May 8, 2012
Issue No. 299

With OEM quality at competitive compatible prices, dealers have been trusting Trendler USA with their compatible toner requirements since 1998. Laser toner cartridges made in the United States, including those from Lexmark, Xerox and HP, have been the number-one choice for dealer MPS applications, as jumbo cartridges provide an amazingly low cost per page. Trendler USA's compatible copier/MFP toner continues to beat all competition for OEM quality while providing a tremendous cost savings over OEM products. Shipping locations in Florida and California provide efficient shipping across the United States.

See Trender's online product line at or contact Trendler at (866) 221-7397.

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 Welcomes Four New Members

Toshiba Earns BTA's Top 2012 Channel's Choice Award
Toshiba America Business Solutions (TABS) was recently presented with the 2012 Channel's Choice Superior Performance award by the Business Technology Association (BTA).

Katun Announces Integration with ECi DDMS
Katun Corp. has announced a new integration using the Private Supply Network (PSN) from ECi Software Solutions, available for version 10.3 of the ECi DDMS business system.

PrintFleet & Lomond Announce Collaboration
PrintFleet Inc. and Lomond have announced the expansion of PrintFleet's MPS software to include management of EvoJet Office printers.

Canon imageRUNNER ADVANCE 4000 Series Now Available to Océ Customers
Océ has announced the Document Printing Systems division of Océ North America has begun selling the Canon imageRUNNER ADVANCE 4000 Series of monochrome MFPs.

MSE Announces Integration with e-automate
Micro Solutions Enterprises (MSE) has completed its integration with Digital Gateway's e-automate software.

Click here for all recent BTA Hotline articles.

Building 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.
FIX: Cost Management for Service - Portland, Maine
Successful BTA dealers use their service departments to maintain profit margins as new equipment sales margins decline. FIX, BTA's popular service workshop, shows you how to compute your cost of the service labor hour (service burden rate). Workshop instructors Ronelle Ingram and Rock Janecek will cover proven management and customer service programs to use in your company. This is a highly interactive, energetic classroom experience. Come prepared to learn in a fun, relaxed atmosphere. For more information or to register online, click here.
ProFinance 2.0 - Chicago, Ill.
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.

For details on these events and to stay abreast of industry events, visit the
BTA Industry Calendar.

The May 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.

2012 Channel's Choice Report

Each year, BTA provides a comprehensive look at the performance of office technology vendors and hardware manufacturers, based on the balloting of independent dealers.

This year's Channel's Choice winners are: Toshiba (Primary OEM: Overall, Corporate Support, Distribution and Inventory), Muratec (Secondary OEM: Overall) and Copystar (Primary OEM: Product Line). This year's results are presented from an in-depth analysis compiled by Industry Analysts Inc. in the BTA 2012 Channel's Choice Report, which is now available for download to BTA members on the BTA website.

Visit to download the report.

For more information on other BTA member benefits, visit

May/June Issue of The Business Owner Posted to the BTA Website
You will need your member login and password to download. Please contact BTA at if you do not have your member login and password. You may also access past issues of The Business Owner online. In this issue: Build This Into Your Biz; Customer Purchase Criteria and Signaling; How Not to Value a Business; Your LIfe Insurance; and much more! Click here to download.

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