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Sept. 9, 2014
Issue No. 417

Grand Slam is next week — register today!

What are 50 of the most progressive dealers in the country doing to ensure their success in managed IT services?

They've joined a Service Leadership GreatAmerica Managed IT Peer Group, the S-L GAMIT Group!

Last year, GreatAmerica Financial Services launched the office equipment industry's first managed IT services peer groups. The groups are professionally led and facilitated by IT expert Paul Dippell and his team at Service Leadership Inc. Today, there are five groups with more being planned.

Group members are C-level individuals from eight to 12 non-competing dealerships that vary in size and experience.

  • Each group meets quarterly and is facilitated by Service Leadership (Paul Dippell and his team).
  • GreatAmerica subsidizes a portion of each dealer's participation.
  • Agendas are member-driven and discussions include financial and operational benchmarking.

Visit to learn more.

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 Welcomes Eight New Members

Toshiba President & CEO to Deliver Keynote at BTA Event in Baltimore
Toshiba America Business Solutions Inc.'s president and CEO Scott Maccabe is slated to deliver the keynote address at the Business Technology Association (BTA) East district's Grand Slam event on Sept. 15 in Baltimore, Md.

BTA Southeast to Host Fall Colors Retreat Oct. 24-25
On Oct. 24-25, 2014, the Business Technology Association's (BTA) Southeast district will host its annual Fall Colors Retreat at the Doubletree by Hilton Asheville-Biltmore in Asheville, N.C.

Xerox Bolsters Commitment to Channel with Apps, Cloud-Based Devices & Services
With 80 percent of solution providers' revenue coming from existing customers and increased pressure on product and service margins, Xerox has introduced its Keys To New Business Program so channel partners can generate additional revenue streams and provide profitable offerings to new and existing clients.

CompTIA Study Reveals Companies Continue to Pursue 'Less-Paper' Offices
Nearly 80 percent of companies say they are engaged in efforts to become "less-paper" offices, a new CompTIA study reveals.

KYOCERA Introduces Scan-to-Email Solution
KYOCERA Document Solutions America has announced the launch of a Kyocera-developed business application, Exchange Connector.

AEG Names Toshiba Official Electronics Provider & Founding Partner of Staples Center
Toshiba America Business Solutions Inc. (TABS) has been named a "Founding Partner" and the Official Electronics Provider of STAPLES Center by AEG.

LMI Solutions to Sponsor 2014 Executive Connection Summit
LMI Solutions (LMI) has announced it will be a corporate sponsor at the upcoming Executive Connection Summit (ECS) taking place on Oct. 27-30 in Scottsdale, Ariz.

Canon Introduces imagePRESS C800 D
Canon U.S.A. Inc. has announced the new imagePRESS C800 Digital Color Press Series.

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.
25Building My Business Webinar: "Leveraging Email Marketing to Generate More Leads — Tips & Best Practices for B2B Email Marketing"
According to the Direct Marketing Association, email marketing brings in about $40 for every $1 you spend. If your company is not sending out at least two emails per month to your customer/prospect database, you are missing out on a big opportunity to cash in. Join Roger Jung of Evolved Office and learn tips and best practices on how to launch and manage your own email marketing campaign. For more information or to register online, click here.
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.
24-25Fall Colors Retreat - A district event hosted by BTA Southeast - Asheville, N.C.
BTA Southeast will host its annual fall district event, open to dealers from across the country, on Oct. 24-25, 2014, at the Doubletree by Hilton Asheville-Biltmore in Asheville, N.C. This event will be a great setting to gather new ideas and network with your peers. The agenda features a dealer panel and an educational session by Roy Serhal of N-able by SolarWinds, both of which will focus on managed IT services. Dealers will be able to participate in networking events that will allow them to connect with their peers and exhibiting sponsors, including round-table sessions with sponsors, two dinners, a welcoming reception and a tour of the Biltmore Estate that includes a private Butler's Tour behind the scenes. On Saturday afternoon, there will be time to explore Asheville and the surrounding area. 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. 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.

Logical Operations User Productivity Courseware & Axzo Crisp Series

Logical Operations offers User Productivity courseware for Microsoft Office, operating systems, business intelligence, finance and accounting, CRM and digital marketing. The courseware is delivered on a configurable, interactive and intuitive learning platform. The company also publishes the Axzo Crisp Series, which offers lessons on key and current business and professional soft skills topics. BTA members receive a 20-percent discount on User Productivity courseware and Crisp Series books.

For more information, visit

For more information on other BTA member benefits, visit

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