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BTA West 2012 District Event

BTA West will be hosting its second annual Capture the Magic district event, open to BTA members and non-members from across the country, on Nov. 15-16, 2012, at the Mandarin Oriental in Las Vegas. 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 Ron Books, president and CEO of ECi Software Solutions, and six 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. On the evening of Nov. 16, attendees will travel to the MGM Grand to see KÀ by Cirque du Soleil. This unprecedented, gravity-defying production takes adventure to an all new level. Be awed by a theatrical landscape, as an entire empire appears on KÀ's colossal, dynamic stage and a captivating display of aerial acrobatics envelops the audience.

(Registration includes keynote session, educational sessions, Thursday cocktail reception, and Friday breakfast and lunch.)

Registration with KÀ ticket:
BTA Member: $199
Non-Member: $249

Registration without KÀ ticket:
BTA Member: $169
Non-Member: $219

A limited number of KÀ tickets are available on a first-come, first-served basis to dealers ONLY.

*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.

Schedule of Events:

Thursday, Nov. 15

Capture the Magic will begin at 3:30 p.m. with an opportunity to visit with exhibiting sponsors, opening comments, and the keynote presentation by Ron Books, president and CEO of ECi Software Solutions. A welcoming reception will follow from 5:30 until 7 p.m., giving attendees time to network with peers and exhibiting sponsors.

Friday, Nov. 16

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

After the morning educational sessions, lunch will be served. During lunch, Frank Cannata of Marketing Research Consultants will present "Tomorrow's New & Broadening Technologies." After lunch, the final two educational sessions, closing comments and prize drawings will be held.

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

At 7 p.m., attendees will meet at the MGM Grand to see Cirque du Soleil's KÀ performance.

Keynote Address:
The Consumer Revolution: Are You Positioned to Survive in this Evolving Industry?
Ron Books, president & CEO, ECi Software Solutions

Adaptability has always been a trait of the BTA dealer, but over the last few years, you have been forced to become quite the chameleon. Your business has been faced with the need for hybridization into new markets, adoption of new technology and continuous expansion of services. How has all of this transformation impacted the end consumer? Are you keeping up with today's tech-savvy customer? If you are not evolving with them, you are being left behind. From accessibility of data to partner integrations, Books will share his years of experience and insight into emerging industry trends.

Books joined ECi Software Solutions in late 1999 and was promoted to president of the division in 2000 before successfully selling that business unit in 2001. He then served as vice president of sales before being promoted to senior vice president of operations in 2004, and then COO in 2006. Books was promoted to CEO in early 2009. As CEO, he is responsible for the day-to-day management of ECi, including the integration of the acquired companies as it pertains to product management, development, quality assurance, training, technical support and IT. Prior to ECi, Books worked for Lucent Technologies and also served in the Clinton administration.

Educational Sessions:
Meet the Fockers
Mike Stramaglio, president & CEO, MWA Intelligence & Markus Brinsa, senior vice president of North America, Paessler AG

Everyone has heard about the Baby Boomers and their BlackBerries, but what about the Millennials? Each generation has developed the robust capability of running its businesses and has discovered ways to best utilize current technology to make money. This will be a discussion on the generational changes happening in our industry and how they affect BTA dealers as they move to managed services. What are they accustomed to? What are they using? How do they do business? How can dealers use this information to increase revenue? It's time to meet the Fockers!

Stramaglio, CEO of MWA Intelligence, has a long history of leadership in the office equipment industry. Over his nearly 30-year career, he has served as president and COO of Hitachi Koki Imaging Solutions Inc., and held senior management positions with Minolta Corp. and Ricoh Corp. Under his stewardship, Hitachi earned the prestigious "Most Innovative Manufacturer of the Year" award for two consecutive years. He was also formerly CEO of Imaging Portals Inc., and a two-time winner of the Executive of the Year award, presented by Marketing Research Consultants Inc. He joined Electronics For Imaging as general manager of EFI's Service Automation division in 2003. In this role, he was responsible for Automated Dispatch Systems and the Intelligent Device Management solution set, bringing them together under a new name: Mobile Workforce Automation. In acknowledgment of his experience and expertise, M2M Magazine elected him M2M Technology Advisor (Imaging) in early 2007.

Brinsa, senior vice president of North America at Paessler AG, is an IT industry veteran with more than 20 years of international sales, strategic consulting and business alliance experience. He joined Paessler from Seikouri Inc., a multinational company he founded to help North American technology vendors form alliances and partnerships with European firms while also supporting European clients' U.S. expansion activities. Prior to founding Seikouri, Brinsa held senior executive business and alliance development positions at Berlin-based IT security firm Ace Tomato AG and Drivve LLC. He developed partner business in 24 countries within the EMEA region for eCopy Inc.

Lessons in Leadership for Dealership Transformation
Kim Ward, director of training & development, Learning Outsource Group

As the office technology industry continues to evolve rapidly to a managed print and services model, progressive dealers and executives must lead their own successful sales transformation initiatives. Because this sales transformation process is occurring throughout most industries today, this presentation will focus on the common characteristics, competencies, traits and attributes of highly effective senior leaders who have been very successful in leading — and continuing to lead — their own transformation processes. This session will allow dealers to assess their personal strengths, operating styles and opportunities in order to enhance their personal effectiveness and accelerate their success as senior leaders in their organizations.

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 16 years.

Sales Compensation: How to Analyze & Strategize
Luis Gonzalez, founder, SalesScoreKeeper LLC

Sales compensation is more than just a way to pay your sales professionals. The way your sales compensation plan is designed will determine the behavior of your sales professional when it comes to what and how they sell. In this session, Gonzalez will look at ways to analyze what behaviors your compensation plan promotes, how to get a good analysis of what your compensation is paying and how it stacks up against industry benchmarks. He will also look at strategies on how to pay for new trends in office technology sales, such as MPS and MNS, and how to make sure that your dealership is prepared to administer those types of compensation plans.

Gonzalez founded Miami Office Supplies (MOS) in south Florida in 1986. MOS specialized in the office equipment space for 25 years as an independent dealership. It was acquired by Sharp Electronics in 2007. From 2007 to 2011, Gonzalez was branch president and director of sales and marketing for Sharp Business Systems. He was most recently senior vice president for Sharp's Business Solutions Group. In 2011, he founded SalesScoreKeeper, a software design and development company specializing in automation of the commission process for business-to-business sales companies.
Tomorrow's New & Broadening Technologies
Frank Cannata, president, Marketing Research Consultants

Innovation is all about making MFPs more intelligent. Technology is aimed at making it easier for dealers to do more with less. The key is knowing whether your primary MFP suppliers have the right capability and direction. Do they match up with where you want to go? In today's ever-changing marketplace, with its technology-savvy end users, many are wondering about what lies ahead in the office technology industry. In this session, Cannata will provide a brief look at the future, focusing on some of the new technologies in store for BTA Channel dealers. In addition, the session will address existing technologies that will be broadened to accommodate the need to increase reliability and lessen the demand on break and fix, allowing dealers to focus more on leading with services.

Cannata is president of Marketing Research Consultants (MRC), a copier/MFP consulting business established in 1979. MRC began publishing The Cannata Report in 1982, which now enjoys a readership in 14 countries. In 1985, the electronically distributed LIVE WIRE was launched. Cannata has been in the business more than 40 years and is a well-known presenter in the office technology industry.
Landing & Conducting the Right C-Level Meetings
Kate Kingston, founder & president, Kingston Training Group

How do you land and conduct a C-level, vertically focused, full technology solution meeting so that you can build a relationship with your prospect and open the opportunity for a full-scale analysis of his (or her) workflow? Many salespeople are asking that question and seeking to maintain a vertical focus when meeting with prospects. In this session, Kingston will provide proven strategies that take prospecting to the next level, setting the stage for you to build relationships with prospects that will lead to the opportunity to identify and perform a full analysis of their technology. This session will provide real-life examples that will help you craft and deliver the conversation on foot, by phone and via email to land a meeting at the C-level and translate the content of that conversation into the first meeting. You will also walk away with proven techniques and talk tracks that will result in more proposals and more sales.

Kingston, founder and president of the Kingston Training Group, is a motivational sales trainer specializing in landing qualified meetings. With more than 17 years of success in making appointments with decision makers, she is a recognized authority on lead generation, cold calling and new business development, using humor, audience participation and proven techniques in her training sessions. She has trained more than 7,000 sales reps and managers to land more meetings with their ideal prospective clients.
Mobile Transformation: The Impact on the Office Technology Industry
Randy Dazo, senior director, InfoTrends

As an output industry, we have to look to the horizon for new growth opportunities and areas for sustainable business expansion. Dynamic forces in play today, such as new technologies (mobile), new users (consumers of mobile technologies) and the new economy, are conspiring to disrupt the foundation of our industry in the very near future. Change is inevitable and it is advancing in "Internet years," not "calendar years." You can choose to be informed and ride the wave or be smothered by it. Mobility is one of these new areas of expansion. We see that mobile devices are having a significant impact on how we communicate from a personal and business level. It is also a technology that can bridge paper-based business processes to mobile business and communication processes. However, the rapid ascent of mobile devices, networks, software and services is having a profound impact on business processes and IT operations. Mobility is changing customer and employee expectations, creating security issues, and dramatically affecting IT priorities and resources. This session will address the transformation that is occurring in the greater IT industry and new mobility solutions that will transform the office equipment market.

Dazo is senior director of Solutions and Services for InfoTrends. With more than two decades of experience, he leads InfoTrends' continuous information service practice in this area on a global basis. Prior to joining InfoTrends, Dazo was senior manager of output solutions for Ricoh Corp. In this capacity, he was responsible for establishing channel requirements and go-to-market strategies, creating leading-edge solutions for the market. Earlier in his career, Dazo held senior sales and marketing positions at Sharp, Net2Phone, Minolta and Canon.

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, Thursday cocktail reception, and Friday breakfast and lunch.)

Registration with KÀ ticket:
BTA Member: $199
Non-member: $249

Registration without KÀ ticket:
BTA Member: $169
Non-member: $219

A limited number of KÀ tickets are available on a first-come, first-served basis to dealers ONLY.

*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:

Mandarin Oriental
3752 Las Vegas Blvd. South
Las Vegas, NV 89158
Phone: (702) 590-8888
For reservations, call Valerie Briseno at (800) 843-5059.

Click here to register.
Capture the Magic Sponsors:
Click a logo to visit the sponsor's website.
Nov. 15 Reception

Nov. 16 Continental
Breakfast Sponsor:

Nov. 16 Lunch

BTA's Vendor Members

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