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March 24, 2015
Issue No. 444






Crawford Thomas Recruiting, a nationwide sales recruitment firm that specializes in the recruitment of business technology sales, MPS, management and support staff, is proud to offer discounted recruitment/staffing services to all BTA members.

As one of the only large recruiting firms that really understand the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 50-plus in-house recruiters to deliver top talent.

Crawford Thomas Recruiting makes Fortune 1000 recruitment services available to all sales organizations, regardless of their size.

Sales, technicians, IT, MPS, MNS, management/operations and admin, please email info@crawfordthomas.com or call (888) 649-6616.

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.)

BTA's March 25 Webinar to Focus on Communicating Your Sales Compensation Plans
The 87th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Wednesday, March 25.

Konica Minolta Announces Dispatcher Phoenix Release 5.0
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced a major release of its popular automated document workflow solution, Dispatcher Phoenix.

IBPI Elects New Board Members, Officers
International Business Products Inc. (IBPI) welcomes two new board members — Ed Daman (J.D. Young Co., Oklahoma) and D.J. Hastings (Hogland Office Equipment, Texas).

mindSHIFT Technologies Launches New Public Cloud Offering
mindSHIFT Technologies Inc., a Ricoh company, has announced the launch of mindSHIFT Managed Servers in Amazon Web Services (AWS).

MWAi Now a Master Value-Added Reseller & Member of SAP Extended Business Program
MWA Intelligence Inc. (MWAi) has announced that it is now a master value-added reseller (master VAR) and member of the SAP Extended Business program.

MSE Introduces MPS & Marketing Platforms
MSE Technologies LLC (MSE) introduced a suite of dealer solutions at ITEX, including MPS Engineered Solutions, a comprehensive ATF and TCO platform, and Marketing Platform 2.0, an umbrella of tools that includes the cloud-based marketing portal, Empower.

Click here for all recent BTA Hotline articles.

March
25
Building My Business Webinar: "Communicating Your Sales Compensation Plans"
Sales compensation plans can become quite complex and even difficult to understand. Having your comp plans well documented is key for all parties involved to be able to understand, maximize and process. In this session, Luis Gonzalez of SalesScoreKeeper.com will go over a few best practices for documenting your compensation plans. He will cover how to structure the documentation and outline the key elements of building and documenting sales compensation plans. For more information or to register online, click here.
April
8
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 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. Register by March 31 and receive 10 percent off registration. For more information or to register online, click here.
8-9ProFinance 2.0 - Houston, Texas
Over the last 13 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. Now, with the introduction of 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 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.
May
6-7
BTA Marketing Workshop - Minneapolis, Minnesota
The buying process has changed. More of the initial research is done online. If you are not involved in this online research, you may not even get a shot at the deal. Has your dealership adapted to this new buying process? Or, are you confused by the many local seminars and Internet articles from online marketing people that make big promises but do not understand the office technology industry? It is time to get serious about online marketing. The BTA Marketing Workshop, led by Darrell Amy, Lindsay Kelley and Jon Mitchel of Dealer Marketing, makes sure your dealership is ready to implement best practices in online marketing. Be prepared to build a solid foundation for your online marketing efforts and walk away with a true action plan. Workshop attendees receive free registration to BTA's Cruise to Success district event. For more information or to register online, click here.
7-8Cruise to Success - Minneapolis, Minnesota
BTA Mid-America will host BTA's Cruise to Success district event, open to dealers from across the country, on May 7-8, 2015, at the Radisson Blu Mall of America in Minneapolis, Minnesota. This event will be a great setting to learn from industry leaders, gather new ideas and network with your peers. The event will feature a keynote session by Rick Taylor of Konica Minolta Business Solutions U.S.A. Inc., a dealer panel focused on moving into managed IT services and six additional educational sessions presented by subject-matter experts. In addition, there will be time to visit with 30-plus exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter on-site for a chance to win one of five $100 American Express gift cards and be entered into the BTA District Event Sweepstakes. The event will wrap up from 6 to 9:30 p.m., when attendees will have dinner aboard the Anson Northrup riverboat and enjoy a Las Vegas casino-themed cruise on the Mississippi River. BTA member dealers receive 2-for-1 registration. For more information or to register online, click here.
14Building My Business Webinar: "What is My Dealership Worth?"
Are you considering selling your dealership or perhaps buying another one? Do you want to know the true value of your dealership or how to get the best terms in a sale without getting lost in the process? In this webinar, Jim Kahrs, president of Prosperity Plus Management Consulting Inc., will teach you how to create a viable exit strategy and succession plan, and be better suited to handle key decisions about the future of your operation even if you do not plan to exit for several years. Attendance is completely confidential. No names will be displayed or shared during this webinar. 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.


Buyers Laboratory Products & Services

Buyers Laboratory (BLI) is a source for unbiased and reliable intelligence for MFPs, printers, scanners and software solutions. Its offerings: bliQ, a database and sales tool that allows you to compare thousands of devices, research product performance, read reviews and more. bliQ Mobile provides on-the-go access. Solutions Center allows quick research and comparison of hundreds of software solutions, including specs, independent reviews and more. The BLI Education Program allows you to leverage BLI’s services with a curriculum designed to help your sales reps make a greater impact in the field.

BTA members receive a 20-percent discount on new BLI subscriptions.

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

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

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