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Aug. 12, 2014
Issue No. 413

Don't lose another customer.

If you are not offering your customers a document management solution, you could easily lose them to the competition. Why? Because industry leaders' research tells us that customers are looking; so if you aren't selling it, someone else will.

Benefit from our proven out-of-the-gate business plan including: sales tools, ongoing education, field sales support and more. Learn how to build your own successful professional services team so you control 100 percent of your customer relationship.

DocuWare — more than 100,000 users in more than 70 countries — extremely robust, ISO:9001 certified, scalable to any size organization.

Learn more today.
Visit, call (888) 565-5907, ext. 211 or email

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's Aug. 14 Webinar to Focus on Hiring & Training Top Salespeople
The 80th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, Aug. 14.

OKI Data Earns Managed Print Trustmark
OKI Data Americas has announced it has received the CompTIA Managed Print Trustmark.

MWAi Welcomes Dyck as Chief Distribution Officer
MWA Intelligence (MWAi) has welcomed Aaron Dyck to the company as chief distribution officer (CDO).

DocuWare & Objectif Lune Announce Connector
DocuWare and Objectif Lune have announced the release of a new connector within the PlanetPress Workflow Tool, integrating their two solutions.

Lexmark Increases Tender Offer Price for All Outstanding Shares of ReadSoft
Lexmark International Inc. has announced that it has increased its cash tender offer price for all of the outstanding shares of Sweden-based ReadSoft.

Ricoh Unveils New Customer Innovation Center
Ricoh Americas Corp. has announced the unveiling of its Customer Innovation Center in Boulder, Colo.

Canon Launches Océ PlotWave 500
Canon U.S.A. Inc. has announced the launch of the Océ PlotWave 500 large-format printing system.

Supplies Wholesalers Opens New Distribution Center
Supplies Wholesalers has announced it has opened a new distribution center in Reno, Nev.

Katun Introduces New Toners
Katun Corp. has introduced Katun Performance toner for use in the Toshiba e-STUDIO 555/855 products, and Katun Performance black toner for use in Sharp MX-2310/3111U copiers and printers.

Click here for all recent BTA Hotline articles.

Building 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 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! 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

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