March 6, 2012
Issue No. 290


Crawford Thomas, a nationwide, full-service sales recruitment firm that specializes in the recruitment of office automation sales reps, MPS reps, PPS, sales managers and support staff, is proud to offer discounted recruitment/staffing services to all BTA members.

As one of the only large recruiting firms that really understands the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 40-plus in-house recruiters to deliver top talent.

Crawford Thomas makes Fortune 500 recruitment services available to all sales organizations, regardless of their size or hiring volume.

Featuring the following BTA member discounted options:

  • Low-cost executive sourcing — all roles (job postings and powerful sourcing)
  • Contingency recruitment — techs, AEs, MPS reps, management, executive leadership
  • Retained search — Dedicated recruiters, unlimited hires for one low cost
  • Additional services include: background process outsourcing, drug tests, hiring-process design, recruitment training, HR consulting, succession planning, employee handbooks/policies, HRIS consulting, compensation and performance management

Please e-mail or call (888) 649-6616 for information that may be helpful to your recruitment needs.

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

Submit Your Channel's Choice Ballot Today
Each year, the Business Technology Association (BTA) provides a comprehensive look at the performance of office technology hardware vendors/manufacturers, based on the balloting of independent dealers.

Industry Leaders Form Coalition
Supplies Network (SN), Preo Software, FMAudit and NewField IT have announced a coalition with a goal of transforming the practice of managed print services (MPS).

Toshiba Partners With Adobe to Launch LeanPrint
Toshiba America Business Solutions Inc. has announced a partnership with Adobe to launch Adobe LeanPrint, a desktop print optimization software that reduces paper and toner consumption by optimizing page layout.

Solimar Releases Rubika V3.4
Solimar Systems Inc. has released an enhanced version of Rubika to help solve many problems associated with high-volume transactional printing and online viewing environments.

LEAF Expands Major Account Program Group
LEAF Commercial Capital Inc. (LEAF) has expanded its Major Account Program Group with the addition of two new business development resources — Lori Wilson and Brian Jankins.

Clover Expands Canadian Operation
Clover Technologies Group has announced an expansion of its Canadian operation.

Toshiba Releases Preo Printelligence V4
Toshiba America Business Solutions Inc. has announced the release of Preo Printelligence version 4, a cloud-based print management application for managing user print behavior.

Fiery Technology Drives New B&W Xerox Engines
EFI has launched the Xerox EX Print Server powered by Fiery for Xerox Corp.'s new D95/D110/D125 copier/printer.

Coordinated Business Systems Makes Acquisition
Coordinated Business Systems has added unified communications capabilities with the acquisition of Innovative Systems Inc., effective immediately.

NSi AutoStore 6.0 Receives Konica Minolta bEST Certification
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) and Notable Solutions Inc. (NSi) have announced the immediate availability of NSi AutoStore 6.0 on Konica Minolta's line of bizhub MFPs.

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 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.

BTA's 2012 District Events

Each year, the districts of the Business Technology Association host education and networking events for dealers that include industry-leading education sessions and keynote speakers, valuable networking opportunities for dealers to connect with peers and exhibiting sponsors, and fun social events. Four of BTA's district events remain in 2012. Visit for details.

BTA Mid-America - May 2-4, St. Louis, Mo.
• BTA East - Oct. 2-3, Rye Brook, N.Y.
• BTA Southeast - Oct. 26-27, Waynesville, N.C.
• BTA West - Nov. 15-16, Las Vegas, Nev.

For more information about BTA district events, visit

For more information on other BTA member benefits, visit

March/April 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: Higher Profit via Price Optimization; Tips for your 2011 Return; Get a Jump on 2012 Taxes; Age-Based Discrimination Laws; 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 Dealership respondents only.

It's March Madness at BTA!
Join BTA's group at and fill out an NCAA men's basketball tournament bracket for a chance to win one of three great prizes ($100, $50 and $25 gift cards), including reimbursement of your registration fee to BTA Mid-America's Gateway to Success event, to be held May 2-4, 2012, in St. Louis, Mo. Registration includes a private suite ticket to a Cardinals baseball game plus $50 cash on-site if you register for this district event on or before March 14!Click here to get started.

Join BTA on Twitter, Facebook and LinkedIn
BTA has expanded its Web presence to Twitter, Facebook and LinkedIn. Click the buttons below to follow, become a fan or add BTA.

BTA Membership
Your BTA benefits are listed on the BTA website. Be sure to take full advantage of your membership by using the many discount programs and business services BTA offers exclusively for its members. Click here to learn more. Not a member yet? Join online.

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