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Independent Dealers Make a Statement About 2,000+ Attendee Turnout at ITEX 2004

19 Mar, 2004 By: Alicia Ellis imageSource

Independent Dealers Make a Statement About 2,000+ Attendee Turnout at ITEX 2004

one changes something, often the ramifications of the change are not apparent
immediately, but are only evident over time. For Imaging Network, the changes
that they made for the fourth annual ITEX show were evident from the moment the
show started and continued throughout the three day event with a renewed
dedication to the independent dealer and a fresh, bold view of the industry and
its needs.

than 120 exhibitors and 2,000 attendees piled into the Las Vegas Convention
Center on February 4 – 6 for three days of networking, learning and excitement
all rolled into one not-to-be-missed event. Show statistics indicate that eighty
percent of attendees were in some way responsible for influencing the purchases
of a company with more than half of the 80 percent indicating that they were the
final decision makers.

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put everything we had into making this show a huge success,” said Marc Spring,
president of Imaging Network and ITEX show founder. “Our efforts have proven our
commitment to the industry and our dedication to the dealer channel. We already
have commitments for the majority of exhibitors for the 2005 show and are
predicting record attendance at next year’s event.”

Attendees and exhibitors alike were treated to a show that for many, reminded
them of the old NOMDA show days with an exhibition hall that was abuzz with the
latest ideas in products, software and technologies for dealers. According to
Randy Horshok, Executive Director of IBPI, the ITEX show was, “the best bang for
the buck we’ve had in a long time.” Sharing similar sentiments, Jenna Geraghty,
Marketing Manager of Depot America called ITEX, “the most promising tradeshow
for the future of the imaging industry.”

Education Abounds

From the full-day dealer business forum to the power-hour seminars, ITEX
educational offerings held something for every attendee. Kicking off the show
was a well attended, full day dealer business forum given by industry analysts
Richard Norton, Bob Sostilio and Lou Slawetsky. The trio broke the forum into
five sessions that sought to analyze the state of the office equipment industry
and teach dealers about existing and developing trends.

total of 33 Power Hour seminars were held both in classrooms and on the show
floor. The most well-attended power hour, Selling Supplies in a CPC World, had
almost 250 attendees and was just the tip of the lineup of very successful
presentations on business, new technologies, sales techniques and
service/technical tips.

Teasley’s S.A.L.E.S. Success - The Logical Approach brought must praise from
attendees. “This course is really something I can share with our managers &
sales reps,” said Terry Matalone, Sales Administrative Manager of Panasonic
Digital Document Company. “Tim is a good speaker with no fluff and a common
sense approach to sales,” said Steve Jiran, Vice President of Sales & Marketing

time presenter Jay Wallus received kudos for his class entitled Building Your
Dealership Through Networking. “This topic was excellent as was the speaker,”
said Tom Skire, Vice President of Northeast Business Systems. “These are the
types of sessions that have ‘take home’ application value.”

Exhibition Excellence

Focusing on solutions, service and new technologies, this year’s ITEX show went
far beyond the traditional supplies exhibitors who continue to be the backbone
of the ITEX show. Always wanting to give more to dealers, this year's show dared
to delve into new territory with more than twenty technology companies
exhibiting the latest products and software designed to improve and extend a
dealer’s business.

gave me a chance to move from just being a guy that fixes printers, to being a
dealer of new equipment for a major manufacturer—just based on the contacts I
made at ITEX,” said attendee Christopher Carson.

manufacturers and distributors including Oki Data, Electronics for Imaging, Tech
Data, Parts NOW!, Toner Charge, Katun, Xerox and Samsung were exhibiting at the
show with representatives from Hewlett-Packard, Panasonic and other big name
companies scoping out the show’s offerings.

According to attendee Paul Mitrano, the ITEX show offered “tremendous value and
an extremely productive use of my time.”

learned more at ITEX in two days about how our industry works than I learned the
six months prior working hard at my desk,” said Tim Blagden, Sales Manager for
Reliable Technologies.

Exploring all opportunities for dealers, ITEX's exhibitors included niche market
companies like PHSI Pure Water Technology and Memory Experts. Craig Story from
PHSI had two words to describe ITEX 2004, "Great Show!" he said. Story went on
to say that, “if they [attendees] didn't make ITEX 2004 then they missed out on
a spectacular opportunity and that they better not miss out on ITEX 2005 or they
might as well plan on being Neanderthals because they are going to be left
behind.” Memory Experts echoed Story's sentiments stating that they received
great new leads at the same time as being able to maintain ongoing relationships
with existing clients.

Technology companies included software manufacturers for document management,
cost tracking and sales training. Ronelle Ingram hosted three technology tours
per day for attendees. The technology tours presented an opportunity for ITEX
attendees to be escorted to several booths that were featuring high tech,
innovative products. Each technology tour participant viewed six customized
five-minute presentations, delivered by the technology company’s senior sales
and management staff at their trade show booth.

According to Kevin Whiteman of Digitex Corporation, “ITEX is one of the most
versatile shows I have been to yet. Great vendors! Great speakers!”

Announcements and Introductions

Many exhibitors used the ITEX show as a platform for news and product
announcements. Companies including Oki Data, International Business Products
Inc., and OMD incorporated their own business meetings into the show’s schedule.
Below are just a few of the major announcements and products showcased during
the event:

  • Electronics for Imaging (EFI) announced that they had agreed to acquire ADS
    Communications, Inc., a leading provider of service automation software for
    the office equipment industry. EFI also showcased its latest line of printing
    solutions designed to increase revenue, reduce costs and increase efficiency
    for dealers.

  • At
    its annual meeting, held during ITEX 2004, the International Business Products
    Inc. (IBPI) installed Bob Gobin, of Gobin’s Inc. and Hunter McCarty of RJ
    Young Co., to the IBPI Board by popular vote among the 182 member dealers. In
    addition, Ted Rosch of ForeFront Document Technology was elected

  • Parts NOW! gave dealers a look at its latest book entitled, Intro to
    Monochrome Printer Repair, which is designed to teach the basics of monochrome
    laser printer repair.

  • OMD
    showcased its Bar Code Scanning Solution which utilizes the latest in bar code
    technology to provide OMD users with a more efficient method for controlling
    all aspects of their inventory.

  • PHSI Pure Water Technology introduced its Generation 3 point-of-use drinking
    water system.

  • Smart Power Systems introduced the DPC9000 next generation digital power

  • Samsung spotlighted its new SCX-5115 multifunction product (MFP) that offers
    digital copying, laser printing and full-color scanning capabilities at up to
    16 pages-per-minute (ppm).

  • CPI
    System showed off their new CPI 300 series of compact credit card reader
    systems for copy machines.

  • Xerox unveiled its newly released Phaser 8400, the first office color printer
    derived from a new solid ink technology platform that runs at 24 ppm in color
    or black-and-white, for less than $1,000.

ITEX 2005

We’re already looking forward to next year’s show which will be held, once
again, at the Las Vegas Convention Center on February 2 – 4, 2005. Mark the date
on your calendars because you’re not going to want to miss the event for the

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