ITEX 2007 - Power Hours - Featured Education Tracks12 Jan, 2007 By: Editorial Staff imageSource
ITEX 2007 - Power Hours - Featured Education Tracks
The 2007 ITEX Convention
will be the backdrop for providing the most up to date and focused education in
six tracks that are designed to specifically teach document imaging providers
how to leverage the best document solutions. The tracks are led by industry
experts who will empower dealers with the knowledge needed to advance their
business to profitable new levels. Take advantage of the education and learn how
to evaluate your company’s needs in 2007, and then implement them! For the
dealer who is good but wants to be better, read on!
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Track One: Success…It Starts with Understanding the Customer’s
It’s ironic that despite advances in the digital age, companies are
producing more documents than ever before. We are far enough into the digital
age to officially debunk the myth of the totally paperless office. According to
industry research, some companies spend as much as 10% of revenue on document
production, management and distribution. The figure varies widely, but it’s a
significant outlay. With the surging tide of documents being produced—1.84
trillion in 2006, up from 1.49 in 2002, according to IDC—there is a money drain
that few companies can get a handle on. This track is designed to discuss how
to evaluate a company’s entire document workflow and identify areas where costs
can be reduced, processes simplified and productivity improved.
Track Two: From Equipment Service to Professional Services…Making the
When product-oriented companies first hear the call of professional
services, the call may indeed sound very sweet. The potential for new revenue
streams is seductive. The hope of high margins is uplifting. And the benefit of
greater customer account control is a soothing concept for nervous executives.
But to successfully make the transition from break/fix service to a full
portfolio of equipment and professional services, office equipment dealers must
set clear parameters for the organization. If these parameters are not
established at inception, the success of the new professional services business
unit can be grossly inhibited. This track discusses the mission, the strategic
objectives, the guiding principles of operation, and the financial business
model (or level of performance) in transitioning to a full suite of service
offerings, setting professional services parameters for your organization.
Track Three: A New Kind of Marketing…a New Kind of Selling
With an array of innovative software and new features embedded in today’s
multi-function products, the level of functionality and sophistication continues
to grow, as does the complexity of implementation in the customer environment.
Customers are becoming increasingly knowledgeable, sophisticated and demanding
and want solutions geared to their unique workflow and requirements. Your
solutions strategy, portfolio and sales process must be geared to deliver
specific offerings and value propositions to meet those needs. Whether it is
the USA PATRIOT Act, Bates Stamping, or HIPAA, you must demonstrate in-depth
knowledge of key issues that can dramatically impact an organization's
information workflow. This track will discuss solutions marketing and solutions
selling approaches that will transform you from an equipment provider to a
business partner. No longer will customers ask "What can your products do?"
Instead, it will be "How can you help me solve my business problems?" This track
offers valuable insight into making that transition.
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