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July 7, 2015
Issue No. 458

BTA Member Dealers Receive 2-for-1 Registration!

The 2015 Copier Careers Sales Manager Salary Survey is available now! This year's survey reflects the responses of 1,123 copier channel sales managers — a new record. The survey measures a variety of data and provides a snapshot of how well sales managers are compensated, how satisfied they are in their careers and what's next for the industry. Read the results for free online at

Copier Careers is a retained recruiting firm dedicated exclusively to helping independent copier dealers find experienced service techs, copier sales reps, managers, controllers, back-office staff, and MPS and MNS experts.

More Than Resumes, Candidates®

Learn more at

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 Welcomes 10 New Members

BTA’s FIX: Cost Management for Service 2.0 Scheduled for Aug. 5-6
On Aug. 5-6 in Las Vegas, Nevada, the Business Technology Association (BTA) will present FIX: Cost Management for Service 2.0 as a front-runner to the association’s Capture the Magic district event, hosted by BTA West.

BTA's July 16 Webinar to Focus on Selling Strategies in the Internet Era
The 91st webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, July 16.

Xerox Helps Channel Partners Capture Nearly $16 Billion SMB Market Opportunity
Nearly three-quarters of small and medium-sized businesses (SMBs) do not have managed print services (MPS) in place — a substantial opportunity for channel partners to help clients reduce costs by up to 30 percent annually and improve predictability while generating new, recurring revenue for their businesses.

BEI Services Announces Darrell Leven as National Sales Manager
BEI Services Inc. has announced that industry veteran Darrell Leven is joining BEI's growing family.

Continuum Names New Senior Vice President of Engineering
Continuum has named John Mandel senior vice president of engineering.

Ricoh Releases RICOH SP 6430DN Black-and-White Printer
Ricoh has introduced a new, compact, durable and affordable black-and-white printer.

PrintFleet Announces New LINK Partner, Pulsar Technologies S.A.
PrintFleet Inc. has announced that Pulsar Technology S.A., headquartered in Madrid, Spain, is joining its rapidly growing family of PrintFleet LINK-enabled solution partners for the imaging industry.

Square 9 Unveils New Corporate Branding Strategy
Square 9 Softworks has unveiled a new brand identity, represented by the introduction of an ultramodern corporate logo that symbolizes the company's growth and transformation over its nine-year history.

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 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.

Sentry Insurance Services
Sentry Insurance provides a full line of business insurance including property, business personal property, commercial liability, automobile fleets, false pretense, workers’ compensation and equipment insurance, as well as employer-sponsored 401(k) programs. Sentry can help you create flexible, custom-made risk management solutions and provide property and casualty insurance, workers’ compensation, retirement plans, employee group benefits and business life planning. With Sentry you will spend less time worrying about insurance and more time running your business.

Visit for more information.

For more information on other BTA member benefits, visit

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