Marketing 6 Pack
for Post-OP era
Thursday 21 March 2013
at Kempton Park, near London
Just 1 day and counting down the hours to the 9th Annual BREAKTHROUGH Marketing Conference to be held on Thursday 21 March 2013 at the Kempton Park Conference Centre. Full programme and profiles completed here:....Book now!
The one-day conference features top productivity services speakers from industry leaders: mobile marketing guru fom AgencyMobile; UC techmaker Jabra; resellers Banner and Everything Office; wholesalers Spicers and Westcoast; and global ecommerce provider ECi. Here is the agenda:
09:00 – 09:30
|09:30 – 10:10||Peter Frost||Proficiency Group||BREAKTHROUGH Marketing - 2012 Market Review - Top Performers - Megatrends 2012-16... Mobilize your paperless future...M-power the Personal Productivity services agenda|
|10:10 – 10:50||James Pimentel-Pinto||AgencyMobile||Mobile Commerce - User Research and Insights|
|10:50 – 11:10||Coffee|
11:10 – 11:45
|Robert Stockford||Jabra||Unified Communications for personal productivity and enabling mobile collaboration|
|11:45 – 12:15||Catherine Burke||
|Case Study: Success in driving productivity managed services from contract stationery|
|12:15 – 12:45||Alex Tatham||Westcoast||Delivering technology that drives productivity|
|12:45 – 13:45||Lunch|
13:45 – 14:15
|Simon Wallis||Spicers||Your integrated sales and marketing solution|
|14:15 – 14:45||Kris Hemsley||Everything Office||Case Study: From products to productivity services|
|14:45 – 15:00||Afternoon Tea|
|15:00 – 15:45||Adam Stockwell||ECi Solutions||Your emarketing future from OP's #1 software provider|
|15:45 – 16:00||Peter Frost||Proficiency Group||SUMMARY & BREAKTHROUGH'12 Marketing Awards - Top Reseller marketer...Top marketing manager ...Top manufacturer marketer presented by Peter Frost|
Speaker mini-profiles (in agenda order)
Peter Frost - Proficiency Group
Mobilize your paperless future.
How to M-Power the new Personal Productivity Services agenda
The Office Depot take over of OfficeMax provides added urgency for you to prepare for a more competitive future. A future that demands you can sell successfully to the CFO
2012 was the tipping point for most OP dealers. A reality check that printer paper, ink and stationery may be in terminal decline. The launch of the iPad and the huge growth in smart-phones for business users to 'browse and buy' via mobile webstores will accelerate changes.
Lucy, the typical user-chooser is now the most powerful business buyer. Lucy wants personal productivity tools and accessories. She wants headsets, extra screen monitors, smartphone accessories, 'spinner' mobile office cases, espresso coffee brewers, tech-cleaning kits etc.
Lucy doesn't know her local office supplier. She prefers the personalised service of Amazon, Staples or Costco. OP dealers need to exploit their local service advantage and work with their stationery buyer contact to reach Lucy.
You need to protect what business you have otherwise Amazon & Co (Founder CEO Jeff Bezos, pic right) will eat your lunch!
Peter will present a 6 pack practical marketing plan for you to counterattack the Amazon, Staples, Depot/Max and the massmarketers. This will include selling technology, refreshments, hygiene systems, ergonomic workspaces; security and sustainability systems.
Peter will cover progressive resellers' recent success stories who are: selling to the CFO; building CRM user database; promoting personalised emarketing campaigns; have open webstores at market prices; and who benchmark progress against best practices.
Success in selling in single source systems, managed print services (MPS), facilities and refreshment supplies all involve selling via the CFO. Peter shows you how!
Don't miss your biggest growth opportunity in the new market...the low hanging fruit that others are stealing from under your nose.
James Pimentel-Pinto – Agency Mobile
Mobile Commerce: User research and insights from more advanced industries that can be adopted successfully n the OPS marketplace. James shows how…
James is a mobile channel specialist and expert in driving new revenues through mobile channels for brands and publishers for clients including BBC, IPC Media and Telegraph Media Group.
James has created unique digital business ideas that generate revenue from content. He has built social communities using mobile at the core. James has taken offline business models and applied my 20 years of digital native experience to make them work digitally. Building profitable creative tech teams from scratch.
James achievements include: Created London's most respected mobile innovation agency in 2005, responsible for over 20 Apple App Store category number 1s globally and award winning work for the BBC (GoodFood iPad app), Reebok and pioneering mobile finance and mCommerce with RBS , Natwest and Next native apps. Also helping formulate the business model and initial product development for blippar.com prior to investment by Qualcomm.
Skills and services provided: Augmented Reality, Lean Startups, Mobile Banking, Mobile Commerce, Mobile Development, Music Technology, Network Infrastructure, Sports and Entertainment Marketing, Team Creation, Web Development
Robert Stockford – Jabra
Unified Communications for personal productivity
and enabling mobile collaboration
Robert will enlighten delegates on the burgeoning wireless Unified Communications (UC) marketplace and show why and how OPS resellers are well positioned to adapt and sell in these mobile collaboration systems.
He will discuss the rapid growth of mobility marketplace and what resellers to do to adapt and invest in a specialist salesperson that can sell to the C-level e.g. CFO and CTO
Robert is the UK National Sales Manager who heads up Reseller and Distribution sales account management teams for Jabra Business Solutions division.
His main area of focus is developing Jabra’s new and existing partner base in order to drive market share.
He previously worked at Xerox for five years as a UK Sales Manager and also spent over 10 years working at companies including Fujitsu-Siemens, Trend-Micro and ComputaCenter
Catherine Burke –Banner Managed Communications (part of office2office)
Case Study: Success in driving productivity managed services from contract stationery
Catherine will guide delegates through the managed services strategy that has been instrumental in driving office2office’s largely contract stationery supply dependence to less than 65% of its sales mix.
Catherine is responsible for delivering strategic value and innovative outsourced communication solutions for a diverse range of blue-chip clients such as Carphone Warehouse, JD Wetherspoon and Friends Life.
Services cover creative and production services, document and print management, digital and direct marketing through to logistics. All solutions are designed to deliver sustainable cost savings, process optimisation, technology, transparency and brand management.
Under Catherine’s leadership, the business has enjoyed a consistently strong performance in terms of both turnover and profitability.
Banner Managed Communication is part of office2office plc whose brands also include Banner Business Services and Truline logistics.
Prior to being appointed Managing Director in August 2010 Catherine was key accounts Client Services Director. She has a BA in History from the University of Essex.
Alex Tatham - Westcoast
Delivering technology support that drives productivity
Alex is sales and marketing chief of Westcoast, the UK's leading technology wholesaler.
Westcoast has added a range of OP products to its portfolio and will guide delegates on how they can build s single source strategy based on its comprehensive product and services support Alex has spent 17 years in the IT distribution channel.
He joined Westcoast as sales and marketing director in January 2009 after a short period as MD with Simms International (2007-8) and 13 years with leading global IT distributor Bell Micro (now Avnet/ ATS) latterly as commercial director.
Westcoast is one of the UK's largest IT wholesalers supplying retail, VARs, e-tail, OP dealers with HP, Apple, Samsung, Toshiba, Sennheiser and Microsoft as strategic vendors. It is also the largest UK distributor of IT Supplies and spare parts.
Alex is a rare mix of qualified chartered accountant and high profile marketer. Sales for Kellido, Westcoast’s parent company were expected to be £1.2Bn in 2012 inc. Westcoast £1.0Bn and XMA £200m, both substantially up on 2011.
He WOW’d the conference in 2011 and we look forward to an more ebullient tour de force.
Simon Wallis - Spicers
Your integrated marketing solution
Simon introduced Synergy, Spicers original sales and marketing programme for progressive resellers in 1993 under Bill Armstrong’s regime. He moved to competitor VOW after some unsettling management changes and is now back home to refresh and revitalise its integrated marketing plans.
Leading UK wholesaler Spicers has announced the launch of its “Brilliant Partner” marketing programme, which succeeds Synergy.
The Brilliant Partner programme has strong foundations, having been in existence in different forms since the launch of Synergy in 1993 and is built upon the core values of reducing operating costs and duplication, recognising and rewarding commitment, delivering exclusive marketing, creating services that help partners grow.
Wallis, Spicers Business Development Director told us, “The exciting part is that we are hitting the ground running. I recently presented a range of initiatives at a forum attended by a representative group of Partners and there are at least 8 projects that are in progress and will be delivered to participating resellers over the coming months. The critical part of any new programme is to secure credibility and confidence and this is only achieved by delivering tangible benefits. Importantly, we have a plan in place to do just this and our intention is that there will be something for everyone.”
Wallis recruited Julian Church and James Johnstone as Systems and Marketing Business Development Managers respectively in January. Wallis adds, “We have invested in a team dedicated to the programme with specialist knowledge who understand the threats and opportunities that resellers face. We are working with a handful of partners on proactive business development plans and this is creating initiatives that will create further substance from which other partners will benefit in due course”.
Kris Hemsley – Everything Office
Case Study: From products to productivity services
EverythingOffice is one of the UK’s leading etailers and has successfully converted into contract reseller too. Kris will explain how EO has transformed itself into a regional powerhouse Kris joined Everything Office in 2002 after a very successful career as a juniors swimming coach for Sport England. Kris joined the company as an Account Manager and quickly established his strong knowledge in office supplies product. In Jan 2006 Kris was promoted to Sales Manager and then promoted to Sales Director in October 2006.
Adam Stockwell - ECi Software Solutions
Your emarketing future from OP's #1 software provider
Adam has just joined ECi Software Solutions, the global leader in OPS IT solutions as MD of its European division. Adam takes CEO Ron Books place and will bring his fresh perspective on the challenges resellers and ECi to effect CRM systems, mobile user-friendly ecommerce solutions and MPS software that enables them to compete with Amazon and Staples
“I am delighted to be joining ECi as Managing Director of Europe,” said Stockwell. “I look forward to being a part of their continued success in introducing innovative business software solutions into the European marketplace. My experience in the software industry marketing ERP and e-commerce systems into the retail, manufacturing and distribution sectors gives me a great advantage in connecting quickly with ECi's customers and ensuring we drive maximum value for them.”
Stockwell brings more than 26 years of Sales Management and Business Development experience to ECi Europe. He has experience developing strategic partnerships and building new business. He also has vast software and consulting experience, having served in senior positions at enterprise software and services companies supporting numerous industry verticals.
Stockwell’s experience spans Asia, Eastern and Western Europe and the US. In his most recent role, Stockwell worked at Staples Europe where he was European Director for their Managed Print Services (MPS) and was responsible for developing Staples' strategic plan to enter the European MPS market. He was also a key member of the Staples Global Strategy team for MPS and helped define the overall strategy for Staples’ MPS business.
Prior to Staples, Stockwell was involved in the successful launch of several ERP systems into new industries and markets, including manufacturing and ERP systems for PeopleSoft, e-commerce platforms for IBM and financial systems for Hyperion, amongst others.
Peter Frost - Proficiency Index
SUMMARY & BREAKTHROUGH'12 Marketing Awards -
Top Reseller marketer...Top marketing manager ...Top manufacturer marketer