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March 18, 2014
Issue No. 392






For almost 30 years, Copier Careers has dedicated itself exclusively to helping independent copier/MPS dealerships find the experienced staff they need to stay ahead of the curve. When color was introduced, Copier Careers was there. When analog gave way to digital, we were there. When standalone machines were replaced by networked devices, we were there. When "pushing boxes" was replaced with solution sales, we were there. When new software was introduced into the back office, we were there. While other recruiters have come and gone, Copier Careers has stayed the course. Our company is in it for the long haul, just like you.

It seems like all of our retained clients can use a "rock-star" sales representative to add to their team. We have also noticed that it has become more and more difficult to recruit these true producers/hunters away from their current positions, and it is now less likely that these individuals view our industry as a stepping stone to another industry. We believe that these trends are a result of the copier channels expansion into a wider array of solution-based offerings.

As we have noted in our Annual Salary Surveys, solution selling reps are making more money than ever and viewing the industry as a long-term career. As recently as five years ago, many sales reps saw "pushing boxes" as a stepping stone to build a résumé to transition into another industry. We are finding that this is to be less the case, as selling solutions has opened up more revenue streams and annuity-based commission for these sales reps. As a result of all of the changes, our clients have had to up their game to recruit top talent with proven track records. We are very interested to find out what you think it takes to recruit "rock-star" sales reps away from their current positions. Please participate in our Poll of the Month, tell us what it takes to recruit the "rock star" and check back to see what the industry has to say.

More than Resumes, Candidates®

Learn more about how Copier Careers can help move your business forward. Visit www.copiercareers.com or call (888) 733-4868.

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.)

FIX: Cost Management for Service 2.0, Sponsored by MSE, Scheduled for April 23
On April 23 in Van Nuys, Calif., the Business Technology Association (BTA) will present FIX: Cost Management for Service 2.0 at Micro Solutions Enterprises (MSE) headquarters.

GreatAmerica Announces HaaR Managed IT Hardware Financing Program
GreatAmerica Financial Services Corp. has announced its HaaR product, a new offering in hardware and software financing for the office equipment industry.

imageSource Announces Perfect Image Award Recipients
imageSource Magazine has announced the seven businesses that received the 2014 Perfect Image Award (PIA) for outstanding achievement in the channel.

Print Audit Hires McDonald as Vice President of Business Development
Print Audit has hired West McDonald to manage its business development efforts beginning April 1, 2014.

IBPI Elects New Board Members & Officers
International Business Products Inc. (IBPI) has elected three new board members: Mike Blake (Corporate Business Systems, Wis.), Erik Crane (Copy Products, Mo.) and Debra Dennis (CopyPro, N.C.).

West Point Products Launches Auto Toner Fulfillment for AXESS MPS
West Point Products has launched Auto Toner Fulfillment (ATF) as part of its Axess MPS suite of services.

KYOCERA Introduces Six New ECOSYS Devices
KYOCERA Document Solutions America has extended its ECOSYS lineup with three new color MFPs, one black-and-white MFP and two new black-and-white desktop printers.

Click here for all recent BTA Hotline articles.

March
25
Building 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.
April
2
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 www.bta.org/AsktheAnalyst. 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 www.bta.org/AsktheAnalyst.

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

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