Dealers: Register by Monday, July 15, and you will be entered into a drawing to win one of 10 $50 cash rebates.
BTA West will be hosting its annual district event, open to BTA members and non-members from across the country, on Aug. 1-2, 2013, 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.
Dealer Registration:
BTA Member: $99
Non-member: $149
The event will feature a keynote presentation by Kurt Schmelz, president of North American Resellers (NARS) of the Channel Partner Organization at Xerox Corp. and five additional educational sessions presented by industry leaders. 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 one of five $100 American Express gift cards and be entered into the BTA District Event Sweepstakes.
To wrap up the event, attendees will enjoy the Cirque du Soleil O performance at the Bellagio.
Schedule of Events:
Thursday, Aug. 1: Capture the Magic will begin with one-on-one vendor/dealer meetings from 1 to 3:15 p.m. At 4 p.m., the event will kick off with opening comments and a keynote presentation by Kurt Schmelz, president of North American Resellers (NARS) of the Channel Partner Organization at Xerox Corp. Following the keynote, a welcoming reception will be held from 5:30 until 7 p.m. The reception will give attendees time to network with peers and exhibiting sponsors.
Friday, Aug. 2: Breakfast will be served from 7 until 8 a.m., followed by opening comments, educational sessions and lunch. After lunch, the final educational sessions, closing comments and prize drawings will be held. Breaks will be held during the day to give attendees time to network with peers and exhibiting sponsors.
On Friday evening, attendees will enjoy the Cirque du Soleil O performance at the Bellagio.
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Keynote Address:
Business Model Strategies for Growth
Kurt Schmelz, president, North American Resellers (NARS) of the Channel Partner Organization,Xerox Corp.
At many levels, today’s office technology dealers are facing change on a regular basis. The expectations of increasingly technology-savvy end users are demanding. Mobile devices have become a primary way to access and share information. Fewer pages are being printed. Meanwhile, the convergence of the imaging and IT worlds continue. If the primary goal of the dealer is to grow his or her dealership, which business model strategies for ongoing success are best? In his keynote presentation, Schmelz will share his perspective on the rapidly changing marketplace, providing advice to dealers on how he believes they can best future-proof their businesses.
Schmelz is responsible for all sales, marketing and finance operations of NARS, which provides a full range of products, solutions and programs to help value-added resellers and channel business partners grow their businesses with Xerox. In his role, Schmelz is responsible for the growth of the small and medium-sized business marketplace, and for growth of Xerox managed print services solutions and cloud print/IT solutions through NARS channel partners in North America. He joined NARS from Global Imaging Systems, where he was president of ESI and the Technology Alliances Group since 2006. Schmelz joined Global Imaging Systems in 2001 and served in various senior leadership roles. Prior to joining Xerox, he worked for GE Capital ITS, serving in multiple senior leadership roles including vice president of sales and regional vice president. Schmelz was also vice president and general manager of Comstor.
Educational Sessions:
If I Were You
Edward McLaughlin, CEO, Valderus LLC
The industry is in a period where nearly everyone is asking, “What is the future of the business?” Will copier/MFPs even exist in a few years? With more than 40 years of industry experience in both corporate and front-line responsibility, many consider McLaughlin as someone who is constantly viewing trends. Now at Valderus, a newly formed holding company, he is putting his opinions to work. In this presentation, he expresses what he would do if he were in the dealer’s position. What trends are really influencing pages and volume? How do you take advantage of them? He will put himself in the dealer’s shoes, because, more than ever, he is.
An industry veteran with more than 40 years of experience, McLaughlin was previously president of Sharp Imaging and Information Company of America. Prior to Sharp, he held sales and management positions with several Fortune 500 companies, including Canon USA and Savin Corp.
Proactive Prospecting
Tibor Shanto, principal, Renbor Sales Solutions Inc.
In today’s economy, most businesses cannot afford to wait for customers to beat a path to their doors. Companies must “go on the offensive” and take a proactive approach to finding new sources of revenue. Companies that achieve consistent and exceptional revenue growth understand that one of the most critical steps in building a pipeline of real prospects is to get appointments and grow contacts and presence in new and existing accounts. This session will highlight key strategies and actions sales representatives can take to get their feet in the door with prospects so they can begin selling. It will also highlight crucial elements needed to make prospecting a consistent discipline, including creating and executing a sustainable prospecting plan, using metrics to drive results, overcoming call reluctance and fear of rejection, effectively allocating time, achieving complete target coverage (including executives), leveraging email and voicemail, and more.
Shanto is a 25-year veteran of B2B sales who shows organizations and sales professionals how to leverage their sales process to shorten sales cycles, increase close ratios and create double-digit growth. He is a recognized speaker, sought-after trainer and author.
Business Model for Managed Services
Mitch Morgan, partner, Growth Achievement Partners
Growth Achievement Partners (GAP) and Continuum have co-authored the “industry-first” Business Model for Managed Services for office technology dealers. The collaboration combines the strategic, operational and sales experience that GAP brings with the unprecedented level of data and operational expertise that Continuum has through monitoring and managing more than 500,000 devices in this space. The model was built on the experience of GAP and Continuum and serves to optimize a managed services practice in a BTA dealership. It includes a common chart of accounts (COA) for consistent revenue, COGS (cost of goods sold) and direct expense treatment, as well as key metrics that are critical to guide success in the business. In this session, Morgan will describe the components of the model, as well as how dealers can use it to guide their success in managed services.
Morgan founded the Connectivity Dealer Program from NIA in 1991. After his business was acquired by IKON Office Solutions in 1996, he led its Technology Services division. In 2001, he formed the Professional Services division for IKON. Morgan has been consulting with CEOs since 2005.
Service & Operational Opportunities to Improve Your Profitability
Ken Staubitz, national sales manager, BEI Services
The burden today for profitability lies within service and operational performances. It is critical to the financial health of the organization for the service department to be as productive and effective as possible. In addition, it is imperative that your organization incorporate effective processes for inventory management in order to properly stock the appropriate goods while reducing its risk for inventory write-off. Attendees will walk away with a better understanding of the necessary processes to effectively manage their service operations and with a better understanding of the processes needed to adequately maintain the appropriate stocking levels to minimize the risk of overstock.
Before joining BEI Services, Staubitz was an operations and service consultant for Strategy Development. While working in the dealer channel, Staubitz was the director of client services for Modern Office Methods, managing more than 60 service personnel in various locations.
Changing Market Dynamics & Exploding Opportunities in Document Management
John Mancini, president, AIIM
As dealers increasingly seek ways to distinguish themselves from the competition, many are aligning themselves with document management software vendors. As you consider adding this new product offering, a few key questions emerge: How are the changing office technology needs impacting the document management industry? How are changing business processes opening up new sales opportunities for document management? What do I need to know to take advantage of these new opportunities? In this session, Mancini will address these and many other questions, providing attendees the guidance and insight they need to better understand the document management strategy in order to surpass the competition and gain a stronger foothold in customer locations.
Mancini is an author, speaker and leader of the AIIM global community of information professionals. He is a catalyst in social, mobile, cloud and big data technology adoption and an advocate for the new generation of experts who are driving the future of information management.
Legal Consultation:
BTA General Counsel Bob Goldberg will be available during the event to provide free legal consultations to BTA members.
Pricing:
(Registration includes Thursday welcoming reception, Thursday and Friday educational sessions, Friday breakfast and lunch, and O performance.)
Dealer Registration:
BTA Member: $99
Non-member: $149
A limited number of O tickets are available on a first-come, first-served basis to dealers ONLY.
Kyocera/Copystar and Toshiba dealers may use co-op dollars!
(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
Room rate: $169 per night
Discount hotel rate deadline: July 12, 2013
To make reservations, click here and use Group Code: BTA West 2013