Can't view HTML emails? Click here for an online version of the Hotline.

June 19, 2018
Issue No. 603

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

The 2018 BTA National Conference will feature:
• A keynote address led by James Lawrence, the Iron Cowboy
• A vendor panel on production & industrial print
• A memorable team-building experience
• Eight additional educational sessions led by industry leaders
• Time to network with peers and exhibiting sponsors, including during
a welcoming reception and breaks
• A dinner cruise around Manhattan in a glass-top boat, the Bateaux

For more information, click here.

What Is Clover Services Group?

Clover Services Group offers a comprehensive suite of business services to help companies grow their businesses, help them engage new prospects and make their companies more profitable. Whether they are in need of digital marketing, managed print service training, implementation, management, printer repair and customer support training, or a custom-branded help desk, Clover Services Group provides a solution to fit customers' individual needs by increasing profitability and allowing them to stay competitive in an ever-changing market.

Clover Services Group's goal is to help its customers with everything they need to attract new prospects, provide outstanding support and service, and maintain efficiency and profitability.

To view the full Clover Services Group offering, please 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.)

BTA Welcomes Seven New Members

Xerox Names Mary McHugh Chief Delivery Officer
Xerox has announced the appointment of Mary McHugh as chief delivery officer and a member of the company's Executive Committee, effective immediately.

Lexmark Introduces New Generation of A4 Color & Large Workgroup Monochrome Printers, MFPs
Lexmark has announced the availability of a new generation of A4 color and large workgroup monochrome printers and MFPs.

FP Mailing Solutions Announces New Folder Inserter Solutions
FP Mailing Solutions has launched two new folder inserter solutions — the FPi 5700 and FPi 6700.

Continuum Strengthens Partner Education With Enhanced Continuum University Platform
Continuum has announced that its self-paced, interactive online learning center, Continuum University, has been enhanced with a new and improved learning management system.

Canon U.S.A. Announces Canon Scan for QuickBooks Online for Select imageFORMULA Scanners
Canon U.S.A. Inc. has announced that select imageFORMULA scanner devices are now compatible with Canon Scan for QuickBooks Online, now available on, Intuit's QuickBooks online app store.

Click here for all recent BTA Hotline articles.

Building My Business Webinar: "Securing Your Future Through Production Print"
Many dealer principals are looking for ways to profitably increase current revenues, stabilize key business performance indicators, and realize current and future success. A five- to 10-year business plan of profitable growth is needed to ensure the stability of any company and to prepare it for its next stage, whether that be turning it over to the next generation, creating a buyout exit strategy, or to simply enjoy a very comfortable living and eventual retirement. Production print hardware, software, professional services and service annuities can play a huge role in current profitability as well as long-term success. This webinar, led by Greg Buschman of Strategic Account Marketing, will discuss why and how to make production print and associated services an integral part of your current and future growth plans. For more information or to register online, click here.
20 FIX: Cost Management for Service 2.0 - Dayton, Ohio
Successful BTA dealers use their service departments to maintain profit margins as new equipment sales margins decline. FIX, BTA's popular service workshop, teaches attendees how to determine the actual cost of the service hour (burden rate) and improve overall service department profitability. Workshop instructor Ronelle Ingram will cover first-call completion and proven management and customer service programs to improve morale within your service department. Those struggling with MPS and IT issues can learn new management skills to help transition their staffs to the realities of solution-based servicing. For more information or to register online, click here.
BTA Managed Services Workshop - Cranberry Township, Pennsylvania
Are your managed IT services sales or profitability numbers not meeting expectations? Have you just entered the market — or are planning to — and need to make up for lost time and avoid mistakes? No matter where you are in your MSP maturity, the one-and-a-half-day BTA Managed Services Workshop will benefit your business, and now has been expanded to include the data and critical success factors within the Managed Services Business Model, vCIO development, trends in MSP M&A and incorporating third platform services like hosted voice into your offering. Mitch Morgan and Chris Ryne of Growth Achievement Partners (GAP) will share their experience in both the office equipment and MSP spaces to allow attendees to walk away with a time-tested process, tools and metrics for capitalizing on this market opportunity. For more information or to register online, click here.
22-24 BTA Sales Management Workshop - Chicago, Illinois
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.
23 Building My Business Webinar: "How to Ensure an 85-Percent Managed IT Services Close Ratio"
Want an 85-percent managed IT services close ratio? During this webinar, led by Brian Suerth of Technology Assurance Group, you will learn proven techniques that you can immediately use to increase your managed IT services business and your recurring revenue. You will be provided with the script to set the appointment, what to say on the first appointment, how to implement effective sales touch points designed to unseat the incumbent IT provider, and how to get your customer to say "yes" to your managed IT services agreement. For more information or to register online, click here.
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.
18-19 Select Dealer Group Meeting - New York City, New York
19-21 2018 BTA National Conference - Hosted by BTA East - New York City, New York
Planned and hosted by the dealer volunteer leadership team of BTA East, the 2018 BTA National Conference is open to office technology dealers from across the country. The event will feature: a keynote address led by James Lawrence, the Iron Cowboy; a vendor panel on production & industrial print; a memorable team-building experience; eight additional educational sessions led by industry leaders; time to network with peers and exhibiting sponsors, including during a welcoming reception and breaks; and a dinner cruise around Manhattan in a glass-top boat, the Bateaux. 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 Community Calendar.

The June 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.

Legal Services & Documents

BTA's General Counsel, Robert Goldberg, has 41 years of industry experience. He provides members with no-fee advice and guidance on a diverse range of topics. In BTA’s continuing effort to provide additional value to BTA members, Goldberg and the association have developed a library of sample contracts, agreements, forms and proposals for members to use purely for consideration as guidelines for developing their own business and legal documents. BTA’s legal documents encompass several categories: COBRA; employee/employment forms and documents; equipment leasing; hardware and software agreements; maintenance agreements; managed print services; network management; non-compete, non-disclosure and non-solicitation agreements; partnering agreements; sales order forms and agreements; scope of work; and source code escrow.

Visit for more information.

For more information on other BTA member benefits, visit

Join BTA on Facebook, LinkedIn, Google+, Twitter & YouTube
Click the buttons below to follow, become a fan or add BTA.

The BTA App
Click the links below to download the BTA app from the iTunes Store, Google Play
Store and more:

Apple iOS
All others

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.

Members: To unsubscribe from BTA emails: @@unsubscribe_url@@.

Non-members: Please email Valerie Briseno to request removal from BTA's email distribution list.