SHOW GUIDE 2006

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World Expo 2006 Courses S23 Franchise Operations - How to be Profitable and Successful Come hear about some tried and true success stories on how you can run a franchise location successfully and profitably. Franchise Services, with more than 40 years of franchising experience across multiple brands in 22 countries, has a proven track record of success as a franchisor and in helping franchisees run profitable and successful businesses. We will cover key areas such as operations, sales, marketing and business planning. We will talk about how we can apply some of these concepts to a business focused on imaging supplies. As a franchisor with experience across multiple industries and business models, we are very familiar with helping franchisees achieve success. Attend this seminar to hear about some concepts which have succeeded in creating profitable franchisees across many industries and markets. Kim T6 S24 Going South: Market Trends and Expansion into the Latin American Market The Latin American recycling industry has been expanding rapidly since the turn of the century, becoming a thriving market that has, with the exception of Mexico, Brazil and Argentina, been practically unexplored by American and European companies. Explore the recent development of the inkjet, toner and compatible cartridge industry and where it’s going. Gomez T5 S25 Hiring and Retaining Employees The labor shortage in the United States has reached a critical point and has adversely affected many industries. How can a business recruit, retain and select not only "warm" bodies but a good candidate who fits in the organization This workshop will talk about the basics of recruiting and selection, legal requirements, types of interview styles and offer suggestions for remaining competitive in the recruiting arena. Participants should be able to ensure that their recruiting and hiring practices are legally compliant and take away ideas that offer some creative sources for recruiting and retaining employees in a tight labor market. Hartleb T5 S26 How Remote Print Management Technology Can Keep Your Customers Happy There is no question that competitive pressures are increasing in our industry. Many resellers are left asking themselves the hard question, “What sets my business apart” During this session, Norman McConkey will demonstrate the powerful differentiation strategy of leveraging print management technology, to become even more responsive to your customers. Learn how print management technologies offer the potential to deepen the reseller-customer relationship by allowing your sales strategy to evolve to a higher level. A discussion of the various technology solutions available on the market will allow you to find a print management partner that best suits your business. McConkey F7 S27 How to Develop a Strategic Marketing Plan Whether you want to give your marketing efforts a fresh direction, or simply want to review and polish your current plan, this course is a must for all marketing professionals in the imaging supplies industry. Attendees will begin with an exercise in analyzing their company’s current situation, examining existing and potential target markets and identifying new opportunities for innovation. Explore proven tactics in developing your strategy, implementing your plan and measuring the success. With a focus on the importance of building and managing a brand, this comprehensive course will guide companies of any size, with any budget, through all aspects of the strategic marketing process. Hunt T5 S30 How to Set Up and Manage Successful Cartridge Collection Programs, Both Traditional and Non-Traditional Why must you run your own cartridge collection programs Money. This course will allow managers and owners to learn how to set up and run/manage traditional and non-traditional cartridge collection programs in today’s market, as well as go over opportunities in non-traditional collection programs, and how to get started and make more profit. Cheryl Lucas, Al Lucas F7 S84 How to Use Metrics and Planning to Grow Revenue and Income Most business plans are written from an academic perspective and quickly become another trophy on the credenza. Key benchmarks are critical to your business, yet the irony is that they are only useful if you have a process to close the gaps in your current performance. This course will take the mystery out of writing an operating plan and, more importantly, will demonstrate how to use that operating plan to stay focused. You will learn how to engage your key team members in a realistic planning process that sets attainable goals and provides a sound monthly process for measurement and adjustments. If you are currently running a business you have all of the education you need to effectively use sound business planning. This course is a must for any business owners or general managers who want to improve their operating results. Callinan W2 S31 Human Resources 101 This course is designed for the small to midsize business owner or administrator who also has human resource responsibilities. HR 101 will take participants through the process of setting up a legally compliant HR department, and provide a general overview of the top employment laws that regulate business today. Participants will be able to set up their own HR department, implement proper policies and processes that fit their organizations culture and have a general understanding of employment law. Hartleb T6 S32 Lending Printers as a Cost-Per-Page Strategy – Spanish Lending printers as a cost-per-page strategy is a new way to increase your sales by captivating new customers of all sizes. It will show you several skills needed to convince your customer that by receiving printers on a loaner basis, they will save thousands of dollars in assets, and your company can earn thousands more by contracting these printers for a period. This course will show you how lending printers will enable you to save in empties, chips, supplies and components. It will also show how this could increase earnings per cartridge. The course will include a sample case, technical considerations and possible customer objections and problems and how to solve them. Cano W1 S33 Marketing and Positioning Versus the OEM: Managing Customer Quality Expectations Based on Sales Channel Just as the OEM markets and positions its products based on real-world printer application and intended user expectations, so must the aftermarket tailor its message in a similar fashion. In this seminar, Goldberg discusses color laser and inkjet and assesses user expectations and quality expectations with the goal of formulating a marketing message that will appeal to the disparate needs of these users. Goldberg W1 S35 Maximize Your Web Site and Online Marketing Ever wonder how to get to the top of the Google or Yahoo! search engines We go over the elements that make a Web site easily accessible to Web crawlers. Then learn how to ramp up a Web marketing program using Yahoo-Overature pay-per-click and Google Adwords. Take away a handout that spells out Yahoo! and Google marketing programs. Hunter T6 8
World Expo 2006 Courses S29 Mergers & Acquisitions — Value Creation & Process Entrepreneurs will walk away with key quantitative and qualitative attributes that derive value upon exit along with some practical management tools to implement these attributes and create value within their organizations. The class will also provide an overview of the acquisition process, critical deal terms, negotiation and contract elements. Dudek W3 S36 Outsourcing: Maximizing Profits Through the Economic Principle of Comparative Advantage Rapid-fire releases and the increased complexity of OEM design have made product development cost-prohibitive for many aftermarket producers. In an effort to control costs while maintaining a full product offering, many are beginning to consider outsourcing as an alternative to increased R&D costs. Aimed at business decision-makers, this session will take a step-by-step economic approach to exploring the benefits of outsourcing. An introduction to comparative advantage will begin the session, followed by a more in-depth explanation of how the theory applies to the remanufacturing industry. By the end of the session, attendees will take with them an effective analytical tool that will enable them to effectively determine the best outsourcing solution for their company. MacKenzie F7 P02 Panel: Ask The Experts: Critical Information on Entering the Market As our industry has changed throughout the years, so have the opportunities for entry into the market. Explore the newest business models employed by many: storefront, Internet sales and outsourcer-only as well as traditional in-house remanufacturing. Our panel of experts guides you down the paths they've successful traveled. James T5 P03 Panel: Ask the Experts: Impact of the Emergence of Franchises The influx of refilling storefronts into the current landscape of the remanufacturing industry has the potential to change, both positively and negatively, the entire industry in a historic way. Get out a pen and paper and make two columns, because there is no doubt a wide variety of potential pros and cons. Kim W3 P05 Panel: Ask The Experts: Software Solutions Print management, click-charge, cost per copy, print fleet management ... the lingo goes on, yet the reality is clear: Remanufacturers must learn to sell more than cartridges. Find out how when our panel of experts answers the questions you most want to know. Berosh W2 P06 Panel: Ask the Experts: Sourcing Empties Having trouble getting empty inkjet cartridges This course will give an overview of the issues of getting high-quality empties, including methods of finding empties (your customers, collection programs, brokers), and what to look for in brokered cartridges to make sure you are getting your money's worth. Bushman T4 S43 The Remanufacturing World and R&D Rules Remanufacturers must streamline the innovation engine with a greater collaboration and knowledge-sharing environment. They must ensure great research converts to competitive products by responding quickly to evolving market needs, and do more than increase R&D spending. Learn the rules to R&D in today's competitive remanufacturing environment. Oskui T5 S69 Retirement Plan Options for Business Owners Review of the retirement plan law changes for 2006 and an overview of the tax, financial and business benefits from selecting the right plan. This class will review the best plan choices for different business scenarios including owner-only businesses through multi-employee organizations. This session is equally valuable for business owners that already have retirement plans in place and those that are trying to figure out which one to use. Luby III W3 S37 Reverse Logistics: Effectively Managing Collections Join Marketing Manager Natalie Cutler of Greentec as she analyzes the real cost of empties management. This all-new seminar is focused toward dealers, remanufacturers, contract stationers and big-box retailers seeking to learn new methods to improve empties management and customer loyalty. This session will overview the current market trends and cost models, and explore ways to enhance revenue generation. Case studies based on real scenarios will open your eyes to the opportunities and challenges faced by our industry as we grow. Cutler W1 S28 Setting Up a Refilling Store, Kiosk or Home-Based Business Our top dealer is grossing $17,500 after eight months in business. It is because our business model works. In this class we go over some of the elements necessary to set up a successful business. It is important to know what you need and what you don't. Find out how to lay out a store to maximize your time and resources. We will share with you the one idea that doubles the income of all of our dealers. Take away a handout that will give you a nice laundry list of all the things we recommend. Hunter F7 S38 Technology of Print Management Learn how print management technologies offer the potential to deepen the reseller- customer relationship by allowing your sales strategy to evolve to a higher level. A discussion of the various technology solutions available on the market will allow you to find a print management partner that best suits your business. Steele T4 S39 Technology of Print Management Learn about the latest technology available to capture your customers’ print revenue. Greenberg T6 S70 10 Biggest Financial and Estate Planning Mistakes by Business Owners Review of typical problems encountered when doing financial and estate planning for business owners including the proper use of trusts and other estate planning documents, how a financial plan should be used, etc. Owning a business presents a different set of issues when doing financial and estate plans. This session covers items that many business owners think are all set until they learn otherwise, which is often too late. Luby III T4 S68 10 Biggest Investment and Tax Mistakes by Business Owners This session goes over the 10 issues most commonly overlooked or handled incorrectly by business owners. Topics include areas where business owners often pay too much tax, too little tax, investment mistakes, common misconceptions, etc. Luby III W1 9
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SHOW GUIDE 2006

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