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March 10, 2015
Issue No. 442

Reflections on 25 Years of Change

Our recruiting firm, Copier Careers, recently celebrated its 25th anniversary. It is a big milestone for any business, and achieving it has prompted us to reflect on the copier chan­nel and our place in it. You can read the white paper at:

Copier Careers is a retained recruiting firm dedicated exclusively to helping independent copier dealers find experienced service techs, copier sales reps, managers, controllers, back-office staff, and MPS and MNS experts.

More Than Resumes, Candidates®

Learn more 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.)

InfoTrends & BTA Provide Dealer Market Analysis Offering
InfoTrends and the Business Technology Association (BTA) have announced the formation of a new partnership.

Supplies Network Adds Lexmark BSD Equipment to its Product Line
Supplies Network has announced it is now an authorized distributor of the Lexmark Business Solutions Dealer (BSD) equipment product line.

Toshiba Unveils Encompass X
To commemorate the 10th anniversary of its Encompass managed print services (MPS) program, Toshiba America Business Solutions has unveiled Encompass X, the latest iteration of Toshiba's fleet management software.

3D Systems Expands Consumer Products Reach with Impression Solutions
3D Systems has added Impression Solutions Inc. as a distributor to expand access to its portfolio of consumer products.

Clover Creates One Portfolio for All Imaging Solutions
Clover has announced the creation of Clover Imaging Group, a singular marketing group that encompasses a comprehensive suite of products, services and solutions.

HP Announces Re-Engineered LaserJet Printers
HP has announced a re-engineered new series of LaserJet printers designed to make businesses more efficient.

Parts Now Announces One-Year Warranty on All Refurbished Service Parts
Parts Now has announced a new program for remanufactured printer service parts, including fusers and maintenance kits, increasing the warranty period from six months to one year.

Compass Announces Account Review Templates
Compass Sales Solutions has announced a new feature for account review reporting.

MPSA Elects New Board & Executive Committee
The Managed Print Services Association has announced its new executive committee and board of directors.

Konica Minolta Launches Initiative Aimed at Inspiring Women in Professional Excellence
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced the launch of Step Forward, a new initiative that offers a forum for giving and receiving advice and support to women at all career levels.

Zygoquest & Growth Achievement Partners Form Strategic Alliance
Zygoquest Group and Growth Achievement Partners have announced a strategic alliance to assist office technology dealership owners with acquisitions of managed services providers (MSPs).

Modular Document Solutions Acquires Mosaic Business Solutions, Coastal Business Products
BTA member Modular Document Solutions LLC has completed the acquisition of Mosaic Imaging Solutions Inc.'s customer base, effective Feb. 27, 2015.

Click here for all recent BTA Hotline articles.

PRO Dealer Group Meeting - Orlando, Fla.
20-21Winter Break - A BTA district event hosted by BTA Southeast - Orlando, Fla.
BTA Southeast will host the first of its two 2015 district events, open to dealers from across the country, on March 20-21, 2015, at Disney's Grand Floridian Resort & Spa in Orlando, Fla. The event will feature a keynote session dealer panel, seven additional educational sessions presented by industry leaders and a special session by John O'Leary of Rising Above. In addition, there will be time to visit with 30-plus exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter on-site for a chance to win one of five $100 American Express gift cards and be entered into the BTA District Event Sweepstakes. At 2 p.m. on March 21, the event will wrap up with a trip to one of the Disney theme parks of your choice: Magic Kingdom, Epcot, Hollywood Studios or Animal Kingdom. For more information or to register online, click here.
25Building My Business Webinar: "Communicating Your Sales Compensation Plans"
Sales compensation plans can become quite complex and even difficult to understand. Having your comp plans well documented is key for all parties involved to be able to understand, maximize and process. In this session, Luis Gonzalez of will go over a few best practices for documenting your compensation plans. He will cover how to structure the documentation and outline the key elements of building and documenting sales compensation plans. For more information or to register online, 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 be three one-hour, one-on-one coaching sessions in addition to the online training sessions. During these 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. Register by March 31 and receive 10 percent off registration. For more information or to register online, click here.
8-9ProFinance 2.0 - Houston, Texas
Over the last 13 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. Now, with the introduction of color, connectivity, software, managed print services (MPS) and managed network services (MNS), 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.

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.

Buyers Laboratory Products & Services

Buyers Laboratory (BLI) is a source for unbiased and reliable intelligence for MFPs, printers, scanners and software solutions. Its offerings: bliQ, a database and sales tool that allows you to compare thousands of devices, research product performance, read reviews and more. bliQ Mobile provides on-the-go access. Solutions Center allows quick research and comparison of hundreds of software solutions, including specs, independent reviews and more. The BLI Education Program allows you to leverage BLI’s services with a curriculum designed to help your sales reps make a greater impact in the field.

BTA members receive a 20-percent discount on new BLI subscriptions.

Visit for more information.

For more information on other BTA member benefits, visit

2015 Channel's Choice Ballot
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. As an independent dealer, please rate your vendor's performance in the areas listed in this online survey. The results will determine the winners of the association's 2015 Channel's Choice Awards. Click here to fill out the 2015 Channel's Choice Ballot.

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