Can't view HTML emails? Click here for an online version of the Hotline.

May 24, 2016
Issue No. 501

BTA member dealers receive 2-for-1 registration. Register today!

The 2016 BTA National Conference will feature:
• A keynote address by former Navy SEAL officer Leif Babin
• Two panel discussions focused on looking to the future of the industry & moving beyond hardware
• Eight additional educational sessions presented by industry experts
• Time to network with peers & 50 exhibiting sponsors
• A tour of the National World War I Museum and Memorial & a buffet dinner on the premises
• Free entrance to BTA's 90th anniversary event, BTA at 90: A Celebration

For more information, click here.

Sales Simplicity Seminars: How to Sell Everything-As-A-Service

Next Seminar to be Held June 21-22 at GreatAmerica Headquarters in Cedar Rapids, Iowa

GreatAmerica is bringing in Alex Rogers, CEO of CharTec, to teach solution providers how to sell an As-A-Service model during three upcoming Sales Simplicity Seminars. See real results from companies increasing their MRR with CharTec in this FREE INFOGRAPHIC.

Within the two-day Sales Simplicity Seminar hosted by GreatAmerica, you will walk away with:

• Strategies to transition to an As-A-Service model
• Additional streams of recurring revenue
• A step-by-step sales process from first call to close
• Talk tracks to overcome any objection to your proposal
• How to fold service and hardware into your solution

Register for or find out more on the Sales Simplicity Seminars today!

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.)

Xerox Releases 15 New Workflow Automation Solutions
Xerox has launched 15 new workflow solutions that automate the way organizations cope with globalization, meet increasing compliance requirements and exceed customer demands.

Clover Imaging Group Partners With Print Audit
Clover Imaging Group (CIG) has announced that it has partnered with Print Audit to bring the market's first wholesale seat-based-billing (SBB) or cost-per-seat (CPS) program for managed print to the industry.

Toshiba Introduces PrintReleaf Reforestation Program
To build upon its commitment to maintain a more sustainable planet, Toshiba America Business Solutions Inc. (TABS) has become an authorized distribution partner of the PrintReleaf Exchange [PRX], the first technology platform offering cloud-based paper tracking and reforestation.

CompTIA Releases Document Imaging & Content Management Skills Survey
CompTIA is looking for BTA dealer member input on document imaging and content management skills.

EFI Releases New Version of EFI Fiery JobFlow
EFI has announced the release of the latest version of EFI Fiery JobFlow software, a product that brings a new level of job preparation automation to Fiery-driven environments for print operations of all sizes.

SYNNEX Expands Security-Led Strategy for IT Channel Through CONVERGESolv Secure Network Group
SYNNEX Corp. has announced it has expanded its security-led strategy for the IT channel by adding several new offerings including managed security solutions, a cybersecurity partner care team, and complementary network and security assessments.

Print Tracker & Royal Imaging International Announce Partnership
Print Tracker has announced a new partnership with Royal Imaging International.

Compass Sales Solutions Launches Major Account Care Program
Compass Sales Solutions has launched its Major Account Care (MAC) program for its largest, most active dealerships using Sherpa.

Lindsay Dick Named Among CRN's 2016 Women of the Channel Up & Comers
Collabrance LLC has announced that CRN has named Lindsay Dick, director of sales, to its 2016 Women of the Channel list as an Up-and-Comer.

Depot International Named HP Enterprise Replacement Parts — Partner of the Year
Depot International has announced it has been named Hewlett-Packard (HP) Enterprise Replacement Parts – Partner of the Year.

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.

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

Join BTA on Facebook, LinkedIn, Google+, Twitter & YouTube
Click the buttons below to follow, become a fan or add BTA.

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.