July 31, 2012
Issue No. 311

Early-Bird Special for Dealers: Register by Friday, Aug. 31,
to receive a $50 cash rebate on-site!


Crawford Thomas, a nationwide, full-service sales recruitment firm that specializes in the recruitment of office automation sales reps, MPS reps, PPS, sales managers 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 understands the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 40-plus in-house recruiters to deliver top talent.

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

Featuring the following BTA member discounted options:

  • Low-cost executive sourcing — all roles (job postings and powerful sourcing)
  • Contingency recruitment — techs, AEs, MPS reps, management, executive leadership
  • Retained search — Dedicated recruiters, unlimited hires for one low cost
  • Additional services include: background process outsourcing, drug tests, hiring-process design, recruitment training, HR consulting, succession planning, employee handbooks/policies, HRIS consulting, compensation and performance management

Please e-mail info@crawfordthomas.com or call (888) 649-6616 for information that may be helpful to your recruitment needs.

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.)

Toshiba Releases New e-STUDIO Color Series
Toshiba America Business Solutions Inc. has introduced the new e-STUDIO2050c/2550c and e-STUDIO2051c/2551c series' of MFPs.

Michael Mathé Joins Konica Minolta Business Solutions U.S.A.
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced Michael Mathé has joined the company as senior vice president of international sales.

Global Imaging Systems Acquires Martin Whalen Office Solutions
Global Imaging Systems (GIS) has acquired Illinois-based Martin Whalen Office Solutions.

DocuLex Releases Archive Studio's Enhanced Browser-Based Capture
DocuLex Inc. has announced the availability of the company's enterprise capture from the cloud.

Lexmark Reports Second Quarter Results
Lexmark International Inc. has announced its financial results for the second quarter of 2012.

KYOCERA Releases New HyPAS Business Applications
KYOCERA Document Solutions America has released additional functionality for two of its popular HyPAS business applications, DMS Link 4.0 and SharePoint Connector 4.0.

Epson Announces Five Flatbed Document Scanners
Epson America has announced five professional flatbed document scanners: the large-format WorkForce DS-70000, DS-60000 and DS-50000, and the letter-sized WorkForce DS-7500 and DS-6500.

Panasonic Announces Extended Warranty Upgrade for Scanners
Panasonic has announced that all of Panasonic's workgroup and departmental scanners, purchased as of July 2012, now feature a Three-Year Advance Exchange Warranty.

Metrofuser Announces Training for HP Printers
Metrofuser has announced a new class that combines the HP M600-class printers with its existing 4015/4515 training ServicePLUS program.

Parts Now Releases New Line of Fusers, Maintenance Kits
Parts Now has released the "S" series of remanufactured fusers and maintenance kits.

Print Audit Releases Update for Print Audit Secure
Print Audit has released a significant update to its print management service, Print Audit Secure.

Click here for all recent BTA Hotline articles.

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.
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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