Can't view HTML emails? Click here for an online version of the Hotline.

Dec. 17, 2013
Issue No. 380

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.)

In Memoriam: Thomas Bronson O'Reilly
Thomas Bronson O'Reilly died on Nov. 23, 2013, at Cottage Hospital in Santa Barbara, Calif., with his wife and children present.

Applied Imaging Named One of the National Best & Brightest Companies to Work For
For the second consecutive year, BTA member Applied Imaging has been recognized as one of the "National Best and Brightest Companies to Work For" by the National Association for Business Resources (NABR).

RJ Young Receives Top Sales Award from Ricoh
BTA member RJ Young Co. received Ricoh Americas Corp.'s top dealer award for small to medium business market sales during the Ricoh Convergence meeting, Oct. 28-30, 2013, in Las Vegas.

Ricoh Expands Critical Communications Solutions Suite
Ricoh Americas Corp. has announced new features for its Critical Communications solutions suite, further providing customers with the tools needed to achieve the utmost integrity and accuracy in their printed output.

Samsung Announces Lee as President & CEO of Samsung Electronics North America Headquarters
Samsung Electronics Co. Ltd. has announced the appointment of Gregory Lee as president of the North America Headquarters (NAHQ) in addition to his role as president of Samsung Telecommunications America (STA), effective immediately.

U.S. Army Renews Print Audit 6's Certificate of Networthiness
The Print Audit has earned a U.S. Military Certificate of Networthiness (CoN #201316602) for its flagship software, Print Audit 6.

Konica Minolta Earns Recognition for Environmental Contributions
Konica Minolta Business Solutions U.S.A. Inc. has announced that parent company, Konica Minolta Inc., has been awarded a "2013 Environment Minister's Award for Global Warming Prevention Activity (Implementation of Countermeasures)" by the Ministry of the Environment, Government of Japan, in recognition of the initiatives to prevent global warming through the company's "Green Factory Certification System."

Ricoh Looks at Emerging Trends
"Your boss is half your age? You are OK with that, right?" Organizations will increasingly face management challenges like this in 2014 when a new concept of seniority evolves (or "seniority" becomes obsolete) and Gen Y comes to work on a fast new career track, predicts Ricoh Americas Corp.

Click here for all recent BTA Hotline articles.

BTA MPS Client Engagement Training Series
The BTA MPS Client Engagement Training Series, led by Mike Lecak, president of Collaborative Consultant Group, consists of six one-hour, Web-based courses designed to assist participants in the following: getting the appointment; MPS value propositions; conducting the appointment; the assessment; the proposal; deal implementation; and client management. During the six-week session, there will be three one-hour one-on-one coaching sessions in addition to the online training sessions. During these coaching sessions, you will be working with Lecak on three of your specific accounts. You will be taking these opportunities through the sales process, from appointment through the assessment to the proposal and contract. You will have a chance to gain valuable insight while working on actual "live" prospects. For more information or to register online, click here. For more information or to register online, click here.
23Building 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.
14-15Winter 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.

Join BTA on Twitter, Facebook and LinkedIn
Click the buttons below to follow, become a fan or add BTA.

BTA Membership
Your BTA benefits are listed on the BTA website. Be sure to take full advantage of your membership by using the many discount programs and business services BTA offers exclusively for its members. Click here to learn more. Not a member yet? Join online.

Members: To unsubscribe from BTA emails: @@unsubscribe_url@@.

Non-members: Please email Mary Hopkins to request removal from BTA's email distribution list.