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Nov. 7, 2017
Issue No. 573

Ignite your sales & marketing engine in entirely new ways!

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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.)

BTA Welcomes 11 New Members

Nov. 16 BTA Webinar to Focus on HR & Employment Issues
The 118th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, Nov. 16.

Visual Edge Technology Completes AXSA, MCM Acquisitions
BTA member Visual Edge Technology Inc. has completed the acquisitions of AXSA Inc. and MCM Business Systems.

HP Completes Acquisition of Samsung Printer Business
HP Inc. has announced the completion of its acquisition of Samsung Electronics Co. Ltd.'s printer business in a deal valued at $1.05 billion.

EFI & Xerox Announce Next-Generation Fiery Server for Xerox iGen 5 Press
Electronics For Imaging Inc. (EFI) has announced the availability of a new EFI Fiery digital front end (DFE) for the Xerox iGen 5 Press.

Compass Sales Solutions Partners With Marlin Business Services
Compass Sales Solutions has announced a new partnership with Marlin Business Services Corp. for lease document automation.

Global Imaging Systems Acquires G-Five
Global Imaging Systems (GIS) has acquired G-Five Inc., a multi-brand solutions dealership that provides office equipment and print services in North and South Carolina.

Square 9 Softworks' Professional Services Group Announces Agile Project Management Initiative
Square 9 Softworks' Professional Services Group (S9S PSG) has announced a new initiative for agile project management designed to transform its approach to solutions delivery.

GreatAmerica Financial Services Reaches $2 Billion; Celebrates 25th Anniversary
GreatAmerica Financial Services Corp. has announced that it surpassed the $2-billion mark in assets and concurrently reached its 25th year of uninterrupted organic growth.

Click here for all recent BTA Hotline articles.

Building My Business Webinar: "'My Friend' Has This HR/Employment Issue … "
Surely you have never experienced any issues with potential candidates, employees or ex-employees, but you have heard horror stories from a "friend" in the business, right? During this webinar, you will have the chance to submit those questions (for your "friend"), and tap into the experience and knowledge of industry experts on employment and human resources concerns. Whether your question is related to hiring, interviewing, compensation matters, non-competes, reference checks or disciplinary measures, Sally Brause of GreatAmerica Financial Services Corp. and BTA General Counsel Bob Goldberg will share best practices to help guide you in the right direction. These can be sticky or, at best, unclear subjects to navigate on your own (or, should we say, for your "friend" to navigate on his [or her] own). Take advantage of these HR and employment experts. For more information or to register online, click here.
Building My Business Webinar: "Service Profitability: Where Does it Begin?"
There are many ways to increase service profitability from the top down — cutting manpower, parts budgets, etc. But where does profitability really begin? While marketplace pressure may have an effect on service pricing, the service department must be heavily engaged in cost containment to ensure profitability. In actuality and aside from the revenue aspect, profits begin at the machine level and are ultimately controlled by the technician's ability to properly diagnose issues and resolve them on the first service call while also performing any necessary maintenance at the same time. In this webinar, Jack Duncan of Jack Duncan Consulting will share his insight and advice with dealers seeking to increase their service profitability. For more information or to register online, click here.
BTA Sales Management Workshop
The BTA Sales Management Workshop is a career development "must-have" for sales management at all levels, and provides the knowledge, skills, processes 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 each attendee reach his (or her) full potential as a great sales leader and coach, as well as best practices to build and sustain elite, high-performance sales teams. For more information or to register online, click here.
22 BTA Strategic Sales Semester
The industry is shifting from transactional to strategic sales, and sales reps need new skills for this transition. Determining which accounts and opportunities require a transactional approach and which require a strategic approach is a skill required to be successful today and into the future. The BTA Strategic Sales Semester, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, consists of 13 online training sessions held every other week over six months. These sessions are 45 to 60 minutes in length and geared to specific parts of the sales process. Each module includes skill-building exercises and field-based activities reps will be asked to complete. Participants will also receive the modules in an app so they can listen to training anytime, anywhere, and repeat sessions or establish a library for future use. For more information or to register online, click here.
25 Building My Business Webinar: "The Great Industry Reboot"
The office technology industry has gone through significant transformation over the years, moving from analog to digital, to solutions and services. At the same time, our industry has been able to overcome significant changes and challenges from forces within and some that have been out of our control. Keypoint Intelligence has embarked on a study that will look at each manufacturer’s new strategies and will be talking to senior management in these organizations to understand how their new strategies will impact the market. Additionally, Keypoint Intelligence will be conducting a survey to see how and if these new strategies will impact channel businesses or their decisions to partner or part with suppliers in the future. This webinar, led by Randy Dazo of Keypoint Intelligence-InfoTrends, will review the results from this research — both the manufacturer interviews, as well as the channel's views. For more information or to register online, click here.
Building My Business Webinar: "The Five Keys to a Sales Force Turnaround"
Do you need to turn your sales force's performance around or build a top-performing sales team? It can be more difficult and complicated now than ever. With the advent of the Internet and social media, there are more variables in selling than ever — and even more variables in managing a sales force. In this webinar, Troy Harrison of Troy Harrison & Associates draws on his 25-plus years of success in executing sales turnarounds to distill what could be a complicated process down to a simple, five-step program. Whether you need to perform a turnaround or just fine-tune, this webinar will give you hard takeaway steps to grow your business. Topics covered include: assessing your current sales team; finding your Freds — the customers you will build your business around; finding the right salespeople; what you need to know to train your salespeople; and the right leadership. For more information or to register online, click here.
7-8 BTA Managed Services Workshop - Phoenix, Arizona
Are your managed IT services sales or profitability numbers not meeting expectations? Have you just entered the market — or are planning to — and need to make up for lost time and avoid mistakes? No matter where you are in your MSP maturity, the one-and-a-half-day BTA Managed Services Workshop will benefit your business, and now has been expanded to include the data and critical success factors within the Managed Services Business Model, vCIO development, trends in MSP M&A and incorporating third platform services like hosted voice into your offering. Mitch Morgan and Chris Ryne of Growth Achievement Partners (GAP) will share their experience in both the office equipment and MSP spaces to allow attendees to walk away with a time-tested process, tools and metrics for capitalizing on this market opportunity. For more information or to register online, click here.

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

The November 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.

Actionable Intelligence

The office technology industry's destination site for the latest news and in-depth analysis, features nearly 3,000 posts conveniently linked to provide an easy-to-use mosaic of detailed analysis. The site is an essential tool for professionals marketing hardware and consumables. Subscribers have access to hundreds of product profiles of the latest machines and supplies, topical market research, analysis of key issues such as lawsuits and M&A activity that are shaping today's competitive landscape, and up-to-the-minute news refreshed in real time. BTA members receive a 30-percent discount on an Actionable Intelligence subscription.

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