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ITEX Delivered the Future of Office Solutions

9 May, 2011 By: Sand Sinclair, ITEX Conference Director imageSource

ITEX Delivered the Future of Office Solutions

True to form, the annual ITEX National Expo & Conference, the largest trade
event serving the document solutions / imaging channel in North America,
addressed the current and future state of office solutions at its 2011 expo. In
its 11th year, ITEX has grown to become a mainstay for office dealers,
resellers, vendors, consultants, print management / managed services and IT
providers looking to find the latest office products and programs; solutions and
strategies; technologies and tactical methods to enhance their respective

Providers at the show found a candy store of credible solutions to toughen
their resolve in a still flat economy that is slowly showing signs of
rebounding. What were they looking for? Besides dealers networking with new
partners, vendors, associations and groups, they sought education tracks filled
with the newest  information on managed print solutions,  managed services and
information technology (IT), mobile technologies and evolving hybrid solutions,
new sales strategies and marketing methods including business use of social
networking and online marketing, green print & supplies initiatives, …anything
and everything to reposition their business models to result in higher revenue.

Fast Track

True to form, ITEX set itself apart with an impressive conference of six tracks
containing 35 top notch Power Hour education sessions that included topics on:
Anatomy of a Managed Document Output Environment; Increase MFP Sales by Not
Selling Them (Dealer Shared Tactics); Adding Network Services to a Traditional
Copier Dealership; Three Essentials to Protect Your Dealership from Outsiders
Who Want Your Business; Dealer Panel: Leaders Share Business Model Shifts
They’ve Made to Grow Revenues; Maximize Social Networking: How to Use Twitter
vs. Facebook to Market Your Business; and other credible including: Use a
Consultative Sales Process to Sell Against Your Competition; Advanced Deal
Crafting: Next Steps to Grow Revenue in Existing Accounts; and Profitability in
Managed Network Services & Entry to the “Cloud.” 

As companies face the challenge of maintaining profit levels it takes
committed providers to secure market share, engaging new prospects while
retaining existing customer business. With learning new strategies, adapting to
progressive technologies, adjusting to market demands while implementing best
practices, attendees at ITEX walked away with “essential tools” to gain the
advantage over competitors.

MPS Strategy Forum

For those providers wanting to deep dive into Managed Print Services in
order to power boost their profit margins, ITEX delivered exceptional
information from quality MPS experts and dealers in the channel. Noting that
launching or reinforcing a good MPS program requires commitment, training, and
credible ongoing education to assist in identifying and applying the best
resources to accelerate this initiative, the ITEX MPS forum delivered a thorough
and comprehensive agenda.

Sessions included: Implementing a Successful & Profitable MPS Program,
presented by S.P. Richards and COS Business Products; Selling MPS Under New FASB
Lease Accounting Rules, led by GE Capital; Closing & Managing Profitable MPS
Contracts, presented by ECi and Compass Solutions; The Future of Managed Print
Services, led by MPSA’s representative; Managing Cost & Profitability of MPS
Engagements-From Sales to Post Contract, presented by Supplies Network; Beyond
MPS: What Can You Offer Your Customers Next?, presented by DocuWare; The
Profitable Utilization of Software in MPS, from FMAudit; Understanding &
Executing the New MPS Benchmarks, from Pros Elite Group; Walking Down the
Correct MPS Path, presented by Parts Now!; MPS-The First 120 Days, from
PrintFleet; The Art of Creativity-What Does it Mean to Your Customer and You?,
from Printer Essentials; Driving MPS Success Through Visual Print Workflows &
Green Printing Solutions, presented by  EFI; and Understanding & Overcoming the
Challenges of Moving into the MPS Space-A Reseller’s Perspective, presented by
Strategic Print Solutions, Inc.

“MPS was certainly the theme of the conference. Whether resellers were
looking to start selling MPS are already selling MPS but need to differentiate
and grow the business, our message of using print management as the foundation
of successful MPS strategy was well received. MPS programs help customers lower
the cost of printing, while print management gives them the tools to manage
costs, reduce waste and increase security. From educational institutions and
hospitals to banks and law practices, the best long-term improvements and cost
savings come when they utilize the two in a comprehensive strategy to print
- Kimberly Meyers, Senior Director of Marketing, Equitrac.

Overall, more than a dozen well-planned and executed MPS sessions with “full
tilt” MPS information grabbed the attention of ITEX attendees for two full days,
indicated by the strong turnout to listen to the best experts in the business on
a variety of MPS topics, rounding out the full perspective of running a
profitable MPS business today. ITEX delivers essential MPS information and
remains an integral resource that providers can rely on to find the latest and
best methods to grow their business.

Pre-Conference Workshops

For those “early bird” attendees wanting immersion in set topics, they jump
started the day before the main event with two dedicated Pre-Conference
Workshops that addressed issues such: Transforming Your Business-Moving Beyond
Hybrid, led by Randy Dazo of InfoTrends and Tom Callinan and Ed Carroll and the
Strategy Development team, as well as a second workshop on: Enhancing Your
Service Operations-From Benchmarks to Proactive Service Dispatch, led by Jack
Duncan of U.S. Fleet Tracking; Jerry Newberry & Steve Rolla of Pros Elite Group,
and Jeff Way, of Digital Gateway, along with dealers who shared tactical case
studies. The presenters cited quality, C-level attendance to the workshops
indicating that next-generation strategies and differentiation in the market, as
well as enhancing service operations with new strategies, are key topics of

Technology Transformation

Kicking off the first morning of the general session, a complimentary
continental breakfast was served, soon followed by the supercharged keynote
session entitled: Innovation Impact - How Technology Will Transform Your
Business. The specially planned address was presented by Mike Stramaglio, CEO of
MWA Intelligence, and Todd Matsler, Director of Segment Marketing, Embedded &
Communication Group, Intel.  Attendees learned how mobile devices and more will
change their business operations for the better in this information age we live
in. As the industry is recognizing the significance of cutting edge technologies
that are changing the way business is done now and in the near future, the
technology topic was right on target. Attendees listened to how PDAs,
Smartphones, hand held devices and imbedded technologies will remotely “run
service, sales, and other departments” much more effectively and efficiently

Going All Out

On “Day 1” at the end of a busy afternoon, an opening night welcome reception
was held immediately after the show, intended for all of the show’s event
participants, providing an atmosphere for casual exchange between colleagues and
increased exposure for exhibitors and attendees to network. Hundreds showed up
to dine on complimentary appetizers, beverages, and specially prepared meals. 

“Our move to Washington, DC for the first time in the shows 11 year history,
gave exhibitors and attendees the opportunity to meet and network with
prospective new business partners,” said Beth Torrey, Event Director. “Well
attended conference sessions with exciting topics led by the industry’s best
experts led to a productive two and a half day event.”

Round Up

Concurrent events which took place during ITEX included the National Printer
Repair Networking Members Meeting, the IBPI Annual Dealer Meeting, and the
Managed Print Services Association (MPSA) Planning Meeting. This was the
inaugural appearance of the Managed Print Services Association (MPSA) at this
year’s event. The MPSA is the independent association dedicated to development
of managed print services (MPS) standards and industry guidelines, and uniting
the various segments of the MPS industry. The goals of the MPSA are a natural
fit with the objectives of the ITEX community, as Conference conversations
revealed throughout the show.

Joe Barganier, president of the MPSA revealed, “At our welcome reception and
in our booth, we had non-stop discussions with both corporate executives and
individuals who have a strong interest in participating in the MPS opportunity.”

Cashing In

Always exciting to watch someone “cash in” while at the show, ITEX offered the
added bonus of two $1000 cash giveaways to those dealers participating in game
card drawings from visiting and learning of new office technologies from
designated sponsors of the Great ITEX Giveaway. Participating sponsors included
BEI Services, DocuWare, ECi, EFI, Equitrac, Hogan Data, Ink Cycle, M-Files, NER
Data, Carolina Wholesale/OKI Printing Solutions, Plus, and Red Cheetah.

The two lucky recipients of cash awards were:

  • Ruben Acuna of Complete Image Systems
  • Erick Martinez of Copyroyal Capital

For the very first time, ITEX was co-located with the ON DEMAND Expo &
Conference and the info360 Conference & Expo, creating synergy that brought
together 20,000 industry professionals in the digital publishing, digital print,
enterprise information management and office technology & solutions industries.
Specifically, the events are produced and managed by Questex Media Group, LLC, a
global, diversified business-to-business integrated media and information
provider, headquartered in Massachusetts. For next year’s 2012 event, ITEX
rotates to the West Coast on March 14-15, 2012 at the Las Vegas Convention
Center; familiar turf for the expo that that has regularly showcased in the
glitzy city for years.  

ITEX has wrapped up another show and looks to support the channel and
marketplace with nearly a dozen years under its belt. It’s good to note that it
takes a long standing credible authority to consistently provide up to the
minute industry information to the transitioning provider, and ITEX keeps its
hands on the pulse of the market. Dealers, resellers, solutions providers,
vendors and VARs can look to ITEX for “in the trenches” information to apply
today…with needing to know where the future of office solutions is heading
tomorrow.  ITEX 2011 event delivered both.

Applause, Please

Once again, imageSource Magazine presented the 2011 Perfect Image Awards to
eight outstanding dealerships throughout North America that had categorically
proven to provide “best in class” office solutions. Entries for awards are
judged by the imageSource/ITEX Advisory Panel, industry peers who as members
consist of heads of dealer associations and dealer buying groups, key industry
consultants and analysts, vendors and others dedicated to the success of the
dealer channel. The 2011-2012 members include Randy Dazo, InfoTrends; Randy
Horshok, IPBI; Jim Phillips, Digital Gateway; Greg Schloemer, DocuWare
Corporation, Bob Shields, the CDA, Tom Callinan, Strategy Development, and
Ronelle Ingram, Steven Enterprises.

The following dealerships and their company’s executives
were presented 2011 Perfect Image Awards:

  1. Dealer of the Year – FloTech (CT) Leo Bonetti, CEO &
    Steve Therrien, COO

  2. Outstanding MPS Program – FlexPrint, Inc. (AZ) Corey
    Rivard, Vice President of Sales

  3. Best Implementation of Managed Services – Marco (MN)
    Trevor Akervik, Director, Managed Services

  4. Outstanding Sales Program – Cell Business Systems (CBE)
    CA  Terek Hafitz, President

  5. Outstanding Service Program – RJ Young (TN) Lindy
    Rickert, Director of Marketing

  6. Outstanding Marketing Campaign – EO Johnson (WI) Keith
    Fierek, Executive Sales Manager

  7. Outstanding Customer Service Program – Impact
    Networking (IL) James Cucco, Partner

  8. Outstanding Use of Website – Advance-The Document
    Specialists (MD) Ryan Branon, High Volume, Graphic Color /WF Manager

“We are extremely pleased with the well-deserved recognition that these
dealers receive from being a recipient of an imageSource Perfect Image Award,”
said Sand Sinclair, Editor, imageSource Magazine and ITEX Conference Director. 
“The fact is there are multiple dealers doing good business today, and those
that are recognized as being outstanding in creating valuable programs,
processes and services, is something to be highly acknowledged.”

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