May 28, 2013
Issue No. 352

There are a lot of recruiters out there who say they know the copier business. But nobody knows it like Copier Careers.

For more than 25 years, Copier Careers has dedicated itself exclusively to helping independent copier dealerships find the experienced staff they need to stay ahead of the curve. When color was introduced, Copier Careers was there. When analog gave way to digital, it was there. When standalone machines were replaced by networked devices, it was there. When "pushing boxes" was replaced with solution sales, it was there. When new software was introduced into the back office, it was there. While other recruiters have come and gone, Copier Careers has stayed the course. The company is in it for the long haul, just like you.

The 11th-annual Copier Careers' 2013 Technician Salary Survey will be published in its June 2013 newsletter with a record 4,158 industry participants. BTA members can get an early preview of the entire eight-page survey in its newly expanded format on Copier Careers' website now. Go to

More than Resumes, Candidates®

Learn more about how Copier Careers can help move your business forward. Visit or call (888) 733-4868.

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 Announces Upcoming Managed Services Workshop
The Business Technology Association (BTA) will hold its newly revised BTA Managed Services Workshop on June 19, 2013, in Chicago, Ill.

What the Industry Needs to Know About Lease Accounting
Dealers may have heard about a proposal that would change how leases are accounted for on corporate balance sheets.

Ricoh & Xerox to Challenge Patent 7,786,426
Ricoh Americas Corp. and Xerox Corp. have filed a Petition for Inter Partes Review of U.S. Patent No. 7,786,426 ("the '426 patent") at the United States Patent & Trademark Office (USPTO).

SolarWinds Acquires N-able
SolarWinds has announced the close of the N-able acquisition, enhancing its remote monitoring and management offerings and adding MSP service automation to the range of IT management challenges that the company works to address for the entire IT community.

Print Audit Partners with IDC
International Data Corp. (IDC) and Print Audit have partnered to offer exclusive benefits to members of Print Audit's Premier subscription program.

Samsung Releases ProXpress Series
Samsung Electronics America Inc. has released a new line of ProXpress mono laser printers and MFPs for small and medium-sized business customers and home office use.

Xerox Combats Counterfeit Supplies
Continuing efforts to protect customers from counterfeit consumables and products, Xerox recently conducted raids in China and Dubai and introduced a new program to help detect imitations.

MWAi Redefines Meter, Service & Toner Monitoring
MWA Intelligence (MWAi) has announced a new iMPS print tracking sensor for the PRTG Network Monitor from Paessler AG.

Ricoh Dealer Gateway Goes Live
Office equipment dealers working with Ricoh Americas Corp. and using Digital Gateway Inc.'s (DGI) e-automate management systems can now seamlessly accept electronic product information from Ricoh through the Ricoh Dealer Gateway, enabling them to more quickly and efficiently transact business with Ricoh.

Click here for all recent BTA Hotline articles.

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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