July 2, 2013
Issue No. 357

MPSConnect is a leading source for curated MPS-specific information, helping IT and imaging professionals around the world in their efforts to stay up-to-date on all the network printing news. MPSConnect provides the MPS marketing professional the leading media engine to send his (or her) MPS message to his target audience. This is accomplished via our non-competitive forum for free, efficient and centralized access to the fullest array of information related to the global MPS industry.

Our Web portal, newsletters, industry-specific search engine and related tools are provided free of charge. The MPSConnect community is comprised of Global 1000 C-levels, business managers, senior decision-makers, print service providers, consultants, hardware and software vendors, dealers and OEMs.

Visit www.mpsconnect.com for more information.

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.)

BTA Webinar on Setting Qualified Meetings Scheduled for July 10
The 67th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Wednesday, July 10.

In Memoriam: Norman Leroy Lankford
Norman Leroy Lankford passed away Monday, May 6, 2013, at Yuma Regional Medical Center in Yuma, Ariz.

Toshiba Unveils First MFP Incorporating Erasable Toner
To help change the paradigm of how organizations print while promoting a new era of corporate environmental sensibility, Toshiba America Business Solutions Inc. has introduced its e-STUDIO306LP/RD30 MFP.

Ricoh Builds New TotalFlow DocEnhancer Verification Feature
Ricoh Production Print Solutions (Ricoh) has announced that it has expanded its critical communications suite of solutions.

Konica Minolta Launches OnBase Connectors for bizhub MFPs
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced the availability of the bizhub MarketPlace Connect to OnBase App and Dispatcher Phoenix OnBase Connector for Konica Minolta's line of bizhub office and production equipment.

FileBound Releases FileBound 6.5.2
FileBound has announced the availability of its latest product release, FileBound 6.5.2.

TABS Appoints Maccabe as President & CEO
Toshiba America Business Solutions Inc. (TABS) has appointed Scott Maccabe as its new president and CEO, replacing interim president and CEO Noboru Sawada.

ECi Releases RouteTrak for Android
ECi Software Solutions has announced that its RouteTrak premium proof-of-delivery system is now available for Android.

Click here for all recent BTA Hotline articles.

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.
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.
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.
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.
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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