June 5, 2012
Issue No. 303

With OEM quality at competitive compatible prices, dealers have been trusting Trendler USA with their compatible toner requirements since 1998. Laser toner cartridges made in the United States, including those from Lexmark, Xerox and HP, have been the number-one choice for dealer MPS applications, as jumbo cartridges provide an amazingly low cost per page. Trendler USA's compatible copier/MFP toner continues to beat all competition for OEM quality while providing a tremendous cost savings over OEM products. Shipping locations in Florida and California provide efficient shipping across the United States.

See Trender's online product line at www.trendlerusa.com or contact Trendler at (866) 221-7397.

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.)

BTA Welcomes Eight New Members

John Lowery Receives SBA Award
John Lowery, president of BTA member dealership Applied Imaging, Grand Rapids, Mich., was honored by the U.S. Small Business Administration (SBA) as Michigan's Small Business Person of the Year on May 21, 2012, in Washington, D.C.

Toshiba Declares First Annual No-Print Day
As part of its ongoing mission to get businesses to print smarter and practice sustainable consumption, Toshiba America Business Solutions Inc. has announced the first annual National No-Print Day (NNPD) to be held on Oct. 23, 2012.

ODC Releases DOCassess Version 1.02
Office Document Consulting Inc. (ODC) has released DOCassess Version 1.02, providing a complete replacement of the GUI in order to allow for greater flexibility for additional languages and scalability as the solution evolves.

Epson Announces Two New Document Scanners
Epson America has expanded its line of professional sheet-fed scanning solutions with the Epson WorkForce Pro GT-S55 and WorkForce Pro GT-S85 document scanners.

MWAi Partners with Intellinetics
MWA Intelligence Inc. (MWAi) has announced it has signed an new channel sales partnership with GlobalWise Investments Inc. and its wholly owned subsidiary Intellinetics Inc., a technology company focused on the design, implementation and management of cloud-based Enterprise Content Management (ECM) systems in both the public and private sectors.

LEAF Publishes Strategic Financing White Paper
LEAF Commercial Capital Inc. (LEAF), has published a new white paper entitled "Customer Finance — A Strategic Advantage," that shows equipment vendors how to improve their business by offering leasing and financing options to their customers.

PrintFleet Enterprise 3.1 Released
PrintFleet Inc. has announced its newest version of PrintFleet Enterprise (PFE).

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. We see 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 in terms of 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 the adjacent, competitive one. 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 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.

Pre-Employment Assessments from YardeZone

YardeZone has developed a proven process for cultivating positive, results-driven change at client organizations. The company's approach involves every member of your team — using consensus management as a core measure of success.

YardeZone is now offering BTA members three new pre-employment assessments at special BTA member-only pricing: the Profile Sales Assessment (designed to help you find the right sales representatives and sales managers), the Profile XT Assessment (designed to help you find the right service technicians, service managers and office managers) and the Customer Service Profile (designed to help you find the right receptionists, customer service representatives and administrative assistants).

Click here to learn more.

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

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 info@bta.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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