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Oct. 7, 2014
Issue No. 421

What are 50 of the most progressive dealers in the country doing to ensure their success in managed IT services?

They've joined a Service Leadership GreatAmerica Managed IT Peer Group, the S-L GAMIT Group!

Last year, GreatAmerica Financial Services launched the office equipment industry's first managed IT services peer groups. The groups are professionally led and facilitated by IT expert Paul Dippell and his team at Service Leadership Inc. Today, there are five groups with more being planned.

Group members are C-level individuals from eight to 12 non-competing dealerships that vary in size and experience.

  • Each group meets quarterly and is facilitated by Service Leadership (Paul Dippell and his team).
  • GreatAmerica subsidizes a portion of each dealer's participation.
  • Agendas are member-driven and discussions include financial and operational benchmarking.

Visit to learn more.

Come visit GreatAmerica's booth at BTA's Fall Colors Retreat, Oct. 24-25!

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 Six New Members

BTA MPS Client Engagement Training Series to Begin Nov. 5
The Business Technology Association (BTA) has announced the start date for the next BTA MPS Client Engagement Training Series.

HP to Separate Into Two New Public Companies
HP has announced plans to separate into two new publicly traded Fortune 50 companies: one comprising HP's enterprise technology infrastructure, software and services businesses, which will do business as Hewlett-Packard Enterprise, and one that will comprise HP's personal systems and printing businesses, which will do business as HP Inc. and retain the current logo.

Pros Elite Group & CEO Juice Announce Partnership
Pros Elite Group and CEO Juice have announced a new strategic alliance to improve service reporting to the office technology dealer network.

Square 9 Receives Marcum Tech Top 40 Award
Sponsored by the Connecticut Technology Council and Marcum LLP, the seventh annual Marcum Tech Top 40 has recognized Square 9 Softworks as the fastest growing software company in Connecticut.

Xerox Acquires Consilience Software
Xerox has announced its acquisition of Consilience Software Inc., an Austin, Texas-based company providing case management and workflow automation software to the public sector.

Canon U.S.A. Inc. Unveils 'Canon See Impossible' Branding Effort
Canon U.S.A. Inc. has announced "Canon See Impossible" — a branding effort aimed to inspire customers to see impossible with Canon products.

Compass Announces Amy Gohl as New Regional Account Manager
Compass Sales Solutions has announced that Amy Gohl, former account executive for The Gordon Flesch Company, has joined Compass as a regional sales manager.

Katun Introduces Six New Products
Katun Corp. has introduced Katun Performance color toners for use in Ricoh Aficio MP C4502/C5502 MFPs.

Click here for all recent BTA Hotline articles.

Buliding My Business Webinar: "Reaching Target Prospects in the Digital Era"
Lead generation in small to mid-sized office technology dealerships has evolved. As consumers become better at blocking out traditional methods of cold calling, direct mail and the "drop in," companies need to adapt to the best ways to reach their target prospects. In this webinar, Darrell Amy and Lindsay Kelley of Dealer Marketing will cover ways to help your sales team with its social prospecting strategies by utilizing social channels to reach prospects. This webinar is not all about social media. It is about the way in which you can reach your business prospects for MFPs, document management and managed IT services using tools available today. So throw out your preconceived notions of social media and look behind the curtain of how to find your prospects online. For more information or to register online, click here.
24-25Fall Colors Retreat - A district event hosted by BTA Southeast - Asheville, N.C.
BTA Southeast will host its annual fall district event, open to dealers from across the country, on Oct. 24-25, 2014, at the Doubletree by Hilton Asheville-Biltmore in Asheville, N.C. This event will be a great setting to gather new ideas and network with your peers. The agenda features a dealer panel and an educational session by Roy Serhal of N-able by SolarWinds, both of which will focus on managed IT services. Dealers will be able to participate in networking events that will allow them to connect with their peers and exhibiting sponsors, including round-table sessions with sponsors, two dinners, a reception and a tour of the Biltmore Estate that includes a private Butler's Tour behind the scenes. On Saturday afternoon, there will be time to explore Asheville and the surrounding area.
Dealer attendees will also have the chance to win prizes in exhibitor drawings and enter the BTA District Event Sweepstakes. For more information or to register online, click here.
BTA 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. Year-End Special for BTA Members! Tuition was $795; now $495 for one attendee. Tuition was $1,995 per dealership; now $695 per dealership. For more information or to register online, click here.
6-7BTA Dealer 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 myriad of local seminars and Internet articles from online marketing people that make big promises but do not understand the copier business? It is time to get serious about online marketing. The BTA Dealer Marketing Workshop, led by Darrell Amy, Lindsay Kelley and Jon Mitchell of Dealer Marketing, makes sure your dealership is ready to implement best practices in online marketing. You will see real-world examples of how dealers use the Internet to generate leads, cross-sell current clients and position themselves as local experts. 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.

UPS Savings Program

Through the UPS Savings Program, BTA members can save up to 36 percent when they ship with UPS, plus, for a limited time, they can save 50 percent on select services for up to four weeks after enrollment. Save on a broad portfolio of shipping services, some of which include: up to 36 percent on UPS Air letters, including UPS Next Day Air; up to 32 percent on UPS Air packages of more than one pound; up to 34 percent on UPS International imports and exports; up to 24 percent on UPS Ground shipments; and much more. You can receive these discounts even if you already have a UPS account, and the more you ship, the more you can save.

To enroll and start saving, visit or call (800) 636-2377 Monday through Friday, 8 a.m. to 6 p.m. Eastern.

For more information on other BTA member benefits, visit

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Your BTA benefits are listed on the BTA website. Be sure to take full advantage of your membership by using the many discount programs and business services BTA offers exclusively for its members. Click here to learn more. Not a member yet? Join online.