Education is Around Every Corner at ITEX 20059 Nov, 2004 By: Editorial Staff imageSource
Education is Around Every Corner at ITEX 2005
Educating and improving dealers is what the ITEX tradeshow is all about. And
there is no organization better suited to provide those in the industry insight
and instruction than the Business Technology Association. For the first time in
ITEX’s history, the BTA will be the education sponsor for the annual event and
will conduct classes as well.
Among the education being offered by the respected 75-year-old organization
during the February 2-4 show in Las Vegas will be a panel discussion focusing on
price competition, employee retention and customer loyalty. Three dealers will
discuss how they have been able to get a handle on these key concerns and they
will provide usable ideas for taking control of these issues in your dealership.
In addition, the BTA’s Robert Goldberg will hold classes on dealer agreements
and legal issues that dealers are now facing. The Business Technology
Association Legal Hotline fields thousands of dealer issues each year, giving
the organization an extreme amount of knowledge on the common legal issues.
Learn from the experiences of others and find out all you need to know about the
HIPAA and Sarbanes-Oxley legislation that could directly affect you.
The BTA classes, however, just scratch the educational surface for the
upcoming ITEX 2005 show. Jerry Newberry, the director of service operations for
$875 million dealer giant Global Imaging Systems, will show you how to resolve
specific service operational deficiencies, including the service benchmarks and
operational efficiencies that Global monitors.
John Hey, co-owner of Strategic Business Associates, a firm that specializes
in consulting copier/printer dealers, will discuss the strategic model. The
"model", the copier industry’s benchmarking tool, was developed over 15 years
ago when the world was analog. Yet, in the digital world, it still guides
hundreds of dealers to increased growth and profitability. Hey will review the
strategic model and see how it applies to the world of color, digital, software,
Terrill Klett, Darrell Amy and Joel Mazza will take dealers into the 21st
century and enter the solutions realm. Klett, author of "Selling Office Products
Successfully" and Amy, president of Dealer Marketing Systems, will join forces
to teach dealers how to enter the solutions business. They will offer strategies
to accelerate the transition, avoid mistakes, and shorten the solutions sales
Mazza, InfoTrends/CAP Ventures’ associate director, will give an overview of
manufacturer and third party solutions and supporting services. It will also
offer the answers to the important questions: What is a document workflow
assessment and why is it valuable? There will also be a review of end user
research relative to expectations, interests and willingness to spend and an
overview of total revenue opportunity in the U.S. through 2008. Finally, there
will be a step-by-step recommendation for structuring your business model and
service offerings and how to leverage your existing technology and vendor
It’s easy to assume that all of you are looking for more color printer and MFP
business. Mike Beard, director of sales for Objectif Lune, discusses how to do
it. Beard will explain during his course that when talking to your customers
about color printers, don’t just focus on front office applications such as
printing PowerPoints, look into the back office to migrate transactional
documents, such as invoice printing, to high speed PostScript color MFPs. Show
your customers how they can turn their outbound communications into targeted,
personalized advertising vehicles, which generate additional sales. Learn how to
uncover these applications, sell the value of the document, the questions to ask
and how to close the deal.
Sales and Service
Sales and service is what makes your business go. Industry Analysts’ President
Lou Slawetsky will conduct courses on ensuring your dealership has a strong
service business model and creating a sales commission strategy based on copies
During the "The Service Business Model" class, Slawetsky will discuss how you
can refocus strategies on the most significant portion of your profit-generating
engine—service revenues. These revenues typically carry the highest gross margin
of all imaging systems activities. Slawetsky will teach you how to identify
service revenue and margin opportunities beyond the traditional "break and fix"
contracts. These opportunities will have an immediate effect on your bottom
line, and, at the same time, help you forge a partnership with your clients to
ensure the continuation of those revenue flows.
In his course, "The Case for Paged Based Compensation: A New Commission
Strategy," Slawetsky will discuss the buzz around the industry surrounding
paying salespeople by the click. This program outlines a flexible and adjustable
sales compensation model in part based on the copies sold, not just the box.
This is done to encourage more volume sales, the acquisition of new clicks and
to improve the management of the after sale variables.
In addition, learn how to interpret the manufacturer's warranty fine print to
be able to maximize your warranty reimbursement from Ronelle Ingram, service
director for FKM Copiers.
Again, these courses just scratch the surface of the most anticipated ITEX
show to date. In addition to the classes, there will be technology exhibits
featuring tech tours and the new "Solutions Simulator," which will allow
attendees to interact with the latest applications infiltrating the industry.
Dealer Business Forum
How do you increase profitability in a rapidly changing office equipment
Senior executives Richard Norton, president of DocuTrends; Lou Slawetsky,
president of Industry Analysts, Inc.; and Bob Sostilio, president of Sostilio &
Associates International, will answer that question during a one-day Dealer
Business Forum. The trio of industry experts from some of the premier market
research firms in the U.S. will use their experience in the business to teach
you how to successfully transition your business in the changing industry and
will provide tips on how to use shifts in the marketplace to the benefit of your
Some of the most important companies in the business use the ITEX tradeshow as
an opportunity to hold their annual user group meetings, board meetings or
membership meetings, allowing you to maximize your business opportunities while
at the show. Some of the organizations that have signed on with ITEX include:
- OMD Owners Seminar- OMD systems owners and senior management will learn
about the reporting and administrative capabilities that exist within their
current OMD Vision System.
- EFI/ADS User Group- Attendees will learn about the latest developments
in the ADS system and participate in new feature development discussions.
- e-Automate User Group- This meeting will provide ideas on how to better
use the product and input on the design of future versions.
- Falcon Technology User Group- Falcon will be Launching its newest
version of "Soaring," its sales force management program.
- IBPI Dealer Meeting- IBPI is the largest buying group in the industry.
- BPCA Dealer Meeting- The BPCA’s current member ship is 31 dealers and