August 21, 2012
Issue No. 314

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


Crawford Thomas, a nationwide, full-service sales recruitment firm that specializes in the recruitment of office automation sales reps, MPS reps, PPS, sales managers and support staff, is proud to offer discounted recruitment/staffing services to all BTA members.

As one of the only large recruiting firms that really understands the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 40-plus in-house recruiters to deliver top talent.

Crawford Thomas makes Fortune 500 recruitment services available to all sales organizations, regardless of their size or hiring volume.

Featuring the following BTA member discounted options:

  • Low-cost executive sourcing — all roles (job postings and powerful sourcing)
  • Contingency recruitment — techs, AEs, MPS reps, management, executive leadership
  • Retained search — Dedicated recruiters, unlimited hires for one low cost
  • Additional services include: background process outsourcing, drug tests, hiring-process design, recruitment training, HR consulting, succession planning, employee handbooks/policies, HRIS consulting, compensation and performance management

Please e-mail or call (888) 649-6616 for information that may be helpful to your recruitment needs.

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.)

2012 BTA Service Report Now Available
The Business Technology Association (BTA) has released the first in its 2012 BTA Benchmarking Series reports, the 2012 BTA Service Report.

Sharp Responds to Web Article, Speculation
In recent days, there has been significant focus within the office technology industry on Sharp and speculation about the future of its copier/MFP business.

PrintFleet Partners with Ricoh Germany
PrintFleet Inc. has announced that Ricoh Germany has picked PrintFleet to manage its top 100 focus accounts.

Katun Names Todd Mavis President & CEO
Katun Corp. has announced that Todd Mavis has been appointed president and CEO of Katun.

Macaskill Appointed Managing Director of CIT Canada
CIT Group Inc. has appointed of Blake Macaskill managing director of CIT Canada.

Ricoh Unveils MFPs with Parts Made from Recycled Steel
Ricoh Americas Corp. has unveiled the Ricoh MP 6002/MP 7502/MP 9002 series of MFPs offering speeds of 60, 75 and 90 pages per minute (ppm), as well as advanced printing, copying, scanning, faxing and distribution capabilities.

LEAF Launches Equipment Leasing Blog
LEAF Commercial Capital Inc. (LEAF) has launched a new blog about equipment finance at

Katun Introduces Profit Badger
Katun Corp. has introduced its Profit Badger lead generation and conversion tool.

InkCycle Releases InfoPrint 1872/1892 Series Cartridge
InkCycle has announced the release of the InfoPrint 1872/1892 series extra high-yield remanufactured toner cartridge.

ILG Releases CF280X Toner Cartridge
International Laser Group (ILG) has released the CF280X high-yield cartridge with 6,900-page yield in an OEM alternative.

Click here for all recent BTA Hotline articles.

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.
26Building My Business Webinar - "New Skills for Your Current Reps"
What are the changes the core equipment sales rep has to make to drive traditional and broader technology sales in 2013 and beyond? In this webinar, Mitch Morgan, Chris Ryne (Growth Achievement Partners) and Kate Kingston (Kingston Training Group) will address this important question. You will learn: how to set yourself apart from the competition in you approach to land net new meetings with C-level executives by communicating in their language (learn the three avenues to the decision maker); the different skill sets and activities needed by managers and sales reps to reach and sell to the right level (C level) decision makers; how to ignite the fire and drive your account review meetings past simply equipment upgrades and guarantee less attrition and additional revenue every time; and how to deliver and utilize a strategic "on sales process" that is time-tested, repeatable, manageable and results in more sales and dealer opportunities. Free to BTA members, this webinar is scheduled for 4 p.m. Eastern, Wednesday, Sept. 26. 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 BTA Service Report, prepared for by Survey Advantage, is useful for comparing the service operations of a dealership to other U.S. dealerships. The report provides data in four performance categories: profitability (service revenue per service employee and per technician, service sales per unit in base, service gross profit, rental and CPC revenue allocations, clicks per unit on contract, 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, service department automation, 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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