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Nov. 26, 2013
Issue No. 377

Insights53 helps technology companies accelerate service revenue and margin. Companies experiencing pressure on margins and slow sales cycles recognize the need to improve the way they sell services. Our core competency is turning customer insight into selling conversations. Click to try a sample conversation. Understanding the customer's business and the buyer's perspective is a competitive advantage. It enables you to demonstrate value early in the sales cycle and positions you to lead the buying decision process from problem definition to project investment approval.

Connect with Insights53 at, email or call (636) 236-6691.

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.)

Konica Minolta Names Dealer Excellence & Lifetime Achievement Award Recipients
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced that Dean Swenson, president of The Swenson Group in Livermore, Calif., has been selected for the FY2012 Konica Minolta Dealer of Excellence Award.

KYOCERA Releases TASKalfa 8001i, 6501i
KYOCERA Document Solutions America has released two new TASKalfa MFPs.

Toshiba's Annual Sales Conference Draws Record Attendance
Nearly a thousand sales professionals, end users, media and analysts convened on Nov. 13-14 in Orlando, Fla., to participate in LEAD 2013, Toshiba America Business Solutions Inc.'s (TABS) annual technology showcase.

Sharp Introduces Cloud Portal Office
Sharp Imaging and Information Company of America (SIICA) has introduced Cloud Portal Office, a first-of-its-kind software solution designed for an increasingly mobile workforce where companies need to share information while maintaining control and security over critical documents.

Xerox DocuShare Expands Content Management
Xerox DocuShare has expanded its ECM offering, providing new and easy ways for employees to access and manage paper and digital content wherever they are.

SYNNEX Enhances PROMOCentral
SYNNEX Corp. has released an enhanced version of its PROMOCentral application.

UniNet Announces 'Non-HP Supply/Cartridge Installed' Chips
In collaboration with Hewlett-Packard's (HP) IP & Brand Protection Team, UniNet has redesigned certain smart chips for printers identified by HP as requiring "Non-HP" to be displayed or shown on the status page and printer display.

Square 9 Releases SmartSearch 3.7
Square 9 Softworks has released SmartSearch 3.7.

Perceptive Software's Records Manager Gains 5015.2 Certification
Perceptive Software has announced that its Records Manager product is now certified against Chapters 2 and 5 of the Department of Defense (DoD) 5015.2 standard for records management.

Innovolt Announces New CFO
Innovolt Inc. has appointed Jun Ho Son as the company's CFO.

DCS Acquires Pi Data Supplies Assets from CMA
Diversified Computer Supplies Inc. (DCS) has announced that it has acquired the assets of Pi Data Supplies, a California-based distributor of imaging supplies and data media storage to the independent dealer channel since 2004.

Ervin Leasing Enters New Market, Hires Industry Expert
Ervin Leasing has announced its expansion to service the office products finance market with the hiring of Shane Rice as relationship manager — office products.

Compass Announces Partnership with MSE
Compass Sales Solutions has announced a strategic partnership with Micro Solutions Enterprises (MSE).

ACM Technologies Launches Cartridge Recycling Program
ACM Technologies Inc. has announced its new recycling program,, launched under the company's branded line, EcoPlus.

Konica Minolta Expands EnvisionIT Vertical Solutions
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has expanded its EnvisionIT vertical solutions to include tailored software, hardware and IT services designed specifically for the financial, manufacturing and government industries.

Mark Mathews Joins Tech4SMB Board of Advisors
Tech4SMB has announced that Mark Mathews is joining the Tech4SMB Advisory Board.

Passportal Announces Integration with Autotask
Passportal Inc. has announced its integration with Autotask.

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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