Central Directions: September 27, 2002
Renaissance Dallas Hotel - Dallas, Texas
Workshops
Morning Sessions |
| 10:15 - 11:45 a.m. |
Workshop 1
Document Imaging: The Right Products for the Right Solution |
Workshop 2
ABC's of Add-on Sales: Capture additional Revenue and Profit with Supplies and Accessories |
Workshop 3
Building Your Business One Component at a Time |
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Afternoon Sessions |
| 2:15 - 3:45 p.m. |
Workshop 4
Document Imaging: The Right Products for the Right Solution |
Workshop 5
ABC's of Add-on Sales: Capture additional Revenue and Profit with Supplies and Accessories |
Workshop 6
Wireless: Real-World Solutions |
Workshop 7
TechSelect Local Chapter Meeting |
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Roundtables
Morning Sessions |
| 10:15 - 11:00 a.m. |
Roundtable A
Consultative Selling: Positioning your Company for High-End Sales
CMP |
| 11:00 - 11:45 a.m. |
Roundtable B
How Tech Data is Handling the HP/Compaq Merger
Hewlett-Packard |
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Afternoon Sessions |
| 2:15 - 3:00 p.m. |
Roundtable C
Are you leveraging Linux profits?
Sun Microsystems |
| 3:00 - 3:45 p.m. |
Roundtable D
Strategies for Expanding Your Customer Relations while Improving Your Cash Flow
Tech Data |
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Descriptions
Workshops 1 & 4
The Right Products for the Right Solution
Designing and deploying the right document imaging solution for customers often depends on the end-user environment. In this workshop, participants will be asked to spec-out scanner, image processing, storage and service requirements for document imaging solutions in the following three end-user environments:
- Small Office - component-based solutions in monochrome or color with page-per-minute speeds up to 50 ppm
- Corporate-Business Applications - departmental solutions in monochrome or color with page-per-minute speeds up to 60 ppm
- High-Production Scanning - responding to customer needs for large-capacity document feeders in monochrome at page-per-minute speeds of more than 60 ppm with additional capabilities in color.
Participating Vendors: Bell & Howell, Eastman Kodak, Kofax Image, Plasmon and Ricoh
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Workshops 2 & 5
ABC's of Add-on Sales: Capture additional Revenue and Profit with Supplies and Accessories
Develop a sales pitch for one of the product areas identified below (your group will be assigned one of the areas). Assume that your prospective customer is a small business. In developing your pitch, consider and include answers to such issues as:
- Who do you contact and sell to?
- What questions need to be asked of the customer to identify needs and develop the sale?
- What obstacles do you anticipate in closing the sale and/or what objections do you anticipate will be raised by the prospective customer?
- What tactics/strategies will you use to overcome the obstacles and address the customer's objections?
As part of the assignment, estimate the potential revenue you can realize by selling the products in your assigned area to this hypothetical customer.
The three product areas for this assignment are:
Printer Supplies
Magnetic Media
Computer Accessories
Participating Vendors: Fellowes Manufacturing, Fuji Film, Imation, Kensington, Maxell, Sony and TDK
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Workshop 3
Building Your Business One Component at a Time
Identifying market trends for the system integrator will be the main focus for this workshop. Topics will include white box market share, technology updates, industry direction, and how Tech Data, together with its vendor partners, can help you make more educated forecasts to maximize your growth opportunities. The format will include open discussions and case studies that address the main concerns faced under the current market conditions.
Participating vendors: Envision Peripherals and Super Micro Computer
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Workshop 6 
Wireless: Real-World Solutions
What types of wireless solutions are paying off in real dollars? This hands-on workshop addresses that question as resellers and integrators roll up their sleeves and spec-out real wireless solutions to real customer problems. Wireless deployments are designed in entry-level, mid-range and advanced customer scenarios, as workshop participants take into account legacy technologies and environmental concerns. In each customer scenario, resellers and integrators design solutions with preferred vendors and technologies. Trade-offs between cost and functionality will be identified as participants point out the business benefits of the solutions and justify customer costs.
Participating Vendors: Buffalo Technology
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Workshop 7 TechSelect Local Chapter Meeting
Moderator: Tech Data/TechSelect
The TechSelect program is pleased to host our first local chapter meeting at Directions 2002. This chapter meeting will allow all our current members to come together to share best practices and new ideas on how to continue growing TechSelect. Our Advisory Council will be leading this interactive and informative meeting. The TechSelect team is looking forward to seeing all our members in Dallas. (TechSelect members ONLY)
If your are not currently a member of the TechSelect program and would like to learn more about it, please visit our Web site, www.mytechselect.com, and click on the guest button on the right-hand side of the page.
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ROUNDTABLES
Roundtable A
Consultative Selling: Positioning your Company for High-End Sales
Moderator: Richard March - CMP Reality Research
Summary: How do you position your company to clients? This session explores tactics that solution providers are using to become decision-makers for their clients. Roundtable will address building a business case for technology and other strategies.
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Roundtable B
How Tech Data is handling the HP/Compaq Merger
Moderator: Hewlett-Packard
Summary: Receive a much-awaited update on the new HP Invent. You will receive information on how Tech Data is managing the merger and receive answers to your questions. Tech Data will provide program details, allowing you to close business for the quarter; learn more about programs such as Compaq's Dell Winback, CEP and HP's Discount Now and Big Deals!
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Roundtable C
Are you leveraging Linux profits?
Moderator:Sun Microsystems
Summary: Sun Microsystems, the leader in UNIX systems worldwide, has just launched its first Linux product and wants to talk to you about your Linux strategy. What are you doing with regard to Linux? Are you looking at Linux as a growth opportunity? How can Sun help you build a successful Linux practice?
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Roundtable D
Strategies for Expanding Your Customer Relations while Improving Your Cash Flow
Moderator: Patrick Connelly - Tech Data Sr. Vice President, Worldwide Credit
Summary: In today's market there is a constant struggle to overcome a growing number of new financial challenges that have a direct effect on your bottom line and long-term future. Here is your opportunity to do something about it!
Agenda:
- Facilitate a smoother cash flow and improve customer relations
- Customer analysis tools available to help make the right credit decisions
- Develop techniques to protect yourself while dealing with potential bankrupt customers
Also: Meet Tech Data's Senior VP of World Wide Credit Pat Connelly, responsible for extending and expanding Tech Data credit lines.
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