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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:

October 2017
Compensation Plans: Getting the Biggest Bang for Your Buck
4 p.m. Eastern, Wednesday, Oct. 11

Presented by Luis Gonzalez, president & owner, SalesScoreKeeper.com

In this webinar, Gonzalez will provide ways to design and properly document sales compensation plans that create the greatest sales results. Attendees will learn how to restructure current compensation plans or build new multidimensional plans that will create the highest level of excitement to drive sales. In addition, attendees will learn how to build recurring commission plans for contract services such as managed IT services, managed print services any other contracted service that a dealership sells. This webinar will cover: sales compensation design; sales compensation documentation; recurring commissions; industry sales commission trends; and how to restructure current plans.

In 2011, Gonzalez founded SalesScoreKeeper.com, a sales commission automation processing web application that helps dealers increase efficiency and accuracy during the process of sales commissions. In 1986, he founded Miami Office Systems (MOS) in south Florida. MOS specialized in the office equipment space for 25 years as an independent dealership. It was acquired by Sharp Electronics Corp. in 2007. From 2007 to 2011, Gonzalez was branch president and director of sales and marketing for Sharp Business Systems. He was most recently senior vice president for Sharp's Business Solutions Group.

Click here to register for the October webinar.


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? During this webinar, you will have the chance 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.

Click here to register for the December webinar.


Feburary 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." He is a speaker, consultant and sales navigator who helps companies build more profitable and productive sales forces with his cutting-edge sales training and methodologies.


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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