March 26, 2013
Issue No. 343



What keeps your dealership ahead of the competition?

Don't leave the door open for competitive solution providers to visit your equipment customers. Be the one offering solutions directly to your customer base — document management solutions that are relevant to every company, no matter its size.

DocuWare makes the transition to selling practical solutions easy.

Learn firsthand by visiting our booth (#516) at the ITEX Show in Las Vegas, April 16-18.


DocuWare offers channel-only distribution, maximizing your margins. Benefit from its "out-of-the-gate" business plan, including: sales tools, ongoing education, field sales support and more. Learn how to build your own successful professional services team so you control 100 percent of your customer relationship. DocuWare provides everything you need to succeed as a professional services solutions-based company.

DocuWare has more than 100,000 users in 72 countries. It is an extremely robust product that is ISO:9001 certified, FDA compliant and scalable to any size organization. DocuWare automates business processes, enabling improved customer service and increased cash flow, all while reducing costs.

Want to learn more? Contact DocuWare today at (888) 565-5907 or www.docuware.com.

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.)

Toshiba Announces Helping the Helpers Contest Winner
Toshiba America Business Solutions Inc. — with help from the general public — has selected animal rescue and adoption center, Save-A-Pet, as the winner of its second-annual Toshiba Helping the Helpers Technology Makeover contest.

Ricoh Expands New Business Creation in Silicon Valley
Ricoh Co. Ltd. has announced that it will restructure its subsidiary, Ricoh Innovations Inc. (RII), as Ricoh Innovations Corp. (RIC) effective April 1, 2013.

Lexmark Acquires Twistage & AccessVia
Lexmark International Inc. has announced the completion of two acquisitions: San Francisco-based Twistage and Seattle-based AccessVia.

Domtar to Acquire Xerox's U.S. & Canadian Paper Business
Domtar Corp. has signed, through its operating subsidiaries, an agreement to acquire Xerox's paper and print media products business in the United States and Canada.

Square 9 Releases SmartSearch v3.5
Square 9 Softworks has released version 3.5 of its SmartSearch document management suite.

LMI Announces Partnership with Samsung
LMI Solutions Inc. has announced a preferred vendor partnership with Samsung Corp.

Konica Minolta Launches New Color Book Scanner
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced the availability of the new Konica Minolta ScanDIVA Book Scanner.

ESP/SurgeX Expands Marketing Department
ESP/SurgeX has expanded its marketing team, hiring Robert Nelson and Paul Watson to promote ESP/SurgeX's products and services.

Digital Gateway Adds Barrister to List of Partner Integrations
Digital Gateway Inc. (DGI) has announced the integration between Barrister Global Services Network Inc. and DGI's e-automate software that is designed to help e-automate dealers transfer service call information to the Barrister network of field technicians.

Westbrook Technologies Delivers FortisBlue 2
Westbrook Technologies has announced the release of FortisBlue 2, a software solution that gives businesses the flexibility and convenience of a cloud-based offering without the security and governance risks inherent in fully cloud-based software.

Print Audit Releases Facilities Manager 2.24
Print Audit has released another significant update for the Print Audit Facilities Manager Web portal.

IBPI Annual Meeting to be Held at ITEX 2013
Celebrating its 26th year of serving independent dealers in the copier and print industry, International Business Products Inc. (IBPI) will conduct its 2013 Annual Meeting of Members from 3:30 to 5 p.m. on Wednesday, April 17, at Rio Suites Resort and Casino in Las Vegas.

Click here for all recent BTA Hotline articles.

April
3
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 also 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.
16BTA MPS Survival Guide Workshop - Las Vegas, Nev.
What does it take to survive — even thrive — in the transition to a profitable MPS model for your business? What are your solution options for an MPS model? Which one fits best based on your company's capabilities and assets? How do you build a solid business plan for MPS that will result in a growing, profitable business for you well into the future? How do you compensate your sales organization for your MPS solution offering? Join Doug Johnson, senior vice president at Supplies Network, for a one-day interactive, hands-on workshop where your questions will be answered and more. This workshop will cover the various program options available in the market today, explore the resource and skill requirements for each, and highlight the financial impacts of an MPS business model on your current business. For more information or to register online, click here.
16-18ITEX 2013 National Conference & Expo - Las Vegas, Nev.
BTA Members: Register with discount code B300D to receive a $100 discount on All Access and Main Conference passes. For more information or to register online, click here.
17BTA Member Appreciation Reception - Las Vegas, Nev.
From 6 to 8 p.m. on Wednesday, April 17, BTA, Digital Gateway (a subsidiary of ECi Software Solutions), GreatAmerica Financial Services Corp. and Katun Corp. will host the Member Appreciation Reception at the VooDoo Rooftop Nightclub at the Rio Las Vegas Hotel and Casino in Las Vegas. Join your fellow BTA member dealers for food, drinks, networking and a great view of the Las Vegas Strip. BTA members may pick up an invitation to the reception at BTA Booth #236 on April 17 at the ITEX 2013 National Conference and Expo. For more information, click here.
24Building My Business Webinar: "Eight Simple Rules for Getting the Most Out of Your Sales Force"
This webinar, led by Troy Harrison of SalesForce Solutions, is geared at business owners and managers, and covers the eight key components of building a sales force, from a 5,000-foot level. Included are sales planning, hiring, compensation, activity management, relationships and more. Building a world-class sales force involves more than simply "hiring and hoping." Unfortunately, too many business owners give up and go this route. It does not have to be that way. This webinar will include direct takeaways that you can use to help grow your business now and throughout 2013. For more information or to register online, click here.
25-26FIX: Cost Management for Service Workshop - New Orleans, La.
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. The April 25-26 workshop's fee includes admission to the AIMED Product Showcase on April 25, and the keynote speech by USPS Senior Vice President Jim Cochrane on April 26. For more information or to register online, click here.
May
1
Select Dealer Group Meeting - Bloomington, Minn.

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.




WellCard Health Discount Card

The WellCard Health Discount Card is an easy way to help you and your family with all your prescription drug needs and medical visits.*

  • Automatically includes all family members.
  • Instantly receive an average savings of up to 65 percent on drug prices and up to 30 percent on medical visits.
  • Join a nationwide network of more than 59,000 pharmacies and 350,000 physicians.
  • Exclusive mail-order service that will save an average of 20 percent off the regular price of prescription drugs.
  • Talk to a doctor 24/7/365 — It's convenient, safe and cost effective.
  • Your information is kept private with our discount card program, which is HIPAA compliant.

*This is not insurance. Discounts are only available at participating pharmacies.

For more information or to place an order for a WellCard, visit www.bta.org/BTAWellCard.

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

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 info@bta.org if you do not have your member login and password. You may also access past issues of The Business Owner online. In this issue: What to Know About ROI; Negotiate with Just One Buyer (If You're Nuts); New 2013 Tax Rates & Fiscal Cliff; and much more! Click here to download.

2013 BTA Channel's Choice Ballot: Rate Your Vendor!
Each year, the Business Technology Association provides a comprehensive look at the performance of office technology hardware vendors/manufacturers based on the balloting of independent dealers. The results will determine the winners of the association's 2013 Channel's Choice Awards and will also be compiled in an in-depth report made available to all respondents to this online survey. To cast your online ballot, click here. Dealership respondents only.

Join BTA on Twitter, Facebook and LinkedIn
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