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BTA Southeast Spring 2013 District Event

BTA Southeast will be hosting its annual Winter Break district event, open to BTA members and non-members from across the country, on Feb. 8-9, 2013, at the Rosen Centre Hotel in Orlando, Fla. This event will be a great setting to learn from industry leaders, gather new ideas and network with your peers.

The event will feature a keynote presentation by Martin Brodigan, chairman and CEO of Ricoh Americas Corp., five additional educational sessions presented by industry leaders providing insight and business strategies that can help any office technology dealership reach new heights, and a round-table discussion focused on "Alternative Revenues." In addition, there will be time to visit with 30-plus exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter on-site for a chance to win a $500 American Express gift card and be entered into the BTA District Event Sweepstakes.

To wrap up the event, attendees will enjoy dinner and entertainment at Sleuths Mystery Dinner Shows.

(Registration includes Friday and Saturday education sessions and round-table discussion, Friday welcoming reception, and Saturday breakfast and lunch.)

Dealer Registration with Dinner Theater Ticket:
BTA Member: $199
Additional attendee from the same company: $159
Non-member: $249

Dealer Registration without Dinner Theater Ticket:
BTA Member: $169
Additional attendee from the same company: $129
Non-member: $219

Vendor Registration (does not include Dinner Theater Ticket):
BTA Member: $500
Non-member: $750

*Kyocera/Copystar and Toshiba dealers may use co-op funds for BTA district event registration.
(Kyocera/Copystar dealers: 100% reimbursement for single-line dealers; 50% reimbursement for multi-line dealers.)

Click here to register for Winter Break.

Schedule of Events:

Friday, Feb. 8

Winter Break will begin at 1 p.m., with opening comments and a keynote presentation by Martin Brodigan, chairman and CEO of Ricoh Americas Corp. Two educational sessions will follow, with time for breaks to visit exhibitor tables.

A welcoming reception will be held from 5:30 until 7:30 p.m., giving attendees time to network with peers and visit with exhibiting sponsors.

Saturday, Feb. 9

Breakfast will begin at 7:30 a.m., followed by two educational sessions and lunch. After lunch, a round-table discussion will be held, followed by the final educational session, closing comments and prize drawings. Breaks will be held during the day to give attendees time to network with peers and exhibiting sponsors.

On Saturday evening, attendees will enjoy dinner and entertainment at Sleuths Mystery Dinner Shows.

Keynote Address:
Services-Led, Technology-Enabled: The Road Ahead
Martin Brodigan, chairman & CEO, Ricoh Americas Corp.

Conventional wisdom is right: Services play an increasingly important role in dealers' profitability. But how do dealers embrace the services evolution as a growth strategy instead of a requirement for survival? As the business environment continues to change and evolve with rapid technology shifts, increasing employee mobility, new generational work styles and exploding information volumes, how can a dealer best support today's customer challenges? With more than 20 years in the office technology industry, Brodigan will offer his views on how dealers can thrive in today's market and position themselves to capture tomorrow's opportunities.

Brodigan, chairman and CEO of Ricoh Americas Corp., also serves as corporate senior advisor for Ricoh Co. Ltd. of Tokyo, Ricoh Americas Corp.'s parent company. Most recently, he served as executive vice president and COO, overseeing all sales and service channels in the United States, Canada and Latin America. Brodigan has held several leadership positions throughout his 21-year tenure with Ricoh, including executive vice president and CFO of Ricoh Americas Corp. and as president and CEO of Ricoh U.S. In addition, he served at Ricoh Canada, first as senior vice president of finance and administration, and then as president and CEO from 2000 to 2007. From 2005 to 2007, he was co-assigned as vice president of alliances for the Global Services Business Center, Ricoh Co. Ltd. Brodigan previously worked for Gestetner Plc and KPMG in London, England.

Educational Sessions:
Why Is Service Quality So Difficult to Manage?
John Hamilton, president, Service Strategies Corp.

This session will compare and contrast the differences between manufactured products (MFPs, printers, toner cartridges, etc.) and service products (preventative maintenance, repair, equipment use training, etc.). Because service products are, by their nature, uniquely and instantaneously created and then consumed, they cannot be stored. This is a critical component to consider in the management of field service operations. Having a clear understanding of the complexities involved in service delivery will enable organizations to better manage quality and, more importantly, the customer experience. Hamilton will also examine various techniques, such as the NPS (Net Promoter Score) and others, to measure customer satisfaction and then review industry standards programs that help to ensure world-class levels of service quality.

Hamilton, president of Service Strategies Corp., has more than 30 years of service industry experience. He oversees a growing international team of employees, consultants and partners that advance service excellence for quality-minded organizations through industry-standard certification, advising services and training programs. Hamilton has a well-rounded background from managing engineering, quality control and training organizations. He is a frequent speaker at service and support conferences worldwide. Prior to founding Service Strategies, he was global director for technical support at EDS, Unigraphics, a provider of CAD/CAM and PLM systems.
MPS Operational Excellence — The Key to MPS Profitability
Doug Johnson, senior vice president, Supplies Network

Having a successful MPS business model means more than just successful selling. How you manage the multitude of operational competencies required in an MPS model often spells the difference between a 10-percent net profit and a 10-percent net loss. And, as the market continues to get more competitive, to survive and thrive in the MPS space requires even more focus on operational details and efficiencies for success. This session will review the operational ecosystem for MPS, identify key success factors and show you how to build out a world-class MPS operations function to optimize your financial success in the MPS market.

With more than 30 years of industry experience, Johnson was with Hewlett-Packard (HP) for 20 years, serving as senior vice president of worldwide marketing for HP's Imaging and Printing Group (IPG), and as vice president and general manager for HP's Supplies Imaging Division. He later joined Print Inc. as a startup in 2001, pioneering many MPS operational practices. Johnson served as senior vice president and COO of Print Inc., and president of its subsidiary, PrintValue Solutions Inc. In 2006, Print Inc. was sold to Pitney Bowes. After leaving Print Inc., Johnson had a three-year engagement as an MPS consultant, founding RedSage Consulting and RedSage Partners. In 2010, he joined Supplies Network, where he currently serves as senior vice president.
Adapting Leadership to Capitalize with Managed Services
Milton Bartley, president & CEO, ImageQuest

The rush to a managed services-led model is changing the landscape of the office technology industry faster than predicted. Coupled with a new generation of sales professionals, the challenges facing sales leadership today are even bigger than they were with the analog-to-digital transition. Adapting your sales leadership and methods to better manage these industry-shifting opportunities will determine how quickly and effectively you can capitalize with managed IT services. In this session, Bartley will share three specific strategies that have helped him transform his company from an office technology dealership to a services-led technology management firm.

A managed IT and managed cloud specialist, Bartley has more than 17 years of industry experience. After serving six years in the U.S. Army, he began his career in the office technology industry in sales and quickly grew into various leadership positions at OfficeWare in Louisville, Ky. In January 2004, Bartley joined Lanier Worldwide as director of dealer operations — a position he held until May 2007, when he left to form ImageQuest. As president and CEO of ImageQuest, Bartley oversees a highly skilled team of technology professionals. His commitment to unmatched customer service paired with his expertise in managed cloud technologies has earned the company a stellar reputation and continued growth. He remains in high demand as an industry leader and insightful speaker on managed cloud and managed IT services.
You Be the Judge: How Would You Resolve These Challenging Human Resources Issues?
Sally Brause, director of human resources consulting, GreatAmerica Financial Services

As a leader, you are faced with a variety of human resources issues in the workplace. These range from internal employee disputes to underperforming sales reps to excessive tardiness. It is difficult to know how to handle many of these situations and whether regulations exist to guide your decisions. In this session, Brause will use case studies and interactive discussion to address some of the challenges you may face with your employees.

Brause is the director of human resources consulting for PathShare HR Services, a GreatAmerica offering. Her areas of expertise are attracting, motivating and developing top talent. She has been sharing this expertise with office technology dealers during the past five years. She is certified as a Senior Professional in Human Resources (SPHR) and has been certified as a Compensation Professional through World at Work. Brause has a master’s degree in organizational leadership and participated in the Wharton School of Business’ Leading Organizational Change program.
Parlaying MPS & Mobility
Greg Walters, president, Managed Print Services Association (MPSA) and Walters & Shutwell, & Jennifer Shutwell, CEO, Walters & Shutwell

Today's business is fast paced, with technology accelerating up the curve as Moore's Law predicted. Now, time barely exists and many are talking about (regarding technology strategy) being on the "second half of the chess board" — a reference to the point where an exponentially growing factor begins to have a significant economic impact on an organization's overall business strategy. Walters and Shutwell will present thought-provoking facts to stimulate ideas about what your dealership can do to capitalize during the most transformative era in business history. Are you ready for the future and seeing signs indicating it is time for something new? This session will explore, through the lens of mobility, communications and transformation: how mobility creates chaos and how that spells opportunity; mobility’s impact on copier/MFPs and print as documents move from paper to screens; and cloud services and their effect on workforce transformation, documents, toner, workflows and application requirements.

Walters, senior correspondent for the Business Transformation Center, is president of the Managed Print Services Association (MPSA) and Walters & Shutwell, a mobility, communications and transformation consultancy. During an IT sales and services career that has spanned a quarter century, he helped turn a large West Coast VAR's struggling managed print services practice into a highly profitable business. A prolific writer and frequent speaker at industry events, Walters considers himself a "Contrarian Technologist" — someone with a unique and provocative view of technology and how to sell it in the 21st century.

Shutwell, CEO of Walters & Shutwell, has nearly 20 years inside the document services industry. Her experience includes successful selling with dealerships and OEM direct operations, including IKON Office Solutions, Hewlett-Packard, Konica Minolta Business Solutions and Canon Business Solutions. Most recently she served as a senior consultant with Photizo Group prior to starting Walters & Shutwell. Shutwell is known for her insights and recommendations with complex business environments.

Round-Table Discussion:
Alternative Revenues
Facilitated by the BTA Southeast leadership team

In this round-table discussion, focused on "alternative revenues," attendees will be able to ask questions, share ideas and receive feedback from other attendees. Members of the BTA Southeast dealer volunteer leadership team will lead the discussion.

Legal Consultation:
BTA General Counsel Bob Goldberg will be available during the event to provide free legal consultations to BTA members.

Goldberg has more than 30 years of industry experience. He provides members with no-fee advice and guidance on a diverse range of topics, including dealer/manufacturer disputes, dealer contracts, employment matters, industry documentation, legislative issues, sales tax matters, fraudulent telemarketing, business valuation and general industry and business issues as they affect dealers and resellers. He can evaluate legal needs, provide advice and guidance, review and analyze reseller contracts and serve as a third party to help resolve business disputes without costly and protracted litigation.

(Registration includes Friday and Saturday educational sessions and round-table discussion, Friday welcoming reception, and Saturday breakfast and lunch.)

Dealer Registration with Dinner Theater Ticket:
BTA Member: $199
Additional attendee from the same company: $159
Non-member: $249

Dealer Registration without Dinner Theater Ticket:
BTA Member: $169
Additional attendee from the same company: $129
Non-member: $219

Vendor Registration (does not include Dinner Theater Ticket):
BTA Member: $500
Non-member: $750

*Kyocera/Copystar and Toshiba dealers may use co-op funds for BTA district event registration.
(Kyocera/Copystar dealers: 100% reimbursement for single-line dealers; 50% reimbursement for multi-line dealers.)

Hotel Information:

Rosen Centre Hotel
9840 International Drive
Orlando, FL 32819
Room Rate: $149 per night, single or double
For reservations, call: (800) 204-7234 and ask for the group rate for "Business Technology Association - 2013 BTA Southeast Conference" (The Rosen Centre Hotel is sold out Friday, Feb. 8. When you call the Rosen Centre at this number, reference that BTA has secured a room block at the nearby Rosen Shingle Creek, where the $149 rate is being honored. The reservation agent can make you a reservation at the Shingle Creek.
A free shuttle will be offered to and from Rosen Centre for those attendees staying Rosen Shingle Creek.)

Front Runner: Feb. 6-8, 2013
Attendees receive free registration to Winter Break.

Visit for more information or to register.

Click here to register for Winter Break.
Winter Break Sponsors:
Click a logo to visit the sponsor's website.
Feb. 8-9 Breaks Sponsor

Feb. 9 Breakfast Sponsor
Feb. 9 Lunch Sponsor

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