Fall Colors Retreat 2022 Sessions

The Death of The People Business

Oct. 13, 1 to 2 p.m.

Derek Shebby, founder, Modern Sales Training

The COVID-19 pandemic has left our sales teams scrambling for new ways to get in touch with prospects and make the most of the work-from-home virtual environment. In doing this, unfortunately, we may have abandoned the methods that have grown our dealerships over the years.

Is this still a people business? Have we become less human?

In this keynote address, Shebby will explore how to reignite the sales processes that have been proven to work, while at the same time capitalizing on recent methods that will supercharge our performance into the future.

Shebby, founder of Modern Sales Training, spent 17 years as a top sales executive and sales director with Xerox Corp. During his tenure at Mr. Copy, he was a 13-time Sales President's Club Award winner, and coached hundreds of salespeople and sales leaders to excellence. Shebby now spends his time helping dealerships across the nation increase revenues and profits through his copier/MFP sales training program, online sales courses and workshops. He has exclusive sales trainings for BTA members at www.modernsalestraining.com/BTA.

Personal Branding to Win

Oct. 13, 3:45 to 4:45 p.m.

Rick Lambert, founder & CEO, selltowin, and CEO, In2communications

Get ready to supercharge your digital DNA with award-winning sales performance coach Rick Lambert. This executive tour will highlight practical steps you (and your people) can take to elevate your personal brand to create more awareness, boost your consideration rates and generate more sales leads.

Lambert is an award-winning sales performance coach who is the founder and CEO of selltowin, a company that has trained more than 25,000 B2B salespeople. It specializes in new-hire and advanced sales training for managed service providers (MSPs). He is also the CEO of In2communications, a full-service digital marketing agency that helps MSPs engage and connect their brands with today's digital buyers. Lambert's companies combine sales training and digital marketing to form what he calls 'sales offense systems.' In 2018, he was selected an industry Difference Maker by ENX Magazine and in 2019, SAP selected the selltowin eCademy on-demand learning platform as global winner of 'Best Channel Training Partner.' Lambert's clients include OEMs, distributors, MPS infrastructure providers and many of North America's top-performing technology resellers.

Current State of the Industry & Insight Into 2023

Oct. 14, 8 to 9 a.m.

Mike Marusic, president & CEO, Sharp Imaging and Information Company of America (SIICA)

The COVID-19 pandemic, followed by a continuation of remote work and supply chain challenges, has changed the landscape for both dealers and manufacturers. The old ways of doing business no longer apply, but what are the new ones? In this session, Marusic will share what he is seeing as the challenges — as well as the best practices — for both dealers and their OEMs, and what dealers can do to continue to grow their businesses.

As president and CEO of Sharp Imaging and Information Company of America, Mike Marusic is responsible for the strategic direction and performance of Sharp's B2B division in the Americas. He has more than 25 years of experience in both the document and computer peripheral businesses. Prior to Marusic's current position, he was COO for Sharp Electronics Corp. and the executive vice president of marketing, operations and technical services for all B2B products. In these roles, Marusic was responsible for bringing new products to market, identifying customer needs and improving operational processes to maximize Sharp's business opportunities. Prior to joining Sharp in 2002, he led the marketing group for Panasonic's copier and computer peripheral division. He received an MBA from Fordham University and a bachelor's degree from Siena College.

Managed IT Strategies, Tools & Profitable Results for Office Technology Dealers

Oct. 14, 10:30 to 11:30 a.m.

Chris Ryne, partner, Growth Achievement Partners (GAP)

Dealers can and are making money in managed IT. What are the keys to growth and profitability specifically for office technology dealers? This session will deliver guidance and useful tactics whether you are considering entry into, have entered or are already materially into the managed IT business.

Ryne is a 22-year office technology industry veteran, consultant, trainer, peer group facilitator and MSP M&A advisor. Since co-founding Growth Achievement Partners in 2010, he has helped office technology dealers develop, execute and improve their managed IT business strategies. Ryne has participated in 21 closed MSP acquisitions and helped his client peer group members achieve numerous awards for their success with managed IT services.