May 14, 2013
Issue No. 350

Hotel discount deadline is this Saturday, May 18. Register today!


Crawford Thomas, a nationwide, full-service sales recruitment firm that specializes in the recruitment of office automation sales reps, MPS reps, PPS, sales managers 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 understands the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 40-plus in-house recruiters to deliver top talent.

Crawford Thomas makes Fortune 500 recruitment services available to all sales organizations, regardless of their size or hiring volume.

Featuring the following BTA member discounted options:

  • Low-cost executive sourcing — all roles (job postings and powerful sourcing)
  • Contingency recruitment — techs, AEs, MPS reps, management, executive leadership
  • Retained search — Dedicated recruiters, unlimited hires for one low cost
  • Additional services include: background process outsourcing, drug tests, hiring-process design, recruitment training, HR consulting, succession planning, employee handbooks/policies, HRIS consulting, compensation and performance management

Please e-mail or call (888) 649-6616 for information that may be helpful to your recruitment needs.

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 Mid-America to Host Cruise to Success June 17-18 in Chicago
On June 17-18, 2013, the Business Technology Association's (BTA) Mid-America district will host Cruise to Success, an educational and networking event at the DoubleTree by Hilton — Magnificent Mile in Chicago.

In Memoriam: Craig Berry
Craig Berry, Wentzville, Mo., a regional sales director serving Missouri, Arkansas, Oklahoma and Kansas for DocuWare Corp., passed away on Wednesday, May 8, in Dallas.

Ricoh Introduces RICOH Pro C5100S/C5110S Production Printing Systems
Ricoh Americas Corp. has introduced two new full-color digital imaging systems for in-plant print centers and print service providers.

ProSource Acquires Infitech
BTA member ProSource has announced the acquisition of West Chester, Ohio-based Infitech, an IT managed services provider (MSP) and Continuum partner.

Toshiba Introduces eConnect for Perceptive Software Connector
Toshiba America Business Solutions Inc. has introduced its eConnect for Perceptive Software connector.

OKI Data Announces New POS Printer
OKI Data Americas has announced the introduction of the RT322SK direct thermal receipt printer to the company's portfolio of label and point-of-sale (POS) products.

CBE Receives Best of Business Award
BTA member Carolina Business Equipment (CBE) has announced that the Small Business Community Association, a national organization of entrepreneurs, has awarded the company a Best of Business Award in recognition of its efforts to promote vibrant business practices and to support its local business community.

Print Tracker Announces 'Dealer's Customer Invoicing' Component
Print Tracker has announced that its clients now have the option to prepare monthly billing from collected meter information.

Click here for all recent BTA Hotline articles.

Building 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.
Building My Business Webinar: "Developing Competitive Advantage Against OEM Direct Locations"
You have spent decades building your dealership as a representative for various manufacturers. Much of your business strategy was to present your business as the local outlet for those brands. Now, you find yourself competing head-to-head with the same manufacturers that you used to view as business partners. What can you do to compete effectively with OEMs that are bigger than you, focused on "buying" market share and working with massive marketing budgets? In this webinar, led by Darrell Amy of Dealer Marketing Systems, you will learn: the three core advantages you have over OEM direct locations; how to exploit these advantages to win deals; how to position your dealership as a technology leader; and four advantages of OEMs and how to counteract them. For more information or to register online, click here.
5BTA MPS Client Engagement Training Series
The BTA MPS Client Engagement Training Series, led by Mike Lecak, president of Collaborative Consultant Group, consists of six one-hour, Web-based courses designed to assist participants in the following: getting the appointment; MPS value propositions; conducting the appointment; the assessment; the proposal; deal implementation; and client management. During the six-week session, there will also be three one-hour one-on-one coaching sessions in addition to the online training sessions. During these coaching sessions, you will be working with Lecak on three of your specific accounts. You will be taking these opportunities through the sales process, from appointment through the assessment to the proposal and contract. You will have a chance to gain valuable insight while working on actual "live" prospects. For more information or to register online, click here.
5-6ProFinance 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.
19BTA 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 a large, 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 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.

BTA District Events

Each year, BTA hosts five educational and networking events in its districts. The events are open to all dealers, but BTA members receive a discount as a benefit of membership.

The next event, hosted by BTA Mid-America, will take place June 17-18, 2013, in Chicago, and it includes two-for-one member pricing. Visit for details or to register.

For more information on all of BTA's upcoming district events, visit

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: No More Employee Termination Problems; Brand Clarity = Higher Revenue; Patents and Patent Law; and much more! Click here to download.

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