April 23, 2013
Issue No. 347

IBPI — Saving Time & Money for Dealers for More Than 26 Years

IBPI is the largest buying group in the office technology industry with more than 335 commercial copier and print dealers throughout the United States and Canada. IBPI member dealers represent total annual sales in excess of $3.9 billion. IBPI's buying power saves you money and with its quality vendor offerings, you will not have to shop around for the best deal. The average IBPI member saves between $29,500 and $175,000 on their purchases through IBPI programs. Contact IBPI to find out how you can save too!

IBPI negotiates relationships with quality vendor programs, such as its newest additions: InkCycle and Ademero Inc.

Put the power of IBPI to work for your dealership. Call (480) 393-1694 for details on how to join or visit www.IBPI.net.

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.)

Continuum & GAP Present New Managed Services Business Model
Continuum and Growth Achievement Partners (GAP) have announced their strategic alliance to establish a new Managed Services Business Model specifically for office technology dealerships.

Ricoh Unveils Two New MFPs for Health Care
Ricoh Americas Corp. has extended its line of MFPs engineered specifically for health care by unveiling the MP C300HW and MP C300HT.

Toshiba Launches New e-STUDIO Series
Toshiba America Business Solutions Inc. has introduced its e-STUDIO287cs/347cs/407cs series of MFPs.

Print Audit Premier Subscribers Receive Unlimited Print Assessments
Print Audit is now providing all of its Premier subscribers in North America the ability to run an unlimited number of 60-day print assessments with Print Audit Assessor at no additional cost.

Supplies Network Named Authorized Toshiba Distributor
Supplies Network has announced it will now become a distributor for Toshiba's e-STUDIO A3 and A4 MFPs, accessories and supplies.

Neopost Printing Solutions Now Powered by OKI Data
Neopost USA and OKI Data Americas have announced an agreement through which Neopost USA will enhance its product offerings to include Neopost HD Office Printers powered by OKI Data Americas.

Nuance Powers New Xerox ConnectKey Share to Cloud Solution
Nuance Communications Inc. has announced its Nuance Scan to Cloud server-less capture, conversion and document routing technology is powering the Xerox ConnectKey Share to Cloud solution.

Walters & Shutwell, Hendrix Business Systems Form Joint Venture
Walters & Shutwell Inc. has announced that it has signed a joint venture agreement with Hendrix Business Systems Inc.

IBPI Elects New Board Members, Officers
International Business Products Inc. (IBPI) has welcomed two new board members — Chip Miceli (Des Plaines Office Equipment, Ill.) and Tom Ouellette (Budget Document Technology, Maine).

Innovolt Announces Partnership with Muratec
Innovolt Inc. has announced a partnership with Muratec America Inc.

Click here for all recent BTA Hotline articles.

FIX: 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.
ProFinance 2.0 - Denver, Colo.
Over the last 10 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. But with the introduction of color, connectivity, software and managed print services (MPS), the business has changed — and ProFinance has changed with it. Taught by John Hanson and John Hey 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.
17-18Cruise to Success - A district event hosted by BTA Mid-America - Chicago, Ill.
BTA Mid-America will host its annual district event, open to BTA members and non-members from across the country, June 17-18, 2013, at the DoubleTree by Hilton - Magnificent Mile. The event will feature a keynote presentation by Doug Albregts, president of Sharp Imaging and Information Company of America, four additional educational sessions presented by industry leaders, and a dealer panel focused on turning business disruption into opportunity. In addition, there will be time to network with fellow dealers and visit with 30-plus exhibiting sponsors. To wrap up the event, attendees will enjoy a three-hour scenic skyline dinner cruise aboard the Spirit of Chicago. For more information or to register online, click here.
17-18BTA Managed Services Workshop - Chicago, Ill.
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 Growth Achievement Partners (GAP) and Continuum. GAP has been assisting dealers in making this important transition since 2009. Continuum is the largest and most 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. Attendees to the June 19 workshop receive free registration to Cruise to Success. 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.

Reminder: BTA Scholarship Applications Due May 1
Working on your BTA scholarship application? The deadline for applications for the 2013-2014 school year is May 1, 2013. Applications must be received at BTA by 5 p.m. Central on May 1. Members may obtain a scholarship application by contacting BTA's Mary Hopkins. She can be reached at mary@bta.org or (816) 941-3100.

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. Deadline: Friday, April 26, 2013.

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