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BTA
Member Dealers Receive 2-for-1 Registration;
Can Use $150/$250 Discount Codes Received With Membership!
Planned and hosted by the dealer volunteer leadership team of BTA
Southeast, the Fall Colors Retreat will feature a dealer panel,
exhibitor round-table discussions and three educational sessions
specifically selected for today's office technology dealers. In
addition, the event agenda includes great networking opportunities — a
private guided tour of the Biltmore Estate and dinner at the Biltmore's
Lioncrest Veranda on Friday evening, and a cocktail reception and dinner
at the hotel on Saturday evening.
In addition, there will be time to visit with exhibiting sponsors,
many of which will hold drawings for great prizes during the event.
Dealer attendees can also enter on-site to be entered into the
BTA Events
Sweepstakes.
Schedule of Events:
Friday, Oct. 21
The Fall Colors Retreat will begin at 2:30 p.m. with welcoming
comments and the dealer panel. A break and exhibitor round-table
discussions will follow. At 5:45 p.m., attendees will depart for the
Biltmore Estate, where they will
receive a private guided tour and dinner at the Biltmore's Lioncrest
Veranda. Each attendee will also receive a ticket to tour the Biltmore
during their free time on Friday or Saturday.
Saturday, Oct. 22
A continental breakfast will be served from 7:30 until 8 a.m., followed
by opening comments, the first educational session and a break. The
second set of exhibitor round-table discussions and the final
educational sessions will follow. Breaks between sessions will give
attendees time to visit with peers and exhibiting sponsors.
 From
12:30 until 6:30 p.m., attendees will have free time to explore
Asheville and the surrounding area. At 6:30 p.m., cocktails and dinner
will be served at the hotel.
Click
here for more information and registration
Fall Colors Retreat
Hotel Information
 Doubletree
by Hilton Asheville-Biltmore
115 Hendersonville Road
Asheville, NC 28803
Phone: (828) 274-1800
Room rate: $209/night
Fall Colors Retreat
Education Information
Dealer Panel
2020 — Outlook for the Office Technology Industry
Moderated by David Ramos, director of channel strategy service,
InfoTrends
Technology is changing the way employees work and, more specifically,
changing when and how much they print. Office printing today has been
impacted not only by changing business processes, but also by a
significant shift in the makeup of the workforce itself. You do not have
to think too far back to remember a time when offices featured single
printers, single fax machines and single photocopiers. Today, we have
the Internet of Things, wearable technologies, augmented reality, 3D
printing systems and more. Join us for this panel discussion on the
focus to adapting as print technology providers to true technology
providers in today's ever-changing business climate.
Ramos is the director of channel strategy service for InfoTrends. He
is responsible for managing custom consulting projects, providing
forecast analysis, developing market-sizing estimates and marketing
channel strategy services to independent companies in the office
equipment and IT services space. Prior to joining InfoTrends, Ramos held
positions at IKON Office Solutions and Xerox.
Panelists to be announced.
Educational Sessions
Diversifying Your Revenue Stream With Water Systems
Bob Tangredi, CEO, PHSI Pure Water
Technology (PHSI)
Next-generation office technology businesses require diversified revenue
streams and offerings to retain current customer bases and grow new
opportunities in the marketplace. Building on lessons learned from 20
years in the water filtration business, PHSI strives to deliver
refreshing results to a wider dealer population, often in combination
with existing businesses. This session will discuss why office
technology dealers are a particularly good fit for point-of-use (POU)
water system sales and the many benefits of selling PHSI units. Tangredi
will also give an overview of tools and tips for launching a new type of
business. USA TODAY reported that excessive lead levels were "found in
almost 2,000 water systems across all 50 states.” Not only does PHSI
differentiate itself with superior expertise and service, its units are
tested to remove more than 96 percent of lead from a tainted water
source (at NFS testing standards). There has never been a better time to
experience the taste of pure water.
Tangredi has been CEO of PHSI since June 2013. During his time at
PHSI, he has been successful in leading the company's transformation to
a customer-focused growth business. Prior to PHSI, Tangredi was senior
vice president and general manager of the Communication Solution
Division at Stericycle Inc. In less than two years at Stericycle, he
grew revenues to more than $130 million with 44 locations and a total
team of 1,600. Tangredi's first role at Stericycle was senior vice
president of the SQ Healthcare Division, and under his leadership,
revenues increased from $196 million to $550 million (a 23-percent CAGR)
through a combination of organic and accretive acquisition growth. Prior
to Stericycle, Tangredi was vice president of sales for Monster
Worldwide Inc. He spent the first 15 years of his career with Xerox
Corp., where he held many sales leadership positions. Tangredi graduated
from John Carroll University with a bachelor of science in business
administration.
Building a Managed Services Practice: Is Now the Time?
Dexter Williams, manager of strategic markets,
ConnectWise
There have probably been a hundred different presentations about the
value of a recurring revenue model, but this one will be different. In
this session, Williams will get real about the trends in the
marketplace, explore the viability of these trends through real-life
examples and look at how can you can build something that will be
valuable to your customers, but not detrimental to your business. By
having a process, best practices and the right tools in place, any
business can become more profitable, more sustainable and, ultimately,
more valuable with these proven concepts.
Williams has a passion for improving businesses and helping business
owners realize the freedom that comes with creating a business that
works for them, and not the other way around. He has been an evangelist
for the ConnectWise mission of creating success for small businesses
since 2009, and has worked in several capacities for the company.
Williams is now focused on expanding the ConnectWise footprint and helps
bring industry-leading best practices, solutions and profitability to
anyone who will listen. ConnectWise has more than 12,000 of the most
progressive IT companies in the world and boasts the largest IT
footprint of any business management software company out there.
ConnectWise started in 1982 as an IT solutions firm and has grown
organically to solve the problems of many IT service providers. The
company works with all kinds of technology integrators and continues to
invest heavily in the technology space.
Your Sales Playbook
Steve Rolla, senior partner,
Pros
Elite Group
Typical office technology dealerships have documented processes and
procedures in place in their financial, administrative and service
organizations. The need for documented processes and procedures in the
sales department is no different, yet the average dealership has few, if
any, documented sales management processes. The answer is a sales
playbook that documents the processes and execution skills necessary for
every aspect of an office technology dealership's sales department.
Establishing a sales culture; recruiting and hiring; tracking and
inspecting benchmarked selling activity results; developing a
prospecting continuum; and achieving benchmark production expectations
based on benchmark territory design are just some of the sales processes
that need to be documented. In this session, Rolla will show you how to
construct your own sales playbook.
Rolla has been in the office technology industry for 43 years and is
one of the few company presidents in the industry who has come from a
service background. Most in the office technology industry know him as
the president of organizations that have achieved IKON's CEO of the Year
Award or the Global Imaging Systems Chairman's Award. Rolla authored the
first industry benchmarking model with Tom Johnson during their time
together at Alco Standard and Global Imaging. Today, he is a partner in
the Pros Elite Group and is responsible for the Pros Elite 100 Dealer
Group. In 2012, Rolla published the "Pros Elite Sales Playbook," which
outlines 13 critical sales management activities, associated benchmarks
and execution skills to achieve them.
Click
here for more information and registration
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