FIND YOUR WORKFLOWdownload.101com.com/BIX/2013/BusinessImagingExpo2013Show... · 2013-11-22 · New...

Mobility ECM Imaging Supplies Big Data Automation Service & Repair

Storage Solutions BPO Network Serices Hardware Applications Integration

Security Power Management Leasing Solutions Software MPS Cloud Solutions

Information Management Capture Technology Mobility ECM Imaging Supplies










Storage Solutions BPO Network Serices Hardware Applications Integration Storage Solutions BPO Network Serices Hardware Applications Integration







ECM Imaging Supplies Big Data Automation Service & Repair Storage

Solutions BPO Network Serices Hardware Applications Integration Se-

curity Power Management Leasing Solutions Software MPS Cloud Solutions



Storage Solutions BPO Network Serices Hardware Applications IntegraIn


Security Power Management Leasing Solutions Software MPS Cloud Solutions New Technologies. New Applications. New Show.

Show Guide







Show Guide

Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Information Management Capture Technology Mobility ECM Imaging Supplies Dec. 10-12, 2013



ECM Imaging Supplies Big Data Automation Service & Repair Storage

Solutions BPO Network Serices Hardware Applications Integration Se-


FINDYOURWORKFLOWBusinessImagingExpo.com

Conference Hours:Managed Print Summit Workfl ow Summit Exhibit Hall Hours Expo Education Tuesday 8:30 a.m. - 5:30 p.m. Tuesday 8:30 a.m. - 5:30 p.m. Wednesday 11:00 a.m. - 5:00 p.m. Wednesday 9:00 a.m. - 12:00 p.m. Thursday 9:00 a.m. - 2:00 p.m. Thursday 1:00 p.m. - 4:00 p.m. .


© 2013 Samsung Electronics America, Inc. All rights reserved. Samsung is a registered trademark of Samsung Electronics Co., Ltd. All products, logos and brand names are trademarks or registered trademarks of their respective companies.

SAMSUNG AND MWAi: A PARTNERSHIP IN INNOVATION

Visit us at Booth #707

Samsung and MWAi are partnering at the 2013 Business Imaging Expo. We will demonstrate document mobility and security solutions focusing on three of the most lucrative vertical markets: healthcare, education and retail. These solutions, along with your expertise, Samsung’s award winning product line, and managed print solutions provided by MWAi MPS Toolbox, will help increase your portfolio, drive new profits and reduce your operational expense.

Experience Samsung’s innovative products and solutions designed to excite productivity and maximize profitability.

December 10th: 4:15PM - 4:45PM: Managed Print SummitMPS Evolving Your Business With a Vertical Market ApproachPeter Richardson, Director - Printer Marketing Samsung Electronics America, Inc.

New Technologies. New Applications. New Show.

BusinessImagingExpo.com 3

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Dec. 10-12, 2013Mandalay Bay Convention Center • Las Vegas

InsideManaged Print Summit Agenda 4

Conference Overview 5

Course Descriptions 6

Workfl ow Summit Agenda 12

Instructors 13

Drinkfl ow Lounge 24

Floor Plan 25

Exhibitors 26

BPO Network Serices Hardware Applications Integration Security Power Management

Software MPS Cloud Solutions Information Management Capture Technology Mobili-

ty ECM Big Data Automation Service & Repair Imaging Supplies BPO Network

REGISTER NOW!

E X E C U T I V E S U M M I T

Managed Print SummitDECEMBER 10, 2013

Get More the Day Before

Corporate Sponsors

Cocktail ReceptionSponsor

LuncheonSponsor

Association/Media Sponsors

Technology United

Join us at the 5th annual Managed Print Summit, the industry's best-attended managed print event of the year. The summit will be held on December 10, hosted by The Imaging Channel.

Schedule:8:30 a.m. - 8:35 a.m. Welcome & Introduction Raegen Pietrucha, Of�ce Technology Group

8:35 a.m. - 9:30 a.m. Keynote Presentation: MPS, Make It Matter Michael Popa, Hewlett-Packard

9:30 a.m. - 10:00 a.m. Overcoming Barriers to Achieving MPS Pro�tability Doug Johnson, Supplies Network

10:00 a.m. - 10:30 a.m. The Real MPS — Motivation, Persuasion and Success Brad Roderick, InkCycle, Inc.

10:30 a.m. - 10:45 a.m. Networking Break

10:45 a.m. - 11:30 a.m. Yesterday's Of�ce Equipment Dealer Is Today's Business Service Provider Terrie Campbell, Ricoh Americas Corporation

11:30 a.m. - 12:00 p.m. Future Trends for OEMs Shannon Cross, Cross Research Group

12:00 p.m. - 1:00 p.m. Lunch & Networking

1:00 p.m. - 1:45 p.m. The Facts and Fictions of Managed Print Jake Fishman, gap intelligence; Randy Dazo, InfoTrends; Robert Palmer, Palmer Consulting Group; Ed Crowley, Photizo; Charles Brewer, Actionable Intelligence; Andy Slawetsky, Industry Analysts

1:45 p.m. - 2:15 p.m. The Risk Matrix for MPS: Understanding the Importance of Risk Management Sarah Henderson, West Point Products

2:15 p.m. - 2:45 p.m. Where Is the Opportunity? Ahead of the Curve, Not Behind It Ed McLaughlin, Valderus

2:45 p.m. - 3:30 p.m. Why Supplies Are Critical to Your Success in MPS Tricia Judge, International Imaging Technology Council; Charles Brewer, Actionable Intelligence

3:30 p.m. - 3:45 p.m. Networking Break

3:45 p.m. - 4:15 p.m. Pros and Cons of Managed Print Tools Jamie Bsales, Buyers Lab, LLC

4:15 p.m. - 4:45 p.m. Evolving Your Business With a Vertical Market Approach Peter Richardson, Samsung Electronics America

4:45 p.m. - 5:30 p.m. The Future of Managed Print Services? We'll Tell You When We Get There Jennifer Shutwell, Walters & Shutwell; Greg Walters, Walters & Shutwell 5:30 p.m. - 6:30 p.m. Cocktail Networking Reception



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Tuesday, December 108:30 a.m. - 5:30 p.m. Managed Print Summit

8:30 a.m. - 5:30 p.m. Workfl ow Summit

5:30 p.m. - 6:30 p.m. Cocktail Networking Reception

for Summit Attendees

Wednesday, December 11

9:00 a.m. - 12:00 p.m. Expo Education

11:00 a.m. - 5:00 p.m. Exhibit Hall Hours

1:00 p.m. - 4:00 p.m. Photizo Workshop

4:30 p.m. - 7:30 p.m. Drinkfl ow Lounge Cocktail Networking Reception

Session 1: 9:00 a.m. - 10:00 a.m. (W1)

S05 Aftermarket Imaging Supplies Business: Evolution, Resilience and Maturation

S34 Finding and Building New Recurring Revenue (9:00 a.m. - 9:30 a.m.)

S09 Millennials

S23 The Key to Transforming the MPS Model

S26 MPS Makeover: A Case Study

S28 To SAP or Not to SAP? With MWA Intelligence, There Is No Question! (9:30 a.m. - 10:00 a.m.)

S03 Understanding the Memjet Technology

Session 2: 10:00 a.m. - 11:00 a.m. (W2)

S08 Facts Bore, Stories Sell More

S02 How to Position Your Company as a Credible Source of Document Solutions and IT Services

S12 How, Why and When (and When Not) to Print From a Mobile Environment

S13 Managed Backup: The Easy Way to Add Recurring Revenue Streams (10:00 a.m. - 10:30 a.m.)

S18 Remanufacturing the HP Enterprise 700 M712 Toner Cartridge

S27 Verticalization and ECM: The New Wonder Twins That Ignite and Empower Managed Services in the Imaging Channel (10:30 a.m. - 11:00 a.m.)

Session 3: 11:00 a.m. - 12:00 p.m. (W3)

S01 Cybersecurity Obligations and Requirements for MPS

S19 Inkjet Technology Update

S15 Legal Landscape: Them Versus Us Doesn’t Work Anymore

S20 Maximizing the Profi ts of Your MPS Engagements

S30 MPS Growth Through “How” You Sell, Not “What” You Sell

S07 Real-World Social Media Strategies to Grow Your Sales

Thursday, December 12

7:45 a.m. - 8:45 a.m. Breakfast Networking Roundtables

9:00 a.m. - 2:00 p.m. Exhibit Hall Hours

9:00 a.m. - 12:00 p.m. CompTIA Managed Print Services Community Meeting

1:00 p.m. - 4:00 p.m. Expo Education

Session 1: 1:00 p.m. - 2:00 p.m. (T1)

S29 Five Hard-Hitting Ways to Distinguish Your MPS Program From the Competition (1:00 p.m. - 1:30 p.m.)

S22 #GoHashtagYourself

S32 Identify, Sell and Implement Workfl ow: A Live Case Study

S35 Innovate and Decommoditize Your Product Offering Using FlexAbility from CIT (1:30 p.m. - 2:00 p.m.)

P14 Panel Discussion — Ask the Experts: Leaders Share Their Strategies for Profi table MPS

S10 Pro Tips to Managing Business Transformation

Session 2: 2:00 p.m. - 3:00 p.m. (T2)

S38 Best Practices for Going Paperless

S36 Energy Management: The One-Two Punch That Will Enhance Your Margins and Deliver Real Value to Your Customers (2:30 p.m. - 3:00 p.m.)

S16 Leverage Your Service Information to Boost Profi tability and Provide Sales Opportunities

S25 MPS — Prepare Your Business for Long-Term Success

S37 The Expanding Role of Today’s Intelligent Hardware (2:30 p.m. - 3:00 p.m.)

S24 The Ultimate Dealer Panel

S06 What Business Are You In?

Session 3: 3:00 p.m. - 4:00 p.m. (T3)

S17 2013: The Year in Review

S04 How to Measure Sales Force Effectiveness

S11 How to Perform a Basic and Effective Workfl ow Analysis

S33 R.I.P.: MPS Solutions and the Death of Cost Per Page

S31 STMC Certifi cation Update

Dec. 10-12, 2013

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Mandalay Bay Convention Center • Las Vegas

Managed Print SummitDECEMBER 10, 2013


Corporate Sponsors

Cocktail ReceptionSponsor

LuncheonSponsor

Association/Media Sponsors

Join us at the 5th annual Managed Print Summit, the industry's best-attended managed print event of the year. The summit will be held on December 10, hosted by The Imaging Channel.

Schedule:8:30 a.m. - 8:35 a.m. Welcome & Introduction Raegen Pietrucha, Of�ce Technology Group

8:35 a.m. - 9:30 a.m. Keynote Presentation: MPS, Make It Matter Michael Popa, Hewlett-Packard

9:30 a.m. - 10:00 a.m. Overcoming Barriers to Achieving MPS Pro�tability Doug Johnson, Supplies Network

10:00 a.m. - 10:30 a.m. The Real MPS — Motivation, Persuasion and Success Brad Roderick, InkCycle, Inc.

10:30 a.m. - 10:45 a.m. Networking Break

10:45 a.m. - 11:30 a.m. Yesterday's Of�ce Equipment Dealer Is Today's Business Service Provider Terrie Campbell, Ricoh Americas Corporation

11:30 a.m. - 12:00 p.m. Future Trends for OEMs Shannon Cross, Cross Research Group

12:00 p.m. - 1:00 p.m. Lunch & Networking

1:00 p.m. - 1:45 p.m. The Facts and Fictions of Managed Print Jake Fishman, gap intelligence; Randy Dazo, InfoTrends; Robert Palmer, Palmer Consulting Group; Ed Crowley, Photizo; Charles Brewer, Actionable Intelligence; Andy Slawetsky, Industry Analysts

1:45 p.m. - 2:15 p.m. The Risk Matrix for MPS: Understanding the Importance of Risk Management Sarah Henderson, West Point Products

2:15 p.m. - 2:45 p.m. Where Is the Opportunity? Ahead of the Curve, Not Behind It Ed McLaughlin, Valderus

2:45 p.m. - 3:30 p.m. Why Supplies Are Critical to Your Success in MPS Tricia Judge, International Imaging Technology Council; Charles Brewer, Actionable Intelligence

3:30 p.m. - 3:45 p.m. Networking Break

3:45 p.m. - 4:15 p.m. Pros and Cons of Managed Print Tools Jamie Bsales, Buyers Lab, LLC

4:15 p.m. - 4:45 p.m. Evolving Your Business With a Vertical Market Approach Peter Richardson, Samsung Electronics America

4:45 p.m. - 5:30 p.m. The Future of Managed Print Services? We'll Tell You When We Get There Jennifer Shutwell, Walters & Shutwell; Greg Walters, Walters & Shutwell 5:30 p.m. - 6:30 p.m. Cocktail Networking Reception


6 December 10-12, 2013

Session Times Wednesday Session 1: 9:00 a.m. - 10:00 a.m. = W1Wednesday Session 2: 10:00 a.m. - 11:00 a.m. = W2Wednesday Session 3: 11:00 a.m. - 12:00 p.m. = W3

Thursday Session 1: 1:00 p.m. - 2:00 p.m. = T1Thursday Session 2: 2:00 p.m. - 3:00 p.m. = T2Thursday Session 3: 3:00 p.m. - 4:00 p.m. = T3

Visit BusinessImagingExpo.com for the most up-to-date course offerings.

BUSINESS MANAGEMENT

S17 2013: The Year in ReviewCharles Brewer, Actionable IntelligenceA review of the major news items that shaped the industry in 2013. We will begin by assessing the financial performance of leading hardware manufacturers and discuss how the OEMs’ business reflects overall market trends. We will also look at the year’s key product introductions, including the latest inkjet and laser hardware releases, and examine what role the latest consumables play in supporting the speeds, performance and operating costs associated with these new machines. We will end with a look at the remanufacturing industry’s ability to meet the requirements of the current market. T3

S15 Legal Landscape: Them Versus Us Doesn’t Work AnymoreTricia Judge, International Imaging Technology CouncilCan’t we all just get along? Actually ... maybe! “Aftermarket v. OEM” is no longer the supplies mantra. Intellectual property issues have made strange — but cooperative — bedfellows out of remanufacturers, dealers and the OEMs. The years 2012 and 2013 provided the marketplace with a host of legal decisions that are changing the industry landscape and making for great opportuni-ties in the supplies channel. W3

S09 Millennials Terrie Campbell, Ricoh Americas CorporationThere are critical challenges happening today in the corporate world of technology, people and processes. Gen Y will represent 50 percent of the workforce by 2015, and 30 percent of them are being hired outside of the office environment; 46 percent of office workers are producing less printed material; and CIOs are embracing bring-your-own-device (BYOD) strategies. In this session learn how these disparate trends can make or break your business in the next five years. W1

S24 The Ultimate Dealer PanelModerated by Aaron Dyck, LMI Solutions This is your chance to hear directly from the leaders of some of North America’s top MPS and managed IT services companies. This interactive session will give you practical insight on how these elite performers have reshaped their business models to grow market share and profitability. This panel discussion will include topics such as sales transformation, streamlining fulfillment, client retention and margin improvement. If you are in MPS or managed IT services, this session will be jam-packed with practical take-aways you can implement right away in your business. T2

S10 Pro Tips to Managing Business TransformationJennifer Shutwell, Walters & ShutwellLet’s face it: In today’s rapidly changing world, the health of your business is dependent upon your ability to transform. In this session, Shutwell shares a selection of pro tips to managing business transformation. She’ll give a live demonstration by bringing the tips into relevant action with the top challenges in the industry. T1

Dec. 10-12, 2013

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DOCUMENT & PRINT MANAGEMENT

S02 How to Position Your Company as a Credible Source of Document Solutions and IT ServicesDarrell Amy, Dealer MarketingCurrent customers know and trust your business for supplies or hardware. Now that you are moving into the solutions or IT ser-vices business, you have to build trust in these areas with your clients and prospects. In this session you will learn practical mar-keting strategies you can put to work immediately to position your company as a credible source of software and IT services. W2

S30 MPS Growth Through “How” You Sell, Not “What” You SellJim Heffernan, Insights53 Go beyond the traditional approach of selling technical products to technical buyers. Sell business value to drive demand with line-of-business managers and senior executives outside IT. In this session you will learn the knowledge and skills the field sales organization needs to communicate the financial and business value of its technology portfolio. Understand the discovery process required before engaging the customer to discuss business problems and outcomes. Learn buyer-side questions to better manage deals in the funnel and forecast wins. W3

P14 Panel Discussion — Ask the Experts: Leaders Share Their Strategies for Profitable MPSModerated by Sarah Henderson, West Point Products As the MPS business model matures, it is even more important to understand strategies for you to evolve your program. In this panel discussion, industry leaders share their insight on innovative ways dealers can maximize profit with MPS deals. Understand and learn ways you can gain operational efficiencies, close more sales and maximize contract revenues. Questions will be accept-ed from the audience. T1

S33 R.I.P.: MPS Solutions and the Death of Cost Per PageWest McDonald, FocusMPSCustomers continue to ask for additional cost savings, and our CPP margins are already as tight as can be. If some of the market pundits are correct and 30 percent of print volumes are going away, what does that mean for our MPS business? Does CPP billing put your business at risk? Are there other billing models available that could actually eliminate the worry? Join West McDonald as he tackles these tough questions and offers insights into how we not just weather the storm, but prosper. T3

S23 The Key to Transforming the MPS ModelRobert Palmer, Palmer Consulting GroupCompeting in today’s office environment is extremely challenging. Print volumes and supplies profits are shrinking. Meanwhile, the transition to mobile and cloud technologies is changing how business gets done. If your MPS strategy is focused solely on capturing more pages, will that be enough to sustain your core business for the next five years? In this session, we will provide a clear path for the transformation of your MPS business model — shifting the focus from print to a core set of solutions that address all areas of business content-related needs. W1

S06 What Business Are You In? Kevin DeYoung, QualPath Inc.; Kevin Morris, OneDoc Managed Print ServicesThis presentation will address the MPS business model and speak to the buzz in the media, separating the fantasy from the reality. It will provide practical go-forward strategies on how to address the challenges of the MPS market. T2

HARDWARE, SUPPLIES & SERvICE

S05 Aftermarket Imaging Supplies Business: Evolution, Resilience and MaturationLuke Goldberg, Micro Solutions Enterprises (MSE) This presentation dissects the critical challenges and opportunities faced by the imaging aftermarket. We specifically investigate challenges in terms of quality, print volumes, IP, new molds, internal competition, OEM competition and adoption of solution sales. We will also unearth the opportunities available in the worlds of color, MPS, OEM conversion, macro printer trends and economic forecasts. Attendees will benefit by being reminded of the tremendous growth the aftermarket can achieve by focusing on quality and OEM conversion rather than competing for the share we already have. We will look to turn these challenges into money, mak-ing sustainable strategies to propel growth for years to come. W1


8 December 10-12, 2013

S19 Inkjet Technology Update Ben Lyles, Vista Inkjets Inc.This demonstration/presentation will detail current OEM inkjet designs for desktop printers. A brief history of inkjet designs will also be presented as a comparison to current technology. There will also be an open discussion on design and how it relates to remanufacturing, quality and performance. W3

S16 Leverage Your Service Information to Boost Profitability and Provide Sales OpportunitiesKen Staubitz, BEI Services With increased competition and market demands, today’s organizations are looking for ways to differentiate themselves and gain market share. Often overlooked, your service operation contains valuable information to bolster your sales efforts and, when lever-aged, can improve customer relationships. Attendees will walk away with a better understanding of the information available and how to utilize this information to improve the organization’s sales and marketing efforts. T2

S18 Remanufacturing the HP Enterprise 700 M712 Toner CartridgeMike Josiah, UniNetThe HP Enterprise 700 M712 toner cartridge is the latest in HP monochrome toner cartridges. Covered in this class will be printer and cartridge theory (useful in troubleshooting cartridge problems), the step-by-step process for remanufacturing the cartridge, and also step-by-step instructions on converting older HP 5200 and M5025 cores to work in the new M712. Some basic cartridge troubleshooting will also be included. W2

S31 STMC Certification UpdateBill Henry, American Laser ProductsSTMC is fast becoming the most recognized quality indicator around the globe. With more customers demanding this important feature, certified STMC trainer Bill Henry will explain its facets, opportunities and challenges, and address what the OEMs claim to be superior methods of determining quality. He will provide you with the answers to the questions that your customers will be asking. T3

S03 Understanding the Memjet Technology Steve Geishirt, Parts Now LLCMemjet has been discussed in the industry for years, and in 2013 the company introduced two units in the United States and Cana-da. The single-pass color C6010 and multifunction C6030 MFP are now producing high-quality prints at a full 60 ppm in businesses across North America. Service providers are garnering greater profit via the reduced cost Memjet offers compared to laser printers. This presentation will look at the Memjet technology and identify what makes it unique, how it keeps the cost of printing low and how it compares to other ink-based units, such as the single-pass HP Pro X series. W1

SALES AND MARKETING

S08 Facts Bore, Stories Sell More Brad Roderick, InkCycle Inc.Your buyer has heard every fact, every figure and every claim that you will make before they ever met you! Learn how to differen-tiate yourself and your offering by using stories, the original viral marketing tool. Stories have the power to change the world, a company or a person. Stories can be a very powerful tool for increasing sales and improving profits. You will learn why stories are so powerful, what kind of stories to use for maximum impact and how to craft the right stories. W2

S22 #GoHashtagYourselfJenna Mammoser, MWA Intelligence Join this exciting and insightful discussion on how social media is already impacting your business. Mammoser will shed light on how customers use Twitter, Facebook, LinkedIn and other tools to comment on your company — the good, the bad and the ugly. Attendees will leave the session with a good understanding of how social media works, how to track what your customers are saying, and how to get your message out in today’s most active communication channel. T1

S04 How to Measure Sales Force EffectivenessDavid Ramos, InfoTrends Your salespeople are the face of your company. They meet with potential clients, explain your company’s products and services, and ultimately determine the success of your business. Today’s industry sales force is taxed with selling more products and ser-vices than ever before: managed print services, hardware in both A3 and A4 spaces, managed IT services, and additional solutions such as document and content management software. The only way to know if your business strategies are working is to measure effectiveness, particularly the productivity level and overall effectiveness of your sales force. Join us for an interactive session to discuss benchmarks for measuring productivity and taking your business to the next level. T3



S25 MPS — Prepare Your Business for Long-Term SuccessMike Lecak, Collaborative Consultant Group, LLCMPS offers you the chance to not only capture higher margins and lock down your customer base, but also to move into new market segments like managed services, workflow analysis, etc. With any move comes its inherent challenges. Ensure that you are prepared from the inside out and position yourself for long-term success. In this session we will discuss how to strategically position MPS without abandoning your core business, how to engage your clients and prospects at the right level and speak their language, and what it will take to achieve success in a market with untapped potential. Make sure your salespeople have what they need to meet the challenges ahead. T2

S07 Real-World Social Media Strategies to Grow Your Sales John Pulley, Dealer Marketing Social media platforms like LinkedIn, Twitter and Facebook can help companies and sales reps position themselves as experts, grow new relationships and gain insight into their target accounts. In this session you will learn real-world tactics to deploy a social media strategy to grow your business. W3

S26 MPS Makeover: A Case StudyAaron Dyck, LMI SolutionsWhether you’re selling MPS, managed IT services or just a copier, this case study will knock your customers’ socks off! W1

vENDOR SOLUTIONS

S36 Energy Management: The One-Two Punch That Will Enhance Your Margins and Deliver Real Value to Your CustomersDean Blachowski, ESP; Kent Dunn, VerdiemAs providers of managed print and managed IT services, it is vitally important to create a portfolio of offerings that can simulta-neously deliver demonstrable value to your customers and allow you to stretch margins and/or create new sources of revenue. Energy and resource efficiency represents one such area of opportunity and presents a quick, powerful way to drive differentiation and innovation into your portfolio. There is new technology in the imaging market that allows office equipment such as copiers, vending machines and water coolers to be measured and managed from the same administrative interface as PCs, network gear and other distributed IT devices. Aggregating these devices under a common management umbrella creates the most viable and comprehensive plug-load measurement and management opportunity in history, resulting in demonstrable savings for the custom-er, more control over the environment and new revenue opportunities for you. This session will explore a variety of simple energy management strategies and detail how you can use these innovative and straightforward offerings to reduce your customer’s operating costs and expand your business. T2 (2:30 p.m. - 3:00 p.m.)

S34 Finding and Building New Recurring RevenueRob Thiessen, Print AuditHow important is finding new and profitable recurring revenue sources for your company? What demands do your customers and prospects have that you are not supplying? What can you do to prevent the erosion of your profit margins? These are the questions that will be answered for companies engaging in print management within this education session. W1 (9:00 a.m. - 9:30 a.m.)

S29 Five Hard-Hitting Ways to Distinguish Your MPS Program From the CompetitionMatthew McGuire, LMI SolutionsIf you’re tired of competing on a cost-per-page basis, this module is a must-see! Jam-packed with practical insights using re-al-world examples, you’ll see five of the industry’s most effective best practices you can use to quickly differentiate your own MPS program from your competition and win more profit on every page. This information is perfect for business owners as well as sales and operational leaders looking for an unfair advantage in 2014. T1 (1:00 p.m. - 1:30 p.m.)

S35 Innovate and Decommoditize Your Product Offering Using FlexAbility from CITNick Small, CIT Vendor Finance USFlexAbility is a groundbreaking product that supports new ways to structure your financed sales, access new revenue streams and differentiate your offering to achieve higher revenues and margins. FlexAbility products allow virtually unlimited options to structure what you sell, how you charge for it, and who you partner with to provide total solutions. Manufacturers and channel companies that sell usage-based/bundled structures or managed services can benefit from FlexAbility’s open architecture systems. CIT’s “no-restrictions” approach supports any product combination you can imagine — even combinations that involve cash adminis-tration to multiple divisions within your company and/or multiple supporting partners. T1 (1:30 - 2:00)


10 December 10-12, 2013

S13 Managed Backup: The Easy Way to Add Recurring Revenue StreamsRob Rae, Datto Inc. Grow your business and maximize profits by adding managed backup to your service model. Bundling a reliable backup/disaster recovery (BDR) and business continuity solution with your service offerings can increase recurring revenue streams and expand your business proposition. It’s crucial for small to medium-size businesses (SMBs) to have protection from data loss and protec-tion from downtime now more than ever. The MPS industry has a huge opportunity to penetrate this marketplace with high-profit margins. W2 (10:00 a.m. - 10:30 a.m.)

S20 Maximizing the Profits of Your MPS EngagementsGil Wazana, Micro Solutions Enterprises (MSE) This presentation will detail the critical nature of quality consumables in MPS programs as a profit driver. We will discuss how qual-ity consumables mitigate activity-based costs while also keeping quality front and center with the actual user. We will also look at ways to overcome the historical challenges with color. W3 (11:00 a.m. - 12:00 p.m.)

S37 The Expanding Role of Today’s Intelligent Hardware James Buck, OKI Data Americas Today’s office print environment is quickly shifting. With overall AMPVs on the decline, it’s becoming less about speeds and feeds and all about functionality and overall document management. Dealers now have the ability to profitably implement an A4 MFP and printer strategy that augments their A3 copier installs, promoting a more productive, highly efficient and better-integrated docu-ment management environment. Today’s new open-platform architecture allows for greater customization of solutions to meet the ongoing needs of each individual client. In this session, Buck will discuss how dealers can take full advantage of today’s “intelligent hardware” to better address the concerns/requirements of their customers while growing their bottom lines. T2 (2:00 p.m. - 2:30 p.m.)

S28 To SAP or Not to SAP? With MWA Intelligence, There Is No Question!Gavin Williams, MWA IntelligenceImaging channel businesses are struggling to gain and maintain competitive operating advantages with disparate, nonintegrated business management systems as they look to grow into new markets and seize new opportunities. Join Gavin Williams, EVP of the SAP Business Unit at MWA Intelligence, as he discusses how the MWAi FORZA platform — developed specifically for the imaging channel with SAP Business One — offers a complete, affordable, integrated solution that will allow dealers to have instant visibility into all of their business intelligence across multiple businesses and locations. Williams will also delve into how MWAi FORZA with SAP Business One brings dealers’ entire business — management, sales, marketing, service and operations — together on one single-sign-on platform at a lower price point than current systems. W1 (9:30 a.m. - 10:00 a.m.)

ATTENTION: Clara email: [email protected]

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Recharger MagazineDECEMBER Issue 2013

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S27 Verticalization and ECM: The New Wonder Twins That Ignite and Empower Managed Services in the Imaging Channel Matthew Chretien, Intellinetics Incredible innovations in the way the world consumes business solutions from companies like Apple and Google are coming to life within the imaging channel. These innovations are catalysts for verticalization — the alignment of business, technology and service models around specific vertical markets such as health care, legal, government, education and financial services. These trends are reflected in emerging ECM-practice strategies that define a “new normal” in ECM-enabled managed service delivery. Dealers that recognize and bring these concepts to life in their business will extend their competitive advantage by deepening the strategic value realized by their customers. W2 (10:30 a.m. - 11:00 a.m.)

WORKFLOW

S38 Best Practices for Going PaperlessMark Roy, Nuance Document ImagingIn today’s business world, much is made about going paperless. From the green benefits to the cost savings as well as portability and accessibility of content, organizations are feeling the demands and attractions of eliminating paper from their environments. Among those who have started to reduce their paper, there is a common refrain. How do I get work done the way I used to? Going paperless provides a number of benefits for an organization, but without proper planning, it can disrupt the business in unintended and detrimental ways. In this talk, Mark Roy will share his best practices for going paperless. He’ll review the challenges organiza-tions frequently face and discuss the importance of building and supporting digital workflows to ensure critical business processes are maintained and the business doesn’t suffer. T2

S01 Cybersecurity Obligations and Requirements for MPS Dave Westlake, Print Command LLCA recent survey shows that nearly two-thirds of enterprises report being victim of a print-environment-borne data breach. This means that despite security hardening, cybercriminals continue to hack networks by exploiting soft targets like laser printers. Hactivism is the top threat faced by organizations today, and evolving hacker methodologies put companies of all sizes in all in-dustries at risk. Learn to address the vulnerabilities in printer fleets and why it’s critical to integrate MPS and cybersecurity to meet enterprise client needs in today’s hyperconnected business environment. W3

S11 How to Perform a Basic and Effective Workflow AnalysisGreg Walters, Walters & ShutwellFrom interviewing to diagramming, there are thousands of tools and techniques available to assist sales professionals in conduct-ing a workflow analysis. What is the easiest way to perform a quick workflow study, convert your observations into easily under-standable messages and gain value? Walters will help develop basic tactics you can use in the field and your first day back in the office. Four basic areas will be covered: 1) What is workflow? 2) Why is workflow important? 3) How do I perform a basic workflow study? 4) In-class workflow exercise. This thrill-packed session will illuminate the possibilities and connect the dots by illustrating how we already know what it is we need to know. It will simplify the complex for you and your prospects with clear, easy-to-under-stand representations of current and future states — in pictures. T3

S12 How, Why and When (and When Not) to Print From a Mobile Environment Jim Lyons, Jim Lyons and AssociatesSome of the biggest questions coming out of the transformation to mobile workflows relate to printing. Some might ask, has the need for print gone away altogether? Others wonder how and when it can be done. In a presentation including multiple demos, Lyons will explore some of the questions and simplify what can be a very murky topic area. Lyons will also feature solutions from the big names as well as the small players in the business based on his coverage of this space, going back to its beginning. W2

S32 Identify, Sell and Implement Workflow: A Live Case Study Tawnya Stone, GreatAmerica Financial ServicesHow do you best identify opportunities where you can improve workflow? What’s a sensible sales approach? And how can you systematically implement a solution for success? During this session, Tawnya Stone, director, Enterprise Strategic Technology, GreatAmerica Financial Services, works through a live case study with an office equipment dealer that has faced and overcome these workflow challenges. T1

SUMMIT

E X E C U T I V E S U M M I T

DECEMBER 10, 2013


BusinessImagingExpo.com

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BOTHEVENTS

AND SAVE!THE IMAGING CHANNELMANAGED PRINT SUMMIT

OR WORKFLOW SUMMIT

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S C H E D U L E8:30AM - 8:35AM Welcome & Introduction Amy Weiss, Offi ce Technology Group

8:35AM - 9:30AM Keynote Presentation: Leveraging Technology Trends to Deliver Business Advantage Rinse Tamsma, SAP Business One

9:30AM - 10:00AM Transaction Capture: When Scanning and Workfl ow Technologies Meet Pam Doyle, Fujitsu Computer Products of America

10:00AM -10:30AM The New Age of the Industrial Internet Barry Lynch, GE Intelligent Platforms

10:30AM -10:45AM Networking Break

10:45AM - 11:30AM An Analytical Look at Workfl ow Robert Palmer, Palmer Consulting Group; Ed Crowley, Photizo Group; Jim Lyons, Jim Lyons & Associates; Ron Glaz, International Data Corporation (IDC) Hosted By: Amy Weiss, Offi ce Technology Group

11:30AM - 12:00PM It’s A Wonderful Life Mike Stramaglio, MWA Intelligence

12:00PM - 1:00PM Lunch & Networking

1:00PM - 1:45PM Fixing a $1 Trillion Business Process: A Primer on IT Procurement Walker White, BDNA

1:45PM - 2:15PM The Three Pillars of MPS Workfl ow George Seymour, Nuance

2:15PM - 2:45PM How Cloud-Based Workfl ow Will Redefi ne Your Business Jackie Risley, FileBound by Upland

2:45PM - 3:15PM How to Build and Maintain a Successful IT Service Sales Organization John Mannion, M.G. Global Consulting

3:15PM - 3:30PM Networking Break

3:30PM - 4:30PM Optimizing Your Workfl ow With Analytics and Mobile Bruce Orcutt, Kofax; Dimitri Snowden, Altosoft, a Kofax Company

4:30PM - 5:30PM Getting Ahead of the Flow Hosted By: Larry Barrett, Offi ce Technology Group; Mike Stramaglio, MWA Intelligence

5:30PM - 6:30PM Cocktail Reception



INS

TR

UC

TO

RS

DARRELL AMY, Dealer MarketingEDU: S02 How to Position Your Company as a Credible Source of Document Solutions and IT Services W2

Darrell Amy has spent the last nine years working with dealers across the U.S. and Australia to help them position their dealerships for success in solutions and managed services. He has trained thousands of sales-people in solution selling. He has visited hundreds of dealer locations. In his 20 years of industry experience, Amy has worked for an independent dealer, a national organization and a hardware OEM. He is a contributing

writer for The Imaging Channel.

CHARLES BREWER, Actionable IntelligenceEDU: S17 2013 — The Year in Review T3MPS: The Facts and Fictions of Managed PrintMPS: Why Supplies Are Critical to Your Success in MPS

Charles Brewer is the president of Actionable Intelligence, a market research firm based near Boston. With thousands of visitors each month, the firm’s website, www.Action-Intell.com, has quickly become the industry’s

destination on the Internet for news, analysis and new product profiles. Brewer has nearly 20 years covering technology and busi-ness. He was an editor for Inc. magazine and ComputerWorld during the 1990s and more recently the managing editor of The Hard Copy Supplies Journal. He has spoken at numerous industry events around the world.

JAMIE BSALES, Buyers Lab LLCMPS: Pros and Cons of Managed Print Tools

Jamie Bsales is an award-winning technology editor and writer with more than 20 years’ experience in the high-tech arena. At BLI, Bsales is responsible for identifying the document imaging software solutions that will be cov-ered through BLI’s Solutions Center subscription service as well as for evaluating imaging software ranging from document management and capture/workflow solutions to print management and fleet management platforms.

TERRIE CAMPBELL, Ricoh Americas CorporationEDU: S09 Millennials W1MPS: Yesterday’s Office Equipment Dealer Is Today’s Business Service Provider

Terrie Campbell is a veteran of the document and information technology industry with focus on designing solutions that enable customers to have more effective and secure use of critical business information. Cur-rently, Campbell is vice president, strategic marketing, for Ricoh Americas Corporation and is responsible for

the strategy, direction and execution of Ricoh’s Managed Document Services approach as well as key vertical marketing strate-gies and programs for both direct and dealer channels. Specifically, she is focused on solutions that address the post-recession challenges of today’s working environment. These challenges include generational workforce behavior, mobile and remote user collaboration, secure data access and shifting corporate dynamics. Campbell is also the global lead for the development of tools and processes to ensure consistent execution of Ricoh Managed Document Services around the world.

EDU = Expo Education SessionsMPS = Managed Print SummitWKF = Workflow Summit

SESSION TIMES Wednesday Session 1: 9:00 a.m. - 10:00 a.m. = W1Wednesday Session 2: 10:00 a.m. - 11:00 a.m. = W2Wednesday Session 3: 11:00 a.m. - 12:00 p.m. = W3

Thursday Session 1: 1:00 p.m. - 2:00 p.m. = T1Thursday Session 2: 2:00 p.m. - 3:00 p.m. = T2Thursday Session 3: 3:00 p.m. - 4:00 p.m. = T3

Dec. 10-12, 2013


14 December 10-12, 2013

MATTHEW CHRETIEN, IntellineticsEDU: S27 Verticalization and ECM: The New Wonder Twins That Ignite and Empower Managed Services in the Imaging Channel W2Matt Chretien has over 20 years of experience in technology sales, consulting and software product life cycle management within aerospace, public safety, government and select commercial markets. Chretien is a sea-soned content management entrepreneur with a strong focus on software innovation. His leadership focus areas

include strategy, team development and alliance partner expansion. He is active in the ECM industry’s thought leadership and corporate giving arenas. Chretien holds bachelor’s degrees in both engineering and supplemental advanced studies in technology operations management from The Ohio State University.

SHANNON CROSS, Cross Research GroupMPS: Future Trends for OEMsShannon Cross has more than 14 years of experience in equity research, 10 of which were focused on IT hardware and imaging technology. Cross is known for her deep industry knowledge, accurate modeling, stock picking, and close industry and company relationships. She has been recognized in a number of Institutional Investor analyst surveys: Best of Independents (2007 Imaging — First Team, IT Hardware — Second Team); All

American Research Survey (2006 runner-up); Best of the Boutiques (Best Firm 2005, Best Firm 2004); and No. 3 Team for Best of the Hedge Funds in II’s 2005 ranking. Prior to co-founding Cross Research Group in 2003, Cross was a director in Merrill Lynch’s equity research group covering the Imaging Technology sector. She received her Master of Arts degree in political science from Columbia University and her Bachelor of Arts in political economy from University of California, Berkeley.

ED CROWLEY, Photizo Group EDU: W21 Developing a Services-Led Business: A Photizo Workshop W1

MPS: The Facts and Fictions of Managed Print

WKF: An Analytical Look at Workfl owEd Crowley is founding partner and CEO of the Photizo Group, a consulting and market intelligence fi rm dedicated to managed print services. With more than 25 years of marketing and management experience, he

is a thought leader in product development, strategic marketing and the managed print services market. Prior to founding the Photizo Group, Crowley was the senior manager in world printer marketing at Lexmark International. Crowley also made signif-icant advances as international development manager at VTEL Corporation, managing director at IntelliQuest, senior product manager at Texas Instruments printer group (now part of TallyGenicom), product manager at DataProducts (now part of Ricoh), and market analyst at QMS (now part of Konica Minolta). He has spoken at more than 30 conferences and events around the world. Crowley is a Certifi ed New Product Development Professional (NPDP) and a member of the BTA, CompTIA and the MPSA.

RANDY DAzO, InfoTrends MPS: The Facts and Fictions of Managed Print Randy Dazo is senior director of InfoTrends’ Network Document Solutions (NDS), Dynamic Content Software Strategies (DSS), Professional & Managed Print Services (PMPS), and Image Scanning Trends services (IST). With more than two decades of experience, Dazo leads InfoTrends’ continuous information service practice in these areas on a global basis. Prior to joining InfoTrends, Dazo was senior manager, output solutions for Ricoh

Corporation. In this capacity he was responsible for establishing channel requirements and go-to-market strategies, creating leading-edge solutions for the market. Earlier in his career, he held senior sales and marketing positions at Sharp, Net2Phone, Minolta and Canon. Dazo holds a bachelor’s degree from State University of New York at Stony Brook.

KEVIN DEYOUNG, QualPath Inc.EDU: S06 What Business Are You In? T2Kevin DeYoung is the president and CEO of QualPath Inc., a managed print services provider recognized by the Managed Print Services Association (MPSA) as a Top MPS Indirect Provider and by Entrepreneur Mag-azine as one of the fastest-growing privately held companies in the U.S. Prior to QualPath, DeYoung served as president of Kodak Latin America’s Offi ce Automation Group. He also currently serves as vice president

of the Managed Print Services Association, sponsoring its Standards and Best Practices, Education, Communications and Marketing committees. DeYoung has in-depth knowledge and experience regarding managed services, fi nancial management, and operative disciplines and processes.



PAMELA DOYLE, Fujitsu Computer Products of AmericaWKF: Transaction Capture: When Scanning and Workflow Technologies MeetPamela Doyle is the director of education for Fujitsu Computer Products of America’s imaging products group. In this role, she is responsible for forming and driving key imaging industry relationships as the worldwide spokesperson for Fujitsu. In her capacity as Fujitsu’s industry luminary, she frequently shares her imaging expe-rience at numerous events, including global conferences such as AIIM, JIIMA and ARMA. She currently serves

as chairperson for the TWAIN Working Group and is an AIIM Ambassador.

AARON DYCK, LMI SolutionsEDU: S26 MPS Makeover: A Case Study W1EDU: S24 The Ultimate Dealer Panel T2 As vice president of sales and marketing, Dyck is responsible for creating the brand awareness and product of-ferings for LMI Solutions. His contribution to LMI’s sales and support initiatives is a major driving factor for LMI’s recognition as the industry’s top MPS infrastructure program and direct manufacturer buying relationship.

JAKE FISHMAN, gap intelligenceMPS: The Facts and Fictions of Managed PrintJake Fishman is a senior analyst for gap intelligence, a San Diego-based consumer electronics, imaging, home appliance and IT market research firm with emphasis in helping product manufacturers and resellers understand current market trends in order to respond to customer demands. Fishman leads gap intelligence’s printing and computing teams and is a member of the company’s gapTCO platform team. In addition, he is

an expert source for The Imaging Channel, ENX Magazine and What They Think. He was recently named a San Diego Daily Transcript “Young Influential.”

STEVE GEISHIRT, Parts Now LLCEDU: S03 Understanding the Memjet Technology W1Steve Geishirt has been involved in Parts Now training since the early years of the company dating back to 1989. His degree in electronics has allowed him to gain a strong understanding of printer, MFP, wide-format and communication technology relating to the hard-copy industry. Past involvement includes new product research, technical support, board- and unit-level repair, management, and participation in the development

of the CompTIA certification PDI+. Geishirt still trains technicians via instructor-led and online classes.

RON GLAz, International Data Corporation (IDC)WKF: An Analytical Look at Workflow Ron Glaz is a program director for IDC’s Hardcopy Peripherals: Software and Services research. In this role he is responsible for writing research in the software and services arena, including document solutions, managed print services channel and document capture solutions. Prior to his current role, Glaz managed IDC’s Digital Capture research group. During this time he and his team established the industry’s most robust research agen-

das and defined research initiatives for digital capture technologies such as digital cameras, digital camcorders, camera phones and scanners. In addition, Glaz also managed field research and custom consulting projects related to document capture technol-ogies. Glaz holds an M.B.A. and a B.S. in management information systems from Northeastern University.

LUKE GOLDBERG, Micro Solutions Enterprises (MSE)EDU: S05 Aftermarket Imaging Supplies Business: Evolution, Resilience and Maturation W1Luke Goldberg is the senior vice president of Micro Solutions Enterprises (MSE). He is responsible for de-veloping worldwide market analysis, examining sales trends, and expanding and analyzing emerging sales channels and opportunities for the industry. Goldberg also is responsible for MSE’s worldwide sales efforts, marketing and product management. With more than 22 years of experience in the imaging supplies indus-

try, he has served as SVP at Future Graphics Imaging Corporation/Nukote Components Division and vice president/partner at Imaging Division. He has extensive industry knowledge and expertise in sales and marketing techniques, industry trends and developments, market analysis, and sales channel development. Goldberg has been a longtime speaker at global trade shows and contributor to industry trade magazines.


16 December 10-12, 2013

JIM HEFFERNAN, Insights 53EDU: S30 MPS Growth Through “How” You Sell, Not “What” You Sell W3 Jim Heffernan is president of Insights53, helping companies communicate business value. He spent 12 years at Hewlett-Packard Co., where he led sales enablement for direct and channel sales organizations across the Americas. He was a pioneer in building HP’s managed print services practice selling to enterprise accounts. Prior to HP, he was owner of a technology company selling hardware, supplies and services.

SARAH HENDERSON, West Point ProductsEDU: P14 Panel — Ask the Experts: Leaders Share Their Strategies for Profitable MPS T1MPS: The Risk Matrix for MPS: Understanding the Importance of Risk ManagementSarah Henderson is director, MPS operations, for West Point Products. In this role, she plans, develops and manages the implementation of MPS programs and key infrastructure tools for multiple channels in North America through the Axess program. Since joining West Point, she has helped launch the indus-

try-leading MPS TCO costing calculator, national service dispatch center, comprehensive MPS SalesPro training and a full-service MPS delivery model for resellers. Henderson serves on the board of the MPSA and was named one of the Top 40 Most Influential People in the Imaging Industry by The Week in Imaging. Henderson’s background includes more than seven years in the imaging industry, with hands-on experience assisting dealers in implementing MPS and marketing strat-egies. Prior to joining West Point Products, Henderson was director, strategic marketing, for the Office Equipment Group at GreatAmerica Financial Services.

BILL HENRY, American Laser Products EDU: S31 STMC Certification Update T3 Bill Henry is president of American Laser Products Inc. in Middleton, Wis. He has been active in the toner busi-ness since 1992. His main focus today is on competitive, U.S.-based toner cartridge remanufacturing. Henry is currently on the executive board of directors for the International Imaging Technology Council and is also a trainer for the STMC.

DOUG JOHNSON, Supplies Network MPS: Overcoming Barriers to Achieving MPS ProfitabilityWith over 31 years of industry experience, Johnson joined Supplies Network in 2010 after a three-year en-gagement as an industry managed print services consultant and founder of RedSage Consulting and Red-Sage Partners. Johnson also served as the SVP/COO of Print Inc. and president of its subsidiary, PrintValue Solutions, Inc. He joined Print Inc. as a startup in 2001, pioneering many MPS operational practices. Prior

to Print Inc., Johnson was with Hewlett-Packard for 20 years, serving as SVP of Worldwide Marketing for HP’s Imaging and Printing Group (IPG) and as VP/general manager for HP’s Supplies Imaging Division. Johnson received a B.S. in quantitative management from Boise State University and was recognized as a Top Ten Scholar.

MIKE JOSIAH, UniNetEDU: S18 Remanufacturing the HP Enterprise 700 M712 Toner Cartridge W2Mike Josiah is East Coast technical director at UniNet East Coast, a global distributor of toner, OPC drums, wiper blades and other supplies. He and his technical support team regularly contribute articles to Recharger Magazine and teach seminars at association meetings and trade shows.

TRICIA JUDGE, Int’l Imaging Technology CouncilEDU: S15 Legal Landscape: Them Versus Us Doesn’t Work Anymore W3MPS: Why Supplies Are Critical to Your Success in MPSTricia Judge is the executive director of the International Imaging Technology Council, a not-for-profit trade association serving imaging supplies remanufacturers and dealers. Judge was also the executive editor of Recharger Magazine for five years. Judge managed a private law practice that specialized in small business

issues for 11 years. Judge’s work has been published in various industry publications, and she has won critical acclaim for her writing and industry advocacy. She is a regular speaker on industry issues at meetings around the world.



MIKE LECAK, Collaborative Consultant Group LLCEDU: S25 MPS — Prepare Your Business for Long-Term Success T2 Mike Lecak has been in the industry since 1983, starting with ComDoc in Pittsburgh, Pa. After a successful 15-year career, he joined Toshiba as a DSM. Lecak joined Print Inc. in 2004 to manage sales for the company’s channel-focused PrintValue Solutions program. His team was responsible for all facets of bringing MPS prac-tices to Print Inc.’s channel partners, including sales, service, training and sales compensation. In 2009 Lecak

joined Konica Minolta to manage its West Region for MPS, then moved to Supplies Network to manage its MPS program. Lecak currently serves as president of Collaborative Consultant Group, LLC.

BEN LYLES, Vista Inkjets Inc.EDU: S19 Inkjet Technology Update W3Benjamin Lyles started his career in the imaging aftermarket upon completion of his chemistry degree from the University of Southern Illinois in 1995. His career has focused on all aspects of inkjet technology, including ink formulation, manufacturing processes, cartridge design, quality control and design patents. Lyles currently serves as president of Vista Inkjets, focusing on the technical demands of the latest inkjet designs and processes.

BARRY LYNCH, GE Intelligent PlatformsWKF: The New Age of the Industrial InternetBarry Lynch has 20-plus years of experience in implementing process improvement strategies for consum-er product manufacturers. As global industry manager at GE Intelligent Platforms, he works with CPG brand owners, material suppliers and contract producers, supporting Operational Excellence, Product Safety and Manufacturing Sustainability programs. His hands-on experience and daily exposure to the challenges of imple-

menting process improvement systems successfully enables CPG companies to deliver sustainable results.

JIM LYONS, Jim Lyons and AssociatesEDU: S12 How, Why and When (and When Not) to Print From a Mobile Environment W2WKF: An Analytical Look at WorkflowJim Lyons has been writing, analyzing and blogging about industry developments since 2006. In his “Obser-vations” blog, he comments on business and marketing developments in the printing and imaging industry, combining many years of experience with an ever-enthusiastic eye on the future. His monthly “Jim Lyons

Observations” column now also appears on The Imaging Channel. Lyons is also a faculty member at the University of Phoenix, teaching marketing and economics at its school of business, and writes the “Goin’ Mobile” blog for Workflow magazine.

JENNA MAMMOSER, MWA IntelligenceEDU: S22 #GoHashtagYourself T1Jenna Mammoser is the VP of Client Services at MWAi and literally grew up in the industry with a Minolta copier in the house until she moved out (scene of many inappropriate copies — shhh, don’t tell). Immediately after graduating from the WP Carey School of Business at ASU with a bachelor’s degree in marketing, she moved to Chicago and cut her teeth selling boxes with Global Imaging Systems. From there she moved to EFI

and worked as a marketing coordinator, learning more about the software side of the business. Shortly thereafter she joined the MWAi team, focusing on sales/marketing and MPS and navigating her way through a fun and challenging industry.

MATTHEW MCGUIRE, LMI SolutionsEDU: S29 Five Hard-Hitting Ways to Distinguish Your MPS Program From the Competition T1 Matthew McGuire leads LMI’s Canadian programs as the director of sales for LMI Solutions Canada. McGuire oversees the development and performance of all sales activities in the country, with heavy focus on partner acquisition and channel development. His success implementing and going to market using managed print ser-vices (MPS) as a sales strategy on both channel and dealer-specific levels continues to reflect LMI’s growing

commitment in Canada. McGuire came to LMI having worked in the industry with PrintFleet Inc., where he was responsible for driving business development for the software manufacturer throughout North and South America. His expertise and understanding of MPS was acquired working with OEM partner programs, distribution MPS models, and independent dealer partners and was evident as McGuire set new levels of growth and performance relative to MPS targets. McGuire has been a featured guest speaker at OEM national sales meetings and many industry conferences. Prior to his position at PrintFleet, McGuire was in the television and marketing industry. He and his family live in Kingston, Ontario.


18 December 10-12, 2013

ED MCLAUGHLIN, Valderus MPS: Where Is the Opportunity? Ahead of the Curve, Not Behind ItAn industry veteran with nearly 40 years of industry experience, McLaughlin is CEO of Valderus, a newly formed holding company committed to bringing strength to locally operated business. Previously, he was president of Sharp Imaging and Information Company of America. He was twice honored as Executive of the Year and has re-ceived a Lifetime Achievement Award from both the Cannata Report and the BTA. Prior to Sharp, he held sales and

management positions with several Fortune 500 companies, including 3M Co., SCM, Saxon Industries, Canon USA and Savin Corp.

KEVIN MORRIS, OneDOC EDU: S06 What Business Are You In? T2 Kevin Morris is the CEO at OneDOC managed print services LLC, an Oklahoma City, Okla.-based managed print services (MPS) provider with offices in New York City, Oklahoma City and Tulsa. In addition to running OneDOC, Morris offers consulting services to dealers seeking to implement MPS. These services are focused on how to sell, service and support this business model as well as how to profit financially from its success.

Morris is a national authority on MPS with a decade of experience selling and training on the MPS model and has worked in the office equipment industry for 30 years.

BRUCE ORCUTT, KofaxWKF: Optimizing Your Workflow With Analytics and MobileBruce Orcutt is responsible for the worldwide product marketing of Kofax mobile solutions, with an emphasis on increasing customer engagement and improving the customer experience in mobile applications. He is directly involved with product development and go-to-market strategies of mobile capture apps and identifying new market opportunities. He has more than 15 years of enterprise software and hardware experience and has a

finger on the pulse on the high-growth, fast-paced mobile market. He is a graduate of California State University, Fresno, and is an AIIM Certified Imaging Professional.

ROBERT PALMER, Palmer Consulting GroupEDU: S23 The Key to Transforming the MPS Model W1MPS: The Facts and Fictions of Managed PrintWKF: An Analytical Look at WorkflowRobert Palmer is an independent market analyst and industry consultant. With more than 25 years of experience in the printing industry, he has covered technology and business sectors for prominent market research firms

such as Lyra Research and InfoTrends. Palmer is a popular speaker who presents regularly at industry conferences and trade events in the U.S., Europe and Japan. He is also active in a variety of imaging industry forums and currently serves on the board of directors for the Managed Print Services Association (MPSA).

MICHAEL POPA, Hewlett-PackardMPS: Keynote Presentation: MPS, Make it MatterPopa has more than 25 years of cross-functional experience including finance, sales, marketing, professional services, technology and strategy consulting. The past 17 years he has worked in IT services, including the past 11 years in managed print services, enterprise and mid-market segments. At HP, Popa has managed HP’s worldwide MPS portfolio, leading a team of talented product managers and process engineers from innovation

through design to introduction. In 2009 he transitioned to his current role as manager of MPS services delivery technology, where he has led the organization through the design, development and implementation of an innovative and integrated end-to-end MPS technology program, Smart Decision Suite (SDS). Popa continues to drive innovation of HP delivery technology, processes and people. He is often engaged to assist customers in the development of MPS strategies, enabling them to move through the MPS value chain. Prior to joining HP, Popa worked at Lexmark International, focusing on enterprise and channel MPS marketing including services and solutions portfolio development and program management. His services career began in early 1990 with IBM Global Services as a principal consultant working with enterprise and mid-market customers on the development of business strategy, organization and operational design, and performance management systems.

JOHN PULLEY, Dealer MarketingEDU: S07 Real-World Social Media Strategies to Grow Your Sales W3Pulley spent the last five years working with dealers across the U.S. and Australia to help them position their dealerships for success in solutions and managed services. He has trained thousands of dealer principals and salespeople in social media and lead-generation strategies.



ROB RAE, Datto Inc.EDU: S13 Managed Backup: The Easy Way to Add Recurring Revenue Streams W2Rae brings over 20 years of B2B experience in the IT hardware and software space, specifically in the channel. He oversees business development and channel relationships for Datto. Rae is passionate about working direct-ly with Datto partners to help maximize their success in sales, management and revenue opportunities.

DAVID RAMOS, InfoTrendsEDU: S04 How to Measure Sales Force Effectiveness T3David Ramos has led, trained and developed successful sales organizations for more than a decade, first at Xerox Corporation and then at IKON Office Solutions. Ramos developed a strong track record developing his employees and delivering results. He was in sales training in IKON’s Western District, helping to reduce sales turnover and increase sales rep productivity. Ramos led the development of courseware and training at the

leadership, sales and sales management levels for IKON’s Mexico Operations. He assumed responsibility for the Mexican sales operations as national director of sales with responsibility for eight sales managers and 70 sales representatives. After that suc-cessful assignment, he assumed responsibility for IKON’s North Florida sales operations as general sales manager and business development manager.

PETER RICHARDSON, Samsung Electronics AmericaMPS: Evolving Your Business With a Vertical Market ApproachPeter Richardson is director of Printer Marketing at the Enterprise Business Division, Samsung Electronics America. He oversees Samsung’s go-to-market strategy for its award-winning line of laser printers and MFPs and is responsible for demand generation through programs for BTA dealers, IT resellers and distributors. With more than 18 years of experience in the office technology industry, Richardson has a deep understanding of the

challenges of end users and how print, scanning and document management can combine with other technology to transform workflows. Prior to joining Samsung in 2009, Richardson served in marketing, business development and sales roles with other leading technology providers, including Kyocera Document Solutions and Ricoh Americas Corporation.

JACKIE RISLEY, FileBound by UplandWKF: How Cloud-Based Workflow Will Redefine Your BusinessJackie Risley is the director of marketing at FileBound by Upland, a leading channel-focused provider of ECM solutions for office automation, including cloud and mobile solutions. She is responsible for all marketing strat-egy and activities for the FileBound brand. With more than a decade of ECM experience, Risley has worked extensively with channel partners to help them build their ECM practices with the latest technologies. She holds

numerous AIIM and CompTIA certifications. Prior to joining FileBound, Risley was the director of product marketing at ABBYY software, a global data capture vendor, and worked at Hyland Software for eight years. Formerly, she was the document and con-tent management editor at Corry Publishing. Follow her on Twitter @jarisley.

BRAD RODERICK, InkCycle Inc.EDU: S08 Facts Bore, Stories Sell More W2MPS: The Real MPS — Motivation, Persuasion and SuccessBrad Roderick is executive vice president of InkCycle Inc. He is an industry veteran with more than 20 years of experience in OEM and aftermarket supplies and more than 25 years of sales and marketing experience. He is an active member of the remanufacturing industry as an author, trainer and speaker focusing in the areas of

industry trends, strategy, and sales and marketing. He serves on several boards, including the International Imaging Technology Council, and participates in several national organizations, such as the Chief Executive Network.

JENNIFER SHUTWELL, Walters & ShutwellEDU: S10 Pro Tips to Managing Business Transformation T1MPS: The Future of Managed Print Services? We’ll Tell You When We Get ThereJennifer Shutwell, CEO of Walters & Shutwell — the mobility, communications and transformation consultancy — has nearly 20 years inside the document services industry. Shutwell’s experience includes successful sell-ing with both dealer and OEM direct operations with IKON Office Solutions, Hewlett-Packard, Konica Minolta

Business Solutions and Canon Business Solutions. Most recently she served as a senior consultant with Photizo Group prior to starting Walters & Shutwell and forming the joint venture of Hendrix Managed Services. Shutwell is known for her insights and recommendations for simplifying complex business environments.


20 December 10-12, 2013

ANDY SLAWETSKY, Industry Analysts MPS: The Facts and Fictions of Managed Print Andy Slawetsky began his career selling office equipment in 1994. In 1996 he joined Industry Analysts, Inc. as senior analyst and was responsible for client relations, content development and strategic initiatives. By 2007 Slawetsky assumed the role of president, where he grew the company’s online and social media presence, sales training programs, and customized market research and product testing programs. Slawetsky, a gradu-

ate of the University of Maryland, resides in Rochester, N.Y., with his two children.

DIMITRI SENECA SNOWDEN, Altosoft, a Kofax CompanyWKF: Optimizing Your Workflow With Analytics and MobileDimitri Seneca Snowden is a senior systems engineer and visual strategist at Altosoft, a Kofax company. Snowden is responsible for supporting the company’s product development, professional services and leading solution innovation. Snowden has more than 13 years of experience in user interface design, user experience design and universal design. Prior to joining Kofax, Snowden consulted for a broad spectrum of industries,

including telecommunications, automotive, media, entertainment and education, leveraging his interdisciplinary skills and unique strategies. As an autodidact, Snowden enjoys studying quantum mechanics, Egyptology and Noetic Sciences. He also profession-ally races cars and recently retired from the MMA as an accomplished professional MMA fighter with 16 wins, 1 draw and 1 loss.

KEN STAUBITz, BEI ServicesEDU: S16 Leverage Your Service Information to Boost Profitability and Provide Sales Opportunities T2Ken Staubitz has experience in all levels of service and operations. Before joining the BEI Services team, he was an operations and service consultant for Strategy Development, where he trained and coached hundreds of vice presidents and service managers in best practices to maximize productivity and effectiveness. While working in the dealer channel, Staubitz was the director of client services for Modern Office Methods (MOM) in Cincinnati,

Ohio, managing more than 60 service personnel in various locations. He consistently exceeded various financial and operational benchmarks, which allowed him to successfully train and consult for both the dealer channel and various manufacturers to im-prove their service operations.

TAWNYA STONE, GreatAmerica Financial ServicesEDU: S32 Identify, Sell and Implement Workflow: A Live Case Study T1Tawnya Stone is director, Enterprise Strategic Technology, at GreatAmerica Financial Services Corp. She is responsible for the overall strategic direction, oversight and implementation of customer-facing tools and prod-ucts across GreatAmerica’s various business units, working in close collaboration with business unit and func-tional leadership and external technology. GreatAmerica is a member of Technology United.

MIKE STRAMAGLIO, MWA IntelligenceWKF: It’s a Wonderful LifeMike Stramaglio has a long history of leadership in the office equipment industry. Over his nearly 30-year career, he has served as president and COO of Hitachi Koki Imaging Solutions Inc. and held senior management po-sitions with Minolta Corporation and Ricoh Corporation. Under his stewardship, Hitachi earned the prestigious Most Innovative Manufacturer of the Year award for two consecutive years. He was also formerly CEO of Imag-

ing Portals Inc. and a two-time winner of the Executive of the Year award presented by Marketing Research Consultants Inc. He joined Electronics For Imaging as general manager of EFI’s Service Automation division in 2003. In this role he was responsible for Automated Dispatch Systems and the Intelligent Device Management solution set, bringing them together under a new name: Mobile Workforce Automation. In acknowledgment of his experience and expertise, M2M Magazine elected him M2M Technology Advisor (Imaging) in early 2007.

RINSE TAMSMA, SAP Business OneWKF Summit Keynote Presentation: Leveraging Technology Trends to Deliver Business Advantage Rinse Tamsma is global vice president, Channel for SAP Business One and Business All-in-One in the SAP Global Indirect Channels team. In this role Tamsma is responsible for the go-to-market strategy and the sales of SAP Business One and SAP Business All-in-One products. Tamsma has 15 years of experience in the ERP business. He started out working for a European ERP vendor, working and living in Asia, then worked in Europe in various

executive roles. Tamsma joined SAP in 2006 as director of SAP’s Small and Medium Enterprise business in the Netherlands. In 2011 Tamsma worked for SAP’s EMEA team. He assumed his current Global role in 2012. Tamsma lives in the Netherlands with his wife and three children.

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GREG WALTERS, Walters & ShutwellEDU: S11 How to Perform a Basic and Effective Workflow Analysis T3MPS: The Future of Managed Print Services? We’ll Tell You When We Get ThereGreg Walters is president of Walters & Shutwell Inc., the mobility, communications and transformation consul-tancy; a managing partner at Hendrix Managed Services; a contributing writer to The Imaging Channel; senior correspondent for the Business Transformation Center; president of the Managed Print Services Association; and

recently recognized as one of the Top 40 Most Influential People in the Imaging Industry for 2013. During an IT sales and services career that has spanned a quarter century, Walters helped turn a large West Coast VAR’s struggling managed print services practice into a highly profitable business. A prolific writer and frequent speaker at industry events, Walters considers himself a “contrarian technologist,” someone with a unique and provocative view of technology and how to sell it in the 21st century. From 2007 to 2011, he authored the notorious destination site TheDeathOfTheCopier.com, where he spoke on all things imaging, MPS and technology.

GIL WAzANA, Micro Solutions Enterprises (MSE)EDU: S20 Maximizing the Profits of Your MPS Engagements W3Gil Wazana is a 13-year veteran of MSE and currently the VP of sales for the Americas. Wazana also interfaces with all of MSE’s strategic accounts and is an integral component of all MSE corporate initiatives and global strategies. Wazana began his career at MSE at the age of 18 and worked his way up through departments such as operations and customer service before joining the sales team as a junior rep. Wazana has since been pro-

moted from sales manager to regional director to his current position of VP of sales.

DAVE WESTLAKE, Print Command LLCEDU: S01 Cybersecurity Obligations and Requirements for MPS W3Dave Westlake started Print Command after nearly 20 years of leadership, sales, marketing and consulting experience, the last decade of which was spent customizing and building defensive capabilities around MPS offerings. During that time he tested, evaluated, installed and/or customized nearly every current print manage-ment program available in an effort to find a solution that met enterprise client needs across both industry and

geographic thresholds. After consistent enterprise dissatisfaction with each “legacy” solutions’ security and analytics capabilities, he took his experience and customer feedback and started Print Command. Westlake is a West Point graduate and has an MBA from the University of Chicago Booth School of Business.

WALKER WHITE, BDNAWKF: Fixing a $1 Trillion Business Process: A Primer on IT ProcurementWalker White is a reluctant leader, being an engineer at heart. During his career at Oracle, he developed a deep interest in the power of data once it is transformed into information. BDNA has provided him the opportunity to build a better way for clients to extract value from their existing data. When not working, which is not often, White enjoys spending time with family, playing ice hockey and coaching soccer. He holds a bachelor’s degree

in computer engineering from University of California, San Diego.

GAVIN WILLIAMS, MWA IntelligenceEDU: S28 To SAP or Not to SAP? With MWA Intelligence, There Is No Question! W1Gavin Williams is executive vice president of the SAP Business Unit at MWA Intelligence, a SAP Gold Partner and leader in enterprise-class machine-to-machine (M2M) and machine-to-people (M2P) solutions for the im-aging channel. In this role Williams is driving the introduction and implementation of SAP Business One for the imaging channel. He has more than 20 years of experience in the sales and marketing of technology, imaging

and printing solutions, including several years at IKON Office Solutions in various sales and management roles. Prior to joining MWAi, Williams was VP of sales for an Arizona-based copier dealer. He earned his bachelor’s degree in accounting from Carroll College in Helena, Mont.

After a morning of educationAnd an afternoon of exhibitionsIt’s time to rock the night away!

We’ve always known this industry rocks.The Drinkflow Lounge proves it.

Get a sneak preview of the evening’s entertainment at www.reverbnation.com/onetondiesel

Join us at the Drinkflow Lounge4:30-7:30 p.m., Wednesday, Dec. 11 on the BIX show floor

Drinks. Food. Networking. Dec. 10-12, 2013

The Intellinetics Band featuring members from One Ton Diesel



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1105 Media Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . 1117

Accutech . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 917

Aster Graphics . . . . . . . . . . . . . . . . . . . . . . . . . . . . 517

Atlas . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1011

Business Imaging Expo . . . . . . . . . . . . . . . . . . . . . 1017

Business Technology Association (BTA) . . . . . . . . . 1017

Canon U.S.A. Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . 704

ChannelPro . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1018

Chinamate Technology Co., Ltd . . . . . . . . . . . . . . . 1116

CIT . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1010

CompTIA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 919

Datto, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 911

Digitek Computer Products . . . . . . . . . . . . . . . . . . 1012

Diversified Computer Supplies, Inc. (DCS) . . . . . . . 1009

ENX Magazine . . . . . . . . . . . . . . . . . . . . . . . . . . . 1216

ESHA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1108

ESP. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 807

Fonality . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 910

Frontier Imaging . . . . . . . . . . . . . . . . . . . . . . . . . . 1204

Fujitsu Computer Products of America . . . . . . . . . . 706

gap Intelligence . . . . . . . . . . . . . . . . . . . . . . . . . . 1015

GH OA Parts Co., Ltd . . . . . . . . . . . . . . . . . . . . . . . 1105

Green Project Inc . . . . . . . . . . . . . . . . . . . . . . . . . . 513

The Imaging Channel . . . . . . . . . . . . . . . . . . . . . . 1016

Image Star . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 317

In-Map Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 915

Intel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 707

Intellinetics Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 809

International Imaging Technology Council (IITC) . . . 1119

LMI Solutions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 701

Locator Magazine; Asay Publishing . . . . . . . . . . . . 1218

Managed Print Services Association (MPSA) . . . . . 1023

MAPA Systems LLC . . . . . . . . . . . . . . . . . . . . . . . . . 811

Micro Solutions Enterprises (MSE) . . . . . . . . . . . . . . 405

Midwest Copier Exchange / ARCOA Group . . . . . . 1200

MIPO Technology Limited . . . . . . . . . . . . . . . . . . . . 417

MPSConnect . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1014

Muratec America Inc. . . . . . . . . . . . . . . . . . . . . . . . 601

MWA Intelligence . . . . . . . . . . . . . . . . . . . . . . . . . . 707

Ninestar Technology Co., Ltd. . . . . . . . . . . . . . . . . 1110

NSA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1107

Nuance Communications . . . . . . . . . . . . . . . . . . . . 813

OCP-USA, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 419

Office Technology Group . . . . . . . . . . . . . . . . . . . . 1117

OKI Data Americas, Inc. . . . . . . . . . . . . . . . . . . . . . . 901

Optimus Graphics Corporation . . . . . . . . . . . . . . . 1115

Parts Now . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 906

Print Audit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 908

Print2Cloud247 . . . . . . . . . . . . . . . . . . . . . . . . . . . . 913

Recharger Magazine . . . . . . . . . . . . . . . . . . . . . . . 1117

ReChina . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1214

ReciclaMais . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1108

Samsung Electronics America . . . . . . . . . . . . . . . . . 707

SAP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 707

Schoon Corporation . . . . . . . . . . . . . . . . . . . . . . . 1101

Seine Tech (USA) Co., Ltd. . . . . . . . . . . . . . . . . . . . 1208

Shanghai Tensy Co., Ltd. . . . . . . . . . . . . . . . . . . . . 1222

Smart Power Systems . . . . . . . . . . . . . . . . . . . . . . . 912

Static Control Components . . . . . . . . . . . . . . . . . . . 501

Supply Link, LLC . . . . . . . . . . . . . . . . . . . . . . . . . . 1123

Technology United . . . . . . . . . . . . . . . . . . . . . . . . . 708

Topjet . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1206

Turbon Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1104

UniNet Imaging Inc. . . . . . . . . . . . . . . . . . . . . . . . . . 301

UNIqBAG . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 313

Unitone Imaging Supply . . . . . . . . . . . . . . . . . . . . . 418

Xiamen Glory Brightstar Electronics CO., LTD . . . . 1122

Zhuhai Printer . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1202

Company Name . . . . . . . . . . . . . . . . . . . . . . . . . . . Booth#



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1105 Media Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . 1117

Accutech . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 917

Aster Graphics . . . . . . . . . . . . . . . . . . . . . . . . . . . . 517

Atlas . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1011

Business Imaging Expo . . . . . . . . . . . . . . . . . . . . . 1017

Business Technology Association (BTA) . . . . . . . . . 1017

Canon U.S.A. Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . 704

ChannelPro . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1018

Chinamate Technology Co., Ltd . . . . . . . . . . . . . . . 1116

CIT . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1010

CompTIA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 919

Datto, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 911

Digitek Computer Products . . . . . . . . . . . . . . . . . . 1012

Diversifi ed Computer Supplies, Inc. (DCS) . . . . . . . 1009

ENX Magazine . . . . . . . . . . . . . . . . . . . . . . . . . . . 1216

ESHA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1108

ESP. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 807

Fonality . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 910

Frontier Imaging . . . . . . . . . . . . . . . . . . . . . . . . . . 1204

Fujitsu Computer Products of America . . . . . . . . . . 706

gap Intelligence . . . . . . . . . . . . . . . . . . . . . . . . . . 1015

GH OA Parts Co., Ltd . . . . . . . . . . . . . . . . . . . . . . . 1105

Green Project Inc . . . . . . . . . . . . . . . . . . . . . . . . . . 513

The Imaging Channel . . . . . . . . . . . . . . . . . . . . . . 1016

Image Star . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 317

In-Map Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 915

Intel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 707

Intellinetics Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 809

International Imaging Technology Council (IITC) . . . 1119

LMI Solutions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 701

Locator Magazine; Asay Publishing . . . . . . . . . . . . 1218

Managed Print Services Association (MPSA) . . . . . 1023

MAPA Systems LLC . . . . . . . . . . . . . . . . . . . . . . . . . 811

Micro Solutions Enterprises (MSE) . . . . . . . . . . . . . . 405

Midwest Copier Exchange / ARCOA Group . . . . . . 1200

MIPO Technology Limited . . . . . . . . . . . . . . . . . . . . 417

MPSConnect . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1014

Muratec America Inc. . . . . . . . . . . . . . . . . . . . . . . . 601

MWA Intelligence . . . . . . . . . . . . . . . . . . . . . . . . . . 707

Ninestar Technology Co., Ltd. . . . . . . . . . . . . . . . . 1110

NSA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1107

Nuance Communications . . . . . . . . . . . . . . . . . . . . 813

OCP-USA, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 419

Offi ce Technology Group . . . . . . . . . . . . . . . . . . . . 1117

OKI Data Americas, Inc. . . . . . . . . . . . . . . . . . . . . . . 901

Optimus Graphics Corporation . . . . . . . . . . . . . . . 1115

Parts Now . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 906

Print Audit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 908

Print2Cloud247 . . . . . . . . . . . . . . . . . . . . . . . . . . . . 913

Recharger Magazine . . . . . . . . . . . . . . . . . . . . . . . 1117

ReChina . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1214

ReciclaMais . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1108

Samsung Electronics America . . . . . . . . . . . . . . . . . 707

SAP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 707

Schoon Corporation . . . . . . . . . . . . . . . . . . . . . . . 1101

Seine Tech (USA) Co., Ltd. . . . . . . . . . . . . . . . . . . . 1208

Shanghai Tensy Co., Ltd. . . . . . . . . . . . . . . . . . . . . 1222

Smart Power Systems . . . . . . . . . . . . . . . . . . . . . . . 912

Static Control Components . . . . . . . . . . . . . . . . . . . 501

Supply Link, LLC . . . . . . . . . . . . . . . . . . . . . . . . . . 1123

Technology United . . . . . . . . . . . . . . . . . . . . . . . . . 708

Topjet . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1206

Turbon Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1104

UniNet Imaging Inc. . . . . . . . . . . . . . . . . . . . . . . . . . 301

UNIQBAG . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 313

Unitone Imaging Supply . . . . . . . . . . . . . . . . . . . . . 418

Xiamen Glory Brightstar Electronics CO., LTD . . . . 1122

Zhuhai Printer . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1202

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ENTRANCEENTRANCE


26 December 10-12, 2013

Dec. 10-12, 2013

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1105 Media Inc.Booth: 1117Phone: 818-814-5200 • Fax: 818-734-1522 • [email protected] • www.1105media.com1105 Media Inc. provides integrated business-to-business information and media. 1105’s offerings focus on technology, products, policy, regulation and news delivered through an assortment of media including print and online magazines, journals and newsletters; seminars, conferences, executive summits and trade shows;

training and courseware; and Web-based services. The markets served by these offerings include government, education, network and enterprise computing, business intelligence, offi ce equipment, industrial health and safety, compliance, security, environmental protection, water and wastewater, and home medical equipment.

Accutech Booth: 917 Phone: 800-759-3001 x314 • [email protected] • www.accutechdata.com

In the traditional sense, Accutech is one of the largest wholesale suppliers of digital supplies and imaging products. Accutech of-fers all the benchmark services, and has fully staffed sales, purchasing, distribution, information technology, and customer service departments to assist with your day-to-day business needs. In the non-traditional sense, Accutech delivers a one-on-one sales experience second to none in the industry. Accutech has dedicated and knowledgeable sales reps and customer service associ-ates who know the business, and stand ready to provide you with an exceptional buying experience. Accutech provides national coverage with both East and West Coast distribution points; Accutech offers the power of online automation with Accunet, their customer portal; Accutech is committed to maintaining the most up to date inventory to meet the needs of today’s market place. Accutech promises good, old-fashioned service and support every day. You can become a resale partner with the fastest growing data supply wholesaler in the world — call today!

Aster Graphics Booth: 517 Phone: 562-404-9315 • [email protected] • www.aster-usa.com Aster Graphics Inc. is a manufacturer, distributor and environmental solution provider of printer consumable

products located in Southern California, U.S. Aster Graphics is dedicated to providing its customers with superior-quality products, environmental recycling solutions and exceptional service.

Atlas Booth: 1011 Phone: 800-380-1792 • Fax: 888-468-2312 • [email protected] • print-command.com We’re the global leader in integrating asset mapping, inventory management, life-cycle planning, and print net-

work cybersecurity. Our technology takes disparate big data and delivers immediately actionable information. This allows our clients to save resources while emboldening their cybersecurity footing. These capabilities make Print Command the global leader in print network security and lifecycle management. Our unique defense in-depth security techniques and proprietary operational enhance-ments keep content safe, costs low, employees happy, and enterprises mission-capable. With Print Command, you don’t manage print, you command it. Print Command is veteran-owned and a proud supporter of Wounded Warrior Project.

Business Imaging ExpoBooth: 1016Phone: 702-438-5557 • Fax: 702-873-4932 • [email protected] • www.businessimagingexpo.comThe offi ce of the 21st century is changing rapidly. Content is no longer confi ned to a single platform and busi-ness use, but is produced in integrated forms as multimedia, becoming part of a centralized workfl ow. Sub-

sequently, sellers and consumers of related devices are looking for ways to streamline their processes. Business Imaging Expo brings together the worlds of business process optimization, enterprise content management, document printing and managed IT, providing a dynamic educational event and show fl oor that addresses all the facets of the offi ce technology industry.

Developing aServices-led Business

A Photizo Workshop

December 11, 20131:00-4:00pm

$199

Companies in our industry are shifting from selling products to services at remarkable rates. Services-led

companies (SLCs) and product-led companies (PLCs) both sell products. The difference is SLCs lead with a service. The core value is built around services--something that’s not easily turned into a commodity as are products. How

do you develop a services-led business that wins?

Photizo has been at the forefront of the industry transition to a services-based business model. Photizo publications and educational events offer a way for the broader industry to learn about becoming an SLC, and they provide a meeting place for the key

players in this transition. In addition, Photizo Group’s consulting and market intelligence services provide the guidance and metrics to accelerate companies’ transition to an SLC model and to reduce their risk in making this transition.

Register today at:

www.BusinessImagingExpo.com

Presented at the Business Imaging Expo


28 December 10-12, 2013

Business Technology Association (BTA) Booth: 1017 Phone: 800-505-2821 • [email protected] • www.bta.orgFounded in 1926, the Business Technology Association (BTA) serves office technology dealerships, resellers, manufacturers, distributors and service companies. Its core members — office technology dealerships — con-

sult, provide services and sell hardware, software and supplies with the goal of helping businesses maximize their investment in devices and technology. Through the association’s various educational programs, information, research, legal services, publica-tions and guidance, BTA member dealerships are positioned to be the premier source of the office technology used by businesses throughout the United States every day.

Canon U.S.A. Inc. Booth: 704 Phone: 631-330-5000 • [email protected] • www.usa.canon.com/cusa/homeCanon U.S.A., Inc., is a leading provider of consumer, business-to-business and industrial digital imaging solu-

tions, is one of Fortune Magazine’s World’s Most Admired Companies in 2013 and is committed to the highest level of customer satisfaction and loyalty, providing 100 percent U.S.-based consumer service and support for all of the products it distributes.

ChannelEyes Phone: 518-915-1188 • [email protected] • www.channeleyes.com ChannelEyes is the leader in Mobile Channel Marketing. Our ChannelCandy platform is reinventing Channel com-

munication. Running across virtually every mobile device, it delivers real-time partner program highlights, news and sales tools in a secure branded mobile app. Leading global Vendors and Distributors have chosen ChannelCandy to power their channel programs.

ChannelPro Booth: 1018 Phone: 917-771-3936 • [email protected] • channelpronetwork.com The ChannelPro Network provides targeted business and technology information for the IT channel. Via its

print and online properties, the ChannelPro Network delivers expert opinion, analysis, news, product reviews and advice vital to a reseller’s business success. Perspectives from vendors, distributors and analysts are spotlighted daily. No other media company focuses on the SMB marketplace like ChannelPro does.

Chinamate Technology Co., Ltd Booth: 1116 Phone: 86-7562532682 • [email protected] • www.cmchinamate.com/ Chinamate Technology Co., Ltd is one of the leading manufacturers of printer consumables in Zhuhai, China. The company’s main products are compatible and remanufactured toner cartridges, ink cartridges, ink refills, CISS, cartridge parts, printer ribbons, photo paper and more. Chinamate Technology has exported its products

all over the world and not only provides high-quality products, but also offers reasonable prices and excellent customer service to meet the needs of your market. We hope to have the chance to work with your company in the future.

CIT Booth: 1010 Phone: 904-620-7516 • [email protected] • www.cit.com/flexability CIT Vendor Finance FlexAbility products provide clients with unlimited flexibility to structure what they sell, how

they charge for it, and who they partner with. Companies that go to market with complex sales structures such as managed services, bundling, and usage-based billing and pricing should talk to CIT.

CompTIA Booth: 919 Phone: 630-678-8300 • Fax: 630-678-8384 • [email protected] • www.comptia.org CompTIA is the voice of the world’s information technology (IT) industry. Association members are at the fore-

front of innovation and represent businesses that maximize the value their clients receive from their technology investments. Comp-TIA is dedicated to advancing the IT industry through the development of channel educational programs, market research, net-working events, professional and business accreditations and public policy advocacy. In addition, you can join any of the CompTIA Communities, which are groups that allow IT professionals to collaborate on industry issues and develop the resources needed to advance the industry.

Drive productivity gains and improve business processes.

For organizations to drive real, extended value from MPS initiatives, they must consider how workers access, manage and share documents. From document capture to digitization and printing, understanding the various ways information flows through an organization is critical to identifying best practices and where inefficiencies and waste occur.

Join us at the Workflow Summit to gain an understanding of key principals for creating an optimized office document strategy:

– The financial and organizational benefits of automating workflows– Practical tips on how and where to start incorporating workflow

management into MPS initiatives– Best practices for utilizing print management, capture,

and conversion workflow solutions

Visit us at booth #813 at the Business Imaging Expo to see how Nuance software solutions can free up access to today’s business-critical information.

The three pillars of an optimized office document solution:

Print management Scan/Capture Convert

edit & collaborate

© 2013 Nuance Communications, Inc. All rights reserved. Nuance, and the Nuance logo are trademarks and/or registered trademarks of Nuance Communications, Inc., and/or its subsidiaries in the United States and/or other countries. All other trademarks are properties of their respective owners.


30 December 10-12, 2013

Datto, Inc. Booth: 911 Phone: 888-294-6312 • [email protected] • dattobackup.com Datto is a technology leader and solution innovator. Our number one priority is to provide our channel partners

with best-in-class solutions, based on superior technology, with the most accessible and knowledgeable support team. Datto offers a range of solutions for all size businesses, including Datto SIRIS, Datto ALTO, Datto G Series, and Datto GenISIS. Having a full suite of solutions enables our more than 8,000 channel partners worldwide to sell their services into businesses of all sizes, helping them open new markets and opportunities. Founded as a R&D company, Datto is constantly striving to develop new and better ways to serve its channel partners.

Digitek Computer Products Booth: 1012 Phone: 888-353-0301 • [email protected] • www.digitek.com Digitek Computer Products is one of the largest privately owned distributors of IT products and imaging supplies

in the country. Digitek invests heavily in technology to simplify ordering via web, XML and through our personal account managers. Digitek has distribution centers in Virginia, Illinois and California with the ability to reach over 97 percent of the U.S. population in two days or less.

Diversified Computer Supplies, Inc. (DCS) Booth: 1009 Phone: 800-766-5400 • Fax: 734-994-5317 • [email protected] • www.dcsbiz.comDiversified Computer Supplies, Inc. is the fastest growing wholesale distributor of consumable imaging prod-ucts in the United States. Our main goal is to provide independent dealers across the country with superior

service at the lowest cost. With facilities in the United States and Canada, DCS has evolved into the leading wholesaler of OEM and compatible consumables to thousands of independent dealers throughout the world. We offer products from all of the major manufacturers such as Brother, Canon, Copystar, DELL-compatibles, Epson, Gestetner, HP, IBM, Imation, Konica-Minolta, Kyo-cera-Mita, Lanier, Lexmark, Muratec, NEC, OCE, Okidata, Panasonic, QMS-Minolta, Ricoh, Royal Copystar, Samsung, Savin, Sharp, Toshiba, Trend, Sharper Image Compatibles, Xerox-Tektronix. DCS’s product line includes supplies for copiers, inkjet printers, laser printers, and fax machines. DCS understands what it takes to be successful in today’s extremely competitive, pre-dominantly price driven marketplace. Therefore DCS provides the most competitive industry pricing and services to add bottom line value to our resellers.

Electronic Systems Protection, Inc. Booth: 807Phone: 800-645-9721 • [email protected] • www.espei.comESP is an established leader in power protection. The company’s innovative technology helps businesses and

consumers get optimal performance from their electronic equipment while reducing energy consumption.

ENX Magazine Booth: 1216 Phone: 818-505-0022 • Fax: 818-505-9972 • [email protected] • www.enxmag.comENX Magazine (engage ‘n exchange) is a monthly publication dedicated to the document imaging industry since 1994. With a circulation of over 30,000 hard copies every month plus semi-monthly e-newsletters, ENX Mag-azine is a leading resource for office technology product and solution dealers, resellers, and distributors in the

USA. ENX keeps you and your business abreast of industry trends, news, insights and issues.

ESHA Booth: 1108 Phone: 732-390-6446 • Fax: 732-390-6424 • [email protected] • www.eshacorp.com ESHA Corporation has more than 20 years of experience selling high-quality OEM and compatible supplies.

ESHA has a 30,000-plus-square-foot warehouse and distribution centers across the country. It specializes in blind drop-shipping. ESHA is a distributor who never sells to end users, only resellers, so the company knows how to serve you! ESHA wants to suc-ceed, so it offers the best products and service at the best prices to keep customers happy. At ESHA Corporation, “Your Success Is Our Business.”



Fonality, Inc.Booth: 910Phone: 1-877-366-2548 • [email protected] • www.fonality.comFonality delivers affordable, business communications solutions on-premise or fully hosted in the cloud. Fonal-

ity customers are able to increase productivity, efficiency and ROI—all while transforming good customer service into exceptional customer service.Our solutions are easy to deploy, simple to maintain and are customizable for your business needs. Choose the voice, unified communications, collaboration and contact center solutions you need to boost your business and the deployment and payment model that works best for you unique needs.

Frontier Imaging Booth: 1204 Phone: 310-898-2688 • [email protected] • www.frontierimaging.com

Founded in 1999, Frontier Imaging has grown to be a leading worldwide distributor of OEM and compatible imaging parts and sup-plies for fax, copiers, printers and MFPs. We have one of the largest in-stock inventories in the country with over 10,000 products for most major brands. Our mission is to provide competitively priced, high quality products backed by fast reliable service. With our customers, we wish to grow together. We want to build mutually rewarding partnerships with all of our customers, and will strive hard to provide them with a “One-Stop Shop” business environment!

Fujitsu Computer Products of America Booth: 706 Phone: 888-385-4878 • [email protected] • www.fcpa.fujitsu.com Fujitsu Computer Products of America, Inc. (FCPA) is an established leader in the document imaging market, featuring state-of-the-art scanning solutions in the workgroup, departmental, and production-level scanner

categories. Fujitsu scanners deliver speed, image quality, and great paper handling, along with easy integration and compatibility with over 200 document imaging applications.

gap intelligence Booth: 1015 Phone: 619-574-1100; 619-574-6600 • [email protected] • gapintelligence.com For over 10 years gap intelligence has provided the world’s most powerful companies with tactical and up to

the minute market intelligence. Gap intelligence’s team becomes a part of your research department and provides all the “heavy lifting” in market analytics so you can see into the future today. Gap intelligence’s core market intelligence services are widely re-garded as the most timely, comprehensive, and easy-to-use tools for manufacturers to keep a close eye on the market.

GH OA Parts Co., Ltd Booth: 1105 Phone: 86-1062469619; 86-1062469619 x803 • [email protected] • www.gh-oa.com GH OA Parts Co. Ltd (Beijing) focuses on the research, designing and manufacturing of spare parts for laser printers, faxes, copiers and other OA automatic machines. GH specializes in fuser assemblies and associat-

ed parts. Its major products include various kinds of fuser film sleeves and upper rollers. Resin films (e.g., HP LaserJet P3015), metal films (e.g., HP LaserJet 4250) and rubber films (e.g., HP CLJ P1215 or LJ P4015) have been mass-produced on a large scale by GH. Since 2010, GH has also been refurbishing fuser assemblies. GH can also make fuser film sleeves for some less popular printer models (such as Samsung, Xerox and Epson) by order. GH is also good at making upper rollers, lower rollers and more. GH has a manufacturing base in Shanxi and a research center in Beijing, so it is able to take care of customers’ needs and accept special orders (such as customized sizes, colors, materials, models, etc.). GH hopes to do business with companies from all over the world.

Green Project Inc Booth: 513 Phone: 626-961-2688; 626-961-2788 • [email protected] • www.greenprojectinc.com

Green Project is a leading remanufacturer and manufacturer of inkjet and toner supplies. The company specializes in brands such as Epson, HP, Canon, Brother, Samsung, Lexmark, Dell, etc. Its focus is to provide quality first and ensures this by following strict guidelines to guarantee the highest quality. Within the last year, Green Project has focused heavily on remanufacturing higher-qual-ity Lexmark and Dell inkjet products. Green Project is devoted to making sure that end users get the same experience as they would with OEM products.



The Imaging ChannelBooth: 1016Phone: 702-438-5557 • Fax: 702-873-4932 • [email protected] • www.theimagingchannel.com

The Imaging Channel is the leading information resource for the managed print industry. In addition to the quarterly print publication, The Imaging Channel produces Total Print Solutions, a semimonthly e-bulletin; and TheImagingChannel.com, the go-to website for the industry’s leading bloggers, breaking news, hot-topic webinars, and more. The Imaging Channel also hosts the annual Managed Print Summit, a full-day summit that is the industry’s premier event and the place to find leading experts, cutting-edge information and top-notch networking opportunities.

Image Star Booth: 317 Phone: 888-632-5515; 888-635-7479 • [email protected] • www.imagestar.com Image Star is a leading wholesaler of imaging products. We offer a wide selection of OEM and compatible printer,

fax, copier, and data media supplies. We have been distributing quality products at an exceptional value for over 15 years. Image Star considers customer service to be their top priority. Image Star’s call center is open from 8am - 8pm EST. A dedicated staff is available to answer your questions, provide price quotes, and place orders. Image Star focuses on personalized service to fulfill your specific needs. You can be assured that your account will be handled by a knowledgeable sales representative who can accommo-date your company with effective business solutions as well as the lowest prices.

In-Map Ltd. Booth: 915 Phone: 925-209-7002 • [email protected] • www.in-map.com

In-Map has a proven track record and has pioneered leading edge print assessment solutions and sales tools that have helped define the managed print services industry. Today, the company develops and supports an industry leading portfolio of managed print services software tools and solutions.

IntelBooth: 707www.intel.comIntel is a world leader in computing innovation. The company designs and builds the essential technologies that serve as the foundation for the world’s computing devices.

Intellinetics Inc. Booth: 809 Phone: 614-921-8170; 614-850-2789 • [email protected] • www.intellinetics.com Since 1994, Intellinetics has been making secure enterprise content management (ECM) simple, accessible and affordable. The on-demand solutions framework built within its flagship ECM platform, Intellivue, allows organi-

zations stuck in information overload to access mission critical content with a broader and less complex approach.

International Imaging Technology Council (Int’l ITC) Booth: 1119 Phone: 702-838-4279 • 702-838-3695 • [email protected] • www.i-itc.org Membership in the International Imaging Technology Council (Int’l ITC) can improve your business while you support the entire industry. The Int’l ITC is a member-based trade association that advances the interests of the

aftermarket imaging supplies industry. The 12-year-old nonprofit association represents its members’ common business objectives, particularly the right to conduct business freely and fairly. The Int’l ITC represents its members in legislative and legal matters, advances product improvement through initiatives like STMC, educates consumers, enhances the image of imaging services with public awareness and educational campaigns, and provides tools for its members to increase their profitability.

LMI SolutionsBooth: 701Phone: 888.215.1292 • Fax: 602.393.2122 • [email protected] • lmisolultions.comLMI Solutions manufactures and distributes premium replacement monochrome and color toner cartridges, printer parts and advanced MPS infrastructure services throughout North America. In 2013, LMI was selected the BEST MPS PROGRAM by the Readers Choice Awards and voted the BTA’s CHANNEL CHOICE WINNER for

remanufactured cartridges. Thinking MPS? THINK LMI.


34 December 10-12, 2013

Locator Magazine/Asay Media NetworkBooth: 1218Phone: 417-781-9317 • Fax: 417-781-0427 • [email protected] • www.therecyclersnetwork.comAsay Media Network, publisher of Locator Magazine, has been bringing together buyers and sellers of offi ce

machines, business equipment, supplies, parts and services since 1987. In addition to a digital page-fl ip version of Locator Mag-azine, Asay Media Network also features online page-fl ip versions of its International Locator Magazine and the Spanish-language Mexico, Central and South America Locator. The company also owns and operates the following websites: www.ombe.com, www.locatormagazine.com, www.thecopiernetwork.com, www.theprinternetwork.com and www.therecylersnetwork.com. Email broad-cast opportunities are available through Asay Media Network’s four targeted email subscriber lists, and your featured products can be viewed each week in its OMBE Featured Products email newsletter.

Managed Print Services Association (MPSA) Booth: 1023 Phone: 980-355-1138 • [email protected] • yourmpsa.org The Managed Print Services Association provides community, education, research and best practices to help

organizations actively manage and optimize their document output devices and related business processes.

MAPAGlobal Managed Mail Services

MAPA Systems LLC Booth: 811 Phone: 618-935-8200 • [email protected] • www.mapasystems.com MAPA Systems, with its unique Managed Mail Services program provides the business community opportunities

to change the way their business mail is processed for delivery. MAPA Systems not only provides a real savings for their users, but also allows them an alternative to expensive labor and often leased, outdated systems of the past. MAPA Systems will become the new standard within the mail industry.

Micro Solutions Enterprises (MSE) Booth: 405 Phone: 818-407-7500; 818-257-7832 • [email protected] • www.mse.com

MSE is the largest U.S.-based remanufacturer and a leading-edge innovator in the marketplace. MSE pioneered the process of Intelligent Re-Engineering, which employs patented technologies, proprietary processes and stringent testing methodologies that result in the market’s best alternative to high-cost OEM print consumables. MSE has sales and distribution in Canada, Europe (U.K. and the Netherlands), Israel, Brazil, California and Pennsylvania.

Midwest Copier Exchange/ARCOA Group Booth: 1200 Phone: 800-487-6798 • [email protected] • thinkarcoa.com/midwest-copier-exchange.html Midwest Copier Exchange, LLC. has been in the wholesale copier business since 1990. Midwest Copier Ex-

change, LLC. is a forward thinking company dedicated to serving the needs of the copier/business machine community. This family owned and operated business has earned a reputation as a no-nonsense company with one goal in mind: customer satisfaction. Ser-vice has always been Midwest Copier Exchange, LLC.’s stock in trade, therefore, each of our regional headquarters (Florida, Illinois) has a complete tech center to ensure that the machines you order are what you expected, no surprises. At Midwest Copier Exchange, they take pride in their dynamic company and for this very reason, their number one goal will always be to satisfy their customers.

MIPO Technology Limited Booth: 417 Phone: 852-2730-7883; 852-2730-7886 • [email protected] • www.mipo.com.cn

MIPO Technology Limited is the leading printer consumable manufacturer in Guangzhou with sales headquarters in Hong Kong since 1999. We provide inkjet and toner cartridges, copier cartridges, ink and toner refi ll kits and offi ce paper. MIPO products are certifi ed by ISO 9001 standard and enjoy excellent reputation by our superior quality, competitive price, thoughtful and attentive services to customers. We own a 100,000-square-meter plant well-equipped in high-end technologies with advanced automatic processing machinery and operated by well-trained laborers. Our monthly capacity is 1.5 million pieces of inkjet cartridges and 300,000 pieces of laser cartridges.



MPSConnect Booth: 1014 Phone: 713-300-0674 x722 • [email protected] • www.mpsconnect.com MPSConnect is the leading source for curated MPS specific information, helping IT and Imaging professionals

around the world in their efforts to stay up to date on all the network printing news. MPSConnect provides the MPS marketing professional the leading media engine to send their MPS message to their target audience. This is accomplished via our non-com-petitive forum for free, efficient, centralized access to the fullest array of information related to the global MPS industry. Our web portal, newsletters, industry specific search engine and related tools are provided free of charge. The MPSConnect community is comprised of Global 1000 C-levels, business managers, senior decision makers and print service providers, consultants and hard-ware and software vendors, dealers, and OEMs.

Muratec America Inc. Booth: 601 Phone: 469-429-3300; 469-429-3311 • [email protected] • www.muratec.com

Muratec America Inc. is a manufacturer of business-class, multifunction printing solutions (MFPs) and a provider of managed doc-ument services components. From “plug-and-play” desktop fax solutions to integrated electronic document capture, routing and storage tools, Muratec MFPs deliver the performance, features, reliability and cost savings that meet the needs of today’s office environment.

MWA Intelligence Booth: 707 Phone: 800.875.2371 • [email protected] • www.mwaintelligence.com MWA Intelligence Inc. (MWAi) offers leading-edge M2M (machine-to-machine) and M2P (machine-to-people) technologies in the office equipment and utilities vertical markets. MWAi has developed a platform-independent

approach to asset, service and mobile workforce management that is flexible and scalable to accommodate your company’s unique requirements. MWAi’s solutions are designed to improve operational efficiencies and customer service by streamlining manually intensive processes —service dispatch, mobile workers, parts replenishment, credit collection, automated meter billing and auto-mated service call creation. MWAi delivers mission-critical information in real time to customer-facing employees and ERP/CRMs. MWAi drives greater customer satisfaction and profit to the bottom line.

Ninestar Technology Co, Ltd. Booth: 1110 Phone: 626-965-6662 • Fax: 626-965-6667 • [email protected] • www.ninestartechonline.com

Ninestar Technology Co., Ltd. is a global leading supplier of consumer imaging supplies with technological superiorities. Ninestar develops, manufactures and sells a full line of quality compatible and remanufactured inkjet and laser printer supplies including desktop inkjet cartridges, wide format inkjet cartridges, laser toner cartridges, solid ink sticks, POS and printer ribbons, and ther-mal fax ribbons. All the products are manufactured under the rigorous implementation of the ISO 9001 global quality system and ISO 14001 global environment system. Ninestar products enjoy a solid reputation among our resellers and customers for their high quality and value.

Nuance Communications Booth: 813 Phone: 781-565-5000; 781-565-5001 • [email protected] • www.nuance.com

Nuance Communications, Inc. is a leading provider of voice and language solutions for businesses and consumers around the world. Its technologies, applications and services make the user experience more compelling by transforming the way people inter-act with devices and systems. Every day, millions of users and thousands of businesses experience Nuance’s proven applications.

OCP-USA, Inc. Booth: 419 Phone: 615-302 0662 • [email protected] • www.ocp.de Stability, composition, consistency —these values are the three major components of OCP’s enduring success. The fundamental characteristics of OCP underline the goals of the company’s entire team. The slogan at OCP is “inks of finest quality.” You will find that every one of OCP’s staff strives to achieve these standards of excellence

each day. Due to OCP’s worldwide activities, “OCP staff” does not refer only to the employees at the German headquarters in Bo-chum and Lage. OCP also maintains dedicated staff at OCP subsidiaries and at other distribution partners’ locations worldwide.


36 December 10-12, 2013

Office Technology GroupBooth: 1016Phone: 702-438-5557 • Fax: 702-873-4932 • [email protected] • www.1105otg.comThe 1105 Media Office Technology Group is an integrated resource for the print and imaging industry that brings

together the leading market information, business concepts, strategies, and people. Key products include print publications The Imaging Channel, Workflow, and Recharger Magazine; e-bulletins Total Print Solutions, Workflow eReport and eCharger; annual events Business Imaging Expo, the Workflow Summit and the Managed Print Summit; and web resources WorkflowOTG.com, Rechargermag.com and TheImagingChannel.com. Our goal is to leverage the knowledge of experts and peers in the document printing industry, and by doing so, provide a centralized organization where dealers and resellers can find the best information, partners, and products for their program.

OKI Data Americas, Inc. Booth: 901 Phone: 856-222-7300; 856-222-5131 • [email protected] • www.okidata.com OKI Data Americas markets its products under the OKI Printing Solutions brand, focusing on providing world-

class printing technology and solutions designed to manage workflow and optimize business performance. Meeting the unique demands of every workgroup, OKI Data offers a full line of products, including digital color and monochrome printers, color and monochrome multifunction products, serial impact dot matrix printers, thermal label and POS printers, graphic arts and production printers as well as options, accessories and consumables. Additionally, OKI offers a comprehensive suite of professional solutions, services and support that help control color printing, increase efficiencies and save on printing costs.

Optimus Graphics Corporation Booth: 1115 Phone: 800-974-2988 x101 • [email protected] • www.OptimusGraphics.com Optimus Graphics distributes a full line of premium high quality compatible ink and laser cartridges. We Service a broad array of customers including dealers, distributors, rechargers, retailers, ecommerce stores, and exporters. All products are manufactured under strict STMC, ISO 9001 and 14001 Standards.

Parts Now Booth: 906 Phone: 608-203-1500 • [email protected] • partsnow.com Parts Now has grown to be the industry’s leading distributor of imaging parts and supplies and managed print

service driven programs. Our product, service and support portfolios continue to expand and these corporate investments propel customers ahead of the competition. New deal crafting modules and FMAudit support make the Parts Now R4 MPS program the most comprehensive offering in the channel. The new MPS Toolbox will determine costs and gross margins, identify devices to re-place based on customer hardware preferences, and then generate rich documents such as assessments, proposals and contracts.

Print Audit Booth: 908 Phone: 403-685-4932; 403-249-9471 • www.printaudit.com

In just ten years, Print Audit has become an industry leader with offices around the world, including subsidiaries in the UK, South Africa, Australia and Latin America. Print Audit develops print tracking and auditing software that enables organizations to analyze, reduce and recover their printing volumes and costs. The company has also developed significant relationships with Toshiba, Konica Minolta, Canon, Xerox, Ricoh, Sharp, Pitney Bowes and many more. Print Audit’s innovations have fueled its success. The company has achieved an average of 362 percent annual growth over the past ten years. Print Audit enables organizations worldwide to sig-nificantly lower the cost and environmental impact of printing and photocopying. Print Audit’s dealer portal is designed to help office equipment dealers increase revenue generated in their current accounts, uncover more sales opportunities and add value to deals.

PrintFleet Phone: 1-866-382-8320: 613-549-3222 • www.printfleet.com PrintFleet is a global leader in managed print software solutions. Founded in 2003, PrintFleet became a suc-cessful stand-alone company in 2005. At the time, Brian Cosgrove, our founder and chairman, also owned Multi-Laser, a remanufactured toner company. Today, PrintFleet offers device-monitoring software that is used by top global MPS providers as part of their MPS portfolio. The ability to monitor and manage third-party devices

is a critical element of any successful MPS program, which is why so many MPS providers have chosen to partner with PrintFleet.

MAPAGlobal Managed Mail Services

You are known by the company you keep

Technology United

www.technologyunited.com

Learn more: printfleet.com

PRF0025-Link-Ad-v3.1.indd 1 13-09-17 1:23 PM



Print2Cloud247 Booth: 913 Phone: 571-271-1557 • [email protected] • www.print2cloud247.com Print2Cloud247 is a cloud ready solution built for the enterprise world, but meets the needs of small businesses. Print2Cloud247 has created a perfect solution to help dealers generate revenue for their MPS programs. Print-2Cloud247 mobile printing platform turns any printer into a cloud printer. For security, Print2Cloud247 is FIPS

140-2 and FIPS 201 certifi ed as well as SSAE 16 SOC-2 Type II, PCI and HIPAA compliant. Print2Cloud247 is revolutionizing mobile printing with a patent pending technology called RapidPrint. Quite simply, this technology allows your mobile device to send and release jobs from the cloud.

Recharger MagazineBooth: 1016Phone: 702-438-5557 • Fax: 702-873-4932 • [email protected] • www.rechargermag.comRecharger Magazine is the leading monthly publication for the document printing industry aftermarket and has

served the industry for more than 20 years. Recharger is available in a print edition and full-featured, interactive digital edition that is an exact replica of the print magazine. Other products include eCharger, a weekly e-newsletter, and RechargerMag.com, the industry’s leading online resource. Recharger’s global event lineup includes ReChina Asia Expo, Shanghai; and Reciclamais South American Expo, Sao Paulo.

ReChina Asia ExpoBooth: 1214Phone: +86.21.32110890 • Fax: +86.21.62472950 • [email protected] • www.rechinaexpo.comReChina Asia Expo, powered by Recharger, is a world’s leading printing consumables expo, since 2004. It is an

international trade show held annually in Shanghai, China, for the business imaging supplies industry, focusing on printer consum-ables including toner cartridges, inkjet cartridges, ribbons, toner, ink, and components, mainly for the aftermarket. ReChina Asia Expo 2014 will take place April 23-25 at the Shanghai Exhibition Center, with the ReChina Imaging Supplies Forum held April 22.

SAPBooth: 707www.sap.comSAP is at the center of today’s technology revolution, developing innovations that not only help businesses run like never before, but also improve the lives of people everywhere. As the market leader in enterprise application software, we help companies of all sizes and industries run better. From back offi ce to boardroom, warehouse to

storefront, desktop to mobile device – SAP empowers people and organizations to work together more effi ciently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable more than 251,000 customers to operate profi tably, adapt continuously, and grow sustainably.

Samsung Electronics America Booth: 707 Phone: 201-329-6318 • Fax: 201-807-3242 • [email protected] • www.samsung.com As a global leader in information technology, Samsung’s Enterprise Business Division (EBD) is committed to bringing meaningful innovation to businesses of all types, from small/medium businesses to the Fortune 500 elite

and public agencies alike. Samsung offers a complete portfolio of solutions, including virtualization, printing, displays, notebook and tablet PCs and digital signage —all designed to move businesses forward while helping to reduce operating costs and the en-vironmental footprint. Samsung EBD is a division of Samsung Electronics America (SEA), a U.S. subsidiary of Samsung Electronics Company, Ltd. (SEC), and is among the world’s largest technology companies.

Schoon Corporation Booth: 1101 Phone: 510-895-1381; 510-895-1941 • [email protected] • www.schoonweb.com In business since 1974, Schoon Corporation can help you transform available cores into the cores you need.

Make X versions of 64A, 90A, 505A, 49A, 51A, 11A and 53A HP cartridges; make JUMBO 64, 90, 505, 53 HP cartridges with Schoon’s JUMBO hoppers; and make a Dell 1815 from a Samsung 3050. Schoon offers kits to help you make your own compati-bles. The company offers long-life laser and copier drums (such as 60,000-page 64X drums) and long-life PCR rollers with no noise and no toner buildup, all built with the required electrical specifi cations for each cartridge. Not just “one size fi ts all,” Schoon makes a higher-quality cartridge. Schoon will display free samples at its booth.



Seine Tech (USA) Co., Ltd. Booth: 1208 Phone: 909-869-0730 x105 • [email protected] • www.seinetecusa.com Zhuhai Seine Technology Co., Ltd. is a leading global laser printer and consumables manufacturer. Headquar-

tered in Zhuhai, Seine has established branches, warehouses and logistic platforms in the U.S., Holland, Japan, and Hong Kong. As one of China’s National High Technology Enterprises, Seine has continuously been awarded the Most Valuable Enterprise by “China Entrepreneur” magazine and ranked 4th in Forbes China Up-and-Comers list in 2011, and Forbes China Best SME in 2012. The core team of Seine has been serving the printer consumables industry for over 10 years and has gained over 330 patents and 20000 OEM patent authorizations domestically and internationally. An industry leading patent platform has been formed. Seine has extensive cooperation with global authoritative organizations and gained STMC, ISO9001, ISO14001 and CE certifi cations.

Shanghai Tensy Co., Ltd. Booth: 1222 Phone: 86-21-67866178; 86-21-37829121 • [email protected] • www.ok-oa.comShanghai Tensy Co, Ltd. is one of the leading manufacturers of printer consumables and exporter in China for

years. We are always specialized in top quality remanufactured ink cartridges for HP, Canon, Epson, Lexmark and Brother etc. Our commitment is to provide quality products, reliable service and competitive prices to clients. Service range: remanufactured ink cartridges, remanufactured toner cartridges fax roll, ribbon and photo paper, etc.

Smart Power Systems Booth: 912 Phone: 1-800-882-8285; 713-984-0841 • [email protected] • smartpowersystems.com Smart Power Systems is a 26 year old, engineering based, Power Quality Company. Among our products is a

free Power Analysis service. We feature power fi lters that will fi lter spikes and surges Neutral to Ground to <0.5 volts going to the copier. Because our products feature patented Transformer Based Filters we can offer them at very reasonable prices. Our product line is rounded out by Automatic Voltage Regulators and UPS systems.

Static Control Components Booth: 501 Phone: 919-774-3808; 919 774 1287 • [email protected] • www.scc-inc.com Static Control is the largest manufacturer and distributor supporting the global laser and inkjet remanufacturing industry. Today, this global company operates from a base of 16 manufacturing plants located in North Carolina, USA, manufacturing more than 9,000 different component parts needed to successfully remanufacture both

laser and inkjet cartridges, offering an entire product catalog of more than 15,000 imaging parts. Static Control is dedicated to its commitment to providing technical education and support documentation programs to customers in languages they understand. Innovation is at the heart of Static Control’s working day, creating profi table opportunities for its customers.

Supply Link, LLC Booth: 1123 Phone: 801-294-0080; 801-299-9538 • [email protected] • www.sellmysurplus.com

SellMySurplus.com is operated by Supply Link, LLC. We are located in Bountiful, Utah (just north of Salt Lake City). We specialize in surplus toner and ink cartridges. We sell OEM products from HP, Xerox, Lexmark, Canon, Epson, Brother, Dell, Oki, Sharp, Pana-sonic, Konica Minolta, Samsung, Ricoh, Savin, Lanier, Toshiba, IBM and Kyocera. We sell genuine name-brand ink and toner for less. On our website you can browse our live inventory, view our target prices, and submit offers to buy genuine name-brand ink and toner supplies. We sell OEM products at discounted prices and believe we have a better way of doing business. We appreciate the opportunity to meet you in Las Vegas.

Technology UnitedBooth: 708 [email protected] • www.technologyunited.com Defi ning a new wave of innovation, the Technology United alliance is combining the people, the integration and the technology to bring intelligent, interconnected solutions to the imaging channel and beyond. You are known by the company you keep, and the people and the companies of Technology United are aligned in their commit-

ment to drive this new wave of intelligent, interconnected solutions and innovation forward, fi nding new ways to simplify and deliver the best user experiences with the most robust technology.


42 December 10-12, 2013

Topjet Booth: 1206 Phone: 86 756 6116869 • Fax: 86-7566116865 • [email protected] • www.top-jet.cnTopjet is specialized in developing and manufacturing inkjet cartridges and toner cartridges and locate in the

printer consumable center—Zhuhai China. The factory has more than 100 engineers and quality inspectors, 30 production lines, 800 workers and 20000 square meters factory area. The production capability is 4,000,000 inkjet cartridges and 300,000 toner cartridges. We have self-molding for the cartridges and advanced full set of equipment for inks production. Welcome to our factory for mutual benefi t cooperation.

Turbon Group Booth: 1104 Phone: 609-472-5335 • [email protected] • www.turbongroup.com

The Turbon Group is the largest publicly held remanufacturer and collector of empty laser toner cartridges in the world and a leader in the manufacture and distribution of the highest quality laser toner supplies. Founded in 1962 Turbon has led the industry for decades in superior quality and innovative OEM alternative imaging supplies. All of Turbon’s products are backed by an industry leading two year, 100% quality guarantee. Our customers brand integrity is paramount, therefore a guarantee to match. With pro-duction facilities on three continents we are uniquely positioned to meet the demands of our channel partners.

UniNet Imaging Inc. Booth: 301 Phone: 424-675-3300 x1133 • [email protected] • www.uninetimaging.com UniNet is a worldwide quality manufacturer and solutions provider to remanufacturers, offering laser and copi-er cartridge recycling components. UniNet offers a wide and complete selection of its brand name products

consisting of X Generation, Absolute COLOR and Absolute Black Toners, Smartchips, ASiC Smartchips, Unidrums and Unirollers. UniNet product lines also include wiper blades, PCRs, MAG rollers, and doctor blades among others.

UniqBag Booth: 313 Phone: 323-522-5626 • [email protected] • www.uniqbag.com

UniqBag is the new name for Fuchsbag, the packaging specialist for inner packaging for more than 30 years. UniqBag will be presenting the packaging solution AIRBAG. AIRBAG is a solution consisting of 98 percent air and only 2 percent foil. Advantages include easy handling, no capital spending, no tooling costs, and dust and UV protection. Furthermore, it is available with ESD protection. Additional advantages include excellent surface protection, a wide range of product variations, customization and reduction of packaging and procurement cost. Applications include use as packaging for cartridges, electronic devices, medical supplies, engineering items, automotive parts, home appliances, etc.

Unitone Imaging SupplyBooth: 418 Phone: 818-772-1222 • Fax: 818-772-1499 • [email protected] • www.unitone.com Located in Canoga Park, California, Unitone Imaging Supply manufactures and distributes a complete line of premium cartridges for color and monochrome laser, MICR, fax and multifunction printers for wholesale

customers. Celebrating its twenty-fi fth year in the industry, Unitone is proud to have achieved ISO 9001 and STMC certifi cations. Unitone’s TAA compliant products are manufactured in the USA and are approved to be acquired by the United States Government for use. Unitone Imaging Supply: 25 years of unsurpassed quality, superior performance and absolute reliability.

Xiamen Glory Brightstar Electronics CO., LTD Booth: 1122 Phone: 86-592-3175321; 86-592-3175323 • [email protected] • www.xmoat.com Founded in 1996, we are a leading manufacturer of duplicator ink and master and toner cartridges in China. We can offer duplicator ink and master for Riso, Ricoh, Gestetner, Duplo, Savin, Nashuatec, Rex-Rotary digital du-plicators, and toner cartridge for HP, Canon, Epson, Lexmark, Brother, Samsung printers and copiers. Through

years of efforts, certifi ed by ISO9001 and ISO14001, we have developed into a high-tech industrial company with robust compre-hensive strength, a mature management system, and an extensive distribution network. We have branches in many provinces of China, and develop agents overseas. Hope to cooperate with you!

FIND YOUR WORKFLOWdownload.101com.com/BIX/2013/BusinessImagingExpo2013Show... · 2013-11-22 · New...

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