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July 14, 2015
Issue No. 459

Hotel Discount Deadline is Tomorrow, July 15 —
Reserve Your Room Today!

Crawford Thomas Recruiting, a nationwide sales recruitment firm that specializes in the recruitment of business technology sales, MPS, management and support staff, is proud to offer discounted recruitment/staffing services to all BTA members.

As one of the only large recruiting firms that really understand the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 50-plus in-house recruiters to deliver top talent.

Crawford Thomas Recruiting makes Fortune 1000 recruitment services available to all sales organizations, regardless of their size.

Sales, technicians, IT, MPS, MNS, management/operations and admin, please email or call (888) 649-6616.

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.)

ECi Announces e-automate PSN Integrations With Arlington Industries & Carolina Wholesale
ECi Software Solutions has announced two Private Supply Network (PSN) integrations with its e-automate software for dealers who provide technology services and office equipment.

KYOCERA Document Solutions America Introduces ECOSYS M6530cdn MFP
KYOCERA Document Solutions America has launched the ECOSYS M6530cdn MFP.

Continuum Launches Online Encyclopedia for Managed IT Services
Continuum has launched MSPedia, a collection of product-agnostic, educational articles packed with information relevant to managed IT services.

Square 9 Delivers New Browser-Based Environment
Square 9 Softworks has released SmartSearch 4.2, the latest and most innovative version of the company’s enterprise content management suite, built with enriched feature functionality to drive productivity via the Web.

Katun Expands Line of Toners For Use in Kyocera Applications
Katun Corp. has expanded its line of Katun toners for use in Kyocera applications.

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.

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