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

Jan. 26, 2016
Issue No. 485

The Spring Break event will feature:
• A keynote session by Dr. Steven Shepard of Shepard Communications Group.
• A dealer panel focused on emerging technologies.
• Seven additional educational sessions presented by industry experts.
• Time to network with peers and 40-plus exhibiting sponsors.
• A tour of the National World War II Museum & dinner at the museum's restaurant.
For more information, click here.

BTA member dealers receive 2-for-1 registration. Register today!

Arrive Early & Save!
IBPI will host a members-only meeting March 16-18.
IBPI members are invited to stay for BTA's Spring Break for just $100.

BEI Services will host the BEI Solution Optimization Workshop on March 17 from 1 to 5 p.m.
and will comp BTA's Spring Break registration (click the link above for details).

Close Managed IT 'Win/Win' Deals Faster and Increase Revenue per Customer!

Leave nothing to chance; use proven strategies to sell managed IT effectively with Paul Dippell and Andrew Stith — Service Leadership Managed IT Sales Training for Copier Dealers!

Hosted by GreatAmerica on Feb. 9-10, 2016, in this newly formatted day-and-a-half session, you will:

• Gain practical knowledge of how to identify best targets, propose, present price and close GOOD managed IT deals
• Understand the most effective selling steps
• Better perform quarterly business reviews and learn how to participate appropriately in them
• NEW: Experience more role plays throughout
• Fly home the afternoon of Day 2
• Recommended for copier/MFP reps, sales managers, managed IT SMEs, vCIOs, service managers and C-level execs

Register for or find out more on The Essentials of Managed IT Sales + Role Play today!

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.)

BTA MPS Client Engagement Training Series Starts Feb. 24
The Business Technology Association (BTA) has announced the start date for the next BTA MPS Client Engagement Training Series.

BTA's Feb. 11 Webinar to Focus on Google Search Changes
The 98th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, Feb. 11.

KYOCERA Names Top Dealer Service Technicians for 2015
KYOCERA Document Solutions America has announced the five regional finalists and one national winner in its Kyocera Technical Service Awards 2015.

Lexmark Introduces Seven New A4 Models
Lexmark International Inc. has launched the next generation of A4 color laser printers and smart MFPs, featuring seven new models.

Muratec Launches Website Refresh
Muratec America Inc. has announced a website refresh, adding better mobile functionality, easier navigation and a responsive design.

Toshiba Promotes Adrian Fuentes-Sanabria to Vice President of International Sales
Toshiba America Business Solutions (TABS) has announced the appointment of Adrian Fuentes-Sanabria as vice president of international sales.

Industry Veteran Mike Donahue Joins Supplies Wholesalers
Supplies Wholesalers (SW) has announced that industry veteran Mike Donahue has joined the firm as its director of business development.

ECi e-automate Now Available as a Cloud-Based Solution
ECi Software Solutions (ECi) has announced that its e-automate software is now available as a cloud-based solution.

Click here for all recent BTA Hotline articles.

Building My Business Webinar: "Google Changed in January — Have You Adjusted?"
For the first time ever, Google has published a 250-page report on how to get search rankings. You need to understand how this impacts your dealership. In plain English, copier/MFP industry veteran and online marketing expert Darrell Amy of Dealer Marketing will share the latest strategies to get your dealership ranked in Google. You will leave with a framework to evaluate SEO programs, as well as an action plan for your dealership. For more information or to register online, click here.
16-17Select Dealer Group Meeting - Chandler, Arizona
24MPS 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.
ProFinance 2.0 - Owings Mills, Maryland
Over the last 14 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. Now, with color, connectivity, software, managed print services (MPS) and managed network services (MNS), the business has changed — and ProFinance has changed with it. Taught by John Hey and Todd Johnson of Strategic Business Associates, ProFinance 2.0 incorporates these changes into the industry model, including benchmarks for MPS. With more than 30 key benchmarks, this management tool will help you and your team achieve double-digit operating income. For more information or to register online, click here.
18-19Spring Break - A BTA district event hosted by BTA Southeast - New Orleans, Louisiana
Are you embracing the managed IT services opportunities within your customer base — or are you leaving money on the table while risking having your customers stolen by the competition? With a focus on managed IT services, the Spring Break event will help you better prepare your dealership to claim a greater share of this burgeoning opportunity. The event will feature a keynote session by Dr. Steven Shepard of Shepard Communications Group, a dealer panel focused on emerging technologies, and seven additional educational sessions presented by industry experts. In addition, there will be time to visit with 40-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. The event will wrap up with a tour of the National World War II Museum and dinner at the museum's restaurant. BTA member dealers 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.

Click here to watch a promotional video for BTA's 90th anniversary celebration.

Mike Stramaglio of MWA Intelligence Inc. congratulates BTA on 90 years.

Click here for more congratulatory videos.

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.

Buyers Lab: The Industry Resource

Are you curious about vendor success stories from 2015 and their plans for 2016? Want to know how a specific dealership is differentiating itself in its region and how it continues to grow? Did you miss a dealer meeting or trade show, but need to find out what happened from an unbiased source? BLI's experienced staff of analysts has you covered — on both the hardware and software sides.

Visit to check out the latest strategy session and dealer profile articles picked by BLI's editors. BTA member dealers also receive a 20-percent discount on new bliQ subscriptions.

For more information on other BTA member benefits, visit

Join BTA on Facebook, LinkedIn, Google+, Twitter & YouTube
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.