March 12, 2013
Issue No. 341


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 Member Appreciation Reception' to Take Place at ITEX 2013
The Business Technology Association (BTA), along with Digital Gateway (a subsidiary of ECi Software Solutions), GreatAmerica Financial Services and Katun Corp., will host a reception for BTA members at the ITEX 2013 National Conference and Expo.

OKI Data Introduces New Smart A4 Color MFPs
OKI Data Americas has announced the development of a new series of high-performance, smart A4 color MFPs in the mid-workgroup segment — the MC770 and MC780 series — with four available configurations.

Samsung's New Global MPS Program Powered by PrintFleet
PrintFleet is making it easier for Samsung resellers to grow their businesses and stay connected to their customers with the introduction of a comprehensive fleet monitoring program designed specifically to help resellers transition to MPS in a way that best suits their operations.

Paessler Joins BTA as Vendor Associate Member
Paessler AG has announced it has joined the Business Technology Association (BTA) as a Vendor Associate member.

EFI Expands Enterprise Mobile Printing Management
EFI has announced PrintMe Mobile 2.4, which provides advanced capabilities for IT to manage its existing print infrastructure and enable mobile printing across hundreds of printers, regardless of brand.

Ricoh Named to World's Most Ethical Companies List for Fifth Year
Ricoh has announced it has been recognized by the Ethisphere Institute as one of the World's Most Ethical Companies in 2013.

MWAi Named a Top 100 Innovative Company
MWA Intelligence (MWAi) has announced it has been named as one of the Top 100 Innovative companies in 2013 by Connected World Magazine in its Connected World 100 for 2013.

ESP/SurgeX Launches Partnership With Syratec
ESP/SurgeX has announced that it has partnered with Syratec.

NPRN Announces Annual Meeting at ITEX 2013
The National Printer Repair Network (NPRN) has announced that it will hold its fifth annual meeting from 11 a.m. to 5 p.m. on April 16, 2013, at the RIO Las Vegas Hotel and Casino in Las Vegas.

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

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: What to Know About ROI; Negotiate with Just One Buyer (If You're Nuts); New 2013 Tax Rates & Fiscal Cliff; 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
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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