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Oct. 6, 2015
Issue No. 470

BTA Member Dealers Receive 2-for-1 Registration!

Enterprise Content Management Software: The Best Decision to Grow Your Business


Enterprise content management software is more than just a simple solution to reduce paper costs and make information easier to find.

It is a tool that can help you grow your business, with ongoing opportunities for service revenue and profitable integrated deployments.

As the premier developer of enterprise content/document management software, Laserfiche has a 25-year track record of creating opportunities for office equipment dealers like you.

Download your FREE WHITE PAPER now and learn how!

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 Welcomes Four New Members

BTA Marketing Workshop to be Held Nov. 5-6
The Business Technology Association (BTA) has announced that its next BTA Marketing Workshop will take place Nov. 5-6, 2015, at Muratec America Inc. headquarters in Plano, Texas.

BTA's Oct. 15 Webinar to Focus on Strategies for Driving Net-New Business
The 94th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, Oct. 15.

Compass Announces Partnership With Katun
Compass Sales Solutions has announced a new partnership with Katun Corp.

West Point Products & Depot International Debut Live Chat Feature
Clover Imaging Group (CIG) has debuted a new live chat feature on its West Point Products and Depot International websites.

Toshiba Expands e-STUDIO Monochrome Line
Toshiba America Business Solutions Inc. has unveiled its newly minted monochrome MFPs — the e-STUDIO2309A and e-STUDIO2809A.

Digitek Sponsors Thought Leadership Webinar with Imaging Channel
Digitek has announced that it will sponsor an Imaging Channel webinar, "How to Use Inbound Marketing to Dramatically Increase Web Traffic, Get More Leads and Earn Way More Sales," at 2 p.m. Eastern on Tuesday, Oct. 13, 2015.

LMI Solutions Announces Strategic Investment in Parts Now
LMI Solutions has announced a strategic investment in Parts Now.

PrintFleet's McFarlane Named Best CEO in MPS Industry — 2015
PrintFleet Inc. has announced that Chris McFarlane, president and CEO, has been named "Best CEO in the Managed Print Services Industry – 2015" by European CEO Magazine.

Click here for all recent BTA Hotline articles.

ProFinance 2.0 - Tempe, Arizona
Over the last 13 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. Now, with the introduction of color, connectivity, software, managed print services (MPS) and managed network services (MNS), the business has changed — and ProFinance has changed with it. Taught by John Hey and Todd Johnson 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.
14BTA 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 be three one-hour, one-on-one coaching sessions in addition to the online training sessions. During these 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.
15Building My Business Webinar: "Five New Strategies for Driving Net-New Business"
Are you tired of just flipping MIF? Frustrated that you cannot seem to get into target accounts? Do you want net-new business? Are you ready to try something different? In this webinar, industry sales leaders Kate Kingston of Kingston Training Group and Larry Levine of Dealer Marketing are joining together to share their best strategies in this power-packed webinar. Learn how combine phone prospecting with LinkedIn to get appointments, set your reps up for success and maximize their close rates. For more information or to register online, click here.
23-24Fall Colors Retreat - A BTA district event hosted by BTA Southeast - Asheville, North Carolina
Are you fully embracing the many managed print services (MPS) opportunities within your customer base — or are you leaving money on the table? MPS provides a significant revenue opportunity. InfoTrends, the market research firm, projects that MPS, through the dealer channel in the U.S. market, will experience a compound annual growth rate of 4 percent through 2019, when the dealers' share of the $12.1 billion MPS market will be $2.68 billion. With a focus on MPS, the 2015 Fall Colors Retreat, hosted by BTA Southeast, will help you better prepare your dealership to claim a greater share of the growing MPS revenue opportunity. The agenda features three educational sessions led by industry leaders, exhibitor round-table sessions and networking events that include a welcoming reception and dinner Friday evening, and a tour and dinner on the terrace of the historic Grove Park Inn Saturday evening. Dealer attendees will also have the chance to win prizes in exhibitor drawings and enter the BTA District Event Sweepstakes. BTA member dealers receive 2-for-1 registration! For more information or to register online, click here.
Building My Business Webinar: "Are You Relevant Today?"
Do your business practices align with your field-level message? Is that message relevant to today's ever-changing decision maker? In this webinar, Mike Lecak of Collaborative Consultant Group will help you identify what messages capture the attention of today's decision makers and will help you craft a relevant sales message. For more information or to register online, click here.
4-5BTA Marketing Workshop - Plano, Texas
The buying process has changed. More of the initial research is done online. If you are not involved in this online research, you may not even get a shot at the deal. Has your dealership adapted to this new buying process? Or, are you confused by the many local seminars and Internet articles from online marketing people that make big promises but do not understand the office technology industry? It is time to get serious about online marketing. The BTA Marketing Workshop, led by Darrell Amy, Larry Levine and Jon Mitchell of Dealer Marketing, makes sure your dealership is ready to implement best practices in online marketing. Be prepared to build a solid foundation for your online marketing efforts and walk away with a true action plan. 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.

Click here to watch a promotional video for BTA's 90th anniversary celebration.

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.

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