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Jan. 17, 2017
Issue No. 534

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

The 2017 Spring Break event will feature:
• A special keynote address presented by a surprise guest speaker to be announced on-site
• Seven additional educational sessions led by industry leaders
• Time to network with peers and exhibiting sponsors, including a welcoming reception
• An afternoon/evening visit to the Disney theme park of your choice: Magic Kingdom, Epcot,
Hollywood Studios or Animal Kingdom

For more information, click here.

Clover Imaging Group (CIG) leads the industry in designing and manufacturing premium laser print cartridges that provide a high-quality and low-cost alternative to the OEM.

Recently, CIG enlisted an independent, third-party tester to compare the performance of its remanufactured cartridges to original HP cartridges. The results were groundbreaking.

Independent testing showed:

  • With 54 cartridges tested, our average continuous yield numbers exceeded CIG and HP's stated yield across all cartridge types
  • Densities that are highly comparable to the OEM
  • ZERO out-of-box failures

To find out more about the independent test results, 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.)

Canon Among Top Three U.S. Patent-Holder Companies
Canon U.S.A. Inc. has announced that parent company Canon Inc. has, for the 31st consecutive year, secured a spot among the top three companies for U.S. patent holders.

Ricoh Announces New MFPs & Printers
Ricoh USA Inc. has unveiled its latest black-and-white device series to help small offices and enterprises work and collaborate more easily and efficiently.

Stratix Systems Acquires Majority Stake in LYNX Computer Technologies
BTA member Stratix Systems has announced that it has completed the strategic acquisition of a majority stake in IT consulting firm LYNX Computer Technologies.

Continuum Opens New Headquarters in Sydney, Australia
Continuum is expanding the company's role in the Asia-Pacific (APAC) market with a new regional headquarters in Sydney, Australia.

ITC Systems' GoPrint Integrates WIth MyPC
ITC Systems has announced the successful integration of its GoPrint product with MyPC, developed by iTS.

PrintFleet & Brother Partner to Provide Expanded Reporting Capabilities
PrintFleet Inc. has partnered with Brother International Corp. to provide channel partners with greater fleet management capabilities and added value with a dashboard that offers end users full visibility into their document imaging devices and workflows.

Balboa Capital Survey: 75 Percent of Small Business Owners Using Section 179 Tax Deduction
Balboa Capital has announced the results of its Section 179 Tax Deduction survey, which was conducted to gauge small business owners' (SBOs) understanding and usage of this IRS tax code, as well as their capital equipment investing plans for 2017.

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 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.
23 BTA Strategic Sales Semester
The industry is shifting from transactional sales to strategic sales, and sales reps need new skills for this transition. Determining which accounts and which opportunities require a transactional approach and which accounts 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. These online training sessions include opportunities for polls, test questions and interactive Q&A. 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.
Building My Business Webinar: "Cloud Communications as an Adjacent Revenue Opportunity"
During this webinar, Jim DeBald of CoreDial and Mitch Morgan of Growth Achievement Partners (GAP) will discuss the cloud communications business model and how it stacks up against other adjacent revenue streams. Topics to be covered include: The paradigm shift and move to a subscription-based economy; the top adjacent revenue opportunities and how they compare; why office technology dealers and managed service providers have made the transition sooner rather than later; and success stories of businesses like yours. For more information or to register online, click here.
Select Dealer Group Meeting - Newport Coast, California
8 BTA Sales Management Workshop - Dallas, Texas
The BTA Sales Management Workshop is a career development "must have" for sales management at all levels, and provides the knowledge, skills, process 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.
14 Building My Business Webinar: "Is Your Sales Rulebook Broken?"
In this webinar, Lindsay Kelley and John Pulley of Prospect Builder will discuss the new sales playbook for reaching today's buyers and why many of your reps are failing in their attempts to make a connection. The first step in getting to know someone is by being where they are. You need to understand where your prospects are today and how to reach them there. This webinar will allow you to discover how buyers are searching for answers, what questions they are asking that you do not know about and how you become their answer. For more information or to register online, click here.
22-23 ProFinance 2.0 - Orlando, Florida
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. ProFinance attendees will receive free registration to BTA's March 24-25 Spring Break event. For more information or to register online, click here.
24-25 Spring Break - Hosted by BTA Southeast - Orlando, Florida
Planned and hosted by the dealer volunteer leadership team of BTA Southeast, the 2017 Spring Break event is open to dealers from across the country. The event will feature: a special keynote address presented by a surprise guest speaker to be announced on-site; seven additional educational sessions led by industry leaders; time to network with peers and 37 exhibiting sponsors, including a welcoming reception; and an afternoon/evening visit to the Disney theme park of your choice: Magic Kingdom, Epcot, Hollywood Studios or Animal Kingdom. 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.

For details on these events and to stay abreast of industry events, visit the
BTA Industry Calendar.

The January 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 Benchmarking Reports

BTA has released its 2016 BTA Service Report, which tabulates and compares median industry performance by size of business and geographical area. The data is broken down into performance categories: profitability (service; revenue per service employee and per technician; service gross profit; etc.), personnel (technician accountable time; average billing rate; incentive plans; distribution of time; etc.), call center efficiencies (response times; gross calls per day; recalls and incompletes; installation times; etc.) and product (copier/MFPs on contract and T&M; percent of sales; etc.).

In addition to the BTA Service Report, members can download the BTA Compensation Report, which gives detailed salary information on a variety of dealership employee positions, and the BTA Finance Report, which compares key income statements and balance sheet indicators. Free to all BTA members, the reports are a $650 value.

All three reports are now available to download from the BTA website at

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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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.