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March 22, 2016
Issue No. 492

BTA member dealers receive 2-for-1 registration. Register today!

The 2016 BTA National Conference will feature:
• Two panel discussions focused on looking to the future of the industry & moving beyond hardware.
• Eight additional educational sessions presented by industry experts.
• Time to network with peers & 40-plus exhibiting sponsors.
• A tour of the National World War I Museum and Memorial & a buffet dinner on the premises.
• Free entrance to BTA's 90th anniversary event, BTA at 90: A Celebration.

For more information, click here.

Sales Simplicity Seminars: How to Sell Everything-As-A-Service

GreatAmerica is bringing in Alex Rogers, CEO of CharTec, to teach solution providers how to sell an As-A-Service model during three upcoming Sales Simplicity Seminars. See real results from companies increasing their MRR with CharTec in this FREE INFOGRAPHIC.

Within the two-day Sales Simplicity Seminar hosted by GreatAmerica, you will walk away with:

• Strategies to transition to an As-A-Service model
• Additional streams of recurring revenue
• A step-by-step sales process from first call to close
• Talk tracks to overcome any objection to your proposal
• How to fold service and hardware into your solution

Register for or find out more on the Sales Simplicity Seminars today!

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.)

Konica Minolta Acquires Meridian Imaging Solutions
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced the acquisition of BTA member Meridian Imaging Solutions in an effort to expand its footprint in the Washington, D.C., area.

Compass Announces Partnership With Clover Imaging Group
Compass Sales Solutions has announced its partnership with Clover Imaging Group (CIG).

Joe Wagner Appointed Senior Vice President of Operations at Katun
Katun Corp. has announced that Joe Wagner has been appointed senior vice president of operations, effective Feb. 24, 2016.

Intronis MSP Solutions by Barracuda Introduces New Backup Appliance
Intronis MSP Solutions by Barracuda has announced it has expanded its offerings to include a subscription-based hardware solution, Barracuda Backup – Intronis MSP Edition.

ECi Announces Integration of PO Processor Application With Polek & Polek
ECi Software Solutions has announced a key integration between its e-automate PO Processor application and Polek & Polek.

EFI Provides Fiery DFE For New Canon imageRUNNER ADVANCE 6500/8500 MFPs
Electronics For Imaging Inc. (EFI) is continuing its partnership with Canon by bringing to market a new Fiery digital front end (DFE) for Canon's new imageRUNNER ADVANCE models.

In Memoriam: Joseph R. Castrianni
Joseph (Joe) R. Castrianni, 88, passed away on Tuesday, March 8, 2016, at his home in Aventura, Florida.

Click here for all recent BTA Hotline articles.

Building My Business Webinar: "Your Managed IT Services Strategy: Optimizing the Business Through Organic Growth or Acquisition"
In a recent BTA survey, the strategy of building a managed IT business was the number-one objective for dealers. Many have already entered this lucrative growth market and others are making plans to be successful in it. Many dealers are making the decision to grow internally versus acquiring a managed services provider (MSP). This webinar, led by Mitch Morgan of Growth Achievement Partners (GAP) and Mike Dudek of Zygoquest Group, will assist in making that decision, as well as provide an update to the GAP/Continuum Business Model for Managed Services to guide your success whichever path you choose. This will be the first release of the updated model. For more information or to register online, click here.
Building My Business Webinar: "Optimize Your Website for Maximum Lead Generation"
During this webinar, Jeanne Hopkins of Continuum Managed Services will provide real-time feedback on audience-submitted websites. The webinar will apply her more than 20 years of experience on how website visitors make choices in terms of selecting companies with which to do business. Hopkins will provide attendees the insight and guidance they need to help win the trust of customers and improve improve their digital marketing results. For more information or to register online, click here.
2016 BTA National Conference - Hosted by BTA Mid-America - Kansas City, Missouri
It is the office technology dealer's "must-attend" event this year — the 2016 BTA National Conference, set for June 8-10 in Kansas City, Missouri, home of the Business Technology Association since 1985. The 2016 BTA National Conference is specifically designed for the independent dealer, with a carefully crafted educational lineup and exhibiting sponsors. Plus, there will be outstanding networking opportunities, including an evening at the National World War I Museum and Memorial. Register for the National Conference and receive admittance to BTA at 90: A Celebration, a very special event taking place Friday evening, June 10, at Kansas City Union Station. Join us in BTA's hometown to learn from industry leaders, see the latest vendors, network with your fellow dealers and celebrate BTA's 90th anniversary in grand style. You will leave Kansas City informed, invigorated and inspired! BTA member dealers receive 2-for-1 registration and free entrance to BTA at 90: A Celebration. For more information or to register online, click here.
10BTA at 90: A Celebration - Kansas City, Missouri
BTA will celebrate its 90th anniversary from 5:30 to 11 p.m. on Friday, June 10 as part of the 2016 BTA National Conference. BTA at 90: A Celebration will take place at the historic Union Station in Kansas City, Missouri. The event will provide a memorable opportunity to celebrate the association's many years of dealers helping dealers.The evening will include: 2016 BTA Channel's Choice and 2016 BTA Channel Champion awards; BTA Hall of Fame inductions; a cocktail reception, dinner and after-dinner drinks; and entertainment by Mark Russell, Gregory Hyde and the Kansas City Lights Jazz Trio. Join BTA and your fellow dealers in June for this very special event! For more information or to register online, click here.
11FIX: Cost Management for Service 2.0 - Kansas City, Missouri
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 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. Workshop attendees receive free registration to the 2016 BTA National Conference and BTA at 90: A Celebration. For more information or to register online, click here.
22ProFinance 2.0 - Bloomington, Minnesota
Over the last 14 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. 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.

Click here to learn more about BTA's 90th anniversary celebration.

Jennie Fisher of GreatAmerica Financial Services congratulates BTA on 90 years.

Click here for more congratulatory videos.

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.

Insurance Services

BTA members have the opportunity to enroll in a number of insurance programs. Each insurance program is specialized to fit the needs of office technology dealers. The programs span a wide variety of insurance coverage including health, business, disability, executive life, cancer programs, workers’ compensation, retirement and Section 125 plans.

Visit for more information and a free, no-obligation quote.

For more information on other BTA member benefits, visit

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