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May 29, 2012
Issue No. 302
Crawford Thomas, a nationwide, full-service sales recruitment firm that specializes in the recruitment of office automation sales reps, MPS reps, PPS, sales managers and support staff, is proud to offer discounted recruitment/staffing services to all BTA members.
As one of the only large recruiting firms that really understands the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 40-plus in-house recruiters to deliver top talent.
Crawford Thomas makes Fortune 500 recruitment services available to all sales organizations, regardless of their size or hiring volume.
Featuring the following BTA member discounted options:
- Low-cost executive sourcing — all roles (job postings and powerful sourcing)
- Contingency recruitment — techs, AEs, MPS reps, management, executive leadership
- Retained search — Dedicated recruiters, unlimited hires for one low cost
- Additional services include: background process outsourcing, drug tests, hiring-process design, recruitment training, HR consulting, succession planning, employee handbooks/policies, HRIS consulting, compensation and performance management
Please e-mail firstname.lastname@example.org or call (888) 649-6616 for information that may be helpful to your recruitment needs.
For more information on BTA Hotline sponsorship, contact Brent Hoskins at email@example.com 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.)
Lexmark Announces Distributed Intelligent Capture Solution
Lexmark International Inc. has announced its Distributed Intelligent Capture Solution, which integrates Lexmark Document Distributor+ with Brainware software, allowing customers to intelligently connect business documents and processes.
ECi Adds New Features to Britannia v5.14
ECi Software Solutions' Britannia Inc. has announced enhancements to its Private Supply Network (PSN) and its Britannia business system to offer more streamlined purchasing of IT consumables from Supplies Network (SN).
TotalView Dispatch Links Service Calls & GPS Tracking
US Fleet Tracking and MWA Intelligence have announced that TotalView Dispatch is being offered to the office equipment and utilities industry thanks to a partnership between the companies.
InkCycle Releases Canon 128 Remanufactured Cartridge
InkCycle has announced the release of its Canon 128 remanufactured, high-yield toner cartridge.
Click here for all recent BTA Hotline articles.
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 14. 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. By utilizing technology and automation versus traditional break-fix labor, performance and stability increase and costs go down. But this is just a component of the larger opportunity for our channel. The combination of additional cloud-based solutions, hardware-as-a-service offerings and the technology road-map services that your SMB customers need are not only key program differentiators, but are also best-practice strategies for both account expansion and successful integration into the bullpen for the core business. 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.
12 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 the research firm predicts it to continue into the future. InfoTrends sees 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.
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.
16 Building My Business Webinar - "MPS Compensation Strategies"
As the office equipment landscape changes and you look to develop a professional services-type business, you need to look at how sales professionals are compensated. Traditional transactional compensation plans can be a challenge to effectively compensate and motivate sales professionals to move in that direction. In this webinar, Luis Gonzalez of SalesScoreKeeper LLC will discuss possible options to create and maintain both a transition and long-term strategies to motivate sales professionals to sell and maintain these types of accounts. This webinar will cover all aspects of preparing your dealership to move to this type of compensation, whether it is now or in the future. Free to BTA members, this webinar is scheduled for 4 p.m. Eastern, Thursday, Aug. 16. For more information or to register online, click here.
22-23 ProSolutions 2.0 - San Francisco, Calif.
ProSolutions 2.0, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, provides a time-tested strategic sales methodology that works. The sales process enhances the sales performance today and provides the tools to be successful in the future. In this workshop, you will learn: How to expand and leverage relationships into broader/higher-level discussions with accounts and prospects; How to gain understanding for the tactical and strategic aspects of the sales process; How to get to the C-level and what to do when you get there; Account planning; How companies spend their money to achieve business goals and solve business problems; How to help your customers and prospects identify and resolve business problems; How to develop your sales team; How you have evolved beyond the copier and that you have a lot to offer, but you can still be pigeon-holed as a "copier company" and that can shift the playing field to your disadvantage; and how to utilize an effective account review process. 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.
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 firstname.lastname@example.org 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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