Feb. 12, 2013
Issue No. 337

Office Document Consulting Inc.

As salespeople struggle to articulate and sell managed print services (MPS), Office Document Consulting Inc. is pleased to announce MPS in a tablet.

The application includes everything you need to pitch MPS, assess the print environment and sell MPS. The tablet solution is pre-loaded with a slide presentation (everything you need to know about MPS), remote management software (load the DCA, security white paper), documents (site survey, MPS contracts and lease documents), Print Environment Balanced Score Card (helps lead the customer to a print assessment) and DOC Assess (MPS assessment mapping, interviews and the ability to push info back to DOC Assess Central).

The application is available for Android and iPad devices.

Office Document Consulting Inc. is one of the leading software solutions organizations specializing in MPS tools for success. For more information, contact Mike Lamothe at ml@officedocumentconsulting.com or (647) 389-5048.

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.)

BTA Welcomes 12 New Members

OKI Data Americas Debuts proColor Series
OKI Data Americas has announced its proColor series of digital color printers, designed specifically for the graphic arts and production and specialty printing markets.

Ransome Named Vice President of Sales & Marketing at Westbrook Technologies
Westbrook Technologies has announced that Peter Ransome has been named vice president of sales and marketing.

Ricoh Survey Asks About the Virtual Versus Traditional Office
According to a recent survey of 2,512 American adults conducted by Harris Interactive on behalf of Ricoh Americas Corp., nearly two-thirds (64 percent) of Americans say they would choose to work virtually if they could.

Digital Gateway & Acsellerate Deliver Graphical Equipment Dashboards
Digital Gateway Inc. has announced the availability of new graphical dashboards from the Acsellerate sales intelligence service.

Epson & DynaFile Increase Business Productivity
DynaFile is helping businesses consolidate paper files, automate document archiving and integrate electronic filing into their workflows using Epson WorkForce Pro document scanners.

Toshiba Increases Recycling Efforts
Toshiba America Business Solutions Inc. has announced a nearly 60 percent year-over-year increase in recycled imaging consumables as part of the company's "Zero Waste to Landfill" program.

PrintSolv Renews Partnership with Evolved Office
PrintSolv has announced that it will continue its partnership with Evolved Office as an exclusive distributor of industry-specific marketing solutions to dealers and resellers in Australia, New Zealand, Papua New Guinea and Fiji.

Applied Imaging Merges with Michigan Business Systems
BTA member Applied Imaging has announced its merger with Michigan Business Systems (MBS).

Click here for all recent BTA Hotline articles.

Building 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.
BTA MPS Client Engagement Training Series
The BTA MPS Client Engagement Training Series, led by office technology dealership consultant Mike Lecak, 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 also be three one-hour one-on-one coaching sessions in addition to the online training sessions. During these coaching 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.
16BTA MPS Survival Guide Workshop - Las Vegas, Nev.
What does it take to survive — even thrive — in the transition to a profitable MPS model for your business? What are your solution options for an MPS model? Which one fits best based on your company's capabilities and assets? How do you build a solid business plan for MPS that will result in a growing, profitable business for you well into the future? How do you compensate your sales organization for your MPS solution offering? Join Doug Johnson, senior vice president at Supplies Network, for a one-day interactive, hands-on workshop where your questions will be answered and more. This workshop will cover the various program options available in the market today, explore the resource and skill requirements for each, and highlight the financial impacts of an MPS business model on your current business. For more information or to register online, click here.
16-18ITEX 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 February 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.

BTA Scholarship Foundation

Each year, the Business Technology Association presents several $1,000 and $1,500 scholarships to the sons and daughters of the full-time employees of BTA member dealerships. The deadline for BTA scholarship applications for the 2013-2014 school year is May 1, 2013. Members may obtain a scholarship application by contacting BTA's Mary Hopkins. She can be reached at mary@bta.org or (816) 941-3100.

Visit www.bta.org/Scholarships 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.

2013 BTA Channel's Choice Ballot: Rate Your Vendor!
Each year, the Business Technology Association provides a comprehensive look at the performance of office technology hardware vendors/manufacturers based on the balloting of independent dealers. The results will determine the winners of the association's 2013 Channel's Choice Awards and will also be compiled in an in-depth report made available to all respondents to this online survey. To cast your online ballot, click here. Dealership respondents only.

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