July 24, 2012
Issue No. 310


Early-Bird Special for Dealers: Register by Friday, July 27,
to receive a $50 cash rebate on-site!


IBPI — Saving Time & Money for Dealers for 25 Years

IBPI is the largest buying group in our industry with more than 320 commercial copier and print dealers representing annual sales in excess of $3.6 billion. IBPI's buying power saves you money, and with its quality vendor offerings, you will not have to shop around for the best deal. Last year, the average IBPI member saved between $29,500 and $175,000 on their purchases through IBPI programs. Contact IBPI to find out how you can save too!

IBPI negotiates relationships with quality vendor programs, such as its newest additions: Ademero Inc. and Kingston Training Group.

Put the power of IBPI to work for your dealership. Call (480) 393-1694 for details on how to join or visit www.IBPI.net.

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.)

Samsung Releases New A3 & A4 Models
Samsung Electronics America Inc. has announced a new line of color and monochrome MFPs.

Square 9 Releases Smart Search 3.3
Square 9 Softworks has released SmartSearch 3.3.

Canon Launches imageFORMULA ScanFront 300e/300eP
Canon U.S.A. has launched the ScanFront 300e and ScanFront 300eP networked document scanners featuring Nuance eCopy ShareScan.

Innovolt & Katun Form Partnership
Innovolt Inc. has announced a strategic relationship with Katun Corp.

Panasonic Launches Document Scanner for SMBs
Panasonic has introduced the KV-S1046C document scanner, ideal for small and medium-sized office settings.

Trendler USA Partners with PGA of America
Trendler USA has announced its partnership with the PGA of America North Florida Section to offer its Freedom Friday apparel as an incentive to promote its new products.

Click here for all recent BTA Hotline articles.

Aug.
8-9
ProFinance 2.0 - Chicago, Ill.
Over the last 10 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. But with the introduction of color, connectivity, software and managed print services (MPS), the business has changed — and ProFinance has changed with it. Taught by John Hanson and John Hey 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.
16Building My Business Webinar - "MPS Compensation Strategies"
As the office equipment landscape changes and you look to develop a professional services-type business, you need to look at how sales professionals are compensated. Traditional transactional compensation plans can be a challenge to effectively compensate and motivate sales professionals to move in that direction. In this webinar, Luis Gonzalez of SalesScoreKeeper LLC will discuss possible options to create and maintain both a transition and long-term strategies to motivate sales professionals to sell and maintain these types of accounts. This webinar will cover all aspects of preparing your dealership to move to this type of compensation, whether it is now or in the future. Free to BTA members, this webinar is scheduled for 4 p.m. Eastern, Thursday, Aug. 16. For more information or to register online, click here.
22-23ProSolutions 2.0 - San Francisco, Calif.
ProSolutions 2.0, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, provides a time-tested strategic sales methodology that works. The sales process enhances the sales performance today and provides the tools to be successful in the future. In this workshop, you will learn: How to expand and leverage relationships into broader/higher-level discussions with accounts and prospects; How to gain understanding for the tactical and strategic aspects of the sales process; How to get to the C-level and what to do when you get there; Account planning; How companies spend their money to achieve business goals and solve business problems; How to help your customers and prospects identify and resolve business problems; How to develop your sales team; How you have evolved beyond the copier and that you have a lot to offer, but you can still be pigeon-holed as a "copier company" and that can shift the playing field to your disadvantage; and how to utilize an effective account review process. For more information or to register online, click here.
Sept.
19-20
BTA Managed Services Workshop - Baltimore, Md.
The managed services (MS) opportunity provides a tremendous market for MFP dealers. MS offers a more cost-effective way for your customers to manage their current spending on IT support. By utilizing technology and automation versus traditional break-fix labor, performance and stability increase and costs go down. But this is just a component of the larger opportunity for our channel. The combination of additional cloud-based solutions, hardware-as-a-service offerings and the technology road-map services that your SMB customers need are not only key program differentiators, but are also best-practice strategies for both account expansion and successful integration into the bullpen for the core business. In this workshop, Mitch Morgan and Chris Ryne of Growth Achievement Partners will show you how to set up a managed services business in your company. Areas of focus will include: the phases of the MS process, financial targets, packaging of services, MS systems and processes, staffing, dealing with competition and the MS sales process. 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.

Crawford Thomas Recruitment Services

Crawford Thomas, a nationwide full-service sales recruitment firm that specializes in the recruitment of office automation sales reps, MPS reps, production print specialists, sales managers and all support staff is proud to offer discounted recruitment/staffing services to all BTA members.

One of Crawford Thomas's largest divisions is its office automation recruitment team. With thousands of successful placements in the imaging industry, you know can count on Crawford Thomas to continuously supply you with unique and high-caliber talent with the industry experience you need.

Crawford Thomas makes Fortune 500 recruitment services available to all sales organizations, regardless of their size or hiring volume.

Services offered: Recruitment, staffing, backgrounds, drug tests, hiring process design, recruitment training and human resources consulting.

Click here to learn more.

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: Proposals That Close More Business; C-corp Status Kills Biz Sale Value; The Balance Sheet; and much more! Click here to download.

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