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March 14, 2017
Issue No. 541



GreenSweep offers Clover Imaging Group (CIG) dealers up to a 10-percent rebate when they convert existing customers using only OEM cartridges to CIG's remanufactured products — giving dealers the chance to take back control from stringent OEM processes and disruptive longstanding business practices.

By positioning the switch as a premium-value solution that positively impacts the performance of a client's print program, their company's eco-footprint and their overall office expenditures, CIG dealers can acquire new accounts from their competition and win the trust of new clients with GreenSweep.

One CIG GreenSweep dealer will get the chance of a lifetime to own a brand-new Harley-Davidson®. Dealers can catch a glimpse of the GreenSweep Harley-Davidson® April 18-20, 2017, at Mandalay Bay, Las Vegas, Nevada, during the ITEX Imaging and Technology Education Exposition.

For more information, visit www.cloverimaging.com or www.cloverimaging.com/greensweep.

For more information on BTA Hotline sponsorship, contact Brent Hoskins at brent@bta.org 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.)

Today's BTA Webinar to Focus on Your Sales Rulebook
The 111th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern today, March 14.

Epson America Names Mark Mathews Vice President of North America Commercial Marketing
Epson America Inc. has announced the appointment of Mark Mathews as vice president of North American commercial marketing.

Global Imaging Systems Acquires Laser Resources
Global Imaging Systems (GIS) has acquired BTA member Laser Resources, a Grimes, Iowa-based multi-brand dealer that delivers printing systems and managed services solutions to organizations throughout the state.

KYOCERA Announces Two New A4 Black-and-White Printer Series
KYOCERA Document Solutions America has announced the introduction of the new ECOSYS P2040dw series, two feature-rich monochrome desktop printers.

Brother Introduces Expanded Line of Color Laser Printers & All-in-Ones
Brother International Corp. has introduced its expanded line of color laser printers and all-in-ones.

Ricoh Announces New Series for Health-Care Organizations
Ricoh USA Inc. has announced a series of black-and-white devices designed to address the crucial security, space and budgeting needs of acute, ambulatory and extended health-care facilities.

Canon Announces New imageRUNNER ADVANCE/imageCLASS Models
Canon U.S.A. Inc. has announced the availability of several new MFPs and single-function printers.

Click here for all recent BTA Hotline articles.


March
14
Building My Business Webinar: "Is Your Sales Rulebook Broken?"
In this webinar, Lindsay Kelley and John Pulley of Prospect Builder will discuss the new sales playbook for reaching today's buyers and why many of your reps are failing in their attempts to make a connection. The first step in getting to know someone is by being where they are. You need to understand where your prospects are today and how to reach them there. This webinar will allow you to discover how buyers are searching for answers, what questions they are asking that you do not know about and how you become their answer. For more information or to register online, click here.
22-23 ProFinance 2.0 - Orlando, Florida
Over the last 15 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. Now, with 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 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. ProFinance attendees will receive free registration to BTA's March 24-25 Spring Break event. For more information or to register online, click here.
24-25 Spring Break - Hosted by BTA Southeast - Orlando, Florida
Planned and hosted by the dealer volunteer leadership team of BTA Southeast, the 2017 Spring Break event is open to dealers from across the country. The event will feature: a special keynote address presented by a surprise guest speaker to be announced on-site; seven additional educational sessions led by industry leaders; time to network with peers and 42 exhibiting sponsors, including a welcoming reception; and an afternoon/evening visit to the Disney theme park of your choice: Magic Kingdom, Epcot, Hollywood Studios or Animal Kingdom. Dealer attendees can also enter the BTA Events Sweepstakes on-site. BTA member dealers receive 2-for-1 registration and can use their $150/$250 discount codes received with membership. For more information or to register online, click here.
April
6
Building My Business Webinar: "Lease Accounting Update: FASB Accounting Changes"
There has been a buzz in the industry around Financial Accounting Standards Board (FASB) lease accounting changes, but what do they mean for office technology providers and their customers? In February 2016, the FASB issued a new lease accounting standard (Topic 842). The main difference between the current guidance and Topic 842 is that operating leases will be recorded on-balance sheet for financial reporting purposes. During this webinar, Brett Steffen and Joe Terfler of GreatAmerica Financial Services will provide a brief background of the lease accounting rules and discuss some of the reasons leading to the changes in the new standard. They will review the changes in the new standard and discuss the potential business impacts of the changes, with a specific focus on issues that may impact BTA dealers. For more information or to register online, click here.
11 FIX: Cost Management for Service 2.0 - Knightdale, North Carolina
Successful BTA dealers use their service departments to maintain profit margins as new equipment sales margins decline. FIX, BTA's popular service workshop, teaches attendees how to determine the actual cost of the service hour (burden rate) and improve overall service department profitability. Workshop instructor Ronelle Ingram will cover first-call completion and 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 their staffs to the realities of solution-based servicing. This is a highly interactive, energetic classroom experience. Come prepared to learn in a fun, relaxed atmosphere. For more information or to register online, click here.
May
2-3
Select Dealer Group Meeting - Dallas, Texas
25 Building My Business Webinar: "Successful Selling in Today's Landscape"
The selling landscape has been forever changed by rapid technology development. Sales professionals are going to have to adapt to survive. They need to develop the skills to provide relevant insights and value during the conversation. In this webinar, Melissa D. Whitaker of Melissa Whitaker International LLC will discuss the six biggest challenges salespeople are facing in today's landscape and the specific solutions for overcoming them. 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 Scholarship Foundation

Each year, the Business Technology Association (BTA) awards one $3,000 and a number of $1,000 and $1,500 scholarships to qualifying children of full-time employees of dealerships that are current BTA retail dealer members. Since the 1984-85 school year, BTA has awarded 1,398 scholarships totaling $1,578,000. Scholarship recipients are chosen by an impartial and independent evaluator. To download or request a scholarship application, visit www.bta.org/Scholarships. The scholarship application deadline is May 1, 2017.

Visit www.bta.org/Scholarships for more information.

For more information on other BTA member benefits, visit www.bta.org/MemberBenefits.


2017 BTA Event Exhibiting Sponsorships
Sign-ups for 2017 BTA event exhibiting sponsorships have begun. Click here to learn more about reserving your tabletop exhibit space.

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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.