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Nov. 21, 2017
Issue No. 575


CIT Equipment Finance

CIT Equipment Finance develops and administers equipment financing and leasing programs for manufacturers, dealers and resellers that are designed to help them increase their top- and bottom-line performance. It also acquires finance/lease portfolios. Through these programs, CIT Equipment Finance provides a variety of financing and value-added services, including 1:1 servicing of major account customers, FlexAbility™ (flexible solutions for selling and invoicing), and systems integration with our vendors to lower their operational expenses and increase lessee satisfaction.

Our mission is to make our clients successful. We do this by aligning with their goals and initiatives, integrating through technology, and putting the right people in place to make it easy to do business and deliver a positive customer journey at every touchpoint. Contact us to learn more about how we can benefit you.

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.)

East West Manufacturing Acquires Innovolt
East West Manufacturing LLC has announced it has agreed to acquire the assets of Innovolt.

Toshiba America Business Solutions Acquires Electro Imaging Systems
Toshiba America Business Solutions (TABS) has announced that it has acquired Electro Imaging Systems Inc. (EIS) of Livermore, California.

John Sheehan to Oversee U.S. B2B Channel Sales at Sharp Electronics Corp.
Sharp Imaging and Information Company of America (SIICA) has announced that John Sheehan has been promoted to vice president of channel sales, effective immediately.

EFI Releases New Version of High-Performance Fiery DFEs for Production Inkjet Systems
Electronics for Imaging Inc. (EFI) has announced the release of its newest-version EFI Fiery XB digital front-end (DFE) platform for ultra-high-speed production inkjet presses.

DocuWare Announces Rapid Expansion of Cloud Solutions for Document Management
Across manufacturing, retail, finance and other industries, more than 1,200 customers have opted for DocuWare's cloud-based software as a service (SaaS) model — and that number is accelerating.

Brother Business Survey Finds Top Office Trends
Did you know that 90 percent of small- and medium-sized business owners believe their employees take home office supplies?

Compass Sales Solutions Announces Sherpa Navigator Stored Procedures
Compass Sales Solutions has announced a new module now available to its customers called Navigator Stored Procedures.

Canon U.S.A. Unveils State-of-the-Art Customer Solutions Center
Honing in on its enterprise service and support expertise to create one, collaborative team environment, Canon U.S.A. Inc. has unveiled its state-of-the-art Customer Solutions Center for enterprises of the future.

Click here for all recent BTA Hotline articles.


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 - Scottsdale, 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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