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Feb. 16, 2016
Issue No. 488

Hotel discount deadline is Feb. 22 — Reserve your room today!

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 now!

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).

Crawford Thomas Recruiting, a nationwide sales recruitment firm that specializes in the recruitment of business technology sales, MPS, management and support staff, is proud to offer discounted recruitment/staffing services to all BTA members.

As one of the only large recruiting firms that really understand the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 50-plus in-house recruiters to deliver top talent.

Crawford Thomas Recruiting makes Fortune 1000 recruitment services available to all sales organizations, regardless of their size.

Sales, technicians, IT, MPS, MNS, management/operations and admin, please email or call (888) 649-6616.

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.)

Xerox to Separate Into Two Public Companies
Xerox has announced the results of its review of the company's portfolio and capital allocation options announced in October 2015.

Clover Imaging Group Rebrands, Unveils New Strategy, Logo & Website
Clover Technologies Group has announced the creation of the Clover Imaging Group (CIG).

All Covered Announces Solution to Access Your Desktop, Apps From Any Device
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced the debut of All Covered Workspaces, a sophisticated desktop-as-a-service (DaaS) solution offered through its IT services division, All Covered.

ACDI Introduces Access FileSight
Access Control Devices Inc. (ACDI) has introduced a brand new search technology product, Access FileSight, to its growing product portfolio.

Parts Now Welcomes Ron Alphin as Director of Customized Solution Operations
Parts Now welcomes Ron Alphin as director of customized solution operations to the Parts Now team.

Compass Announces Integration With HubSpot & New Social Media Links
Compass Sales Solutions has announced an integration with HubSpot, as well as a social media connector within Compass Sherpa.

ODC Expands Distribution With Addition of Collaborative Consultant Group
Office Document Consulting Inc. (ODC) has announced the addition of Collaborative Consultant Group (CCG) to its global distribution team.

Click here for all recent BTA Hotline articles.

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.
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.
24Building My Business Webinar: "Your Managed IT Services Strategy: Optimizing the Business Through Organic Growth or Acquisition"
In a recent BTA survey, the strategy of building a managed IT business was the number-one objective for dealers. Many have already entered this lucrative growth market and others are making plans to be successful in it. Many dealers are making the decision to grow internally versus acquiring a managed services provider (MSP). This webinar, led by Mitch Morgan of Growth Achievement Partners (GAP) and Mike Dudek of Zygoquest Group, will assist in making that decision, as well as provide an update to the GAP/Continuum Business Model for Managed Services to guide your success whichever path you choose. This will be the first release of the updated model. 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.

Ron Books of ECi Software Solutions congratulates BTA on 90 years.

Click here for more congratulatory videos.

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, BTA awards a number of $1,000 and $1,500 scholarships to qualifying children of full-time employees of dealerships that are current BTA retail dealer members. Established on Feb. 23, 1968, the BTA Scholarship Foundation is supported by continuing contributions from individual dealerships, industry manufacturers and distributors. Since the 1984-85 school year, BTA has awarded 1,378 scholarships totaling $1,553,500.

Beginning in 2015, one $3,000 scholarship was established with the Bob Goldberg Scholarship Fund to honor BTA’s General Counsel Bob Goldberg for his many years of service.

Scholarship recipients are chosen by an impartial and independent evaluator.

Visit to download or request an application. The deadline is May 2, 2016.

For more information on other BTA member benefits, visit

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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.