The sixth webinar in BTA's Diversifying My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, Sept. 7. The webinar, "Production Print Isn’t What It Used To Be — You Can Drive New Service Revenue With Xerox Production Solutions," will be presented by Richard Schaublin, vice president of the U.S. Dealer Program, and presented/moderated by Miguel Foglia, production solutions executive for the Southeast region, Xerox Corp.

Production print technology has become more affordable for SMB customers and print shops large and small. Combining more hardware and color choices than any other OEM, Xerox can drive increased service revenue by driving higher print volumes with workflow automation (FreeFlow Core) and customized/personalized materials across all media platforms with XMPie.

Combining workflow automation software with a wide range of capable light production to high-end color presses, Xerox can provide dealers everything they need to differentiate themselves from the competition. The Xerox production ecosystem has been developed over years of experience and offers three lines of color printing hardware solutions including the Primelink, Versant and Iridesse product families, all of which dealers can sell and service. See the Xerox difference with the six-color, single-pass Iridesse color press with 10-bit resolution.

Join us on Thursday, Sept. 7, when Xerox Production Solutions Executive Miguel Foglia, in his 29th year selling production solutions, will provide insight and answers to why you should sell production print and how the Xerox production ecosystem will set you up for success. Two Xerox dealers will also join him to share their successes.

Schaublin joined Xerox in 1997 as one of the first members of the indirect channel organization working to develop end-user sales and reseller relationships in New York City, New York, and New Jersey. While in New York City, he was instrumental in leveraging existing Xerox facility management resources and expanded their coverage by supporting printers sold by independent resellers. Based on Schaublin's success as an account manager in New York City, he moved on to work with account managers across the Eastern part of the United States to negotiate and close major corporate end-user accounts. Schaublin then spent eight years as the area sales director for the Mid-Atlantic area for the channel organization of Xerox. In 2014, he joined a team of Xerox employees with a mission to develop and grow a BTA-like dealer program. In addition to program development, in the initial few years, Schaublin led a team of partner business managers responsible for recruiting and onboarding new Xerox dealers. Prior to Xerox, he was a successful salesperson selling IT solutions through resellers with Texas Instruments and IBM. Schaublin graduated from St. John's University with a degree in quantitative analysis.

Foglia, production solutions executive for the U.S. Southeastern region, has been at Xerox for 29 years. He has held a variety of positions across all Xerox channels ranging from production solutions executive, regional production solutions manager, iGen regional executive and iGen national manager in the United States, as well as a three-year assignment as the graphic communications director in Latin America covering 34 countries for the Xerox Distributor Group. Entering his fifth year as the regional production solutions manager supporting Xerox's multibrand partners in the Southeast, Foglia covers 45 partners and their teams from the Carolinas to Colorado. In this role, he has taught multibrand sales reps the competitive advantage and value propositions of Xerox's production portfolio and how to secure new production appointments on a weekly basis among all key markets with the Vertical Market Application Program (VMAP). VMAP helps sales reps secure weekly face-to-face appointments followed by an on-site assessment leading to the generation of winning proposals that may include some or all of XMPie's variable data, cross media, workflow automation and digital storefront software solutions.

Panelists:

Josh Salkin is a partner at EDGE Business Systems, Roswell, Georgia. He has more than 20 years of document imaging industry experience, all in the Atlanta, Georgia, market. Salkin held various sales, specialist and management positions at IKON Office Solutions and Duplicating Products before joining EDGE as a partner in January 2013. He has been a member of Xerox and Canon's dealer advisory councils and is always eager to learn about new, innovative ways to improve EDGE's go-to-market strategy, as well as help provide feedback to improve the dealer community. Salkin holds a bachelor of science in financial management from the University of Alabama.
Tim Stanley

Tim Stanley is problem solver/owner at TDSiT, Lowell, Arkansas. He graduated from the University of Illinois in 1987 with a bachelor's degree in journalism on a full ride athletic football scholarship. Stanley started his document management career in 1988, serving on the sales and national account team for Eastman Kodak. In 1996, Stanley quit his successful, full-time job to start his own business where he would not have to relocate every few years. TDS Inc. outgrew the sole-source Xerox agency program and became a true multiline dealership in 2020. It now can sell, service and provide supplies for Xerox, Epson and Lexmark technologies. In 2021, TDS began doing business as TDSiT and relocated to Lowell.

For more information or to register, visit www.bta.org/DiversifyingMyBusiness.