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Oct. 8, 2013
Issue No. 370






What keeps your dealership ahead of the competition?

Don't leave the door open for competitive solution providers to visit your equipment customers. Be the one offering solutions directly to your customer base — document management solutions that are relevant to every company, no matter its size.

DocuWare makes the transition to selling practical solutions easy.

DocuWare offers channel-only distribution, maximizing your margins. Benefit from its "out-of-the-gate" business plan, including: sales tools, ongoing education, field sales support and more. Learn how to build your own successful professional services team so you control 100 percent of your customer relationship. DocuWare provides everything you need to succeed as a professional services solutions-based company.

DocuWare has more than 100,000 users in 72 countries. It is an extremely robust product that is ISO:9001 certified, FDA compliant and scalable to any size organization. DocuWare automates business processes, enabling improved customer service and increased cash flow, all while reducing costs.

Want to learn more? Contact DocuWare today at (888) 565-5907 or www.docuware.com.

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.)

BTA Welcomes Eight New Members

BTA Webinar on Engaging Wider & Higher in Accounts Set for Oct. 10
The 70th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, Oct. 10.

Pitney Bowes Completes Sale of its Management Services Business
Pitney Bowes Inc. has announced the successful completion of the sale of Pitney Bowes Management Services for $400 million in cash to funds affiliated with Apollo Global Management LLC (together with its consolidated subsidiaries, "Apollo").

Xerox DocuMate Scanners Now Include Diamond Vision
Xerox has announced that a selection of its DocuMate scanners now include Diamond Vision Enterprise Edition software by Office Gemini, an all-inclusive scanning solution that provides production level image and data capture.

Samsung to Launch ProXpress M4020 & M4070 Series
Samsung Electronics has released the ProXpress M4020 mono laser printer and ProXpress M4070 multifunction printer series.

Lexmark Acquires PACSGEAR
Lexmark International Inc. has announced the acquisition of PACSGEAR, a provider of connectivity solutions for health-care providers to capture, manage and share medical images and related documents and integrate them with existing picture archiving and communication systems (PACS) and electronic medical records (EMR) systems.

Katun Announces Mobile Version of Online Catalog
Katun Corp. has launched a mobile version of the Katun Online Catalog.

ECi Renews Availability of TechRaptor & Service-On-The-Go
ECi Software Solutions has announced, in a company press release, "the renewed availability of its TechRaptor and Service-On-The-Go remote service applications as a result of the Delaware Court of Chancery's ruling that the license agreement between OMD Corp., La Crosse Management Systems Inc. and MWA Intelligence Inc. was properly terminated by OMD and La Crosse due to a material breach by MWA."

Click here for all recent BTA Hotline articles.

Oct.
10
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 www.bta.org/C2CResources for more information.

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: 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
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.


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