Sept. 4, 2012
Issue No. 316




What keeps your dealership ahead of the competition?

Don't leave the door open for competitive solution providers to visit your equipment customers. Be the one offering solutions directly to your customer base — document management solutions that are relevant to every company, no matter its size.

DocuWare makes the transition to selling practical solutions easy.

DocuWare offers channel-only distribution, maximizing your margins. Benefit from its "out-of-the-gate" business plan, including: sales tools, ongoing education, field sales support and more. Learn how to build your own successful professional services team so you control 100 percent of your customer relationship. DocuWare provides everything you need to succeed as a professional services solutions-based company.

DocuWare has more than 100,000 users in 72 countries. It is an extremely robust product that is ISO:9001 certified, FDA compliant and scalable to any size organization. DocuWare automates business processes, enabling improved customer service and increased cash flow, all while reducing costs.

Want to learn more? Contact DocuWare today at (888) 565-5907 or visit www.docuware.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 Unveils Two New MPS Workshops
The Business Technology Association (BTA) has announced two new classroom educational workshops that will provide office technology dealerships the guidance and tools they are need to establish and manage highly successful managed print services (MPS) programs.

Toshiba Relocates National Headquarters
Toshiba America Business Solutions Inc. has announced it has completed its national headquarters move to 9740 Irvine Blvd., Irvine, Calif.

Konica Minolta Releases bizhub PRESS 1250/1052 Series
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced the bizhub PRESS 1250/1052 Series of monochrome digital presses.

CEI — The Digital Office Acquires BMI
CEI — The Digital Office has announced it has acquired Business Machines Inc. (BMI) in a move aimed at further strengthening its digital office systems presence in the Raleigh/Durham, N.C., area.

Balboa Capital Adds 33 New Employees
Balboa Capital has announced the addition of 33 new employees.

NEFA Member of the Year Award Renamed for Chris Walker
The National Equipment Finance Association (NEFA) has announced that it has renamed its Member of the Year Award to honor the late Chris Walker, last year's recipient of the award.

Click here for all recent BTA Hotline articles.

Sept.
19-20
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. 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.


Managed services (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. In this workshop, Mitch Morgan and Chris Ryne of Growth Achievement Partners will show you how to set up a MS business in your company. Areas of focus will include: the phases of the MS process, financial targets, packaging of services, the MS sales process and more.

Visit www.bta.org/MS 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: Lower Your Tax Rate; The Income Statement; What Every Business Seller Should Know; Your Holiday Card Opportunity; and much more! Click here to download.

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