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April 5, 2016
Issue No. 494

BTA member dealers receive 2-for-1 registration. Register today!

The 2016 BTA National Conference will feature:
• A keynote address by former Navy SEAL officer Leif Babin
• Two panel discussions focused on looking to the future of the industry & moving beyond hardware
• Eight additional educational sessions presented by industry experts
• Time to network with peers & 50 exhibiting sponsors
• A tour of the National World War I Museum and Memorial & a buffet dinner on the premises
• Free entrance to BTA's 90th anniversary event, BTA at 90: A Celebration

For more information, click here.

There are a lot of recruiters out there who say they know the copier/MFP/MPS/MNS channel, but nobody knows it like Copier Careers.

When it comes to dedication to the staffing needs of the copier/MFP industry, there is only one nationwide recruiter that has been around for more than 25 years — one that has helped copier/MFP dealerships find the right person for the job thousands of times; one that built and maintains a database of more than 80,000 qualified industry professionals; one that conducts and publishes four industry salary surveys every year; one that writes and publishes industry white papers and a monthly newsletter; one that is a longtime BTA member; and one that provides the most comprehensive and current online copier/MFP industry job listings available anywhere. That one is Copier Careers.

More Than Résumés, Candidates®

Learn more about how Copier Careers can help move your business forward. Visit or call (888) 733-4868.

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 Welcomes Nine New Members

2016 BTA National Conference & BTA at 90: A Celebration to Be Held June 8-10 in Kansas City
It is the office technology dealer's "must-attend" event this year — the 2016 BTA National Conference, set for June 8-10 in Kansas City, Missouri, home of the Business Technology Association (BTA) since 1985.

Sharp Enters Into Capital Alliance With Hon Hai
Hon Hai/Foxconn and Sharp Corp. have announced the strategic alliance of two companies.

Toshiba Promotes Joseph Contreras to Vice President of Product & Solutions Marketing
Toshiba America Business Solutions has announced the appointment of Joseph Contreras to vice president of product and solutions marketing.

Ricoh Releases Intelligent Locker Solution
Ricoh USA Inc. has announced the release of its Intelligent Locker Solution, an offering ideal for both modern office environments transitioning to a "hoteling" model and mail centers that handle high package volumes.

Canon Unveils 11 New imageCLASS Models
Canon U.S.A. Inc. has announced it has refreshed and expanded its imageCLASS lineup with 11 new black-and-white laser models, including five single-function printers, four MFPs and two copiers.

DocSTAR Announces New Leadership to Its Channel Sales Operations
docSTAR has announced Joe Sa Pereira as the company's national channel sales director.

Craig Dynes Joins Continuum's Board of Directors
Craig Dynes, former CFO at Pegasystems Inc. and, has been appointed to the board of directors at Continuum.

Click here for all recent BTA Hotline articles.

Building My Business Webinar: "Optimize Your Website for Maximum Lead Generation"
During this webinar, Jeanne Hopkins of Continuum Managed Services will provide real-time feedback on audience-submitted websites. The webinar will apply her more than 20 years of experience on how website visitors make choices in terms of selecting companies with which to do business. Hopkins will provide attendees the insight and guidance they need to help win the trust of customers and improve improve their digital marketing results. For more information or to register online, click here.
2016 BTA National Conference - Hosted by BTA Mid-America - Kansas City, Missouri
It is the office technology dealer's "must-attend" event this year — the 2016 BTA National Conference, set for June 8-10 in Kansas City, Missouri, home of the Business Technology Association since 1985. The 2016 BTA National Conference is specifically designed for the independent dealer, with a carefully crafted educational lineup and exhibiting sponsors. Plus, there will be outstanding networking opportunities, including an evening at the National World War I Museum and Memorial. Register for the National Conference and receive admittance to BTA at 90: A Celebration, a very special event taking place Friday evening, June 10, at Kansas City Union Station. Join us in BTA's hometown to learn from industry leaders, see the latest vendors, network with your fellow dealers and celebrate BTA's 90th anniversary in grand style. You will leave Kansas City informed, invigorated and inspired! BTA member dealers receive 2-for-1 registration and free entrance to BTA at 90: A Celebration. For more information or to register online, click here.
10BTA at 90: A Celebration - Kansas City, Missouri
BTA will celebrate its 90th anniversary from 5:30 to 11 p.m. on Friday, June 10 as part of the 2016 BTA National Conference. BTA at 90: A Celebration will take place at the historic Union Station in Kansas City, Missouri. The event will provide a memorable opportunity to celebrate the association's many years of dealers helping dealers.The evening will include: 2016 BTA Channel's Choice and 2016 BTA Channel Champion awards; BTA Hall of Fame inductions; a cocktail reception, dinner and after-dinner drinks; and entertainment by Mark Russell, Gregory Hyde and the Kansas City Lights Jazz Trio. Join BTA and your fellow dealers in June for this very special event! For more information or to register online, click here.
11FIX: Cost Management for Service 2.0 - Kansas City, Missouri
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 first-call completion and 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 their staffs to the realities of solution-based servicing. This is a highly interactive, energetic classroom experience. Come prepared to learn in a fun, relaxed atmosphere. Workshop attendees receive free registration to the 2016 BTA National Conference and BTA at 90: A Celebration. For more information or to register online, click here.
22ProFinance 2.0 - Bloomington, Minnesota
Over the last 14 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. Now, with 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 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.
28-29BTA Managed Services Workshop - Fort Worth, Texas
The BTA Managed Services Workshop has been updated to include the Managed Services Business Model. This model 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. GAP has been assisting dealers in making this important transition since 2009. Continuum is a large, experienced provider of managed services operations to dealers, and currently manages more than 500,000 endpoints. 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. 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 learn more about BTA's 90th anniversary celebration.

Chris Polek of Polek & Polek congratulates BTA on 90 years.

Click here for more congratulatory videos.

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.

Industry Analysts Inc.
Industry Analysts Inc. offers BTA members a 10-percent discount on subscriptions to its DataMaster Online (DMO) competitive sales tool, which provides product specifications, pros and cons, photos, videos and side-by-side comparisons of products and solutions. In addition, Industry Analysts offers BTA members a 10-percent discount on its MFP Reliability Widget, which allows dealers and sales reps to compare the reliability of thousands of color and monochrome MFPs.

Visit for more information.

For more information on other BTA member benefits, visit

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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.