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May 23, 2017
Issue No. 551

BTA Member Dealers Receive 2-for-1 Registration;
Can Use $150/$250 Discount Codes Received With Membership!

For more information, click here.

Toshiba America Business Solutions provides award-winning multifunction printers, managed document services and digital signage for businesses of all sizes. What's our winning secret? It's simple. We put our dealers first. With Toshiba, you're partnering with an award-winning team committed to helping our dealers succeed.

• 14-time BTA Channel's Choice award winner for Superior Performance
• Awarded "Best in Class" Manufacturer by Marketing Research Consultants
• Manufacturing Leadership 100 Award Winner - honored for "Global Value Chain Mastery"

For more information, please visit us at or call (949) 462-6201.

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's ProFinance 2.0 to Be Held June 22-23
On June 22-23 in Cleveland, Ohio, the Business Technology Association (BTA) will host its ProFinance 2.0 workshop at BTA member dealership Blue Technologies.

Global Imaging Systems Acquires MT Business Technologies
Global Imaging Systems (GIS), a Xerox company, has acquired MT Business Technologies, a Mansfield, Ohio-based multi-brand dealership that provides office equipment, productivity solutions and managed print services to organizations throughout Ohio and southeastern Michigan.

Square 9 Promotes Michael Frattini to Senior Vice President of Operations
Square 9 Softworks has announced the promotion of Michael Frattini to the role of senior vice president of operations.

Amid LMI Solutions Facility Fire, Employee Well-Being Takes Precedence
A fire broke out in the Guanajuato, Mexico, facilities of LMI Solutions (LMI) over the weekend, temporarily causing a disruption in production.

Martin Yale Industries Introduces New BT100 Banner Trimmer
Martin Yale Industries LLC has introduced its new BT100 Banner Trimmer.

HP Upgrades LaserJet Portfolio Security for Businesses
HP Inc. has launched its new HP LaserJet Enterprise 600 Series devices.

Canon Announces uniFLOW Secure Public Print License for Konica Minolta Devices
Canon U.S.A. Inc. has announced the uniFLOW Secure Public Print (SPP) Device License for Konica Minolta devices.

Nuance Announces eCopy ShareScan 6.0
Nuance Communications Inc. has announced eCopy ShareScan 6.0, a new version of its MFP capture solution.

Dealer Marketing Partners With LiveChat
Dealer Marketing has announced a partnership with LiveChat to help copier/MFP dealerships enhance their customer service experience.

Click here for all recent BTA Hotline articles.

Building My Business Webinar: "Successful Selling in Today's Landscape"
The selling landscape has been forever changed by rapid technology development. Sales professionals are going to have to adapt to survive. They need to develop the skills to provide relevant insights and value during the conversation. In this webinar, Melissa D. Whitaker of Melissa Whitaker International LLC will discuss the six biggest challenges salespeople are facing in today's landscape and the specific solutions for overcoming them. For more information or to register online, click here.
SBB Road Show - Kansas City, Missouri
The Seat Based Billing (SBB) Road Show will arm your company with all the necessary components to successfully deliver a SBB program for managed print, allowing you in win more deals, capture greater margins and engage more net-new customers. Every aspect of SBB will be covered: SBB fundamentals; user-based assessments; service contract considerations; finance and invoice options; operational and back-office; sales compensation and funnel management; QBRs; wholesale options; converged services options; and much more. SBB Road Show participants can attend BTA's Gateway to Success event for half price. For more information or to register online, click here.
6-7 NPRN/Clover CEO Summit 2017 - Kansas City, Missouri
The National Printer Repair Network (NPRN) and Clover Imaging Group will host NPRN's CEO Summit summit prior to BTA's Gateway to Success event. Starting with a Member's Welcome Dinner on June 6 and proceeding with a full day of activities on June 7, including executive networking and round-table exchanges, this is the one event you do not want to miss. And, it is free. Seating is limited, so register today. For more information or to register online, click here.
7 Hiring for Top Performance Workshop - Kansas City, Missouri
Hiring top-performing employees can be challenging. In fact, in the 2016 Cannata Report Annual Survey, dealers ranked "recruiting personnel" their number-one business challenge. To help BTA Channel dealers find top talent, build more effective teams and reduce their hiring costs, PathShare HR Services has developed the Hiring for Top Performance Workshop. This one-day workshop will help dealers learn how to: find top talent; assess candidates with consistency and better results; and ensure an effective transition between the time a candidate accepts and the early days of onboarding. For more information or to register online, click here.
7-8 Gateway to Success - Hosted by BTA Mid-America - Kansas City, Missouri
Planned and hosted by the dealer volunteer leadership team of BTA Mid-America, the 2017 Gateway to Success event is open to dealers from across the country. The event will feature: a keynote address by 2013 CNN Hero of the Year Chad Pregracke of Living Lands & Waters; a featured educational session on creating a living brand presented by Dr. Neeli Bendapudi, provost, executive vice chancellor and professor of marketing at the University of Kansas; six additional educational sessions presented by industry leaders; time to network with peers and exhibiting sponsors, including a welcoming reception; and a Houston Astros versus Kansas City Royals baseball game and dinner in a private suite at Kauffman Stadium. Dealer attendees can also enter the BTA Events Sweepstakes on-site. BTA member dealers receive 2-for-1 registration and can use their $150/$250 discount codes received with membership. For more information or to register online, click here.
12 BTA Strategic Sales Semester
The industry is shifting from transactional to strategic sales, and sales reps need new skills for this transition. Determining which accounts and opportunities require a transactional approach and which require a strategic approach is a skill required to be successful today and into the future. The BTA Strategic Sales Semester, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, consists of 13 online training sessions held every other week over six months. These sessions are 45 to 60 minutes in length and geared to specific parts of the sales process. Each module includes skill-building exercises and field-based activities reps will be asked to complete. Participants will also receive the modules in an app so they can listen to training anytime, anywhere, and repeat sessions or establish a library for future use. For more information or to register online, click here.
12-14 BTA Sales Management Workshop - Owings Mills, Maryland
The BTA Sales Management Workshop is a career development "must-have" for sales management at all levels, and provides the knowledge, skills, processes and tools to immediately increase effectiveness and achieve higher levels of success. Taught by well-known industry trainer and facilitator Kim Ward of Learning Outsource Group (LOG), 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. For more information or to register online, click here.
21 Building My Business Webinar: "Overcoming the Fear of Business Planning by Using the Business Model Canvas"
Writing a business plan for your businesses can be daunting, but a new form of business planning, the Business Model Canvas (BMC), makes the process easier. In this webinar, inspirational growth coach Harry Hecht will explain the BMC, a one-page document that allows you to test and validate the key parts of your business in a manageable format. He will also offer tips on the use of BMC to develop a full business plan should you need one in the future. For more information or to register online, click here.
21-22 ProFinance 2.0 - Cleveland, Ohio
Over the last 15 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.

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 Member Discount Codes

BTA dealer members receive discount codes with their memberships that can be used toward BTA educational workshops, registration to BTA’s events, or the purchase of the association’s Business Equipment Quota Index (BEQI). Dealer members receive $400 in discount codes (one code valued at $150 and one valued at $250) with a one-year membership or $950 in discount codes (three codes valued at $150 and two valued at $250) with a two-year membership.

Visit for more information.

For more information on other BTA member benefits, visit

2017 BTA Event Exhibiting Sponsorships
Sign-ups for 2017 BTA event exhibiting sponsorships have begun. Click here to learn more about reserving your tabletop exhibit space.

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BTA Membership
Your BTA benefits are listed on the BTA website. Be sure to take full advantage of your membership by using the many discount programs and business services BTA offers exclusively for its members. Click here to learn more. Not a member yet? Join online.