Register for BTA’s Grand Slam; Hotel Discount Deadline is Sept. 5

Dealers: Register by Sept. 9, and you will be entered
into a drawing to win one of 10 $50 cash rebates.

Dealer Registration with Baseball Game Ticket:
BTA Member: $165
Non-member: $215

See dealer pricing without the baseball game ticket below.

BTA East will host its annual district event, open to BTA members and non-members from across the country, on Sept. 26-27, 2013, at the Hyatt Regency Baltimore in Baltimore, Md. 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 Tod Pike of Samsung Electronics America Inc., five additional educational sessions presented by industry leaders and a dealer panel focused on current industry changes. 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 travel to Oriole Park at Camden Yards to see the Boston Red Sox take on the Baltimore Orioles from the vantage point of two private suites at the stadium. Click here for additional information about the evening at Oriole Park.

Schedule of Events:

Thursday, Sept. 26: Grand Slam will begin with one-on-one vendor/dealer meetings from 1 to 3 p.m. At 4 p.m., the event will kick off with opening comments and a keynote presentation by Tod Pike, senior vice president of the Enterprise Business Division at Samsung Electronics America Inc. 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, Sept. 27: Breakfast will be served from 7 until 8 a.m., followed by opening comments, the dealer panel, 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 travel to Oriole Park at Camden Yards to see the Boston Red Sox take on the Baltimore Orioles from the vantage point of two private suites.

Keynote Address:

Embracing Change: The Future of the BTA Dealer
Tod Pike, senior vice president, Enterprise Business Division, Samsung Electronics America Inc.

Although BTA dealers are operating in an ever-changing business environment, there are plenty of opportunities for increased revenues. Consider the following: the transition from full-color A3 to A4 utilizing output management software; mobility, which is now impacting the printer space as the office technology industry moves from a connected hardware world to a mobile world; and managed print and imaging services, which allow dealers to expand their share of wallet with new products and services. Today, whether managing information on paper or in digital form, progressive dealers are positioning their dealerships for ongoing success. In his keynote presentation, Pike will address the various market opportunities that every dealer should be considering.

Pike is senior vice president for Samsung Electronics America. He leads overall strategy and growth for the company’s Enterprise Business Division. He joined Samsung in the spring of 2012 with more than 35 years of B2B sales and marketing experience. Prior to Samsung, Pike held a number of leadership roles during his 19-year tenure at Canon U.S.A. Inc. and Canon Canada Inc., managing multiple aspects of their enterprise business across all channels. Most recently, he was president of Canon Business Solutions at Canon U.S.A. Inc. since 2009. Prior to Canon, Pike spent the early part of his career with Xerox in various sales leadership roles.

Dealer Panel:
Our Industry is Changing! Where Do We Go From Here?
Moderator: Frank Cannata, president, Marketing Research Consultants

Our industry is changing! Consider some of the realities: page volume and hardware margins have declined; a new generation, now entering the workforce, appears to be content with digital information only; mobile devices are in everyone’s hands; increasingly, end users are seeing the value of A4 over A3 MFPs; and managed IT services, along with managed print services, have emerged as key business strategies for office technology dealers. Meanwhile, dealers continue to be challenged by manufacturer direct operations. There is also the trend to carry multiple products and the resulting impact on profitability. Where do we go from here? In this panel discussion, learn how several independent dealers are working transform their dealerships to become technology and services partners to end users, focused on business process optimization.

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 industry.


Rick Bastinelli
Centric Business Systems
Owings Mills, Md.

Leo Bonetti
Middletown, Conn.

Brad Cates
ProSource Inc.
Cincinnati, Ohio

Bill Fraser
Fraser Advanced Information Systems
West Reading, Pa.

Greg Gondek
Advanced Copy Technologies Inc.
Cromwell, Conn.

Educational Sessions:

All Hits & No Errors = Dealer Success
Bob Goldberg, general counsel, Business Technology Association

In this constantly changing industry, dealers make adjustments seeking profitability and success. With each adjustment comes new issues to consider. Often, however, dealers concentrate on the hits and fail to avoid the errors. Goldberg speaks with dealers on a daily basis. He knows the errors and also the means to avoid them. He will share with you the mistakes of others so you can have an error-free game. Hear the most current industry issues through one of BTA’s most appreciated speakers.

Goldberg has more than 35 years of industry experience. From 1984 to 2008, he was a partner at Schoenberg Finkel Newman & Rosenberg LLC, Chicago, Ill. In 2008, he became of counsel to the firm. Today, he provides BTA members with no-fee advice and guidance on a diverse range of topics.

Leadership vs. Management: Which is More Important?
John Hey, associate and co-founder, Strategic Business Associates

It has been said that “management is doing things right while leadership is doing the right things.” Industry expert Hey will share with you the dynamics of the management/leadership balance. In addition, you will learn the keys to focusing and motivating your dealership’s employees to deliver exceptional performance and profitable growth.

Hey, associate and co-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.

Strategies for Success in Managed IT Services
Milton Bartley, president & CEO, ImageQuest

The rush to a managed services-led model is changing the landscape of the office equipment industry more quickly than predicted. Coupled with a new generation of sales professionals, the challenges facing sales leadership today are even bigger than they were with the analog-to-digital transition. Adapting your sales leadership and methods to better manage these industry-shifting opportunities will determine how quickly and effectively you can capitalize with managed IT services. Bartley will share specific strategies that have helped him transform his company from an office equipment dealership to a services-led technology management firm.

Bartley has more than 17 years of industry experience. He began his career in the industry in sales and grew into various leadership positions at OfficeWare in Louisville, Ky. In January 2004, Bartley joined Lanier Worldwide as director of dealer operations — a position he held until May 2007 when he formed ImageQuest.

The Evolving Dealership —
Developing a Message That Integrates Hardware, Services & Solutions
Darrell Amy, president, Dealer Marketing Systems

Today’s office technology dealers sell an amazing number of systems, services and solutions — MFPs, color, printers, scanners, production, wide format, 3D printers, document management, VOIP, managed print services, managed IT and more. How do you deliver a message that summarizes all of this without confusing your current and potential clients? In this session, Amy will explore different ways to combine all of your systems, services and solutions into one coherent message.

Amy has spent the past nine years working with dealers across the United States and Australia to help them position their dealerships for success in solutions and managed services. In Amy’s 20 years of industry experience, he has worked for an independent dealer, a national organization and a hardware OEM.

Building the 21st-Century Sales Force
Troy Harrison, president, SalesForce Solutions

Selling has changed more in the last 10 years than during the previous century. The Internet, information availability, economic conditions and changing customer expectations have combined to place new demands and challenges on today’s salesperson, sales manager and business owner. It is time to adapt, overcome or perish. Which will you be doing? This session will point you in the right direction. Topics covered include: the new burden on the professional salesperson; being tech savvy without being tech dependent; the new world of hiring salespeople; managing your resources to win; the best management skill you possess; the three levels of sales performance you must know; and more.

Harrison is the author of “Sell Like You Mean It!” and is president of SalesForce Solutions, a sales training, consulting and recruiting firm.

Legal Consultation:
BTA General Counsel Bob Goldberg will be available during the event to provide free legal consultations to BTA members.

(Registration includes Thursday welcoming reception, Thursday and Friday educational sessions and Friday breakfast and lunch.)

Dealer Registration with Baseball Game Ticket:
BTA Member: $165
Non-member: $215

Dealer Registration without Baseball Game Ticket:
BTA Member: $125
Non-member: $175

A limited number of baseball game 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:

Hyatt Regency Baltimore
300 Light St.
Baltimore, MD 21202
Phone: (410) 528-1234
Room rate: $199 per night
Discount hotel rate deadline: Sept. 5, 2013