May 15, 2012
Issue No. 300

Finding it difficult to hold onto customers?

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

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.)

Ron Hulett Named BTA's 2012 Volunteer of the Year
The Business Technology Association (BTA) has named Ron Hulett, president and CEO of U.S. Business Systems Inc., located in Elkhart, Ind., its 2012 Volunteer of the Year.

Print Management Solutions Group & GreatAmerica Announce MPS Sales Training
In an effort to help dealers be as successful as possible with their managed print services (MPS) initiatives, Print Management Solutions Group and GreatAmerica Leasing Corp. have announced an MPS sales training session June 5-6 at GreatAmerica's headquarters in Cedar Rapids, Iowa.

Objectif Lune Releases +PReS Enhance
Objectif Lune and its PrintSoft division have released +PReS Enhance, which completes PrintSoft PReS product suite.

Print Audit 6 Granted U.S. Military Certificate of Networthiness for Print Management
Print Audit has earned a U.S. Military Certificate of Networthiness (CoN # 200805743) for its flagship software, Print Audit 6.

Relyco Opens Texas Sales Office
Relyco has announced the opening of a Dallas, Texas-area sales office and the hiring of Shannon Greer as Southwest regional sales manager to run the new office.

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.
BTA Managed Services Workshop - Baltimore, Md.
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. For more information or to register online, click here.
21 Building My Business Webinar - "21st-Century Prospecting"
This webinar, presented by Troy Harrison of SalesForce Solutions, will present an integrated prospecting strategy for the 21st century. Doing it right requires a program that integrates data-driven teleprospecting, social media and live networking, and this program will teach it. Attendees will learn what social media will — and more importantly, will NOT — do for them. They will learn what data-driven teleprospecting is and why it is the most repeatable and controllable method of business development. Finally, attendees will learn how to integrate live networking into their prospecting mix. Free to BTA members, this webinar is scheduled for 4 p.m. Eastern, Thursday, June 21. For more information or to register online, click here.
Building My Business Webinar - "InfoTrends Channel Study on Solutions & Services Adoption"
InfoTrends continues to see the lines blurring between the various IT channels, office equipment dealers, VARs and MSPs. It is becoming a competitive marketplace and we predict it to continue into the future. We see office equipment dealers going into the IT space and IT resellers going into the office equipment space, but do we really know the true adoption of these markets that are adopting services and solutions? In this webinar, Randy Dazo of InfoTrends will discuss a recent study done by the research firm that reveals some of these adoption trends coming from both of these markets into their adjacent competitive ones. The results of the study are a direct contribution from the BTA community, from solutions and services trends research conducted earlier this year. Free to BTA members, this webinar is scheduled for 4 p.m. Eastern, Thursday, July 12. For more information or to register online, click here.
13-14 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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