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Aug. 19, 2014
Issue No. 414

The hotel discount deadline is Monday, Aug. 25.
Register and reserve your room today!

Diversify Your Product Mix with Managed IT Services
& Achieve 60 Percent Margins with Continuum

Continuum currently supports more than 100 dealers across the United States in providing all of the people, processes and technology that serve as the backbone of the IT offering, while still being branded by the dealership.

Continuum provides the BTA Channel what no other partner can deliver — an integrated services platform of both award-winning RMM software and the industry's largest U.S.-based technical resources (24/7/365) so our dealer partners can gain immediate profitability with their IT offerings without prohibitive startup costs.

Continuum has co-authored a business model that serves as your guidepost to success in IT services.

Additional information can be found at

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 Honors GreatAmerica Executive Sally Brause with President's Award
On Aug. 8, the Business Technology Association (BTA) presented the association's distinguished President's Award to Sally Brause, director of human resources consulting for GreatAmerica Financial Services.

Memjet Launches Compact Print Engine for Flexible Custom OEM Designs
Memjet has announced the Sirius-12G compact color print engine sub-system developed for OEMs in need of creating a compact, cost-effective printer that easily integrates into their media handling systems.

PrintFleet Announces Alliance with Preton
PrintFleet Inc. has announced the formation of a strategic alliance with Preton.

Compass Adds Sarah Reyes to its Training Team
Compass Sales Solutions has announced that, with the addition of Sarah Reyes to the training team, it now has four full-time trainers assisting its customer base.

Sharp Grows A4 Color Lineup with New Desktop MFP
Sharp Imaging and Information Company of America (SIICA) has released its new MX-C301W desktop color MFP.

MSE Increases Capacity Through Lean Production Lines
Micro Solutions Enterprises (MSE) has announced the employment of lean production lines in order to improve output and meet growing demand at its Southern California manufacturing facility.

Click here for all recent BTA Hotline articles.

ProFinance 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.
BTA MPS Client Engagement Training Series
The BTA MPS Client Engagement Training Series, led by Mike Lecak, president of Collaborative Consultant Group, consists of six one-hour, Web-based courses designed to assist participants in the following: getting the appointment; MPS value propositions; conducting the appointment; the assessment; the proposal; deal implementation; and client management. During the six-week session, there will be three one-hour one-on-one coaching sessions in addition to the online training sessions. During these sessions, you will be working with Lecak on three of your specific accounts. You will be taking these opportunities through the sales process, from appointment through the assessment to the proposal and contract. You will have a chance to gain valuable insight while working on actual "live" prospects. 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.

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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