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April 18, 2017
Issue No. 546

BTA Member Dealers Receive 2-for-1 Registration;
Can Use $150/$250 Discount Codes Received With Membership!

For more information, click here.

Sales Simplicity Seminars: Increase Your Managed IT Services Sales & Sales Margins!

2017 Dates: June 6-7, July 25-26 and Sept. 12-13

Want to increase your managed IT sales margins and revenues in 2017? GreatAmerica is bringing Alex Rogers, CEO of CharTec, to solution providers to help do just that. He will share how to sell an as-a-service model during the upcoming 2017 Sales Simplicity Seminars.

Past attendees have seen real results increasing their MRR with CharTec. One solution provider made a successful transition to using Hardware-as-a-Rental® after attending CharTec training and increased the size of his company's managed services contracts by more than 250 percent, improved sales rep compensation by 80 percent and doubled its hardware margins.

Within the two-day Sales Simplicity Seminar hosted by GreatAmerica, you will walk away with:

• Strategies to transition to an as-a-service model
• Additional streams of recurring revenue
• A step-by-step sales process from first call to close
• Talk tracks to overcome any objection to your proposal
• How to fold service and hardware into your solution

Register for or find out more on the Sales Simplicity Seminars today.

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 Mid-America to Host Gateway to Success June 7-8 in Kansas City, Missouri
The Business Technology Association's (BTA's) Gateway to Success event, hosted by BTA Mid-America, will be held June 7-8 at the InterContinental Kansas City at the Plaza in Kansas City, Missouri.

TABS Reassures Dealers, Customers
Editor's Note: The letter below was sent to Toshiba America Business Solutions Inc. customers, partners and employees via email on April 12, 2017.

Eakes Office Solutions Acquires Janitor Depot
BTA member Eakes Office Solutions has announced its acquisition of Janitor Depot in South Sioux City, Nebraska.

Pete Peterson Joins Xerox as Global Channel Strategy Leader
Xerox has announced that Pete Peterson will serve as senior vice president of global channel strategy.

CIG Releases Remanufactured Cartridges for HP M252 Color Printers
Clover Imaging Group (CIG) has announced the release of 201A remanufactured color cartridges for the M252 line of HP JetIntelligence printers.

Katun Introduces New Toners & Waste Toner Containers
Katun Corp. has introduced toners for use in Ricoh applications, as well as waste toner containers for use in Canon and Konica Minolta machines.

Click here for all recent BTA Hotline articles.

Select Dealer Group Meeting - Dallas, Texas
25 Building My Business Webinar: "Successful Selling in Today's Landscape"
The selling landscape has been forever changed by rapid technology development. Sales professionals are going to have to adapt to survive. They need to develop the skills to provide relevant insights and value during the conversation. In this webinar, Melissa D. Whitaker of Melissa Whitaker International LLC will discuss the six biggest challenges salespeople are facing in today's landscape and the specific solutions for overcoming them. For more information or to register online, click here.
SBB Road Show - Kansas City, Missouri
The Seat Based Billing (SBB) Road Show will arm your company with all the necessary components to successfully deliver a SBB program for managed print, allowing you in win more deals, capture greater margins and engage more net-new customers. Every aspect of SBB will be covered: SBB fundamentals; user-based assessments; service contract considerations; finance and invoice options; operational and back-office; sales compensation and funnel management; QBRs; wholesale options; converged services options; and much more. SBB Road Show participants can attend BTA's Gateway to Success event for half price. For more information or to register online, click here.
6-7 NPRN/Clover CEO Summit 2017 - Kansas City, Missouri
The National Printer Repair Network (NPRN) and Clover Imaging Group will host NPRN's CEO Summit summit prior to BTA's Gateway to Success event. Starting with a Member's Welcome Dinner on June 6 and proceeding with a full day of activities on June 7, including executive networking and round-table exchanges, this is the one event you do not want to miss. And, it is free. Seating is limited, so register today. For more information or to register online, click here.
7 Hiring for Top Performance Workshop - Kansas City, Missouri
Hiring top-performing employees can be challenging. In fact, in the 2016 Cannata Report Annual Survey, dealers ranked "recruiting personnel" their number-one business challenge. To help BTA Channel dealers find top talent, build more effective teams and reduce their hiring costs, PathShare HR Services has developed the Hiring for Top Performance Workshop. This one-day workshop will help dealers learn how to: find top talent; assess candidates with consistency and better results; and ensure an effective transition between the time a candidate accepts and the early days of onboarding. For more information or to register online, click here.
7-8 Gateway to Success - Hosted by BTA Mid-America - Kansas City, Missouri
Planned and hosted by the dealer volunteer leadership team of BTA Mid-America, the 2017 Gateway to Success event is open to dealers from across the country. The event will feature: a keynote address by 2013 CNN Hero of the Year Chad Pregracke of Living Lands & Waters; a featured educational session on creating a living brand presented by Dr. Neeli Bendapudi of the University of Kansas; six additional educational sessions presented by industry leaders; time to network with peers and exhibiting sponsors, including a welcoming reception; and a Houston Astros versus Kansas City Royals baseball game and dinner in a private suite at Kauffman Stadium. Dealer attendees can also enter the BTA Events Sweepstakes on-site. BTA member dealers receive 2-for-1 registration and can use their $150/$250 discount codes received with membership. For more information or to register online, click here.
12 BTA Strategic Sales Semester
The industry is shifting from transactional to strategic sales, and sales reps need new skills for this transition. Determining which accounts and opportunities require a transactional approach and which require a strategic approach is a skill required to be successful today and into the future. The BTA Strategic Sales Semester, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, consists of 13 online training sessions held every other week over six months. These sessions are 45 to 60 minutes in length and geared to specific parts of the sales process. Each module includes skill-building exercises and field-based activities reps will be asked to complete. Participants will also receive the modules in an app so they can listen to training anytime, anywhere, and repeat sessions or establish a library for future use. For more information or to register online, click here.
12-14 BTA Sales Management Workshop
The BTA Sales Management Workshop is a career development "must-have" for sales management at all levels, and provides the knowledge, skills, processes and tools to immediately increase effectiveness and achieve higher levels of success. Taught by well-known industry trainer and facilitator Kim Ward of Learning Outsource Group (LOG), the workshop focuses entirely on the "how-to" skills that will help attendees reach their full potential as great sales leaders and coaches, as well as best practices to build and sustain elite, high-performance sales teams. For more information or to register online, click here.
21 Building My Business Webinar: "Overcoming the Fear of Business Planning by Using the Business Model Canvas"
Writing a business plan for your businesses can be daunting, but a new form of business planning, the Business Model Canvas (BMC), makes the process easier. In this webinar, inspirational growth coach Harry Hecht will explain the BMC, a one-page document that allows you to test and validate the key parts of your business in a manageable format. He will also offer tips on the use of BMC to develop a full business plan should you need one in the future. For more information or to register online, click here.
21-22 ProFinance 2.0 - Cleveland, Ohio
Over the last 15 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.

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.

BTA Legal Services

BTA General Counsel Bob Goldberg has more than 35 years of industry experience. He provides members with no-fee advice and guidance on a diverse range of topics, including dealer/manufacturer disputes, contracts, employment matters, industry documentation, legislative issues, business valuation, and general industry and business issues as they affect dealers and resellers. He can evaluate legal needs, review and analyze reseller contracts and serve as a third party to help resolve business disputes. BTA members also can download sample legal documents from BTA's website.

Visit for more information.

For more information on other BTA member benefits, visit

2017 BTA Event Exhibiting Sponsorships
Sign-ups for 2017 BTA event exhibiting sponsorships have begun. Click here to learn more about reserving your tabletop exhibit space.

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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.