Oct. 2, 2012
Issue No. 320


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 e-mail info@crawfordthomas.com 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 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.)

TABS Launches Dedicated Services Organization
Toshiba America Business Solutions Inc. (TABS) has announced it has expanded its core business with the launch of a new services-oriented organization, Toshiba Managed Business Services.

SolutionOne Celebrates 75 Years
BTA member SolutionOne, with locations in Lincoln and Omaha, Neb., is celebrating its 75th anniversary.

N-able Technologies Promotes Cullen, Colletti
N-able Technologies has announced it has promoted two of its top sales executives and plans to expand its efforts around field sales engagement and partner enablement in 2013.

Xerox Releases 2012 Global Citizenship Report
Xerox has released its annual Global Citizenship Report.

LEAF Adds $150 Million Revolving Credit Facility
LEAF Commercial Capital Inc. (LEAF) has announced that it continues to expand its funding capacity with the closing of a $150 million revolving credit facility with Credit Suisse AG, New York Branch.

ESP Announces New Management Team & Sales Structure
Electronic Systems Protection Inc. (ESP) has announced new field sales structural changes to accelerate the company's short- and long-term success.

Click here for all recent BTA Hotline articles.

Building 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 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.

Taught by Doug Johnson and Mike Lecak of Supplies Network, BTA's new MPS Workshops will teach you how to set up and manage an MPS business in your dealership. The inaugural workshops will be held Nov. 14-15, 2012, as front-runner workshops to the Capture the Magic district event, hosted by BTA West in Las Vegas. The BTA MPS Client Engagement Workshop will take participants through the entire sales cycle for MPS engagements with clients, while the BTA MPS Survival Guide Workshop will show you how to build a solid business plan for MPS that will result in a growing, profitable business. Attendees to either workshop receive free registration to the Capture the Magic district event.

Visit www.bta.org/BTAWestFrontRunners for more information or to register.

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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