Jan. 29, 2013
Issue No. 335

Do your sales reps have the closing skills you want them to have? Are you confident that they can close ANY deal they are involved in? If not, the Master Closer Course created by Prosperity Plus Management Consulting is for you. The Master Closer Course is an intensive two-day workshop with training, drills and exercises based on situations reps face day in and day out. It is designed for sales reps, sales managers and business owners who want to really hone their closing skills and improve their success rates.

Attendees learn how to:

  • Truly engage a prospect to get that all important appointment
  • Properly use questions to engage prospects
  • Spot when a prospect is ready to be closed
  • Skillfully close a deal
  • Resurrect a "dead" sale
  • Manage time more effectively

For more information, contact Leah Marshall at (631) 382-7762 or email lmarshall@prosperityplus.com.

For more information on BTA Hotline sponsorship, contact Brent Hoskins at brent@bta.org 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.)

Konica Minolta Launches bizhubMarketPlace
Konica Minolta Business Solutions U.S.A. Inc. has announced the Konica Minolta bizhub MarketPlace, offering users downloadable apps directly from the bizhub MFP control panel.

Ricoh Introduces Data Forensics Solutions
Ricoh Americas Corp. has introduced Ricoh Data Forensics Solutions, a spectrum of services that can help corporate legal divisions and outside counsel quickly, safely and cost-effectively manage this critical component of eDiscovery.

ELFA Releases Monthly Leasing & Finance Index
The Equipment Leasing and Finance Association's (ELFA) Monthly Leasing and Finance Index (MLFI-25), which reports economic activity from 25 companies representing a cross section of the $725 billion equipment finance sector, showed overall new business volume for December 2012 was $11.5 billion, up 6 percent from a volume of $10.8 billion in the same period in 2011.

Canon MFPs Receive Gold Rating in EPEAT Imaging Equipment Registry
Canon U.S.A. Inc. has announced that it is among the first manufacturers with qualifying products in the new imaging equipment category of EPEAT, the global registry for greener electronics.

Ricoh Again Named One of the Global 100 Most Sustainable Corporations
Ricoh Co. Ltd. CEO Shiro Kondo has announced that Ricoh has been rated as one of the Global 100 Most Sustainable Corporations in the World for the ninth year.

Paessler Moves to HTML 5
Paessler AG has announced that its PRTG Network Monitor software is switching to a new HTML 5-based Web interface.

N-able's Mike Cullet Earns Recognition for Managed Services Leadership
N-able Technologies has announced that its senior vice president of sales, Mike Cullen, has been named a 2012 Channel Influencer by Channelnomics.

Kyocera Releases AccuSender
KYOCERA Document Solutions America has released AccuSender, a new capture and distribution business application designed to save time and boost productivity in the workplace.

InkCycle Announces New Remanufactured Cartridges
InkCycle has announced the release of several new remanufactured inkjet cartridges.

Click here for all recent BTA Hotline articles.

BTA Field Service Foundations Workshop - Orlando, Fla.
The BTA Field Service Foundations Workshop is designed for service professionals looking to improve their industry-related management skills. The course provides a solid foundation of skills needed to successfully manage a field service operation and includes two full days of university-level instruction. Field service managers must have a high quotient of skills and insights into the specific demands of their customers, team members and the service business environment. Taught by John Hamilton, president of Service Strategies Corp., this workshop includes topics covering leadership, coaching and facilitating the activities of a field service team toward the accomplishment of the evolving technical services mission. As a front runner to the Winter Break district event, Field Service Foundations Workshop attendees receive free registration to the event. For more information or to register online, click here.
Select Dealer Group Meeting - Buddina, Queensland, Australia
Winter Break - Hosted by BTA Southeast - Orlando, Fla.
BTA Southeast will be hosting its annual Winter Break district event, open to BTA members and non-members from across the country, on Feb. 8-9, 2013, at the Rosen Centre Hotel in Orlando, Fla. This event will be a great setting to learn from industry leaders, gather new ideas and network with your peers. The event will feature a keynote presentation by Martin Brodigan, chairman and CEO of Ricoh Americas Corp., five additional educational sessions presented by industry leaders providing insight and business strategies that can help any office technology dealership reach new heights, and a round-table discussion focused on "Alternative Revenues." In addition, there will be time to visit with 25-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 a $500 American Express gift card and be entered into the BTA District Event Sweepstakes. To wrap up the event, attendees will enjoy dinner and entertainment at Sleuths Mystery Dinner Shows. For more information or to register online, click here.
21Building My Business Webinar: "Improving Your Inventory Management"
Proper inventory management in your office technology dealership service department is essential to improve cash flow and to minimize write-offs attributed to obsolescence. This webinar, presented by Ken Staubitz of BEI Services, will cover best practices for managing technician car stocks and will provide insight to further reduce your organization's risk for inventory write-off. For more information or to register online, click here.
ProSolutions 2.0 - Minneapolis, Minn.
ProSolutions 2.0, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, provides a time-tested strategic sales methodology that works. The sales process enhances the sales performance today and provides the tools to be successful in the future. In this workshop, you will learn: How to expand and leverage relationships into broader/higher-level discussions with accounts and prospects; How to gain understanding for the tactical and strategic aspects of the sales process; How to get to the C-level and what to do when you get there; Account planning; How companies spend their money to achieve business goals and solve business problems; How to help your customers and prospects identify and resolve business problems; How to develop your sales team; How you have evolved beyond the copier and that you have a lot to offer, but you can still be pigeon-holed as a "copier company" and that can shift the playing field to your disadvantage; and how to utilize an effective account review process. For more information or to register online, click here.
ITEX 2013 National Conference & Expo - Las Vegas, Nev.
BTA Members: Register with discount code B300D to receive a $100 discount on All Access and Main Conference passes. For more information or to register online, click here.
25-26FIX: Cost Management for Service Workshop - New Orleans, La.
Successful BTA dealers use their service departments to maintain profit margins as new equipment sales margins decline. FIX, BTA's popular service workshop, teaches you how to compute the cost of your service labor hour (service burden rate) and improve your overall service department profitability. Workshop instructors Ronelle Ingram and Rock Janecek will cover proven management and customer service programs to improve morale within your service department. Those struggling with MPS and IT issues can learn new management skills to help transition your staff to the realities of solution-based servicing. This is a highly interactive, energetic classroom experience. The April 25-26 workshop's fee includes admission to the AIMED Product Showcase on April 25, and the keynote speech by USPS Senior Vice President Jim Cochrane on April 26. 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.

Industry Analysts Inc.'s New Sales Rep Training

Industry Analysts Inc. is a market research, training and product-testing firm focused on the office equipment industry. The company now offers training courses for new sales reps with no industry experience that are designed to provide background information on the industry, technology and how to be an effective salesperson. The goal of these two courses is to teach a new hire how to do his (or her) job. They are a great way to get new reps up to speed so they understand what is expected of them and how to be more effective. BTA members can receive discounts of up to 15 percent on these courses.

Visit www.bta.org/IANewRepTraining for additional information.

For more information on other BTA member benefits, visit www.bta.org/MemberBenefits.

January/February Issue of The Business Owner Posted to the BTA Website
You will need your member login and password to download. Please contact BTA at info@bta.org if you do not have your member login and password. You may also access past issues of The Business Owner online. In this issue: Industry Dictates Profit Potential, Strategy; Get Critical Customer Intelligence; Loan Covenants; Cash Flow Forecasting; and much more! Click here to download.

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