April 24, 2012
Issue No. 297

Finding it difficult to hold onto customers?

Why not see for yourself how successful you can be selling document management solutions. DocuWare invites you to visit them at BTA Mid-America's Gateway to Success, May 2-4, 2012, at the Four Seasons Hotel, St. Louis, Mo.

If you are finding it difficult to build customer loyalty beyond the life of the hardware lease, you might want to consider selling DocuWare document management solutions.

DocuWare offers channel-only distribution, maximizing your margins. Benefit from DocuWare's "out-of-the-gate" business plan that includes sales tools, ongoing education, field sales support and more. Learn how to build your own successful professional services team so you control 100 percent of your customer relationship. We provide everything you need to succeed as a professional services solutions-based company.

DocuWare has more than 100,000 users in 72 countries. The software is extremely robust and is ISO:9001 certified and FDA compliant. It is also scalable to any size organization and it automates business processes, enabling improved customer service and increased cash flow, all while reducing costs.

Want to learn more?
Contact DocuWare today at (888) 565-5907 or visit www.docuware.com.

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 Announces Launch of PRO Dealer Group
The Business Technology Association (BTA) has launched a new office technology industry dealer peer collaboration group focused on bringing non-competing dealers together to share best practices and further strengthen the revenue performance of each member dealership.

IBPI Elects New Board Members & Officers
International Business Products Inc. (IBPI) has welcomed three new board members — Blake Alford (CEI — The Digital Office, North Carolina), James Donnellon (ABS Business Products, Ohio) and Warren Wallace (R.J. Young Co., Tennessee).

Nuance Names Michael Rich to Lead Document Imaging Division
Nuance Communications Inc. has announced Michael Rich as senior vice president and general manager of the company's Document Imaging Division.

Compass Sherpa Version 3 Now Available
Compass Sales Solutions has released Compass Sherpa Version 3.

N-able Technologies Announces Report Manager 3.2
N-able Technologies has released Report Manager 3.2 — a flexible, extensive and customizable strategic RMM reporting tool that gives MSPs instant insight into the IT infrastructures of their small and mid-size business (SMB) customers, while fully demonstrating the value of their IT services to executive-level audiences.

Morgan Stanley Expansion Capital to Invest in DocuWare
DocuWare has announced that it has received an investment commitment from Morgan Stanley Expansion Capital LP, a Morgan Stanley Investment Management private equity fund.

Lexmark Releases Mid-Range Color Printers, Smart MFPs
Lexmark International Inc. has announced two new families of color laser products.

All Covered Acquires New Managed IT Services Practices
All Covered has announced that Cleveland, Ohio-based Thinsolutions and Minneapolis, Minn.-based PC Solutions have joined the company.

VOW Announces Partnership with PrintFleet
VOW has announced its partnership with PrintFleet Inc. for its managed print service software platform, Printreviewlive.

MWAi & Samsung Release MPS Solution
MWA Intelligence Inc. (MWAi) and Samsung Electronics America Enterprise Business Division have announced the MPS toolbox from MWAi and the embedded MWAi DC-SAM software data collection agent for XOA Samsung printers and MFPs as a key component of the Samsung PrintIQ managed print services program.

Click here for all recent BTA Hotline articles.

Building My Business Webinar - "MPS — A Reality Check"
Is managed print services (MPS) leading us to the promised land, or are we headed off a cliff formed by hype-fueled expectations? True, many dealers have found success in the increased profits and incremental revenue associated with an MPS strategy. Many more have been burned by misguided hopes and poorly executed strategies. It is time for a reality check. In this webinar, Lou Slawetsky of Industry Analysts Inc. will discuss both the pros and cons of MPS, what it can and cannot do for your business and, finally, help you develop a sound document strategy. This webinar promises to be a fast-paced, informative session that you will not want to miss.
Free to BTA members, this webinar is scheduled for TOMORROW at 4 p.m. Eastern. For more information or to register online, click here.
BTA Managed Services Workshop - St. Louis, Mo.
The managed services (MS) opportunity provides a tremendous market for MFP dealers. MS offers a more cost-effective way for your customers to manage their current spending on IT support. The service features monitoring of network devices and ongoing administration using the latest in automation tools. Proactive support means the computer tells you there is an issue before the system crashes. You fix it before it breaks and send an invoice every month. In this workshop, Mitch Morgan and Chris Ryne of Growth Achievement Partners will show you how to set up a managed services business in your company. Areas of focus will include: the phases of the MS process, financial targets, packaging of services, MS systems and processes, staffing, dealing with competition and the MS sales process. Managed Services Workshop attendees receive FREE registration to BTA Mid-America's Gateway to Success district event. For more information or to register online, click here.
2-4BTA Mid-America's Gateway to Success - St. Louis, Mo.
BTA Mid-America's Gateway to Success district event will feature a keynote presentation by Jim D’Emidio, president of Muratec America Inc., and four additional education sessions presented by industry leaders, including a dealer panel focused on managed services and a special, inspirational session by John O'Leary of Rising Above. Attendees can also choose one of two group activities — seeing the Pittsburgh Pirates take on the St. Louis Cardinals from the vantage point of a private suite in Busch Stadium or touring the Gateway Arch and enjoying a riverboat cruise. In addition, there will be time to visit with 30 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 a $500 American Express gift card from BTA Mid-America. For more information or to register online, click here.
9-10ProFinance 2.0 - Atlanta, Ga.
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.
17Building My Business Webinar - "Selling With Style"
For decades, sales training has focused on generalized principles that supposedly apply to all customers. If the salesperson just says the right words at the right time, people will buy. With today's sophisticated buyers — especially technical buyers — just knowing your products and the prospects' needs are no longer enough. In this webinar, presented by Larry Breed of Precision Hiring & Development, you will learn about your natural selling style, four basic buying styles and how to sell more effectively to each one. Free to BTA members, this webinar is scheduled for 4 p.m. Eastern, Thursday, May 17. 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.

Verizon Wireless Discount Program

BTA members receive the following when they sign up for the Verizon Wireless Discount Program:

  • 8 to 22 Percent Corporate Account Discount — You must have a corporate account with five or more lines paid for under the same business tax ID number to qualify. Additional employees over the minimum of five may sign up for the corporate discount with their own personal employee account.
  • 25 Percent Corporate Accessory Discount
  • 8 to 22 Percent Data Feature Discount — Applied to data plans of $24.99 or more with a voice plan of $34.99 or more for corporate accounts.
  • Consumer or Business Pricing on Equipment — You will receive the best pricing of the two.
  • Corporate Activation Fees Waived for New Two-Year Agreements

The percentage discount received depends upon the number of participating employees.

For more information and to apply for the discount, visit www.bta.org/Verizon.

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: Higher Profit via Price Optimization; Tips for your 2011 Return; Get a Jump on 2012 Taxes; Age-Based Discrimination Laws; and much more! Click here to download.

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