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Education the Accelerates Your Pulse at ITEX 2004

15 Oct, 2003 By: Alicia Ellis imageSource

Education the Accelerates Your Pulse at ITEX 2004

Imaging Technology, Education & Exposition (ITEX) 2004 is so much more than
a tradeshow. True, ITEX is the place to see and test drive the latest technology
offerings and rub elbows with close to 150 of the industry's premier
manufacturers and vendors. And yes, ITEX is the only show dedicated to the
entire document technology industry by bringing together the latest in copying,
printing, scanning, document management, and networking advancements. But, what
really makes ITEX the one event not to be missed is its total dedication to the
dealer. Unlike OEMs who bring dealers together to teach them about their
products and their services, ITEX focuses on the total dealership. From
management to technicians, the ITEX show and its educational offerings give the
entire dealership a way to grow and succeed in business.

educational presenter at ITEX is hand-picked for their particular knowledge of
the industry," said Marc Spring, President of Imaging Network, host of
ITEX, and publisher of imageSource and Office World News magazines. "We
have lined up veteran industry authorities, printer/copier sales professionals,
and software specialists to name a few. Each and every presenter is given the
task of teaching the dealer about opportunities within the industry and how the
dealer can best position themselves to succeed, whether it be through new sales
strategies, niche market opportunities, or enhanced knowledge."

Technology…New Products…New Business Model

ITEX delivers nearly 50 hours of education covering every aspect of a dealer's
business including service/sales management, industry analysis, human resources,
administration, color solutions, document management, and new market
opportunities. ITEX delivers classes in a variety of styles and sizes with
integrated lectures, moderated dealer roundtables and full day classes.

off the ITEX tradeshow is an action-packed, one-day dealer business forum
designed by dealer consultants for dealers. ITEX has partnered with Lou
Slawetsky, President of Industry Analysts; Robert Sostilio, President of
Sostilio and Associates; and Richard Norton, President of DocuTrends to provide
a detailed analysis of the office technology markets and a roadmap for future
dealer success.

in the forum will explore the imaging industry, trends and forecasts, digital
imaging trends and sales strategies, and dealer connectivity strategies. One
session will feature a panel discussion with several of the top IT managers
giving attendees the opportunity to gain insight into what these managers see as
the future of the industry. Other sessions will include findings from the
ImageSource magazine's reader survey, presentations on service trends, issues
strategies, the color market and consultative selling. An "Ask the
Consultant" panel discussion will allow attendees to "pick the
brains" of their hosts with questions about the industry.


Designed and constructed by dealers for dealers, ITEX takes dealer education to
a new level. With a common goal to teach dealers how to run their businesses
better and more profitably, ITEX University Power Hours are presented by a host
of qualified industry consultants, service department heads and sales/marketing
veterans. Power Hours are designed to provide in-depth, action-oriented
information on the key technologies and essential business strategies required
to make dealers more productive and efficient.

Over a
period of two days, 33 Power Hour classes including two dealer roundtables will
be offered to attendees in six categories. Dealers will have the opportunity to
participate in three sessions per day totally six classes over the course of the
show. Each session gives dealers their choice of classes broken into sales
leadership, service strategies, technical insight, industry analysis, dealership
business, and new profit opportunities categories.

Roundtables will offer a chance to interact and discuss issues relevant to the
industry and to the independent dealer. Share your opinion about the quality and
pricing of consumables with Utilizing Compatibles vs. OEM Products. Whether you
use OEM or Generic, you will surely have an opinion about what works best for
your bottom line. What do the service managers say? What are the down sides and
is it worth the price gain in the long run? Where does loyalty/support for the
manufacturer fit in the equation? These questions and more will be answered.

second roundtable, Profiling Today's Digital Sales Professional, moderated by
Richard Norton, President of DocuTrends, seeks to find out what the most
important characteristics are of a successful sales professional in today's and
tomorrow's market. What are the critical weaknesses and how will you migrate to
the "ideal sales professional" profile? Bring your questions and
listen in on a panel of experts whose companies have already made the transition
to hiring the RIGHT sales professional.

Business classes will examine the inner workings of a dealership to aid in
increasing efficiency, effectiveness and profitability. Classes include:
Maximizing Profits Through Integrated Automation, which will teach your
dealership how to improve its bottom line by reducing administrative expenses
and capturing revenue-generating opportunities, and The "Art" And
"Science" Of Strategic Partnering by Carol Wylie, Vice President of
Net Solutions, Inc., which shows dealers how to focus on their core competency
of selling and supporting copiers while leveraging their business relationship
with their clients.

classes explore the products and the technologies of today's office
equipment market with insight from the top analysts in their field. Classes
include: The Color Of Money by Richard C. Norton of DocuTrends; The Universal
Copier/Printer: The Next Generation of Color and Monochrome Technology by
Charlie Pesko, Managing Director of CAP Ventures, Inc.; and Life After
Standalone by Robert Sostilio, President of Sostilio & Associates
International, Inc., which offers insight into the slowdown in sales of black
& white copiers and how the independent dealer can recoup losses and
recapture after sales annuities.

Profit Opportunities
abound for the dealer who is willing to think outside
the box. There are a number of classes to choose from including: Keeping Up With
The Trends by David Bailey, Director of Business Development for DocuLex, Inc.,
which takes an in depth look at the latest trends in document imaging software
and Color Opportunities - Finding the Niche by Robert Shibata, Product Manager
of Solutions & Software for Oki Data, which will provide an overview of the
digital color printing market and where the profit centers are.

classes are designed to give the sales management of a dealership
the power to increase sales and efficiencies to grow the bottom line and succeed
against the competition. Classes include: How To Beat The BIG THREE by Wes
Phillips, CEO of Hunter Barth Advertising, which will provide useful insight on
how to leverage the weaknesses of your competitors to your moneymaking
advantage. Dealers can learn how to extend their supply selling opportunities
beyond CPC clicks in Selling Supplies In A CPC World and How In The #$%*! Did I
Lose That Sale? by Jeff Jehn, Vice President and Co-Owner of Waltz Business
Systems. This course teaches dealers how to create a selling atmosphere that
recognizes and side steps common selling mistakes.

classes are designed to teach owners and service department heads
about building service into an updated, highly profitable department. Classes
include: Modernizing Your Maintenance Agreement by J.J. Morrison, CEO and
Founder of Servco Management, Inc., which will show the service managers how to
stop losses and liability and turn your maintenance agreement into a true profit
center for a dealership. Ronelle Ingram, Service Director of FKM Copiers,
explores how to incorporate traditional Cost Per Copy maintenance agreements
with network administration coverage in her presentation, The Connected Copier
Maintenance Agreement; and Wes McArtor, President of BEI Services, Inc., sounds
off on how to save dealers hundreds of thousands of dollars with Getting More
From Your Techs - Super-Charging Your Tech Comp Model.

was designed with the technician in mind with classes that explore
fuser technology, fixes for HP and Lexmark printers and troubleshooting
networked printer problems. Tech Tips: Beyond the Manual For Color Laser
Printers, presented by Bill Donner & Ebben Joslin of Laser Pros
International, will discuss printer failures and print defects for color laser
printers not currently addressed within the service manuals.

more information on ITEX's educational offerings, take a look in the ITEX
brochure beginning on page XX of this issue or visit www.itexshow.com.

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