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Sept. 3, 2013
Issue No. 366




Hotel discount deadline is this Thursday, Sept. 5. Register Today!


Marlin Business Services Corp. is a publicly traded bank holding company (NASDAQ: MRLN) that provides commercial financing and depository products nationwide. Marlin specializes in providing innovative financial solutions for small and mid-size businesses.

Since 1997, Marlin has extended $3.4 billion in financing by providing tailored financing programs and competitive lease structures. Marlin's value proposition is centered around providing excellent service and delivering on commitments made to equipment suppliers and their customers.

Marlin supports its office technology channel partners in the sale and promotion of their office equipment products and services by providing financial solutions to their end-user customers. Marlin is an alternative to "in-house financing." With Marlin's Office Technology Finance Group and financial resources working for you, you can focus on your core business of managing your customers and providing the equipment and services they want and need.

For more information, visit www.marlinfinance.com.

For more information on BTA Hotline sponsorship, contact Brent Hoskins at brent@bta.org 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 Webinar on Maximizing Social Media Set for Sept. 12
The 69th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, Sept. 12.

DocuWare Acquires Westbrook Technologies
DocuWare Corp. has announced its acquisition of Westbrook Technologies Inc.

KYOCERA Releases Seven New TASKalfa MFPs
KYOCERA Document Solutions America has strengthened its TASKalfa lineup by launching seven new color and black-and-white MFPs.

TonerCycle/InkCycle Releases Brother TN750 Remanufactured Toner Cartridge
TonerCycle/InkCycle has announced the release of its Brother TN750 remanufactured toner cartridge.

OKI Data Introduces its Multimedia Production Platform
OKI Data Americas has announced a new category of digital printing technology with the introduction of its Multimedia Production Platform -— a series of production-quality A3 color devices.

U.K. Kodak Pension Plan Acquires Kodak's Personalized Imaging & Document Imaging Business
The U.K. Kodak Pension Plan (KPP) has completed its acquisition of the Kodak Personalized Imaging and Document Imaging businesses from Eastman Kodak Company and created a new company, which will be known as Kodak Alaris.

PrintFleet Announces LINK
PrintFleet Inc. has launched PrintFleet LINK, a platform for system integration enabling business process automation and seamless connections with supply chain partners.

Click here for all recent BTA Hotline articles.

Sept.
12
Building My Business Webinar: "Attract Qualified Leads with Engaging Social Media Tactics"
A social media strategy can provide a great supplement to your marketing plan — if there is a targeted strategy to fit your business. Having a simple profile is no longer enough and not every channel is right for all businesses. In this webinar, led by Rebecca Adolf with the Creative Services Group at office technology dealership Impact Networking, Waukegan, Ill., learn what can work for your dealership. Adolf will show examples of tactics to maximize online channels to promote your business. She will show you how to develop relevant and engaging content to attract qualified leads and build an online presence. Learn how to take advantage and maximize every opportunity: online contests, live events, notable company news, product launches and more. Go beyond one simple post and move to a cross-platform campaign with QR codes, articles, emails, surveys and more. For more information or to register online, click here.
25SDG Owner's Meeting - New York, N.Y.
26-27Grand Slam - A district event hosted by BTA East - Baltimore, Md.
BTA East will host its annual district event, open to BTA members and non-members from across the country, on Sept. 26-27, 2013, at the Hyatt Regency Baltimore in Baltimore, Md. The event will feature a keynote presentation by Tod Pike of Samsung Electronics America Inc., five additional educational sessions presented by industry leaders and a dealer panel focused on current industry changes. In addition, there will be time to visit with 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. To wrap up the event, attendees will travel to Oriole Park at Camden Yards to see the Boston Red Sox take on the Baltimore Orioles. For more information or to register online, click here.
Oct.
2-3
BTA Strategic Sales Workshop - Philadelphia, Pa.
From equipment to software, MPS, MNS and everything in between, today's dealership has more to offer clients than ever before. But how effective is the dealership in selling all of those things? Is there a perception that each opportunity has a different sales process — either by the solution type or by the rep? Today's sales professionals not only need an updated sales approach to be successful today and into the future, but also a repeatable sales process that provides a consistent framework for all that they sell. This workshop is a sales transformation course focused on understanding, utilizing and implementing this sales process. This workshop, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, provides a time-tested strategic sales process that works by enhancing sales performance today and providing the tools to be successful in the future. For more information or to register online, click here.
10Building My Business Webinar: How to Engage Wider & Higher Inside Accounts
Why do reps keep calling on IT, FM and purchasing? They experience success where the conversation is about product. Outside of that comfort zone, however, reps are expected to lead business conversations focused on customer initiatives and how they can help deliver measurable results. In this role, studies report a 75-percent failure rate. Why? Technology resellers lack an effective process for consistently creating business conversations. During this webinar, Jim Heffernan, president of Insights53 LLC, will demonstrate what information is needed, where to find it and how to organize it into an effective business conversation. You will learn how to leverage the business conversation to get the appointment and optimize the initial meeting with a new contact. For more information or to register online, click here.
10FIX: Cost Management for Service Workshop - Cerritos, Calif.
Successful BTA dealers use their service departments to maintain profit margins as new equipment sales margins decline. FIX, BTA's popular service workshop, teaches you how to compute the cost of your service labor hour (service burden rate) and improve your overall service department profitability. Workshop instructors Ronelle Ingram and Rock Janecek will cover proven management and customer service programs to improve morale within your service department. Those struggling with MPS and IT issues can learn new management skills to help transition your staff to the realities of solution-based servicing. This is a highly interactive, energetic classroom experience. For more information or to register online, click here.
25-26Fall Colors Retreat - A district event hosted by BTA Southeast - Waynesville, N.C.
BTA Southeast will host its annual fall district event, open to BTA members and non-members from across the country, on Oct. 25-26, 2013, at the Waynesville Inn Golf Resort & Spa in Waynesville, N.C. The event will feature a round-table discussion and three educational sessions presented by industry leaders. Dealers will be able to participate in networking events that will allow them to connect with their peers, including a welcoming reception and a dinner. In addition, there will be time to visit with exhibiting sponsors. 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. On Saturday afternoon, there will be time to explore the Waynesville area and enjoy the fall colors. 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 September 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.


BTA Legal Services

BTA General Counsel Robert Goldberg has more than 35 years of industry experience. He provides members with no-fee advice and guidance on a diverse range of topics. He can evaluate legal needs, provide advice and guidance, review and analyze reseller contracts and serve as a third party to help resolve business disputes. BTA members also can download sample legal documents that encompass several categories from the BTA website.

Visit www.bta.org/Legal for more information.

For more information on other BTA member benefits, visit www.bta.org/MemberBenefits.

September/October Issue of The Business Owner Posted to the BTA Website
You will need your member login and password to download. Please contact BTA at info@bta.org if you do not have your member login and password. You may also access past issues of The Business Owner online. In this issue: Don't Stagnate, Delegate!; Valuing a New Venture and Minority Interest; Analyze Contribution Before Cutting Checks; Let the (Media) Buyer Beware; and much more! Click here to download.

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