Sept. 18, 2012
Issue No. 318




IBPI — Saving Time & Money for Dealers for 25 Years

IBPI is the largest buying group in our industry with more than 330 commercial copier and print dealers representing annual sales in excess of $3.7 billion. IBPI's buying power saves you money, and with its quality vendor offerings, you will not have to shop around for the best deal. Last year, the average IBPI member saved between $29,500 and $175,000 on their purchases through IBPI programs. Contact IBPI to find out how you can save too!

IBPI negotiates relationships with quality vendor programs, such as its newest additions: Ademero Inc. and Kingston Training Group.

Put the power of IBPI to work for your dealership. Call (480) 393-1694 for details on how to join or visit www.IBPI.net.

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 Southeast to Host Fall Colors Retreat Oct. 26-27
On Oct. 26-27, 2012, the Business Technology Association's (BTA) Southeast district will host its annual Fall Colors Retreat at the Waynesville Inn Golf Resort & Spa in Waynesville, N.C.

BTA Webinar on Sales Skills Set for Sept. 26
The 57th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Wednesday, Sept. 26.

Clover Expands Technology Infrastructure
Clover Technologies Group has announced the completion of a state-of-the art, 15,000-square-foot technology center at its Ottawa, Ill., facility.

Coordinated Business Systems Celebrates 30 Years
BTA member Coordinated Business Systems is launching its year-long 30th anniversary celebration to honor its customers and the community on Oct. 3, 2012 with "The Power of 30" open house at its corporate headquarters in Burnsville, Minn.

Print Tracker Announces Updated eLearning Web Page
Print Tracker has announced the release of a newly updated eLearning website page.

Click here for all recent BTA Hotline articles.

Sept.
19-20
SDG Owner's Meeting - Chicago, Ill.
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.
10Building My Business Webinar: "Reaching Out: Strategies for Drawing Prospects to You"
Technology open houses, lunch-and-learns, grand re-openings — which one would work best for your dealership? Did your last event deliver any sales? Did the people who said they were going to be there attend? Did the right people attend (CFOs, CIOs, controllers or directors of IT)? Did you have a lot of non-decision makers show up just for the free lunch? Did your attendee show rate exceed 30 percent? In this webinar, Mike Adams of Power Appointment Setting will cover some of the best practices that will better ensure delivery of the results you want. For more information or to register online, click here.
10-11ProFinance 2.0 - Las Vegas, Nev.
Over the last 10 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. But with the introduction of color, connectivity, software and managed print services (MPS), the business has changed — and ProFinance has changed with it. Taught by John Hanson and John Hey 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.
17-18ProSolutions 2.0 - Dallas, Texas
ProSolutions 2.0, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, provides a time-tested strategic sales methodology that works. The sales process enhances the sales performance today and provides the tools to be successful in the future. In this workshop, you will learn: How to expand and leverage relationships into broader/higher-level discussions with accounts and prospects; How to gain understanding for the tactical and strategic aspects of the sales process; How to get to the C-level and what to do when you get there; Account planning; How companies spend their money to achieve business goals and solve business problems; How to help your customers and prospects identify and resolve business problems; How to develop your sales team; How you have evolved beyond the copier and that you have a lot to offer, but you can still be pigeon-holed as a "copier company" and that can shift the playing field to your disadvantage; and how to utilize an effective account review process. For more information or to register online, click here.
26-27Fall Colors Retreat - Waynesville, N.C.
Hosted by BTA Southeast, the annual Fall Colors Retreat will include a round-table discussion and three education sessions led by industry leaders, providing insight and strategies that can help any office technology dealership reach new heights. 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. There will also be plenty of time to visit with exhibiting sponsors. 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.


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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