BTA Southeast's spring district event,
Winter Break 2012, will feature a keynote presentation by Marty Canning,
president of Imaging Solutions and Services,
Lexmark International Inc. There will
also be five additional education sessions presented by industry leaders
providing insight and strategies that can help any office technology dealership
reach new heights, as well as a round-table discussion that will allow attendees
to discuss "hot topics" in the industry.
Dealers will be able to participate in
networking events that will allow
them to connect with their peers. In addition, there will be time to visit with
more than 25 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 a $500 American Express gift card from BTA Southeast.
To wrap up the event, attendees will travel to
Epcot to spend an
afternoon and evening at the park.
 
General Registration
Sessions
Keynote Address:
"Understanding Your Customer: Output Strategies"
Marty Canning,
president, Imaging Solutions and Services,
Lexmark International Inc.
This keynote
presentation will focus on how dealers can be more profitable. Profitability
stems from true differentiation. Recognizing the differences between
centralized, decentralized and distributed output strategies allows dealers
to position themselves for a sustainable selling model. Additionally, the
power of workflow solutions and managed services (print, network and
document life cycle) will continue to play a critical role in defining a
long-term relationship between dealer and customer. Output strategies form
the road map for dealership growth and customer satisfaction.
 Canning
is an executive vice president of Lexmark International Inc. and president
of Imaging Solutions and Services (ISS). He is responsible for meeting the
needs of Lexmark's worldwide customers for products, supplies, software,
solutions and services. He was named president of the newly formed ISS
organization in November 2010 after serving as president of the former
Printing Solutions and Services Division since July 2007. He joined Lexmark
in February 1999 as vice president and general manager of Lexmark services.
He has also served as vice president and general manager of worldwide
marketing, and vice president and general manager of North America during
his tenure at Lexmark. Canning joined Lexmark from Danka Business Systems
where he held the role of senior vice president of sales and marketing. He
was previously with Kodak’s Office Imaging Division.
"Recruiting & Selecting Sales Reps for MS & MPS"
Rich Sissen, consultant,
Sissen & Associates
This session will focus on recruiting, screening, interviewing and selecting
sales reps for managed services (MS) and managed print services (MPS). Your
employees are the building blocks of a profitable MS/MPS program, and this
session will introduce processes that managers can use to recruit and select
the best-quality and most-qualified people. Sissen will also cover how to
avoid costly selection errors and turnover, as well as show you how to use
behavioral evaluations in selecting MS/MPS reps.
 Sissen
has more than 30 years experience in the office technology industry,
including 10 years with a major manufacturer and 18 years as the owner of a
copier and facsimile dealership. For the past 12 years, he has served as a
management consultant for the office equipment industry.
"Service
Challenges Every Dealer Faces"
Ken Staubitz, service consultant,
Strategy Development
Many dealers share the same service challenges regardless of size, geography
and alleged service profitability figures. This session will review the
common challenges service organizations face today and provide insight to
address areas of opportunity in order to provide excellent customer service
and increased service profitability.
 Staubitz
is a service consultant with Strategy Development with 14-plus years
experience in all levels of service operations and MPS service structure.
Formerly with Cincinnati, Ohio-based Modern Office Methods (MOM) in various
service and operational roles, Staubitz was MOM's director of client
services where he oversaw all service operations and managed a staff of
60-plus field service personnel. He served on the Lanier Dealer Advisory
Council and was an e-automate Service Committee member.
"Aftermarkets: The Untapped Resource"
Melissa D. Whitaker, founder,
Melissa Whitaker International
With an evolving industry that includes MPS and more all-inclusive programs,
aftermarket departments are constantly challenged with finding new ways to
increase revenue and ensure profitability. In this session, Whitaker will
discuss key solutions to this challenge and will give attendees a
step-by-step process that other dealers have successfully capitalized on.
Turn your "order-taking" department into a "sales machine," and tap into
this $85.3 billion market.
 Whitaker
is a sales and management expert, business consultant and best-selling
author who helps executives and their teams achieve alignment and drive
profitable sales. After 15 years of proven sales and management results with
leading organizations — Impact Networking, Toshiba America Business
Solutions and Chicago Office Technology Group (COTG/GISX/XEROX) — she
founded Melissa Whitaker International (MWI). Prior to founding MWI,
Whitaker was the director of professional development and managed print
services for a $40 million technology company. Prior to that, as a global
relationship manager and business analyst for a $54.3 billion international
organization, she helped 55 companies gain market share within their
respective industries by focusing on identifying and developing business
opportunities with enterprise-wide cost-reduction strategies.
"The Rise
of Social Media in Business"
Martin Perry, managing partner,
in2communications Inc.
In this session, Perry will discuss how and why traditional marketing and
communication approaches are quickly giving way to "social business." Social
media has democratized influence, forever changing the way businesses
communicate with customers and the way customers make buying decisions.
Buyers today are armed with unprecedented access to information that is
influencing their buying decisions well before they engage with a vendor.
This shift in the buy/sell equation is changing how sellers must influence
buying decisions in the future. In this session, you will gain practical
insights on why companies must respond to this quickly evolving phenomenon.
 Perry
has been a global hedge fund manager, venture capitalist and enterprise
software executive with SAP and Salesforce.com. He is an entrepreneur and
strong advocate for innovative and transformative technologies that enable
business efficiency and growth, communication, collaboration and sales and
marketing alignment. He is currently the managing partner for
in2communications Inc., a full-service marketing and communications agency.
In2communications' services include website design/redesign, SEO, video
production, inbound marketing services, social media and marketing strategy.
The company helps businesses integrate new "social business" methodologies
into their sales and marketing strategies using technology, inbound
marketing methodologies, SEO and social media to generate leads, build their
digital brands, engage with their customers and prospects, and grow their
businesses.
"What's on the Horizon for BTA Dealers in 2012:
It Isn't Just MFPs & Printers Anymore"
Keith Kmetz, vice president of hardcopy
solutions and services programs, IDC
While many have anticipated the demise of the hardcopy market, the role
of MFPs and printers still holds a significant future. However, the
opportunity has gone through and continues to undergo a substantial
transformation lead by document-related IT and print services. IDC, a
leading market research and consulting leader for the document industry,
examines how the latest market developments are impacting the
opportunity for BTA dealers. The presentation will highlight IDC's 2012
predictions for the print and document industry and conclude with
actionable advice for BTA dealers to consider in order to maximize
future business potential.
 Kmetz
is the vice president of IDC's hardcopy solutions and services programs.
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, he has served in various product and marketing
positions within the hardcopy vendor and channel communities. Since
joining IDC, Kmetz has successfully launched the company's U.S. hardcopy
research services and helped develop IDC's global hardcopy research
efforts.
Dealer Roundtable
"Industry
Hot Topics"
Facilitated by the BTA Southeast leadership
team
In this round-table discussion, focused on "hot topics" in the industry,
attendees will be able to ask questions of and receive answers from the BTA
Southeast leadership team and their peers. Attendees will also be able to
share ideas with the group and receive feedback.
Schedule of Events:
Friday, Feb. 10
Winter Break 2012 will begin at 9 a.m. with a keynote presentation given by
Marty Canning, president of Imaging Solutions and Services at Lexmark
International Inc.
Three education sessions will follow, with time for breaks to visit
exhibitor tables. Lunch will be provided. Following the final education
session of the day, attendees will have the opportunity to participate in a
round-table discussion that will focus on the industry's "hot topics."
A welcoming reception will follow the round-table discussion from 5:30 until
7:30 p.m., giving attendees time to network with peers and visit with
exhibiting sponsors.
Saturday, Feb. 11
The final two education sessions begin on Saturday at 8:30 a.m., and will
include breaks with time to visit exhibiting sponsor tables. Lunch will be
held from noon until 1:30 p.m.
At 1:30 p.m., attendees will leave for the Epcot theme park to spend the
afternoon and evening.
Pricing:
First BTA Member attendee:
$159** (Includes the Friday and Saturday education sessions, Friday
cocktail reception, Lunch on Friday and Saturday, and Saturday's Epcot Event.)
Additional BTA Member attendees
from the same dealership:
$129
Non member attendees
$209
**Attend the Front Runner and
your General Registration is included. Info about the Front Runner is
further down this page.
Hotel Information:
Rosen Plaza Hotel
9700 International Drive
Orlando, FL 32819
Phone: (888) 698-8162
Room rate: $129/night single or double occupancy
Website:
www.rosenplaza.com
Front
Runner:
Feb. 8-9, 2012
Front-runner attendees receive FREE registration to
BTA Southeast's Winter Break 2012.
 Developed
by Strategy Development consultants, this two-day workshop will teach
service leaders how to assess their departments' strengths and weaknesses,
develop specific, actionable plans to address areas of opportunity, execute
action items to drive sustained profitability and quality customer service,
and successfully deliver profitable service in the MPS world. Attendees will
delve into how to set prices, how employees are deployed, parts usage and
logistics, employee performance and development, and much more. Participants
will leave with a road map on how to achieve 52 percent or more in service
gross profits and 60-percent-plus margins in MPS.
For more information or to register for BTA
SMU, click here.
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