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March 4, 2014
Issue No. 390


Getting into managed IT services? Shouldn't selling hardware be easier? No matter where you are in your managed IT business evolution, the GreatAmerica Financial Services hardware rental program, HaaR®, is the key to enhancing your managed IT go-to-market strategy. As your trusted advisor, we take the time to fully understand YOUR business model and incorporate our HaaR finance document solution into your selling process. We then provide a single invoice to your customer, on your behalf.


  • Single invoice for hardware, software and services
  • Ability to bill variable managed IT services without a supplement
  • Customer always has current technology — aligning with your technology stack
  • Full control at end of term
  • Consistent cash flow from increased monthly recurring revenue
  • Closer tie to your customer as a trusted advisor
  • Operating expense versus capital expense
  • Renewal upside for you

For more information on HaaR©, email or visit GreatAmerica's booth, #309, at ITEX next week in Vegas!

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.)

Canon Launches New Large Format Printer Series
Designed for the poster and infographics markets, Canon U.S.A. Inc. has announced the new SE Series imagePROGRAF large format solution lineup.

MWAi Hires Michael House
MWA Intelligence (MWAi) has announced it has hired Michael House, an experienced Crystal Report developer.

TonerCycle/InkCycle Opens East Coast Distribution Center
TonerCycle/InkCycle has opened a new distribution center.

docSTAR Announces Alliance with Dealertrack
docSTAR has announced the integration of the docSTAR eclipse content management system with Dealertrack Technologies' Web-enabled dealer management system for the automotive retail industry.

Nexent Launches Update to Miracle Service Software
Nexent Innovations Inc. has announced the latest update to its Miracle Service software: v7.0 SQL Database.

GreatAmerica Completes 13th Term Securitization
GreatAmerica Financial Services Corp. (GreatAmerica) completed its 13th term securitization in the amount of $423.5 million.

Compass Partners with PrintMIB UK
Compass Sales Solutions has announced its new partnership with PrintMIB UK (PMUK), a provider of meter collection and auditing tools in the United Kingdom.

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.
23FIX: Cost Management for Service 2.0 - Van Nuys, Calif.
• Sponsored by Micro Solutions Enterprises (MSE)

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. MSE is covering the tuition fee for this BTA members-only workshop. To be held at the corporate headquarters of MSE, this class will include a 30-minute MSE presentation and plant tour. A limited number of seats are available, so register today! 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 March 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.

Seeking information and insight regarding office technology industry trends and developments? BTA can help. Through an alliance with InfoTrends, the Weymouth, Mass., market research firm, BTA members can simply submit their questions via email for an InfoTrends' analyst to address. BTA’s "Ask The Analyst” feature is FREE to the association’s dealer members. It's simple — just visit You will be provided with an email address to submit your question and an InfoTrends analyst will respond to you directly via email. Your question and the response you receive will be archived on the BTA website as a resource for other dealer members.

For more information, visit

For more information on other BTA member benefits, visit

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