Oct. 16, 2012
Issue No. 322

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, www.docuware.com or visit us at the upcoming BTA Fall Colors Retreat or BTA Capture the Magic events.

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.)

Frank Cannata to be Capture the Magic Featured Speaker
Frank Cannata, president of Marketing Research Consultants (MRC), will be speaking at Capture the Magic, the Nov. 15-16 education and networking event to be hosted by BTA West at the Mandarin Oriental in Las Vegas, Nev.

Digital Gateway Releases e-automate 8.0
Digital Gateway Inc. has announced the release of e-automate 8.0.

Fernandez Promoted to Vice President, Strategic Business Development, at Konica Minolta
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced Kay Fernandez has been appointed to the position of vice president of strategic business development.

Artsyl Technologies & docSTAR Form Partnership
Artsyl Technologies has announced a strategic partnership with docSTAR.

OKI Data Releases New Monochrome A4 MFP
OKI Data Americas has announced the company's latest addition to its expanding line of A4 monochrome MFPs with the launch of the MB491+LP.

Ricoh & Digital Gateway Form Partnership
Ricoh Americas Corp. is joining with Digital Gateway Inc. (DGI) to develop and deliver a robust software integration solution that will provide dealers with real-time access to information via Ricoh's Oracle ERP system through a consolidated dealer portal that interfaces with DGI's e-automate system and similar ERP systems from DGI's sister companies, OMD Corp. and La Crosse Management Systems Inc.

Clover Technologies Announces Settlement with Canon
Clover Technologies Group has settled its disputes with Canon in the International Trade Commission and the federal district court in the Southern District of New York pertaining to certain laser printer cartridges.

PrintFleet & Canon Collaborate on Fleet Management
PrintFleet celebrated the culmination of two years of collaboration with Canon U.S.A. Inc. by releasing PrintFleet Remote Tech, a service utility that streamlines device monitoring and management capabilities into a single solution that will improve efficiency and productivity of service delivery for Canon dealers in North America.

Click here for all recent BTA Hotline articles.

Fall 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.
BTA 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. EXTENDED Early-Bird Special for Dealers: Register by Oct. 31, to receive a $50 cash rebate on-site. 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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