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2016 BSA Annual Forum Schedule
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8:00 a.m. -
11:30 a.m.

 BSA Standards Council Meeting - INVITE ONLY

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

BSA Board of Directors - INVITE ONLY

7:30 a.m. -
4:00 p.m. 


12:00 p.m. -
1:30 p.m.

Welcome Luncheon and Networking

1:45 p.m. -
2:15 p.m.

Opening Remarks
Speaker: Barry Lane, Avery and Jim O'Brien, S.P. Richards

2:15 p.m. -
3:15 p.m.

What is Most Likely to Impact the Office Product Landscape and Probable Analysis of Opportunity and Risk for the Industry?
Speaker: Chris Hodson, Cleveland Research
  • An analysis of recent category performance and forward looking expectations.
  • What are the likely next steps of Office Superstores and an analysis of changes in strategy and leadership.
  • An overview of the next steps and changes in online migration.

3:15 p.m. -
3:30 p.m. 

3:30 p.m. -
5:00 p.m

Insight and Strategies to Meet the New Demands of the Online Channel
Speakers: Pam Narum, 3M and Robert Wainberg, Avery

The online channel is seeing unprecedented growth as consumers have made fundamental changes to their shopping behavior. Two industry leading brands will   share their perspective on what is required to drive success selling online - whether at independent dealers, pure play or omnichannel retailers.

3M Case Study: Reinventing our Content Strategy to Compete in the Digital Age
Who is doing it well? Examples from within and outside of office products
What can you do to build your digital skill set?

5:30 p.m. -
7:00 p.m.
Welcome Reception & Networking   

  Dinner on Your Own

8:00 a.m. -
9:30 a.m.
Breakfast & Elections - Members Only

9:45 a.m. -
10:45 a.m

Concurrent Sessions:


General Track

The Shifting Landscape for B2B Selling: An Overarching Examination of New Workforce Propensities  

Presented by: Andrea Hershatter , Emory University



Scott Baxley, Hatcheri

David Maxson, Avery Products Corporation

Isaac de la Fuente, Mono Machines

  • How are demographics changing? What are some of the shifts in workplace expectations and culture? What is evolving in the way people are likely to interact in the B2B space?

Online Merchandising Track

Effective Marketing Spends that Drive Digital Traffic
Presented by: 
Chris Hodson, Cleveland Research

  • Merchandising – Strategies to drive digital traffic to new products and effectively promote the broader portfolio
  • Marketing – A look at some of the effective and ineffective spends within e-commerce and Amazon
  • Channel Strategy – Understanding the digital third-party (3P) marketplace 

10:45 a.m. -

11:00 a.m.


11:00 a.m. -

12:00 p.m.





Concurrent Sessions:


General Track

The Shifting Landscape for B2B Selling: Mining Participant Expertise
Presented by: Andrea Hershatter, Emory University

  • What are the highest priorities for a millennial buyer? In what ways do millennials sell differently? How do differing technologies and communication styles customer development and relationship management?

Online Merchandising Track

THE 3 Online Content Strategies (Hint: Google is one) to Increase Sales NOW!

Presented by: Christian Santiago, Google and introduction by Lloyd Wood, GfK

  • How optimizing product content in Google Manufacturer Center can increase purchase conversions by up to 25%
  • How producing and adding virtual tours/videos to your online product content can increase conversions by as much as 64%
  • How using A+ (unstructured) product content can reduce returns and increase sales by 10% or more

 12:00 p.m - 12:15 p.m.

12:15 p.m. -
1:30 p.m.

Legends Luncheon

Norm Wesley, Honoree

 1:30 - 1:45 p.m.

1:45 p.m. -

2:45 p.m.

Concurrent Sessions:


General Track

The Shifting Landscape for B2B Selling: Implications for the Industry
Presented by: Andrea Hershatter, Emory University


Jeff Grady, 3M

Jamie Southwood, Complete Office of California  

Alex Aronis, The Godfrey Group

Mike Everett, Office Solutions

  • Modifications and diversification in the selling process, opportunities for enhancing existing relationships and creating new ones and evolutions in training

Online Merchandising Track

It's an Omni-Channel World: Be Where Your Customers Are Shopping
Presented by: Trisha McGady, ChannelAdvisor

  • E-Commerce Growth: Understanding the landscape and influencers driving the gain in share of consumer spend 
  • Buyer Trends: Knowing consumer behavioral trends and how to get ahead of them
  • Data Matters: Utilizing data to drive sales and manage brand representation
  • Channel Complexity: Engaging with channel options to expand your online buyer audience

2:45 p.m. -

3:00 p.m.


3:00 p.m. -

4:30 p.m.

Town Hall

Presented by: Todd Carlson, 3M and Brenda Zingsheim, Essendant

The Town Hall will be co-moderated by two Industry Leaders.

The industry is changing by the day- are you part of the solutions?

If you have something to add, you are welcome to be part of this interactive session.

 6:00 pm - 9:30 pm

 President's Reception & Dinner

 Honoring BSA's 2016 Leadership Honorees: John Frey Sr. & Jim Gaede

 Honoring BSA's 2016 Lifetime Achievement Honoree: Mike Wilbur

 Conference Concludes




BSA is a trade association that represents manufacturers, wholesalers, manufacturer representatives in the business products and related industries. We strive to develop high industry standards, best practices and technological advances to promote the growth and success of our members through networking, education and innovative ideas.

Thank You to Our BSA Partners!

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