Can't view HTML emails? Click here for an online version of the Hotline.

June 30, 2015
Issue No. 457

BTA Member Dealers Receive 2-for-1 Registration!

GreatAmerica Knows MPS

You have MPS challenges, so we have invested in the tools, partnered with industry leaders and have the knowledge and training to help you move forward with a complete MPS solution.

As the ONLY financing company earning the CompTIA Managed Print Trustmark, the MPSA's Corporate Recognition and with more than a decade of MPS experience, we can help your dealership accelerate its success in MPS.

  • Bundling — Through our flexible, sophisticated systems, our billing is able to match your go-to-market.
  • Invoicing — We reduce confusion by providing a single invoice to your customers that combines ALL aspects of your business.
  • Technology integrations — Reduce errors and increase efficiency — we integrate with leading ERP and CRM systems!
  • MPS documentation — MPS can get complex fast and you need a partner that simplifies it.

Our MPS capabilities extend beyond financing and billing — ask us about our hiring services and FleetView fleet monitoring tool!

For more information, call (800) 234-8787 or email

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.)

BTA West to Host Capture the Magic Aug. 6-7 in Las Vegas
On Aug. 6-7, the Business Technology Association's (BTA) West district will host its annual Capture the Magic event at The Venetian in Las Vegas, Nevada.

InfoTrends & ITEX Announce Conference Partnership
InfoTrends has announced it has partnered with the ITEX National Conference and Expo to guide the programming and direction for the 2016 conference and trade show.

Digitek Appoints Aaron Dyck as Senior Director of Solutions
Digitek has announced the addition Aaron Dyck as senior director of solutions.

Parts Now Reconfigures Toner Product Line
Parts Now has announced a reconfiguration in its supplies offering due to the success of Zero Waste Cartridge (ZWC) toner.

Click here for all recent BTA Hotline articles.

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.
20Building My Business Webinar: "Proactive Prospecting — Turning an Interruption Into a Sales Conversation"
If you are in sales, you are also in prospecting. Getting in front of the right buyer is the single most crucial element in sales success, yet many sellers struggle to maintain and leverage a consistent prospecting regimen. This webinar, led by Tibor Shanto of Renbor Sales Solutions, will examine: why reps are reluctant to prospect; how to help them overcome this reluctance; a proven process for prospecting success; dealing with email and voicemail; and introducing a means of creating sustained change behaviors in your team. You will learn why looking for need and pain will limit prospecting success, and what you have to introduce into the call if you are going to overcome apathy and complacency in buyers. You will also learn how to deal with the most common objections you will face while prospecting. 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

Join BTA on Twitter, Facebook, LinkedIn and Google+
Click the buttons below to follow, become a fan or add BTA.

BTA Membership
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.