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Capture the Magic 2018 Educational Sessions
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Keynote Address

Sponsored by:

Four Habits to Radically Increase Productivity & Potential
Dr. Coyte Cooper, Ph.D., Ollin Leadership

The Capture the Magic keynote address is designed to introduce four simple, impactful steps that proactive professionals can take to radically increase their productivity levels and overall potential. It will outline how to "flip the script" on the most common counterproductive habits so attendees can be far more balanced, focused, energized, motivated, passionate and intentional on a daily basis. In his presentation, Dr. Cooper will raise the bar on your personal performance, accountability and expectations when it comes to leadership and productivity in your organization.

For more than 20 years of his life, Cooper's focus was on being an athlete as an NCAA All-American and high school national champion/world team member in the sport of wrestling. After finishing his college wrestling career, Cooper transitioned into a career as a coach and then as a college professor, in which he established a line of research in the areas of branding and vision. Cooper also excelled as a teacher, being named the EXSS Teacher of the Year at the University of North Carolina at Chapel Hill. Today, a thought leader and high-performance specialist, he is on a mission to empower leaders, professionals and organizations around the world to perform to their highest potentials. A bestselling author, podcast host, executive coach and TEDx speaker, Cooper specializes in creating transformational systems and strategies that are designed to help proactive people radically improve their balance, clarity, energy, motivation and vision so they can cultivate massive desirable results in their lives. He is the co-founder of the Ollin Leadership organization, which is designed to help people and organizations take one step higher to their dream outcomes.

Featured Speaker

Changing Our "Mental Models" for Growth
Mike Marusic, president & CEO, Sharp Imaging and Information Company of America

Today, margins and clicks are declining, and down-the-street pricing is as fierce as ever. Our current business model is seeing unprecedented challenges. Albert Einstein once said: "We cannot solve our problems with the same thinking we used when we created them." How can we change the "mental model" of what business we are in to leverage the assets and capabilities that have made dealers successful? With the convergence of the document and IT channels, dealers are in the driver's seat — if they can adjust the thinking as to what is their "business." In this session, Marusic will explore the changes he is seeing and how dealers can transform their businesses by changing their thoughts on what business are they in.

As president and CEO of Sharp Imaging and Information Company of America, Marusic is responsible for the strategic direction and performance of Sharp's B2B division in the Americas. He has more than 25 years of experience in both the document and computer peripheral businesses. Prior to Marusic's current position, he was COO for Sharp Electronics Corp. and the executive vice president of marketing, operations and technical services for all B2B products. In these roles, Marusic was responsible for bringing new products to market, identifying customer needs and improving operational processes to maximize Sharp's business opportunities. Prior to joining Sharp in 2002, he led the marketing group for Panasonic's copier and computer peripheral division. He received an MBA from Fordham University and a bachelor's degree from Siena College.

Educational Sessions

2018 Top Trends, Threats & Defenses
Bob Goldberg, general counsel, Business Technology Association

This year brought seismic changes to the office technology industry. Are you driving change or are you driven by change? You avoided the Mopier and 3D printing, but what about managed IT services? This session will review positive trends, significant threats and the defenses you need in order to prosper. Goldberg's unique position and perspective will help you drive your dealership into the future.

Goldberg has 41 years of industry experience. Upon graduation from law school in 1973, he joined the Antitrust Division of the Illinois Attorney General's Office. Goldberg's government career continued with the Federal Trade Commission until 1977, when he transitioned to private practice. He was a partner with the firm of Freeman, Atkins & Coleman, where he specialized in antitrust and trade regulation matters. Goldberg then joined the law firm Schoenberg Finkel Newman & Rosenberg LLC, and was a partner with the firm from 1984 to 2008. In 2008, he became of counsel to the firm, continuing to collaborate and mentor with the firm's attorneys and staff. Today, he provides BTA members with no-fee advice and guidance on a diverse range of topics.

Selling From the Inside Out
Larry Coco, president, Coco Training & Coaching LLC

In this session, dealers will learn the processes required to build an inside business development team that supports outside sales reps by setting appointments for new business opportunities, as well as going wider and deeper with current customers (services, solutions and applications). By tying into tools like HubSpot (an inbound marketing and sales platform that will enable dealers to attract visitors and convert leads through a series of constant touches) the time has never been better to drive increased sales activity and close more business. This is a great way to bring in young, moldable sales talent, improve skill sets and teach company culture with a potential move to outside sales, resulting in improved productivity and reduced turnover.

Coco is an accomplished senior-level executive with a strong track record of success in sales, management, marketing and training. For the past 35 years, he has focused his career in the document management arena, working for dealers and direct branchews. Coco's ability to develop people and companies has been the hallmark of his career. He is highly experienced in the formation of strategic plans and skilled in the areas of creating and driving key processes to achieve improved results. In addition, Coco understands the value of people when building high-performance, elite teams. Prior to opening his company in 2008, he held a wide range of positions at Ricoh Corp., including leadership of various committees and special projects. Examples include the Malcolm Baldridge Committee for Excellence, the Sales Development Training Program, the Sales Manager Development Program, the Ricoh Six-Step Sales Process, new hire orientation programs and presenting balanced scorecard objectives to the senior executive team. Prior to that, Coco spent 13 years at a Sharp dealership. He was most proud when he presented and won the International Ricoh Co. Ltd. Best Practice Award, representing Ricoh U.S. for the Sales Development Training Program geared to maintaining high productivity and substantially reducing sales turnover. It was the first time the U.S. has ever won this prestigious award. Coco added a quickly expanding recruiting division four-plus years ago, and today works with small, medium and large businesses growing sales operations.

How to Deliver Ongoing Success With Periodic Business Reviews
Laurie McLevish, sales development manager, Print Audit & Education Committee member, Managed Print Services Association (MPSA)

Based on the MPSA webinar and guidebook, this session will examine the importance of periodic business reviews (PBRs). Why should you do PBRs? What parts of the business — that is, your customer's business — will benefit from your PBR? What is a good way/tool to deliver a PBR? These and more insights, shared by MPSA members based on their experience, as well as feedback from their clients, will inspire you to adopt this frequently underestimated relationship management routine.

McLevish began her career more than 20 years ago as a sales representative and quickly moved into sales leadership. She has spent countless hours in the field with sales reps, teaching and assisting in every step of the sales cycle, including hundreds of PBRs. Currently, McLevish is sales development manager for Print Audit, helping the company's dealers build and/or strengthen their MPS offerings by teaching sales professionals about the company and its products, as well as the seat-based-billing mentorship program. Previously, she served as president of the SMT Center for Sales Excellence, an association of experts in sales training and marketing professionals, and as managing director of Sales Optimizer, an authorized training organizations for Salesforce.com.

Animals, Bacon & Craft Beer: The ABC's of Creating a Winning Culture in the Modern Workplace
James Foxall, president & CEO, Tigerpaw Software Inc.

In order to attract and retain the right people for your business, company culture cannot just be a lame poster listing vague core values on your lobby wall. During this timely and educational session, Foxall will call on both his in-depth knowledge and personal experience to tackle this often-forgotten — but extremely important — topic. Learn how to define, build and nurture a workplace culture that fosters hard work and retention right alongside growth and a lot of fun.

Foxall is a recognized leader in the world of business automation, team building and leadership (and he knows a bit about guitars too). He prides himself on creating genuine and lasting relationships with customers and his team of tigers. With more than 30 years of experience in commercial software development, an undergrad in management of information systems, an MBA and more than a dozen published books on technology, Foxall is a speaker in high demand. He has given keynote speeches underwater, written rock songs and solved a Rubix cube in 52 seconds.

The Principles of Change Management: Lessons Learned on the Back of a Personal Water Craft
Sally Brause, director of human resources consulting, GreatAmerica Financial Services Corp.

Change seems like a good idea when you are the one driving the change; after all, the people and companies who do not move forward fall behind. But what about when you are the one being impacted by change that feels out of your control? In this session, Brause will share the principles of change she learned as a passenger on a journey not of her own doing. She will share core change philosophies and practical applications for leading others through change to help you achieve the business growth you desire.

Brause is the director of human resources consulting for GreatAmerica Financial Services. Her areas of expertise are attracting, motivating and developing top talent. Brause has been sharing this expertise with office technology dealers during the past five years. She is certified as a senior professional in human resources (SPHR) and has been certified as a compensation professional through World at Work. Brause has a master’s degree in organizational leadership and participated in the Wharton School of Business’ Leading Organizational Change program.

Digital & Social Media "Quick-Start" Tips for the Time-Strapped BTA Dealer
Harry Hecht, business coach, industry advisor & consultant

Arriving late to social media or have no time to tweet? In this session, Hecht will show you the ropes. For many leaders and CEOs, social media presents special challenges: Time is limited, the stakes are high and the array of options can be paralyzing. With that in mind, this quick, no-nonsense session is made up of the same steps and tools that have been used by the most successful technology and service businesses to build an engaged and loyal customer base using today's most prominent social media platforms.

Hecht, a business coach and industry consultant, has more than 37 years of business and office technology industry sales, marketing and finance experience. His business experience includes a 22-year career as vice president of U.S. dealer sales at Konica Minolta Business Solutions U.S.A. Inc., where he helped sustain an average annual revenue/profit/unit growth of more than 15 percent. After Konica Minolta, Hecht became vice president and general manager for Global Imaging Systems, a Xerox company, where he helped one of its most successful core dealerships double its business and record the highest EBIT on record in only five years. Hecht is an active industry speaker/blogger and educator, and has been actively involved for more than 12 years in the development, creation, implementation and growth of managed services programs throughout the independent dealer channel.

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