Channel Trends & Research

BTA members receive all of these Benchmarking Series Reports FREE with membership. Non-members may purchase individually at the prices listed, or purchase the entire Benchmarking Series for only $650.

BTA Members: Click here to download the FREE Benchmarking Series Reports.

2018 BTA Compensation Report

The 2018 BTA Compensation Report gives detailed salary information on a wide variety of dealer and reseller positions, from executive compensation, to sales and service, to administration. Results are available by size of business and geographic region.

• Member Price: FREE
• Non-member Price: $200 (Click here to order.)

2015 BTA Finance Report

The 2015 BTA Finance Report compares key income statements and balance sheet indicators of BTA members to the recommended benchmarks of the BTA Business Model for Success as taught in ProFinance 2.0. Industry employee productivity, profitability, expense and asset management ratio performance are provided and compared to the recommended benchmarks. Benchmarking results are provided by size of business (annual revenue) and geographic region.

• Member Price: FREE
• Non-member Price: $250 (Click here to order.)

2016 BTA Service Report

The 2016 BTA Service Report tabulates and compares median industry performance by size of business and geographic region. This report is useful for comparing your service operations to those of your peers. This year's report provides interesting data broken down into performance categories: Profitability (service revenue per service employee and per technician, service sales per unit in base, service gross profit, rental and CPC revenue allocations, clicks per unit on contract, etc.), Personnel (technician accountable time, average billing rate, incentive plans, distribution of time, clicks per technician, etc.), Call Center Efficiencies (response times, gross calls per day, recalls and incompletes, installation times, service department automation, etc.) and Product (copier/MFPs on contract and T&M, percent of sales, etc.).

• Member Price: FREE
• Non-member Price: $200 (Click here to order.)

The 2019 BTA Business Equipment Quota Index (BEQI) provides market potential (product demand) indices for the U.S. market. Specifically, through a comprehensive study conducted on behalf of BTA by Crain Associates Research LLC, users of the BEQI are provided with an index for all U.S. sales territories including states, metropolitan statistical areas (MSAs), counties and ZIP codes. These indices can be used to:

• Forecast sales
• Evaluate territories
• Measure sales potential
• Establish sales quotas
• Measure sales performance

To meet the needs of various BEQI users, BTA reports on several major office equipment categories. The specific products covered are multifunction devices, printers and large-format printers, based on speed ranges and color versus monochrome. For each category, BEQI indices are provided for 2018 (actual purchases) and planned purchases for 2019 and 2020.

Each BEQI index number is based on two data sources: (1) Census Bureau data; and (2) the responses to a web-based survey of 1,200 decision-makers across 13 industry groups regarding the amount of equipment purchased in 2018 (actual purchases), and purchases planned for 2019 and 2020. Respondents were screened to verify that they were involved in business equipment purchasing decisions, and that they were employed by non-government organizations with at least 10 employees. To derive the BEQI indices, ratios of equipment purchases per employee were computed at the industry level and then applied to the distribution of employment by industry at each geographic level.

A State & Local Government Supplement is also available.

The BEQl provides indices at the state, county, ZIP code and MSA level for the following 17 categories:

Monochrome:

• 1-20 page-per-minute (ppm) MFPs
• 21-30 ppm MFPs
• 31-69 ppm MFPs
• 70-plus ppm MFPs
• All monochrome MFPs combined
• All single-function monochrome laser printers

Color MFPs:

• 1-20 ppm
• 21-30 ppm
• 31-69 ppm
• 70-plus ppm
• All color MFPs combined

Single-function color laser printers:

• 1-20 ppm
• 21-30 ppm
• 31-69 ppm
• 70-plus ppm
• All single-function color laser printers combined

All monochrome and color MFPs combined
Large-format (inkjet and laser) printers

2019 BEQI Pricing

BTA members may apply their $150 or $250 discount received with their membership toward purchasing the BEQI. Redeem your discount when ordering by entering promo code: $150Discount or $250Discount.

Private Companies

Per State (available to independent, locally owned dealerships only; limit five per dealership)

• BTA Member Dealer Price: $150 per state (Includes state index and separate indices for each ZIP code and county in that state.)
• Non-Member Independent Dealer Price: $300
• Click here to order by state.

Per Metropolitan Statistical Area (MSA) (available to independent, locally owned dealerships only; limit five per dealership)

• BTA Member Dealer Price: $125 per MSA (Includes MSA index and separate indices for each county in that MSA. Generally, MSAs are cities with populations over 250,000 and their surrounding areas. You will need to type in your requested MSAs when ordering.)
• Non-Member Independent Dealer Price: $250
• Click here to order by MSA. (Click here for a list of 2019 MSAs and counties before ordering. You will need to type in your requested MSAs when ordering.)

State & Local Government Supplement

State & Local Government Market Supplement BEQI indices are derived solely from a geographic territory's share of all state and local government employees in the United States. For this reason, the BEQI indices are the same for all 51 equipment types.

Per State (available to independent, locally owned dealerships only; limit five per dealership)

• BTA Member Dealer Price: $75 per state (Includes states index and separate indices for each ZIP code and county in the that state.)
• Non-Member Independent Dealer Price: $150
• Click here to order by state.

Per Metropolitan Statistical Area (MSA) (available to independent, locally owned dealerships only; limit five per dealership)

• BTA Member Dealer Price: $50 per MSA (Includes MSA index and separate indices for each ZIP code and county in the that state. Generally, MSAs are cities with populations more than 250,000 and their surrounding areas. You will need to type in your requested MSAs when ordering.)
• Non-Member Independent Dealer Price: $100
• Click here to order by MSA. (Click here for a list of 2020 MSAs and counties before ordering. You will need to type in your requested MSAs when ordering.

How do I use the BEQI?

Click here for a guide.

For more information or for manufacturer pricing, email brent@bta.org.

Buyers Lab (BLI), a division of Keypoint Intelligence, is a leading source for unbiased and reliable intelligence for MFPs, copiers, printers, scanners, wide format and production printers, and software solutions in the global digital imaging industry.

bliQ — bliQ is the most comprehensive source of independent research and data in the industry. With a database of more than 50,000 document imaging products and software, and intuitive web tools, bliQ helps you understand your products and the competition, while automating time-consuming daily workflows. Learn more!

Available databases now include bliQ Office Hardware (copiers, printers and scanners), bliQ Software, bliQ Production and bliQ Wide Format.

New bliQ tools include brochure builder (marketing-friendly materials based on BLI testing), TCO and Fleet TCO calculators, cloud-based sharing, automatic side-by- side differential analysis and much, much more.

• Free training is included to leverage your subscription and learn how to navigate bliQ and BLI test reports.
• All-access enterprise licensing provides more freedom to use bliQ across companies.
• Datafeeds and test report/award reprints are available for purchase. Contact BLI for more information.

BTA dealers receive a 20% discount on NEW bliQ subscriptions or new product upgrades.

For more information on BLI products and services, email sales@keypointintelligence.com or call (973) 797-2100.

Online side-by-side copier/MFP, printer and solutions comparisons, and award certificates based on independent tests

Industry Analysts Inc. offers a competitive sales tool that provides product specifications, independent lab reports, pros and cons, photos, videos and side-by-side comparisons.

BTA members receive a 33% discount on team licenses — $2,499 per year covers up to 10 reps. BTA members receive a 10% discount for single licenses too - $719 per year.

Printer-Benchmark by DataMaster Lab
Industry Analysts has teamed up with Europe's leading independent print test lab, DataMaster Lab, to offer this sales-enablement service. Printer-Benchmark eliminates the need to spend hours online searching through manufacturers' websites for key information. The tool will help you with technical specifications, smart comparison tools, sales arguments, solutions compatibility and key competitive information like:

• Real-world productivity results
• Total-cost-of-ownership modeling
• Independent evaluations - DataMaster is free from brand interference
• Hundreds of technical specifications for every office machine since 2007, including options
• Copier/MFPs, printers, software solutions and scanners
• Special tools for bids teams — up your game and save hours!

Supremely easy to use, the service is customizable. Dealers get access to information that cannot be found anywhere else, and they can choose what to include on the PDF or Excel report for the customer. Reports can also carry your own logo.

If you are interested in taking advantage of these discounts on Printer-Benchmark, click here to access the discount code. You will need your username and password.

The office technology industry’s destination site for the latest news and in-depth analysis, www.action-intell.com features nearly 3,000 posts conveniently linked to provide an easy-to-use mosaic of detailed analysis. The site is an essential tool for professionals marketing hardware and consumables. Subscribers have access to hundreds of product profiles of the latest machines and supplies, topical market research, analysis of key issues and news.

Actionable Intelligence goes beyond the headlines and press releases, to offer in-depth analysis of the forces that are shaping your business today and insights that will help you make more informed strategic decisions to ensure you succeed in the future. Most of the content on the Actionable Intelligence website is available exclusively to subscribers.

BTA members receive a 30% discount on an Actionable Intelligence subscription.

To receive the BTA member discount code, click here. You will need your username and password.