Can't view HTML emails? Click here for an online version of the Hotline.


Sept. 17, 2013
Issue No. 367






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.

Learn firsthand by visiting the DocuWare exhibit table at BTA's Grand Slam district event, Sept. 26-27, in Baltimore, Md.


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 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.)

Konica Minolta Named to Dow Jones Sustainability World Index
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced that parent company Konica Minolta Inc. has been named to the Dow Jones Sustainability World Index (DJSI World) for the second year in a row.

Ricoh Americas Corp. & Ray Morgan Company Announce Strategic Agreement
Ricoh Americas Corp. and the Ray Morgan Company have announced a strategic agreement for the sales, service and operations of certain Ricoh direct channel commercial customers in central and northern California as well as San Luis Obispo, Calif., where the Ray Morgan Company does business through its subsidiary More Office Solutions.

LMI Earns CompTIA Managed Print Trustmark
LMI Solutions has announced it has received the CompTIA Managed Print Trustmark for its use of industry-accepted best practices of quality managed print service delivery.

Dealer Marketing Adds WordPress Website Support
Dealer Marketing has announced support for dealers with WordPress websites.

Balboa Capital Survey Reveals Business Owners Missing Tax Deduction
An online survey conducted by Balboa Capital has revealed that many small business owners are not familiar with the Section 179 Tax Deduction, which allows companies to write off up to $500,000 of qualifying equipment that is purchased or financed during the 2013 tax year.

Xerox Releases 2013 Global Citizenship Report
Xerox has released its annual Global Citizenship Report, which summarizes the company's efforts toward a sustainable enterprise, including the advances Xerox has made in the areas of energy, water conservation and waste.

Samsung Invites Public Schools to Compete in Contest
Samsung and its partners have doubled the total prize value of its Solve for Tomorrow contest to more than $2 million as compared to last year and they have ensured that every state in the nation will benefit from this year's contest by awarding prizes to finalists and winners from each of the 50 states and Washington, D.C.

Fonality Announces New Pricing Package
Fonality has announced a new bundled pricing offering for customers with 25 or more users.

Katun Introduces New Products
Katun Corp. has introduced two new color toner sets for use in Kyocera Mita FS-C5150 DN and FS-C2026 printers, along with several other in-demand products.

Click here for all recent BTA Hotline articles.

Sept.
25
SDG 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.

Join BTA on Twitter, Facebook and LinkedIn
BTA has expanded its Web presence to Twitter, Facebook and LinkedIn. Click the buttons below to follow, become a fan or add BTA.

BTA Membership
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.


To unsubscribe from BTA emails: @@unsubscribe_url@@.