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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:

May 2017
Successful Selling in Today's Landscape
4 p.m. Eastern, Thursday, May 25

Presented by Melissa D. Whitaker, founder & CEO, Melissa Whitaker International LLC

The selling landscape has been forever changed by rapid technology development. Sales professionals are going to have to adapt to survive. They need to develop the skills to provide relevant insights and value during the conversation. In this session, Whitaker will discuss the six biggest challenges salespeople are facing in today's landscape and the specific solutions for overcoming them.

Whitaker is a sales and management expert, business consultant and published international best-selling author who helps executives and their teams achieve alignment and drive profitable sales. After 19-plus years of proven sales and management results with leading organizations — Impact Networking, Toshiba America Business Solutions & Chicago Office Technology Group (COTG/GISX/XEROX) — she founded Melissa Whitaker International (MWI). Prior to founding MWI, Whitaker was the director of professional development and managed print services for a $40-million technology company. Before that, she was a global relationship manager and business analyst for a $54.3-billion international organization. Whitaker helped 55 different companies gain market share within their respective industries by focusing on identifying and developing business opportunities with enterprise-wide cost-reduction strategies.

Click here to register for the May webinar.


June 2017
Overcoming the Fear of Business Planning by Using the Business Model Canvas
4 p.m. Eastern, Wednesday, June 21

Presented by Harry Hecht, inspirational growth coach

Writing a business plan for your businesses can be daunting, but a new form of business planning, the Business Model Canvas (BMC), makes the process easier. In this webinar, Hecht will explain the BMC, a one-page document that allows you to test and validate the key parts of your business in a manageable format. He will also offer tips on the use of BMC to develop a full business plan should you need one in the future.

Hecht, an inspirational growth coach, has more than 34 years of business technology/business imaging industry sales/marketing and finance experience. His extensive business experience includes a 22-year distinguished career as vice president of U.S. dealer sales for Konica Minolta Business Solutions and five years as vice president and general manager for Global Imaging Systems, a Xerox Company. Hecht, a member of MPSA, has been actively involved for more than 12 years in the development, creation, implementation and growth of managed print services programs throughout the independent dealer channel.

Click here to register for the June webinar.


July 2017
Identifying & Closing Gaps in Your MPS Consumables Cost Envelope
4 p.m. Eastern, Thursday, July 20

Presented by Doug Johnson, chief strategy officer, LMI Solutions

Typically, around two-thirds of your MPS business costs are consumables. Often, these costs are managed primarily through consumables acquisition cost strategies with your suppliers. However, there are many variables (driven by processes and the behaviors of your customers, your operational team and your suppliers) that can negatively impact your this key cost. In this webinar, Johnson will identify these variables and provide you with practical ways to mitigate or eliminate risks in consumable cost overruns to help you grow your bottom-line MPS profits.

Johnson is the chief strategy officer of LMI Solutions. He has more than 30 years of senior-level management and marketing experience in the document imaging industry. A noted industry speaker and futurist, Johnson is responsible for shaping LMI's strategic direction and ensuring the company builds on its 20-year growth trajectory and continues to deliver profitable, cutting-edge solutions to LMI's partner network.

Click here to register for the July webinar.


August 2017
Changing OEM Competitive Strategies
4 p.m. Eastern, Thursday, Aug. 24

Presented by Charles Brewer, founder & president, Actionable Intelligence

As the demand for hardcopy has dropped, hardware manufacturers have had to adapt their businesses to remain competitive. As a result, the industry — and the products it markets — looks very different than it did even five years ago. In this webinar, Brewer will review the key changes manufacturers have made to their respective businesses and products; and examine which firms have changed for the better and which have not — and what that means for the industry going forward.

Brewer is founder and president of Actionable Intelligence. With more than 20 years covering technology, he was previously an editor for Inc. Magazine and ComputerWorld, and managing editor of The Hard Copy Supplies Journal, a monthly newsletter on digital imaging consumables published by Lyra Research. Brewer's firm launched Actionable Intelligence in 2011 and, today, it is a destination site for news and analysis related to the hardware and consumables markets. Hundreds of thousands of users have visited the site, which now features more than 2,000 posts. Brewer is a popular industry speaker and presents regularly at various events in China, Europe and North America.

Click here to register for the August 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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