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July 22, 2014
Issue No. 410

Got Savings?

Hytec has you covered. With Hytec, you can save up to 70 percent of new board replacement costs. Plus, you can rest assured with Hytec's quality-driven repair processes and free technical support. Increase your first-call effectiveness, save time and keep your money where it belongs. Hytec is always lending a hand to Ready. Set. Save!

To learn more about Hytec's services, visit or call toll free at (800) 883-1001.

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.)

VMware CIO Tony Scott Joins Board of Advisors at Continuum
Continuum has welcomed Tony Scott, senior vice president and CIO at VMware, to its board of advisors.

Toshiba Unveils New e-STUDIO Line
Toshiba America Business Solutions Inc. (TABS) has unveiled its e-STUDIO287csl/347csl and e-STUDIO477sl products.

Photizo Group Selects Leading MPS Providers
Photizo Group has recognized several independent channel providers around the world as leaders in managed print services (MPS).

Office Document Consulting Releases DOCassess Mapping App
Office Document Consulting Inc. (ODC) has announced the release of the DOCassess Mapping App 1.0.

Balboa Capital Continues Rapid Growth, Expands Workforce
Balboa Capital has hired 130 new employees during the first six months of 2014 to accommodate the growing demand for the company's diverse portfolio of financing products.

CIT to Acquire OneWest Bank
CIT Group Inc. has announced that it has entered into a definitive agreement and plan of merger with IMB Holdco LLC, the parent company of OneWest Bank N.A. (OneWest Bank), for $3.4 billion in cash and stock.

Clover & MSE Complete Strategic Merger
July 21, 2014 — Clover, a global leader in the recovery, refurbishment, remanufacturing and redeployment of business and electronic assets, and Micro Solutions Enterprises (MSE), a global leader in patented technologies for high-quality remanufactured toner cartridges, today announced the completion of their merger.

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.
14Building My Business Webinar: "Hire and Train Top Salespeople: Get the Most Out of Your Team"
Do you struggle to hire the right salespeople and help them succeed? If you do, you are not alone. Many small business owners see hiring as a "black art" and feel powerless to distinguish between salespeople to find the winning combination for their teams. This results in hires based on faulty information, on trained interviewers and on simply hiring "Mr. Right Now" instead of "Mr. Right." In this webinar, Troy Harrison of SalesForce Solutions will give you tools to find the right salesperson for your company and your opportunity. You will learn how to: build a search process that works; screen a résumé in 10 seconds — accurately; conduct a winning interview; know what references are meaningful and what references are not; use third-party assessments the right way; and more. 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 25-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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