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Jan. 15, 2019
Issue No. 631

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

The 2019 BTA National Conference will feature:
• A keynote address presented by retired 1st Sgt. Matt Eversmann,
hero of Black Hawk Down & the Battle of Mogadishu
• Four additional educational sessions led by industry leaders
• Two dealer panel discussions
• Time to network with peers and exhibiting sponsors, including during
a welcoming reception and breaks
• An evening at Epcot for the IllumiNations: Reflections of Earth laser & fireworks show
• A ticket to a Disney theme park of your choice

For more information, click here.

Clover Services Group offers dealers a comprehensive suite of business services to help dealers grow their businesses, help them engage new prospects and make their companies more profitable, whether they are in need of marketing, managed print service training, implementation, management, printer repair and customer support training, and custom-branded help desks. Clover Services Group provides a solution to fit every customer's 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.

For more information on Clover Services Group, 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.)

Global Imaging Systems Rebranded as Xerox Business Solutions
Xerox is focused on better serving the small-to-medium-size business (SMB) market with a more client-centric, simplified and integrated approach across the company.

BEI Services & Business Systems Consulting Join Forces
BEI Services and Business Systems Consulting (BSC) have merged their offerings to more fully support independent dealers and industry manufacturers under the BEI banner.

Oval Partners Makes Strategic Investment in Century Business Services
Oval Partners has announced a new partnership with Century Business Services, a Konica Minolta dealership with expertise in national managed print services based in Southern California.

Keypoint Intelligence - Buyers Lab Announces Line of the Year, Winter 2019 Pick Awards
Keypoint Intelligence - Buyers Lab (BLI) has announced its Line of the Year and Winter 2019 Pick Award winners.

Canon Announces Availability of IRISPowerscan
With automated workflows a standard goal of enterprises undergoing digital transformation, Canon U.S.A. Inc. has announced the availability of IRISPowerscan for use across Canon's wide solutions portfolio.

Mike Josiah Named STMC Chairman
The International Imaging Technology Council (Int'l ITC) has announced that Uninet's Mike Josiah will become the third chairman of the Standardized Test Methods Committee (STMC).

Asay Media Network Welcomes Rob Linn
Asay Media Network has welcomed Rob Linn to its staff as senior digital account representative.

Balboa Capital Releases Small Business Owner Survey Results
Balboa Capital has announced the results of its Q1 2019 small business owner survey, which was conducted to gauge economic confidence, and gain a better understanding of capital investment and hiring plans for the next 12 months.

CIT Sponsors Wayne Taylor Racing
CIT has joined the No. 10 Konica Minolta Cadillac DPi-V.R family as the exclusive banking sponsor.

Building My Business Webinar: "Secret Sauce: The Missing Link to Closing More Deals"
Are you tired of spinning your wheels and wondering why you aren't closing more business? In this webinar, Melissa Whitaker of Melissa Whitaker International will discuss the top two ingredients in her "secret sauce" to fill the missing link on how to build trust and relationships faster, close more deals, and hold more profit. For more information or to register online, click here.
Building My Business Webinar: "Selling From the Inside Out"
In this webinar, Larry Coco of Coco Training & Coaching LLC will share the plan, processes and detail required to build a vibrant inside business development team that supports outside sales reps by setting appointments for new business opportunities, as well as going wider and deeper with current customers (services, solutions and applications). The time has never been better to drive increased sales activity, have more consistent sales pipelines, and close incremental business for your sales reps that excel when that first face-to-face appointment is secured. For more information or to register online, click here.
11-13 BTA Sales Management Workshop - Orlando, Florida
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.
FIX: Cost Management for Service 2.0 - Austin, Texas
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.
14 Building My Business Webinar: "Selling Cybersecurity-as-a-Service to Your Customers"
Current events in business, government and politics have brought cybersecurity front and center in the minds of most people. Protecting your customers' networks must be an initiative in your managed IT services business. You are at risk of losing your customers' business if you are not providing cybersecurity. During this webinar, led by Brian Suerth of Technology Assurance Group, you will learn the layers of cybersecurity, the type of solutions that must be offered in your portfolio and how to present their value to the customer to maximize your profitability on a recurring revenue model. For more information or to register online, click here.
22-23 2019 BTA National Conference - Hosted by BTA Southeast - Orlando, Florida
Planned and hosted by the dealer volunteer leadership team of BTA Southeast, the 2019 BTA National Conference is open to office technology dealers from across the country. The event will feature: a keynote address presented by retired 1st Sgt. Matt Eversmann, hero of Black Hawk Down and the Battle of Mogadishu; four additional educational sessions led by industry leaders; two dealer panel discussions; time to network with peers and exhibiting sponsors, including during a welcoming reception and breaks; an evening at Epcot for the IllumiNations: Reflections of Earth laser and fireworks show; and a ticket to a Disney theme park of your choice. 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.
26-27 ProFinance 3.0 - Duluth, Georgia (an Atlanta suburb)
Over the last 17 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 3.0 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. 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 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.

2019 BTA Events

BTA's districts will host five events in 2019, giving dealers many opportunities to interact with one another and with exhibitors, and to gather new ideas and strategies for their businesses. These educational and networking events are well received by office technology dealership attendees, and BTA member dealers can receive 2-for-1 registration for only $49 by using their $150 member discount code received with membership.

Visit for more information.

For more information on other BTA member benefits, visit

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