March 20, 2012
Issue No. 292

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

IBPI — Saving Time & Money for Dealers for 25 Years

IBPI is the largest buying group in our industry with more than 320 commercial copier and print dealers representing annual sales in excess of $3.6 billion. IBPI's buying power saves you money, and with its quality vendor offerings, you will not have to shop around for the best deal. Last year, the average IBPI member saved between $29,500 and $175,000 on their purchases through IBPI programs. Contact IBPI to find out how you can save too!

IBPI negotiates relationships with quality vendor programs, such as its newest additions: N-able Technologies and Nation-Wide Repair Service.

Put the power of IBPI to work for your dealership. Call (480) 393-1694 for details on how to join or visit

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.)

Canon Announces Resolution of Patent Infringement Disputes
Canon has announced the resolution of patent infringement disputes with Atman Inc. d/b/a (pcRUSH) in the International Trade Commission and the U.S. District Court for the Southern District of New York, concerning certain toner cartridges and their photosensitive drums sold for use in Canon or Hewlett-Packard laser beam printers.

Compass Partners with LMI Solutions
Compass Sales Solutions has announced a special partnership with LMI Solutions.

Lexmark Acquires ISYS Search Software & Nolij
Lexmark International Inc. has completed two acquisitions: Australia-based ISYS Search Software and U.S.-based Nolij Corp.

Print Audit Adds Lightning to Facilities Manager
Print Audit has released a major update for the Facilities Manager Web portal.

Metrofuser Releases ZeroSet Technology for CP4025/CP4525 Printers
Metrofuser has introduced ZeroSet technology into its remanufactured HP LaserJet CP4025/CP4525 fusers.

Toshiba Announces Winner of Technology Makeover Contest
Toshiba Corp. has announced the grand prize winner of its Helping the Helpers Technology Makeover contest, a nationwide initiative awarding more than $200,000 in technology upgrades to help nonprofit charities become more effective in their causes.

Click here for all recent BTA Hotline articles.

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 23 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.

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