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Gateway to Success 2019 Educational Sessions
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Keynote Address

Unforgettable Leadership: How to Be the Leader Your Employees Never Want to Leave
Ted Ma, author & leadership expert, www.realtedma.com

Leadership is the foundation that impacts every level of your business. This keynote address will focus on developing leaders at all levels, and explore strategies that will help you adapt to change and create a culture of growth. Whether you are a seasoned executive or an emerging leader, you will be able to take ideas from this session and apply them to your personal and professional life. Learning points include:
  • Three keys to becoming an unforgettable leader
  • How to develop new leaders
  • How to increase employee engagement and retention
  • How to navigate and adapt to change
  • The formula to capitalize on new opportunities
Ma is an award-winning speaker that helps organizations improve productivity, engagement and retention by developing leaders at all levels. Unlike many leadership experts, he has more than 16 years of experience in growing teams and developing leaders. After earning his business degree from San Francisco State University, Ma built an international sales team of more than 6,000 agents. He is a member of the National Speakers Association and has shared the stage with Mel Robbins, John Maxwell and Jack Canfield. Ma was named one of Databird Research Journal's top 100 keynote speakers for 2019 and has been featured in publications including Kiplinger, CNBC, Inc. and the New York Times. His high-energy speaking style combines motivation with education, interaction and actionable takeaways.

Featured Speaker

To Sell or Not to Sell? That is Not the Question!
John Hey, founder, Strategic Business Associates

Is this the right time to consider selling an imaging business? According to Hey, that is the wrong question. In this session, he will impart his knowledge and insights regarding the decision to sell an imaging business. Attendees will learn why they should think about selling and why they might want to stay in the game. The discussion will include developing an exit plan, preparing for the life after and the role of money in the decision-making process. In addition, Hey will share his personal story along with lessons learned.

Hey, founder of Strategic Business Associates, began his career with the former D.C. Hey Co. in 1973. He became president and owner of the company in 1985. Hey was responsible for growing the business from $5 million to more than $170 million in sales with more than 1,250 employees. In addition, he completed more than 12 acquisitions.


Dealer Panel

The Evolution of MPS: What Has Changed in Dealer MPS Programs?
Moderated by Sarah Henderson, director of MPS & professional services, Clover Imaging Group

Hear from your dealer peers regarding how their managed print services (MPS) programs have evolved over time. Topics will include: sales and assessment strategies, contract management and service tactics. This panel will also cover how your peers are determining which advanced solutions to layer into MPS, such as document management, user management and emerging billing models--more than than buzz words.

Henderson is director of MPS and professional services at Clover Imaging Group. She leads training and workshop events, provides strategic planning and gap analysis, and supports strategic MPS sales initiatives. Henderson specializes in MPS program design, providing profitability analysis and implementation of MPS solutions in North America. She has been recognized as one of the Top 40 Influencers in the Imaging Industry, named a "Difference Maker" by ENX Magazine and was twice elected to the board of directors and executive committee of the MPSA. Henderson has been a featured speaker at ITEX, World Expo, MPS Executive Summit and the Global MPS Conferences. Prior to joining Clover, she served as the marketing director for GreatAmerica Financial Services.

Panelists:

Kevin Morris is the CEO of OneDOC Managed Print Services LLC, a managed print services (MPS) provider with offices across the United States. In addition to running OneDOC, he offers consulting services to dealers seeking to enhance and better sell with their MPS programs. Morris is an international authority on MPS with more than 20 years of experience selling and training on the MPS model. He has worked in the office technology industry for more than 35 years.

Educational Sessions

Create a Foundation for Sales Success
Sally Brause, director of human resources consulting, GreatAmerica Financial Services Corp.

There are many ways to sell, from the price seller focused on transactional sales to the need-satisfaction seller focused on consultative selling. Knowing where you want to position your sales team to create differentiation within your market can help you overcome today's key sales challenges. In this session you will gain insight into:
  • A high-level overview of the sales spectrum and the great divide between transactional and consultative selling
  • Assessing potential sales candidates for behaviors that fit a consultative selling style
  • The building blocks of success to consider when onboarding new sales talent
  • Best practices for the learning framework to help new sales team members demonstrate learning of key objectives
  • Implementing a consultative sales process
Brause is the director of human resources consulting for GreatAmerica. She has been sharing this expertise with office technology dealers since 2008. Brause is certified as a Miller Heiman Professional Selling Skills facilitator and has been helping hire and develop consultative sales personnel for 15 years. Additionally, she is a Senior Professional in Human Resources (SPHR), has a master's degree in organizational leadership and participated in the Wharton School of Business' Leading Organizational Change program.


Rebranding Your Dealership

Chip Miceli, president & co-owner, Pulse Technology

When a company name outlives its relevance, how do you go about changing it? In this session, Miceli will walk attendees through the steps he took to make such a change, transforming Des Plaines Office Equipment into Pulse Technology. In his presentation, Miceli will address such questions as: What were the factors that led the dealership to rebrand and rename itself? How did the process get underway and progress? How was the new company name selected? How did the dealership introduce the rebranding to its customers? How is Pulse Technology making the most of its new brand? What are the expectations for the payoff of the rebranding in the years to come? If you are currently considering the rebranding of your dealership (or can imagine doing so in the future), this session will provide you valuable insight.

Miceli is president of Pulse Technology, a second-generation document solution and managed network provider for greater Chicago, Illinois, and northern Indiana. In the early 1970s, he left the accounting industry to join the family business that his father, Vince Miceli, had started in 1955. In 1988, Miceli and his brother Victor acquired Des Plaines Office Equipment from their father. Through a rebranding process, the company has recently changed its name to Pulse Technology. Under Miceli's direction, the firm has expanded to include three locations: the corporate headquarters at Carol Stream, Illinois; a downtown Chicago location (211 W. Wacker); and a third office in Rockford (Loves Park). The firm has expanded with acquisitions (Document Vision Technologies and Synergistic Office Solutions), as well as through the addition of new product lines and services. Additionally, Pulse Technology has added two northern Indiana firms, Kramer & Leonard and McShane's, to its family. Miceli is an original founder and member of the board of directors of the Select Dealer Group and is the organization's past president. He also serves on a number of industry boards throughout the United States and speaks nationally on the topic of managed print solutions. Miceli has led his company to win numerous industry awards, including the Hyakuman Kai Award and the Elite Dealer Award. In 2018, Des Plaines Office Equipment was named to the Inc. 5000 list of the fastest-growing private companies. He is a recognized industry expert on the topic of print management, has been quoted in numerous journals (including Crain's Chicago Business, ENX and Bertyl) and has authored articles for publications including The Business Ledger, Office Dealer and Office Technology. Miceli resides in the greater Chicago area and has been an active Boy Scout leader in the community. He is also a member of a number of local chamber and business organizations.

What's Happenin' in the Imaging Industry
Andy Slawetsky, president, Industry Analysts Inc.

In recent years, the changing workplace and ever-evolving end-user expectations have contributed to a redirected focus of sorts within the office technology industry. Meanwhile, from the growing emphasis on the need for dealers to pursue adjacent revenue opportunities to the news of OEM acquisitions to the rise of such offerings as mobile printing apps — it can sometimes make your head spin. In this session, Slawetsky will address these and other notable industry changes and trends. He will also provide strategic overviews of the industry's OEMs. As a regular attendee at industry events, analyst briefings and technology overviews, Slawetsky will share his thoughts and observations on "what's happenin'" today in the industry and the resulting opportunities being presented to the independent dealer channel.

Slawetsky is president of Industry Analysts Inc., founded in 1973 by his father. He joined the firm in 1996 as an industry analyst covering the office technology industry. A graduate of the University of Maryland, Slawetsky began his career selling copiers in the Washington, D.C., market. Today, he manages one of the most widely read news publications in the imaging industry, the What's Happenin' daily e-newsletter, which has more than 20,000 subscribers. Slawetsky also provides new sales rep training and social media consulting services for dealers.

Printer & MFP Security in the IoT Age
Jamie Bsales, director of solutions analysis, Keypoint Intelligence

As we move deeper into the era of the internet of things (IoT), security is an top concern. Is that smart speaker recording me? Is that internet camera watching me? But organizations need to be worried about a much more omnipresent Trojan horse in the workplace: their printers and MFPs. These devices traffic in a company's most sensitive information, yet are too often left woefully undersecured, which opens customers up to network breaches, man-in-the-middle attacks, ransomware exploits and more. In this session, Keypoint Intelligence security analyst Bsales will discuss the threats that misconfigured MFPs pose to customers' cybersecurity efforts and the three pillars that underpin a best-practices security posture.

Bsales is an award-winning analyst and writer with more than 25 years of experience covering technology products. He currently serves as director of solutions analysis at Keypoint Intelligence, overseeing software and security coverage for the company's InfoTrends and Buyers Lab services.



Ignite Your Sales for Your New Products & Services With the Right Sales Compensation Components

Luis Gonzalez, founder, SalesScoreKeeper

In this session, Gonzalez will provide best practices on how to formulate your compensation plans to get the best sales traction on new products or services (such is MPS or IT services) that you recently have launched, are thinking of adding to your product mix, or those products that could use an improvement in sales. Adding new products or services to your company's portfolio can be expensive, and having the right sales compensation can help get the sales numbers and returns you are looking for with those products. Session topics will include:
  • Recurring commissions (contracted services like IT or MPS)
  • Quota strategies
  • Bonus plans
  • Product categorization
  • Specialist incentive plans
In 2011, Gonzalez founded SalesScoreKeeper, a sales commission automation processing web application that helps dealers increase efficiency and accuracy during the process of sales commissions. In 1986, he founded Miami Office Systems (MOS) in south Florida. MOS specialized in the office equipment space for 25 years as an independent dealership. It was acquired by Sharp Electronics Corp. 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.

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