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Nov. 14, 2017
Issue No. 574


There are a lot of recruiters out there who say they know the Copier/MPS/MNS Channel, but nobody knows it like Copier Careers®.

The 2017 Sales Representative Salary Survey will be posted here exclusively for BTA members in December. Copier Careers' annual salary surveys provide a snapshot of how well industry professionals are compensated, how satisfied they are in their careers and how well their needs align with the needs of their employers. This year's survey collected more than 10,400 responses from industry sales professionals, so be sure to check back in December for the full results!

More Than Resumes, Candidates®

Learn more about how Copier Careers® can help move your business forward. Visit our NEW website at https://copiercareers.com or call (888) 733-4868.

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.)

Bob Goldberg Receives Lifetime Achievement Award From The Cannata Report
On Nov. 2, 2017, Bob Goldberg, the Business Technology Association's (BTA's) general counsel, was presented with a Lifetime Achievement Award at The Cannata Report's 32nd Annual Awards & Charities Dinner held at The Madison Hotel in Morristown, New Jersey.

Canon U.S.A. Congratulates Advanced Systems Inc. on 60 Years of Business
Canon U.S.A. Inc. congratulates BTA member Advanced Systems Inc. on its 60th year of business.

ENX Magazine Names 2017 Elite Dealers
ENX Magazine and ENX The Week in Imaging has announced its list of 2017 Elite Dealers.

The Cannata Report's 2017 Awards & Charities Dinner Reaches $2-Million Milestone
During its 32nd Annual Awards & Charities Dinner, held Nov. 2 at The Madison Hotel in Morristown, New Jersey, The Cannata Report raised and pledged $175,000 to benefit Hackensack Meridian Health — John Theurer Cancer Center at Hackensack University Medical Center.

Locator Magazine Introduces 2017 Logistics Services Buyers Guide
Asay Media Network has introduced a new directory-style service for logistics service companies in the office technology industry.

Nuance Recognized as Ingram Micro Emerging Vendor of the Year in the United States
Nuance Communications Inc. has announced it has received the Emerging Vendor of the Year award – Software from Ingram Micro Inc.

Xerox 2017 Global Citizenship Report Shows Early Achievement of Key Corporate Sustainability Goals
Xerox has achieved several of its corporate "2020" sustainability goals for energy, greenhouse gas (GHG) emissions, water use and days-away-from-work rates across operations globally and is on track to meet most of the remaining goals.

Sharp is First Manufacturer to Achieve New International Security Standard
Sharp Imaging and Information Company of America is the first document systems manufacturer to announce certification against the latest Common Criteria Security Protection Profile.

Konica Minolta Recognized by CDP for Leadership on Climate A List for Two Consecutive Years
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced that it has been awarded a global leadership position on the Climate A List by CDP for the fourth time, including most recently in 2016 and 2017.

eesyQ Announces Integration With ConnectWise
eesyQ has announced an integration with ConnectWise.

Click here for all recent BTA Hotline articles.


Nov.
16
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.
Dec.
14
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.
Jan.
17-19
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, 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.
Feb.
7
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.
27-28 ProFinance 2.0 - Glen Allen, Virginia (a Richmond suburb)
Over the last 15 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. Now, with color, connectivity, software, managed print services (MPS) and managed network services (MNS), the business has changed — and ProFinance has changed with it. Taught by John Hey and Todd Johnson of Strategic Business Associates, ProFinance 2.0 incorporates these changes into the industry model, including benchmarks for MPS. With more than 30 key benchmarks, this management tool will help you and your team achieve double-digit operating income. 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, www.action-intell.com 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.

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

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


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