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March 21, 2017
Issue No. 542

Partnership in Growth

Providing customers with the software to digitally secure and manage documents is a value-add with substantial profit opportunity. Partner with DocuWare, a global leader in cloud and on-premise document management, to access a proven program of education, marketing and in-the-field sales support. DocuWare is ISO Certified and BLI 5-star rated; used by 175,000 people in more than 70 countries.

DocuWare proudly provides safe and trusted software offering zero downtime and high user adaption. Control 100 percent of your customer relationship and increase sales. Contact us today and join the more than 50 successful BTA dealerships that have partnered with DocuWare.

For more information, call (888) 565-5907, ext. 221 or email 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.)

Epson Releases New WorkForce Color A3 MFPs
Epson America Inc. has debuted its first corporate high-speed inkjet line head printer — the WorkForce Enterprise WF-C20590 A3 multifunction printer — designed for SMB and corporate workgroups.

ACM Technologies Hires Randy Horshok as Business Development Manager
ACM Technologies Inc. has announced that Randy Horshok has joined the firm to further develop its growing portfolio of national accounts.

Dealer Marketing Announces WEBVISITOR-ID
Dealer Marketing has announced the availability of WEBVISITOR-ID, a service that gives dealers instant notification and daily reports of the companies that are coming to their websites.

ECi to Host Owner's University During ITEX 2017
ECi Software Solutions has announced it will co-locate its e-automate Owner's University with the Imaging & Technology Education Exposition (ITEX) on Tuesday, April 18, to bring a full day of education and networking to e-automate dealers.

Compass Partners With LEAF for Lease Document Automation
Compass Sales Solutions has announced a new partnership with LEAF Commercial Capital Inc. (LEAF) for lease document automation.

Canon Announces imageFORMULA DR-X10C II Production Scanner
Canon U.S.A. Inc. has announced the release of the imageFORMULA DR-X10C II production scanner for high-volume scanning environments, replacing the imageFORMULA DR-X10C production document scanner.

New Fiery DFE for Kyocera TASKalfa MFPs Streamlines Digital Workflows
Electronics For Imaging Inc. has announced the launch of the EFI Fiery Printing System 16 digital front end (DFE) for the new Kyocera TASKalfa 8052ci and TASKalfa 7052ci MFPs.

Collabrance Recognized in Top 5 Percent of Datto's Worldwide Partners
Collabrance has announced it has achieved the exclusive Blue Partner Status with Datto.

Click here for all recent BTA Hotline articles.

Building My Business Webinar: "Lease Accounting Update: FASB Accounting Changes"
There has been a buzz in the industry around Financial Accounting Standards Board (FASB) lease accounting changes, but what do they mean for office technology providers and their customers? In February 2016, the FASB issued a new lease accounting standard (Topic 842). The main difference between the current guidance and Topic 842 is that operating leases will be recorded on-balance sheet for financial reporting purposes. During this webinar, Brett Steffen and Joe Terfler of GreatAmerica Financial Services will provide a brief background of the lease accounting rules and discuss some of the reasons leading to the changes in the new standard. They will review the changes in the new standard and discuss the potential business impacts of the changes, with a specific focus on issues that may impact BTA dealers. For more information or to register online, click here.
11 FIX: Cost Management for Service 2.0 - Knightdale, North Carolina
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. This is a highly interactive, energetic classroom experience. Come prepared to learn in a fun, relaxed atmosphere. For more information or to register online, click here.
Select Dealer Group Meeting - Dallas, Texas
25 Building My Business Webinar: "Successful Selling in Today's Landscape"
The selling landscape has been forever changed by rapid technology development. Sales professionals are going to have to adapt to survive. They need to develop the skills to provide relevant insights and value during the conversation. In this webinar, Melissa D. Whitaker of Melissa Whitaker International LLC will discuss the six biggest challenges salespeople are facing in today's landscape and the specific solutions for overcoming them. For more information or to register online, click here.
Gateway to Success - Hosted by BTA Mid-America - Kansas City, Missouri
Planned and hosted by the dealer volunteer leadership team of BTA Mid-America, the 2017 Gateway to Success event is open to dealers from across the country. The event will feature: a keynote address by 2013 CNN Hero of the Year Chad Pregracke of Living Lands & Waters; a featured educational session on creating a living brand presented by Dr. Neeli Bendapudi of the University of Kansas; six additional educational sessions presented by industry leaders; time to network with peers and exhibiting sponsors, including a welcoming reception; and a Houston Astros versus Kansas City Royals baseball game and dinner in a private suite at Kauffman Stadium. 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.
12 BTA Strategic Sales Semester
The industry is shifting from transactional sales to strategic sales, and sales reps need new skills for this transition. Determining which accounts and which opportunities require a transactional approach and which accounts 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. These online training sessions include opportunities for polls, test questions and interactive Q&A. 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.
21-22 ProFinance 2.0 - Cleveland, Ohio
Over the last 15 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 2.0 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 Industry 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.

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 1,398 scholarships totaling $1,578,000. Scholarship recipients are chosen by an impartial and independent evaluator. To download or request a scholarship application, visit The scholarship application deadline is May 1, 2017.

Visit for more information.

For more information on other BTA member benefits, visit

2017 BTA Event Exhibiting Sponsorships
Sign-ups for 2017 BTA event exhibiting sponsorships have begun. Click here to learn more about reserving your tabletop exhibit space.

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