June 11, 2013
Issue No. 354


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 info@crawfordthomas.com 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 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 Field Service Foundations Workshop Set for July 30 - Aug. 1
The Business Technology Association (BTA) and Service Strategies Corp. have announced upcoming dates for the BTA Field Service Foundations Workshop.

Ricoh Awarded National U.S. Communities Contract for MFPs & Document Services
Ricoh Americas Corp. has announced it has been awarded a multi-year contract to supply MFPs and related services to participants in the U.S. Communities Government Purchasing Alliance.

Flo-Tech Receives 2013 CIO 100 Award
BTA member Flo-Tech has announced it is a recipient of the 2013 CIO 100 Award from IDG's CIO magazine.

Corr to Lead Enterprise Document Strategy Services at InfoTrends
InfoTrends has announced that Charlie Corr has rejoined the company as group director of Enterprise Document Strategy Services.

Print Audit Releases Updates for Embedded for Sharp OSA & Print Audit for Mac
Print Audit has released updates for its Embedded for Sharp OSA and Print Audit for Mac products.

Canon Direct Print and Scan for Mobile V2.0 Now Available for Android
In response to the increase of mobile devices in the workforce and the demand for print and scan capability from device users, Canon U.S.A. Inc. has announced the availability of the Canon Direct Print and Scan for Mobile V2.0 mobile client app for Android devices on Google Play and the Amazon Appstore.

Walters & Shutwell Announces Strategic Initiative with ALL Associates Group
Walters & Shutwell Inc. and ALL Associates Group have announced an international, independent network of experts, solutions and services that help companies identify and achieve the reality of the paperless work environment.

EverBank Names New England Relationship Manager
EverBank Commercial Finance Inc. has appointed Anthony Sedotto to the firm's growing office products team.

ECi Acquires Red Cheetah
ECi Software Solutions has announced that it has acquired the assets of Red Cheetah Software LP.

Click here for all recent BTA Hotline articles.

Cruise to Success - A district event hosted by BTA Mid-America - Chicago, Ill.
BTA Mid-America will host its annual district event, open to BTA members and non-members from across the country, June 17-18, 2013, at the DoubleTree by Hilton - Magnificent Mile. The event will feature a keynote presentation by Doug Albregts, president of Sharp Imaging and Information Company of America, four additional educational sessions presented by industry leaders, and a dealer panel focused on turning business disruption into opportunity. In addition, there will be time to network with fellow dealers and visit with 30-plus exhibiting sponsors. To wrap up the event, attendees will enjoy a three-hour scenic skyline dinner cruise aboard the Spirit of Chicago. For more information or to register online, click here.
19BTA Managed Services Workshop - Chicago, Ill.
The BTA Managed Services Workshop has been updated to include the Managed Services Business Model. This model is the first of its kind, specifically for BTA dealers, and has been developed by Growth Achievement Partners (GAP) and Continuum. GAP has been assisting dealers in making this important transition since 2009. Continuum is a large, experienced provider of managed services operations to dealers, and currently manages more than 500,000 endpoints. The companies’ combined knowledge in the managed services space will allow dealers to walk away with a "time-tested” business model and key metrics to guide success in this important strategic area. Attendees to the June 19 workshop receive free registration to Cruise to Success. For more information or to register online, click here.
Building My Business Webinar: "Setting Qualified Meetings: Two Strategies to Consider"
Looking to find new prospects and set qualified C-level meetings? This webinar, led by Mike Adams of Power Appointment Setting, will provide some new strategies for you to consider. Specifically, Adams will explain how to identify potential prospects that have UCC1-filed leases that will be expiring in the next 12 months. He will also address how to identify and pursue potential prospects that have a large number of people in their accounting departments and are potential prospects for document management systems. For more information or to register online, click here.
FIX: Cost Management for Service - Cerritos, Calif.
Successful BTA dealers use their service departments to maintain profit margins as new equipment sales margins decline. FIX, BTA's popular service workshop, teaches you how to compute the cost of your service labor hour (service burden rate) and improve your overall service department profitability. Workshop instructors Ronelle Ingram and Rock Janecek will cover proven management and customer service programs to improve morale within your service department. Those struggling with MPS and IT issues can learn new management skills to help transition your staff to the realities of solution-based servicing. This is a highly interactive, energetic classroom experience. For more information or to register online, click here.
Aug. 1
BTA Field Service Foundations Workshop - Las Vegas, Nev.
The BTA Field Service Foundations Workshop 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. Taught by John Hamilton, president of Service Strategies Corp., this workshop includes topics covering leadership, coaching and facilitating the activities of a field service team toward the accomplishment of the evolving technical services mission. Attendees to the Field Service Foundations Workshop receive free registration to the Capture the Magic district event, hosted by BTA West. For more information or to register online, click here.
Capture the Magic - A district event hosted by BTA West - Las Vegas, Nev.
BTA West will be hosting its annual district event, open to BTA members and non-members from across the country, on Aug. 1-2, 2013, at the Mandarin Oriental in Las Vegas. The event will feature a keynote presentation by Kurt Schmelz, president of North American Resellers (NARS) of the Channel Partner Organization at Xerox Corp. and five additional educational sessions presented by industry leaders. In addition, there will be time to visit with peers and 30-plus exhibiting sponsors. To wrap up the event, attendees will enjoy the Cirque du Soleil O performance at the Bellagio. For more information or to register online, click here.
How to Sell Document Management Solutions - Las Vegas, Nev.
This one-day workshop teaches sales professionals and channel partners how to: engage document management solution prospects before the requirements have been set; educate customers about their needs; tailor their messages; and take control of the buying cycle. Attendees will be taught how to identify opportunities; engage customers, demonstrate importance, educate customers and propose solutions. Attendees to How to Sell Document Management Solutions receive free registration to the Capture the Magic district event, hosted by BTA West. 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.

BTA Benchmarking Reports

The 2012 BTA Service Report tabulates and compares median industry performance by size of business and core product line. This report is useful for comparing your service operations to those of your peers.

The 2012 BTA Compensation Report gives detailed salary information on a wide variety of dealer and reseller positions, from executive compensation, to sales and service, to administration.

The 2013 BTA Finance Report compares key income statements and balance sheet indicators. Industry employee productivity, profitability, expense and asset management ratio performance are provided and compared to the recommended benchmarks.

Benchmarking results are provided by size of business (annual revenue) and core product line.

FREE to BTA members (a $650 value), all three reports are now available for download. Visit www.bta.org/BenchmarkingReports.

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: No More Employee Termination Problems; Brand Clarity = Higher Revenue; Patents and Patent Law; and much more! Click here to download.

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