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April 1, 2014
Issue No. 394




Dealers: Register by April 15 to be entered into a drawing
for a chance to win a 16GB iPad Air.



Power Appointment Setting specializes in C-level appointment setting for office technology dealerships. We target CFOs and CIOs with:

  • Expiring UCC-1 copier leases worth $25,000 or more;
  • 25 or more printers for managed print services;
  • 10 or more computers for managed network services;
  • Five or more people in their accounting department for electronic document management.

Offering low upfront costs to get started, college-educated business development reps, enhanced InfoUSA business lists, and no charge for meetings that need to be replaced, start filling your sales pipeline today!

For more information, contact Mike Adams at (949) 292-1339 or email mikea@poweraptsetting.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.)

Ricoh, Xerox & Lexmark File Action with U.S. Patent & Trademark Office
Ricoh Americas Corp., Xerox Corp. and Lexmark International Inc. have filed two Petitions for Inter Partes Review of U.S. Patent No. 8,488,173; and certain claims of U.S. Patent No. 7,477,410 at the United States Patent & Trademark Office (USPTO).

GE Capital & Ricoh Americas Corp. Extend Office Imaging Financing Through 2019
GE Capital has announced a five-year extension of its financing agreement with Ricoh Americas Corp. (RAC) through September 2019 in the United States and Canada.

Compass Sales Solutions Releases ezMPS
Compass Sales Solutions has announced a brand new product – ezMPS. ezMPS is a cloud product that handles every element of the MPS selling process.

OKI Data Americas Welcomes Samata as Executive Vice President & CFO
OKI Data Americas has announced the appointment of Akio Samata to executive vice president and CFO, effective immediately.

New InfoTrends Study Focuses on North American & European Clone Cartridge Market
InfoTrends has announced a new study that focuses on the impact of newly made compatibles (NMCs), for inkjet and laser cartridges in terms of market share as well as how these products impact the industry.

PaperCut Releases PaperCut MF 14.1
PaperCut has released version 14.1 of its PaperCut software.

Canon U.S.A. Announces New Executive Leadership Appointments
Canon U.S.A. Inc. has announced the appointment of Yoruku Adachi as the company's new chairman and CEO, effective April 1.

Dewart Named President & CEO of Konica Minolta Business Solutions Canada Ltd.
Konica Minolta Business Solutions Canada Ltd. has announced that Chris Dewart has been appointed to president and CEO, replacing Mark Miyamoto, who is returning to Konica Minolta Inc. headquarters in Japan.

Click here for all recent BTA Hotline articles.

April
2
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.
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 brief 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.
May
14
BTA Managed Services Workshop - Chicago, Ill.
The Managed Services Business Model taught in this workshop is the first of its kind, specifically for BTA dealers, and has been developed by workshop instructors Mitch Morgan and Chris Ryne of Growth Achievement Partners (GAP), and Continuum Managed Services LLC. The companies’ combined knowledge in the managed services space will allow dealers to walk away with a "time-tested" business model and key metrics to guide success in this important strategic area. Attendees to this workshop receive free registration to Cruise to Success. For more information or to register online, click here.
14-15Select Dealer Group Meeting - San Antonio, Texas
15-16Cruise to Success - A district event hosted by BTA Mid-America - Chicago, Ill.
2014's Cruise to Success, open to BTA member and non-member dealers from across the country, is all about providing dealers the framework to change — to transform — their dealerships in order to reap the rewards of today's opportunities. The event will feature a keynote presentation by Michael George, CEO of Continuum Managed Services LLC, a dealer panel focused on driving your dealership's transformation and five additional educational sessions that collectively provide "The Five Critical Steps to Transformation." In addition, there will be time to visit with 39 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. To wrap up the event, attendees will enjoy dinner and a scenic cruise aboard the Spirit of Chicago. Join us May 15-16 at the InterContinental Chicago Magnificent Mile in Chicago to learn how to get to where you need to be. You won't regret it. Neither will your bottom line. 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 April 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 Scholarship Foundation

Scholarships for use at colleges or accredited vocational trade schools are available to the sons and daughters of full-time employees of BTA member dealerships. Scholarship recipients are chosen by an impartial and independent evaluator. Completed applications must be received at BTA by May 1, 2014. To obtain a scholarship application form, contact Mary Hopkins at mary@bta.org or (816) 941-3100 or write to: BTA Scholarship Foundation, 12411 Wornall Road, Kansas City, MO 64145.

For more information, visit www.bta.org/Scholarships.

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

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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.