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Oct. 28, 2014
Issue No. 424

IBPI — Saving Time & Money for Dealers for More Than 27 Years

IBPI is the largest buying group in our industry, having surpassed 350 member dealers this year. Its member dealers are commercial copier, print and IT providers throughout North America, and its membership represents total annual sales in excess of $4.3 billion. IBPI's buying power saves you money, and with its quality vendor offerings, you will not have to shop around for the best deal. The average IBPI member saves between $29,500 and $175,000 on their purchases through IBPI programs. Contact IBPI to find out how you can save too.

IBPI negotiates relationships with quality vendor programs, such as its newest additions: Pros Elite Group, EDA and Carolina Wholesale.

Put the power of IBPI to work for your dealership. Call (480) 393-1694 for details on how to join or visit

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.)

Print Audit Partners with PrintToPeer
Print Audit has partnered with PrintToPeer to provide remote 3D printer monitoring and management software to Premier members.

GreatAmerica Scores Highest-Ever Dealer Rating in 2014 Cannata Survey
GreatAmerica Financial Services Corp. recorded the highest-ever ranking in overall satisfaction by office equipment dealers in THE CANNATA REPORT's 2014 Annual Dealer Survey Special Issue (Part II)

ESP/SurgeX Earns ISO Certification
ESP/SurgeX has received ISO 9001:2008 certification for its U.S. operations.

Ricoh Announces New Products
Ricoh Americas Corp. has announced a new series of monochrome printers and MFPs featuring All-In-One print cartridge technology and Wi-Fi Protected Setup (WPS) – a security standard that helps users easily secure a wireless network.

Clover Joins Technology United
Clover has announced that it has joined Technology United as a new board member.

Square 9 Wins Software & IT Category at Inner City 100
The Initiative for a Competitive Inner City (ICIC) and FORTUNE have ranked Square 9 Softworks first in the Software & Information Technology category of the 2014 Inner City 100, a list of the fastest-growing inner-city businesses in the United States.

Tangent MTW Releases MPS Toolbox Software
Tangent MTW Inc. has released MPS Toolbox, a set of software tools that support office technology dealerships and their print management programs.

Lexmark Announces AccuRead Automate
Lexmark has announced the release of AccuRead Automate.

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. Year-End Special for BTA Members! Tuition was $795; now $495 for one attendee. Tuition was $1,995 per dealership; now $695 per dealership. For more information or to register online, click here.
20Buliding My Business Webinar: "Where are the Sales? Tested Techniques to Inspire Your Sales Teams"
Do your reps say they cannot get anyone to answer their phone? Is there a lot of sales activity but no sales? Sales is shifting at a fast pace and what worked five years ago is not working today. Buyers are busier than ever and if you do not show value and meet a need, they do not have time to talk to you or your company. This webinar, led by Melissa D. Whitaker of Melissa Whitaker International LLC, will go over best practices that work in today's selling environment. These step-by-step techniques have been implemented by dealers nationwide and have proven successful. Whitaker will discuss how, through proven techniques, she is able to transform sales teams by creating clarity, finding more ideal clients and increasing sales. For more information or to register online, click here.
Buliding My Business Webinar: "Overcoming Challenges in Service to Improve Profitability & Efficiencies"
Now, more than ever, dealers are faced with many challenges impacting the service operation. Should you explore managed services? Is MPS worth the hassle? Can you take on another service and still offer an exceptional client experience? BEI Services has been in business for more than 21 years, working with hundreds of dealer operations. It understands the challenges dealers face that impact service profitability and operational efficiency. This webinar, led by Ken Staubitz of BEI Services, will review the common challenges impacting the service operation and will provide best practices to address these challenges. 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.

UPS Savings Program

Through the UPS Savings Program, BTA members can save up to 36 percent when they ship with UPS, plus, for a limited time, they can save 50 percent on select services for up to four weeks after enrollment. Save on a broad portfolio of shipping services, some of which include: up to 36 percent on UPS Air letters, including UPS Next Day Air; up to 32 percent on UPS Air packages of more than one pound; up to 34 percent on UPS International imports and exports; up to 24 percent on UPS Ground shipments; and much more. You can receive these discounts even if you already have a UPS account, and the more you ship, the more you can save.

To enroll and start saving, visit or call (800) 636-2377 Monday through Friday, 8 a.m. to 6 p.m. Eastern.

For more information on other BTA member benefits, visit

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BTA Membership
Your BTA benefits are listed on the BTA website. Be sure to take full advantage of your membership by using the many discount programs and business services BTA offers exclusively for its members. Click here to learn more. Not a member yet? Join online.