Oct. 23, 2012
Issue No. 323


Crawford Thomas, a nationwide, full-service sales recruitment firm that specializes in the recruitment of office automation sales reps, MPS reps, PPS, sales managers 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 understands the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 40-plus in-house recruiters to deliver top talent.

Crawford Thomas makes Fortune 500 recruitment services available to all sales organizations, regardless of their size or hiring volume.

Featuring the following BTA member discounted options:

  • Low-cost executive sourcing — all roles (job postings and powerful sourcing)
  • Contingency recruitment — techs, AEs, MPS reps, management, executive leadership
  • Retained search — Dedicated recruiters, unlimited hires for one low cost
  • Additional services include: background process outsourcing, drug tests, hiring-process design, recruitment training, HR consulting, succession planning, employee handbooks/policies, HRIS consulting, compensation and performance management

Please e-mail info@crawfordthomas.com or call (888) 649-6616 for information that may be helpful to your recruitment needs.

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.)

Panasonic Announces New Authorized Reseller Program
Panasonic System Communications Company of North America has announced its new Panasonic Authorized Reseller Program.

Ricoh Announces New Digital Imaging Services
Ricoh Americas Corp. has announced Ricoh Digital Imaging Services.

LEAF Announces Addition of Regional Sales Manager, Southeast
LEAF Commercial Capital Inc. (LEAF) has announced that Amanda Ray has joined the company to lead the regional sales operations in LEAF's Southeast territory.

KYOCERA Document Solutions America Inc. has announced the release of two new color MFPs: the ECOSYS FS-C8525MFP and FS-C8520MFP.

OKI Announces C711WT Featuring White Toner
OKI Data Americas has announced the latest addition to its portfolio of desktop A4 digital color printers with the addition of the C711WT, which features white toner.

ProSource Announces New Leadership
BTA member ProSource has announced that Brad Cates will join the company as CEO, effective Nov. 1.

Ricoh Releases Study on Improving Document Processes
Ricoh Co. Ltd. has announced that improving document and information processes can significantly help organizations seize new business opportunities such as: faster time to market with new offerings, rapidly addressing customer needs, reacting more quickly to changing market dynamics and winning competitive business.

InkCycle Releases HP 305 A/X Remanufactured Cartridges
InkCycle has announced the release of the HP 305A/X (CE410A/11A/12A/13A/CE410X) remanufactured color toner cartridges.

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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