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SAN DIEGO, CALIFORNIA October 15 - 17, 2008 |
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AGENDA |
SCHEDULE OF EVENTS
WEDNESDAY, OCTOBER 15, 2008
12:30 PM - 4:30 PM Board of Director's Meeting and Lunch (Board Only) Encore Room
7:00 PM - 8:30 PM Welcome To San Diego Registration and Cocktails Elevation
Cocktails and hors d'oeuvres will be served at ELEVATION on the 11th FLOOR at the Hard Rock Hotel.
SPONSORED BY MIDLAND INFORMATION SYSTEMS
9:00 AM - 10:00 AM Welcome Breakfast and Impact Awards The Edge
Conference Overview and Highlights!
SPONSORED BY SERVICEKEY
10:00 AM - 11:00 AM Tech Services Session: The Edge
Those Dreadful Negotiations™. Getting Ahead of the Services Eight Ball.
Presented by Sid Saleh, Founder & Publisher, ServicesRevenue™
Let’s face it, most of us dread negotiating service deals. In the good old days, when service was part of a product deal, we closed the product portion first and dealt with service later - usually by giving it away. Today, you can’t give away what drives your margin contribution. The trouble is we’re still trying to sell services the way we used to sell products. We stumble as soon as we start serious negotiations. We fall behind the services eight ball!
Dealing with service negotiations involves several aspects. First and foremost, the heavy fixation on price early on must be managed and set aside. Customers’ true needs and wants must be validated and prioritized before negotiations start. This takes some discipline to follow but usually wins the day – regardless of whether an independent or an OEM is leading the deal. We assume customers understand service complexity – perhaps at a high-level but not in terms of the intricate details of how service affects their operations. Educating customers is a must. This is particularly true when multiple decision makers are involved, each placing different priorities on the same service benefits. Differences have to be reconciled before negotiations start.
Furthermore, the market has been trending towards more multi-vendor service arrangements. This trend is stronger now than ever before due to convergence and other factors. How should the different service providers involved in the same deal allocate their efforts and divide margin?
Sid Saleh leads this timely discussion with ASCDI’s Tech Services Committee. He will share specific cases and service trends. Sid writes about our peers’ experiences in services marketing and selling – what they’re doing and what seems to be effective. In addition, his team at ServicesRevenue™ publishes innovative tools that connect the value of a provider’s service to clients’ needs and support healthy margins. In 2003, Sid received AFSMI’s prestigious George O. Harmon Award.
11:15 AM - 12:00 PM Guest Speaker: The Edge
David L. York, President & CEO, CHE Consulting, Inc.
"Sun Microsystems settles lawsuit with Fenton firm" From Bizjournals.com Friday January 12, 1:12 pm ET
Sometimes the little guy does win. That's what David York learned when a subsidiary of Sun Microsystems Inc. settled a lawsuit it had filed against York's computer consulting firm in Fenton.
Sun StorageTek, part of Sun Microsystems since 2005, filed a lawsuit in 2002 against York and his company, CHE Consulting Inc, over alleged copyright and patent infringement. After years of litigation, StorageTek decided to settle the case by paying CHE an undisclosed amount.....CHE later countersued, claiming StorageTek was trying to maintain an illegal monopoly on the maintenance of its robotic tape libraries by bullying CHE.
"It is referred to in the industry as FUD -- fear, uncertainty and doubt," said York, who owns CHE with his wife, Phyllis. "What they would do is... state that my personnel were less than credible, state that my parts were less than credible. They would also utilize the litigation to threaten the customers."
David York will be joining the ASCDI to tell us his incredible story. This is a not-to-be-missed session for everyone! There will be a question/answer period.
1:00 PM - 6:00 PM Afternoon Networking Activities
Golfers: Meet in Lobby at 12 PM, everyone else, please meet in the Lobby at 12:45 PM.
ASCDI SAILS ON THE AMERICA!
You will enjoy a wonderful afternoon with lunch and drinks on the beautiful San Diego Bay, aboard the legendary 139 Ft schooner called AMERICA, the incredible yacht after which the America's Cup is named.
ASCDI WINE TASTING TOUR OF TEMECULA VALLEY - SOLD OUT
The perfect way to spend a lovely, relaxing afternoon of networking, and a excellent opportunity to learn about some of California’s finest wines. Experienced tour guides and chauffeurs will lead us through the beautiful rolling hills of Temecula in a LIMO BUS for the afternoon. We will enjoy a gourmet lunch and visit three wineries.
ASCDI GOLF TOURNAMENT AT CORONADO GOLF COURSE
This golf course, designed by Jack Daray, has four holes along beautiful Glorietta Bay on Coronado Island and the 16th hole is considered one of the most beautiful holes in San Diego County. The San Diego Union-Tribune gave Coronado Golf Course a 10 out of 10 rating. Based on annual rounds played, the Coronado Golf Course is the busiest golf course in California.
FRIDAY, OCTOBER 17, 2008
COFFEE BREAKS SPONSORED BY MCCOLLISTER'S TRANSPORTATION GROUP, INC.
9:00 AM - 11:00 AM General Membership Meeting and Breakfast Legends
Ethics Overview
Charity Presentation
Association Business
New Member Introductions
Committee Reports
BREAKFAST SPONSORED BY AERC RECYCLING SOLUTIONS
11:15 AM - 12:15 PM Keynote Speaker: The Edge
Bruce Weinstein - THE ETHICS GUY®
"Lie, Cheat, and Steal Your Way To Success! What Would The World Be Like Without Ethics?"
Have you ever asked yourself, “Am I doing the right thing?” In this lively, interactive keynote address, Dr. Bruce Weinstein, The Ethics Guy, will help you answer this question anytime it arises in your professional or personal life. You’ll review five basic principles and learn how to apply them in a range of difficult situations. It’s unlike any ethics presentation you’ve ever attended before You’ll leave inspired and with a deeper understanding of why dong the right thing isn’t just the right thing to do—it’s the smart thing to do, too. Spouses and partners are welcome to attend.
ABOUT THE PRESENTER
Dr. Bruce Weinstein writes the ethics column for BusinessWeek.com and is known as The Ethics Guy . He appears frequently on CNN and has also been featured on The Today Show, Good Morning America, MSNBC, CNBC, Fox News, Fox Business, Bloomberg Television, and NPR. Visit www.TheEthicsGuy.com to take his ethics quiz and see how ethical you are!
12:15 PM - 1:30 PM HP Luncheon and Presentation Legends
Profiting with HP Channel Services!
Presented by Dan Smith, HP, Director, US Partner Programs
1:45 PM - 2:45 PM IBM Session and Updates The Edge
Presented by Tim Glinski, IBM Program Director, and Susan Brearley, 3rd Party Practices and Sales
3:00 PM - 4:00 PM Learn How You Can Avoid Problems at the Borders! The Edge
Presented by Michael Palermo, Special Agent, FBI and William McLeod, Immigration and Customs Enforcement/Department of Homeland Security
As Homeland Security continues to tighten up it's inspections of goods entering the United States, computer dealers who import legitimate product can be impacted. The ASCDI is the Computer Dealer Association that keeps you ahead of the curve. Come hear from representatives Michael Palermo, FBI and William McLeod, Department of Homeland Security to learn how your participation in the Customs - Trade Partnership Agreement Against Terrorism, commonly referred to as "C-TPAT" can help you expedite the entry of shipments into the United States and avoid other problems at the borders.
Grab a beer or glass of wine and join us at the following afternoon sessions:
BEER AND WINE SPONSORED BY TECH DATA CORP
4:15 PM - 5:00 PM Network Communications Session Legends
Tim Orselli from Tech Data speaking about the special offerings and services being offered specifically to ASCDI members. Tech Data is a global distributor of technology products from leading IT producers. Tech Data serves more than 100,000 IT Solution providers in over 100 countries. They are ranked 105th on the fortune 500 and generated $23.4B in net sales for FY ending January 31st, 2008. Come learn how to leverage your business with Tech Data's product and service offerings. We will also have a representative from a manufacturer of networking products whose products will be available to ASCDI members from Tech Data! These products are being offered at significant discounts, new with warranty, extended service agreements.
5:00 PM - 5:45 PM Sun Roundtable Discussion Legends
5:00 PM - 5:45 PM Storage Roundtable Discussion Legends
6:00 PM - 9:00 PM CLOSING DINNER & PARTY at SWEETWATER'S BAR
PLEASE NOTE: For those that want to catch the RED EYE, Sweetwater's is located AT the Hard Rock Hotel. We will be serving dinner early so leave your luggage at the Bell Desk and join us for dinner and drinks.
