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July 3, 2012
Issue No. 307
- Selling new solutions to existing clients
- Creating competitive advantage to attract new clients
- Expanding your online presence through multiple social media platforms
- Optimizing your website to be easily found by today's most popular search engines
- Marketing to your clients in ways they will be most likely to respond, such as social media and email marketing
For more information on BTA Hotline sponsorship, contact Brent Hoskins at firstname.lastname@example.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 Solutions & Services Adoption Set for July 12
The 55th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, July 12.
ECi Software Solutions Integrates PSN with Printer Essentials
ECi Software Solutions has announced the latest vendor integration on the ECi Private Supply Network (PSN).
Carolina Wholesale Expands Inventory of MPS Ready Hardware
Carolina Wholesale has recently expanded its inventory of MPS Ready remanufactured printers from Printersdirect from one to four distribution centers in response to market demand.
Click here for all recent BTA Hotline articles.
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.
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 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.
Crawford Thomas Recruitment Services
Crawford Thomas, a nationwide full-service sales recruitment firm that specializes in the recruitment of office automation sales reps, MPS reps, production print specialists, sales managers and all support staff is proud to offer discounted recruitment/staffing services to all BTA members.
One of Crawford Thomas's largest divisions is its office automation recruitment team. With thousands of successful placements in the imaging industry, you know can count on Crawford Thomas to continuously supply you with unique and high-caliber talent with the industry experience you need.
Crawford Thomas makes Fortune 500 recruitment services available to all sales organizations, regardless of their size or hiring volume.
Services offered: Recruitment, staffing, backgrounds, drug tests, hiring process design, recruitment training and human resources consulting.
Click here to learn more.
For more information on other BTA member benefits, visit www.bta.org/MemberBenefits.
July/August Issue of The Business Owner Posted to the BTA Website
You will need your member login and password to download. Please contact BTA at email@example.com if you do not have your member login and password. You may also access past issues of The Business Owner online. In this issue: Proposals That Close More Business; C-corp Status Kills Biz Sale Value; The Balance Sheet; and much more! Click here to download.
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