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Sept. 24, 2013
Issue No. 368


Crawford Thomas, a nationwide, full-service sales recruitment firm that specializes in the recruitment of office automation sales reps, MPS reps, PPS, sales managers and support staff, is proud to offer discounted recruitment/staffing services to all BTA members.

As one of the only large recruiting firms that really understands the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 40-plus in-house recruiters to deliver top talent.

Crawford Thomas makes Fortune 500 recruitment services available to all sales organizations, regardless of their size or hiring volume.

Featuring the following BTA member discounted options:

  • Low-cost executive sourcing — all roles (job postings and powerful sourcing)
  • Contingency recruitment — techs, AEs, MPS reps, management, executive leadership
  • Retained search — Dedicated recruiters, unlimited hires for one low cost
  • Additional services include: background process outsourcing, drug tests, hiring-process design, recruitment training, HR consulting, succession planning, employee handbooks/policies, HRIS consulting, compensation and performance management

Please email or call (888) 649-6616 for information that may be helpful to your recruitment needs.

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.)

Canon, HP, Samsung & Xerox Form Alliance
Canon, Hewlett-Packard (HP), Samsung Electronics and Xerox have launched the Mopria Alliance, a global non-profit membership organization formed to promote, simplify and increase accessibility of wireless printing from smartphones, tablets and other mobile devices.

Ricoh Unveils New Cloud-Based Printing Service
Ricoh Americas Corp. has introduced a new cloud printing service, FlexRelease CX, which enables workers to simply press "print" and pick up their job at the nearest Ricoh device.

DocuWare Turns iPhone, iPad into Scanners
PaperScan, a free app by DocuWare, is now available for turning an iPhone or iPad into a document scanner.

PrintFleet Forms C.A.R.E. Group
PrintFleet Inc. has announced the formation of the PrintFleet C.A.R.E. Group following a reorganization and expansion of its technical and operational customer support functions.

JoAnne Ravielli Joins ECi Software Solutions
ECi Software Solutions has announced that Jo Anne Ravielli has joined the ECi leadership team as vice president of global customer service.

TonerCycle/InkCycle Releases HP 507 Remanufactured Toner Cartridges
TonerCycle/InkCycle has released its HP 507 remanufactured series of color toner cartridges for use in the HP LaserJet Enterprise 500.

CIT Reports on Hurdles in Moving Forward with the Cloud
While middle-market executives report moving full steam ahead with transitions to cloud-based systems, many organizations face unexpected hurdles that prevent the cloud from fully delivering on its promises.

Frontier Imaging Releases Five New Compatible Toners
Frontier Imaging has released a new compatible Toshiba toner cartridge (TT4590) as well as a new compatible Sharp color toner set (TMX31C/M/Y/K).

Click here for all recent BTA Hotline articles.

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.
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 for more information.

For more information on other BTA member benefits, visit

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 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
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BTA Membership
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