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Fall Colors







BTA Member Dealers Receive 2-for-1 Registration;
Can Use $150/$250 Discount Codes Received With Membership!

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Planned and hosted by the dealer volunteer leadership team of BTA Southeast, the Fall Colors Retreat will feature a dealer panel, exhibitor round-table discussions and three educational sessions specifically selected for today's office technology dealers. In addition, the event agenda includes great networking opportunities a private guided tour of the Biltmore Estate and dinner at the Biltmore's Lioncrest Veranda on Friday evening, and a cocktail reception and dinner at the hotel on Saturday evening.

In addition, there will be time to visit with exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter on-site to be entered into the BTA Events Sweepstakes.

Schedule of Events:

Friday, Oct. 21

The Fall Colors Retreat will begin at 2:30 p.m. with welcoming comments and the dealer panel. A break and exhibitor round-table discussions will follow. At 5:45 p.m., attendees will depart for the Biltmore Estate, where they will receive a private guided tour and dinner at the Biltmore's Lioncrest Veranda. Each attendee will also receive a ticket to tour the Biltmore during their free time on Friday or Saturday.

Saturday, Oct. 22

A continental breakfast will be served from 7:30 until 8 a.m., followed by opening comments, the first educational session and a break. The second set of exhibitor round-table discussions and the final educational sessions will follow. Breaks between sessions will give attendees time to visit with peers and exhibiting sponsors.

From 12:30 until 6:30 p.m., attendees will have free time to explore Asheville and the surrounding area. At 6:30 p.m., cocktails and dinner will be served at the hotel.

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Fall Colors Retreat Hotel Information

Doubletree by Hilton Asheville-Biltmore
115 Hendersonville Road
Asheville, NC 28803
Phone: (828) 274-1800
Room rate: $209/night



Fall Colors Retreat Education Information

Dealer Panel

2020 Outlook for the Office Technology Industry
Moderated by David Ramos, director of channel strategy service, InfoTrends

Technology is changing the way employees work and, more specifically, changing when and how much they print. Office printing today has been impacted not only by changing business processes, but also by a significant shift in the makeup of the workforce itself. You do not have to think too far back to remember a time when offices featured single printers, single fax machines and single photocopiers. Today, we have the Internet of Things, wearable technologies, augmented reality, 3D printing systems and more. Join us for this panel discussion on the focus to adapting as print technology providers to true technology providers in today's ever-changing business climate.

Ramos is the director of channel strategy service for InfoTrends. He is responsible for managing custom consulting projects, providing forecast analysis, developing market-sizing estimates and marketing channel strategy services to independent companies in the office equipment and IT services space. Prior to joining InfoTrends, Ramos held positions at IKON Office Solutions and Xerox.

Panelists to be announced.

Educational Sessions

Diversifying Your Revenue Stream With Water Systems
Bob Tangredi, CEO, PHSI Pure Water Technology (PHSI)

Next-generation office technology businesses require diversified revenue streams and offerings to retain current customer bases and grow new opportunities in the marketplace. Building on lessons learned from 20 years in the water filtration business, PHSI strives to deliver refreshing results to a wider dealer population, often in combination with existing businesses. This session will discuss why office technology dealers are a particularly good fit for point-of-use (POU) water system sales and the many benefits of selling PHSI units. Tangredi will also give an overview of tools and tips for launching a new type of business. USA TODAY reported that excessive lead levels were "found in almost 2,000 water systems across all 50 states. Not only does PHSI differentiate itself with superior expertise and service, its units are tested to remove more than 96 percent of lead from a tainted water source (at NFS testing standards). There has never been a better time to experience the taste of pure water.

Tangredi has been CEO of PHSI since June 2013. During his time at PHSI, he has been successful in leading the company's transformation to a customer-focused growth business. Prior to PHSI, Tangredi was senior vice president and general manager of the Communication Solution Division at Stericycle Inc. In less than two years at Stericycle, he grew revenues to more than $130 million with 44 locations and a total team of 1,600. Tangredi's first role at Stericycle was senior vice president of the SQ Healthcare Division, and under his leadership, revenues increased from $196 million to $550 million (a 23-percent CAGR) through a combination of organic and accretive acquisition growth. Prior to Stericycle, Tangredi was vice president of sales for Monster Worldwide Inc. He spent the first 15 years of his career with Xerox Corp., where he held many sales leadership positions. Tangredi graduated from John Carroll University with a bachelor of science in business administration.

Building a Managed Services Practice: Is Now the Time?
Dexter Williams, manager of strategic markets, ConnectWise

There have probably been a hundred different presentations about the value of a recurring revenue model, but this one will be different. In this session, Williams will get real about the trends in the marketplace, explore the viability of these trends through real-life examples and look at how can you can build something that will be valuable to your customers, but not detrimental to your business. By having a process, best practices and the right tools in place, any business can become more profitable, more sustainable and, ultimately, more valuable with these proven concepts.

Williams has a passion for improving businesses and helping business owners realize the freedom that comes with creating a business that works for them, and not the other way around. He has been an evangelist for the ConnectWise mission of creating success for small businesses since 2009, and has worked in several capacities for the company. Williams is now focused on expanding the ConnectWise footprint and helps bring industry-leading best practices, solutions and profitability to anyone who will listen. ConnectWise has more than 12,000 of the most progressive IT companies in the world and boasts the largest IT footprint of any business management software company out there. ConnectWise started in 1982 as an IT solutions firm and has grown organically to solve the problems of many IT service providers. The company works with all kinds of technology integrators and continues to invest heavily in the technology space.

Your Sales Playbook
Steve Rolla, senior partner, Pros Elite Group

Typical office technology dealerships have documented processes and procedures in place in their financial, administrative and service organizations. The need for documented processes and procedures in the sales department is no different, yet the average dealership has few, if any, documented sales management processes. The answer is a sales playbook that documents the processes and execution skills necessary for every aspect of an office technology dealership's sales department. Establishing a sales culture; recruiting and hiring; tracking and inspecting benchmarked selling activity results; developing a prospecting continuum; and achieving benchmark production expectations based on benchmark territory design are just some of the sales processes that need to be documented. In this session, Rolla will show you how to construct your own sales playbook.

Rolla has been in the office technology industry for 43 years and is one of the few company presidents in the industry who has come from a service background. Most in the office technology industry know him as the president of organizations that have achieved IKON's CEO of the Year Award or the Global Imaging Systems Chairman's Award. Rolla authored the first industry benchmarking model with Tom Johnson during their time together at Alco Standard and Global Imaging. Today, he is a partner in the Pros Elite Group and is responsible for the Pros Elite 100 Dealer Group. In 2012, Rolla published the "Pros Elite Sales Playbook," which outlines 13 critical sales management activities, associated benchmarks and execution skills to achieve them.

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Last modified: August 09, 2016