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Gateway to Success 2018 Educational Sessions
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Keynote Address

Sponsored by:

Selling in the New Millennium
Steve Nudelberg, author, trainer, consultant, speaker, salesman & entrepreneur

Have you ever wondered what separates top performers from the rest of the pack? Top professionals know that the difference between a good and great performance requires a set of disciplines and best practices that will drive you to new levels of success. In most cases, it is because they apply many of these best practices in their daily routines. Now that the landscape has changed and there are so many new tools at our disposal, developing a game plan and a process is even more crucial in achieving happiness and fulfillment.

Nudelberg is an author, expert sales trainer, consultant, keynote speaker, serial salesman and entrepreneur. He created On the Ball — a company that invests time and talent in emerging businesses and corporate teams to help them grow. Nudelberg is often hailed as an energetic powerhouse who infuses adrenaline into a room. His core philosophy is to ignite individuals and teams by enhancing their awareness about small, yet powerful, changes they can make to instantly sharpen individual performance. Nudelberg's 27 core Leadership Rules of Engagement within his book, "Confessions of a Serial Salesman," have been developed over decades of corporate and entrepreneurial leadership endeavors. As proven by great teams throughout history, greatness is achieved through developing a process or a road map for success, something that allows for you to deal with the many obstacles and roadblocks that everyone endures. He has a long history of sales success, mentoring and leadership. After building and leading a winning national sales team for ABC Cellular, Nudelberg found himself at a crossroads. In between jobs, he started receiving requests to match companies and personalities to sponsorship opportunities, primarily in the sports arena. This gave birth to the idea of founding his own sales and marketing company that offered sales strategy, messaging, brand identity, sales and leadership training, and Arrangemenship (business development), as well as other services. The company currently focuses exclusively on business development services, connecting companies to the C-suite.

Featured Speaker

Sponsored by:

How Technology is Reshaping the World: Opportunities & Challenges
Dr. Tassu Shervani, Marilyn and Leo Corrigan-endowed professor, Cox School of Business, Southern Methodist University

This session will focus on understanding the shift to the cyberphysical and cyberlife industries that will alter the world over the next few years and decades. We have adapted to changes in the past as the primary growth drivers of our economy shifted from agriculture to manufacturing to services, and we are poised to once again manage the shift to the growth drivers of the future — the cyberphysical and cyberlife industries. Shervani will discuss what office technology dealers can do to position themselves and their businesses to take advantage of this emerging future.

Shervani is the Marilyn and Leo Corrigan Endowed Professor at the Cox School of Business at Southern Methodist University in Dallas, Texas. He is also a consultant in the areas of global strategy and organization, shareholder value, business models, innovation and business development. Shervani's clients are from the telecommunications, financial services, technology, consumer, manufacturing, health care, private equity and energy sectors. They include such companies as Accenture,, Coca-Cola, Dell Computer, Deutsche Bank, Honeywell, IBM, Johnson & Johnson, Lockheed Martin, Morgan Stanley, Mitsubishi Chemicals, Motorola, Time Warner and Visa. He has also taught executive education programs at Duke University, Emory University and the University of Texas at Austin.

Educational Sessions

Dealing With Industry Transformation & Massive Market Disruption
Keith Kmetz, program vice president of imaging, printing & document solutions, and Robert Palmer, research director of imaging, printing & document solutions, IDC

The copy and print industry continues to go through transformation in preparation for a changing market opportunity. Acquisitions and mergers have run rampant with the already completed HP/Samsung; Apex/Lexmark; Foxconn/Sharp; and Konica Minolta/Muratec acquisitions. And, most recently, Xerox and Fuji Xerox agreed to merge. Of course, this rash of activity is not limited to the OEM community as dealerships are also going through a similar M&A transition. The number of industry players is contracting along with the traditional market for print and printed pages. What does the future hold? This session will look at important industry trends to answer one key question: Can we learn from history to develop a path to success? Topics covered will include:
  • Understanding the competitive vendor landscape
  • A review of vendor strategies
  • The workplace of the future
  • Just how close is the paperless office? Is a cliff coming?
Kmetz is program vice president of imaging, printing and document solutions at IDC. He is responsible for all written research in these areas, including analysis on the copier, printer and MFP markets, as well as related hardcopy software and services developments. Kmetz has been conducting research and consulting in these markets with IDC since 1995. He joined IDC with more than 10 years of IT marketing and market research experience. Previously, Kmetz served in various product and marketing positions within the hardcopy vendor and channel communities. Since joining IDC, he has successfully launched the company's U.S. hardcopy research services and helped develop IDC's global hardcopy research efforts.

Palmer is research director with IDC's imaging, printing and document solutions team. He is responsible for written research, forecasts and analysis in multiple practice areas covering managed print services, document solutions, business workflow automation and optimization, and hard-copy transformation. Palmer's research also includes a particular emphasis on the office technology channel, and transformational strategies and technologies impacting the future of the office imaging market. He has more than 25 years of experience in product management, strategic planning, market research and analysis, and forecast development within the office technology industry. Prior to joining IDC, Palmer served as chief analyst for BPO Research. Previously, he led the digital peripherals solutions practice for InfoTrends, where he was responsible for all written research, trend analysis and forecast development for office technology hardware and services. Palmer has performed extensive work in end-user and channel perceptions to inform and shape business plans, while providing strategic advice on product planning, competitive analysis and market intelligence.

Four Key Ways to Build Profit & Business Value
Jim Kahrs, founder & president, Prosperity Plus Management Consulting Inc.

Most dealership owners have goals to increase their profits and build businesses that have value when they are ready to cash out. Many wonder why other dealerships seem to be doing better than theirs are. The answer typically falls into a few key areas of the business. In this session, Kahrs will outline four key areas and exact plans that can be put in place to increase revenue and net profit. These plans will also increase the value of the business going forward. The plans outlined touch on all areas of the business, from admin to service to sales. Attendees will leave with an outline of each plan and the tools needed to get them in place when they get back to their dealerships.

Kahrs is the founder and president of Prosperity Plus Management Consulting Inc. Prosperity Plus works with companies in the office technology industry building revenue and profitability, and planning for a successful exit strategy. Kahrs and Prosperity Plus have assisted in more than 180 business sales and valuations.

Incorporating Timeless Fundamentals With New Techniques for Sales Success
Troy Harrison, professional sales trainer & consultant, Troy Harrison & Associates, and Jesyca Hope, consultant, Hope Communications Consulting

"What do other salespeople know that I don't?" It is a common question from those salespeople whose territories are not performing the way they would like. Often it is not what those salespeople know; it takes is a little HUSTLE. In this session, Harrison and Hope will team up to offer you a proven formula for top-performing sales. Attendees will learn how to HUSTLE:
  • Hard Work: Top-performing sales requires a lot of hard work. This means doing the work in sales that most people won’t – like prospecting, follow up, networking, and building strong inbound and outbound marketing programs.
  • Understand Your Current Customers: Top-performing salespeople understand their current customers on a deeper level — not just their needs now, but their needs in the future and how they like to buy, relate and do business. In doing so, they create relationships that are competitor-proof.
  • Study Your Prospects: Top performers use innovative methods to get entrance into key prospects based on studying the key characteristics. Who are the key players, decision makers and influencers? What problems do they face? What are their missions, both business and social?
  • Time Maximization: Time maximization goes beyond simple time management. Instead of worrying about touching paper, reducing task time, etc., salespeople who maximize their time are focused on spending the most time on the most profitable activities.
  • Love What You Do: Top performing salespeople have a common love for the activities that go into selling and growing. Beyond that, those salespeople have positive team dynamics with mutual support, elimination of communication silos and healthy competition.
  • Evolve: Even the best salespeople need to change their courses every now and then. Top performers are constantly learning and evolving from both their failures and their successes, recycling what works from the past and introducing new techniques as necessary.
Harrison is the author of "Sell Like You Mean It!" and "The Pocket Sales Manager," and is a speaker, consultant and sales navigator. He helps companies build more profitable and productive sales forces. He is a regular contributor to BTA's Office Technology magazine.

Hope has bachelor's degrees in communications and musical theater from James Madison University. Graduating in 1997 at the age of 17, she is the youngest graduate in the school's history. For the next decade, Hope had a media career that she loved, with positions in news, community promotions and on-air talent. She loved making real connections with the communities she worked in, helping others work to achieve change. Hope went on to win the Kansas Association of Broadcasters' Broadcaster of the Year award in 2006. Kansas State University accepted her into its communications studies Masters program, where Hope shared her address and oratory skills as an instructor of public speaking and graduated in 2008. Today, she heads up Hope Communications Consulting, a Topeka, Kansas-based company that helps companies craft and deliver messages that engage their customers.

How Overcapacity is Changing the Office Technology Industry
Charles Brewer, president & founder, Actionable Intelligence

Over the past decade, demand for hard copy has dropped significantly, leaving a glut of capacity in various segments of the office technology hardware industry. Hardware manufacturers, supplies vendors and their channel partners have all adapted their businesses to remain competitive in what continues to be a multi-billion-dollar market. M&A activity has further changed the competitive landscape and more mergers are all certain. In this session, Brewer will review the key changes the industry has embraced and how all this change is reflected in today's market. In addition, he look at the new directions manufacturers are taking with their respective businesses — and product lines. Brewer will then examine which firms have changed for the better and which have not, and discuss what it all means for the industry going forward.

Brewer is the president and founder of Actionable Intelligence, a marketing research firm based outside of Boston, Massachusetts. With more than 20 years of experience covering technology, his analysis is featured regularly on his firm's website, which is visited by thousands of the industry's decision makers each week. Brewer's articles have appeared in various industry magazines, including Office Technology, ENX, Image Source, Imaging Spectrum, Office Products International, Recharger, Recycling Times, The Imaging Channel and The Recycler Trade Magazine. He began his career in the 1990s as an editor for Inc. magazine and ComputerWorld. Brewer later was the managing editor of Lyra Research's Hard Copy Supplies Journal, a monthly newsletter on digital imaging consumables. He has produced numerous white papers and reports about the digital imaging industry and the markets for hardware and consumables. Brewer has presented at industry events around the world, including events in Australia, China, Europe and in North America.

The Power of Google AdWords
Roger Jung, vice president of sales, & Marianna Murphy, digital marketing director, Evolved Office

Ensure your dealership is visible to potential customers who are searching for the services and products that your company offers through the power of Google AdWords. The best part? You only pay when they click to visit your website or call, improving the quality of every lead. In this session, you will learn basic techniques on proper setup, management and optimization to start generating leads online immediately. Paid Search is a marketing tool that, when utilized properly, can be a powerful asset for business solutions providers.

Jung is responsible for the direction, strategy and overall management of Evolved Office, a marketing platform and agency for business solutions providers. He joined Evolved Office in 2008 and helped it grow from 10 to 600-plus customers worldwide. Jung started his professional career at Oracle, earning him the Club Excellence award in each of his first four years. With a degree in marketing and experience in technology sales, it was only natural for him to transition to the digital marketing world. Jung has been in the industry for more than 10 years, helping office technology dealers generate leads and grow their businesses. He holds Google certifications in Adwords Search and Google Analytics.

Murphy is the digital marketing director at Evolved Office and is a PPC, SEO and social marketing specialist. She has led successful campaigns in online marketing departments such as pay-per-click advertising, search engine optimization, site audits, content creation and optimizations, link acquisition and social media marketing for professional services companies. Currently, Murphy manages all SEM and digital marketing departments for Evolved Office. She has more than four years of digital marketing experience specializing in PPC, local search, SEO and social media. Murphy holds Google certifications in AdWords Search, AdWords Mobile and Google Analytics.

MPS 2.0: The Who, What, When, Where, Why & How of Monthly Billing
Mark Hart, director of business development & national accounts, Access Control Devices Inc. (ACDI)

Managed print services (MPS) has been around for many years in our industry but falls short in providing the customer with full analytics about their complete printing environment. Traditional MPS software collects meter counts on copiers and printers so the dealer can proactively provide a monthly billing statement to their customers. The customer receives a bill for its monthly usage and any overages, but there is nothing on that statement that breaks down these charges. Imaging getting a monthly bank statement that gave you a starting balance of $1,000 and an ending balance of -$500. Would you want to know where the $1,500 was spent? MPS 2.0 combines traditional device analytic software with print management software which will finally explain the complete picture of the "who, what, when, where, why and how of monthly billing."

Hart is the director of business development and national accounts at ACDI. He has a wide range of experience creating solutions and hardware training processes specifically customized to grow revenue in the office technology dealer channel. His in-depth knowledge of software solutions and where the industry is headed is an integral part of why ACDI has become a leading distributor of PaperCut, Printeron and Access FileSight in North America. Prior to joining ACDI, Hart worked for Lexmark International for 16-plus years. He was an integral part in helping Lexmark create its dealer program and bringing solutions to the dealer channel through the Lexmark eSF platform. Hart received his computer science bachelor's degree, with a specialization in business, from the University of Kentucky.

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