Can't view HTML emails? Click here for an online version of the Hotline.

March 11, 2014
Issue No. 391


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 email 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 Five New Members

Office Technology & Solutions Channel to Convene This Week at ITEX
This week, channel dealers, resellers, MSPs, VARs and vendors will be in attendance at the ITEX 2014 National Conference and Expo, taking place March 11-13, 2014, at The Rio All-Suite Las Vegas Hotel & Casino.

GreatAmerica Launches Managed IT Peer Groups with Service Leadership
GreatAmerica Financial Services has launched the office equipment industry's first managed information technology (IT) services peer groups with the expertise of IT management consultant Paul Dippell and the team at Service Leadership Inc.

docSTAR Announces Global Business Partner Awards
docSTAR has announced its top resellers for 2013 in its Global Partner Program.

SalesScoreKeeper & Digital Gateway Form Alliance
SalesScoreKeeper (SSK) has announced its Premier Partner relationship with Digital Gateway Inc.

Parts Now Launches E-Commerce Website
Parts Now has launched an e-commerce website, providing customers a simplified way to search, cross reference and quickly order the right supplies, parts and services they need.

Canon Introduces imageRUNNER ADVANCE C5240A/C5235A
Canon U.S.A. Inc. has announced two new models to its imageRUNNER ADVANCE series.

Ricoh Releases MP C2003 & MP C2503 Color MFPs
Ricoh Americas Corp. has introduced two new color MFPs, the RICOH MP C2003 and MP C2503.

Compass Announces New UCC Tracker Module
Compass Sales Solutions has announced its newest module, the UCC Tracker.

Frontier Imaging Releases Eight New Compatible Toners
Frontier Imaging has introduced two new Kyocera toner products, compatible with the FS and the TASKalfa series applications.

PrintReleaf Exchange Helps Reforest Through Paper Consumption
The first technology platform to enable cloud-based paper tracking and reforestation, the PrintReleaf Exchange (PRX), has gone live.

Click here for all recent BTA Hotline articles.

ITEX 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.
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.
2-3ProFinance 2.0 - Clearwater, 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

Join BTA on 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.

Members: To unsubscribe from BTA emails: @@unsubscribe_url@@.

Non-members: Please email Mary Hopkins to request removal from BTA's email distribution list.