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July 17, 2018
Issue No. 607

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.

Crawford Thomas Recruiting, a nationwide sales recruitment firm that specializes in the recruitment of business technology sales, MPS, management and support staff, is proud to offer discounted recruitment/staffing services to all BTA members.

As one of the only large recruiting firms that really understand the office automation industry, it's no wonder that OEMs and dealers coast-to-coast depend on Crawford Thomas' 50-plus in-house recruiters to deliver top talent.

Crawford Thomas Recruiting makes Fortune 1000 recruitment services available to all sales organizations, regardless of their size.

Sales, technicians, IT, MPS, MNS, management/operations and admin, please email or call (888) 649-6616.

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.)

KYOCERA Announces TASKalfa 13600 Series
KYOCERA Document Solutions America Inc. has announced the launch of the TASKalfa 13600 Series production printing system that marks its entry into the black-and-white, high-speed, high-volume, high-image-quality segment of the market.

New Xerox Workplace Solutions Boost Mobility, Print Management, Security & Cost Controls
With mobility and security dominating today's workplace, Xerox has responded with new solutions that safeguard both data and devices, while offering greater cost control.

Keypoint Intelligence-Buyers Lab Announces Summer 2018 Pick Awards
Keypoint Intelligence-Buyers Lab (BLI) has announced the winners of its Summer 2018 Pick awards.

DocuWare Announces DocuWare Forms for Information Management
Recognizing the high utility of web forms and their widespread use in its customer base, DocuWare has enhanced the functionality of input fields for optimized, structured data collection.

Static Control Names Nadeem Mirza Head of Global Product Management
Static Control has hired Nadeem Mirza as head of global product management.

Mark Sherwood Joins Nuance as Chief Information Officer
Nuance Communications Inc. has announced that it has appointed Mark Sherwood as senior vice president and chief information officer.

Continuum's Chera Pupi Named 2018 Young Influencer by The Cannata Report
Continuum has announced that Chera Pupi, strategic partner manager for office equipment at Continuum, has been recognized as a Young Influencer for 2018 by The Cannata Report.

Oval Partners Makes Strategic Investment in Marimon Business Systems
Oval Partners has announced a new partnership with Marimon Business Systems, a Texas dealership with offices in Houston, Dallas and Fort Worth, Texas.

Supplies Wholesalers Has Partnered With Amazon
Supplies Wholesalers has announced a partnership with Amazon.

Continuum Announces Partnership With IBPI
Continuum has announced it has signed a distribution agreement with IBPI.

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 July 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.

BTA Member Discount Codes

BTA dealer members receive discount codes with their memberships that can be used toward BTA educational workshops, registration to BTA's events, or the purchase of the association's Business Equipment Quota Index (BEQI). Dealer members receive $400 in discount codes (one code valued at $150 and one valued at $250) with a one-year membership or $950 in discount codes (three codes valued at $150 and two valued at $250) with a two-year membership.

Visit for more information.

For more information on other BTA member benefits, visit

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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.