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Sept. 10, 2013
Issue No. 366
There are a lot of recruiters out there who say they know the copier business. But nobody knows it like Copier Careers.
For more than 25 years, Copier Careers has dedicated itself exclusively to helping independent copier dealerships find the experienced staff they need to stay ahead of the curve. When color was introduced, Copier Careers was there. When analog gave way to digital, it was there. When standalone machines were replaced by networked devices, it was there. When "pushing boxes" was replaced with solution sales, it was there. When new software was introduced into the back office, it was there. While other recruiters have come and gone, Copier Careers has stayed the course. The company is in it for the long haul, just like you.
Copier Careers has posted three of its four 2013 Salary Surveys (Tech, Sales, Service and Operations Management) completed by 6,937 industry professionals. They can be found at:
Look for the 2013 Sales Representative Salary Survey in December.
More than Resumes, Candidates®
Learn more about how Copier Careers can help move your business forward. Visit www.copiercareers.com or call (888) 733-4868.
For more information on BTA Hotline sponsorship, contact Brent Hoskins at email@example.com 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.)
Canon Releases New S-Series Printers
Canon U.S.A. Inc. is set to expand its imagePROGRAF large format S-Series of printers, adding the 44-inch iPF8400S and 24-inch iPF6400S printers, which will offer enhanced print management and color control capabilities versus the previous models.
Relyco Launches New ENDURA LABEL Digital Inkjet Labels
Relyco has announced the launch of its new ENDURA LABEL brand of labels specifically designed and manufactured for Memjet-engine printers and other inkjet printers.
Nuance Extends Partnership with Hyland Software
Nuance Communications Inc. has announced it has partnered with Hyland Software to enable eCopy ShareScan to scan directly into Hyland Software's OnBase ECM system, enabling health-care organizations to optimize distributed document capture.
Digital Gateway Announces Integration with Autotask
Digital Gateway Inc. has announced the integration of its e-automate dealer management software with Autotask Corp.'s IT Business Management Solution built for IT service providers, managed service providers and enterprise IT managers.
Click here for all recent BTA Hotline articles.
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.
25 SDG Owner's Meeting - New York, N.Y. 26-27 Grand 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.
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.
10 Building 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.
10 FIX: 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.
25-26 Fall 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 firstname.lastname@example.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.
Your BTA benefits are listed on the BTA website. Be sure to take full advantage of your membership by using the many discount programs and business services BTA offers exclusively for its members. Click here to learn more. Not a member yet? Join online.