Spring Break 2025 Educational Sessions
Main Stage Session One
Alison Levine, leadership expert, polar explorer and mountaineer
Session description.
Bio
Keynote Title
March 7, 11:15 a.m. to NoonAlison Levine, leadership expert, polar explorer and mountaineer
Session description.
Bio
Main Stage Session Two
Kate Kingston, founder & president, Kingston Training Group
If you are looking to deliver on sales team improvement, Kingston will be sharing her proven methodology to ensure accountability, motivate positive prospecting activity and increase both net-new and current-customer market share. The method will align with her key areas of focus: methodology, talk tracks, manager assignments and yearly planning.
For the last 20 years, Kingston has been exclusively educating office technology sales executives on every type of prospect across 60-plus industries and how they proprietarily use technology. She is a recognized authority on lead generation, recruiting new hires from a prospecting skill-base perspective and new business development. Sales-driven, Kingston is an energized communicator who uses humor, audience participation, proven techniques, handouts and real-time phone calls in her training sessions.
Sales Team Improvement
March 7, 1 to 1:45 p.m.Kate Kingston, founder & president, Kingston Training Group
If you are looking to deliver on sales team improvement, Kingston will be sharing her proven methodology to ensure accountability, motivate positive prospecting activity and increase both net-new and current-customer market share. The method will align with her key areas of focus: methodology, talk tracks, manager assignments and yearly planning.
For the last 20 years, Kingston has been exclusively educating office technology sales executives on every type of prospect across 60-plus industries and how they proprietarily use technology. She is a recognized authority on lead generation, recruiting new hires from a prospecting skill-base perspective and new business development. Sales-driven, Kingston is an energized communicator who uses humor, audience participation, proven techniques, handouts and real-time phone calls in her training sessions.
Main Stage Session Three
Moderated by Patricia Ames, president & senior analyst, BPO Media
Selling hardware is second nature to most office technology dealers, but adding software solutions to the mix often presents a unique set of challenges. Join our panel of dealer solutions experts as they dive into the complexities of selling software solutions that drive automation, digital transformation and streamlined workflows for their customers. Learn about common obstacles, effective strategies and best practices for positioning the solutions sale for the win. Whether you are just getting started with software sales or looking to refine your approach, this panel will provide actionable insights to help you and your customers achieve greater success. There will be dedicated time for audience Q&A as part of the session.
Ames is president and senior analyst for BPO Media, which publishes The Imaging Channel and Workflow magazines. As a market analyst and industry consultant, she has worked for prominent consulting firms and has more than 15 years of experience in the imaging industry covering the technology and business sectors.
Panelists:
Dealer Panel: Cracking the Code: Successfully Selling Workflow Solutions
March 7, 4 to 5 p.m.Moderated by Patricia Ames, president & senior analyst, BPO Media
Selling hardware is second nature to most office technology dealers, but adding software solutions to the mix often presents a unique set of challenges. Join our panel of dealer solutions experts as they dive into the complexities of selling software solutions that drive automation, digital transformation and streamlined workflows for their customers. Learn about common obstacles, effective strategies and best practices for positioning the solutions sale for the win. Whether you are just getting started with software sales or looking to refine your approach, this panel will provide actionable insights to help you and your customers achieve greater success. There will be dedicated time for audience Q&A as part of the session.
Ames is president and senior analyst for BPO Media, which publishes The Imaging Channel and Workflow magazines. As a market analyst and industry consultant, she has worked for prominent consulting firms and has more than 15 years of experience in the imaging industry covering the technology and business sectors. Panelists:
Zak Danison is director of business technologies at Modern Office Methods, Cincinnati, Ohio.
Brent Wesler is vice president of strategic technologies and digital automation at PiF Technologies, Hooksett, New Hampshire.
Main Stage Session Four
Laura Blackmer, president of dealer sales, Konica Minolta Business Solutions U.S.A. Inc.
One of the major messages we are hearing from dealers today is: "What happened to margin?" Do you know that your manufacturers have tools to help you find and recover margin in your business? In this session, Blackmer hopes to help dealers recognize the key margin leaks in their businesses and assist them in recovering where they can.
Blackmer, president of dealer sales at Konica Minolta Business Solutions U.S.A. Inc., is responsible for the sales and management of the company's dealer network that represents and sells products and managed IT services. Her extensive experience includes 19 years in management and executive positions with Hewlett Packard Company, Intermec Corp. and Sharp. In December 2017, Blackmer joined the executive team at Konica Minolta. She has been awarded "Best Female Executive" seven times at the Frank Awards, The Cannata Report's annual awards that highlight excellence in office technology. Blackmer has ranked on Tigerpaw Software's Top 100 Influencers in the managed print industry list two years in a row. She has also been named to CRN's Women of the Channel list six times, is a four-time Channel Chief and a two-time CRN Inclusive Channel Leader. Blackmer is also a member of the Colorado State University Business Leadership Council.
Dealers & the Profit Dilemma — How to Get Help From Your Manufacturers
March 8, 10:30 to 11:30 a.m.Laura Blackmer, president of dealer sales, Konica Minolta Business Solutions U.S.A. Inc.
One of the major messages we are hearing from dealers today is: "What happened to margin?" Do you know that your manufacturers have tools to help you find and recover margin in your business? In this session, Blackmer hopes to help dealers recognize the key margin leaks in their businesses and assist them in recovering where they can.
Blackmer, president of dealer sales at Konica Minolta Business Solutions U.S.A. Inc., is responsible for the sales and management of the company's dealer network that represents and sells products and managed IT services. Her extensive experience includes 19 years in management and executive positions with Hewlett Packard Company, Intermec Corp. and Sharp. In December 2017, Blackmer joined the executive team at Konica Minolta. She has been awarded "Best Female Executive" seven times at the Frank Awards, The Cannata Report's annual awards that highlight excellence in office technology. Blackmer has ranked on Tigerpaw Software's Top 100 Influencers in the managed print industry list two years in a row. She has also been named to CRN's Women of the Channel list six times, is a four-time Channel Chief and a two-time CRN Inclusive Channel Leader. Blackmer is also a member of the Colorado State University Business Leadership Council.
Breakout Sessions
Sales Performance Solutions
March 7, 2:45 to 3:45 p.m.March 8, 8:40 to 9:30 a.m.
Nate Berkhoudt, organization development & training manager, PathShare HR Services
In today's competitive market, dealers face evolving customer expectations, longer sales cycles and intense competition, making it crucial to adopt a consultative sales approach. To help dealers navigate these challenges, PathShare HR Services offers targeted sales training and sales management solutions designed to enhance sales effectiveness, streamline processes and drive business growth.
The company offers several customized modules for each part of the sales process, from prospecting to closing, equipping sales teams with the skills to build stronger customer relationships and increase their effectiveness in their actions. On the management side, PathShare's programs in coaching for performance, pipeline management and sales leadership development empower sales leaders to drive accountability, improve forecasting and cultivate high-performing teams. These solutions ensure that dealers are prepared to adapt, compete and succeed in an ever-changing market.
Berkhoudt is organization development and training manager at PathShare HR Services.
The Road Map to Service Success
March 7, 2:45 to 3:45 p.m.March 8, 8:40 to 9:30 a.m.
Jack Duncan, owner, Jack Duncan Consulting & Richie Creech, director of service, CopyPro Inc.
In this session, Duncan and Creech will focus on the critical factors for service success:
- FCE
- HP%
- MCBV
- MCBF
After returning from the Vietnam War, Duncan began his career in the office technology industry as a service manager at Tri State Copy Systems in Kansas City, Missouri. After several years there, he moved to Modern Business Systems, where he rose to the position of service manager for the Kansas City branch. In the years following Modern Business Systems, Duncan spent five years with Ricoh as a senior regional technical manager, followed by 14 years as director of service and, finally, vice president of service for City Business Machines in Little Rock, Arkansas. In 1999, Duncan 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, JDC Jack Duncan Consulting, where he built and taught Service Managers University, working with users of both OMD and e-automate. Duncan also developed the interface between e-automate and US Fleet Tracking's GPS program.
With more than 50 years in the industry and 20 of those as a consultant and coach who enjoys teaching and solving problems, he is still actively working with several clients.
Creech has been employed with CopyPro Inc., located in Greenville, North Carolina, since May 1999. He started with the company as a setup and delivery technician, and has held several positions since then, including field technician, team leader, field service supervisor and, finally, his current role of director of service.
As director of service, Creech oversees all field service activity and is responsible for ensuring that CopyPro maintains its excellent standard of service. Over the years, he has accrued vast industry knowledge. Creech's ability to troubleshoot and quickly solve problems in the field has allowed the company to rise above the competition. He has won awards for Technician of the Year, Konica Minolta Technician of the Month and Service Manager of the Year. In 2022, Creech joined the BTA Southeast Advisory Board and now serves as president-elect of BTA Southeast.
Review, Realign & Recap
March 7, 2:45 to 3:45 p.m.March 8, 8:40 to 9:30 a.m.
John Eckstrom, former president, Carolina Business Equipment Inc., a Novatech company
In this breakout session, Eckstrom, using his years of expertise in the industry, will lay the groundwork for a customized deeper dive into a fuller cross-section of the operation of a business. Very broadly, he will look at where you have been, help you decide where you want to go and, finally, look at if you have gotten there — or at least see if you are well on your way. Open Q&A will be available throughout the breakout.
Eckstrom earned his bachelor of science in accounting from the University of South Carolina in 1983. He took that financial and accounting training and applied it across a wide range of areas including, but not limited to, a CPA firm, a Fortune 500 company, a manufacturing company and mechanical contracting firm. He came to Carolina Business Equipment (CBE; now a Novatech company) in 1994 as controller. Only four months into his new position at CBE, Eckstrom hired his own replacement and assumed the role of general manager. By the end of 1995, he purchased half of the company and became CBE's president. In 2001, Eckstrom took total ownership of CBE and put his plans for company expansion into motion. CBE quickly grew to multiple offices — a few were acquisitions and a few were cold startups. In June 2023, he sold to Novatech and agreed to stay on for a while. Eckstrom officially retired on Dec. 31, 2024. As an avid supporter of the dealer community and, specifically, the Business Technology Association (BTA; where he served as 2018-19 BTA president), he has a desire to give back to an industry and an organization that has been so good to him.