, Strategy Development

Smaller dealerships have been struggling to find a way to profitably enter the MPS space. It does not mean that the opportunities are not there for them — they are. In this session, Carroll, an MPS expert, will cover approaches that can be deployed by any size dealer to successfully capture the clicks and profits associated with MPS.

For more than 20 years, Carroll has led large, mid-size and small companies through successful turnarounds and growth cycles. As vice president of IKON's Capital Marketplace, a $150 million unit, Carroll led the sales force into professional services and facilities management and earned IKON's Chairman's Award for superior operation results. Prior to this, he was chairman and CEO of CyLex Systems Inc., a venture-funded document management company. He also had a distinguished career at Panasonic, where he was president of Panasonic Document Imaging Co. as well as president of Panasonic Document Systems Co., the direct operation he planned and started in 1995. Carroll joined Strategy Development in 2008 as partner.


BTA Member Registration:
$159 (Price includes Friday and Saturday education sessions, Friday welcoming reception, Saturday breakfast, cocktails and dinner.)
Additional attendee from the same dealership: $129

Non-Member Registration: $209

Spouse/Guest: $79 (Includes the Friday reception and Saturday dinner.)
Children Under 12: $40 (Includes the Friday reception and Saturday dinner.)

* Kyocera/Copystar and Toshiba dealers can use co-op funds for BTA district event registration.

Hotel Information:

Waynesville Inn Golf Resort & Spa
176 Country Club Drive
Waynesville, NC 28786

Fall Colors Retreat Sponsors:
Click a logo to visit the sponsor's website.
Discussion Sponsor:

BTA's Vendor Members

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