March 27, 2012
Issue No. 293

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


Crawford Thomas, a nationwide, full-service sales recruitment firm that specializes in the recruitment of office automation sales reps, MPS reps, PPS, sales managers 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 understands the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 40-plus in-house recruiters to deliver top talent.

Crawford Thomas makes Fortune 500 recruitment services available to all sales organizations, regardless of their size or hiring volume.

Featuring the following BTA member discounted options:

  • Low-cost executive sourcing — all roles (job postings and powerful sourcing)
  • Contingency recruitment — techs, AEs, MPS reps, management, executive leadership
  • Retained search — Dedicated recruiters, unlimited hires for one low cost
  • Additional services include: background process outsourcing, drug tests, hiring-process design, recruitment training, HR consulting, succession planning, employee handbooks/policies, HRIS consulting, compensation and performance management

Please e-mail or call (888) 649-6616 for information that may be helpful to your recruitment 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.)

Toshiba's Mathews Promoted
Toshiba America Business Solutions Inc. has announced the promotion of Mark Mathews as the company's new president and CEO, effective April 1.

GreatAmerica & Samsung Join Forces
GreatAmerica Leasing Corp. and Samsung Electronics America Inc. have joined forces to assist Samsung office equipment dealers with an equipment finance program.

LEAF Announces New Vice President of Marketing & Communications
LEAF Commercial Capital Inc. (LEAF) has promoted Michelle Speranza to vice president of marketing and communications.

Flexprint Announces Partnership With Sharp
FlexPrint Inc. (FPI) has announced a strategic partnership with Sharp Electronics.

OKI Data Americas Introduces School Docu Tool
OKI Data Americas has announced the availability of School Docu Tool — a software solution that allows educators to print bubble-sheet exam forms on-demand, then grade them quickly and efficiently using embedded functionality of the OKI MB700 Series MFPs.

All Covered Acquires Managed IT Services Practice of Covisia Solutions
All Covered has announced that Covisia Solutions, a managed IT services company based in Waltham, Mass., has joined All Covered.

Relyco Adds Vice President of ePayment Solutions
Relyco has hired Michael Johnson as vice president of ePayment solutions.

MSE Releases Extended-Yield Cartridges for M602/603 Printers
Micro Solutions Enterprises (MSE) has announced that its re-engineered replacements for the CE390X and 390XX are now cross-compatible with the M602/603 printers released in September 2011.

Color Imaging Releases Compatible Cartridge for imageRUNNER ADVANCE C7055/C7065
Color Imaging Inc. has introduced a 100-percent new compatible black toner cartridge for the Canon imageRUNNER ADVANCE C7055/C7065.

Click here for all recent BTA Hotline articles.

BTA Sales Management Workshop - Chicago, Ill.
Taught by Ed Carroll of 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. 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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