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May 10, 2016
Issue No. 499
Complete Your 2016 BTA Channel's Choice Ballot
& 2016 BTA Channel Champion Questionnaire Today!

Click here to submit your 2016 Channel's Choice ballot.
Deadline: May 20
BTA Member Dealers:
Click here to complete your 2016 BTA Channel Champion questionnaire.
Deadline: May 20

The 2016 BTA Channel's Choice awards and 2016 BTA Channel Champion awards will be presented
at BTA at 90: A Celebration, taking place June 10 at Kansas City Union Station.

Epson Document Scanners Give You Freedom of Choice

Epson document scanners bring an entirely new level of efficiency to your business. Compatible with more than 70 software packages (compatibility varies by model), they offer simple setup, easy networking and built-in cloud integration to get you up and running fast. Models featuring scan speeds up to 65 pages per minute boost office productivity. And with a variety of models to choose from — including portable, workgroup and departmental solutions — there's an Epson document scanner for your business needs. Learn more about how Epson document scanners simplify document management and increase efficiency. See the entire portfolio.

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 11 New Members

New BTA Sales Management Workshop Scheduled for June 6-8
On June 6-8, the Business Technology Association (BTA) will host the inaugural BTA Sales Management Workshop at the InterContinental Kansas City at the Plaza in Kansas City, Missouri.

Visual Edge Technology Completes Acquisition of Image Source
BTA member Visual Edge Technology Inc. has completed the acquisition of Image Source.

Konica Minolta Revamps Leadership Teams Under Newly Appointed CEO Rick Taylor
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced organizational changes that will position the company for long-term growth.

ConnectWise Announces Enhancements to CloudConsole
ConnectWise has announced additional capabilities for ConnectWise CloudConsole, a tool that eases the management, monitoring and billing of cloud services.

Intronis Now Offers Backup, Archiving & Email Security Bundles for MSPs
Barracuda Networks Inc. has announced that its Intronis MSP Solutions now include Barracuda Essentials for Office 365, a suite of cloud services that combines email security, archiving and backup in a single solution.

Nuance Introduces Nuance Transcription Engine
Nuance Communications Inc. has introduced Nuance Transcription Engine (NTE), a powerful, fast and accurate engine that can quickly transform massive amounts of recorded audio into actionable assets across a wide range of industries.

Click here for all recent BTA Hotline articles.

Building 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.
BTA Sales Management Workshop - Kansas City, Missouri
The BTA Sales Management Workshop is a career development "must have" for sales management at all levels, and provides the knowledge, skills, process and tools to immediately increase effectiveness and achieve higher levels of success. Taught by Kim Ward of Learning Outsource Group, 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. 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.
8-102016 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.
28Building My Business Webinar: "Successful Dealership Event & Lunch and Learn Attendance"
Have you ever planned an event or a lunch and learn, only to be disappointed by the lackluster turnout and less-than-ideal resulting sales? Clearly, you host such events at your dealership with the expectation that it will lead to some great selling successes with the products and services offered by your dealership. In this webinar, Kate Kingston of Kingston Training Group will share, step by step, a proven method to increase and confirm attendance for your next dealership event and or lunch and learn. She will also provide strategies to help you generate more meetings to sell as a result. 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.

Scott Maccabe, president and CEO of Toshiba America Business Solutions Inc., congratulates BTA on 90 years.

Click here for more congratulatory videos.

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.

Sentry Insurance Data Compromise Coverage
Businesses collect and store personal information about customers, employees and others. A breach in security could compromise this information. Data compromise coverage can help you comply with legal requirements regarding notification to those affected. It can also help you retain your customers and protect your reputation because customers worried about identity theft may expect more than notification when their personal information has been compromised.

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. Deadline: May 20.

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.
Deadline: May 20.

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