LOOKING BACK

By Lou Slawetsky – It occurred to me that I’m the senior consultant in our industry. Not the oldest, mind you (I’ll leave that confession to the title holder). But, consulting since 1972 and incorporating in 1973 qualifies for seniority and, certainly, a unique perspective on BTA. In fact, my experience with BTA dates back even further – to my time as Copy Products Manager for Remington Rand in 1969 (remember those guys?).

Most won’t remember, but there were actually two major national associations in those days – NOPA (National Office Products Association) and NOMDA (National Office Machine Dealer Association). While there was some overlap in membership, we could easily delineate been two.

NOPA was focused on:

• Manufacturers
• Furniture
• Supplies

NOMDA was focused on

• Independent dealers
• Copiers
• Typewriters
• Adding machines/calculators

Both organizations conducted extravagant national conventions as well regional shows. Because of the breadth of products offerings at Remington Rand, I became active in both groups. As the focus of each group sharpened, NOPA became a vendor group, while NOMDA served the independent dealer. Some years, it almost felt like there was a contentious relationship between the two organizations, as each group – dealers and vendors – felt that the other was taking advantage of them.

Still, NOMDA had the dealers’ backs – in no small part due to the efforts of Bob Goldberg, General Counsel for the dealer organization. Remember the battles around gray market supplies, hardware skating, one sided dealer contracts and account protection, to name a few. Few dealers could make their voices heard to their suppliers. But, through the efforts of NOMDA, many of these issues were resolved.

Through the years, Industry Analysts, Inc. became aligned with independent dealers, helping them with training, support and advice in much the same way as NOMDA. Speaking to dealers at NOMDA shows became a natural extension of my mainstream activities. In fact, the give and take of those sessions was as meaningful for me as it hopefully was for the dealers in attendance. I’ll always remember speaking in one of the “big rooms” where we packed so many dealers into the session that the fire marshal tried to close us down! There was an excitement there that reflected the excitement generated by NOMDA.

I recall a quote by playwright Oscar Wild: “No good deed goes unpunished.” At its zenith, the NOMDA show was supported by virtually every major manufacturer. It was then that these manufactures became reticent to expose their dealers to potential poaching by competitors. One by one, manufacturers held their own shows. These events were more costly, and lacked the support from the industry’s then premier trade association. Vendors felt secure in isolating their dealers from the competition. One by one, vendors migrated to this strategy, withdrawing support from BTA as they went.

In an effort to remain a viable force, the association held joint shows with NOPA and a new organization, LANDA (local area network dealer association) which addressed the needs of the emerging digital markets. The first, and I believe the only joint show between these organizations, was really three separate shows under one roof, separated by curtains (pay no attention to the show behind the curtain). The huge electronic sign outside the Las Vegas Convention Center read, “Welcome to NOMDA NOPA, LANDA.” Was this an office products show or a fraternity?

Membership declined, vendors jumped ship and even some analysts stopped covering events – one in particular calling the association “irrelevant.”

NOMDA became BTA (Business Technology Association) and ripped through a series of Executive Directors until they “found” Brent Hoskins who had been there all along. Brent, with his board, changed the focus of the association, stressing dealer training and support through regional meetings.

So, here we are. BTA remains a vibrant, relevant organization with a loyal, growing membership. They are the number one source for unbiased dealer support beyond that which vendors are able or willing to provide. They are the only resource for dealer legal support, working with vendors to revise dealer contracts so that they are less biased, providing guidance in early lease termination issues, fighting patent protection information, and combating “phishing,” as was the case for recent scanner issues. All this at no cost to the dealer. All this led (still) by Bob Goldberg who, by the way hasn’t changed his appearance in decades – youthful then, youthful now (Dorian Gray?)

So, there it is – a long look back. I was a supporter then. I was a supporter when it felt like I was shouting against the wind. And, I’m a supporter now. The best part? My son, Andy is an equally strong supporter today. Second generation. I’m proud of him. And proud of BTA.

Congrats on an important 90^th birthday!!

~Lou Slawetsky, CEO IA, Inc.