June 26, 2012
Issue No. 306





Finding it difficult to hold onto customers?

If you are finding it difficult to build customer loyalty beyond the life of the hardware lease, you might want to consider selling DocuWare document management solutions.

DocuWare offers channel-only distribution, maximizing your margins. Benefit from DocuWare's "out-of-the-gate" business plan that includes sales tools, ongoing education, field sales support and more. Learn how to build your own successful professional services team so you control 100 percent of your customer relationship. We provide everything you need to succeed as a professional services solutions-based company.

DocuWare has more than 100,000 users in 72 countries. The software is extremely robust and is ISO:9001 certified and FDA compliant. It is also scalable to any size organization and it automates business processes, enabling improved customer service and increased cash flow, all while reducing costs.

Want to learn more?
Contact DocuWare today at (888) 565-5907 or visit www.docuware.com.

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.)

Toshiba Launches New e-STUDIO Series
Toshiba America Business Solutions Inc. has introduced the e-STUDIO2050c/2550c series and e-STUDIO2051c/2551c series of MFPs.

Konica Minolta Launches bizhub PRO 951
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has launched the bizhub PRO 951 monochrome production print system.

Bay Copy Celebrates 40th Anniversary
BTA member Bay Copy celebrated its 40th anniversary recently with an open house that included presentations by the Massachusetts legislature and the South Shore Chamber of Commerce.

Paessler & MWAi Announce Partnership
Paessler AG and MWA Intelligence Inc. (MWAi) have formed a strategic partnership under which Paessler will provide a "private edition" of its PRTG Network Monitor software to MWAi.

Seagull Adds Support for New Toshiba Barcode Printers
Seagull Scientific has announced that it has added support for several Toshiba America Business Solutions' thermal barcode label printers — the B-EX4T1 and B-EX4T2 thermal printer series.

LEAF Partners with Computers for Kids
LEAF Commercial Capital (LEAF) has announced its new partnership with Computers For Kids, a charitable organization that recycles and refurbishes used computer equipment for the benefit of schools and children in need.

OMD & LaCrosse Software Now Integrated with Supplies Network
OMD Corp. has completed several new integrations between the OMD and La Crosse dealer management systems and Supplies Network.

LMI Announces Supply Order Automation with Print Tracker
LMI Solutions Inc. has announced automatic supply order integration with Print Tracker.

Print Audit Releases Copy Audit Touch 6.1.0
Print Audit has released a free downloadable update for all Copy Audit Touch users which features greater ease of use and fixes for issues found in previous releases.

Kyocera Receives Cerner Certification
Kyocera Document Solutions America has announced that 17 additional models within its popular ECOSYS and TASKalfa product families have been awarded Cerner Certification.

Toshiba Suspends Office Printing Awareness Campaign
Although started with the intention of promoting responsible everyday office printing practices and reducing office waste, Toshiba America Business Solutions Inc. has announced the suspension of its National No-Print Day (NNPD) campaign.

Click here for all recent BTA Hotline articles.

July
12
Building My Business Webinar - "InfoTrends Channel Study on Solutions & Services Adoption"
InfoTrends continues to see the lines blurring between the various IT channels, office equipment dealers, VARs and MSPs. It is becoming a competitive marketplace and the research firm predicts it to continue into the future. We see office equipment dealers going into the IT space and IT resellers going into the office equipment space, but do we really know the true adoption of these markets in terms of services and solutions? In this webinar, Randy Dazo of InfoTrends will discuss a recent study done by the research firm that reveals some of these adoption trends coming from both of these markets into the adjacent, competitive one. The results of the study are a direct contribution from the BTA community, from solutions and services trends research conducted earlier this year. Free to BTA members, this webinar is scheduled for 4 p.m. Eastern, Thursday, July 12. For more information or to register online, click here.
Aug.
8-9
ProFinance 2.0 - Chicago, Ill.
Over the last 10 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. But with the introduction of color, connectivity, software and managed print services (MPS), the business has changed — and ProFinance has changed with it. Taught by John Hanson and John Hey of Strategic Business Associates, ProFinance 2.0 incorporates these changes into the new 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.
16 Building My Business Webinar - "MPS Compensation Strategies"
As the office equipment landscape changes and you look to develop a professional services-type business, you need to look at how sales professionals are compensated. Traditional transactional compensation plans can be a challenge to effectively compensate and motivate sales professionals to move in that direction. In this webinar, Luis Gonzalez of SalesScoreKeeper LLC will discuss possible options to create and maintain both a transition and long-term strategies to motivate sales professionals to sell and maintain these types of accounts. This webinar will cover all aspects of preparing your dealership to move to this type of compensation, whether it is now or in the future. Free to BTA members, this webinar is scheduled for 4 p.m. Eastern, Thursday, Aug. 16. For more information or to register online, click here.
22-23 ProSolutions 2.0 - San Francisco, Calif.
ProSolutions 2.0, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, provides a time-tested strategic sales methodology that works. The sales process enhances the sales performance today and provides the tools to be successful in the future. In this workshop, you will learn: How to expand and leverage relationships into broader/higher-level discussions with accounts and prospects; How to gain understanding for the tactical and strategic aspects of the sales process; How to get to the C-level and what to do when you get there; Account planning; How companies spend their money to achieve business goals and solve business problems; How to help your customers and prospects identify and resolve business problems; How to develop your sales team; How you have evolved beyond the copier and that you have a lot to offer, but you can still be pigeon-holed as a "copier company" and that can shift the playing field to your disadvantage; and how to utilize an effective account review process. 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.

Pre-Employment Assessments from YardeZone

YardeZone has developed a proven process for cultivating positive, results-driven change at client organizations. The company's approach involves every member of your team — using consensus management as a core measure of success.

YardeZone is now offering BTA members three new pre-employment assessments at special BTA member-only pricing: the Profile Sales Assessment (designed to help you find the right sales representatives and sales managers), the Profile XT Assessment (designed to help you find the right service technicians, service managers and office managers) and the Customer Service Profile (designed to help you find the right receptionists, customer service representatives and administrative assistants).

Click here to learn more.

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: Build This Into Your Biz; Customer Purchase Criteria and Signaling; How Not to Value a Business; Your LIfe Insurance; and much more! Click here to download.

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