June 25, 2013
Issue No. 356






There are a lot of recruiters out there who say they know the copier business. But nobody knows it like Copier Careers.

For more than 25 years, Copier Careers has dedicated itself exclusively to helping independent copier dealerships find the experienced staff they need to stay ahead of the curve. When color was introduced, Copier Careers was there. When analog gave way to digital, it was there. When standalone machines were replaced by networked devices, it was there. When "pushing boxes" was replaced with solution sales, it was there. When new software was introduced into the back office, it was there. While other recruiters have come and gone, Copier Careers has stayed the course. The company is in it for the long haul, just like you.

The 11th-annual Copier Careers' 2013 Sales Management Salary Survey will be published in its July 2013 newsletter with a record 1,033 industry participants. BTA members can get an early preview of the entire 10-page survey in its newly expanded format on Copier Careers' website now. Go to www.copiercareers.com/salary_survey/2013_sales_mgr_salary_survey.pdf.

More than Resumes, Candidates®

Learn more about how Copier Careers can help move your business forward. Visit 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.)

Copystar Earns BTA's Top 2013 Channel's Choice Award
Copystar was recently presented with the 2013 Channel's Choice Superior Performance award by the Business Technology Association (BTA).

BTA West to Host Capture the Magic Aug. 1-2 in Las Vegas
On Aug. 1-2, 2013, the Business Technology Association's (BTA) West district will host Capture the Magic, its annual educational and networking event, at the Mandarin Oriental in Las Vegas.

2013 BTA Finance Report Now Available for Download
The Business Technology Association (BTA) has finalized the last report in its most recent series of benchmarking reports.

Parts Now Acquires The Bradshaw Group
Parts Now, a portfolio company of CounterPoint Capital Partners LLC, has announced that it has completed the acquisition of The Bradshaw Group Inc. of Richardson, Texas.

Square 9 Releases Hire to Retire HR Solution
Square 9 Softworks has released Hire to Retire, a new Web-enabled solution designed to streamline document-centric human resource processes.

Samsung Unveils Executive Briefing Center
Samsung Techwin America unveiled the company's newly constructed Executive Briefing Center at its U.S. headquarters in Ridgefield Park, N.J.

KYOCERA Introduces KYOCERA HomePOINT
KYOCERA Document Solutions America has released KYOCERA HomePOINT, the latest in a comprehensive list of Kyocera-developed business applications designed to save time and boost productivity in the workplace.

Innovolt Launches Management Cloud
Innovolt Inc. has announced the Innovolt Management Cloud (IMC), which enables enterprise users to remotely track and monitor business-critical electronics environments.

Print Tracker Announces One-Click Deployment for Simple Downloads
Print Tracker has announced the addition of its One-Click Deployment option, designed to assist dealers with the remote setup of Print Tracker PRO.

EverBank Expands Office Products Sales Team with Michael Chard
EverBank Commercial Finance Inc. has announced that Michael Chard has joined EverBank Commercial Finance's office products team as a relationship manager for the firm's Mountain States and Minnesota regions.

Click here for all recent BTA Hotline articles.

July
10
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.
July
17
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.
July
30-
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.
Aug.
1-2
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.
Aug.
3
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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