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

Aug. 5, 2014
Issue No. 412

There are a lot of recruiters out there who say they know the copier business. But nobody knows it like Copier Careers.

For almost 30 years, Copier Careers has dedicated itself exclusively to helping independent copier/MPS dealerships find experienced staff to stay ahead of the curve.

The 12th-annual Copier Careers' 2014 Service & Operations Manager Salary Survey will be published in its August 2014 newsletter. BTA members can get an early preview on Copier Careers' website now. Go to

This year's survey reflects the responses of 1,772 copier channel service and operations managers who participated in Copier Careers' online survey.

More than Resumes, Candidates®

Learn more about how Copier Careers can help move your business forward. Visit or call (888) 733-4868.

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.)

BTA Welcomes Eight New Members

BTA East to Host Grand Slam Sept. 15-16 in Baltimore, Md.
On Sept. 15-16, 2014, the Business Technology Association's (BTA) East district will host its annual Grand Slam event at the Marriott Inner Harbor at Camden Yards in Baltimore, Md.

Canon Expands imagePROGRAF Lineup
Canon U.S.A. Inc. has unveiled six new models in its imagePROGRAF lineup: four new five-color, large-format inkjet printers — the 36-inch iPF785 and iPF780 models, and the 24-inch iPF685 and iPF680 models — and two new large-format imaging systems — the iPF785 MFP M40 and iPF780 MFP M40.

CIT Completes Acquisition of Direct Capital Corp.
CIT Bank has announced that it has completed its acquisition of Portsmouth, N.H.-based Direct Capital Corp., a provider of financing to small and mid-sized businesses.

Square 9 Releases SmartSearch v4.0
Square 9 Softworks has announced the release of SmartSearch 4.0, delivering users with an enriched Web-based collaborative experience.

docSTAR & GEO Jobe GIS Consulting Announce eclipse for ArcGIS
docSTAR and GEO-Jobe GIS Consulting have announced the creation of the eclipse for ArcGIS platform.

Click here for all recent BTA Hotline articles.

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 August 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.

2014 BTA Channel's Choice Report

The Business Technology Association's (BTA) annual Channel's Choice Report is now available for download on the BTA website. Free to BTA members, the 125-page report offers a detailed look at the results of the BTA Channel's Choice balloting process and provides comparisons of how dealers rate the performance and support of each of the industry's leading hardware vendors, as well as remanufactured cartridge vendors and third-party leasing companies. Previous years' reports are also available for download on the BTA website. You will need your member username and password to access and download the reports.

For more information, visit

For more information on other BTA member benefits, visit

Join BTA on 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.