April 10, 2012
Issue No. 295

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.)

BTA Welcomes Seven New Members

Sharp Announces Collaboration with Close the Loop
Sharp Imaging and Information Company of America (SIICA) has announced a collaboration with materials recovery company Close the Loop as part of its ongoing commitment to encourage environmentally improved business practices.

Toshiba Introduces Thermal Barcode Label Printers
Toshiba America Business Solutions Inc. has introduced the B-EX4T2, a 4-inch thermal label printer series.

Canon Unveils New imagePROGRAF Models
Canon U.S.A. Inc. has unveiled four new 36-inch imagePROGRAF large format models — the iPF765, iPF765 MFP, iPF760 and iPF760 MFP.

Konica Minolta Releases bizhub 215
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) has announced the launch of the bizhub 215 monochrome MFP.

Digital Gateway & Acsellerate Announce New Executive Dashboards
Digital Gateway has announced its strategic partnership with Acsellerate.

Click here for all recent BTA Hotline articles.

ITEX 2012 Expo & Conference - Las Vegas, Nev.
BTA Members: Register with discount code A300E to receive a $50 discount on All Access and Main Conference passes. For more information or to register online, click here.
25Building My Business Webinar - "MPS — A Reality Check"
Is managed print services (MPS) leading us to the promised land, or are we headed off a cliff formed by hype-fueled expectations? True, many dealers have found success in the increased profits and incremental revenue associated with an MPS strategy. Many more have been burned by misguided hopes and poorly executed strategies. It is time for a reality check. In this webinar, Lou Slawetsky of Industry Analysts Inc. will discuss both the pros and cons of MPS, what it can and cannot do for your business and, finally, help you develop a sound document strategy. This webinar promises to be a fast-paced, informative session that you will not want to miss.
Free to BTA members, this webinar is scheduled for 4 p.m. Eastern, Wednesday, April 25. For more information or to register online, click here.
BTA Managed Services Workshop - St. Louis, Mo.
The managed services (MS) opportunity provides a tremendous market for MFP dealers. MS offers a more cost-effective way for your customers to manage their current spending on IT support. The service features monitoring of network devices and ongoing administration using the latest in automation tools. Proactive support means the computer tells you there is an issue before the system crashes. You fix it before it breaks and send an invoice every month. In this workshop, Mitch Morgan and Chris Ryne of Growth Achievement Partners will show you how to set up a managed services business in your company. Areas of focus will include: the phases of the MS process, financial targets, packaging of services, MS systems and processes, staffing, dealing with competition and the MS sales process. Managed Services Workshop attendees receive FREE registration to BTA Mid-America's Gateway to Success district event. For more information or to register online, click here.
2-4BTA Mid-America's Gateway to Success - St. Louis, Mo.
BTA Mid-America's Gateway to Success district event will feature a keynote presentation by Jim D’Emidio, president of Muratec America Inc., and four additional education sessions presented by industry leaders, including a dealer panel focused on managed services and a special, inspirational session by John O'Leary of Rising Above. Attendees can also choose one of two group activities — seeing the Pittsburgh Pirates take on the St. Louis Cardinals from the vantage point of a private suite in Busch Stadium or touring the Gateway Arch and enjoying a riverboat cruise. In addition, there will be time to visit with 30 exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter on-site for a chance to win a $500 American Express gift card from BTA Mid-America. For more information or to register online, click here.
8-9BTA Fundamentals of MPS Sales Workshop - San Francisco, Calif.
Today, MPS is sold into most companies with more than 10 devices and many of those prospects have had some form of MPS presented to them. With that in mind, it is important to be able to differentiate your offering and provide a compelling reason for a prospect to engage your company for an assessment. The newly redesigned BTA Fundamentals of MPS Sales Workshop, taught by consultants with Strategy Development, will cover the MPS sales process for both small (fewer than 25 devices) and mid-sized (50 to 250 devices) companies. Your sales team will learn the proper contact level and value proposition based on company size, how to get an appointment at the correct level and how to identify the areas of pain associated with the print environment based on company size. For more information or to register online, click here.
9-10ProFinance 2.0 - Atlanta, Ga.
Over the last 10 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. But with the introduction of color, connectivity, software and managed print services (MPS), the business has changed — and ProFinance has changed with it. Taught by John Hanson and John Hey of Strategic Business Associates, ProFinance 2.0 incorporates these changes into the new 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.
10BTA Advanced MPS Sales Workshop - San Francisco, Calif.
Recently, many companies have successfully entered the MPS space and have managed to grow a decent-sized portfolio of MPS contracts. Now that you have MPS customers, the challenge becomes how to continue to gain share of wallet within those customers' accounts. Strategy Development's one-day BTA Advanced MPS Sales Workshop was developed specifically to address the management and expansion of your MPS contracts. This workshop will focus solely on the quarterly business review (QBR). The experts at Strategy Development, the same consultants that brought the QBR to the MPS space, will demonstrate for you, using case studies, a step-by-step process to properly conduct a successful QBR. With proper execution of the QBR, you will grow your revenue and profits. This class will pay for itself on the first QBR you execute upon your return to work. For more information or to register online, click here.
17Building My Business Webinar - "Selling With Style"
For decades, sales training has focused on generalized principles that supposedly apply to all customers. If the salesperson just says the right words at the right time, people will buy. With today's sophisticated buyers — especially technical buyers — just knowing your products and the prospects' needs are no longer enough. In this webinar, presented by Larry Breed of Precision Hiring & Development, you will learn about your natural selling style, four basic buying styles and how to sell more effectively to each one. Free to BTA members, this webinar is scheduled for 4 p.m. Eastern, Thursday, May 17. For more information or to register online, click here.
22-23BTA Service Management University (SMU) - Parsippany, N.J.
Service managers are under tremendous pressure to deliver sustainable margins greater than 52 percent. In order to achieve this goal, service management needs to understand a multitude of profit inputs, such as setting prices, how employees are deployed, parts usage and logistics, and employee performance and development. In order to be effective, today's service managers need to be able to communicate with other company leaders, interpret reports, use data to develop and execute plans and develop their employees to ensure maximum productivity. This workshop, taught by Ken Staubitz of Strategy Development, has helped service leaders optimize their service operations and achieve profits of 52 percent or more. 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.

Verizon Wireless Discount Program

BTA members receive the following when they sign up for the Verizon Wireless Discount Program:

  • 8 to 22 Percent Corporate Account Discount — You must have a corporate account with five or more lines paid for under the same business tax ID number to qualify. Additional employees over the minimum of five may sign up for the corporate discount with their own personal employee account.
  • 25 Percent Corporate Accessory Discount
  • 8 to 22 Percent Data Feature Discount — Applied to data plans of $24.99 or more with a voice plan of $34.99 or more for corporate accounts.
  • Consumer or Business Pricing on Equipment — You will receive the best pricing of the two.
  • Corporate Activation Fees Waived for New Two-Year Agreements

The percentage discount received depends upon the number of participating employees.

For more information and to apply for the discount, visit www.bta.org/Verizon.

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

March/April Issue of The Business Owner Posted to the BTA Website
You will need your member login and password to download. Please contact BTA at info@bta.org if you do not have your member login and password. You may also access past issues of The Business Owner online. In this issue: Higher Profit via Price Optimization; Tips for your 2011 Return; Get a Jump on 2012 Taxes; Age-Based Discrimination Laws; and much more! Click here to download.

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