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April 25, 2017
Issue No. 547

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

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 or call (888) 649-6616.

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.)

Ricoh Partners With EFI
Ricoh USA Inc. has announced the addition of EFI's H1625 LED and VUTEk H2000 Pro hybrid roll/flatbed wide-format printers to its growing wide-format portfolio through a reseller agreement with EFI.

Xerox Introduces DocuShare Flex
Enterprise content management (ECM) used to make sense only for large companies with the size and budgets to make the conversion to digital worthwhile.

KYOCERA Document Solutions Appoints New President
KYOCERA Document Solutions America Inc. has announced the promotion of Norihiko Ina to president of parent company Kyocera Document Solutions Inc., joining Takashi Kuki, vice chairman, in executive management at the company's headquarters in Osaka, Japan.

David Ramos Joins Visual Edge Technology
Visual Edge Technology has announced that industry veteran David Ramos has assumed the position of vice president of business planning and analysis.

Static Control Acquires Ink Technologies Corp.
Static Control has acquired Ink Technologies Corp. of Cleveland, Ohio.

Lexmark Releases Lexmark Testing Assistant
Lexmark International Inc. has announced a new education solution for the K-12 and higher-education markets — the Lexmark Testing Assistant.

Konica Minolta Unveils New Integrated Global Client Services Organization
Following the company's global preview of its Workplace Hub, Rick Taylor, president and CEO of Konica Minolta Business Solutions USA Inc. (Konica Minolta), announced the formation of a new integrated Global Client Services organization that consolidates all aspects of services and support into one entity.

ConnectWise Announces Free Remote Control Solution Offering
Technology solution providers (TSPs) now have access to a free version of ConnectWise Control (formerly ScreenConnect), an all-in-one solution for remote support and remote access. ConnectWise Control Free provides growing businesses with the capability to increase efficiency and better serve their own clients or colleagues.

CoreDial to Integrate With ConnectWise
CoreDial LLC has announced it will offer an integration to ConnectWise Manage through its flagship SwitchConnex platform.

Epson Adds New DS-780N Document Scanner
Epson America Inc. has introduced three new commercial document scanners — the Epson DS-780N, DS-770 and DS-575W.

Click here for all recent BTA Hotline articles.

Select Dealer Group Meeting - Dallas, Texas
25 Building My Business Webinar: "Successful Selling in Today's Landscape"
The selling landscape has been forever changed by rapid technology development. Sales professionals are going to have to adapt to survive. They need to develop the skills to provide relevant insights and value during the conversation. In this webinar, Melissa D. Whitaker of Melissa Whitaker International LLC will discuss the six biggest challenges salespeople are facing in today's landscape and the specific solutions for overcoming them. For more information or to register online, click here.
SBB Road Show - Kansas City, Missouri
The Seat Based Billing (SBB) Road Show will arm your company with all the necessary components to successfully deliver a SBB program for managed print, allowing you in win more deals, capture greater margins and engage more net-new customers. Every aspect of SBB will be covered: SBB fundamentals; user-based assessments; service contract considerations; finance and invoice options; operational and back-office; sales compensation and funnel management; QBRs; wholesale options; converged services options; and much more. SBB Road Show participants can attend BTA's Gateway to Success event for half price. For more information or to register online, click here.
6-7 NPRN/Clover CEO Summit 2017 - Kansas City, Missouri
The National Printer Repair Network (NPRN) and Clover Imaging Group will host NPRN's CEO Summit summit prior to BTA's Gateway to Success event. Starting with a Member's Welcome Dinner on June 6 and proceeding with a full day of activities on June 7, including executive networking and round-table exchanges, this is the one event you do not want to miss. And, it is free. Seating is limited, so register today. For more information or to register online, click here.
7 Hiring for Top Performance Workshop - Kansas City, Missouri
Hiring top-performing employees can be challenging. In fact, in the 2016 Cannata Report Annual Survey, dealers ranked "recruiting personnel" their number-one business challenge. To help BTA Channel dealers find top talent, build more effective teams and reduce their hiring costs, PathShare HR Services has developed the Hiring for Top Performance Workshop. This one-day workshop will help dealers learn how to: find top talent; assess candidates with consistency and better results; and ensure an effective transition between the time a candidate accepts and the early days of onboarding. For more information or to register online, click here.
7-8 Gateway to Success - Hosted by BTA Mid-America - Kansas City, Missouri
Planned and hosted by the dealer volunteer leadership team of BTA Mid-America, the 2017 Gateway to Success event is open to dealers from across the country. The event will feature: a keynote address by 2013 CNN Hero of the Year Chad Pregracke of Living Lands & Waters; a featured educational session on creating a living brand presented by Dr. Neeli Bendapudi, provost, executive vice chancellor and professor of marketing at the University of Kansas; six additional educational sessions presented by industry leaders; time to network with peers and exhibiting sponsors, including a welcoming reception; and a Houston Astros versus Kansas City Royals baseball game and dinner in a private suite at Kauffman Stadium. 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.
12 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.
12-14 BTA Sales Management Workshop - Owings Mills, Maryland
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 attendees reach their full potential as great sales leaders and coaches, as well as best practices to build and sustain elite, high-performance sales teams. For more information or to register online, click here.
21 Building My Business Webinar: "Overcoming the Fear of Business Planning by Using the Business Model Canvas"
Writing a business plan for your businesses can be daunting, but a new form of business planning, the Business Model Canvas (BMC), makes the process easier. In this webinar, inspirational growth coach Harry Hecht will explain the BMC, a one-page document that allows you to test and validate the key parts of your business in a manageable format. He will also offer tips on the use of BMC to develop a full business plan should you need one in the future. For more information or to register online, click here.
21-22 ProFinance 2.0 - Cleveland, Ohio
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 Industry Calendar.

The April 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.

BTA Legal Services

BTA General Counsel Bob Goldberg has more than 35 years of industry experience. He provides members with no-fee advice and guidance on a diverse range of topics, including dealer/manufacturer disputes, contracts, employment matters, industry documentation, legislative issues, business valuation, and general industry and business issues as they affect dealers and resellers. He can evaluate legal needs, review and analyze reseller contracts and serve as a third party to help resolve business disputes. BTA members also can download sample legal documents from BTA's website.

Visit for more information.

For more information on other BTA member benefits, visit

2017 BTA Event Exhibiting Sponsorships
Sign-ups for 2017 BTA event exhibiting sponsorships have begun. Click here to learn more about reserving your tabletop exhibit space.

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