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Sept. 19, 2017
Issue No. 568

BTA Member Dealers Receive 2-for-1 Registration;
Can Use $150/$250 Discount Codes Received With Membership!


Hotel Room Rate Deadline is This Friday, Sept. 22 —
Reserve Your Room Today!


For more information, click here.



Crawford Thomas Recruiting, a nationwide sales recruitment firm that specializes in the recruitment of business technology sales, MPS, management and support staff, is proud to offer discounted recruitment/staffing services to all BTA members.

As one of the only large recruiting firms that really understand the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 50-plus in-house recruiters to deliver top talent.

Crawford Thomas Recruiting makes Fortune 1000 recruitment services available to all sales organizations, regardless of their size.

Sales, technicians, IT, MPS, MNS, management/operations and admin, please email info@crawfordthomas.com or call (888) 649-6616.

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.)

Carolina Business Equipment Acquires Docuquest Inc.
In August 2017, BTA member Carolina Business Equipment (CBE) acquired Savannah, Georgia-based Docuquest Inc., an office technology dealership representing Toshiba MFP products.

HP Introduces Global Partner Training Program – HP University
HP Inc. has launched HP University, a one-stop solution to empower and equip the company's 18,000 worldwide Partner First partners to optimize revenue and future-proof their businesses.

ECi Names David Collyer Senior Vice President of Global Customer Experience
ECi Software Solutions (ECi) has announced that David Collyer has joined the company as senior vice president of global customer experience.

Lexmark Introduces Smart Document Capture for Insurance
Lexmark International Inc. has announced the availability of Lexmark Smart Document Capture for Insurance, a solution that leverages the Lexmark smart MFP to help insurers digitize key processes to better serve customers, gain efficiencies and ensure compliance.

Konica Minolta Expands ECM Capacity With Acquisition of DSSI
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced the acquisition of Document Scanning Systems and Imaging Inc. (DSSI).

Katun Introduces Konica Color Toners, New Parts for Kyocera Machines
Katun Corp. has announced the introduction of new Katun color toners and parts in North America.

Supplies Network Named HP Partner of the Year
On Sept. 13 at HP Reinvent, HP Inc. named Supplies Network HP Partner of the Year.

Konica Minolta Launches New EFI Fiery DFEs for AccurioPress
Electronics For Imaging Inc. (EFI) and Konica Minolta Business Solutions U.S.A. Inc. have announced two new EFI Fiery digital front ends (DFEs) designed to drive the AccurioPress line of digital presses from Konica Minolta.

Click here for all recent BTA Hotline articles.


Sept.
21
Building My Business Webinar: "A Look at Current Office Technology Industry Trends"
A variety of current trends associated with inkjet, color printing, MPS and solutions are driving change in how office technology dealers go to market in today's business climate. In this webinar, Sheryne Glicksman of Keypoint Intelligence will share her insight on these trends, as well as review key industry statistics. She will also provide excerpts from the market research firm's State of the Channel findings. The webinar will conclude with Glicksman addressing attendee questions focused on the BTA Channel's greatest opportunities in 2018. For more information or to register online, click here.
Oct.
11-12
ProFinance 2.0 - Salt Lake City, Utah
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.
19-20 Fall Colors Retreat - Hosted by BTA Southeast - Asheville, North Carolina
Planned and hosted by the dealer volunteer leadership team of BTA Southeast, the Fall Colors Retreat is open to dealers from across the country. The event will feature: a dealer panel on breaking through revenue growth barriers; two educational sessions presented by industry leaders; round-table discussions with exhibitors; time to network with peers and exhibiting sponsors; and a cocktail reception and dinner at the historic Biltmore Estate's Antler Hill Barn. Dealer attendees can also enter the BTA Events Sweepstakes on-site. BTA member dealers receive 2-for-1 registration and can use their $150/$250 discount codes received with membership. For more information or to register online, click here.
23 FIX: Cost Management for Service 2.0 - Chandler, Arizona
Successful BTA dealers use their service departments to maintain profit margins as new equipment sales margins decline. FIX, BTA's popular service workshop, teaches attendees how to determine the actual cost of the service hour (burden rate) and improve overall service department profitability. Workshop instructor Ronelle Ingram will cover first-call completion and 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 their staffs to the realities of solution-based servicing. For more information or to register online, click here.
Nov.
13
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.
Dec.
6-7
BTA Managed Services Workshop - Phoenix, Arizona
Are your managed IT services sales numbers not meeting expectations? Are you looking for tools that deliver results instead of just hearing more about what you should be doing? Have you just entered the market — or are planning to — and need to make up for lost time and avoid mistakes? The one-and-a-half-day BTA Managed Services Workshop has been expanded to include the data and critical success factors within the Managed Services Business Model 2.0, developed by workshop instructors Mitch Morgan and Chris Ryne of Growth Achievement Partners (GAP), along with Mike Dudek and Rich Wisniewski of Zygoquest Group, and Continuum. The companies' combined knowledge in the MSP space will allow attendees to walk away with a time-tested business model and key metrics to guide success and ensure profitability. 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 September 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.


Credit Card Processing

BTA has partnered with Cayan, a payment processor for more than 115,000 businesses. Cayan's free statement analysis provides a clear picture of what you are paying and what you can save. It evaluates whether your account is set up to maximize your bottom line; looks at your pricing structure to make sure you are not paying more than necessary; details the industry-required monthly fees and separates the bogus fees that go to your processor; and provides a detailed comparison that rolls all of your fees up and compares them to what Cayan can save you. BTA members receive a $100 dues credit when they sign up with Cayan.

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

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


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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.