August 28, 2012
Issue No. 315

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

Evolved Office has been providing turnkey custom marketing services for office equipment dealers for nearly 10 years. Its targeted marketing solutions are designed to help dealers generate leads, protect their customer bases and more importantly, position themselves as "experts" in office technology. From its monthly newsletter service to fully managed direct marketing campaigns, Evolved Office delivers industry-specific marketing services for office equipment dealers to outshine the competition.

Some of Evolved Office's services include:

  • Newsletters
  • Video Marketing
  • Email Marketing
  • Postcards
  • Custom Brochures
  • Event Marketing
  • Content Services
  • Managed Campaigns (Color, MPS, Document Management)

Packages start as low as $299 per month. Click here to download a PDF outlining Evolved Office's marketing services. If you would like to schedule a demo, send an email to

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 East to Host Grand Slam Oct. 2-3 in Rye Brook, N.Y.
On Oct. 2-3, 2012, the Business Technology Association's (BTA) East district will host its fifth annual Grand Slam event at the Doral Arrowwood in Rye Brook, N.Y.

Lexmark Announces Restructuring
Lexmark International Inc. has announced restructuring actions, including the exiting of the development and manufacturing of the company's remaining inkjet hardware, which are expected to result in annualized savings of $95 million once fully implemented.

Innovolt Appoints New Leaders
Innovolt Inc. has announced two additions to its executive team: Peter Janico, as senior vice president of sales and marketing, and Jim Ulam as senior vice president, general counsel and secretary.

Konica Minolta Announces bizhub C554/C454 Color MFPs
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has launched the bizhub C554/C454 series of color MFPs.

Canon Business Solutions Partners with IPRO Tech
Canon Business Solutions Inc. has announced that it has signed on as a national distributor of legal imaging and eDiscovery software applications IPRO Copy+ and IPRO eScan-IT from IPRO Tech Inc.

Epson Makes Enhancements to ImageWay Partner Program
Epson America has announced significant enhancements to its ImageWay Partner Program.

DocuWare & LincWare Form Partnership
DocuWare Corp. has announced an alliance with LincWare.

Katun Announces Partnership with Arlington Industries
Katun Corp. has announced its partnership with Arlington Industries.

DocuLex Releases New Archive Studio Java MFP Applet
DocuLex Inc. has announced the release of the new, improved Archive Studio Java MFP touch panel applet.

All Covered Acquires Healthcare IT Services Practice of WaveTwo
All Covered has announced that WaveTwo, a health-care IT and managed IT consulting company based in Irving, Texas, has joined All Covered.

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.
Oct. 1-2Master Closer Course: A No-Fail Process for Closing More Sales
How would you like to hear some more "yeses" in your business and in your life? How about hearing it more often from prospects and customers? How about from people your team is trying to negotiate deals with? Fortunately, there is a precise art to getting others to utter that beautiful little word and Prosperity Plus Management Consulting Inc. wants to help you learn it. That is why the company created the Master Closer Course. In just two days, Jim Kahrs of Prosperity Plus will teach and drill into you the real essence of sales — not the cheesy, gimmicky or annoying high-pressure "sales" that we are often subjected to. Know the type of sales that get you customers and fans. Attendees to this front-runner workshop will receive FREE registration to Grand Slam. For more information or to register online, click here.
2-3Grand Slam - A 'Major League' District Event Hosted by BTA East
BTA East will be hosting its fifth annual Grand Slam district event, open to members and non-members from across the country, at the Doral Arrowwood in Rye Brook, N.Y. This event will be a great setting to learn from industry leaders, gather new ideas and network with your peers. The event will feature a keynote presentation by Norihiko Ina, president and CEO of KYOCERA Document Solutions America Inc., and five additional education sessions presented by industry leaders providing insight and business strategies that can help any office technology dealership reach new heights. In addition, there will be time to visit with 35 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 a $500 American Express gift card and be entered into the BTA District Event Sweepstakes. The event schedule also includes time for fun. Attendees will see the Boston Red Sox take on the New York Yankees from the vantage point of a private suite in Yankee Stadium. In addition, tee times have been reserved for Tuesday, Oct. 2, at the Doral Arrowwood's golf course, which is critically acclaimed as one of the most difficult in the country. Dealers who register by Friday, Aug. 31, will receive a $50 on-site rebate. 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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