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June 6, 2017
Issue No. 553

BTA Member Dealers Receive 2-for-1 Registration;
Can Use $150/$250 Discount Codes Received With Membership!


For more information, click here.



There are a lot of recruiters out there who say they know the Copier/MPS/MNS Channel, but nobody knows it like Copier Careers®.

The Copier Careers 2017 Service Technician Salary Survey is now available to BTA members. This year, 4,708 copier service technicians responded to our online survey. The resulting snapshot shows an industry with some growing pains. Demand for qualified service techs is up; salaries have increased slightly; and technicians report being increasingly open to changing jobs. To read more of this survey or surveys from previous years, please visit our website.

Be sure to check back next month when our 2017 Sales Manager Salary Survey will be posted here exclusively for BTA members.

Learn more about how Copier Careers® can help move your business forward. Visit our NEW website at 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.)

BTA Welcomes Eight New Members

Toshiba Honors Seven Top-Performing Dealers
Toshiba America Business Solutions has recognized seven of its top-performing U.S. independent dealers.

LMI Promotes Geishirt to Senior Director of Technical Services
LMI Solutions has announced the promotion of Steve Geishirt to senior director of technical services.

Pontrelli Marketing Announces Two Strategic Partnerships
Pontrelli Marketing recently conducted its first user forum during the ITEX show where dealer clients reviewed their firsthand experiences with the implementation of Pontrelli Marketing's Integrated Marketing Infrastructure process within their businesses.

Compass Announces Enhanced Microsoft Outlook Integration
Compass Sales Solutions has announced an enhanced Outlook Sync integration.

Click here for all recent BTA Hotline articles.


June
12
BTA Strategic Sales Semester
The industry is shifting from transactional to strategic sales, and sales reps need new skills for this transition. Determining which accounts and opportunities require a transactional approach and which require a strategic approach is a skill required to be successful today and into the future. The BTA Strategic Sales Semester, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, consists of 13 online training sessions held every other week over six months. These sessions are 45 to 60 minutes in length and geared to specific parts of the sales process. Each module includes skill-building exercises and field-based activities reps will be asked to complete. Participants will also receive the modules in an app so they can listen to training anytime, anywhere, and repeat sessions or establish a library for future use. For more information or to register online, click here.
12-14 BTA Sales Management Workshop - Owings Mills, Maryland
The BTA Sales Management Workshop is a career development "must-have" for sales management at all levels, and provides the knowledge, skills, processes and tools to immediately increase effectiveness and achieve higher levels of success. Taught by well-known industry trainer and facilitator Kim Ward of Learning Outsource Group (LOG), the workshop focuses entirely on the "how-to" skills that will help attendees reach their full potential as great sales leaders and coaches, as well as best practices to build and sustain elite, high-performance sales teams. For more information or to register online, click here.
21 Building My Business Webinar: "Overcoming the Fear of Business Planning by Using the Business Model Canvas"
Writing a business plan for your businesses can be daunting, but a new form of business planning, the Business Model Canvas (BMC), makes the process easier. In this webinar, inspirational growth coach Harry Hecht will explain the BMC, a one-page document that allows you to test and validate the key parts of your business in a manageable format. He will also offer tips on the use of BMC to develop a full business plan should you need one in the future. For more information or to register online, click here.
21-22 ProFinance 2.0 - Cleveland, Ohio
Over the last 15 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. Now, with 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 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.
July
20
Building My Business Webinar: "Identifying & Closing Gaps in Your MPS Consumables Cost Envelope"
Typically, around two-thirds of your MPS business costs are consumables. Often, these costs are managed primarily through consumables acquisition cost strategies with your suppliers. However, there are many variables (driven by processes and the behaviors of your customers, your operational team and your suppliers) that can negatively impact this key cost. In this webinar, Doug Johnson of LMI Solutions will identify these variables and provide you with practical ways to mitigate or eliminate risks in consumable cost overruns to help you grow your bottom-line MPS profits. For more information or to register online, click here.
Aug.
15
SBB Road Show - Las Vegas, Nevada
The Seat Based Billing (SBB) Road Show will arm your company with all the necessary components to successfully deliver a SBB program for managed print, allowing you in win more deals, capture greater margins and engage more net-new customers. Every aspect of SBB will be covered: SBB fundamentals; user-based assessments; service contract considerations; finance and invoice options; operational and back-office; sales compensation and funnel management; QBRs; wholesale options; converged services options; and much more. SBB Road Show participants can attend the 2017 BTA National Conference for half price. For more information or to register online, click here.
16-18 2017 BTA National Conference - Hosted by BTA West - Las Vegas, Nevada
Planned and hosted by the dealer volunteer leadership team of BTA West, the 2017 BTA National Conference is open to dealers from across the country. The event will feature: a keynote address by Meridith Elliott Powell, president and CEO of MotionFirst Inc.; a dealer panel focused on culture and innovation; eight additional educational sessions presented by industry leaders; the presentation of the 2017 Channel's Choice Awards; time to network with peers and exhibiting sponsors, including a welcoming dinner (with entertainment by Devin Henderson) and breaks between sessions; and a Cirque du Soleil Mystère performance at Treasure Island Hotel & Casino. Dealer attendees can also enter the BTA Events Sweepstakes on-site. BTA member dealers receive 2-for-1 registration and can use their $150/$250 discount codes received with membership. For more information or to register online, click here.
24 Building My Business Webinar: "Changing OEM Competitive Strategies"
As the demand for hardcopy has dropped, hardware manufacturers have had to adapt their businesses to remain competitive. As a result, the industry — and the products it markets — looks very different than it did even five years ago. In this webinar, Charles Brewer of Actionable Intelligence will review the key changes manufacturers have made to their respective businesses and products; and examine which firms have changed for the better and which have not — and what that means for the industry going forward. 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.






Credit Card Processing

BTA has partnered with Cayan, a payment processor for more than 115,000 businesses. Cayan's free statement analysis provides a clear picture of what you are paying and what you can save. It evaluates whether your account is set up to maximize your bottom line; looks at your pricing structure to make sure you are not paying more than necessary; details the industry-required monthly fees and separates the bogus fees that go to your processor; and provides a detailed comparison that rolls all of your fees up and compares them to what Cayan can save you. BTA members receive a $100 dues credit when they sign up with Cayan.

Visit www.bta.org/CCProcessing for more information.

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


2017 BTA Event Exhibiting Sponsorships
Sign-ups for 2017 BTA event exhibiting sponsorships have begun. Click here to learn more about reserving your tabletop exhibit space.

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BTA Membership
Your BTA benefits are listed on the BTA website. Be sure to take full advantage of your membership by using the many discount programs and business services BTA offers exclusively for its members. Click here to learn more. Not a member yet? Join online.