Oct. 9, 2012
Issue No. 321





Trusted and authorized by more OEMs and products than any other circuit board repair center in the imaging industry, Hytec provides multi-line support, savings of up to 70 percent of new board replacement costs and a full-year warranty on repairs. Encompassing more than 4,500 models, Hytec is continually adding new repair offerings. Choosing Hytec as your one-stop repair center for all your needs would be a smart choice to make!

Visit www.hytecrepair.com or call (800) 883-1001 for more information.
Hytec is open 8 a.m. to 7 p.m. EST.

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 Four New Members

BTA Webinar on Prospecting Set for Oct. 10
The 58th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Wednesday, Oct. 10.

BTA West to Host Capture the Magic Nov. 15-16 in Las Vegas
On Nov. 15-16, 2012, the Business Technology Association's (BTA) West district will host its second annual Capture the Magic event at the Mandarin Oriental in Las Vegas, Nev.

KYOCERA Releases Four New Monochrome Printers
KYOCERA Document Solutions America Inc. has announced the release of four mid-range ECOSYS black-and-white desktop printers.

Lexmark Awarded Solution Services Agreement from Statoil
Statoil, an energy company within the oil and gas production industry, has chosen Lexmark International Inc. for a five-year printing solution services agreement approximately valued at $20 million for the initial contract period.

Konica Minolta Installs Solar Panels at its New Jersey Headquarters
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) and Nautilus Solar Energy LLC (Nautilus Solar) have announced formal plans to install solar panels at Konica Minolta's headquarters in Ramsey, N.J.

DocuWare Announces Alliance With Brooks Internet Software
DocuWare Corp. has announced an alliance with Brooks Internet Software Inc.

InkCycle Releases HP 61XL Black and 61 Black and Color Cartridges
InkCycle has announced the release of the HP 61XL black, and HP 61 black and color remanufactured inkjet cartridges.

Click here for all recent BTA Hotline articles.

Oct.
10
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.
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: A District Event Hosted by BTA Southeast - 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.
Nov.
7-8
ProSolutions 2.0 - Madison, Wis.
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.
14BTA MPS Client Engagement Workshop - Las Vegas, Nev.
This interactive, full-day workshop, taught by Mike Lecak of Supplies Network, will take participants through the entire sales cycle for MPS engagements with clients. Utilizing the eight-step MPS Client Engagement Model, participants will learn how to create a compelling value proposition to increase success in securing MPS engagements, practice conducting C-level appointments in a "live" setting, conduct an efficient and effective assessment process, and build compelling, profitable proposals. After completion of this course, participants will have a solid understanding of the entire MPS client engagement process, familiarity and practice with developing their personal MPS value proposition statement, familiarity and practice with conducting successful C-level appointments, a road map to conduct thorough assessments, and tools to build compelling, profitable MPS proposals. Attendees to this front-runner workshop receive FREE registration to BTA's Capture the Magic district event. For more information or to register online, click here.
14-15BTA MPS Survival Guide Workshop - Las Vegas, Nev.
Managed print services (MPS) is the new business model for the office technology industry. Some dealers are offering some form of MPS to their customers today. Some are evaluating their options to enter into this space. Others are still watching with a careful eye, not yet ready to commit. What does it take to survive — even thrive — in the transition to a profitable MPS model for your business? What are your solution options for an MPS model? Which one fits best based on your company's capabilities and assets? How do you build a solid business plan for MPS that will result in a growing, profitable business for you well into the future? How do you compensate your sales organization for your MPS solution offering? This workshop, taught by Doug Johnson of Supplies Network will answer these questions and more. Attendees to this front-runner workshop receive FREE registration to BTA's Capture the Magic district event. For more information or to register online, click here.
15-16Capture the Magic: A District Event Hosted by BTA West - Las Vegas, Nev.
BTA West will be hosting its second annual Capture the Magic district event, open to BTA members and non-members from across the country, on Nov. 15-16, 2012, at the Mandarin Oriental in Las Vegas. This event will be a great setting to learn from industry leaders, gather new ideas and network with your peers. The event will feature a keynote presentation by Ron Books, president and CEO of ECi Software Solutions, and five additional educational sessions presented by industry leaders providing insight and business strategies that can help any office technology dealership reach new heights. In addition, there will be time to visit with 30-plus exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter on-site for a chance to win a $500 American Express gift card and be entered into the BTA District Event Sweepstakes. The event schedule also includes time for fun. On the evening of Nov. 16, attendees will travel to the MGM Grand to see KÀ by Cirque du Soleil. 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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