April 9, 2013
Issue No. 345

Office Document Consulting Inc.

As salespeople struggle to articulate and sell managed print services (MPS), Office Document Consulting Inc. is pleased to announce MPS in a tablet.

The application includes everything you need to pitch MPS, assess the print environment and sell MPS. The tablet solution is pre-loaded with a slide presentation (everything you need to know about MPS), remote management software (load the DCA, security white paper), documents (site survey, MPS contracts and lease documents), Print Environment Balanced Score Card (helps lead the customer to a print assessment) and DOC Assess (MPS assessment mapping, interviews and the ability to push info back to DOC Assess Central).

The application is available for Android and iPad devices.

Office Document Consulting Inc. is one of the leading software solutions organizations specializing in MPS tools for success. For more information, contact Mike Lamothe at ml@officedocumentconsulting.com or (647) 389-5048.

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.)

BTA Welcomes Eight New Members

BTA Webinar on Patent Trolls Set for April 11
The 64th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, April 11.

BTA Scholarship Deadline is May 1
Each year, the Business Technology Association (BTA) presents several $1,000 and $1,500 scholarships to qualified sons and daughters of full-time employees of paid BTA member dealerships.

Funai to Acquire Lexmark's Inkjet-Related Technology & Assets
Funai Electric Co. Ltd. has announced that it has signed an agreement to acquire Lexmark International Inc.'s inkjet-related technology and assets for approximately $100 million.

Ricoh Announces Document Production Center Optimization Services
Ricoh Americas Corp. has detailed its Document Production Center Optimization services, which help clients reduce costs in transactional printing and distribution, while improving accuracy and utilizing its client's existing technology, whenever possible.

Sharp Validates Print Audit Embedded for Sharp OSA-Enabled MFPs
Print Audit and Sharp Imaging and Information Company of America (SIICA) have announced that the newest version of Print Audit 6 Embedded has been validated for use with Sharp OSA-enabled MFPs.

Compass Adds Angela Schauf to its Training Team
Compass Sales Solutions has announced that Angela Schauf, former corporate trainer/marketing coordinator for Copiers Northwest, Wash., has joined the company as regional trainer.

Xerox Announces New Loyalty Program
Xerox has announced a new loyalty program that lets customers redeem points for gift cards, downloadable music, movies, books, travel, Xerox equipment and more.

MPSA Leadership Awards Submission Period Open
The Managed Print Services Association (MPSA) has opened its submission period for this year's MPSA Leadership Awards.

Continuum Signs with CMIT
CMIT Solutions has announced that Continuum will be its exclusive managed services provider for the company's more than 135 franchises nationwide.

Click here for all recent BTA Hotline articles.

Building My Business Webinar: "Patent Trolls"
Have your end users contacted you regarding claims by patent trolls that licenses are required in order for them to scan, send the scan over a network and email it? If you have been contacted, you are not alone. Patent trolls are companies that do not produce a product or service, but seek to use patents to extract licensing fees. In this webinar, led by BTA General Counsel Bob Goldberg, learn about the basis of the current demands, how to respond and BTA's efforts on your behalf. 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.
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.
Select Dealer Group Meeting - Bloomington, Minn.
15Building 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.

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.

CompTIA Exam Voucher Discounts

BTA member dealers may purchase discounted exam vouchers for CompTIA's CDIA+ certification direct from BTA for only $241, a $43 savings. CompTIA CDIA+ certification covers the knowledge needed for a career in the digital imaging and enterprise content management industry.

BTA member dealers may also purchase discounted exam vouchers for CompTIA's PDI+ certification direct from BTA for only $222, a $39 savings. CompTIA PDI+ certifies that an individual has the required knowledge and skills of the core operations of printing and document imaging devices. CompTIA PDI+ serves as a foundation for a career involving the service and support of printers, copier/MFPs, scanners and fax machines.

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

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.

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