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Building My Business Webinar Series
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Designed to help dealers improve the management of their companies, take full advantage of market opportunities and, ultimately, improve the bottom line.

Length: One hour
Cost: Free to BTA members

Click here to view past webinar PowerPoint presentations.

The following webinars have been scheduled:

November 2017
'My Friend' Has This HR/Employment Issue …
4 p.m. Eastern, Thursday, Nov. 16

Presented by Sally Brause, director of human resources consulting, GreatAmerica Financial Services Corp., and Bob Goldberg, general counsel, Business Technology Association (BTA)

Surely you have never experienced any issues with potential candidates, employees or ex-employees, but you have heard horror stories from a "friend" in the business, right? Prior to this webinar, you will have the opportunity to submit those questions (for your "friend"), and tap into the experience and knowledge of industry experts on employment and human resources concerns. Whether your question is related to hiring, interviewing, compensation matters, non-competes, reference checks or disciplinary measures, Brause and Goldberg will share best practices to help guide you in the right direction. These can be sticky or, at best, unclear subjects to navigate on your own (or, should we say, for your "friend" to navigate on his [or her] own). Take advantage of these HR and employment experts.

Brause leads GreatAmerica Financial Services Corp.'s hiring and training offering, PathShare® HR Services. Her areas of expertise are attracting, motivating and developing top talent. Brause has been sharing this expertise with office technology dealers during the past several 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.

Goldberg has more than 37 years of industry experience. Upon graduation from law school in 1973, he joined the Antitrust Division of the Illinois Attorney General's Office. Goldberg's government career continued with the Federal Trade Commission until 1977, when he transitioned to private practice. He was a partner with the firm of Freeman, Atkins & Coleman, where he specialized in antitrust and trade regulation matters. Goldberg then joined the law firm Schoenberg Finkel Newman & Rosenberg LLC, and was a partner with the firm from 1984 to 2008. In 2008, he became of counsel to the firm, continuing to collaborate and mentor with the firm's attorneys and staff. Today, he provides BTA members with no-fee advice and guidance on a diverse range of topics.

Click here to register for the November webinar.


December 2017
Service Profitability: Where Does it Begin?
4 p.m. Eastern, Thursday, Dec. 14

Presented by Jack Duncan, owner, Jack Duncan Consulting

There are many ways to increase service profitability from the top down — cutting manpower, parts budgets, etc. But where does profitability really begin? While marketplace pressure may have an effect on service pricing, the service department must be heavily engaged in cost containment to ensure profitability. In actuality and aside from the revenue aspect, profits begin at the machine level and are ultimately controlled by the technician's ability to properly diagnose issues and resolve them on the first service call while also performing any necessary maintenance at the same time. In this webinar, Duncan will share his insight and advice with dealers seeking to increase their service profitability.

After returning from the Vietnam War, Duncan began his office technology career as service manager at Tri State Copy Systems in Kansas City, Missouri. After several years there, he joined the team at Modern Business Systems, where he rose to the position of service manager for the Kansas City branch. Duncan then spent five years with Ricoh as a senior regional technical manager, and 14 years as director of service and vice president of service at City Business Machines in Little Rock, Arkansas. In 1999, he moved to Dallas, Texas, to work for ASI Business Solutions, where he helped set up and implement OMD, as well as many departmental policies and procedures while on his way to becoming vice president of service. In 2004, Duncan founded his own consulting business, Jack Duncan Consulting (JDC), where he built and taught Service Managers University. He also developed the interface between e-automate and US Fleet Tracking's GPS program. In 2014, Duncan became vice president of service at Standley Systems with the goal of moving its service department from good to elite. With that goal accomplished, he joined BEI Services to become director of the REACH Leadership Academy. After a year at BEI Services, Duncan reopened JDC to consult, continue the REACH courses and create Virtual Service Coach — a program designed for smaller dealerships that currently do not have a service manager or that have management in place, but desire coaching to achieve greatness.

Click here to register for the December webinar.


January 2018
The Great Industry Reboot
4 p.m. Eastern, Thursday, Jan. 25

Presented by Randy Dazo, group director of office technology services, Keypoint Intelligence-InfoTrends

The office technology industry has gone through significant transformation over the years, moving from analog to digital, to solutions and services. At the same time, our industry has been able to overcome significant changes and challenges from forces within and some that have been out of our control. That said, over the last few years we have seen almost every manufacturer in our industry go through some significant shifts and transformations. HP’s split and its pending acquisition of Samsung and focus on A3, and Xerox’s split and its renewed focus on technology with its broadest announcement of products and the acquisition of Lexmark, which has shifted its focus primarily on hardware and selling its solutions business — are just some of the big changes we have seen. Keypoint Intelligence has embarked on a study that will look at each manufacturer’s new strategies and will be talking senior management in these organizations to understand how their new strategies will impact the market. Additionally, Keypoint Intelligence will be conducting a survey to see how and if these new strategies will impact channel businesses or their decisions to partner or part with suppliers in the future. This webinar will review the results from this research — both the manufacturer interviews, as well as the channel's views.

Dazo is the group director for InfoTrends' office technology services and BLI's office editorial and analyst team. These teams works on the insights, reporting and analysis for the hardware, supplies, solutions, services and verticals markets for both InfoTrends and BLI office group offerings. With more than 25 years of experience in the IT and office technology industry, Dazo leads InfoTrends' and BLI's continuous information service practices in the office technology area on a global basis. Prior to joining InfoTrends, he held senior positions at Ricoh, Sharp, Net2Phone, Minolta and Canon in various roles of product and channel marketing, sales, training, service and professional services and solutions. Dazo holds a bachelor's degree in economics with a minor in technology from State University of New York at Stony Brook.

Click here to register for the January webinar.


Februrary 2018
The Five Keys to a Sales Force Turnaround
4 p.m. Eastern, Wednesday, Feb. 7

Presented by Troy Harrison, professional sales trainer & consultant, Troy Harrison & Associates

Do you need to turn your sales force's performance around or build a top-performing sales team? It can be more difficult and complicated now than ever. With the advent of the Internet and social media, there are more variables in selling than ever — and even more variables in managing a sales force. In this webinar, Harrison draws on his 25-plus years of success in executing sales turnarounds to distill what could be a complicated process down to a simple, five-step program. Whether you need to perform a turnaround or just fine-tune, this webinar will give you hard takeaway steps to grow your business. Topics covered include: assessing your current sales team; finding your Freds — the customers you will build your business around; finding the right salespeople; what you need to know to train your salespeople; and the right leadership.

Harrison is the author of "Sell Like You Mean It!" and "The Pocket Sales Manager," and is a speaker, consultant and sales navigator. He helps companies build more profitable and productive sales forces.


Click here to register for the February webinar.

Approximately one week prior to the webinar, pre-registrants will receive an email providing them with the steps to complete their registration with BTA's webinar service provider, GoToWebinar. This will provide an Internet link for the webinar and the appropriate phone number to call. The only expense to the BTA member participant will be telephone charges based on the participant's long distance plan. If you use VoIP, there is no charge.

Watch this page for additional "Building My Business" webinars, to be announced as they are scheduled.

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