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Aug. 18, 2015
Issue No. 464

BTA Member Dealers Receive 2-for-1 Registration!

The Trends and Benefits of Smart Card and Biometric Security Devices for Office Networks


Smart card readers and biometric fingerprint readers are becoming very popular as solutions for access control to enhance the security of office networks. This free white paper discusses these technologies, industry trends and the benefits of each device.

These devices can help prevent data and network breaches in your organization by tightening up the security at the point of network access.

As a leading brand of security keyboards and mice, CHERRY experts provide insightful information to help you select and use smart card and/or biometric devices with keyboards and mice.

Download your FREE WHITE PAPER now.

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 Managed Services Workshop Scheduled for Sept. 23-24
On Sept. 23-24 at Continuum Managed IT Services headquarters in Boston, Massachusetts, the Business Technology Association (BTA) will present the BTA Managed Services Workshop as a front-runner to the association's Grand Slam district event, hosted by BTA East.

Katun Introduces The MPS Profit Calculator
Katun Corp. has introduced The MPS Profit Calculator — a comprehensive, cloud-based tool that handles every aspect of the MPS selling process and ensures MPS programs have profitable margins while providing customers with a great value.

RT Imaging Summit to Address Print Consumables Industry Issues
The global print consumables industry — worth $80 billion — has met many unprecedented legal, market and technical challenges in 2015.

LMI Announces 50-Percent Expansion in Production Capabilities
LMI Solutions has announced a 50-percent expansion in production capabilities to meet increasing demand for LMI products.

Ricoh Awarded Patent for Remlox
Ricoh has announced it has been awarded a patent for its unique solution for remotely collecting electronically stored information for the computer forensics and e-discovery process, protecting the competitive advantage of customers who choose the solution.

Digitek Forms Partnership With Print Audit
Digitek has announced it has formed a partnership with Print Audit under which Digitek will distribute Print Audit's Premier, Accelerator and Insight software solutions for resellers and copier/MFP dealers.

OKI Introduces New Digital Color Printer for Textile Transfer Printing
OKI Data Americas has announced the availability of the C831TS — a compact new digital color printer specifically designed for textile transfer printing.

Click here for all recent BTA Hotline articles.

Building My Business Webinar: "Proactive Prospecting — Turning an Interruption Into a Sales Conversation"
If you are in sales, you are also in prospecting. Getting in front of the right buyer is the single most crucial element in sales success, yet many sellers struggle to maintain and leverage a consistent prospecting regimen. This webinar, led by Tibor Shanto of Renbor Sales Solutions, will examine: why reps are reluctant to prospect; how to help them overcome this reluctance; a proven process for prospecting success; dealing with email and voicemail; and introducing a means of creating sustained change behaviors in your team. You will learn why looking for need and pain will limit prospecting success, and what you have to introduce into the call if you are going to overcome apathy and complacency in buyers. You will also learn how to deal with the most common objections you will face while prospecting. For more information or to register online, click here.
BTA Managed Services Workshop - Boston, Massachusetts
The BTA Managed Services Workshop has been updated to include the Managed Services Business Model. This model is the first of its kind, specifically for BTA dealers, and has been developed by workshop instructors Mitch Morgan and Chris Ryne of Growth Achievement Partners (GAP) and Continuum. GAP has been assisting dealers in making this important transition since 2009. Continuum is a large, experienced provider of managed services operations to dealers, and currently manages more than 500,000 endpoints. The companies' combined knowledge in the managed services space will allow dealers to walk away with a "time-tested" business model and key metrics to guide success in this important strategic area. Workshop attendees receive free registration to the Sept. 24-25 Grand Slam district event, hosted by BTA East. For more information or to register online, click here.
24-25Grand Slam - A BTA district event hosted by BTA East - Boston, Massachusetts
BTA East will host Grand Slam, open to dealers from across the country, on Sept. 24-25, 2015, at the Boston Marriott Copley Place in Boston, Massachusetts. This event will be a great setting to learn from industry leaders, gather new ideas and network with peers. The event will feature a keynote session by Jeff Hayes of InfoTrends, a panel discussion focused on company culture and your bottom line, and five additional educational sessions presented by industry experts. In addition, there will be time to visit with 30-plus exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter on-site for a chance to win one of five $100 American Express gift cards and be entered into the BTA District Event Sweepstakes. The event will wrap up with a Baltimore Orioles versus Boston Red Sox baseball game at Fenway Park. BTA member dealers receive 2-for-1 registration! For more information or to register online, click here.
29-30SDG Meeting - Dallas, Texas
Building My Business Webinar: "Securing C-Level Meetings with Key Prospects"
Looking to find additional prospects and set qualified C-level meetings? In this webinar, Mike Adams of Power Appointment Setting will provide insight into finding prospects in three key groups and securing meetings that can ultimately help you boost the bottom line. The three key prospect groups to be addressed in the webinar: prospects who are opportunities for information technology outsourcing/managed network services; prospects who are opportunities for workflow solutions/electronic file cabinet software/solutions opportunities potential; and prospects who are opportunities for 3D printing solutions. For more information or to register online, click here.
8-9ProFinance 2.0 - Tempe, Arizona
Over the last 13 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. Now, 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.
23-24Fall Colors Retreat - A BTA district event hosted by BTA Southeast - Asheville, North Carolina
Are you fully embracing the many managed print services (MPS) opportunities within your customer base — or are you leaving money on the table? MPS provides a significant revenue opportunity. InfoTrends, the market research firm, projects that MPS, through the dealer channel in the U.S. market, will experience a compound annual growth rate of 4 percent through 2019, when the dealers' share of the $12.1 billion MPS market will be $2.68 billion. With a focus on MPS, the 2015 Fall Colors Retreat, hosted by BTA Southeast, will help you better prepare your dealership to claim a greater share of the growing MPS revenue opportunity. The agenda features three educational sessions led by industry leaders and networking events that include a welcoming reception and dinner on Friday night, and a historic tour and dinner on the terrace of the Grove Park Inn on Saturday night. Dealer attendees will also have the chance to win prizes in exhibitor drawings and enter the BTA District Event Sweepstakes. BTA member dealers receive 2-for-1 registration! 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.

2015 BTA Channel's Choice Report Summary
BTA’s 2015 Channel’s Choice Report Summary is now available for download on the BTA website. Free to BTA members, the summary offers a brief 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.

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