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April 7, 2015
Issue No. 446

Hotel Discount Deadline is April 15 — Register Today!

A Trusted Partner

The market could not be more prime and DocuWare has helped lead the way for decades. Are you ready to join the many equipment dealers successfully selling document management?

To be successful, your document management vendor should help you provide customers a safe, trusted solution with advanced technology, zero downtime and high user adaption. Ask yourself: Have they been in the business for decades? Do they offer software in 16 languages? Are they completely Web-based? If not, maybe it is time to reconsider who you partner with.

Benefit from DocuWare's proven out-of-the-gate business plan including: sales tools, ongoing education, field sales support and more. DocuWare — more than 100,000 users in more than 70 countries — extremely robust, scalable to any size organization; ISO:9001 certified and rated five-stars by BLI.

Learn what sets DocuWare apart from other vendors and join the many successful partners selling DocuWare solutions.

Visit, call (888) 565-5907, ext. 211 or email

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 12 New Members

BTA's April 16 Webinar to Focus on Targeting the Right Companies & Industries for Your Dealership
The 88th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, April 16.

BTA Schedules Lease Equipment Return Summit
One of the frequent issues brought to the Business Technology Association's Legal Hotline is the early return of equipment coming off lease.

Print Audit Releases Facilities Manager Version 3.5.0
Print Audit has released a significant update for its remote meter reading solution, Facilities Manager.

Compass Announces Email Marketing Integration With Evolved Office
Compass Sales Solutions has announced the second integration with Evolved Office to assist its customers with email marketing tools and the ability to analyze and track campaign results.

Ricoh & Miami Marlins Partner for Baseball & Business
Ricoh has deepened its relationship with the Miami Marlins, becoming the Major League Baseball franchise's Official Document Solutions Partner.

ECi Acquires Naverisk Limited
ECi Software Solutions has announced the acquisition of Naverisk Limited, the developer of a SaaS-based remote monitoring and management (RMM) and service desk solution designed to help MSPs and other IT service professionals support their customers more effectively.

HP Announces Availability of New LaserJet Enterprise Series
HP has introduced new LaserJet Enterprise printers that deliver greater efficiency, security and speed.

West Point Products Partners With PrintReleaf
West Point Products has announced its partnership with PrintReleaf.

OKI Data Introduces ES8473 A3 Color MFP
OKI Data Americas has announced introduction of the new ES8473 color MFP to the BTA Channel.

Frontier Imaging Releases Four New Compatible Cartridges
Frontier Imaging has released a new compatible Brother Color toner set (TN-339).

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 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.
8-9ProFinance 2.0 - Houston, Texas
Over the last 13 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. Now, with the introduction of 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 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.
16Building My Business Webinar: "Targeting the Right Companies & Industries for Your Dealership"
While overall print volume is in slight decline, there are still abundant opportunities to become a successful independent dealer by identifying pockets of persistent print for hardware and supplies or, conversely, identifying opportunities for workflow automation solutions and services. Pinpointing these opportunities to enhance sales productivity and win rates within your dealership's specific market is a key differentiator. In this webinar, David Ramos of InfoTrends will review vertical and company-size print trends, what end-user businesses are looking for in an independent dealership and demonstrate the power of the new "Dealer Vertical Market Opportunity Analysis" offering. For more information or to register online, click here.
Lease Equipment Return Summit - Minneapolis, Minnesota
BTA has determined that there are hundreds of copier/MFPs in warehouses waiting to be returned until the expiration of leases. It has been proposed that an industry policy be prepared that would allow shipping companies, engaged by leasing companies, to remove the equipment from lessee’s premises and either have it stored on behalf of the leasing company or shipped to a reseller of used equipment. Of course, full payment of the remaining lease payments, as well as any other contractual obligations, would first need to be fulfilled. In response to the industry requests, BTA is hosting a Lease Equipment Return Summit in conjunction with the May 7-8 BTA Mid-America Cruise to Success district event in Minneapolis, Minnesota. The meeting will be led by BTA General Counsel Bob Goldberg. The Summit will begin at 1 p.m. on May 6 at the Radisson Blu Mall of America in Minneapolis, Minnesota. BTA is inviting all interested leasing companies, manufacturers, shipping companies, resellers and dealers. Also attending will be representatives of the Equipment Leasing and Finance Association. Legal counsel will be present to assure compliance with antitrust laws. For more information or to register, click here.
6-7BTA Marketing Workshop - Minneapolis, Minnesota
The buying process has changed. More of the initial research is done online. If you are not involved in this online research, you may not even get a shot at the deal. Has your dealership adapted to this new buying process? Or, are you confused by the many local seminars and Internet articles from online marketing people that make big promises but do not understand the office technology industry? It is time to get serious about online marketing. The BTA Marketing Workshop, led by Darrell Amy, Lindsay Kelley and Jon Mitchel of Dealer Marketing, makes sure your dealership is ready to implement best practices in online marketing. Be prepared to build a solid foundation for your online marketing efforts and walk away with a true action plan. Workshop attendees receive free registration to BTA's Cruise to Success district event. For more information or to register online, click here.
7-8Cruise to Success - Minneapolis, Minnesota
BTA Mid-America will host BTA's Cruise to Success district event, open to dealers from across the country, on May 7-8, 2015, at the Radisson Blu Mall of America in Minneapolis, Minnesota. This event will be a great setting to learn from industry leaders, gather new ideas and network with your peers. The event will feature a keynote session by Rick Taylor of Konica Minolta Business Solutions U.S.A. Inc., a dealer panel focused on moving into managed IT services and six additional educational sessions presented by subject-matter experts. In addition, there will be time to visit with 30-plus 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. The event will wrap up from 6 to 9:30 p.m., when attendees will have dinner aboard the Anson Northrup riverboat and enjoy a Las Vegas casino-themed cruise on the Mississippi River. BTA member dealers receive 2-for-1 registration. For more information or to register online, click here.
14Building My Business Webinar: "What is My Dealership Worth?"
Are you considering selling your dealership or perhaps buying another one? Do you want to know the true value of your dealership or how to get the best terms in a sale without getting lost in the process? In this webinar, Jim Kahrs, president of Prosperity Plus Management Consulting Inc., will teach you how to create a viable exit strategy and succession plan, and be better suited to handle key decisions about the future of your operation even if you do not plan to exit for several years. Attendance is completely confidential. No names will be displayed or shared during this webinar. 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 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.

InfoTrends' Dealer VMO Analysis

Enhancing sales productivity, differentiation and maximizing individual markets are ultimate goals for today’s independent office technology dealer. Understanding a dealer’s specific market dynamics by vertical or company size can provide lucrative opportunities, but can be challenging. To help solve these challenges, InfoTrends created the Dealer Vertical Market Opportunity Analysis, available at a discount to BTA members. To learn how to use the new Dealer VMO Analysis offered exclusively through BTA, register for the April 16 Building My Business webinar.

Visit for more information.

For more information on other BTA member benefits, visit

2015 Channel's Choice Ballot
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. As an independent dealer, please rate your vendor's performance in the areas listed in this online survey. The results will determine the winners of the association's 2015 Channel's Choice Awards. Click here to fill out the 2015 Channel's Choice Ballot.

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