Can't view HTML emails? Click here for an online version of the Hotline.

March 25, 2014
Issue No. 393

Caley Enterprises is a nationwide executive search firm specializing in circumventing the time factor in the executive sales and management-level placements in the technology industry.

Given our background, we can certainly be a great benefit to you and your company. We have more than 26 years in the office equipment industry recruiting top talent.

From executive sales to management level positions, we have a great wealth of experience in the recruiting needs of the technology industry.

We are a recruiting firm specializing in circumventing the time factor. Meaning: When you have an urgent need of top talent, that is where we can be of great value to you.

We recruit passive candidates — people who are happy, making good money and are well appreciated at their current positions. We are not résumé seekers or job-board watchers. We work specifically with companies that have an urgent need and want the best talent.

You may not have an urgent need today but you may have one tomorrow.

  • Contingency Search
  • Retained Search
  • Consulting

Please email or call (330) 704-5172 for your executive sales and management-level needs.

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.)

BTA Distributes 2014 Channel's Choice Ballot
Each year, the Business Technology Association (BTA) provides a comprehensive look at the performance of office technology hardware vendors/manufacturers, based on the balloting of independent dealers.

Zapfel Named President of Services Business at Xerox
Xerox has announced the appointment of Robert Zapfel as president of Xerox Services and an executive vice president of the corporation, reporting to Xerox Chairman and CEO Ursula Burns.

ECi Software Solutions Acquired by The Carlyle Group
ECi Software Solutions has announced it has been acquired by global alternative asset manager The Carlyle Group.

Supplies Network Announces Integration with MBS Dev
Supplies Network has announced its integration with MBS Dev.

MWAi Forms Partnerships
MWA Intelligence (MWAi) has announced a new partnership with Soliton.

Lexmark Products Receive Mopria Certification
Lexmark International Inc. has received Mopria global certification across several product series for delivering simple wireless printing from Mopria-certified smartphones, tablets and other mobile devices.

Perceptive Software Launches Version 10.3 for Perceptive Enterprise & Workgroup Search
Perceptive Software has launched Perceptive Enterprise Search 10.3 and Perceptive Workgroup Search 10.3.

ESP enVision PCS Offers Real-Time Advanced Energy Diagnostics
Electronic Systems Protection Inc. (ESP) has announced the enVision Power Conditioning System (PCS), an advanced diagnostic and power protection device that measures and records power disturbances in detailed, real-time reports and displays.

DocuWare Version 6.5 Provides Updated Look & Feel
DocuWare has released the next version, 6.5, of its Web-based document management solution.

GreatAmerica & Service Leadership Unveil IT Services Business Improvement Tool
GreatAmerica Financial Services has launched an IT services business improvement tool, licensed from Service Leadership, for the U.S. imaging market.

Click here for all recent BTA Hotline articles.

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.

Click here to fill out the 2014 Channel's Choice Ballot.

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 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

For more information on other BTA member benefits, visit

Join BTA on Twitter, Facebook and LinkedIn
Click the buttons below to follow, become a fan or add BTA.

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.

Members: To unsubscribe from BTA emails: @@unsubscribe_url@@.

Non-members: Please email Mary Hopkins to request removal from BTA's email distribution list.