Cruise to Success 2015 Show Guide

Cruise to Success Schedule Thursday, May 7 3 to 3:15 p.m.

Welcoming Comments

4:45 to 5:45 p.m.

Educational Session: Bob Goldberg, BTA

3:15 to 4:15 p.m.

Keynote: Rick Taylor, Konica Minolta

5:45 to 6 p.m.

2015 Channel’s Choice Awards Presentations

4:15 to 4:45 p.m.

Break (Exhibits Open)

6 to 7:30 p.m.

Welcoming Reception (Exhibits Open)

Friday, May 8 7 to 8 a.m.

Breakfast

1 to 2 p.m.

Educational Session: Troy Harrison, SalesForce Solutions

8 to 8:10 a.m.

Opening Comments

2 to 2:30 p.m.

Break (Exhibits Open)

8:10 to 9:15 a.m.

Educational Session: Dealer Panel

2:30 to 3:15 p.m.

Educational Session: Jody Cross, Leaders Speak

9:15 to 9:45 a.m.

Break (Exhibits Open)

3:15 to 3:45 p.m.

Break (Exhibits Open)

9:45 to 10:30 a.m.

Educational Session: Ed McLaughlin, Valderus

3:45 to 4:30 p.m.

Educational Session: Luis Gonzalez, SalesScoreKeeper

10:30 to 11 a.m.

Break (Exhibits Open)

4:30 to 4:45 p.m.

Closing Comments & Exhibitor Prize Drawings

11 a.m. to Noon Educational Session: Richard Farrell, Tangent Knowledge Systems

5:15 p.m.

Meet in Lobby for Bus Departure to Padelford Packet Boat Co.

Noon to 1 p.m.

Lunch

6 to 9:30 p.m.

Anson Northrup Dinner Cruise

Cruise to Success Keynote Within Your Grasp: Future Opportunities in the Office

Rick Taylor, president & COO, Konica Minolta Business Solutions U.S.A. Inc. The transition to digital content, combined with the rapid adoption of mobile technologies and cloud computing, is fundamentally changing the way today’s workers create, consume and share information. In his keynote presentation, Taylor will address several key topics, each of great importance to the dealer community: managed IT services; real-time mobile access businesses need in order to be fully productive; security and compliance; software and hardware solutions strategies and customization for office technology dealerships; and the dealer niche market strategy and how it is taking business transformation head on. Taylor will also closely examine the MWAi/Forza platform, now part of a new alliance between Konica Minolta and MWAi. Taylor is responsible for corporate strategy and operations for Konica Minolta’s U.S. operations, leading more than 7,600 employees. He oversees U.S. mergers and acquisitions, sales, service, marketing, administration, finance and legal. Taylor also serves on Konica Minolta’s Global Strategy Council focused on business transformation and growth strategies for Konica Minolta worldwide. He has been named “Executive of the Year” eight times in Marketing Research Consultants’ annual industry survey of more than 300 independent office technology dealers.

Cruise to Success Dealer Panel

Taking the Right Steps Into Managed IT Services

Moderated by Ed McLaughlin, president & CEO, Valderus Most every office technology dealer is at least talking about the managed IT services space. Some are taking only one step forward and are dabbling in it. Is that the right way to get started? What are the best strategies for success? How will managed IT change the dealership? What partnering options are available? In this panel discussion, dealers will share how they have successfully made the transition, and discuss how they overcame the business structure and cultural issues that can get in the way.

Dealer Panelists: Joseph Birk is president and owner of Data Comm Inc., Jefferson City, Missouri. He has owned a successful dealership for the last 19 years, in which time he has tripled his business and branched out to meet the needs of an entire state. Birk first came to Jefferson City, Mo., to attend Lincoln University while pursuing a teaching degree, graduating in 1972. He then spent a short time in the army at Fort Sill, Okla. Birk returned to Missouri in December 1972 and started working for Data Comm Inc. as an account manager selling Marchant and Sharp calculators. In 1996, he became president and owner of Data Comm Inc. and changed the focus of the company to document solutions. Birk knew the secret to success for any business was to have the right person, in the right job, on the right team — and it has worked. In 2011, Data Comm Inc. joined Growth Achievement Partners and launched into the IT services business. The company currently focuses on IT services, document solutions, telephone solutions and office products with a goal of 30 percent of total revenues from IT services by the end of 2015.

Jim Oricchio is president and CEO of Coordinated Business Systems Ltd., headquartered in Burnsville, Minnesota. He founded the company in October 1983 with his wife Donna. Coordinated Business Systems has 75 employees with branch locations in Red Wing, Rochester, St. Cloud and Hudson, Minn., and the Downtown Minneapolis Skyway. Oricchio is on the OKI and Lexmark Dealer Councils, and is a member of the Copier Dealers Association, Legatus and Vistage. Over the years, Coordinated has been recognized both locally and nationally for its excellence in servicing its customers and for being extensively involved with local community organizations. The company has been focused on managed IT services for about three years, but it has really taken off in the last six months. Currently, managed IT services accounts for 13 percent of Coordinated’s total business.

Brent Simone is president of Stratix Systems, Wyomissing, Pennsylvania. He has more than 20 years of experience in the printing and imaging, business technology and managed services industries. Simone has been instrumental in his organization’s growth — 400 percent since 2000 — and evolution from a traditional copier dealership into one of the most respected business technology and managed services providers in the mid-Atlantic region. Throughout his career, he and Stratix Systems have been recognized by industry-leading authorities with a number of honors, including: BEI PROs Elite 100, imageSource Magazine Perfect Image Award for Outstanding Managed Services Program (2013), ENX Magazine/The Week in Imaging Elite Dealer Award (2006-2014) and MSPmentor 250: Top People in Managed Services (2014).

Greg Walker is president of East Texas Copy Systems Inc. (ETCS), headquartered in Tyler, Texas. He became president in 1999 after serving as president of Advantage Copy Systems from 1992 to 2006. Walker currently sits on the Canon Dealer Advisory Council and previously served on the IBPI Board of Directors. Established in 1945, East Texas Copy Systems has five locations in Tyler, Longview, Lufkin, Nacogdoches and Palestine, Texas. The company is a Canon, Samsung and Lexmark dealership that supplies businesses with copier/ MFPs and printers. In February 2009, Walker started the professional services group at his dealership, the IT division of ETCS that delivers managed network services, document management, IT hardware, data backup solutions and general IT consulting.

Cruise to Success Educational Sessions Keeping Pace With Your Legal Liability

Bob Goldberg, general counsel, Business Technology Association As your business continues to diversity its product and services offerings, in order to remain strong in your market, have your legal protections kept pace? Today, it is essential that you understand what steps you need to take and how each step will protect your company. Goldberg will educate you on the issues to consider and the resulting legal protections that are necessary.

Goldberg has more than 36 years of industry experience. He was a partner with the law firm Schoenberg Finkel Newman & Rosenberg LLC from 1984 to 2008. In 2008, he became of counsel to the firm, continuing to collaborate and mentor with the firm’s attorneys and staff. Today, he provides BTA members with no-fee advice and guidance on a diverse range of topics.

Removing the Mystery From Managed IT Services

Ed McLaughlin, president & CEO, Valderus Today, there is a lot of discussion around the topic of IT services, focusing on the learning curve, technical knowledge, how to begin and even some anxiety that resonates in the industry. In this session, McLaughlin will address key questions dealers should consider and the steps to take as they strive to ultimately reach a services business model that is 30 to 40 percent IT services.

McLaughlin has 40 years of industry experience. He was president of Sharp Imaging & Information Company of America and executive advisor at Sharp Electronics Corp. He is currently president and CEO at Valderus and is on the board of advisors at Continuum Managed IT Services. McLaughlin has received many honors, including Marketing Research Consultants’ Lifetime Achievement award and a BTA Lifetime Achievement award, both in 2012.

Selling Strategies in the Internet Era

Richard Farrell, president, Tangent Knowledge Systems In this session, you will learn strategies for ensuring that you truly stand out from the crowd. They include: how to best communicate your value proposition from the position of the problems you can solve for your prospective customers; how to get more decision makers on the phone and, ultimately, interested in setting up meetings with you; and more.

Farrell is president of Tangent Knowledge Systems. He has presented at more than 500 association meetings and has expertise with small companies and their most challenging sales issues: differentiation; leaving too much money on the table; commoditization; qualifying new accounts; relationship and strategic selling; long selling cycles; poor sales accountability; subpar pipeline management; and overall increasing cost of sales.

The Key to Smart Sales Hiring

Troy Harrison, president, SalesForce Solutions In this session, Harrison will show you what he has learned in 15 years of hiring salespeople as a sales manager and as a recruiter; recruiting is the most important aspect of hiring. Topics covered: the key to smart sales hiring — what it is and how to use it; spotting the key during the interview process; giving your candidate opportunities to expose the key; winning the final interview; and more.

Harrison is the author of “Sell Like You Mean It!” and a speaker, consultant and sales navigator. He helps companies build more profitable and productive sales forces with his cutting-edge sales training and methodologies.

Creating Immediate Relationships in Every Presentation

Jody Cross, owner, Leaders Speak Whether it is only one person or many, every audience is different. Yet, we do not always adapt to our audience as much as we could. Cross’ hands-on session will give you tools for tuning in to your audience’s deeper values and true priorities whether you are speaking to potential customers, current customers or your employees.

For more than 20 years, Cross has been public speaking and training others to take their speaking to the next level. She trains corporate employees and conducts workshops on public speaking for executives, sales reps, small business owners and professionals. Previously, she was a communications instructor at several higher-learning institutions including Rockhurst University in Kansas City, Missouri, where she taught for more than 12 years.

Sales Compensation for the Services-Led Dealership

Luis Gonzalez, founder, SalesScoreKeeper.com Having the right sales compensation plan can ensure that your company’s sales growth and product/services sales objectives are met. In this session, Gonzalez will discuss all aspects of sales compensation, but will primarily focus on new sales areas for the industry such as professional services, managed IT services and others.

In 2011, Gonzalez founded SalesScoreKeeper.com. In 1986, he founded Miami Office Systems (MOS) in south Florida. It was acquired by Sharp Electronics Corp. in 2007. From 2007 to 2011, Gonzalez was branch president and director of sales and marketing for Sharp Business Systems. He was most recently senior vice president for Sharp’s Business Solutions Group.

Cruise to Success Floor P lan

(1) Muratec

(13) GE Capital

(25) TSAworld

(2) Accutech

(14) NA Trading and Technology

(26) Hytec

(3) Buyers Laboratory

(15) HP

(27) Supplies Network

(4) OKI Data Americas

(16) Digitek

(28) Lease Corporation of America

(5) Smart Power Systems

(17) Q2

(29) Laser Pros International

(6) PHSI

(18) Xerox

(30) Brother

(7) Katun

(19) ECi FMAudit

(31) Crawford Thomas

(8) InfoTrends

(20) ECi e-automate

(32) Frontier Imaging

(9) GreatAmerica

(21) EverBank

(33) Innovolt

(10) Lexmark

(22) LMI Solutions

(34) Epson

(11) Wells Fargo

(23) Polek & Polek

(12) Print Audit

(24) ESP

Cruise to Success Exhibitor Guide May 7-8 Breaks Sponsor Since inventing the pen plotter in the late 70’s, HP has been a leading innovator in large-format printing. Today, HP Designjet products offer fast speeds, high-quality output, copy and scan capabilities, and Web-connectivity features that allow professionals to access and print projects from wherever work takes them. HP, the world’s largest technology company, provides printing and personal computing products and IT services, software and solutions that simplify the technology experience for consumers and businesses. HP completed its acquisition of EDS on Aug. 26, 2008.

May 8 Breakfast Sponsor 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.

May 8 Lunch 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 In the traditional sense, Accutech is one of the largest wholesale suppliers of digital supplies and imaging products. It offers all the benchmark services and has fully staffed sales, purchasing, distribution, information technology and customer service departments to assist with dayto-day business needs. In the non-traditional sense, Accutech delivers a one-on-one sales experience. It has dedicated and knowledgeable sales reps and customer service associates who know the business and stand ready to provide you with an exceptional buying experience. Accutech provides national coverage with both East and West Coast distribution points and offers the power of online automation with Accunet, its customer portal. Accutech is committed to maintaining the most up-to-date inventory to meet the needs of today’s marketplace.

Brother markets a wide array of products that are designed and built with a single goal in mind: to exceed customer expectations. So, whether it is simply basic technology geared to the SOHO market or state-of-the-art products to satisfy the extensive demands of the SMB market, Brother is a trusted name that is universally recognized and respected for quality, performance and value.

Cruise to Success Exhibitor Guide

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 on-site testing facility where BLI evaluates and reports on hundreds of new copier/MFPs, printers and fax machines each year.

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.

Digitek Computer Products is a full-service wholesale distributor specializing in printer and copier/MFP supplies, magnetic media and accessories. The company offers online ordering, XML interface, same-day shipping, blind-drop shipments and personalized sales consultants.

Distribution centers in Virginia, California and Illinois provide for quick delivery and help meet every customer’s demands. Couple Digitek’s technology and forward thinking with its extensive product offering and it is no surprise Digitek is one of the fastest-growing distributors in America.

More than 1,200 dealers now use 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.

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.

Epson offers an extensive array of award-winning image capture and image output products (including printers, scanners and supplies) for the consumer, photographic, business and graphic arts markets. It is the company’s vision to drive digital image innovation by providing cutting-edge imaging solutions, focused on the fields of imaging on paper, imaging on screen and imaging on glass. Supporting this vision is continued innovation in core devices that provide value-added solutions for linking imaging products.

ESP/SurgeX, 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.

Cruise to Success Exhibitor Guide

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.

Frontier Imaging Inc., founded in 1999, is one of the leading distributors of OEM and compatible copier, fax and printer parts and supplies in the United States and internationally. The company sells to a comprehensive network of distributors, wholesalers and dealers, including independent service providers. It has one of the largest in-stock inventories of copier, fax and printer parts and supplies in the country and carries more than 10,000 OEM and compatible products for most of the major OEM brands. Orders can be shipped the same day via UPS or trucking, as desired.

Whatever your needs, Frontier Imaging offers one-stop-shop convenience with a quick fulfillment of orders.

GE Capital is an extension of GE’s heritage of building and supporting growth. Investing in the sectors GE knows best, the company can provide more than just financing. It brings insight, knowledge and expertise to every loan. And, as a result, businesses that finance with GE Capital benefit from the global know-how and expertise of GE. Around the world, GE Capital is helping its customers to invent more, to make more, to sell more and to do it all with greater efficiency.

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.

InfoTrends is a leading worldwide market research and strategic consulting firm for the digital imaging and document solutions industry. It provides research, analysis, forecasts and advice to help clients understand market trends, identify opportunities and develop strategies to grow their businesses.

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.

Founded more than three decades ago, Katun is one of the world’s leading providers of OEMcompatible 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, Minnesota, and dozens of worldwide locations.

Cruise to Success Exhibitor Guide

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.

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.

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 model 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. 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, highperformance 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 cost-per-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.

Cruise to Success Exhibitor Guide

Polek & Polek has been helping dealers improve their profits. The company has met this challenge by providing high-quality compatible parts, toner and cartridges, saving dealers up to 60 percent over OEM costs. Polek & Polek also provides PrintFleet remote device management and a chip-reset service for drum/imaging units.

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 Toshiba, Konica Minolta, Canon, Xerox, Ricoh, Sharp, Pitney Bowes 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.

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.

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.

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.

“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.

Cruise to Success Maps

Radisson Blu Map

Directions to Riverboat Padleford Packet Boat Co. Inc. Dr. Justus Ohage Blvd.

St Paul, MN 55107 Phone: (651) 227-1100 (1) Get on I-494 E/MN-5 E (2) Continue on 1-494 E (3) Take I-35E N to County Rd. 45/MN-13 N in Mendota Heights, exit 102 (4) Take Lilydale Rd. and W. Water St. to Dr. Justus Ohage Blvd. in Saint Paul