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Oct. 13, 2015
Issue No. 471

BTA Member Dealers Receive 2-for-1 Registration!

There are a lot of recruiters out there who say they know the copier/MFP business, but nobody knows it like Copier Careers. We have posted three of our four 2015 Salary Surveys; be sure and review our 14 years of exclusive Tech, Sales and Service Manager salary surveys at

Look for our 2015 Sales Rep Salary Survey results at year end. With more than 10,000 responses, the results provide priceless insight into the industry we are all committed to.

More than Resumes, Candidates®

Learn more about how Copier Careers can help move your business forward. Visit or call (888) 733-4868.

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.)

Buyers Lab Acquires InfoTrends
Buyers Lab LLC (BLI) has announced that it has acquired the assets of InfoTrends.

Gordon Flesch Acquires Cambridge Connections LLC
BTA member the Gordon Flesch Company (GFC) has announced its acquisition of Cambridge Connections LLC of Columbus, Ohio.

Eakes Office Solutions Celebrates Its 70th Anniversary
BTA member Eakes Office Solutions is celebrating its 70th anniversary this month.

Sepialine Announces Purchase of Technesis
Sepialine has announced it has finalized an agreement to acquire software company Technesis.

Xerox Announces CFO Transition
Xerox Corp. has announced that Chief Financial Officer Kathryn Mikells is stepping down to pursue another professional opportunity.

Ricoh Introduces New Compact Color MFP
Ricoh has unveiled a new color MFP.

OKI Establishes New Wide-Format Printer Company
OKI Data Corp. has announced that the company has completed the acquisition of the globally deployed wide-format printer business of Seiko I Infotech Inc. (SIIT), a subsidiary of Seiko Instruments Inc. (SII), from SII.

Barracuda to Acquire Intronis
Barracuda Networks Inc. has announced it has entered into a definitive agreement to acquire privately held Intronis Inc.

Hewlett-Packard Enterprise Form 10 Declared Effective
Hewlett-Packard Co. (HP) has announced that the Securities and Exchange Commission has declared effective the Registration Statement on Form 10 (the "Form 10") filed by Hewlett Packard Enterprise Co. (Hewlett Packard Enterprise) in connection with the separation of HP into two companies: Hewlett Packard Enterprise and HP Inc.

Ricoh & Nuance Expand Partnership
Ricoh has announced it is providing customers new options for achieving higher levels of business productivity with the release of three enhanced information workflow solutions.

The Cannata Report's 2015 Award Winners Announced
The Cannata Report has announced the winners of the Franks, awards given each year for excellence in business technology.

U.S. Bank Partners with Document Imaging Dealers to Donate $15,000 to Adopt-a-Soldier Platoon
U.S. Bank Equipment Finance — Office Equipment Vendor Service has partnered with dealers in the document imaging industry to donate $15,000 to Adopt-a-Soldier Platoon.

Continuum Wraps up Successful Navigate 2015
Continuum Managed Services is recognizing many of the successes of Navigate 2015, the company's second-annual user conference, held Sunday, Sept. 27 through Tuesday, Sept. 29, 2015, at The Cosmopolitan in Las Vegas, Nevada.

Click here for all recent BTA Hotline articles.

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. 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.

As a member of BTA, you can gain access to thousands of discounts and special offers on all sorts of popular products and services through BTA's Member Rewards Program. Come explore offerings from companies like, Best Buy, Chili's, Firestone, Red Lobster, Target and many others. A few examples of the Member Rewards Program offerings:

  • 15 percent off monthly services from Sprint and 10 percent off from T-Mobile.
  • Up to 35 percent off movie tickets at AMC Theaters, Regal Entertainment and more.
  • Discounts on general admission pricing at more than 150 national attractions, including Walt Disney World, Six Flags and Sea World.

To join the Member Rewards Program at a discounted rate, log in and click on the "Member Rewards" link from the "My Profile" menu.

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