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July 1, 2014
Issue No. 407

Dealers: Register by July 8 to be entered into a drawing for a chance
to win an iPad Air! (Must be present at the drawing to win.)

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

For almost 30 years, Copier Careers has dedicated itself exclusively to helping independent copier/MPS dealerships find experienced staff to stay ahead of the curve.

The 12th-annual Copier Careers' 2014 Sales Manager Salary Survey will be published in its July 2014 newsletter. BTA members can get an early preview on Copier Careers' website now. Go to

This year's survey reflects the responses of 1,069 copier channel sales managers who participated in Copier Careers' online survey.

More than Resumes, Candidates®

Learn more about how Copier Careers can help move your business forward. Visit or call (888) 733-4868.

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.)

Toshiba Releases New e-STUDIO MFPs
Toshiba America Business Solutions Inc. (TABS) has unveiled its e-STUDIO557/657/757/857 series of MFPs.

Clover & MSE Announce Strategic Merger
June 26, 2014 — Today, Clover, the global leader in the recovery, refurbishment, remanufacturing and redeployment of business and electronic assets, and Micro Solutions Enterprises (MSE), the global leader in patented technologies for high-quality remanufactured toner cartridges, announced their strategic merger.

Ervin Equipment Finance Renames & Rebrands
UniFi Equipment Finance, formerly Ervin Equipment Finance, has announced its official name change.

Balboa Capital Opens New Office
Balboa Capital has opened a new office in Jacksonville, Fla., to serve its existing and future equipment vendor partners on the East Coast.

CIT to Acquire Direct Capital
CIT Bank, the U.S. commercial bank subsidiary of CIT Group Inc., has entered into an agreement to acquire Portsmouth, N.H.-based Direct Capital Corp.

Coordinated Business Systems Named Exclusive Office Technology Partner for 2014 All-Star Game
For the past several years, BTA member Coordinated Business Systems has been the official document imaging technology supplier to the Minnesota Twins.

Digital Gateway Releases Version 8.5 of e-automate
Digital Gateway Inc. has announced the release of version 8.5 of its e-automate software for the service technology industry.

Konica Minolta Launches Dual-Engine bizhub PRESS 2250P
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has launched the bizhub PRESS 2250P monochrome digital press.

Click here for all recent BTA Hotline articles.

BTA 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.
15-16BTA Strategic Sales Workshop - Phoenix, Ariz.
From equipment to software, MPS, MNS and everything in between, today's dealership has more to offer clients than ever before. But how effective is the dealership in selling all of those things? Is there a perception that each opportunity has a different sales process — either by the solution type or by the rep? Today's sales professionals not only need an updated sales approach to be successful today and into the future, but also a repeatable sales process that provides a consistent framework for all that they sell. This workshop is a sales transformation course focused on understanding, utilizing and implementing this sales process. This workshop, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, provides a time-tested strategic sales process that works by enhancing sales performance today and providing the tools to be successful in the future. For more information or to register online, click here.
23Building My Business Webinar: "LinkedIn — More Than a Networking Tool"
LinkedIn is a powerful tool that, when utilized correctly, is the world's largest free résumé database and CRM system in the world. Understanding how to utilize LinkedIn correctly can benefit and grow your dealership tremendously. This session, led by R. Thomas Bruguiere of Crawford Thomas Recruiting, will address and show you how to utilize LinkedIn as a recruiting resource and a sales prospecting tool. It will also show participants how to maximize their current LinkedIn profiles or create one for the first time. For more information or to register online, click here.
Capture the Magic - A district event hosted by BTA West - Las Vegas, Nev.
It is a new world. Selling boxes and focusing on end-of-lease hardware upgrade opportunities was the status quo for many years. That was the old world. Today, end-user expectations have changed and so has the use of technology in the workplace. Think solutions. Think mobility. Think Millennials. It all points to one thing: It's time for your dealership to embrace all that is new. 2014's Capture the Magic, open to BTA member and non-member dealers from across the country, is all about providing you the insight, guidance and tools you need to embrace the new — new team members, a new business plan, a new sales strategy, a new service strategy, new opportunities and a new future. Join your fellow dealers and 30-plus exhibitors on Aug. 7-8 in Las Vegas to learn how to get to where you need to be in the new world. The event will feature a keynote workshop by Jaynie Smith, CEO of Smart Advantage, six additional educational sessions focused on what is new in the industry, and a Cirque du Soleil Beatles LOVE show. BTA dealer members 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 July 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.

BizSupplies Office Supplies Retailing Opportunity

BizSupplies provides BTA member dealerships with the tools and resources to offer more than 40,000 office products, toner, paper, janitorial supplies, break-room supplies, furniture and teaching supplies to their customers, at prices equal to or better than the online superstores. BizSupplies operates as the complete "back office" for dealerships, providing the order platform, marketing, customer service, inventory, pricing models, order fulfillment, delivery, returns, billing and collection. A dealership simply provides its custom website to customers and prospects, and gets paid when purchases are made. By paying on a percentage of net margin rather than a percentage of product price, dealerships can earn a higher commission.

For more information, visit

For more information on other BTA member benefits, visit

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