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March 6, 2018
Issue No. 588

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

The 2018 Spring Break event will feature:
• Two keynote addresses led by Keith Lubner, channel enablement and acceleration expert
• Three additional educational sessions led by industry leaders
• Two dealer panels focused on millennial sales superstars and achieving service benchmarks
• Time to network with peers and exhibitors, including during a welcoming reception and breaks
• A masquerade party and dinner in New Orleans' historic French Quarter

For more information, click here.

Copier Careers® is a one-of-a-kind recruiting firm dedicated exclusively to helping independent copier dealers fill their staffing needs.

We prepare our clients for the challenges ahead by helping them strategically recruit experienced industry professionals. When you retain Copier Careers, you'll be paired with an experienced recruiter who can work with you to fulfill your current staffing needs, understand your long-term business and recruiting goals, and help you plan for the future. Our Adaptive Retainer Recruiting® service allows us to go beyond addressing immediate staffing gaps and present our clients with incredible candidates on an ongoing basis, so they can take advantage of hiring opportunities when they come along — a must in today's competitive hiring environment.

More Than Resumes, Candidates®

Learn more about how Copier Careers® can help move your business forward. Visit our website at or call (888) 733-4868.

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.)

BTA Welcomes Three New Members

BTA's March 8 Webinar to Focus on the Ten Keys to Sales Management Success
The 122nd webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, March 8.

In Memoriam: Robert Gray Kuykendall
Robert Gray Kuykendall, former National Office Machine Dealers Association (NOMDA; now Business Technology Association [BTA]) president, died on Feb. 20, 2018.

Sharp Introduces its First Smart Digital Signage Solutions
Sharp Imaging and Information Company of America (SIICA) has introduced its first standalone signage solution with the flexibility and expandability to support various applications and usage styles.

Nuance Announces Health-Care Workflows
Nuance Communications Inc. has announced a suite of workflows designed to increase productivity, enhance organizational efficiency and drive document security to aid in the management of information for health-care organizations.

Lexmark Introduces Pharmacy Order Assistant Solution
Lexmark International Inc. has announced Lexmark Pharmacy Order Assistant, a solution that fills the paper-based gaps in pharmacy order workflows, allowing users to process complex, paper-based pharmacy orders from their existing Lexmark smart multifunction printers (MFPs) for increased accuracy, speed and safety.

Laserfiche Promotes Peter Wayman to Executive Vice President
Laserfiche has promoted Peter Wayman to executive vice president.

Service Leadership & Collabrance Alliance Shares Benchmarking & Managed IT Best Practices
Service Leadership Inc. and Collabrance LLC have announced a strategic alliance, bringing Service Leadership Index Managed IT quarterly coaching and benchmarking to Collabrance dealers and partners worldwide.

FP Mailing Solutions Launches OnShip Multi-Carrier Shipping Software Solution
FP Mailing Solutions has announced OnShip, a multi-carrier and LTL shipping software solution that reimagines package and freight shipping.

DocuWare Certifies Ambir's ImageScan Pro 940u, ImageScan Pro 490i & TravelScan Pro 600ix
DocuWare has tested and certified Ambir Technology's ImageScan Pro 940u, ImageScan Pro 490i and TravelScan Pro 600ix with the company's latest version, DocuWare 6.12.

Canon Expands Recent Black-and-White imageCLASS Line Refresh With Additional Models
Canon U.S.A. Inc. has released its latest black-and-white imageCLASS lineup refresh, focusing on user experience while simultaneously introducing advanced technology into a smaller device footprint.

Keypoint Intelligence & Pontrelli Marketing Partner to Launch New Service
Keypoint Intelligence and Pontrelli Marketing have partnered to launch a new service critical to dealers' business development: Vertical Marketing Segmentation (VMS).

Visual Edge Makes 21st, 22nd Acquisitions
If you had told Randy Muntean, founder of CopyRight, Canton, Ohio, that the company he built from scratch would one day be united with its fiercest competitor, he may not have believed you.

Konica Minolta Awarded 2018 Document Imaging Software Line of the Year Award
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced that the company has won the 2018 Document Imaging Software Line of the Year award in North America from the analysts at Keypoint Intelligence-Buyers Lab (BLI).

Kyocera Earns Seven BLI 2018 Winter Pick Awards
KYOCERA Document Solutions America Inc. has announced that seven of its black-and-white devices were named 2018 Winter Picks by Keypoint Intelligence-Buyers Lab (BLI), each earning their place on BLI's Highly Recommended and Reliability Certified lists.

Brother Earns BLI Winter 2018 Pick Award
Brother International Corp. has announced its MFC-L9570CDW as the most recent recipient of the Keypoint Intelligence-Buyers Lab (BLI) Winter 2018 Pick Award for "outstanding color MFP for small- and medium-size business."

Click here for all recent BTA Hotline articles.

Building My Business Webinar: "Ten Keys to Sales Management Success"
A sales manager works "through" employees to achieve goals. As simple as this sounds, it is not always as simple to do. With flatter organizations, increasingly diversified responsibilities, added pressures and less margin for error, the crucial role of sales manager is both more important and more difficult than ever. For today's sales managers, success does not just happen — it is created. In this webinar, Kim Ward of Learning Outsource Group will cover the most important and valuable keys to sales management success. When implemented inside an effective sales management operating system, these 10 keys produce unparalleled, elite, high-performance sales teams. Attend to find out what sales managers who continue to get it right are doing. Tool and application takeaways will be available for those who attend this powerful and instructive webinar. For more information or to register online, click here.
15-16 Spring Break - Hosted by BTA Southeast - New Orleans, Louisiana
Planned and hosted by the dealer volunteer leadership team of BTA Southeast, the Spring Break event is open to dealers from across the country. The event will feature: two keynote addresses led by Keith Lubner, channel enablement and acceleration expert; three educational sessions led by industry leaders; two dealer panels focused on sales and service; time to network with peers and exhibiting sponsors, including during a welcoming reception and breaks; and a masquerade party and dinner in the historic French Quarter. 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.
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 each attendee reach his (or her) full potential as a great sales leader and coach, as well as best practices to build and sustain elite, high-performance sales teams. For more information or to register online, click here.
12 Building My Business Webinar: "Is Your Buy-Sell Agreement Up to Snuff?"
A buy-sell agreement is one of the most important documents you can have when there are partners in a business. However, many businesses do not have them, and many more have buy-sell agreements that are outdated or incomplete. There are some key areas that a strong buy-sell agreement addresses: What happens if a partner dies or is disabled? What happens if a partner wants to retire? What happens if you want to bring on new partners? The answers to these and other important questions could have significant financial, operational and emotional impacts on you and your business. Do not wait for an event to occur before you find out if you are covered. This webinar, led by Jim Kahrs of Prosperity Plus Management Consulting Inc., will give you a list of areas to address now. For more information or to register online, click here.

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

The March 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.

Hytec Hard-Drive Solutions

Need a secure hard-drive solution for your customers' end-of-lease equipment? Hytec Drive Secure provides turnkey solutions for certified hard-disk-drive sanitization, destruction and replacement while minimizing potential dealership liability. Hytec has developed offerings for dealers to increase service revenue while protecting their customers' data. Whether erasing, destroying or replacing hard drives, Hytec has several options for your customers' needs. All of Hytec's services are insured and come with a certificate of destruction or sanitization, and hard-shell cases are available for more secure transactions.

BTA members receive a 15-percent discount.

Visit for more information.

For more information on other BTA member benefits, visit

BTA Scholarship Foundation
Each year, the Business Technology Association (BTA) awards one $3,000 and a number of $1,000 and $1,500 scholarships to qualifying children of full-time employees of dealerships that are current BTA retail dealer members. Since the 1984-85 school year, BTA has awarded 1,422 scholarships to deserving students, totaling $1,606,500. To download a scholarship application or to learn more about the BTA Scholarship Foundation, visit The scholarship application deadline is May 1, 2018.

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