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June 10, 2014
Issue No. 404




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.)


Crawford Thomas Recruiting, a nationwide sales recruitment firm that specializes in the recruitment of business technology sales, MPS, management 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 understand the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 50-plus in-house recruiters to deliver top talent.

Crawford Thomas Recruiting makes Fortune 1000 recruitment services available to all sales organizations, regardless of their size.

Sales, technicians, IT, MPS, MNS, management/operations and admin, please email info@crawfordthomas.com or call (888) 649-6616.

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 Five New Members

3D Systems & Konica Minolta Join Forces
3D Systems (3DS) has announced it has entered into a strategic alliance with Konica Minolta Business Solutions U.S.A. Inc. to distribute its complete 3D printing product portfolio through Konica Minolta's nationwide network of dealers and authorized resellers, as well as its direct sales channel.

Mark Mathews Named President of Airwolf 3D
Mark Mathews, former president and CEO of Toshiba America Business Solutions Inc., has been named president of Airwolf 3D, a two-year-old, privately-held designer, manufacturer and distributor of 3D printers.

Katun Releases New Products
Katun Corp. has introduced Katun Business Color toner for use in Canon imageRUNNER ADVANCE C5045/C5250 applications.

OKI Announces Development of DocuWare Module Connect to OKI
As part of a recently executed co-marketing agreement between OKI Data Corp. and DocuWare Corp., OKI Data Americas has announced development of DocuWare Module Connect to OKI, which provides seamless connectivity between DocuWare content management solutions and OKI MFPs featuring the smart Extendable Platform.

Konica Minolta Acquires Copytronics Information Systems
Konica Minolta Business Solutions U.S.A. Inc. has acquired Copytronics Information Systems, a business solutions dealership headquartered in Jacksonville, Fla.

LMI Receives R2 Recycling Certification
LMI Solutions has received R2 recycling certification in recognition of LMI's strict adherence to tracking and accountability of cartridge returns throughout the entire chain of custody of its remanufacturing process.

Compass Announces Gmail Integration
Compass Sales Solutions has announced its newest module, Google Gmail Integration.

Toshiba Launches Global Brand Campaign
In collaboration with its parent company, Toshiba Tec, Toshiba America Business Solutions Inc. has introduced its new global brand campaign called "Together Information."

Click here for all recent BTA Hotline articles.

June
17-18
BTA 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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