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Nov. 19, 2013
Issue No. 376

There are a lot of recruiters out there who say they know the copier/MFP business. But nobody knows it like Copier Careers.

For almost 30 years, Copier Careers has dedicated itself exclusively to helping independent copier/MFP dealerships find the experienced staff they need to stay ahead of the curve. When color was introduced, Copier Careers was there. When analog gave way to digital, it was there. When standalone machines were replaced by networked devices, it was there. When "pushing boxes" was replaced with solution sales, it was there. When new software was introduced into the back office, it was there. While other recruiters have come and gone, Copier Careers has stayed the course. Our company is in it for the long haul, just like you.

As part of our commitment to the independent dealer channel, our third-annual Copier Careers Sales Representative Salary Survey will be released next month. It will include updated figures on average salaries, commissions and quotas for copier/MFP sales professionals. This year's survey highlights the response of almost 10,000 industry pros. Watch our website in early December for a link to the free, downloadable PDF. Only Copier Careers has the resources and dedication to produce this data and provide it to the industry.

More than Resumes, Candidates®

Learn more about how Copier Careers can help move your business forward. Visit or call (888) 733-4868.

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 Webinar on Strategies to Increase Sales Set for Dec. 5
The 72nd webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, Dec. 5.

Konica Minolta Launches bizhub 454e/364e/284e/224e Series
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has launched the bizhub 454e/364e/284e/224e series of monochrome MFPs.

Xerox Helps IT Service Providers Capture More Revenue with Remote Print Management
Xerox is helping IT service providers capture more business with a new plug-in solution for remote monitoring and management (RMM) software.

BEI Services Partners with Evolved Office
BEI Services Inc. has announced its partnership with Evolved Office.

Katun Introduces New Toner for Use in imageRUNNER ADVANCE C5030/C5240
Katun Corp. has introduced Katun Performance color toner for use in Canon imageRUNNER ADVANCE C5030/C5035/C5235/C5240 applications.

Paessler, LANAIR Group Partner to Launch ControlPoint Monitor
Paessler AG and LANAIR have launched ControlPoint Monitor, a new cloud-based network monitoring solution.

Toshiba e-STUDIO Products Added to EPEAT Registry
To underscore its commitment to designing and delivering products to help facilitate customers' environmental stewardship, Toshiba America Business Solutions Inc. has announced that 34 of its e-STUDIO MFPs are registered in EPEAT.

EverBank Adds Rob Kelly to its Technology Platform
EverBank Commercial Finance Inc. has announced Rob Kelly has joined the firm's technology division.

Konica Minolta Expands IT Services Offering for Dealers
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has expanded the IT services available to its dealer community.

Click here for all recent BTA Hotline articles.

Building My Business Webinar: "Five Simple Strategies to Increase Sales in 2014"
Where are the growth areas in our industry? MPS, BPO, MS (IT)? In this webinar, David Ramos of InfoTrends will share details on the forecasted outlook for areas of growth potential in the office technology industry, but also how to capitalize on them in 2014 by leveraging the proper sales strategies.Thirty-nine percent of the customer's selection of a vendor or supplier is based on the business value the sales team brings to the table. Customers and prospects could not care less about "traditionally trained sales skills" and the "we have stuff" approach. However, they very much care about your organization's ability to: truly understand how business actually works and understand their business and industry; execute problem-solving ideas in order to design and deliver innovative solutions to their real business problems; and effectively advocate for them in their relationship with your company. As a dealership principal, sales leader or front-line sales manager, it is a big challenge to develop a sales team in our long-standing, mature industry and infuse salespeople with fresh ideas and thinking to ensure they have the knowledge and skills to deal with today's business challenges. For more information or to register online, click here.
FIX: Cost Management for Service - Orlando, Fla.
Successful BTA dealers use their service departments to maintain profit margins as new equipment sales margins decline. FIX, BTA's popular service workshop, teaches you how to compute the cost of your service labor hour (service burden rate) and improve your overall service department profitability. Workshop instructors Ronelle Ingram and Rock Janecek will cover proven management and customer service programs to improve morale within your service department. Those struggling with MPS and IT issues can learn new management skills to help transition your staff to the realities of solution-based servicing. This is a highly interactive, energetic classroom experience. Attendees to the Feb. 13 workshop receive FREE registration to Winter Break. For more information or to register online, click here.
Winter Break - A district event hosted by BTA Southeast - Orlando, Fla.
BTA Southeast will host its annual spring district event, open to BTA members and non-members from across the country, on Feb. 14-15, 2014, at the Walt Disney World Swan in Orlando, Fla. 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 Mason Olds of Canon U.S.A. Inc., five additional educational sessions presented by industry leaders and a dealer panel focused on business transformation. 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 one of five $100 American Express gift cards and be entered into the BTA District Event Sweepstakes. To wrap up the event, attendees will travel to Epcot to spend the evening at the park. 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.

PathShare HR Services & Tools

The Activity Vector Analysis (AVA) is an online assessment tool you can use to examine an applicant's predictable behavior. No matter how they come across in an interview, this assessment tool will help you gain insight into the candidate's natural self-behavior (who they really are).

The PathShare HR Services team has also created benchmarks and profiled various roles in the office technology industry. Capitalize on that knowledge to compare your applicant's natural self to the traits needed to be successful in the role you have open. Find out how they "fit" with your opening.

The AVA online assessment is just one component of the hiring process. As certified AVA Analysts, PathShare HR experts will consult with BTA members to explain the individual's results to better understand the applicant's motivation and potential fit.

BTA members receive $50 off PathShare’s Interview and Assessment Package.

Visit for more information.

For more information on other BTA member benefits, visit

November/December Issue of The Business Owner Posted to the BTA Website
You will need your member login and password to download. Please contact BTA at if you do not have your member login and password. You may also access past issues of The Business Owner online. In this issue: My Big Mistakes; Advice I Heed; Personal Goodwill; 2013 Tax Law: A Brand-New World; and much more! Click here to download.

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