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Oct. 1, 2013
Issue No. 369

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 or call (888) 733-4868.

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 Southeast to Host Fall Colors Retreat Oct. 25-26 in Waynesville, N.C.
On Oct. 25-26, 2013, 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.

OKI Data Adds Impression Solutions as a Distribution Partner
OKI Data Americas and Impression Solutions Inc. (ISI) have announced a strategic business partnership through which ISI is now authorized as a value-added distribution partner of OKI printers and MFPs.

Toshiba e-STUDIO Series Recognized by Better Buys for Business
Toshiba America Business Solutions Inc. has announced its e-STUDIO5055C series of MFPs has received this month's Better Buys for Business Editor's Choice Award within the color copier segment.

Preton & SYNNEX Sign Agreement
Preton has announced that it has signed a distribution agreement with SYNNEX Corp.

Compass Announces Partnership with LEAF
Compass Sales Solutions has announced a partnership with LEAF Commercial Capital Inc. (LEAF) regarding Compass's lease tracking automation tool, Lease Tracker.

Toshiba Partners with Digital Gateway
Toshiba America Business Solutions Inc. has announced its partnership with Digital Gateway Inc. (DGI).

Ricoh Introduces Wi-Fi-Enabled Laser Printer, MFP
Ricoh Americas Corp. has announced the first Ricoh desktop monochrome laser printer and MFP with embedded Wi-Fi, enabling users to print in home offices and small business settings without requiring an optional wireless card.

Fonality & Snap Recordings Announce Partnership
Fonality and Snap Recordings have announced a partnership that provides Fonality customers with instant access to affordable, professional voice talent for phone system greetings and recordings.

Ricoh Recognized by Dow Jones Sustainability Indices
Ricoh Co. Ltd. has announced it has been recognized by the Dow Jones Sustainability Indices (DJSI) and has obtained the industry best score in three categories: "Innovation Management," "Product Stewardship" and "Digital Inclusion."

Click here for all recent BTA Hotline articles.

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.
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.
23BTA 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 also be three one-hour one-on-one coaching sessions in addition to the online training sessions. During these coaching 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.
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 October 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.

C2C Resources Collection Services

Learn how Profit Maximizer, InfoMax Collection System and Legal Forwarding Edge can help your company be more effective with your in-house collecting and maximize recovery of accounts turned over for collection. Explore how communication options provided by C2C Resources keep you up to date as they make progress on your accounts, as well as how C2C's weekly remittance program gets you money quickly once it does collect. Most importantly, learn how licensing helps protect your business during the recovery process. BTA members receive a discounted rate on these services.

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.

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