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June 3, 2014
Issue No. 403




Dealers: Register by July 8 to be entered into a drawing for a chance
to win an iPad Air! (Must be present at the drawing to win.)


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

For almost 30 years, Copier Careers has dedicated itself exclusively to helping independent copier/MPS 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 12th-annual Copier Careers' 2014 Technician Salary Survey has been published in its June 2014 newsletter with a record 4,266 industry participants. Here's a direct link for BTA members to get a preview of the entire eight-page survey in its newly expanded format on Copier Careers' website now.

Go to http://www.copiercareers.com/salary_survey/2014_svc_tech_salary_survey.pdf.

More than Resumes, Candidates®

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

For more information on BTA Hotline sponsorship, contact Brent Hoskins at brent@bta.org 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.)

Samsung Hires Smith as Vice President of Sales and Marketing, Printing Solutions
Samsung Electronics America Inc. has announced the hire of Matthew Smith as vice president of sales and marketing, printing solutions.

Copier Careers Publishes 2014 Technician Salary Survey Results
Copier Careers has published its annual Service Technician Salary Survey.

OKI's Paralis Named to 2014 CRN Women of the Channel List
OKI Data Americas has announced that Jackie Paralis, senior marketing manager of BTA/MPS, OKI Data Americas, has been named to the 2014 CRN Women of the Channel list for the second consecutive year.

Ricoh Releases SP 112 & SP 112SU
Ricoh Americas Corp. has unveiled the RICOH SP 112 monochrome printer and the RICOH SP 112SU all-in-one printer/copier/scanner.

Neopost Acquires Systems and Programming Solutions, Best Way Technologies
Neopost has acquired Systems and Programming Solutions Inc. (SPSI), in Brookfield, Wis., and Best Way Technologies LLC (BWT) in Chicago, providers of high-volume multi-carrier parcel shipping solutions for businesses of all sizes in every industry.

Konica Minolta Announces Major Release of Dispatcher Phoenix
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced major updates to the Dispatcher Phoenix family of workflow automation product offerings, which include industry-specific versions for the education, health care and legal markets.

ESP/SurgeX Expands Portfolio with Software Integration
ESP/SurgeX has announced a partnership with Verdiem to address the plug load energy waste problem plaguing commercial buildings.

Click here for all recent BTA Hotline articles.

June
11-12
ProFinance 2.0 - Dallas, Texas
Over the last 12 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. But 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.
17-18BTA Strategic Sales Workshop - Hartford, Conn.
From equipment to software, MPS, MNS and everything in between, today's dealership has more to offer clients than ever before. But how effective is the dealership in selling all of those things? Is there a perception that each opportunity has a different sales process — either by the solution type or by the rep? Today's sales professionals not only need an updated sales approach to be successful today and into the future, but also a repeatable sales process that provides a consistent framework for all that they sell. This workshop is a sales transformation course focused on understanding, utilizing and implementing this sales process. This workshop, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, provides a time-tested strategic sales process that works by enhancing sales performance today and providing the tools to be successful in the future. For more information or to register online, click here.
18Building My Business Webinar: "Your Dealership's 'Checkup': What's Next?"
Many of us understand the need to move our business models toward solution-based models. We understand the shift in the market and the shift in the talent needed to move us forward. Why is it taking some of us longer than others to actually make the change? Areas such as recruiting, sales structure, compensation and management philosophy need to constantly be addressed in these fluid times. When is the last time you had a "checkup"? What did you find? What will you do? In this webinar, Mike Lecak of Collaborative Consultant Group, will show you how to give your dealership a checkup. For more information or to register online, click here.
July
2
BTA 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 be three one-hour one-on-one coaching sessions in addition to the online training sessions. During these 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.
17-18BTA Field Service Foundations Workshop - Irvine, Calif.
The BTA Field Service Foundations Workshop, led by John Hamilton of Service Strategies Corp., is designed for service professionals looking to improve their industry-related management skills. The course provides a solid foundation of skills needed to successfully manage a field service operation and includes two full days of university-level instruction. Field service managers must have a high quotient of skills and insights into the specific demands of their customers, team members and the service business environment. The course includes topics covering leadership, coaching and facilitating the activities of a field service team toward the accomplishment of the evolving technical services mission. For more information or to register online, click here.
23Building My Business Webinar: "LinkedIn — More Than a Networking Tool"
LinkedIn is a powerful tool that, when utilized correctly, is the world's largest free résumé database and CRM system in the world. Understanding how to utilize LinkedIn correctly can benefit and grow your dealership tremendously. This session, led by R. Thomas Bruguiere of Crawford Thomas Recruiting, will address and show you how to utilize LinkedIn as a recruiting resource and a sales prospecting tool. It will also show participants how to maximize their current LinkedIn profiles or create one for the first time. 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 June 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.




GreatAmerica FleetView


Don't just monitor, manage. GreatAmerica's FleetView, powered by Print Audit Premier, has the ability to manage users and user behavior with a rules-based environment. This comprehensive tool can significantly increase a customer's workflow, strengthen the customer relationship, and grow your recurring revenue and volume.

Special Offer for BTA Members: Receive a $1,000 Visa gift card when you sign up for a 12-month contract of FleetView powered by Print Audit Premier (Visa gift cards will be issued after the third month of service).

For more information, visit www.bta.org/FleetView.

For more information on other BTA member benefits, visit www.bta.org/MemberBenefits.

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