March 5, 2013
Issue No. 340

LEAF Commercial Capital Inc. (LEAF) is an equipment leasing and finance company headquartered in Philadelphia, Pa. LEAF's core competency is the ability to assist equipment vendors in maximizing financing as a revenue-generating strategy. As an equipment vendor, you are at the center of everything LEAF does. Every product, service and system is built to achieve one main goal — accelerating your sales. LEAF is an established a leader in delivering results-driven financing programs designed to get your customers' attention. Through its proprietary partnering approach, The LEAF 360° Solution, LEAF redefines what it means to be a financing partner — one that is not just a deal processor, but a deal maker. Vendors that take full advantage of LEAF's unique approach gain incremental selling tools, enabling them to better compete in the marketplace.

For more information on how LEAF can transform your leasing program, visit

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.)

BTA Welcomes Eight New Members

In Memoriam: Jon H. Oakley
Jon Oakley, an office technology industry veteran who once sailed with the U.S. Navy, passed away on Feb. 20. He was 69.

Ricoh Releases MFPs, Printers for Health Care
Ricoh U.S. Healthcare has unveiled a suite of versatile MFPs and printers engineered specifically to help health care organizations improve outcomes in the face of rising costs, new legislation, security risks and provider consolidation.

Konica Minolta Launches Corporate Announcement Application
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has launched the Corporate Announcements application, targeting organizations of all sizes and in any business sector.

Jason Troupe Promoted to Senior Sales Manager at TonerCycle/InkCycle
TonerCycle/InkCycle has announced the recent promotion of Jason Troupe from sales manager to senior sales manager.

Adam Stockwell Joins ECi as Managing Director for Europe
ECi Software Solutions has announced that Adam Stockwell has been named managing director for ECi Europe.

Innovolt Expands Footprint in South Africa to Address Energy Needs
First Distribution, which provides enterprise-ready solutions for the South African IT market, has announced a signed agreement with Innovolt Inc. to distribute Innovolt's technology platform throughout South Africa.

Westbrook Technologies & Artsyl Technologies Form Partnership
Westbrook Technologies has announced a strategic partnership with Artsyl Technologies.

Click here for all recent BTA Hotline articles.

Patent Issues Industry Summit - Newark, N.J.
From 1 to 5 p.m. on March 14, 2013, at the Marriott Hotel at Newark International Airport, BTA will hold an industry summit to address patent infringement issues and formulate an industry response to the legal claims being made by patent trolls. The meeting is open to all industry participants. To RSVP for the meeting, click here.
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 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.
17BTA Member Appreciation Reception - Las Vegas, Nev.
From 6 to 8 p.m. on Wednesday, April 17, BTA, Digital Gateway (a subsidiary of ECi Software Solutions), GreatAmerica Financial Services Corp. and Katun Corp. will host the Member Appreciation Reception at the VooDoo Rooftop Nightclub at the Rio Las Vegas Hotel and Casino in Las Vegas. Join your fellow BTA member dealers for food, drinks, networking and a great view of the Las Vegas Strip. BTA members may pick up an invitation to the reception at BTA Booth #236 on April 17 at the ITEX 2013 National Conference and Expo. For more information, 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 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.

WellCard Health Discount Card

The WellCard Health Discount Card is an easy way to help you and your family with all your prescription drug needs and medical visits.*

  • Automatically includes all family members.
  • Instantly receive an average savings of up to 65 percent on drug prices and up to 30 percent on medical visits.
  • Join a nationwide network of more than 59,000 pharmacies and 350,000 physicians.
  • Exclusive mail-order service that will save an average of 20 percent off the regular price of prescription drugs.
  • Talk to a doctor 24/7/365 — It's convenient, safe and cost effective.
  • Your information is kept private with our discount card program, which is HIPAA compliant.

*This is not insurance. Discounts are only available at participating pharmacies.

For more information or to place an order for a WellCard, visit

For more information on other BTA member benefits, visit

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 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.

Join BTA on Twitter, Facebook and LinkedIn
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