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Dec. 3, 2013
Issue No. 378

IBPI — Saving Time & Money for Dealers for More Than 26 Years

IBPI is the largest buying group in our industry, having surpassed 350 member dealers this year! Its member dealers are commercial copier, print, and IT providers throughout North America and its membership represents total annual sales in excess of $4.1 billion! IBPI's buying power saves you money, and with its quality vendor offerings, you will not have to shop around for the best deal. The average IBPI member saves between $29,500 and $175,000 on their purchases through IBPI programs. Contact IBPI to find out how you can save too!

IBPI negotiates relationships with quality vendor programs, such as its newest additions: Balboa Capital, EDA and Carolina Wholesale.

Put the power of IBPI to work for your dealership. Call (480) 393-1694 for details on how to join or visit

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 Welcomes 10 New Members

Katun Names Carl Little Strategic National Accounts Manager
Katun Corp. has announced the appointment of Carl Little to the position of strategic national accounts manager for the company's North America business unit.

Square 9 Opens Midwest Regional Office
Square 9 Softworks has announced the opening of a new Midwest regional office located in Carmel, Ind.

ECi Software Solutions & S.P. Richards Expand Alliance
ECi Software Solutions and S.P. Richards Co. (SPR) have announced that they have extended their strategic alliance.

Toshiba Recognizes Exceptional Dealers & International Distributors
Toshiba America Business Solutions Inc. (TABS) recognized eight of its top-performing dealers and international distributors during the company's recent annual sales conference — LEAD 2013 — in Orlando, Fla.

Parts Now Announces Distribution of C6030
Parts Now has announced it has added a new Memjet-powered MFP, the C6030, to its C6000 series offering, which currently includes the Memjet-powered C6010 color printer.

TonerCycle/InkCycle Releases New Remanufactured Cartridges
TonerCycle/InkCycle has announced the release of two new series of remanufactured toner cartridges.

OKI Data Americas Appoints Jeff Klym to Vice President of U.S. Commercial & Public Sector Sales
OKI Data Americas has announced the appointment of Jeff Klym to vice president of U.S. commercial and public sector sales.

Konica Minolta Further Expands Clean Planet Program
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced enhancements to the Konica Minolta Clean Planet Recycling Program to further improve upon and simplify the recycling process for customer consumables.

Toshiba Enhances e-BRIDGE Print & Capture Mobile App
Toshiba America Business Solutions Inc. has unveiled the latest version of its e-BRIDGE Print & Capture mobile software app.

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.
Building My Business Webinar: "What Does Good Look Like Now?"
The office technology industry model for success has been the key to improving dealer performance over the years. Now, as managed print and managed services continue to grow, the model is more important than ever. Are you looking to maximize performance in today's changing world? In this webinar, John Hey and Todd Johnson of Strategic Business Associates will review the model along with the strategies and practices being employed by the most profitable dealerships in the industry today. 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 December 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.

UPS Savings Program

Let BTA improve your bottom line with some of the most competitive rates available on shipping services with UPS®. Save up to 36 percent on a broad portfolio of services including air, international and ground services. Plus, savings begin at 70 percent on UPS Freight® shipments of more than 150 lbs. UPS understands how important reliability, speed and cost are to meeting your business goals and your customers' needs.

To enroll and start saving today, visit or call (800) MEMBERS (800-636-2377), Monday through Friday, 8 a.m. to 6 p.m. EST.

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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