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July 8, 2014
Issue No. 408

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

Do You Know the Top Three Mistakes Dealers Make When Recruiting Salespeople?

Jason King of Salesfish will give you his thoughts in this short video.

Just click here to watch:

Salesfish is a sales training specialist in the office technology industry. King was the number-one dealer salesperson for Konica Minolta in Australia for many years.

For more information, visit

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 Five New Members

ENX Magazine & The Week in Imaging Announce Merger
Susan Neimes, publisher and managing editor of ENX Magazine, and Scott Cullen, publisher and editor of The Week in Imaging (TWII), have announced an agreement to merge the two publications.

Canon Introduces Canon Print Service
Canon U.S.A. Inc. has announced Canon Print Service, a mobile print offering that enables users to print from any Android version 4.4 (KitKat)-enabled device, as well as select HP Slate devices to select Canon models.

Copier Careers Publishes 2014 Sales Manager Salary Survey
Copier Careers has published its 12th annual Sales Management Salary Survey.

Brother Collaborates With Protected Trust
Brother International Corp. has announced its joint solution with Protected Trust to expand the breadth of Brother's IT services to customers that utilize its hardware and cloud offerings.

Lexmark's Statement on Counter Offer to the Shareholders of ReadSoft
Lexmark International Inc. presented a revised offer to the shareholders of ReadSoft of SEK 43.00 on June 19, 2014, representing a 133.7 percent premium compared to the closing share price of SEK 18.40 per class B share in ReadSoft on the last trading day before the announcement of the initial offer on May 6, 2014.

Ricoh Launches 1To1 Create Marketing Services
Ricoh Americas Corp. has announced the availability of its 1to1 Create Marketing Services and the results of its first campaign with Graphics Plus of Lisle, Ill.

Click here for all recent BTA Hotline articles.

Building 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.
BTA Strategic Sales Workshop - Hartford, Conn.
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.
10-11ProFinance 2.0 - Las Vegas, Nev.
Over the last 12 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. But with the introduction of color, connectivity, software, managed print services (MPS) and managed network services (MNS), the business has changed — and ProFinance has changed with it. Taught by John Hey and Todd Johnson 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.
15-16Grand Slam - A district event hosted by BTA East - Baltimore, Md.
Have you left the past in the past? Or, in some ways, are you still operating your dealership as if it was 1994 — or even 2004 — instead of 2014? Have you fully embraced the new opportunities that are best for your dealership? Have you positioned your sales, service and marketing efforts to ensure your ongoing success? Look at your dealership as it is today. Are you headed in the right direction? 2014's Grand Slam, open to BTA member and non-member dealers from across the country, is all about learning from recognized industry leaders. Collectively, they will provide the insight, guidance and tools you need to help ensure your dealership remains your market's premier resource for office technology and services. Join your fellow dealers and 20-plus exhibitors on Sept. 15-16 in Baltimore, Md., to make sure you are headed in the right direction. The event will feature a keynote by Scott Maccabe, president and CEO of Toshiba America Business Solutions Inc. (TABS), a dealer panel, a manufacturer panel, five additional educational sessions and a trip to Oriole Park at Camden Yards to see the Toronto Blue Jays take on the Baltimore Orioles. BTA dealer members receive 2-for-1 registration when they register by Aug. 15! For more information or to register online, click here.
24-25Select Dealer Group Meeting - Napa, Calif.

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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