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Dec. 5, 2017
Issue No. 577


Copier Careers® is a one-of-a-kind recruiting firm dedicated exclusively to helping independent copier dealers fill their staffing needs.

The Copier Careers 2017 Sales Representative Salary Survey is now available to BTA members. This year, 10,406 Copier Channel sales professionals responded to our online survey. The resulting snapshot indicates good things ahead for sales professionals, including a sustained demand for savvy reps across the industry. To read more of this survey or past surveys, please visit our Salary Survey page.

More Than Resumes, Candidates®

Learn more about how Copier Careers® can help move your business forward. Visit our website at https://copiercareers.com or call (888) 733-4868.

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.)

BTA Welcomes Two New Members

BTA Strategic Sales Semester to Begin Jan. 22
At 11 a.m. Central on Jan. 22, 2018, the Business Technology Association (BTA) and Growth Achievement Partners (GAP) will begin the next BTA Strategic Sales Semester.

In Memoriam: Lawrence "Larry" Hollister Chapman
Lawrence "Larry" Hollister Chapman of Trussville, Alabama, died on Dec. 1, 2017.

In Memoriam: Keith William Anderson
Keith William Anderson, former Business Technology Association (BTA) executive director, died on Nov. 26, 2017.

Visual Edge Technology Acquires Benchmark Business Solutions
BTA member Visual Edge Technology Inc. has completed the acquisition of BTA member Benchmark Business Solutions.

Square 9 Softworks Releases Browser-Based GlobalSearch 4.5
Square 9 Softworks has released the latest generation in its enterprise content management (ECM) platform.

PrintReleaf & University of Colorado Evolve Reforestation Standard
PrintReleaf has evolved its reforestation standard, which outlines operational, financial and organizational requirements for PrintReleaf global forestry partners.

Compass Announces Enhanced Submit to e-automate Options
Compass Sales Solutions has announced new enhancements for submitting quote information to e-automate, including the ability to submit line-item pricing and three different options for how quotes are created in e-automate.

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 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.




CompTIA Exam Voucher Discounts

As a non-profit trade association, CompTIA 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, leading industry experts.

CompTIA offers BTA members discounts on many of its certification exam vouchers, including A+, Cloud Essentials, Network+, Security+, CSA+ and more.

A new offering, the CompTIA Cybersecurity Analyst (CSA+) is an international, vendor-neutral cybersecurity certification that applies behavioral analytics to improve the overall state of IT security. CSA+ validates critical knowledge and skills that are required to prevent, detect and combat cybersecurity threats. The behavioral analytics skills covered by CSA+ identify and combat malware and advanced persistent threats (APTs), resulting in enhanced threat visibility across a broad attack surface.

Visit www.bta.org/CompTIA for more information.

For more information on other BTA member benefits, visit www.bta.org/MemberBenefits.


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