August 14, 2012
Issue No. 313

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

Dealer Marketing Systems helps office technology dealers grow by:

  • Selling new solutions to existing clients
  • Creating competitive advantage to attract new clients
  • Expanding your online presence through multiple social media platforms
  • Optimizing your website to be easily found by today's most popular search engines
  • Marketing to your clients in ways they will be most likely to respond, such as social media and email marketing

Click here to download a PDF outlining Dealer Marketing Systems' offerings.

Visit for more information.

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.)

Todd Hamblin Named President of Lexmark Canada
Lexmark International Inc. has announced that Todd Hamblin was recently appointed president of Lexmark Canada.

Innovolt Announces Ben Grimes as CTO
Innovolt has appointed Ben Grimes as its chief technology officer (CTO).

Computhink Releases ViewWise 7.1
Computhink has released the latest version of its document and content management solution, ViewWise 7.1.

Bernadino-Graydus Named LEAF's Director of Operations
LEAF Commercial Capital Inc. (LEAF) has announced that Sandy Bernadino-Graydus has joined the company as director of operations.

Print Audit Releases Print Audit 6 for Mac Version 6.3.4
Print Audit has released an update for the Mac version of its flagship print management software, Print Audit 6.

NER & Capella Sign Distribution Agreement
NER Data Corp. (NER) has announced a distribution agreement with Capella Technologies.

ESP Launches eCommandCenter
Electronic Systems Protection Inc. (ESP) has launched its new energy management and power protection platform, the eCommandCenter.

KYOCERA Announces National Contest Winner, Finalists
KYOCERA Document Solutions America has announced its Grand Prize winner and regional finalists for its "Taking Care of Business" demo competition for authorized dealers across the United States.

Formax Introduces ColorMax7 Digital Color Printer
Formax has introduced the ColorMax 7 Digital Color Printer.

DocuWare Now Offering SaaS Solutions
DocuWare is now offering its solutions as "Software as a Service" (SaaS) offerings.

Click here for all recent BTA Hotline articles.

Building 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 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.

2012 BTA Service Report

The 2012 Service Report is useful for comparing your service operations to those of your peers. This year's report provides data broken down into performance categories: profitability (service revenue per service employee and per technician, service sales per unit in base, service gross profit, etc.), personnel (technician accountable time, average billing rate, incentive plans, distribution of time, clicks per technician, etc.), call center efficiencies (response times, gross calls per day, recalls and incompletes, installation times, etc.) and product (copier/MFPs on contract and T&M, percent of sales, etc.).

Visit for more information.

For more information on other BTA member benefits, visit

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 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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