February 21, 2012
Issue No. 288

If You Are An Owner, Sales Manager or Leasing Manager:

Find out how copier dealers are increasing their net pre-tax profits by using the CRS Preferred Dealer Program.

No Capital. No Recourse. Simple Process. Endless Benefits.

START Growing Dealership Revenues — Add multiple new revenue channels including increased service revenue, cash payments for used inventory, income from refurbishment services, add-on services and products ... plus so much more!

START Increasing MIF and Market Share — Have all of your declined customers qualify for the CRS Program. You are able to increase your customer base and control a greater portion of the market.

START Improving Company Valuation for Acquisition — Increase your customer base, revenues and pretax profits. CRS can also increase the potential sale price for your dealership.

Call CRS at (800) 287-1774 or visit the company's website at www.crscopiers.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.)

BTA Sales Management Workshop Set for April 3-4
The Business Technology Association (BTA) and Strategy Development will conduct the BTA Sales Management Workshop on April 3-4, 2012, in Chicago, Ill.

Compass & Samsung Announce Strategic Alliance
Compass Sales Solutions and Samsung Electronics America have announced a strategic alliance.

BEI Services Customers Receive Account Credit When Attending BTA SMU
The Business Technology Association (BTA) and Strategy Development will conduct BTA Service Management University (SMU) on March 13-14, 2012, at the Trump Hotel in Las Vegas.

Dealer Marketing Systems Launches Social Media Marketing Boot Camp
Dealer Marketing Systems has launched its Social Media Boot Camp for dealers.

RJ Young Announces Strategic Agreement with Ricoh
RJ Young Co. has announced a strategic agreement with Ricoh Americas Corp. to expand its footprint of key accounts in Mississippi and Alabama.

West Point Launches Axess Service & Tech Support Portal
West Point Products has officially launched the Axess Service and Tech Support Portal.

All Covered Acquires Managed IT Services Practice of Service Assurance
All Covered has announced that Service Assurance, a managed IT outsourcing company based in Memphis, Tenn., has joined All Covered.

Canon Announces Océ VarioPrint DP Line
Canon U.S.A. Inc. has announced the launch of the Océ VarioPrint DP Line of light to mid-production monochrome digital presses.

Click here for all recent BTA Hotline articles.

BTA Fundamentals of MPS Sales Workshop - Charlotte, N.C.
Today, MPS is sold into most companies with more than 10 devices and many of those prospects have had some form of MPS presented to them. With that in mind, it is important to be able to differentiate your offering and provide a compelling reason for a prospect to engage your company for an assessment. The newly redesigned BTA Fundamentals of MPS Sales Workshop, taught by consultants with Strategy Development, will cover the MPS sales process for both small (fewer than 25 devices) and mid-sized (50 to 250 devices) companies. Your sales team will learn the proper contact level and value proposition based on company size, how to get an appointment at the correct level and how to identify the areas of pain associated with the print environment based on company size. For more information or to register online, click here.
13-14BTA Service Management University - Las Vegas, Nev.
Service managers are under tremendous pressure to deliver sustainable margins greater than 52 percent. In order to achieve this goal, service management needs to understand a multitude of profit inputs, such as setting prices, how employees are deployed, parts usage and logistics, and employee performance and development. In order to be effective, today's service managers need to be able to communicate with other company leaders, interpret reports, use data to develop and execute plans and develop their employees to ensure maximum productivity. This workshop, taught by Ken Staubitz of Strategy Development, has helped service leaders optimize their service operations and achieve profits of 52 percent or more. For more information or to register online, click here.
15BTA Advanced MPS Sales Workshop - Charlotte, N.C.
Recently, many companies have successfully entered the MPS space and have managed to grow a decent-sized portfolio of MPS contracts. Now that you have MPS customers, the challenge becomes how to continue to gain share of wallet within those customers' accounts. Strategy Development's one-day BTA Advanced MPS Sales Workshop was developed specifically to address the management and expansion of your MPS contracts. This workshop will focus solely on the quarterly business review (QBR). The experts at Strategy Development, the same consultants that brought the QBR to the MPS space, will demonstrate for you, using case studies, a step-by-step process to properly conduct a successful QBR. With proper execution of the QBR, you will grow your revenue and profits. This class will pay for itself on the first QBR you execute upon your return to work. For more information or to register online, click here.
20Building My Business Webinar - "Leading Your Dealership Through Change"
You have great ideas. You know where you want to take your company. The problem is that not everyone in your organization is supporting your vision of the future. During this interactive and hands-on webinar, Sally Brause of GreatAmerica Leasing Corp. will share a strategic planning process for change. She will also cover best practices that you can use to inspire others to help drive change within your company. 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.

Managed services (MS) offers a more cost-effective way for your customers to manage their current spending on IT support. MS consists of monitoring network devices and ongoing administration of those devices using automation tools. In this workshop, Mitch Morgan and Chris Ryne of Growth Achievement Partners will show you how to set up a managed services business in your company. Areas of focus will include: the phases of the MS process, financial targets, packaging of services, MS systems and processes, staffing, dealing with competition and the MS sales process.

For more information about the BTA Managed Services Workshop, or to register for an upcoming class, visit www.bta.org/MS.

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: Harness the Halo Effect; The Home Office Deduction; Volunteer to Serve on a Board?; Economics: Inflation & Deflation; and much more! Click here to download.

2012 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 2012 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, visit www.bta.org/2012ChannelsChoiceBallot. Dealership respondents only.

Join BTA on Twitter, Facebook and LinkedIn
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