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June 16, 2015
Issue No. 455

BTA Member Dealers Receive 2-for-1 Registration!

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 or call (888) 649-6616.

For more information on BTA Hotline sponsorship, contact Brent Hoskins at 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.)

Actionable Intelligence & ENX Review Pending Lawsuits, Discuss Potential Market Impact
On June 25, market research firm Actionable Intelligence and ENX Magazine have teamed up to jointly host a webinar examining the key lawsuits that are winding their way through courts around the world and explain how the rulings in these cases will impact the consumables market inside the United States and other regions, such as China and Europe.

Toshiba e-STUDIO Products Secure World's Top Environmental Standard
Toshiba America Business Solutions Inc. has announced that 10 of its e-STUDIO MFPs have secured the top global environmental standard for electronics, the EPEAT Gold rating.

Sharp Awards $100,000-Plus of Classroom Technology to K-12 Schools
Sharp Imaging and Information Company of America (SIICA) has announced the winners of Tech-it-Up — the Sharp Classroom Technology Challenge.

Canon U.S.A. Unveils imageRUNNER 1400 Series
Canon U.S.A. Inc. has announced the new imageRUNNER 1400 Series of MFPs, the company's most compact black-and-white imageRUNNER MFP lineup to date.

Print Audit Adds Toner Consolidation Features to Facilities Manager
Print Audit has added a wide variety of new features to the latest version of its remote meter reading solution, Facilities Manager.

KYOCERA Introduces ECOSYS M6535cidn MFP Series
KYOCERA Document Solutions America has launched two new ECOSYS MFPs, both of which allow workgroups to print, copy and scan from a single, compact device.

Click here for all recent BTA Hotline articles.

Building My Business Webinar: "How to Acquire a Managed IT Services Company"
BTA Channel dealers are taking advantage of the managed IT services market opportunity in increasing numbers. Many are looking to make a strategic acquisition of a managed services provider/IT services company as a way to either accelerate the success they are having or speed their transition if they are not in the market today. In this webinar, Mitch Morgan of Growth Achievement Partners will be joined by his strategic partner in this space, acquisitions expert Mike Dudek of Zygoquest Group. They will share valuable insight into trends, strategies, examples of recent transactions and the keys to a successful acquisition process, whether you are planning to start your search today or in the future. For more information or to register online, click here.
24BTA 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.
Building My Business Webinar: "Selling Strategies in the Internet Era"
Today, customers buy differently than in the past. In fact, changing buying habits and the Internet have changed everything. Regardless, there is little to no difference in the way many of your competitors position themselves; they essentially claim the same competitive advantages. That is, they often look and sound the same to prospective customers. In this webinar, led by Richard Farrell of Tangent Knowledge Systems, you will learn strategies for ensuring that you truly stand out from the crowd, gaining the attention you need in order to thrive in today's changing marketplace. You will learn: how to best communicate your value proposition from the position of the problems you can solve for your prospective customers; how to get more decision makers on the phone and, ultimately, interested in setting up meetings with you; and how to describe the hypothetical problems that your prospect will need to acknowledge in order to be interested in what your dealership has to offer. For more information or to register online, click here.
FIX: Cost Management for Service 2.0
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 first-call completion and 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 their staffs to the realities of solution-based servicing. This is a highly interactive, energetic classroom experience. Come prepared to learn in a fun, relaxed atmosphere. Workshop attendees receive free registration to the Aug. 6-7 Capture the Magic district event, hosted by BTA West. For more information or to register online, click here.
6-7Capture the Magic - A BTA district event hosted by BTA West - Las Vegas, Nevada
BTA West will host Capture the Magic, open to dealers from across the country, on Aug. 6-7, 2015, at the Venetian in Las Vegas, Nevada. This event will be a great setting to learn from industry leaders, gather new ideas and network with your peers. The event will feature a keynote session by Nate Booth, a panel discussion focused on the millennial mindset and five additional educational sessions presented by subject-matter experts. In addition, there will be time to visit with 30-plus exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter on-site for a chance to win one of five $100 American Express gift cards and be entered into the BTA District Event Sweepstakes. The event will wrap up with a Cirque du Soleil performance of the attendee's choice: Michael Jackson One or Zarkana. BTA member dealers receive 2-for-1 registration! 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.

Beacon Promotional Products
Beacon Promotional Products provides customers with quality products and services that support their sales and marketing objectives. When used correctly, custom promotional products are a proven marketing tool that can generate leads and improve brand recognition. These products can be used to increase sales and promote employee loyalty. Beacon combines smart design and innovative promotional products to deliver creative solutions to your corporate-identity and brand-awareness needs. You will receive cohesive project management, from creative services to production of marketing programs. BTA members receive a 10-percent discount on all items in Beacon's Web store.

Visit for more information.

For more information on other BTA member benefits, visit

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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.