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Oct. 18, 2016
Issue No. 522


BTA Member Dealers Receive 2-for-1 Registration;
Can Use $150/$250 Discount Codes Received With Membership!


The 2016 Fall Colors Retreat will feature:
• A dealer panel, "2020 — Outlook for the Office Technology Industry,"
moderated by David Ramos of InfoTrends
• Exhibitor round-table discussions
• Three additional educational sessions presented by industry experts
• Time to network with peers & exhibiting sponsors
• A private guided tour of the Biltmore Estate and dinner at the Biltmore's Lioncrest Veranda
on Friday evening, and a cocktail reception and dinner at the hotel on Saturday evening

For more information, click here.





Crawford Thomas Recruiting, a nationwide sales recruitment firm that specializes in the recruitment of business technology sales, MPS, management and support staff, is proud to offer discounted recruitment/staffing services to all BTA members.

As one of the only large recruiting firms that really understand the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 50-plus in-house recruiters to deliver top talent.

Crawford Thomas Recruiting makes Fortune 1000 recruitment services available to all sales organizations, regardless of their size.

Sales, technicians, IT, MPS, MNS, management/operations and admin, please email info@crawfordthomas.com or call (888) 649-6616.

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 Managed Services Workshop Scheduled for Dec. 7-8
On Dec. 7-8 at Sharp Electronics Corp. in Santa Ana, California, the Business Technology Association (BTA) will present the BTA Managed Services Workshop, which can help a dealer start, or improve, his or her managed services business.

Xerox Unveils Conduent's New Global Brand Identity
Xerox has announced the latest milestone in its plan to separate into two independent, publicly-traded companies — unveiling the global brand identity of Conduent Incorporated, the soon-to-be business process services company.

Print Audit Announces Updated Branding of Facilities Manager to Infinite Device Management
Print Audit has rebranded its Facilities Manager platform as Infinite Device Management.

KYOCERA Partners With Square 9 Softworks
KYOCERA Document Solutions America and Square 9 Softworks have announced the introduction of Kyocera's Square 9 Connector.

Brother Expands INKvestment Printer Line
Brother International Corp. is expanding its INKvestment line of color inkjet all-in-one printers to deliver convenient printing with a low total cost of ownership (TCO).

Sharp Corp. Appoints New CEO of the Americas
Sharp Corp. has announced the appointment of Doug Albregts to the role of president and CEO of Sharp Electronics Corp. (SEC), the wholly owned subsidiary that manages the Americas business.

Click here for all recent BTA Hotline articles.


Oct.
21-22
Fall Colors Retreat - Hosted by BTA Southeast - Asheville, North Carolina
Planned and hosted by the dealer volunteer leadership team of BTA Southeast, the Fall Colors Retreat will feature a dealer panel, exhibitor round-table discussions and three educational sessions specifically selected for today's office technology dealers. In addition, the event agenda includes great networking opportunities — a private guided tour of the Biltmore Estate and dinner at the Biltmore's Lioncrest Veranda on Friday evening, and a cocktail reception and dinner at the hotel on Saturday evening. Each attendee will also receive a ticket to tour the Biltmore during their free time on Saturday. In addition, there will be time to visit with exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter on-site to be entered into the BTA Events Sweepstakes. BTA member dealers receive 2-for-1 registration and can use their $150/$250 discount codes received with membership. For more information or to register online, click here.
Nov.
14
FIX: Cost Management for Service 2.0 - Nashville, Tennessee
Successful BTA dealers use their service departments to maintain profit margins as new equipment sales margins decline. FIX, BTA's popular service workshop, teaches attendees how to determine the actual cost of the service hour (burden rate) and improve overall service department profitability. Workshop instructor Ronelle Ingram will cover first-call completion and 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 their staffs to the realities of solution-based servicing. This is a highly interactive, energetic classroom experience. Come prepared to learn in a fun, relaxed atmosphere. For more information or to register online, click here.
Dec.
7-8
BTA Managed Services Workshop - Santa Ana, California
Are your managed IT services sales numbers not meeting expectations? Are you looking for tools that deliver results instead of just hearing more about what you should be doing? Have you just entered the market — or are planning to — and need to make up for lost time and avoid mistakes? The one-and-a-half-day BTA Managed Services Workshop has been expanded to include the data and critical success factors within the Managed Services Business Model 2.0, developed by workshop instructors Mitch Morgan and Chris Ryne of Growth Achievement Partners (GAP), and Continuum. The companies' combined knowledge in the MSP space will allow attendees to walk away with a time-tested business model and key metrics to guide success and ensure profitability. For more information or to register online, click here.
Dec.
7-9
BTA Sales Management Workshop - Orlando, Florida
The BTA Sales Management Workshop is a career development "must have" for sales management at all levels, and provides the knowledge, skills, process and tools to immediately increase effectiveness and achieve higher levels of success. Taught by well-known industry trainer and facilitator Kim Ward of Learning Outsource Group (LOG), the workshop focuses entirely on the "how-to" skills that will help attendees reach their full potential as great sales leaders and coaches, as well as best practices to build and sustain elite, high-performance sales teams. For more information or to register online, click here.
Jan.
18
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.

For details on these events and to stay abreast of industry events, visit the
BTA Industry Calendar.



Click here for more congratulatory videos and videos of the BTA at 90: A Celebration event, held June 10, 2016, at Kansas City Union Station in Kansas City, Missouri.

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.


Upcoming Workshop:
Nov. 14, 2016
Nashville, Tennessee


Successful BTA dealers use their service departments to maintain profit margins as new equipment sales margins decline. FIX, BTA's popular service workshop, teaches attendees how to determine the actual cost of the service hour (burden rate) and improve overall service department profitability. Instructor Ronelle Ingram will cover first-call completion and proven management and customer service programs to improve morale within a service department. Those struggling with MPS and IT issues can learn new management skills to help transition their staffs to the realities of solutions-based servicing. BTA members can use their $150 or $250 educational discount promo code received with their memberships toward the tuition fee.

Visit www.bta.org/FIX for more information.

For more information on other BTA member benefits, visit www.bta.org/MemberBenefits.


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