Can't view HTML emails? Click here for an online version of the Hotline.

Jan. 6, 2015
Issue No. 434

BTA Member Dealers:
Receive 2-for-1 registration when you register by Feb. 18, 2015.

3D: The Next Evolution in Printing

There's never been a better time for office technology dealers to grow their businesses by adding 3D printing ... and there's no better distributor to partner with than ScanSource. By expanding into this market with your existing customers, you are generating recurring revenue from hardware, consumables and service. And as the industry-leading distributor, we understand exactly what you will need to successfully add this new technology to your offerings.

Call or email us today to learn how we can help you thrive in this very lucrative market.

Visit, call (855) 252-6589 or email

For more information on BTA Hotline sponsorship, contact Brent Hoskins at or visit the advertising link on the BTA website. (Note: Sponsors are not endorsed by BTA and members should thoroughly investigate claims and offers made by them prior to purchase.)

Lexmark Acquires Claron Technology
Lexmark International Inc. has announced the acquisition of Toronto-based Claron Technology Inc., a provider of medical image viewing, distribution, sharing and collaboration software technology.

OKI Introduces New Monochrome Single & Multifunction Printers
OKI Data Americas has announced the availability of enhanced monochrome single-function and multifunction printers within the United States and Canada.

Distribution Management-Supplies Network Realigns with Doug Johnson
Supplies Network has announced a contractual relationship has been secured with RedSage Group Inc., owned by Doug Johnson.

Katun Introduces More Than 20 New Products
Katun Corp. has introduced several products for Kyocera Mita machines, including toners for use in the FS 2100, 4100, 4200 and 4300-series applications.

Konica Minolta Grows Mobile Print Solutions with Lantronix xPrintServer
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced a partnership with Lantronix Inc. to add the xPrintServer Cloud Print Edition to Konica Minolta's EnvisionIT portfolio.

DCS Opens New Central U.S. Distribution Facility
DCS has announced it has opened a new distribution facility in Plano, Texas.

Kodak Alaris Acquires US&C Service Business from Eastman Park Micrographics
Kodak Alaris has acquired the United States and Canada (US&C) service business of Eastman Park Micrographics (EPM).

Axion Business Technologies Acquires Conagh Technologies
Axion Business Technologies Inc. has announced it has acquired Conagh Technologies Inc. of Pembroke, Mass.

Canon Announces New Flagship imageCLASS MFPs
Canon U.S.A. Inc. has announced two new color imageCLASS MFPs targeted at small businesses, medium businesses and workgroups.

Click here for all recent BTA Hotline articles.

BTA Dealer Marketing Workshop - Plano, Texas
According to a recent article in the Harvard Business Review, business decision makers are, on average, 57 percent of the way through the buying process before they contact a vendor or sales rep. The buying process has changed. More of the initial research is done online. If you are not involved in this online research, you may not even get a shot at the deal. Has your dealership adapted to this new buying process? Or, are you confused by the many local seminars and Internet articles from online marketing people that make big promises but do not understand the office technology industry? It is time to get serious about online marketing. The BTA Dealer Marketing Workshop, led by Darrell Amy, Lindsay Kelley and Jon Mitchell of Dealer Marketing, makes sure your dealership is ready to implement best practices in online marketing. You will see real-world examples of how dealers use the Internet to generate leads, cross-sell current clients and position themselves as local experts. For more information or to register online, click here.
27Building My Business Webinar: "Five New Ideas Using Technology to Secure Net New C-Level Meetings"
Kate Kingston of Kingston Training Group has new content on how to attract C-level decision makers by using the technology that is right at your fingertips. Using strategies through social media like LinkedIn — among other specific online applications — will allow your sales reps to learn when a prospect needs a strategic technology solution discussion. Reps will also gain the knowledge they will need to attract more C-level attendees at their next expo or learning luncheon. In this webinar, Kingston will deliver on how to drive more net-new, vertically focused C-level sales meetings past the dialing-for-dollars method. For more information or to register online, click here.
BTA MPS Client Engagement Training Series
The BTA MPS Client Engagement Training Series, led by Mike Lecak, president of Collaborative Consultant Group, consists of six one-hour, Web-based courses designed to assist participants in the following: getting the appointment; MPS value propositions; conducting the appointment; the assessment; the proposal; deal implementation; and client management. During the six-week session, there will be three one-hour one-on-one coaching sessions in addition to the online training sessions. During these sessions, you will be working with Lecak on three of your specific accounts. You will be taking these opportunities through the sales process, from appointment through the assessment to the proposal and contract. You will have a chance to gain valuable insight while working on actual "live" prospects. For more information or to register online, click here.
4-6Select Dealer Group Meeting - New Orleans, La.
BTA Service Management Workshop - Orlando, Fla.
There is not a cookie-cutter approach to improving service financial performance, because every dealership is different in various ways. Therefore, it is important for dealers to understand what good looks like for their individual needs to help them develop plans for improvement. The BTA Service Management Workshop, led by Ken Staubitz of BEI Services, was developed to help dealership principals and service leaders not only learn about the various financial and operational service benchmarks, but also to learn how to develop specific action plans tailored to each dealership. These plans will enable attendees to implement change, drive financial gain and improve customer satisfaction. Attendees to the March 18-19 workshop receive free registration to BTA's Winter Break district event. For more information or to register online, click here.
20-21Winter Break - A BTA district event hosted by BTA Southeast - Orlando, Fla.
BTA Southeast will host the first of its two 2015 district events, open to dealers from across the country, on March 20-21, 2015, at Disney's Grand Floridian Resort & Spa in Orlando, Fla. The event will feature a keynote session dealer panel, seven additional educational sessions presented by industry leaders and a special session by John O'Leary of Rising Above. In addition, there will be time to visit with 30-plus exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter on-site for a chance to win one of five $100 American Express gift cards and be entered into the BTA District Event Sweepstakes. At 2 p.m. on March 21, the event will wrap up with a trip to one of the Disney theme parks of your choice: Magic Kingdom, Epcot, Hollywood Studios or Animal Kingdom. BTA Member Dealers: Register by Feb. 18 and receive 2-for-1 registration. For more information or to register online, click here.

For details on these events and to stay abreast of industry events, visit the
BTA Industry Calendar.

The January issue of Office Technology, the monthly magazine of the Business Technology Association, is now posted on the BTA website. You will need your username and password to access the online magazine.

Click here to view the magazine online.

Click here for the Office Technology archives.

Each year, the districts of the Business Technology Association host five educational and networking events that are well received by office technology dealership attendees. During each event, the focus will be on providing leading-edge educational opportunities in relaxing, welcoming venues. BTA members receive discounted registration to each event.

Visit for more information.

For more information on other BTA member benefits, visit

Join BTA on Twitter, Facebook and LinkedIn
Click the buttons below to follow, become a fan or add BTA.

BTA Membership
Your BTA benefits are listed on the BTA website. Be sure to take full advantage of your membership by using the many discount programs and business services BTA offers exclusively for its members. Click here to learn more. Not a member yet? Join online.