Can't view HTML emails? Click here for an online version of the Hotline.

April 19, 2016
Issue No. 496

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.

Crawford Thomas Recruiting, a nationwide sales recruitment firm that specializes in the recruitment of business technology sales, MPS, management and support staff, is proud to offer discounted recruitment/staffing services to all BTA members.

As one of the only large recruiting firms that really understand the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 50-plus in-house recruiters to deliver top talent.

Crawford Thomas Recruiting makes Fortune 1000 recruitment services available to all sales organizations, regardless of their size.

Sales, technicians, IT, MPS, MNS, management/operations and admin, please email or call (888) 649-6616.

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 Accepting Questionnaires for 2016 BTA Channel Champion Awards
During the BTA at 90: A Celebration event to be held June 10 in Kansas City, Missouri, the Business Technology Association (BTA) will present the newly established BTA Channel Champion Awards to five BTA member dealerships that have distinguished themselves within the office technology industry in four key performance categories.

BTA's FIX: Cost Management for Service 2.0 Scheduled for June 11
On June 11 in Kansas City, Missouri, the Business Technology Association (BTA) will present FIX: Cost Management for Service 2.0 as a post-event workshop to the association's 2016 BTA National Conference, hosted by BTA Mid-America.

Epson & Impression Solutions Collaborate to Expand Commercial Printing Offerings
Epson America Inc. and Impression Solutions Inc. (ISI) have announced that both companies are working together to make Epson's WorkForce Pro Replacement Ink Pack Printers available to more than 1,000 dealers.

MWAi & Industry Analysts Ride for Jillian
Michael Stramaglio, president and CEO of MWA Intelligence Inc. (MWAi), and Andy Slawetsky, president of Industry Analysts Inc. (IA), have announced they will ride in support of The Jillian Fund during The Rolling Thunder Ride.

SolarWinds N-able Launches N-central 10.2
SolarWinds N-able has announced SolarWinds N-able N-central 10.2.

ACDI & PrinterOn Announce Partnership
Access Control Devices Inc. (ACDI) has announced its partnership with PrinterOn, a secure mobile printing provider.

ProCopy Foundation to Host Sixth-Annual Charity Golf Classic
The ProCopy Foundation, the non-profit arm of BTA member ProCopy Office Solutions is hosting its sixth-annual golf event in early May.

Balboa Capital Survey: Small Business Owners Had Successful Q1 & Plan to Invest Their Tax Returns
Balboa Capital has announced the results of its "tax time" survey, which was conducted to gauge small business owners' perceptions of the economy and to find out what they intend to do with their tax refunds.

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.
Select Dealer Group (SDG) Meeting - Chicago, Illinois
24Building My Business Webinar: "The Emerging Role of Marketing in the BTA Channel"
Emerging technologies and services offerings are required to maintain and grow customer relationships. In this webinar, Dominic Pontrelli of Pontrelli Marketing will describe the marketing requirements for the BTA Channel dealer to remain relevant in today's evolving marketplace. ERP and CRM data are critical marketing components that establish industry-proven go-to market strategies. Learn how marketing will impact brand positioning, customer awareness and strategic revenue growth. 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; a cocktail reception, dinner and after-dinner drinks; and entertainment by political satirist Mark Russell, guitarist 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
Have you invested in the managed IT services market but are yet to see the results you were told you would see? Are you looking for answers on how to execute instead of just hearing about what you should do? The BTA Managed Services Workshop has been expanded to one-and-a-half days and now includes the data within the Managed Services Business Model v4.0. This model — the first of its kind — has been developed by workshop instructors Mitch Morgan and Chris Ryne of Growth Achievement Partners (GAP) and Continuum. 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 strategic growth 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.

Michael George of Continuum 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

2016 BTA Channel's Choice Ballot
Each year, BTA provides a comprehensive look at the performance of office technology hardware manufacturers, remanufactured cartridge suppliers and third-party leasing companies based on the balloting of independent dealers. As an independent dealer, please rate your vendors' performance in the areas listed in the online survey. The results will determine the winners of the association's 2016 Channel's Choice Awards. Click here to submit your 2016 BTA Channel's Choice ballot.

Attention BTA Members! Submit Your Questionnaire for the 2016 BTA Channel Champion Awards
BTA will present the newly established BTA Channel Champion awards to five dealerships that have distinguished themselves within the office technology industry in four key performance categories. Dealers must submit a completed questionnaire to be considered for the award. All returned questionnaires are evaluated by an objective third party who will select the winners — one in each of five annual revenue categories. Click here to complete the questionnaire.

Join BTA on Facebook, LinkedIn, Google+, Twitter & YouTube
Click the buttons below to follow, become a fan or add BTA.

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.