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Nov. 18, 2014
Issue No. 427

BTA Member Dealers:
Receive 2-for-1 registration when you register by Feb. 18, 2015.

Copier Careers — We staff the industry, we track the industry, and for the past 14 years, we have provided salary surveys specific to the industry.

Our 2014 Sales Rep Salary Survey is ready for next month's newsletter, with almost 10,000 responses and seven pages of results. The land­scape has changed completely. Managed services have come to dominate the industry and sales reps couldn't be happier.

To learn more about how Copier Careers can help move your business forward, and to see links to all salary surveys, visit or call (888) 733-4868.

More than Resumes, Candidates®

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's Nov. 20 Webinar to Focus on Tested Sales Techniques
The 83rd webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, Nov. 20.

ECi Software Solutions Releases Red Falcon Software
ECi Software Solutions has announced the release of its Red Falcon software, a business system for the office products industry that provides a combination of ERP and next-generation e-commerce.

Toshiba Appoints Bill Melo to Chief Marketing Executive
Toshiba America Business Solutions Inc. has announced its vice president of marketing, services and solutions, Bill Melo, has been appointed chief marketing executive.

LEAF Promotes Aimee Ridgway
LEAF Commercial Capital Inc. (LEAF) has announced the promotion of Aimee Ridgway to the position of national director of sales for LEAF's Business Technologies Finance Group, where Ridgway will be responsible for leading LEAF's extensive sales organization in the technology, communications, building controls and systems furniture sectors.

Print Tracker Continues Expansion into European Market
Print Tracker has announced its continued expansion into the central and eastern European markets.

GreatAmerica & ConnectWise Improve Billing Services for Solution Providers
GreatAmerica Financial Services Corp. has successfully integrated its invoicing capabilities with ConnectWise to improve billing efficiencies with their mutual solution provider partners.

Click here for all recent BTA Hotline articles.

Building 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.
Building 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.
BTA Dealer Marketing Workshop - Plano, Texas
According to a recent article in the Harvard Business Review, business decision makers are, on average, 57 percent of the way through the buying process before they contact a vendor or sales rep. The buying process has changed. More of the initial research is done online. If you are not involved in this online research, you may not even get a shot at the deal. Has your dealership adapted to this new buying process? Or, are you confused by the many local seminars and Internet articles from online marketing people that make big promises but do not understand the office technology industry? It is time to get serious about online marketing. The BTA Dealer Marketing Workshop, led by Darrell Amy, Lindsay Kelley and Jon Mitchell of Dealer Marketing, makes sure your dealership is ready to implement best practices in online marketing. You will see real-world examples of how dealers use the Internet to generate leads, cross-sell current clients and position themselves as local experts. For more information or to register online, click here.
Building My Business Webinar: "Five New Ideas Using Technology to Secure Net New C-Level Meetings"
Kate Kingston of Kingston Training Group has new content on how to attract C-level decision makers by using the technology that is right at your fingertips. Using strategies through social media like LinkedIn — among other specific online applications — will allow your sales reps to learn when a prospect needs a strategic technology solution discussion. Reps will also gain the knowledge they will need to attract more C-level attendees at their next expo or learning luncheon. In this webinar, Kingston will deliver on how to drive more net-new, vertically focused C-level sales meetings past the dialing-for-dollars method. 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 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.

CompTIA Educational Discounts

CompTIA is the voice of the world's information technology (IT) industry. As a non-profit trade association, it advances the global interests of IT professionals and IT channel organizations, and enables them to be more successful with industry-leading certifications and business credentials, education, resources and the ability to connect with like-minded industry experts. CompTIA offers BTA members discounts of 10 to 15 percent on many of its certification exam vouchers. Certifications range from CDIA+ and Network+ to Mobile App Security+ (iOS and Android) and Cloud Essentials.

Visit for more information.

For more information on other BTA member benefits, visit

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