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Feb. 25, 2014
Issue No. 389

Insights53 helps sales leaders grow profitable sales by applying a common language and repeatable processes. The process provides a step-by-step methodology for managing relationships, opportunities, talent and resources. Now, sales leaders are able to operationalize their sales strategies to define how they will get from where they are to where they want to go.

As a consultant for Miller Heiman, Insights53 serves as a key resource to sales leaders for research, perspective and process. Jim Heffernan has 35 years of industry experience as a Konica Minolta dealer, and as a sales and business leader at Hewlett-Packard.

Connect to valuable content at or contact Jim Heffernan at

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.)

Ricoh & InterSystems Announce Partnership
Ricoh Americas Corp. has announced a strategic partnership with InterSystems to develop new information solutions for acute health care that can improve workflow, cost-efficiency and, ultimately, patient care.

Konica Minolta Launches bizhub 4020/3320 Printers
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has launched the bizhub 4020 and bizhub 3320 monochrome all-in-one (AIO) printers.

GreatAmerica Earns CompTIA Managed Print Trustmark
GreatAmerica Financial Services has received the CompTIA Managed Print Trustmark, an industry credential that signifies its adherence to best practices for technology service delivery and customer service relating to managed print services (MPS).

BTA Member Employees Among 2014 CRN Channel Chiefs
Several employees of BTA member companies have been selected as 2014 CRN Channel Chiefs.

Paessler Extends PRTG Network Monitoring Capability for Android, iOS Devices
Paessler AG has announced the availability of three new and/or revised applications, all associated with the company's PRTG Network Monitor product, for the mobile space.

MWAi Promotes Kampmeier to Marketing & Client Services Manager
MWA Intelligence (MWAi) has promoted long-time veteran, Josh Kampmeier, to marketing and client services manager.

AVG Releases New Android Admin Console for AVG CloudCare
AVG Technologies has announced the addition of an administration console for Android that extends the mobile management capabilities of its cloud-based, security services platform, AVG CloudCare.

Ricoh's PCS Director Embedded Certified Compatible with Small-Screen Ricoh MFPs
Ricoh's PCS Director Embedded 6.1.9 has been tested by the Ricoh product testing team and certified as compatible with Ricoh's line of small-screen MFPs including the MP 301 and MP C305 models.

LEAF Selected as Burger King's Preferred Financial Partner
BTA member LEAF Commercial Capital (LEAF) has announced its selection as a preferred financing partner for Burger King Corp. in support of the deployment of its Next Generation Kitchen.

Click here for all recent BTA Hotline articles.

BTA 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 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.
11BTA 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 of Supplies Network for an 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.
11-13ITEX 2014 National Conference and Expo - Las Vegas, Nev.
BTA Members: Use promo code B300E when registering for $100 off All Access and Main Conference Passes. Be sure to stop by BTA's booth, #242, to pick up your invitation to the Top of the Rio BTA Dealer Member Appreciation Reception. For more information or to register online, click here.
12Top of the Rio: The BTA Dealer Member Appreciation Reception at ITEX 2014 - Las Vegas, Nev.
Join your fellow BTA member dealers for food, drinks, networking and a great view of the Las Vegas Strip from the VooDoo Rooftop Nightclub atop the Rio All-Suite Las Vegas Hotel and Casino. For more information, click here.
25Building My Business Webinar: "Blueprint to Managed IT Profitability"
Managed IT services is hot, attracting office equipment, telephony and traditional computer dealers — and even private equity investors — with its potential of strong customer relationships, recurring revenue and consistent high profits leading to high valuations. But as the leading industry benchmark, the Service Leadership Index® shows, while top-quartile EBITDA in managed IT services has been over 18 percent for the past six years, median EBITDA is only 7.2 percent and one-quarter of those in the business are losing money. In this engaging and actionable webinar, Paul Dippell, CEO of Service Leadership, will provide a C-level look into how office equipment companies that are successful in managed IT have made the transition with minimal time and risk, and maximum return. For more information or to register online, click here.
ProFinance 2.0 - Tampa, Fla.
Over the last 10 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. But with the introduction of color, connectivity, software and managed print services (MPS), 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 new 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.
24Building My Business Webinar: "How to Sell 'Beyond the Box'"
Like sugar, wheat or pork bellies, to customers, technology is often considered a commodity. In today's competitive market, how can you make sure you rise above the shrinking margins and price wars of selling a commodity? Not by using the same sales tools and techniques you have used in the past. In this webinar, Julie Hansen, founder of Performance Sales and Training, will reveal the innovative skills you need to sell "beyond the box" and create those critical points of differentiation in the eyes of your customers that will lead you away from selling high-risk commodities and into selling preferred solutions. Attendees will learn how to: stand out from the competition; deliver a compelling message; structure a demonstration for success; use stories to gain emotional buy-in; and make a message "sticky." 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's Building My Business
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Free to BTA members, BTA's monthly Building My Business webinars, presented by industry experts, are designed to help dealers improve the management of their companies, take full advantage of market opportunities and, ultimately, improve their bottom lines. Past webinar PowerPoint slides and videos are also available to members in the Building My Business archives.

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