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May 26, 2015
Issue No. 452

BTA Member Dealers Receive 2-for-1 Registration!

100 Percent of Past Attendees Surveyed Recommend Service Leadership Managed IT Sales Training to Peers — Why Are You Waiting?

Selling managed IT does not have to be a struggle. Training your traditional copier rep to prospect for the right IT customer is critical. And participating in the sale along with the SME and vCIO to successfully attract and land those IT customers can also be trained. Left untutored, most beginning reps attract way too many customers for way too little recurring revenue. Learn how to prospect, establish value for your managed IT offering and close accounts for win-win deals at the GreatAmerica-hosted Service Leadership Managed IT Sales Training 101 and 201 on June 23 and 24.

Choose from basic "101" or advanced "201" managed IT sales training! Or attend both! Seating is limited — sign up today!

"I'd recommend any office equipment dealer looking to accelerate their employees' managed IT sales skills attend the Service Leadership managed IT sales training." — Bill McLaughlin, CTO, Atlantic, Tomorrow's Office

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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.)

Print Audit Announces Promotions for James Hills & David Thorne
Print Audit has announced the promotions of James Hills to vice president of sales and David Thorne as director of channel management.

Objectif Lune Introduces PReS Connect
After four years of business intelligence, research and development by Objectif Lune following the acquisition of PrintSoft, the company has introduced PReS Connect. Helps OEMs Benchmark & Improve Auto Toner Fulfillment
Print Audit has announced it has launched to help imaging device OEMs benchmark and improve their auto toner fulfillment capabilities, also known as just in time (JIT).

Xerox Expands Global Toner Production in Western New York Manufacturing Plant
Xerox will increase its emulsion aggregation (EA) toner capacity by 40 percent with the completion of a nearly $35 million expansion project to help Xerox keep pace with growing EA toner product demand.

OKI & SII Exchange a Memorandum on Wide-Format Printer Business Transfer
OKI Data Corp. has announced that it and Seiko Instruments Inc. (SII) exchanged a memorandum to transfer the wide-format printer business of Seiko I Infotech Inc. (SIIT), a subsidiary of SII, to OKI Data Corp.

Lexmark Completes Kofax Acquisition, Announces Enterprise Software Leadership Change
Lexmark International Inc. has announced it has closed on its acquisition of Kofax Limited.

All Covered Bolsters Help Desk Capabilities with New Acquisition
All Covered has acquired the assets of America's Remote Help Desk (ARHD) of Eldersburg, Maryland.

Continuum Veterans Foundation Applauds Hire Heroes USA
Continuum Veterans Foundation, helping returning troops find jobs in the IT industry, applauds Atlanta, Georgia-based Hire Heroes USA, an organization dedicated to creating job opportunities for U.S. military veterans and their spouses through personalized employment training and corporate engagement, for confirming 618 veterans in civilian jobs, from January through March 2015.

Click here for all recent BTA Hotline articles.

ProFinance 2.0 - Alexandria, Virginia
Over the last 13 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. Now, with the introduction of 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 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.
17Building My Business Webinar: "How to Acquire a Managed IT Services Company"
BTA Channel dealers are taking advantage of the managed IT services market opportunity in increasing numbers. Many are looking to make a strategic acquisition of a managed services provider/IT services company as a way to either accelerate the success they are having or speed their transition if they are not in the market today. In this webinar, Mitch Morgan and Chris Ryne of Growth Achievement Partners will be joined by their strategic partner in this space, acquisitions expert Mike Dudek of Zygoquest Group. They will share valuable insight into trends, strategies, examples of recent transactions and the keys to a successful acquisition process, whether you are planning to start your search today or in the future. For more information or to register online, click here.
FIX: Cost Management for Service 2.0
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 Aug. 6-7 Capture the Magic district event, hosted by BTA West. For more information or to register online, click here.
6-7Capture the Magic - A BTA district event hosted by BTA West - Las Vegas, Nevada
BTA West will host Capture the Magic, open to dealers from across the country, on Aug. 6-7, 2015, at the Venetian in Las Vegas, Nevada. This event will be a great setting to learn from industry leaders, gather new ideas and network with your peers. The event will feature a keynote session by Nate Booth, a panel discussion focused on the millennial mindset and five additional educational sessions presented by subject-matter experts. In addition, there will be time to visit with 30-plus exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter on-site for a chance to win one of five $100 American Express gift cards and be entered into the BTA District Event Sweepstakes. The event will wrap up with a Cirque du Soleil performance of the attendee's choice: Michael Jackson One or Zarkana. BTA member dealers receive 2-for-1 registration! 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.

Credit Card Processing
For the last three decades, Chase Paymentech has served as a direct card processor, helping businesses cater to customers and revenue processes. Promoting card acceptance to your customers and processes can: pre-qualify liquidity before you process orders; establish an automated recurring billing system; reduce costs associated with paper billings, check deposits, bad debt and collection fees; help your sales department increase the likelihood of sales and to sell more; eliminate lag times associated with longer financial approval processes; and reduce the risk of fraud through cardholder security solutions. BTA members can save up to 25 percent.

Visit for more information.

For more information on other BTA member benefits, visit

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