March 13, 2012
Issue No. 291

Dealers: Register by Wednesday, April 4, and receive a $50 cash rebate!

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 Webinar, 'Leading Your Dealership Through Change,' Set for March 20
The 51st webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Tuesday, March 20.

BTA Scholarship Deadline is May 1
Each year, the Business Technology Association (BTA) presents several $1,000 and $1,500 scholarships to the sons and daughters of the full-time employees of BTA member dealerships.

BTA to Host ProFinance 2.0 May 9-10
On May 9-10 in Atlanta, Ga., the Business Technology Association (BTA) will host ProFinance 2.0, a one-and-a-half-day financial benchmarking educational course for office technology dealers.

BTA's MPS Workshops to be Held May 8-10 in San Francisco
The Business Technology Association and Strategy Development will conduct the BTA Fundamentals of MPS Sales Workshop on May 8-9, and the BTA Advanced MPS Sales Workshop on May 10, in San Francisco, Calif.

Cranel Imaging Adds Equitrac Office, Express to its Portfolio
Cranel Imaging has announced it is adding Nuance's Equitrac Office and Equitrac Express print management software to its portfolio of products and services.

Canon Releases imageRUNNER ADVANCE 4000 Series
Expanding the imageRUNNER ADVANCE lineup, Canon U.S.A. Inc. has announced the new imageRUNNER ADVANCE 4000 series of monochrome MFPs for mid-volume office environments.

Epson Partners with Cranel Imaging
Epson America has announced an agreement with Cranel Imaging to distribute Epson's line of business document scanners.

Lexmark Acquires BDGB Enterprise
Lexmark International Inc. has announced the acquisition of Luxembourg-based BDGB Enterprise, including its U.S. subsidiary, Brainware Inc., a Vista Equity Partners portfolio company, for a cash purchase price of approximately $148 million.

OKI Data Introduces Wireless Printing to B700 Series
OKI Data Americas has announced the addition of a user-installable wireless option to the B700 Series of monochrome printers.

Neopost Introduces Desktop Folding/Inserting Solution
Neopost USA has released the Neopost DS-35 and Hasler M1500 desktop folding and inserting system, which simplifies and automates a variety of folding and inserting office mailing tasks including: letters, invoices, statements, legal documents, half-folded marketing pieces and other mailings.

Canon Launches imageWARE Secure Audit Manager Express
Canon U.S.A. Inc. has introduced imageWARE Secure Audit Manager Express, an information security software solution that provides capture, archive and audit capabilities of activities performed on Canon imageRUNNER ADVANCE MFPs along with other Canon MEAP-enabled devices.

Click here for all recent BTA Hotline articles.

Building 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.
BTA Sales Management Workshop - Chicago, Ill.
Taught by consultants with Strategy Development, this intense, two-full-day workshop will provide sales leaders (i.e. dealership principals, vice presidents of sales and sales managers) a framework, process and tools concentrated on developing sales professionals, uncovering new business and expanding share of wallet with current customers. All sales leaders, or sales professionals moving into a management position, will benefit from this interactive workshop and will leave with proven processes that, when implemented, will increase their effectiveness, reduce turnover and drive improved results. Special offer for BTA members: Register for the April 3-4 workshop by March 15 and receive triple the value of your coupon — a $450 discount on tuition! For more information or to register online, click here.
4-5ProSolutions 2.0 - Columbus, Ohio
The market is changing. Sales professionals will need to evolve to a new sales process to be successful in the future. The skills needed for high-performance sales professionals will be based on: solving business problems, helping customers achieve business goals, focusing on business processes, driving complex sales and strategies to go deeper and wider This course, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, provides a time-tested strategic sales methodology that works. The sales process enhances the sales performance today and provides the tools to be successful in the future. For more information or to register online, click here.
18-19ITEX 2012 Expo & Conference - Las Vegas, Nev.
BTA Members: Register with discount code A300E to receive a $50 discount on All Access and Main Conference passes. For more information or to register online, click here.
25Building My Business Webinar - "MPS — A Reality Check"
Is managed print services (MPS) leading us to the promised land, or are we headed off a cliff formed by hype-fueled expectations? True, many dealers have found success in the increased profits and incremental revenue associated with an MPS strategy. Many more have been burned by misguided hopes and poorly executed strategies. It is time for a reality check. In this webinar, Lou Slawetsky of Industry Analysts Inc. will discuss both the pros and cons of MPS, what it can and cannot do for your business and, finally, help you develop a sound document strategy. This webinar promises to be a fast-paced, informative session that you will not want to miss. 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. Deadline: Friday, March 16.

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 April 4! 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.

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

To unsubscribe from BTA emails, click here.