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Oct. 17, 2017
Issue No. 570

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


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 info@crawfordthomas.com or call (888) 649-6616.

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 Nine New Members

Budget Document Technology Acquires Reliable Technologies
BTA member Budget Document Technology has announced it has acquired Reliable Technologies, an HP, Xerox and Lexmark dealership based in Manchester, New Hampshire.

Toshiba Promotes Ted LeBlanc to Vice President
Toshiba America Business Solutions Inc. has announced the promotion of Ted LeBlanc to vice president of U.S. dealer sales.

Konica Minolta Powers the Workplace of the Future at its FutuREady Conference
Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) unveiled a host of cutting-edge technologies and solutions at its 2017 FutuREady Conference.

Murray Gross Retires From Intellinetics Board
Intellinetics Inc. has announced that its board of directors has accepted the retirement of Board Chairman Murray Gross, effective Sept. 30, 2017.

FP Mailing Solutions Launches EDGE Print Series
FP Mailing Solutions has launched the EDGE Print Series, an all-encompassing line of envelope and address printers that introduce an entirely new way to print.

Digitek Joins IBPI Vendors
IBPI has announced Digitek has become its newest vendor partner.

Click here for all recent BTA Hotline articles.


Oct.
19-20
Fall Colors Retreat - Hosted by BTA Southeast - Asheville, North Carolina
Planned and hosted by the dealer volunteer leadership team of BTA Southeast, the Fall Colors Retreat is open to dealers from across the country. The event will feature: a dealer panel on breaking through revenue growth barriers; two educational sessions presented by industry leaders; round-table discussions with exhibitors; time to network with peers and exhibiting sponsors; and a cocktail reception and dinner at the historic Biltmore Estate's Antler Hill Barn. 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.
23 FIX: Cost Management for Service 2.0 - Chandler, Arizona
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.
Nov.
16
Building My Business Webinar: "'My Friend' Has This HR/Employment Issue … "
Surely you have never experienced any issues with potential candidates, employees or ex-employees, but you have heard horror stories from a "friend" in the business, right? During this webinar, you will have the chance to submit those questions (for your "friend"), and tap into the experience and knowledge of industry experts on employment and human resources concerns. Whether your question is related to hiring, interviewing, compensation matters, non-competes, reference checks or disciplinary measures, Sally Brause of GreatAmerica Financial Services Corp. and BTA General Counsel Bob Goldberg will share best practices to help guide you in the right direction. These can be sticky or, at best, unclear subjects to navigate on your own (or, should we say, for your "friend" to navigate on his [or her] own). Take advantage of these HR and employment experts. For more information or to register online, click here.
Dec.
6-7
BTA Managed Services Workshop - Phoenix, Arizona
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.
14 Building My Business Webinar: "Service Profitability: Where Does it Begin?"
There are many ways to increase service profitability from the top down — cutting manpower, parts budgets, etc. But where does profitability really begin? While marketplace pressure may have an effect on service pricing, the service department must be heavily engaged in cost containment to ensure profitability. In actuality and aside from the revenue aspect, profits begin at the machine level and are ultimately controlled by the technician's ability to properly diagnose issues and resolve them on the first service call while also performing any necessary maintenance at the same time. In this webinar, Jack Duncan of Jack Duncan Consulting will share his insight and advice with dealers seeking to increase their service profitability. For more information or to register online, click here.
Jan.
22
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.
25 Building My Business Webinar: "The Great Industry Reboot"
The office technology industry has gone through significant transformation over the years, moving from analog to digital, to solutions and services. At the same time, our industry has been able to overcome significant changes and challenges from forces within and some that have been out of our control. Keypoint Intelligence has embarked on a study that will look at each manufacturer’s new strategies and will be talking to senior management in these organizations to understand how their new strategies will impact the market. Additionally, Keypoint Intelligence will be conducting a survey to see how and if these new strategies will impact channel businesses or their decisions to partner or part with suppliers in the future. This webinar, led by Randy Dazo of Keypoint Intelligence-InfoTrends, will review the results from this research — both the manufacturer interviews, as well as the channel's views. 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 October 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.


Building My Business Webinar Series

Free to BTA members, BTA's monthly Building My Business webinars, presented by industry experts, are designed to help dealers improve the management of their companies, take full advantage of market opportunities and, ultimately, improve their bottom lines. BTA currently has webinars scheduled through February 2018 with topics ranging from HR and employment issues to service profitability and sales force performance. Past webinars, including PDFs of PowerPoint slides and videos, are also available to members in the Building My Business archives.

Visit www.bta.org/BMB for more information.

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


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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.