Wednesday, June 8 4:30 to 4:45 p.m. Opening Comments
5:45 to 7:30 p.m. Welcoming Reception (Exhibits Open)
4:45 to 5:45 p.m. Keynote Presentation: Leif Babin, Echelon Front
Thursday, June 9 7 to 8 a.m. Breakfast 8 to 8:10 a.m. Opening Comments 8:10 to 9 a.m. Educational Session: Bob Goldberg, BTA 9 to 9:30 a.m. Exhibits Open 9:30 to 10:30 a.m. Educational Session: Mitch Morgan, GAP 10:30 to 11 a.m. Exhibits Open 11 a.m. to Noon Software Vendor Panel: Moderated by Frank Cannata, Marketing Research Consultants & The Cannata Report Noon to 1 p.m. Lunch
1 to 2 p.m. Educational Session: Mark Taylor, Vistage International 2 to 2:30 p.m. Exhibits Open 2:30 to 3:15 p.m. Educational Session: Chris Glover, Ricoh USA Inc. 3:15 to 3:45 p.m. Exhibits Open 3:45 to 4:30 p.m. Educational Session: Darrell Amy & Larry Levine, Dealer Marketing 5:30 p.m. Depart for National World War I Museum and Memorial 6 to 10 p.m. National World War I Museum and Memorial (Business Casual)
Friday, June 10 7 to 8 a.m. Breakfast
Noon to 1 p.m. Lunch
8 to 8:05 a.m. Opening Comments
1 to 1:30 p.m. Exhibits Open
8:05 to 9 a.m. Educational Session: Kim Ward, Learning Outsource Group
1:30 to 2:15 p.m. Educational Session: Harry Hecht, Business Coach
9 to 9:45 a.m. Exhibits Open
2:15 to 2:30 p.m. Closing Comments & Prize Drawings
9:45 to 10:30 a.m. Educational Session: Ron Gilboa, InfoTrends
2:30 to 5:15 p.m. Leisure Time
10:30 to 11 a.m. Exhibits Open 11 a.m. to Noon OEM Panel: Moderated by Robert Palmer, IDC
5:15 p.m. Buses depart for BTA at 90: A Celebration at Kansas City Union Station 5:30 to 11 p.m. BTA at 90: A Celebration (Jacket Required)
Combat Leadership: Building High-Performance, Winning Teams Leif Babin, former Navy SEAL officer, Echelon Front
In the keynote presentation, Babin will teach the mindset of “Extreme Ownership” and how leaders need to own everything in their worlds — both failures and successes. Learn the Laws of Combat, how they enabled SEAL units to dominate on their battlefields and how these lessons can be applied to any business or team. Babin is a decorated former Navy SEAL officer, author of “Extreme Ownership: How U.S. Navy SEALs Lead and Win” and co-founder of Echelon Front, where he serves as a leadership instructor, speaker and executive coach. A graduate of the U.S. Naval Academy, Babin served 13 years in the Navy, including nine years as a Navy SEAL. As a SEAL platoon commander in SEAL Team Three’s Task Unit Bruiser, he planned and led major combat operations in the Battle of Ramadi that helped the “Ready First” Brigade of the U.S. Army’s 1st Armored Division bring stability to the violent, war-torn city. Task Unit Bruiser became the most highly decorated special operations unit of the Iraq War. Babin returned from combat as the primary leadership instructor for all officers graduating from the SEAL training pipeline. There, he reshaped SEAL leadership training to better prepare SEAL officers for the immense challenges of combat. During his last tour, Babin served as operations officer and executive officer for a SEAL team where he again deployed to Iraq with a Special Operations Task Force. He is the recipient of the Silver Star, two Bronze Stars and a Purple Heart. In 2011, Babin left active duty and co-founded Echelon Front, a leadership consulting company that helps others build their own high-performance, winning teams. He speaks on leadership, U.S. military strategy and foreign policy matters. FFICE T
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Keynote Co-Sponsors:
tomorrowsoffice.com
The BTA Channel: A Look Ahead
Moderated by Robert Palmer, research director for imaging, printing and document solutions, International Data Corp. (IDC) As the office technology industry has evolved, there has been no shortage of warning messages hurled at dealers: “Solutions, not boxes,” “We must own the network,” “Partner or die” and “There is no growth in pages.” These warnings typically come with dire predictions about the future of print, but more often than not, there is little advice or best practices shared for creating a sustainable and profitable business. This panel discussion will feature some of the most high-profile executives from the industry’s major equipment manufacturers to answer one simple question: What would you do if you were an office technology dealer? This panel will look beyond the surface to identify major developments and forge new strategies for the coming years. Palmer is research director with IDC’s imaging, printing and document solutions team. He has more than 25 years of experience in product management, strategic planning, market research and analysis, and forecast development within the document imaging industry. Prior to joining IDC, he served as chief analyst for BPO Research and led the digital peripherals solutions practice for InfoTrends.
Panelists: Doug Albregts is president of Sharp Imaging and Information Company of America (SIICA). He is responsible for the strategic direction and performance of SIICA’s business products for the Americas. Albregts joined Sharp in 2011 with 23 years of experience in diverse industries. He has served in many senior executive roles with publicly traded and privately held Fortune 500 companies, including American Express, Samsung, Canvys, NEC and Golden Books Publishing. Darren Cassidy is president of the United States Channels Group (USCG) at Xerox Corp. He leads the U.S. indirect channels business, including Xerox’s authorized sales agents and Xerox’s multi-branded solutions providers: dealers, resellers, etailers, superstores and other national office technology and solutions providers. In his most recent role as managing director, United Kingdom, Cassidy oversaw the performance of Xerox’s United Kingdom business. Matt Smith is vice president of printing services for Samsung Electronics America, where he fosters channel relationships that drive market-share growth for Samsung’s print business. He joined Samsung in 2014 in his current role after serving as director of channel marketing for Hewlett-Packard since 2010. Prior to that, Smith spent nearly eight years in marketing and business development roles for Intel. Smith was recognized as one of CRN’s “30 in their 30’s” channel influencers in 2012. Rick Taylor serves as executive officer of Konica Minolta Inc. and president and CEO of Konica Minolta Business Solutions U.S.A. Inc. He is responsible for the company’s core corporate operations that support all areas of the business across the United States. Taylor also serves on Konica Minolta’s Global Strategy Council. In 2008, Taylor joined Konica Minolta from Toshiba America Business Solutions Inc., where he served as the company’s president and CEO.
Beyond Hardware: Opportunities for Diversification
Moderated by Frank Cannata, president, Marketing Research Consultants Today, office technology dealers are increasingly looking at strategies to diversify their product and services offerings, with the goal of distinguishing their dealerships from the competition. For many dealers, that has led to partnerships with one or more software vendors offering, for example, document management solutions to their customers. Have you embraced the growing number of opportunities presented by the industry’s various software vendors? If not, are you seeking a software vendor partner that is right for your dealership? In this session, software vendor representatives will provide attendees guidance and insight, helping them to effectively consider the possibilities. The panelists will address questions focused on such areas as dealer supports strategies, go-to-market sales strategies and their visions for the future. Cannata is president of Marketing Research Consultants and publisher of The Cannata Report, first published in 1982. The magazine 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 office technology industry. Panelists: Quentin Gribble is joint founder and CEO of Umango, and has been working in the technology field for the past 25 years. Prior to Umango, he was involved with numerous technology companies in leadership roles. Gribble has worked and served on boards within various areas of IT, including manufacturing, software development, design and electronics, and has been pivotal in a number of innovation startups. Mark Hart is director of business development and national accounts at Access Control Devices Inc. (ACDI). He has a wide range of experience creating solutions and hardware training processes specifically customized to grow revenue in the dealer channel. Prior to joining ACDI, Hart worked for Lexmark for more than 16 years. He played an integral part in creating Lexmark’s dealer program and helped bring solutions to the dealer channel through the Lexmark eSF platform. Glenn Johnson joined PSIGEN as president in October 2014. He has more than 22 years of professional experience in the office technology industry. Johnson’s primary responsibility at PSIGEN is in leading customer-facing functions. Prior to joining PSIGEN, he was director of technology solutions for a primary MFP manufacturer branch operation and an operating president for one of the largest independent MFP dealer operations in the United States. Jeff McWilliams is vice president of North American sales at Square 9 Softworks, where he leads a regional sales team tasked with developing Square 9’s portfolio of regional and national accounts. McWilliams brings a wealth of experience to his position, having spent the last eight years in technology sales, with the last six years specifically focused on channel management within the enterprise content management space. Prior to his current position at Square 9, McWilliams was its regional sales director. George Seymour is vice president of sales, Americas at Nuance Document Imaging (NDI). He is a 20-plus-year veteran of the document imaging channel. In his current role, Seymour helps Nuance partners sell document workflow and managed print services software solutions. Prior to joining Nuance, he worked at EFI for more than nine years, where he built a successful growth path for the Fiery business. Before EFI, Seymour worked at OKI Data and Océ.
Adjacent Opportunities, Recurring Liabilities
Bob Goldberg, general counsel, Business Technology Association (BTA) As the industry transitions from equipment and repair to services and recurring revenue, the liabilities shift as well. Dealers are moving in numerous directions and many have relied upon past knowledge and existing documentation for transactions. In this session, attendees will learn the new risks in the emerging marketplaces. From employee liability to supplier and end-user risks, Goldberg will share the latest legal solutions and protections. Goldberg has more than 37 years of industry experience. He worked for the Illinois Attorney General’s Office and the FTC before transitioning to private practice. He was a partner with the firm of Freeman, Atkins & Coleman until he joined Schoenberg Finkel Newman & Rosenberg LLC in 1984. He was a partner there until 2008, when he became of counsel to the firm. Since 1977, he has provided BTA members no-fee advice and guidance.
Sales Metrics for Managed Services – What Good Looks Like Mitch Morgan, partner, Growth Achievement Partners (GAP)
In this session, Morgan will provide attendees with the benefit of thousands of analyzed deals and years of sales performance metrics in managed services. Discover what is actually happening in the industry around price per seat, contract revenue, product and services mix, closing rates, sales cycle duration, pipeline metrics and more. Also, learn about the ideal client profile (ICP) for these services, based on real-world experience combined with big data analytics. Morgan is a partner at GAP. He founded the Connectivity Dealer Program at 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 on strategy, operations, organizational development and sales since 2005.
Tribal Leadership: Because Culture Eats Strategy for Breakfast Mark Taylor, chair, Vistage International
There is a fundamental problem in the workplace — most employees are frustrated, unhappy and disengaged. Seventy percent of strategies fail. It does not have to be that way. Companies like Google and Zappos have proven it. How do they do it? In a word, “culture.” In this session, you will learn actionable practical strategies to move your culture to higher performing stages. Taylor is keynote speaker, leadership trainer, organizational consultant and author with a 35-year history as a CEO and corporate executive. He runs five Vistage International think tanks consisting of Manhattan CEOs and key executives, and delivers training and retreats for organizations that want to change their cultures to create high-performance organizations.
Sponsor:
Are You Prepared to Engage Buyer 2.0?
Chris Glover, channel marketing manager, Ricoh USA Inc. The new world of business-to-business sales and marketing is changing dramatically as customer buying habits are transformed by the Internet and new technology. Is your dealership aligned to support this new approach to business? This session will show you how your team has the opportunity to benefit from this market shift. It will also focus on the three roles that a sales rep must embrace to best meet the needs of the changing buyer. Glover currently serves as channel marketing manager for Ricoh USA Inc., supporting the dealer division. He brings more than 26 years of industry experience to his role, with expertise in sales, product marketing and field marketing. In his 19 years of service with Ricoh, Glover’s previous roles included: field marketing manager and color product manager. Prior to Ricoh, Glover was an account manager for Xerox Corp.
Marketing to Make Managed Services Mainstream
Darrell Amy, chief innovation officer, and Larry Levine, social sales strategist, Dealer Marketing You have launched a managed services business knowing that it will be an important part of your future. But while some of your key clients have signed up for managed services, the majority of your customers and prospects still view you as a copier company. In this workshop-style session, you will learn practical strategies to cross the chasm and position your managed services and document solutions offerings so that the majority of your clients want to sign up. Amy is the chief innovation officer of Dealer Marketing. For the past 10 years, he has helped dealers develop online marketing strategies that support their business goals and challenges. Previously he served as a sales rep, sales manager, branch manager and DSM for Toshiba. Levine is the social sales strategist for Dealer Marketing. He coaches MFP sales professionals by helping them tell their stories in LinkedIn and provides marketing services to help independent office technology dealerships thrive in a changing marketplace. Levine has 27 years of experience as a copier/MFP sales rep in the highly-competitive Los Angeles, California, marketplace.
Sales Manager Certification: Is This the Missing Link to Salesforce Optimization?
Kim Ward, director of training and development, Learning Outsource Group As the industry continues to evolve to a solutions and services business, the sales manager role becomes increasingly challenging and complex. This session will outline sales management certification best practices and identify the 10 most critical leadership skills needed to reach maximum effectiveness and build sales force superiority. Ward is the director of training and development for Learning Outsource Group and shares the same responsibilities for Print Management Solutions Group. He has been involved in the training and consulting industry in a variety of capacities since 1990 and most recently authored the company’s newest advanced consultative selling program, Cooperation Selling.
Digital Production Trends & Emerging Opportunities
Ron Gilboa, director of the production & industrial printing advisory service, InfoTrends Digital production output continues to enjoy good growth, as well as opportunity for resellers to expand their offerings outside of the traditional office equipment space. This session will explore market trends that are driving adoption of digital printing and deposition technologies. With a range of technologies available from toner, inkjet and specialty, a range of new applications are now ripe for digital conversion. Dealers who are looking to diversify their offerings and enter new industry segments are looking to wide format and industrial printing, as well as 3D printing, as potential add-ons to their current businesses. This session will explore the opportunities and challenges on the road to profitable growth. Gilboa is a director for InfoTrends’ functional printing and packaging, and is responsible for conducting graphic communications market research, market forecasting, custom consulting projects, strategy and planning engagements and creating editorial content for product and market analysis reports. He has been involved in the graphic arts and publishing industries since 1980.
A Strategic Plan: Paramount to a Dealership’s Survival Harry Hecht, business coach
This session will address the crucial elements of an effective strategic plan, which is paramount to the survival of today’s office technology dealership. Addressing the process of strategic planning and explaining who in the dealership should be involved in the process, Hecht will define the scope and purpose of a strategic plan, walking through the five phases of its effective development: (1) developing the mission and strategic vision; (2) assessing the environment; (3) forming the strategy; (4) implementing and executing the strategy; and (5) monitoring, evaluating and making adjustments. He will also address the importance of the SWOT (strengths, weaknesses, opportunities, threats) analysis and how it can be used to develop a dealership’s strategic plan. Hecht has more than 34 years of industry experience, including a 22-year career as vice president of U.S. dealer sales for Konica Minolta Business Solutions and five years as vice president and general manager for Global Imaging Systems. Hecht, a member of MPSA, has been actively involved for more than 12 years in the development, creation, implementation and growth of MPS programs throughout the independent dealer channel.
(1) Lexmark
(20) NA Trading & Technology (39) ESP/Ametek
(2) GreatAmerica
(21) BEI Services
(40) ECi FMAudit
(3) LMI Solutions
(22) Brother
(41) ECi e-automate
(4) Panasonic
(23) Compass Sales Solutions (42) Dynamo
(5) Xerox
(24) OKI Data
(43) Supplies Network
(6) Sepialine
(25) Muratec
(44) Hytec
(7) Innovolt
(26) ITC Systems
(45) Print Audit
(8) CWI
(27) Impression Solutions
(46) Digitek
(9) Plustek
(28) EverBank
(47) Laserfiche
(10) SYNNEX
(29) Clover Imaging Group
(48) Sentry Insurance
(11) Q2
(30) PHSI
(49) Imaging Solutions Direct
(12) Crawford Thomas
(31) TSAworld
(50) Smart Power Systems
(13) Agent Dealer
(32) Coco Training
(51) ReturnCenter
(14) LCA
(33) Katun
(52) Carolina Wholesale
(15) ACDI
(34) Mars International
(53) BLI
(16) TonerCycle/InkCycle
(35) DocuWare
(54) Laser Pros International
(17) Etactics
(36) Polek & Polek
(55) Forza
(18) Samsung
(37) Continuum
(19) Wells Fargo
(38) Sharp
Don’t forget your stamp card! Collect stamps from at least 40 of the exhibitors to be entered into a drawing for a chance to win one of five American Express gift cards.
Keynote Presentation Co-Sponsor
For years, Sharp document products and solutions have been earning high praise and prestigious awards from leading MFP testing organizations. For Sharp, this represents more than just an accumulation of accolades. It means that trusted industry experts, as well as customers, recognize that the remarkable innovation, user-friendly design, outstanding reliability, unsurpassed security and boundless expandability of Sharp digital MFPs and copier/printers truly exemplify the company’s unwavering commitment to quality and excellence.
World War I Museum and Memorial Sponsor
“Real talk, real results.” Stop by the Wells Fargo Equipment Finance booth and start a conversation to determine the right programs, products and solutions for you.
Reception Sponsor
More than 1,200 dealers now use ECi’s e-automate business management software to help manage everything from accounting to service dispatch. This is a record for Digital Gateway, which began in 1995 with a group of system integrators in a basement. Now, more than a decade later and more than $16 million invested, e-automate has become the fastest growing dealer management software in the office equipment industry and is making a dramatic difference in the way independent dealers conduct business.
Lunches Sponsor
Lexmark International Inc. provides businesses of all sizes with a broad range of printing and imaging products, software, solutions and services that help customers print less and save more. Perceptive Software, a standalone software business within Lexmark, is a leading provider of enterprise content management software that helps organizations easily manage the entire life cycle of their documents and content, simplifying their business processes and fueling greater operational efficiency.
Breakfasts Sponsor
Panasonic engineers reliable products and solutions for business and industry. Panasonic scanners and imaging software deliver better performance and higher reliability across the board. Whether you are scanning business cards one at a time or imaging records nonstop, Panasonic has the right high-performance scanning solution for your needs. The company works with the world’s leading data extraction and document management developers to ensure clients who invest in Panasonic scanning solutions have the most efficient workflows possible. You can count on Panasonic for unbiased software advice and readyto-run, integrated document solutions built on the company’s proven scanning technologies.
Breaks Sponsor
The one thing predictable about business is that it is fundamentally unpredictable. It is disordered and constantly changing — sometimes by accident, sometimes by design. One thing successful businesses do to navigate through this unpredictability is make sure the technology, software and work processes that form the backbone of their organizations are operating as effectively and efficiently as possible. No one understands this better than Xerox. The company is the world’s leading enterprise for business process and document management. Its technologies, expertise and services enable your business to operate more efficiently and effectively, whatever the situation. With Xerox at the heart of your company, you are ready to take on the world of real business.
Additional Exhibiting Sponsors ACDI, located in Little Rock, Arkansas, has been serving dealers since 1994. The company is focused on supplying its dealer partners with its print management software, PaperCut. With its affordable and reliable hardware, professional support services and on-site training, ACDI is the complete PaperCut solutions provider to the dealer channel.
AgentDealer
AgentDealer is the sales force automation (SFA) tool of choice for many of the most successful dealers in the industry. Built on the number-one sales platform in the world, Salesforce.com, AgentDealer speeds up and streamlines all phases of sales, from lead management to analytics and forecasting. With AgentDealer, your team can manage people and processes more effectively, pursue more business in less time and close more deals. AgentDealer comes ready to go with more than 55,000 hours of customization specific to the industry and can be further fine-tuned to meet your specific business processes. AgentDealer is built on the Salesforce platform and can integrate with all your other systems, like e-automate. It is cloud based and fully mobile so your team can access critical data anywhere, from every device. BEI Services is the world’s only source of copier/MFP and service department benchmarking. The company tracks more than 1.1 million service calls on more than 3.5 million devices every month worldwide. BEI Services’ technician compensation program is widely accepted as the most comprehensive and flexible in the industry, with more than 8,300 technicians currently being compensated using the program.
For more than 50 years, Buyers Laboratory (BLI) has been a leading source for unbiased and reliable intelligence for the global digital imaging industry. Its products include: comprehensive reports; insightful industry news and analysis and “Pick of the Year” awards; private testing services for OEMs; and advisory services for business consumers. All of BLI’s competitive information services can be accessed in its Web-based imaging intelligence product, bliQ. BLI is completely independent in all of its testing processes and subsequent reporting. All of its product evaluations are conducted by experienced employees in its onsite testing facility where BLI evaluates and reports on hundreds of new copier/MFPs, printers and fax machines each year. Carolina Wholesale Office Machine Company Inc. offers a product mix that is unsurpassed in the industry — fax machines, printers, MFPs, calculators, typewriters, dictation/transcribing equipment, telephones, presentation equipment, paper handling, shredders, cash registers, time clocks and supplies for each. For more than four decades, Carolina Wholesale has built its reputation and success by providing consistently excellent service and favorable pricing. The company serves all 50 states plus Canada and Puerto Rico, and carries more than 10,000 active items representing more than 100 manufacturers. It is one of the largest U.S. distributors of MFPs, fax machines and calculators, and is the largest typewriter distributor in the country. The company is also recognized as the primary wholesale distributor of Copystar Segment 1 MFPs in the country. Clover Imaging Group (CIG) provides unparalleled support, collection opportunities and solutions to independent dealers, OEMs and retailers throughout the imaging channel. It includes the most respected and well-known brands in the industry including: MSE, Dataproducts, Clover Environmental Solutions, OPRA, Axess Managed Print Services, Depot International, Latin Parts and Tecno Toner. This impressive group offers the market’s widest array of products and services and is supported by a vast engineering infrastructure, marketing resources, distribution capabilities and strategic partnerships. By bringing all aspects of its business together, CIG is able to provide a level of partnership unsurpassed in the aftermarket imaging space. Coco Training & Coaching is a premier, sales-driven training organization driving the growth of small-, mid- and large-sized dealerships. The company specializes in sales rep training (with a focus on new business development), sales management leadership training, executive/team coaching, strategic planning (a higher sale playbook) and recruiting (sales talent search and selection). Select programs are available for co-op through Sharp and RFG. Coco Training & Coaching’s expertise is entrenched in the imaging industry. For more information, visit www.cocotraining.com.
Compass Sales Solutions is the copy and print industry’s premier sales force automation and print management software developer. Its clients are dealerships looking to increase their bottom lines. Today’s competitive marketplace demands new ideas. Whether it’s contact management, cost analysis tools, proposal generation, order process management, managed print services or fleet management consulting, Compass Sales Solutions provides everything needed to sell copier/MFPs, services, MPS and solution applications as individual deals or bundled into a fleet solution in one simple, easy-to-use integrated application. Continuum provides a SaaS-based managed services platform that office technology dealers and managed services providers (MSPs) use to efficiently backup, monitor, troubleshoot and maintain desktops, servers and other endpoints for small and medium-sized businesses. The company’s managed services platform provides an intelligent remote monitoring and management solution, a comprehensive 24/7 service desk and an advanced backup and disaster recovery offering branded Continuum Vault — all integrated with a network operations center, delivering a single, unified managed services experience. Continuum currently employs more than 650 professionals worldwide, supports more than 3,300 MSPs and monitors more than a half million endpoints. Crawford Thomas is a full-service employee recruitment firm focused on sales, accounting and information technology. It works with industry-leading companies and experienced professionals to provide the best career opportunities and find that perfect match between job seeker and employer. When the need arises to search for talented professionals, Crawford Thomas provides solutions that fit. It partners with organizations so companies can understand how their recruiting needs tie into their business objectives. With that knowledge in hand, Crawford Thomas identifies premier candidates and provides crucial information in order to achieve recruitment and organizational success. Cartridge Warehouse International (CWI Toner) is a leading national distributor of imaging supplies for all makes and models. CWI specializes in remanufactured and compatible units while continuing to supply a full line of OEM products to its customers. Shipping is available from CWI’s California and New York warehouses — 70,000 square feet fully stocked with more than 10,000 different SKUs to drop ship your orders. All orders are shipped same day. With more than 20 years of industry leadership and staff members with profound product knowledge, CWI Toner is positioned to become a preferred premier vendor and a trusted resource. Inquire about CWI’s TAA-compliant Lexmark, Dell and Xerox products. Its cartridges are rigorously tested to meet and exceed OEM standards — they are ISO 14001, ISO 9001 and STMC certified.
Digitek is an industry-leading distributor of imaging supplies, hardware and turnkey solutions that help clients increase profitability and sell more products and services. Digitek is a Tier 1 distributor for HP, Xerox and Lexmark, and offers many other major brands. Its Partner Pro solution is a flagship platform for service and solution providers to attract new customers, expand their solutions portfolios and grow their businesses’ value with a unique combination of professional sales training and inbound marketing programs. Digitek provides flexible options, including online ordering and XML interface, and its dedicated account managers offer many ways for you to grow your business and build lasting customer relationships. Digitek has national distribution centers in Nevada, Illinois, Pennsylvania and Texas, with the ability to reach more than 98 percent of the United States in two days or less. DocuWare has more than 10,000 installations and more than 100,000 satisfied users daily in 70-plus countries. DocuWare offers solutions that target small to mid-sized companies, government agencies and departments in large organizations. More than 400 Authorized DocuWare Partners make up a worldwide independent reseller network, employing more than 1,000 DocuWare experts. Dynamo designs, engineers and assembles innovative shredders that are not sold under any other label. All models are government TAA Compliant and its high-security models are NSA listed. Some of the company’s technology and patents have been licensed and have had successful worldwide use for more than 40 years. Dynamo’s Eversharp™ line of oil-free shredders has become quite popular as businesses continue to focus on “green” solutions. When it comes to selecting a partner for your critical remote meter infrastructure and print management initiatives, you need a company that understands more than software — you need a partner that understands your business. ECi FMAudit stands above other options because of the company’s mix of technical competence and industry knowledge. This has led ECi FMAudit to develop practical solutions that work with your existing systems. It also guides ECi FMAudit’s future efforts to develop solutions with the dealer in mind. ESP/Ametek, headquartered in Knightdale, North Carolina, is a global leader in power management technology. Its products provide unparalleled industrial-grade protection, safeguard the reliability of digital equipment and enable service-based organizations to proactively manage power quality.
Located in Stow, Ohio, Etactics automates the manual process of creating, generating and delivering an invoice generated from any ERP that is sent to an office technology company’s client. Invoices are strategically formatted to influence timely and responsible payment and allow for multiple delivery methods, including USPS, facsimile, email or EDI. As an endorsed partner of ECi, Etactics is one of only a few solutions providers that have access to all invoice tables in e-automate. Using your organization’s business rules and automation to deliver these transactional documents, custom and unique contract, service, sale and miscellaneous invoice types can be sent to your clients in a cost-effective manner. Etactics can also automate the creation and delivery of custom MPS and MS invoice types that can cause undue administrative burden and cost to your organization today. Founded in 2004 as U.S. Express Leasing and later as Tygris Vendor Finance, EverBank Commercial Finance’s goal has been to help its business technology partners boost sales, grow profits and build strong customer relationships. Now, as EverBank Commercial Finance, the company embraces its legacy of “Real People. Fast Answers.” to bring you profit-enhancing products such as cost-per-copy, managed print services, document management, dependable execution and a commitment to individualized customer service. EverBank’s knowledgeable team is dedicated to the office products industry and your success. MWAi FORZA with SAP Business One is a complete, integrated ERP that provides transparency and instant visibility into operations. The FORZA solution helps dealerships to better unify, manage and control their entire business across financials, sales, customers and operations. Together, MWA Intelligence and SAP will provide office-technology and imaging-channel businesses the ability to make smart IT decisions, improve future performance and achieve long-term success. ®
GreatAmerica is more than just a financing company. Its commitment to understanding the office technology industry, and the customers it serves, has positioned GreatAmerica as the unparalleled leader in single-invoice solutions, i.e., MPS, managed IT and other specialized billing options. This has also contributed to GreatAmerica’s ability to help its customers evolve their businesses through innovative non-financial services such as Collabrance LLC, PathShare HR Services and FleetView. GreatAmerica delivers all of this with what has come to be known in the industry as “The GreatAmerica Experience.”
Since 1981, the imaging industry has relied on Hytec for superior repairs and service support. Today, Hytec provides solutions for multiple industries, providing peace-of-mind support while helping clients achieve higher levels of profitability. In addition to specializing in circuit board repair, Hytec repairs staplers, print controllers and fuser assemblies. Complementary offerings include hard-drive sales, hard-drive sanitization and data-destruction services. Imaging Solutions Direct (ISD) is one of the nation’s leading distributors of imaging supplies and parts. Dealers trust ISD for: significant savings on OEM and compatible products from 30plus top manufacturers of printers, copier/MFPs, fax machines, scanners and more; multiple distribution centers to process orders quickly; customized purchasing programs to meet unique requirements; warranties and exchanges on maintenance kits, fusers and other parts; and more. For a limited time, all BTA members can receive $100 off their first order with Imaging Solutions Direct. Please call (516) 243-9655 or stop by the ISD booth for complete offer details. Impression Solutions Inc. (ISI) is a full-line distributor for Kyocera Mita and OKI printing solutions. ISI offers a complete line of printers as well as printer accessories, supplies and services. ISI maintains a full inventory of printer products in its distribution center — ready for immediate shipment. In addition to offering printer-related products at or below manufacturer direct pricing, Impression Solutions provides a full range of service, financing and marketing support. Innovolt’s patented power protection technology guards against damage from 99.5 percent of all power disturbances, including: voltage sags, brownouts, over-voltage conditions, power outages and voltage surges. ITC Systems, founded in 1989, is an international company specializing in cashless integrated transaction control systems. The company designs, develops and implements state-of-the-art cash card management systems on university campuses, in academic and public libraries, government departments, food service environments and other closed institutional settings. Through its offices in Toronto, Ontario, Canada, and St. Louis, Missouri, as well as its extensive network of distributors, dealers, agents and experienced service contractors, ITC Systems offers the most flexible and comprehensive online and offline card systems on the market today. The company has 60-plus employees, has manufactured more than 60,000 terminals, and has sold more than 25,000,000 cards with more than 1 billion transactions.
Founded more than three decades ago, Katun is one of the world’s leading providers of OEM-compatible imaging supplies, photoreceptors and parts for copier/MFPs, printers and other imaging equipment. The company serves 16,000 customers in 135 countries from its headquarters in Minneapolis, Minn., and dozens of worldwide locations. Based in Long Beach, California, with global headquarters in Hong Kong and offices in Shanghai, Toronto, Mexico, London, Washington, D.C., and Fort Lauderdale, Florida, Laserfiche uses its Run Smarter® philosophy to create simple and elegant enterprise content management (ECM) solutions. Since 1987, more than 35,000 organizations worldwide — including federal, state and local government agencies and Fortune 1000 companies — have chosen Laserfiche® ECM software to streamline document and business process management (e.g., accounts payable, case management, third-party and contract management, records management). Laser Pros International (LPI) was formed in 1990 by company president Steve Spencer. Steve had been working at Prototype Design, a company that made one part, a fuser roller, for the original laser jet printer. It was there that he first conceived Laser Pros International, a company that would quickly grow to one of the world’s largest suppliers of laser printer parts and accessories, something for which there was a growing demand. In 1988, Lease Corporation of America (LCA) began establishing mutually beneficial business relationships based on trust. “Financing you can trust” epitomizes the LCA founding philosophy and has been a constant factor in its success over the past 25 years. LCA provides its clients with flexible, innovative leasing and finance programs for resellers, distributors and manufacturers across America, treating each and every one with the highest level of integrity and professionalism. The company also educates all of its clients on the advantages of offering leasing and finance options to help increase sales and profitability. LMI Solutions (LMI) is the winner of the 2013 Channel’s Choice Award for “Remanufactured Cartridges.” The company’s advanced turnkey MPS infrastructure was ranked first in the industry by the MPSA and the dealer channel’s coveted Reader’s Choice Awards. Focused on dealer profitability with unparalleled cartridge quality, MPS execution strategies and dealer support, LMI offers dealers a manufacturer-direct relationship to streamline their fulfillment models with state-of-the-art packaging and distribution capabilities throughout the United States and Canada. With easy access to a huge selection of the most popular OEM and premium replacement toner cartridges, parts and print-related consumables, if you’re thinking MPS — think LMI.
Mars International is a remarketer of high-quality, pre-owned copiers. Its extensive inventory comes from the company’s strong relationships with some of the world’s largest leasing companies. With a thorough quality control and equipment handling process, Mars International’s technicians check for completeness and functionality. The company is proud to be a leader in customer service in the industry, guaranteeing that its products will arrive as represented. Mars International offers quantity discounts, discounted fixed national freight rates, tech support, technical documentation for non-authorized brands and digital photos on request. Muratec’s MFP solutions simplify office printing, copying, faxing and scanning. Muratec’s MFPs deliver touch-screen operation, secure document storage, high-resolution printing, simple, one-touch scanning and more to the desktop and workgroup. From plug-and-play desktop fax solutions to integrated electronic document capture, routing and storage solutions, Muratec MFPs deliver the performance, features, reliability and cost-savings that meet the needs of today’s office environments. NA Trading and Technology (NATT) is a manufacturer and distributor of OEM-compatible, high-performance parts and supplies for today’s most popular copiers and multifunctional printers. All NATT parts and supplies are guaranteed to meet or exceed OEM performance — at an affordable price designed to reduce costper-copy. OKI markets PC peripheral equipment and customized document management solutions, including digital color and monochrome printers, color and monochrome MFPs, serial impact dot matrix printers, thermal label printers and POS printers, as well as a full line of options, accessories and consumables. Pure Health Solutions Inc. (PHSI) is a leading manufacturer and supplier of water coolers and beverage products for businesses around the world. Since 1996, PHSI has led the B2B beverage evolution — developing state-of-the-art bottle-free water coolers, a national network for unparalleled equipment service, and a breakthrough online store for rapid beverage supplies replenishment. Based in Los Angeles, California, Plustek Technology designs and manufacturers an array of scanners that include document, portable, library, book, film and photo scanners. With 30 years in the imaging scanning business, Plustek brings advanced technologies and solutions for a variety of paperless needs. For more information, visit www.plustek.com/usa.
Are you interested in discovering and implementing strategies that can make your dealership even more profitable during the most challenging economic times of this century? Polek & Polek can show you how! Polek & Polek is a second-generation family-owned business located in New Jersey and has been increasing imaging dealers’ profits since 1974. Print Audit develops print tracking and auditing software that enables organizations to analyze, reduce and recover their printing volumes and costs. The company has also developed significant relationships with Canon, Konica Minolta, Pitney Bowes, Ricoh, Sharp, Toshiba, Xerox and many more. Print Audit’s innovations have fueled its success; the company has achieved an average of 362 percent annual growth over the past 10 years. Q2 LLC is a privately held company specializing in the development, marketing and sales of compatible spare parts, drums, toners and toner cartridges (both new and remanufactured) for use in monochrome and color copier, printer, wide format and multifunction office imaging machines. The company’s management team, which includes Neal Becker, Jane O’Brien and Joe Steinberg, has extensive and successful experience working with service organizations throughout the office technology industry. ReturnCenter is a lessor-neutral, remarketer-neutral, cloud-based tool that makes equipment lease returns more manageable and affordable. ReturnCenter combines lessor return authorization data and dealer data for streamlined lease return logistics booking and tracking. Get nationwide logistics using only the best copier/MFP logistics providers at high-volume rates, all in one place online for complete visibility and accountability. Headquartered in Ridgefield Park, New Jersey, Samsung Electronics America Inc. (SEA), is a recognized innovation leader in consumer electronics design and technology. A wholly owned subsidiary of Samsung Electronics Co. Ltd., SEA delivers a broad range of digital consumer electronics, IT and home appliance products. Samsung is the market leader for HDTVs in the United States and is America’s fastest-growing home appliance brand. To discover more of the award-winning products you love with Samsung, please visit www.samsung.com. For the latest Samsung news, please visit news.samsung.com/us and follow on Twitter @SamsungNewsUS.
Sentry Insurance provides a full line of business insurance including property, business personal property, commercial liability, automobile fleets, false pretense, workers’ compensation and equipment insurance, as well as employer-sponsored 401(k) programs. Sentry can help you create flexible, custom-made risk management solutions and provide property and casualty insurance, workers’ compensation, retirement plans, employee group benefits and business life planning. With Sentry you will spend less time worrying about insurance and more time running your business. Since 1998, Sepialine has developed print management, cost recovery and remote device monitoring solutions that the company sells direct, as well as through reseller and partner channels. Companies around the world, big and small, use Sepialine software every day to lower costs, reduce waste, improve productivity and increase profits. Smart Power Systems is a developer and manufacturer of power quality products. Its complete line of solutions includes computer-grade filters, line conditioners, automatic voltage regulators, uninterruptible power supplies (UPS) and power analyzers. Smart Power Systems provides comprehensive power protection for POS (point of sale) systems, copier/MFPs, computers and servers, voice and data communication systems, as well as other mission-critical equipment. Supplies Network is the largest privately owned wholesaler of IT consumables in the United States. The company focuses on independent dealers and their competitiveness against giant contract stationers and retailers. Supplies Network offers Carbon SiX, an innovative turnkey print management solution with components that include: software, hardware, service, OEM and compatible supplies, training and marketing support. It also offers printer, copier/MFP, fax and computer consumables from all major OEM brands. All 5,000 SKUs in Supplies Network’s catalog are in stock with more than 98-percent fill rates. SYNNEX distributes products and services from more than 200 technology, consumer electronic and software companies. The company ships from 11 warehouses located throughout the United States. Its focused product categories include: computer systems, peripherals, system components, software, networking equipment, consumer electronics and complementary services. A few of its key suppliers include HP, Intel, Seagate, Microsoft, Lenovo and many other world-class manufacturers. SYNNEX offers resellers multiple technology solution platforms to address the complex business problems of end users. Three of these solution platforms are PRINTSolv MPS, PRINTSolv Document Management and SERVICESolv.
TonerCycle/InkCycle is an industry leader in toner and inkjet print cartridge technology. Since the company’s creation, quality has been, and continues to be, TonerCycle/InkCycle’s focus. TonerCycle/InkCycle believes that consumers want two things from their aftermarket purchase: true cost savings and cartridges that print great the first time, every time. TSAworld has been providing quality office machine parts and solutions to the office technology service industry since 1986. Based in Atlanta, Georgia, the company is recognized as an excellent resource for office technology service technicians. TSAworld provides new, OEM equipment parts as well as proven, quality third-party parts. In addition, the company remanufactures assemblies for its customers at a significant savings over new assemblies. TSAworld is well positioned to assist its customers with the demanding requirements to achieve success in the marketplace.