Feb. 19, 2013
Issue No. 338

The copier industry is changing fast. But one thing that hasn’t changed is our dedication to it. For more than 25 years, Copier Careers has been helping independent dealerships find the qualified staff they need to move their businesses forward.

Our passion shows in everything we do. Our frequent publications help our clients keep on top of the trends that are shaping careers in the industry. And our Adaptive Retained Recruiting model is designed specifically with the needs of copier dealerships in mind, so they can meet their existing staffing needs while planning ahead for the future.

Learn more about how Copier Careers can keep you ahead of the curve.
Visit www.copiercareers.com or call (888) 733-4868.

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 to Host Patent Issue Summit
In recent weeks, a number of Business Technology Association (BTA) dealers have reported inquiries from current customers, sharing letters they have received from attorneys alleging that they are violating various patents by scanning documents on an MFP and having them sent automatically to an email account.

BTA Announces Upcoming Managed Print Services Educational Programs
The Business Technology Association (BTA) has announced two upcoming MPS training workshops that will provide office technology dealerships the guidance and tools they need to establish and manage highly successful managed print services (MPS) programs.

Xerox Introduces ConnectKey Software System
Xerox has introduced ConnectKey, a software system embedded in Xerox MFPs and a set of solutions that respond to an increasingly mobile workforce and the need for more advanced IT security across connected devices.

Ricoh Announces New Production Series
Ricoh Americas Corp. has announced the Ricoh Pro C901 Graphic Arts + and Ricoh Pro C901s Graphic Arts +.

Toshiba Chooses Makeover Contest Finalists
Toshiba America Business Solutions Inc. has announced the five finalists of its second-annual Toshiba Helping the Helpers Technology Makeover contest.

InkCycle Releases New Packaging
InkCycle Inc. has announced a change in its toner packaging options.

Parts Now Announces Distribution of MSE-Branded Products
Parts Now has announced U.S. distribution of the newly refreshed MSE-branded product line.

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.
Building My Business Webinar: "Achieving MPS Success"
MPS offers you the chance to not only capture higher margins and lock down your customer base, but also to move into new market segments like managed services, workflow analysis, etc. With any move comes its inherent challenges. Ensure that you are prepared from the inside out. Position yourself for long-term success. In this webinar, Mike Lecak, president of Collaborative Consultant Group, will discuss how to strategically position MPS without abandoning your core business and what it will take to achieve success in a market with untapped potential. Listen in to make sure your dealership is prepared. For more information or to register online, click here.
6-7ProSolutions 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 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 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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