July 9, 2013
Issue No. 358

What keeps your dealership ahead of the competition?

Don't leave the door open for competitive solution providers to visit your equipment customers. Be the one offering solutions directly to your customer base — document management solutions that are relevant to every company, no matter its size.

DocuWare makes the transition to selling practical solutions easy.

Learn firsthand by visiting the DocuWare exhibit table at BTA's Capture the Magic district event in Las Vegas, Aug. 1-2.

DocuWare offers channel-only distribution, maximizing your margins. Benefit from its "out-of-the-gate" business plan, including: sales tools, ongoing education, field sales support and more. Learn how to build your own successful professional services team so you control 100 percent of your customer relationship. DocuWare provides everything you need to succeed as a professional services solutions-based company.

DocuWare has more than 100,000 users in 72 countries. It is an extremely robust product that is ISO:9001 certified, FDA compliant and scalable to any size organization. DocuWare automates business processes, enabling improved customer service and increased cash flow, all while reducing costs.

Want to learn more? Contact DocuWare today at (888) 565-5907 or www.docuware.com.

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 Welcomes 11 New Members

AIIM, BTA Set 'How to Sell Document Management Solutions' Workshop for Aug. 3
The Business Technology Association (BTA) and AIIM have announced the How to Sell Document Management Solutions workshop, to be held Aug. 3 in Las Vegas.

BTA's FIX Workshop Scheduled for July 17
On July 17 in Cerritos, Calif., the Business Technology Association (BTA) will present the FIX: Cost Management for Service workshop.

Samsung & Perceptive Software Form Partnership
Samsung Electronics America Inc. has announced a technology partnership with Perceptive Software.

Print Audit Improves Local Tracking in Facilities Manager
Print Audit has again improved its local tracking in Facilities Manager with the ability to track detailed information from locally connected Hewlett-Packard (HP) devices.

ITsavvy Joins TABS' Independent Dealer Network
ITsavvy has joined forces with Toshiba America Business Solutions Inc. (TABS) and signed on as an independent dealer of TABS' entire array of e-STUDIO MFPs and thermal bar code printers.

Nuance Releases Equitrac 5
Nuance Communications Inc. has announced new versions of its Equitrac print management software.

Muratec Launches MFX-3091
Muratec America Inc. has announced the availability of the MFX-3091, an A4 monochrome multifunction device.

Continuum Doubles NOC Capacity
Continuum has advanced its 24/7 network operations center (NOC) through a move to a larger and more comprehensive facility in Mumbai, India.

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.
BTA Strategic Sales Workshop - Charlotte, N.C.
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 is 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 in order to establish increased consistency and repeatability; confidence and activity; differentiation and credibility; role clarity and specialization; client interaction and impact; and efficiency and closed business. 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.
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 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.

Buyers Lab's Winning Combination

Buyers Lab's (BLI) Winning Combination includes: bliQ, a comprehensive and trusted resource of competitive intelligence and sales tools for the hardware imaging industry; Solutions Center helps improve the way you research, position and pitch software solutions to customers and prospects; Mobile Access allows you to meet with customers and prospects anywhere and have access to valuable information from your smartphone or tablet; Flexible Access allows enterprise accounts to assign an account administrator to add/remove users and run usage reports; and BLI’s Superior Customer Service will help you save time, increase productivity and enhance proposals.

BTA members receive a 20-percent discount on new BLI subscriptions.

Visit www.bta.org/BLI for more information.

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 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: Capital Sources: Internal, Trade, Debt and Equity; The Fraud Triangle; Actions That Can Pierce Your Corporate Veil; and much more! Click here to download.

Join BTA on Twitter, Facebook and LinkedIn
BTA has expanded its Web presence to Twitter, Facebook and LinkedIn. Click the buttons below to follow, become a fan or add BTA.

BTA Membership
Your BTA benefits are listed on the BTA website. Be sure to take full advantage of your membership by using the many discount programs and business services BTA offers exclusively for its members. Click here to learn more. Not a member yet? Join online.

Can't view HTML emails? Click here for an online version of the Hotline.

To unsubscribe from BTA emails, click here.