October 2012 Office Technology

01OT1012.indd 1 9/28/12 10:24 AM

West12Spread.indd 1 9/28/12 4:37 PM

West12Spread.indd 2 9/28/12 4:37 PM

Volume 19 • No. 4

F E A T U R E A R T I C L E S

102012 Software Buyer’s GuideA resource to help youselect the right partnersCompiled by Brent HoskinsOffi ce Technology MagazineToday, there is a dizzying number of independent software vendors (ISVs) whose products further enhance the use of MFPs. To help dealers better understand the capabilities of some of the software available, O� ce Technology magazine invited a number of ISVs to submit brief overviews of their products. Most o� er software for the end-user’s use. Some o� er software for use within the dealership. Perhaps it is time to enhance your product o� erings or use new software to improve your internal processes.

20

D E PA R T M E N T S

26 Business Technology Association• BTA Highlights

Executive Director’s Page

BTA President’s Message

Advertiser Index

6

8

30

4 | w w w. o f f i c e t e c h n o l o g y m a g. c o m | O c t o b e r 2 0 1 2

CONTENTS

24Mobile PrintingIt is key to growing your managed services pro� tsby Christopher D. BennettSuccess Assured SeminarsCorporations and workgroups are incorporating mobile devices into their � eld operations. One report predicts that, within just three years, mobile Internet use will surpass PC Internet use. For those in the copier/MFP business, we not only have to be in touch with which devices our cus-tomers are using, but we also have to know how they plan to integrate these devices into their work� ows so we can capture and help customers control and man-age impressions that can result from their use.

‘Should I or Shouldn’t I?’Your questions regarding MPS need to be addressedby Mike LecakSupplies NetworkOver the last � ve years, we have all heard the numbers. Managed print services (MPS) is a $14.5 billion industry that is headed to $25 or $30 billion, depending on who you listen to. We also hear that everyone is overpaying or misman-aging their output � eets if they are attempting to do MPS on their own. Questions regarding MPS are end-less and the answers seem to be endless as well. Ask a question and you will generally get an answer — but is it the right one? It depends.

C O U R T S & C A P I T O L S

27Mobile Devices & AccidentsA written policy & training are paramountby Robert C. GoldbergBTA General Counsel� e BTA website contains a sample policy state-ment for employee use of mobile devices while op-erating a vehicle. As many states and cities pass leg-islation to regulate the use of mobile devices, it is essential that every dealership has a written policy in place.

28Today’s Talent� ree trends shaping industry employmentby Jessica R. CrowleyCopier CareersCopier Careers’ job is to connect quali� ed candidates with copier industry employers. From this vantage point, the company is able to spot patterns and iden-tify trends as they are emerging. Here are three cur-rent trends we see at Copier Careers that are the most likely to impact o¡ ce technology industry careers.

29STMC-Certi� ed CartridgesA means to strengthenyour MPS programby Tricia JudgeInternational ITC� e advent of managed print services (MPS) has made aftermarket toners popular in order to keep costs down. � ey also o� er the customer an envi-ronmental bene� t. So how do you know that your re-manufactured cartridge supplier is selling cartridges that are not only a bargain, but are also high quality?

P R I N C I PA L I S S U E S

04OT1012.indd 1 9/28/12 4:45 PM

Build your solutions department and watch your profi ts grow!

ww

w.d

ocuw

are.

com

Our fi ndings show that for every dollar in DocuWare sales you make, you

can make additional revenue on hardware sales and professional services.

Go from selling commodities to selling solutions; solutions that provide

you with a recurring revenue stream while increasing your customer

retention rates.

Join the many successful dealers selling DocuWare Document

Management Solutions.

Contact us today at (888) 565-5907 or [email protected]

2012

This 90 second video can change your business.

DocuWare ad Oct 12.indd 1 9/18/12 12:45 PM


EXECUTIVE DIRECTOR’S PAGE

Executive Director/BTAEditor/Offi ce Technology

Brent [email protected]

(816) 303-4040

Associate EditorElizabeth Marvel

[email protected](816) 303-4060

Contributing WritersChristopher D. Bennett, Success Assured Seminars

www.winfreechicago.com

Jessica R. Crowley, Copier Careerswww.copiercareers.com

Robert C. Goldberg, General Counsel Business Technology Association

Tricia Judge, International Imaging Technology Councilwww.i-itc.com

Mike Lecak, Supplies Networkwww.suppliesnetwork.com

Business Technology Association12411 Wornall Road

Kansas City, MO 64145(816) 941-3100

www.bta.org

Member Services: (800) 505-2821BTA Legal Hotline: (800) 869-6688

Valerie BrisenoMembership Marketing Manager

[email protected]

Mary HopkinsDatabase Administrator

[email protected]

Teresa LeerarBookkeeper

[email protected]

Brian SmithMembership Sales Representative

[email protected]

Photo Credits: Hemera, iStockphoto. Cover created by Bruce Quade, Brand X Studio. ©2012 by the Business Tech-nology Association. All Rights Reserved. No part of this publication may be reproduced by any means without the written permission of the publisher. Every effort is made to ensure the accuracy of published material. However, the publisher assumes no liability for errors in articles nor are opinions expressed necessarily those of the publisher.

Have You Attended a BTA District Event?

As I write this, I am only a few days away from de-

parting for the Oct. 2-3 Grand Slam event, hosted by BTA East in Rye Brook, N.Y. is will be the � fth consecutive year the dis-trict has hosted an event in New York. Every indication is that it will be another great event. Some preliminary work is already underway on the 2013 event in the BTA East district. Will Grand Slam return to New York for a sixth year or be moved to an-other East Coast destination? Stay tuned.

Next will be the Oct. 26-27 Fall Colors Retreat in Waynesville, N.C., hosted by BTA Southeast. I am looking forward to that event as well. is will be the seventh year that I have attended. If you have not attend-ed in the past, I encourage you to give it some thought. It is truly a one-of-a-kind event in our industry that includes great educational sessions and plenty of opportunity to net-work with dealers and exhibitors. But what makes the Fall Colors Retreat especially unique is the setting. e Smoky Mountains area in late October is di� cult to beat — per-fect fall weather and unbelievable scenery.

ere are other traits of the Fall Colors Retreat that make it special. It has been around for many years and has a rich his-tory that is apparent each year. How so? A welcoming, core group of dealers attend every year; they are dedicated to the event’s ongoing success. Plus, there is that Southern hospitality among the attendees that tends to � ll the room. By the time you read this, time will likely be short, but if at all possible, I encourage to you register and attend. Visit www.bta.org/BTASoutheastEvent.

Given its long history, dating back to the SEROMDA days, the Fall Colors Retreat was the inspiration, to some degree, for the

other district events the association o� ers — a second event in BTA Southeast and one each in BTA East, BTA Mid-America and BTA West. Volunteer leadership in the other districts took a close look at the on-going success of the Waynesville event and essentially said: “We should do that.”

e volunteers in BTA West were the most recent to bring back a district event (many of you will remember the WOMDA days). It only makes sense. Dealers like to have the option to attend an industry event in their regions of the country. Likewise, ex-hibitors like to visit with prospective deal-ers on a regional basis. Without the require-ment of traveling across the country, travel costs are lowered and the hassle of travel is diminished to some degree. at said, we always have attendees from other parts of the country. e February BTA Southeast event in Orlando, for example, is a great place for those in the Northeast and upper Midwest to take a break from winter.

Coming up is the second BTA West dis-trict event under our new format (all edu-cational sessions and exhibit tables in a single ballroom). e district’s 2011 event was a great success. I am con� dent that this year’s Nov. 15-16 Capture the Magic event at the Mandarin Oriental in Las Ve-gas, Nev., will be a great success as well. e � ve educational sessions will be packed full of guidance that can help you in your deal-ership. ere will also be 30-plus exhibiting companies on hand and a fun concluding event — an evening at the MGM Grand to see Cirque du Soleil’s KÀ show. Want to know more? See the ad on pages 2-3 or visit www.bta.org/BTAWestEvent.

I hope to see you in Waynesville or Las Vegas. Remember, these are events designed and hosted by fellow dealers. ey had you in mind throughout the planning process.

— Brent Hoskins

06OT1012.indd 1 9/28/12 5:12 PM

SEFall12ad.indd 1 9/28/12 4:50 PM


BTA PRESIDENT’S MESSAGE2012-2013 Board of Directors

President Terry Chapman

Business Electronics Corp.219 Oxmoor Circle, P.O. Box 531066

Birmingham, AL [email protected]

President-Elect Todd J. Fitzsimons

Network Imaging LLC122 Spring St., Ste. B3Southington, CT 06489 tjfi [email protected]

Vice President Ron Hulett

U.S. Business Systems Inc.3221 Southview Drive

Elkhart, IN [email protected]

BTA East Rob Richardson

Allied Document Solutions & Services Inc.200 Church St.

Swedesboro, NJ [email protected]

BTA Mid-America Dave Quint

Advanced Systems Inc.2945 Airport Blvd., P.O. Box 57

Waterloo, IA [email protected]

BTA Southeast Debra DennisCopyPro Inc.

3103 Landmark St.Greenville, NC [email protected]

BTA WestMike Ehlers

Yost Business Systems685 E. Anderson

Idaho Falls, ID [email protected]

Ex-Offi cio/ImmediatePast President

Tom OuelletteBudget Document Technology

251 Goddard Road, P.O. Box 2322Lewiston, ME 04240

[email protected]

Ex-Offi cio/General CounselRobert C. Goldberg

Schoenberg Finkel Newman & Rosenberg LLC222 S. Riverside Plaza, Ste. 2100

Chicago, IL [email protected]

27th Annual AwardsProgram Impressive

On Sept. 19, I had the privilege to be among the at-

tendees at an impressive o� ce technology indus-try event. � at evening, Frank Cannata hosted his 27th annual award presentation and charity bene� t dinner in Belleville, N.J. Frank is pres-ident of Marketing Research Consultants LLC and publisher of � e Cannata Report.

Some of you may recall that this awards program was once held as a breakfast meeting at the NOMDA conventions. It ul-timately transitioned to an evening dinner in the New York City area.

� e cocktail reception and dinner made for a truly unique event — a sort of “Who’s Who” in our industry. Present, and accom-panied by other members of their manage-ment teams, were such industry leaders as Konica Minolta’s Rick Taylor, Ricoh’s Jim Coriddi, Samsung’s Tod Pike, Lexmark’s Mike Johnson, Toshiba’s Larry White and Muratec’s Jim D’Emidio, to name a few. Of course, there were a number of dealers present as well.

A primary purpose of the dinner was to publicly recognize and honor various man-ufacturers and individuals for distinguish-ing themselves among their peers. Most of the awards presented at the banquet were the result of a balloting process of deal-ers completed by � e Cannata Report; 257 dealers submitted completed ballots. � ose who subscribe to Frank’s publication can read the detailed balloting results there.

� e manufacturers receiving awards: Printer Manufacturer of the Year, Lexmark International; MFP Manufacturer of the Year, Konica Minolta Business Solutions; and First in Class, Toshiba America Busi-ness Solutions. Rick Taylor, president and

COO of Konica Minolta, was recognized as the Executive of the Year. In addition, Scott Cullen, editor of � e Week In Imaging, was on hand to present his online publication’s Independent Dealer of the Year Award to Bill Fraser, president and CEO of Fra-ser Advanced Information Systems, West Reading, Pa. I am pleased to note that all of these award recipients are members of BTA and I congratulate each of them on the rec-ognition they received.

� e evening also presented a great venue for the industry to honor Canon’s Haruo Murase, known by many dealers for his tenure as president of Canon U.S.A. in the 1990s. Frank noted that Mr. Murase’s career has “positively impacted the North Ameri-can copier dealer and has enriched us all.” Both Frank and BTA itself presented Mr. Murase with Lifetime Achievement awards.

I noted that the award presentations were a primary purpose, but the leading bene� t of the evening was the charitable giving of those in attendance. � e evening ended with Frank announcing that the at-tendees collectively contributed $80,000 (now up to $82,000) to the V Foundation for Cancer Research. � e funds raised will go toward the establishment of the Maryann Ingoglia Memorial Research Endowment to help � nd a cure for AML Leukemia. In-dustry veteran Bob Ingoglia was on hand to accept a recognition of the new endow-ment in memory of his late wife of 43 years. Charitable giving has been at the heart of the awards program for the past 15 years or so. Frank reports that, to date, nearly $1 million has been raised.

Frank, hats o§ to you for an enjoyable evening. We honored industry leaders but, more importantly, you once again facilitat-ed an opportunity for our industry to help others in a meaningful way.

— Terry Chapman

08OT1012.indd 1 9/28/12 10:07 AM

ACM Technologies, Inc.2535 Research Drive, Corona, CA 92882 1.800.722.7745 • [email protected] • www.acmtech.comAll brand names and trademarks are the properties of their respective holders. Not responsible for typographical errors and inaccurate specifications.© 2012 ACM Technologies, Inc. BTA1012

[email protected]

The Largest NationalAuthorized Distributor

Buy, Earn & Reward Yourself!

Thank you to our customer for voting for ACM!

Nominated for outstanding Contribution in:✓ Customer Support ✓ Recharger Green Award

✓ Best New Product/Service: ECOPLUS

WINNER OF QUALITY LEADER: INKJETS

Sign up as an ACM customer and register for the program 1. Automatically earn points on all your equipment and 2. remanufactured supplies ordersCash in your points for fantastic prizes and rewards3.

How Do I join? It's Easy...

iPads, TV’s, Laptops, Gift Cards & More!

Earn valuable prizes withMyACM REWARDS PROGRAM

EARN VALUABLEPOINTS WHEN YOUBUY EQUIPMENTAND SUPPLIESFROM ACM!

500points100

points

50points

Sign up as an ACM customer and register for the program Automatically earn points on all your equipment and

How Do I join? It's Easy...

iPads, TV’s, Laptops, Gift Cards & More!

Earn valuable prizes withMyACM REWARDS PROGRAM

ACM ad Oct 12.indd 1 9/21/12 10:42 AM

2012 Software Buyer’s GuideA resource to help you select the right partners

Compiled by: Brent Hoskins, O ce Technology Magazine

Today, there is a dizzying number of independent software vendors (ISVs) whose products further enhance the

use of MFPs. However, dealers are often ad-vised to select and market only a few of these products. Many recommend that the dealer should then strive to ensure his (or her) deal-ership becomes the leading, preferred source for the selected software products to best serve the needs of customers.

To help dealers better understand the ca-pabilities of some of the software products available, O� ce Technology magazine invited a number of ISVs to submit brief overviews of their products. Most o� er software for the end-user’s use. Some o� er software for use within the dealership. Perhaps it is time to further enhance your product o� erings or use a new software product to improve your internal processes.

Business IntelligenceBEI Services www.beiservices.com

BEI Services provides a source of unbiased imaging de-vice and technician performance benchmarking. Analyz-ing millions of service calls on millions of imaging devices every month allows BEI Services to pinpoint opportunities to save money within a dealership’s service operation. � e company also provides a successful and widely used perfor-mance-based technician compensation program.

Business Process ImprovementDrivve www.drivve.com

Drivve is a developer of software solutions that streamline and improve document-intensive business processes. Drivve helps its customers realize tangible costs savings by opti-mizing the entire document life cycle, from image capture and processing, to document management and work� ow, to print and output management. � e company is a market leader in mobility solutions and cloud-based services, deliv-ered through a best-in-class user experience.

OCM International www.ocmplc.comOCM International o� ers a product port-

folio incorporating a range of professional services and print management software solutions, o� ering end-to-end output cost management business solutions. � e com-pany presents manufacturers, service inte-grators (SIs) and dealerships with a turnkey solution that will increase e ciency and pro-ductivity while reducing internal document production costs by more than 20 percent.

Print Control Software www.roiprintmanager.com

Print Control Software Inc., developers of ROI Print Man-ager, has been creating innovative work� ow solutions since 1999 and selling through an established dealer channel. � e company’s mission is to provide organizations with soft-ware that contextualizes their print environments by pro-viding business intelligence and the best work� ow educa-tion to their users.

Capture/Forms RecognitionArtsyl Technologies www.artsyltech.com

Artsyl Technologies develops a full range of document and data capture solutions that reduce the cost of processing forms, helping companies to streamline processes. Artsyl’s � agship product, docAlpha, is a fully automated, distrib-uted data capture, classi� cation, extraction and processing solution with self-learning technology that does not require templates to be created. docAlpha works well in health care, � nancial services, government and education verticals.

Cost RecoverynQueue Billback www.nqueuebillback.com

nQueue Billback provides cost recovery and information accountability tools by doing much more than simply “count-ing clicks.” � e company’s software, branded iA for Informa-tion Accountability, captures data related to any business


Cover Story Oct 12.indd 1 9/28/12 10:24 AM

M093-FP-Ad-OTM.indd 1 11-11-29 2:49 PMNexent ad Dec 11.indd 1 11/29/11 4:35 PM

expense and uses that information to help clients recover, manage and control costs. iA software can be embedded di-rectly into MFPs or reside on tablet computers or terminals.

PaperCut Software www.papercut-mf.comPaperCut Software is used by more than 50,000 clients

across 60 countries and is translated into 20 languages. A leading copy and print management software for educational institutions with installations ranging from small schools to universities, PaperCut tracks and accounts for all sta copy-ing and printing while allowing managed and charged access to devices for student use. PaperCut is easy to use and simple to install on any platform (Windows, Mac, Novell, Linux).

Dealership ManagementDigital Gateway Inc. www.digitalgateway.com

Digital Gateway Inc. (DGI), the � agship company of the o� ce equipment division of ECi Software Solutions, is a leading provider of dealer management software solutions for the o� ce equipment industry. Together with OMD Corp. and La Crosse Management Systems Inc., DGI leverages the

strengths and talents of three elite companies to provide 1,700-plus dealerships with unmatched technology to com-pete in today’s marketplace.

Miracle Service www.miracleservice.comOptimize your dealership with Miracle Service complete

dealership management software. Whether it is schedul-ing technicians, managing meter contracts and inventory, or communicating with the dealership’s team in the � eld, Miracle Service can make businesses more productive, cost-e� cient and pro� table. Easy to use and a ordable, Miracle Service has helped thousands of dealers optimize their � eld services and gain a competitive edge.

Distributed Cloud-Based ImaginggDocScan www.gdocscan.com

gDocScan combines the technology and security of Google Drive with ground-based archiving of all images and indexes, creating a secure and fault-tolerant solution. Add in user-de� ned index � elds, index-level security, the ability to view, add notes, email, download or just view a document, and you


Put “Free” And “ROI” Together And What Do You Get? An Offer Your Customers Can’t Refuse!

A web-based, distributed document capture system is a fast and vastly less expensive way for your customers to manage their documents.

Now, when they capture their documents in the Cloud, they’ll get document scanners for FREE*.

CAPSYS® Technologies offers your customers free Epson GT-S50 Scanners when they subscribe to CAPSYS CAPTURE ONLINE, itssecure, “on demand” hosted service (SaaS).

For more information, visit capsystech.com, email us at [email protected] or call 877.322.7797.

Reduce Costs, Increase Productivity, Gain Rapid ROI:• Scan, index and route documents using a web browser, from anywhere, anytime• Minimal training; fast deployment• No software to install, upgrade or update• Zero maintenance

An Offer Your Customers Can’t Refuse!

A web-based, distributed document capture system is a fast and vastly less expensive way for your customers to manage their documents.

Now, when they capture their documents in the Cloud, they’ll get

free Epson GT-S50 CAPSYS CAPTURE ONLINE, its

Reduce Costs, Increase Productivity, Gain Rapid ROI:• Scan, index and route documents using a web browser,

www.capsystech.comColorado Springs, CO 80918Main: (877) 322-7797 (Toll free US calls only)Skype: Call CAPSYS on Skype www.Twitter.com/capsysteam www.Facebook/capsys CAPSYS Technologies, LLC

*Subject to Service Level Agreement terms and conditions: requires a 3-year subscription plan & applies only to Continental U.S. transactions.

Capsys Epson Ad_OT.indd 1 9/20/12 2:39:45 PM


Feel like a partner again with OKI© 2012 Oki Data Americas, Inc. OKI, Reg. T.M., Oki Electric Industry Co., Ltd., Reg. T.M. Oki Data Corporation.

POSSIBILITIESExpect More

Bypass the barriers to selling copier-based MFPs

NEWColor MFPs

Color Printers

NEWMono MFPs

Mono Printers

Dot Matrix Printers

Label Printers

POSPrinters

The new CX3535/CX4545 A3 Color MFP Series. Optimized performance. Innovation reinvented.

OKI is rewriting the rules on selling copier-based A3 MFPs by providing no-minimum purchase quantity requirements. The ENERGY STAR® compliant CX3535/CX4545 A3 MFP Series sells itself, providing mid-to-large volume workgroups with unlimited possibilities, including:

• Lightning-fast Color/B&W print and copy speeds

• Printing, copying and scanning with optional high-speed fax

• Full-color banner printing up to 12" by 47"

Plus, OKI's new open platform allows for seamless integration with cloud-based document management solutions such as Microsoft® SharePoint® and Google® Docs. So bypass the barriers to traditional sales and service—and unleash your potential today.

Contact your OKI representative at 1-800-OKI-DATA or visit www.okidata.com.

OFF

ICE

TECH

NO

LOG

Y - O

CT 2

012

- DO

MU

S, IN

C. -

215-

772-

2800

OKIE-10587-12 CX Series Launch Ad OT.indd 1 9/24/12 3:04 PMOKI ad Oct 12.indd 1 9/24/12 3:12 PM


have a powerful, affordable solution for your customers.

Document Capture & ImagingCAPSYS www.capsystech.com

CAPSYS® is a BTA Channel-friendly developer of central-ized and distributed data and document scanning capture software that streamlines the process of acquiring docu-ments and information securely and efficiently for case management, ECM and document imaging management systems. CAPSYS CAPTURE is available as an “on-premise” deployment, “on-demand” hosted in Microsoft® Windows Azure data centers or as a pre-configured network appliance.

Nuance Communications Inc. www.nuance.comNuance eCopy® sets the standard for document capture and

workflow solutions. It is the only solution that enables office workers to capture and use information from scanned docu-ments. eCopy empowers workers at their desks, MFPs and scanners to automate paper-to-digital workflows with ac-curate OCR and secure connections to business systems. The result? Faster, cheaper and more secure business processes.

Document ManagementABBYY www.abbyy.com

ABBYY is a leader in document recognition, data capture and linguistic technologies and services. With 14 global of-fices and an R&D team comprising 700 linguistic and soft-ware scientists, ABBYY has a track record for innovation, earning it more than 250 awards and partnerships with leading manufacturers of document capture and mobile de-vices. Its solutions serve more than 30 million individuals worldwide, empowering businesses of every size.

Cabinet www.cabinetpaperless.comCabinet provides document management and workflow

software to a variety of industries. Its user-friendly prod-ucts streamline user tasks, delivering gains in office/field productivity and bottom-line savings. Cabinet SAFE’s intui-tive workflow and scheduling supports secure collaboration with centrally managed and instantly accessible documents. Products can be installed locally or online in a hosted SaaS configuration and used with a desktop or browser interface.

Computhink www.computhink.comComputhink’s ViewWise Document Management Solu-

tion is easily used and installed, and is priced to target the small- to mid-size business. The company’s Partner Pro-gram offers the highest industry margins and focuses solely on partner relationships by offering a program with pre-qualified leads, MDFs and full support (sales, demo, techni-cal), without channel conflicts.

docSTAR www.docstar.comdocSTAR™ provides collaborative document management

solutions to streamline business processes. More than 6,000 organizations of every size and industry depend on docSTAR. The company’s software, available either on-premise or host-ed in the cloud, allows enterprises to gain control over docu-ments, improve retention and increase efficiency. docSTAR integrates with almost any third-party business application, improving departmental effectiveness and profitability.

DocuLex www.doculex.comDocuLex serves more than 1,000 customers with its Ar-

chive Studio product suite, which encompasses document capture, indexing, data conversion, security, 100-percent browser access, email archiving, workflow, word processing document control and records retention management. Ar-chive Studio is an easy-to-use, productive content manage-ment solution for any business environment seeking secure instant document access. It is available as a server-based product or in the cloud.

DocuWare www.docuware.comDo not leave the door open for the competition to visit

your equipment customers — be the one offering document management solutions directly to your customer base. DocuWare makes the transition to selling solutions easy. It provides tools, training and field support. Generate lucra-tive revenue with professional services and recurring rev-enue. DocuWare is Five-Star rated by BLI, ISO 9001 certified and FDA compliant. It is available in 16 languages.

FileBound www.filebound.comFileBound is a document management solution that can

be deployed locally, outsourced as a hosted service or as a network appliance. FileBound provides the paperless solu-tion your customers are looking for and delivers affordable business process automation, enhanced content retrieval and mobile device support. Over the past 10 years, File-Bound has been implemented by more than 3,000 customers of all sizes around the world. FileBound is marketed through a channel of authorized resellers. Its reseller program in-cludes ongoing training, marketing and sales support.

MaxxVault www.maxxvault.comMaxxVault document management software provides

unsurpassed efficiency improvements, regulatory compli-ance, reduced costs and customer satisfaction. It is an open system that uses the latest technology to provide security, dependability and interoperability with existing systems. MaxxVault is a Red Herring 2011 Top 100 award winner, a CRN 2011 Top 20 Cloud vendor and a BLI Five-Star solution.


Computhink ad Oct 12.indd 1 9/24/12 8:27 AM


Notable Solutions www.nsiautostore.comNotable Solutions Inc. (NSi) is a provider of transactional

capture and business automation solutions. Its flagship prod-uct, NSi AutoStore, captures paper and electronic documents from copiers, scanners, printers, desktops, Web browsers or mobile devices, and routes the information into the appropri-ate business system based on the document type. As a result, business is done faster with less effort — and less paper.

Enterprise Content ManagementSolgenia www.solgenia.com

Bridging the gap between one’s personal and profession-al digital experience, Solgenia is a cloud-enabling company that assists organizations in accelerating business benefits to increase productivity, reduce costs and deliver more value to their respective customers. Since 1994, Solgenia has been providing solutions like CRM, document management, BI analytics, unified communications, WAN optimization and a cloud management platform to SMB businesses worldwide.

Square 9 www.square-9.comSquare 9® is a developer of business-centric software so-

lutions designed to enhance product diversification within its dealer channel. The company’s flagship product, the SmartSearch Enterprise Content Management Suite, helps resellers drive increased equipment sales through an inte-grated hardware and software approach that includes vari-able data printing, workflow and Web forms management. Square 9 delivers a training program for launching, market-ing and expanding any document management initiative.

Fax Document Software DPD International www.goldfax.com

DPD International, the maker of GoldFax, offers enter-prise fax server solutions at small business prices, allowing end users to easily send and receive faxes from email, Web browsers, desktop applications and MFPs (Sharp, Kyocera, Samsung, Lexmark, Canon, Ricoh, Toshiba, HP, Xerox, etc.), improving productivity and security/compliance, while re-ducing operational costs. GoldFax integrates with any email or software application, telephone environment and docu-ment/content management solution across all industries. The company offers on-premise, hosted and cloud solutions.

Sagemcom www.xmediusfax.sagemcom.comSagemcom is a global leader in advanced fax server solu-

tions for IP networks. Its scalable and survivable XMedius-FAX™ T.38 Fax over IP (FoIP) solutions leverage IP telephony and UC systems to enhance productivity, collaboration and ROI by integrating fax on the desktops of enterprise and ser-vice provider sites worldwide.

Managed Print TechnologyN-able Technologies www.n-able.com

N-able is a global provider of IT management and automa-tion solutions for managed service providers. N-able’s N-cen-tral is a leading RMM and MSP service automation platform. The company has a proven track record of helping MSPs stan-dardize and automate the setup and delivery of IT services to achieve scalability. Thousands of MSPs use N-able solutions to deliver scalable, flexible and profitable managed services.

M2M/M2P Enterprise ManagementMWA Intelligence Inc. www.mwaintel.com

MWA Intelligence Inc. (MWAi), a SAP Business One Partner, delivers enterprise-class and leading-edge M2M (machine-to-machine) solutions to better serve the imaging industry. MWAi’s intelligent service, workforce, assets and GPS solution suites deliver mission-critical information in real time to the hands of customer-facing employees and into companies’ back-end ERP systems, including the pow-erful SAP Business One solution. The MWAi solution au-tomates all business intelligence management, meter col-lection, consumables and service alerts, and also offers an integrated pre-sale MPS tool for easy auditing of end-user networks.

Network MonitoringPaessler AG www.paessler.com

PRTG Network Monitor is the all-inclusive monitoring solution from Paessler. It includes comprehensive monitor-ing features, an easy-to-use, intuitive interface and a state-of-the-art monitoring engine. It scales to networks of any size and all of this comes in one license. PRTG assures the availability of network components, and measures traffic and usage. It saves costs by avoiding outages and optimiz-ing connections, workload and quality.

Print ManagementBarr Systems www.barrsystems.com

Barr EOM print management software has all of the criti-cal components dealers need to offer their customers. With Barr EOM, end users can: implement business rules; analyze the contents of documents; send alerts and notifications; print to the corporate cloud; track everything; assign costs; and deploy a single print driver for all PostScript printers. The company’s software supports mobile printing and man-ages mixed printer fleets.

ECi/FMAudit www.fmaudit.comFMAudit is a provider of meter, supply and service process

automation software for MPS. FMAudit software is easy to deploy and maintain, collects data from both networked and


A printing solution that’s as smart as your phone.

© 2012 Samsung Electronics America, Inc. All rights reserved. Samsung is a registered trademark of Samsung Electronics Co., Ltd. All products and brand names are trademarks or registered trademarks of their respective companies. Screen images simulated.

INNOVATION #3,653The Samsung Mobile Print App

With the Samsung Mobile Print App you can scan and print documents directly to and from any of our award-winning printers and MFPs on a Wi-Fi

enabled network. That means you can scan and print presentations, budgets, annual reports, offi ce documents and more — all from your smart

phone without the need for a print driver or server. Because at Samsung it’s not just business. It’s business, innovated.

Learn more 1-866-SAM4BIZ | samsung.com/mpa | Business. Innovated.

Download the Samsung Mobile Print App now.

SEA10650_OfficeTechnology.indd 1 9/18/12 7:59 AMSamsung ad Oct 12.indd 1 9/21/12 10:23 AM


local devices, integrates with e-automate, OMD, DDMS and La Crosse for automated meter billing, and provides supply-level alert monitoring, service-alert filtering, complete TCO analysis and green reporting.

OptiPrint www.optiprint.comDiversified Computer Supplies Inc. (DCS) has offered the

OptiPrint MPS solution to its partners since 2008. OptiPrint consists of remote monitoring software and an integrated proposal generator software tool. This comprehensive MPS solution has provided DCS partners a cost-effective means to exploit MPS opportunities in the market today while cap-italizing on the exceptional software tools at their disposal. PrintAudit www.printaudit.com

Print Audit Premier is a new subscription plan that gives office equipment dealers virtually unlimited access to all of Print Audit’s products for one low monthly fee. In addition to powerful remote meter reading and device management tools, Premier provides dealers with a full suite of print management products to help their clients analyze, control and recover their printing costs.

PrintTrackerwww.printtracker.netPrint Tracker is a low-impact, highly secure print man-

agement solution that captures information from net-worked and locally connected imaging devices. Print Track-er is easily deployed and often configured in less than three minutes to send meters and alerts. It includes management tools such as its ePortal, service and meter viewers, and a fully customizable TCO estimator. Print Tracker integrates with most ERP accounting software.

PrintFleet www.printfleet.comPrintFleet’s print management software solutions range

from simple, rapid assessment to advanced, independently hosted print management, offering data collection, data in-tegrity and back-end support. PrintFleet’s software is avail-able in multiple languages and has been used in more than 100 countries. PrintFleet is coupled with sales, technical and marketing support programs.

SolimarSystemswww.solimarsystems.comSolimar Systems is a developer of enterprise output man-

agement solutions for digital document creation, produc-tion and distribution environments. Installed in thousands of sites worldwide, Solimar solutions address integrated connectivity, data-stream transforms, print optimizations, document re-engineering/repurposing and print queue management with secure Web-based document present-ment, distribution and tracking.

Sales&MarketingAutomationEvolvedOfficewww.evolvedoffice.com

Evolved Office is a full-service marketing platform that provides office equipment dealers with turnkey and cus-tomizable marketing solutions. Created to help generate more leads and close more deals, its targeted marketing so-lutions include newsletters, videos, flyers, email blasts, sales brochures and complete marketing campaigns — all cus-tom branded with your logo and company information. The software is easy to use and allows you to quickly edit email templates and send them to clients. Each month, Evolved Office delivers new templates with industry-specific con-tent and professionally designed graphics to your account.

SalesManagementCompassSalesSolutionswww.compasscontact.net

Compass Sales Solutions offers an advanced sales-force automation, solution selling and fleet management soft-ware system. Designed from a sales perspective, Compass manages your prospect database, provides detailed TCO analysis reports, and generates thorough, professional pro-posals and sales paperwork. Compass also offers complete integration with your ERP/billing system and Outlook.

FalconTechnologySolutionswww.efalcontech.comFalcon markets Soaring, server-based sales management

software specifically designed for the office equipment in-dustry. Soaring integrates with industry software such as OMD, e-automate and others, as well as business software such as Outlook, Word and Excel. Soaring’s newest version has a robust MPS analysis/proposal section and a new mo-bile version designed specifically for tablet/mobile devices.

SalesChain www.saleschain.comSalesChain provides sales management software to office

equipment dealers who want to increase core growth and customer retention. Features include: intelligent deal pric-ing, simplified order documentation and efficient, accurate sales commissions. SalesChain is the preferred partner for Digital Gateway, OMD and La Crosse, and has been deliver-ing value to dealers across the country since 2002.

SuppliesDistribution/e-commerceRedCheetahwww.redcheetah.com

Red Cheetah offers adaptive, integrated e-commerce solu-tions for the office products industry. The company is on the leading edge of innovation and technological advances so that its dealers experience better marketing and selling. n

Brent Hoskins, executive director of the Business Technology Association, is editor of Office Technology magazine.

He can be reached at [email protected] or (816) 303-4040.


800-440-8664 Ext. 89172 • [email protected] • www.fmaudit.comECi, FMAudit and the ECi Red Box logo are trademarks or registered trademarks of eCommerce Industries, Inc. All rights reserved.

FMAudit is the most utilized MPS software in the world!

Using FMAudit managed print solutions you will:

• Remotelyinstall,maintainandupdatesoftwarewithlimitedITstaffinvolvement

• Maintain100%controlofyourdata—nothirdpartyhasaccesstoyourdata

• Reduceoverhead,automateprocessesandincreasesales

Schedule a DEMO with FMAudit TODAY!www.ECiSolutions.com/MPS or 800-440-8664 ext. 89172

Managed Print SoftwareThe TOTAL

SOLUTIONFMAudit is the most utilized MPS software in the world!

FMAudit ad Jun 12.indd 1 5/14/12 9:41 AM

‘Should I or Shouldn’t I?’Your questions regarding MPS need to be addressed

by: Mike Lecak, Supplies Network

When I make a purchase — an item of clothing for example — I typically have some data

points I refer to when making my deci-sion: the size, color and the current sea-son. These data points help me get what I need. In doing this, I get to perform my own analysis to make sure my purchase makes sense. Some purchasing mistakes can be expensive and get in the way. So, I ask myself, “Should I or shouldn’t I?”

Over the last five years, we have all heard the numbers. Managed print services (MPS) is a $14.5 billion industry that is headed to $25 or $30 billion, depend-ing on who you listen to. We also hear that everyone is over-paying or mismanaging their output fleets if they are at-tempting to do MPS on their own. IT departments are being asked to do more with fewer resources, people and money. So, should we outsource?

Questions regarding MPS are endless and the answers seem to be endless as well. Ask a question and you will gen-erally get an answer — but is it the right one? It depends.

And that is just the customer side of the equation.Now, let’s look at the dealer side. We use the same data

points and ask the same questions, but do we get a differ-ent viewpoint? I would say so. There is a knowledge gap that needs to be filled.

Are your sales staff members able to fill that gap? Are they armed with the tools and management support to do so? Can your sales staff members navigate the deep waters of a true MPS assessment? Is the assessment process manual? If so, does your compensation plan ensure that your reps can perform a true assessment that will bring value to your end-user customer as well as value to your business and, ul-timately, your sales staff? Your reps are the drivers; do they have the right vehicles to get to the finish line?

Over the last eight years, (Supplies Network senior vice president) Doug Johnson and I have spent countless hours in front of both the dealer community and customers; we have

had the opportunity to assist dealers in setting up their MPS practices. We have participated in the on-boarding and training of sales staffs, the recruit-ment of specialists (which is a must; every dealership must have a cham-pion) and the setup of compensation plans designed to drive behavior. We have been able to help dealership prin-cipals assess their current cultures and their abilities to accept change.

We have also designed and directed training sessions specifically geared toward the C-level sales process. The single largest challenge for any sales organiza-tion is to get into and stay at the right level. MPS is a C-level sale, period. Believing anything else delays and, most of the time, kills the sale. True MPS is a multifaceted decision that involves many players within an organization. The decision to make changes within an organization can only be made from the top. More importantly, the ability to execute and drive those changes down can only happen from above.

Of equal importance is actual customer engagement. What does this look like in your organization? Have you gone through the vetting process with your reps to identify who are the best candidates for MPS? Does your CRM sys-tem allow you to do so? Do the reps who are currently sell-ing MPS understand the intricacies of the process? Or, have you, like most of the organizations we have seen, put your highest producers in charge of the customers they “own” and hope that the relationship they have spent years culti-vating will produce the desired result? Do you even know what that result looks like? The people who hear your mes-sage and what that message is, as it pertains to MPS, are the keystones to the success you will have.

When we engage with dealers who want to “get into” MPS, we typically ask them what is driving the decision. What we hear most often are: “I am losing customers to other pro-viders” (clearly a defensive move) or “I want to increase my margins and lock in my customer base” (an offensive move).


Lecak Oct 12.indd 1 9/28/12 11:00 AM

1-866-817-8795www.SuppliesWholesalers.com

[email protected]

Partner With the Cartridge ExpErts

IT ALL ADDS UPThe Broadest Product Range• 2,000+ Compatible Imaging Supplies

• Over 250,000 Compatible Cartridges in stock

• Full-Line 64 Page Catalog Available

Centralized FedEx Hub-Based DC• Eliminates split shipments and multiple deliveries

• 97% Initial order fill-rate

• 99.5% Shipping accuracy

• Unbeatable 2nd day & overnight rates

The Latest Cartridges Available• Hundreds of new toner & inkjet cartridges added

• The latest color laser models

• A full line of jumbo toners, ideal for MPS

Competitive Pricing & High Quality• Hundreds of prices reduced

• Low overall defect rate (under 2%)

• In-House Tech Support dept. for troubleshooting

• Full-year performance guarantee & easy returns

Call today to...

The Broadest Product Range

SW - BTA Office Ad.indd 1 9/10/12 9:26 AM

Supplies Wholesalers ad Oct 12.indd 1 9/10/12 3:55 PM

Rarely is this decision a strategic one that is backed up with infrastructure designed to drive out costs and enhance the customer experience. Or, it is done without much thought to who is actu-ally going to sell it. Is it a product? Is it a solution?

What we look for and really concen-trate on is the strategic direction of the dealership. Is MPS a strategic initiative? Will it become the “program de jour”? Has the leadership team bought into this direction? Is there a sales culture to move from transactional selling to solu-tions-based selling?

As a dealership principal, how many times have you heard these words from your top, go-to reps when trying to intro-duce a new initiative: “I don’t want my best customers to be the guinea pigs for something new.” We believe this hap-pens because leadership has not communicated a strategic direction for these initiatives — that is, why the company is moving in this direction. It has no stickiness because it does

not � t with the current state of a� airs. Whether you are just dipping your

toes in the water with your own MPS program, or you are outsourcing it to someone else, there are a few questions you should ask yourself and answer: Do I, as an owner or sales rep, know

what MPS is and what it represents to my business? Is MPS a strategic initiative or just

a program? Are my sales reps trained to sell the concept or can they

truly execute an MPS engagement? As an organization, do we sell at the C-level? (A must.) Does the current compensation plan reward this type

of sale? (� is is the single biggest roadblock to a successful MPS initiative.) Do I know my market? Do I have business intelligence that will allow me to

most e� ectively prospect for the “MPS sweet spot,” and do I even know what that “sweet spot” is?

So, should I or shouldn’t I? Am I armed with enough information to make my decision to jump into MPS? � e numbers say yes and the time is now. So, be prepared, strat-egize with your leadership team, prepare your rollout and set your course. Ask yourself the above questions. Once you have answered them, do not worry, because there will be plenty more.

Mike Lecak has been in the industry since 1983. After a successful 15-year career at ComDoc in Pittsburgh, Pa.,

he joined Toshiba as a district sales manager. After a period of running his own consulting practice, he joined Print Inc. in 2004 to manage sales for the company’s PrintValue Solutions

program. His team was responsible for all facets of bringing MPS practices to Print Inc.’s channel partners, including

sales, service, training and sales compensation models. In 2009, Lecak joined Konica Minolta to manage its West Region

for managed print. He was responsible for the direct branch activity for the West Region, supporting both the sales e� orts

as well as the solutions teams that executed Konica Minolta’s OPS Program. Lecak joined Supplies Network in

January 2011 to take on his current role as director of MPS and the company’s CARBON SiX program.

Visit www.suppliesnetwork.com. Lecak and Doug Johnson will be teaching BTA’s newest MPS workshops

as front runners to BTA’s Capture the Magic district event, Nov. 15-16 in Las Vegas, Nev. Attendees to either front-runner workshop

receive free registration to Capture the Magic. Visit www.bta.org/BTAWestFrontRunners

for more information or to register.


What we look for and really concentrate on is the strategic direction of the dealership. Is MPS a strategic initiative? Will it become the “program de jour”?

Lecak Oct 12.indd 2 9/28/12 11:00 AM

ESP-BTA-HalfPageAd-August2012.pdf 1 8/27/2012 3:30:41 PM

Niche-ESP ads Oct 12.indd 1 9/26/12 10:17 AM

Mobile PrintingIt is key to growing your managed services profits

by: Christopher D. Bennett, Success Assured Seminars

Corporations and workgroups are quickly incorporating mobile de-vices into their field operations. One

report by International Data Corp. (IDC) projects that, within just three years, mobile Internet use will surpass PC Internet use.

While the initial trend toward mobil-ity in corporations seemed to be the bring-your-own-device (BYOD) policy, industry surveys indicate that many of today’s For-tune 1000 companies are working toward standardizing their manager and field personnel smartphone platforms. Regard-less of whether they ultimately choose an Android, iPhone or Windows smartphone, corporate America is putting mobile devices into the hands of its people. These devices are definitely here to stay; how-ever, data security concerns will drive closer management of these smart devices.

Just last month, Apple Inc. won a year-long patent in-fringement case against Android device manufacturer Samsung Electronics, totaling $1.05 billion. Since then, Apple has filed additional complaints listing infringement of specific utility patents — features like “slide to unlock” — naming newer Samsung products including the Galaxy S III and Note. It seems this fight is far from being over.

Despite its aggressive legal posture, Apple leads the U.S. market in smartphone and tablet placements. According to a recent Fortune magazine article, Apple has captured more than 70 percent of the Fortune 500 tablet market. Accord-ing to Good Technology’s 2012 Device Activation Report, Android enterprise placements have nearly doubled and smartphone usage outnumbers tablet usage by a ratio of three to one.

Even though Apple’s iOS platform leads the pack, the An-droid platform is not that far behind. Last year, Google Exec-utive Chairman Eric Schmidt was quoted as predicting that because of Android’s more open focus, app developers and enterprise decision makers will ultimately adopt Android.

In addition, three Android handset device makers have created corporate sales forces to push adoption of Androids into the enter-prise marketplace to thwart Apple’s efforts to continue its dominance — Samsung Elec-tronics (the lead producer of Android devic-es), HTC and Motorola Mobility. In terms of smartphone platform activations, Android accounted for less than 30 percent of all ac-tivations during the most recent quarter, which ended on June 30, 2012. In compari-son, Apple quarterly activations represented most of the other 70 percent.

For those in the copier/MFP business, we not only have to be in touch with which

devices our enterprise and corporate customers are using, but we also have to be on top of how they plan to integrate these devices into their workflows so we can capture and help customers control and manage any impressions that could result from their use. Another concern is how adopt-ing these devices into our own dealership operations can help make us more profitable and efficient.

Back in 1999, the industry was already concerned that with the growth in popularity of the PDF format among business users and, with the progression of desktop pub-lishing, copier/MFP clicks would be on the decline and that we could actually experience the realization of the paper-less office. However, growing industry use of the Internet, the relatively slow adoption of image scanning technology and the tactile preference for proofing our written work on paper resulted in the opposite situation. Over the next sev-eral years, businesses printed more from their copier/MFPs than ever. Then we saw an increase in the need for color out-put throughout the enterprise and, again, we saw a growth in revenues from color printing.

As we complete the current trend toward managed ser-vices, BTA Channel dealers are presented with new oppor-tunities to assist IT in reestablishing standards and control of information in the mobile environment.


Bennett Oct 12.indd 1 9/28/12 11:10 AM

Today, improvements in readability due to new screen resolution technolo-gies like Apple’s Retina Display, along with the compact sizes and lightweight materials available in smartphone and tablet devices, allow companies to adopt legitimate paperless business processes. But it is not always easy to print docu-ments from these smartphones and tablets. In 2010, PCWorld magazine pub-lished an article entitled, “Will the iPad Connect to Anything?” In that article, the author wrote, “ ... network printers are quite common. If the iPad could print to a network printer, one would think Apple would have mentioned so.”

Printing may not have been a major concern for the de-signers of tablet and smartphone devices. Workers can work paperlessly if they are forced to. Generally, users know that if they are creating documents on tablet devices, they can move their files to a desktop or laptop and then send the files to their workgroup printers. If that seems too limiting, they may decide to bypass IT completely and use their own consumer printers to print from their mobile devices, which creates the risk of security breaches and reduced print tracking. Or, they can decide that it is easier not to print at all. Either way, we lose impressions.

Conversely, if MFP pre-sales engineers know to ask how the prospect is using or plans to use smart device technolo-gy and to find out about a customer’s in-house mobility apps in development, dealers can educate customers on how to simplify the process of printing directly from smartphones and tablets. That reduces the chance that jobs are printed via methods that circumvent the network.

Here is another strategic indicator from the Good Tech-nology report: The public and manufacturing sectors each increased their market share of enterprise mobile device activations by 3 percent during the second quarter of this year. During the same period, the report cites that the great-est increase in tablet activations was in financial services, which accounted for 46 percent of all iPad activations.

As we support these industries, our salespeople and pre-sales engineers will want to know which mobile applica-tions and environments customers are adopting. We know the current mobile device marketplace offers a mix of indi-vidual apps, dedicated hardware and cloud-based solutions.

Most printer manufacturers offer apps in both the Apple App Store and the Google Play Store that are targeted at con-sumers who want to print photos. The most common app for printing documents in the Apple environment is AirPrint. For Android there is PrinterShare Mobile Print. HP offers ePrint Home & Business for both Android and Apple users.

Most copier/MFP manufacturers also support both iOS and Android devices. Xerox offers an app called PrintBack and its Mobile Print Solution. Konica Minol-ta offers its PageScope Mobile app. EFI offers a product called PrintMe. Canon has a smartphone tool that is part of its uniFLOW print management software.

When speaking with customers about their mobile device integration projects, salespeople want to be familiar with

common enterprise applications that can lead to increased print volumes. Over the coming months, IT departments will be faced with the decision of whether to replace a work-er’s laptop with a tablet device. Between Apple and Android, there are more than 1.4 million apps currently available for download. The number of apps available that are designed or suitable for enterprise use is far lower.

When the U.S. Department of Labor launched its timecard app for the iPhone in 2011, it became apparent that mobile productivity apps for business were no longer just for manag-ers in the field and bean counters in the back office. BYOD policies and the need for immediate information and com-munication have allowed employees to work from anywhere.

There are many uses for mobile device technology where tablets will replace notebooks. Mobile device apps include those for sales enablement, field service, unmanned kiosks, meetings and presentations, as well as apps for accelerating internal processes like warehouse inventory and shipping.

As the transition to mobile devices occurs, the need to print portable information will not necessarily disappear. It is inherent upon BTA Channel dealers to take action to ensure that when a user has a desire to print, his (or her) workgroup and its copier/MFPs receive the jobs so they are printed quickly, efficiently and securely. n

Christopher D. Bennett, CDIA+, is a field technology and sales educator in the imaging industry. He has supported the BTA

community since 1990 in sales, dealership operations consulting and sales training. Bennett has worked for CalType

Office Systems, OMD Corp. and Canon U.S.A. Inc., where he executed Canon U.S.A.’s professional sales certification

initiative for CompTIA CDIA+ certification. Today, he provides sales training, strategy, accountability and business advice to

office imaging and other sales organizations. Bennett is president and chief sales advisor

of Success Assured Seminars, the Chicago partner agency of Winfree Business Growth

Advisors – Results Guaranteed®. He can be reached at (312) 283-0110 ext. 7 or

[email protected]. Visit www.winfreechicago.com.

When speaking with customers about their mobile device integrationprojects, salespeople want to be familiar with common enterprise applications ...

w w w. o f f i c e t e c h n o l o g y m a g. c o m | O c t o b e r 2 0 1 2 | 25

Bennett Oct 12.indd 2 10/1/12 8:12 AM

BTA HIGHLIGHTS

BTA would like to welcome the following new members to the association:

Dealer MembersAFAX Business Machines, New York, NY Baton Rouge Duplicating Products - BRDP, Baton Rouge, LA

Vendor Associate MembersDigitek Computer Products, Dulles, VAESHA Corporation, East Brunswick, NJ

For full contact information of thesenew members, visit www.bta.org.

BTA’s New MPS Workshops

Taught by Doug Johnson and Mike Lecak of Supplies Network, BTA’s new MPS Work-shops will teach you how to set up and man-age an MPS business in your dealership. The inaugural workshops will be held Nov. 14-15, 2012, as front-runner workshops to the Capture the Magic district event, hosted by BTA West in Las Vegas. The BTA MPS Client Engagement Workshop will take participants through the entire sales cycle for MPS engage-ments with clients, while the BTA MPS Survival Guide Workshop will show you how to build a solid business plan for MPS that will result in a growing, profi table business. Attendees to either workshop receive free registration to the Capture the Magic district event. Visit www.bta.org/BTAWestFrontRunners for more information or to register.

For information on BTA member benefi ts, visit www.bta.org/MemberBenefi ts.

For the benefi t of its dealer members, each month BTA features two of its Vendor or Service Associate members in this space. BTA

Vendor Associate member Supplies Wholesalers is a national wholesale distributor of compatible imaging supplies and accessories, including: ink, toner, ribbons and thermal fax consum-ables. The company has more than 200,000 compatible toners in stock and it maintains an overall defect rate under 2 percent with ISO9001/14001 certifi cation. Most toners are also STMC certifi ed and all products include a one-year guarantee. The company also of-fers laptop batteries and AC adapters, com-puter accessories and fl ash memory products, including USB drives.

www.supplieswholesalers.com

BTA Service Associate

member PNC Equipment Finance provides equipment fi nancing solutions to clients throughout the United States and Canada. It helps manufacturers, distributors and ven-dors grow their businesses by providing their end users with fast and effi cient fi nancing options. In addition, PNC works directly with large corporations, middle market companies, small businesses, municipal governments and many types of institutional entities to provide solutions-based fi nancing alternatives for the acquisition of capital equipment and software.

www.pnc.com

A full list of BTA Vendor and Service Associate members can be found online at www.bta.org.


Highlights Oct 12.indd 1 9/28/12 4:51 PM

The BTA website contains a sample policy statement for employee use of mobile devices

while operating a vehicle. The policy is restrictive in the use of mobile de-vices while driving and it is essential to reduce a dealer’s responsibilities. As many states and cities pass legisla-tion to regulate the use of mobile de-vices, it is essential that every dealer-ship has a written policy in place. The Department of Transportation has concluded that distracted driving is epidemic. We have all seen it and noted the danger, however, it is often the other driver who is being reckless while we are using our devices in a safe and prudent manner while driving.

In 2010, at least 3,092 people were killed in distraction-related crashes and an estimated 416,000 individuals were injured. With damage awards rising significantly, it is best to take precautions.

Adopting a detailed cell phone policy can help protect em-ployers from liability should an employee cause an accident while using an electronic communications device, but such policies do not provide absolute legal protection. An employee engaging in prohibited conduct must be established as not acting on the employer’s behalf to fully avoid liability.

A written policy is insufficient without proper training and violators being held responsible; this means all violators, in-cluding owners and managers. Training need not be elaborate, but there should be a periodic review of the policy and discus-sion of the requirements. This can easily be part of a company meeting with the policy being reviewed at least twice per year. New employees should be made aware of the policy at induc-tion and it should be reviewed with them. Employees have a habit of ignoring company policies. By emphasizing that the policy is real, it will be enforced and that serious consequenc-es will result for failure to adhere, employee compliance will be achieved at a higher level.

Due to the increased risk, law enforcement officials are placing an added emphasis on enforcement action against individuals who text while driving. Currently, texting while driving is illegal in 39 states and the District of Columbia, with more states being added with each legislative session.

Requiring an employee to file reports, check in with his (or

her) status or give additional infor-mation following an end-user visit can expose employers to liability — even with a mobile device policy in place. The courts have concluded that it is foreseeable that an em-ployee would attempt to meet such reporting requirements while leav-ing a call and driving elsewhere. If a report is required, it should be for-bidden for the employee to complete it while driving. Prohibited actions that are deemed to have arisen in the

regular course of the employee’s duties renders the dealer re-sponsible as well.

Citations received for using a device while driving will affect the employee’s vehicle insurance rate. Even though the em-ployee is performing company business, the employer should not pay fines for moving violations. It is also acceptable to pass an insurance increase due to an employee violation on to the employee. If the policy is clearly communicated, employees will be more hesitant to risk a fine and insurance penalty.

If an employee is known to be driving while speaking with the dealership on the phone, a written policy will be of little protection. States that allow hands-free operation render this permissible, yet as an employer, a total prohibition may be best. Some employers take a middle ground, allowing the use of hands-free technology if the conditions allow for it and the call is kept brief. Some dealers limit hands-free calls to incom-ing calls only.

There are now applications available that can disable elec-tronic devices when they are detected in a moving vehicle. If you are issuing company phones or reimbursing employees who use their own phones, such an application on the phone can be a requirement.

It is imperative that the issue of mobile device usage is not ignored. Implement a policy by first discussing it with your employees. Seek their input, share the risks and penalties, and develop a suggested policy that they help create. By making them part of the process, compliance will be easier and greater. n

Robert C. Goldberg is general counsel for the Business Technology Association.

He can be reached at [email protected].

Mobile Devices & AccidentsA written policy & training are paramount

by: Robert C. Goldberg, General Counsel for the Business Technology Association

COURTS & CAPITOLS


Goldberg Oct 12.indd 1 9/28/12 11:14 AM

Today’s TalentThree trends shaping industry employment

by: Jessica R. Crowley, Copier Careers

For nearly 25 years, Copier Careers has been recruiting employees for inde-pendent copier dealerships. It has built

its proprietary database the old-school way — one person at a time. Currently, Copier Careers has profiles on file for more than 59,000 imag-ing professionals nationwide. These profiles track everything from technicians’ certifica-tions, to sales reps’ territories and quotas, to managers’ benchmark achievements.

Copier Careers’ job is to connect qualified candidates with copier industry employers, and its employees spend their days talking with everyone from entry-level candidates to dealer-ship principals and gathering data for its annual industry sal-ary surveys. From this vantage point, Copier Careers is able to spot patterns and identify trends as they are emerging. Here are three current trends we see at Copier Careers that are the most likely to impact office technology industry careers:

Opportunities AboundEvery few years, usually in response to some form of in-

dustry consolidation, someone predicts the death of the in-dependent dealership. It happened in the 1990s when IKON and Danka began acquiring dealerships. It happened again a few years later when the OEMs caught the acquisition bug. It is probably happening somewhere right now. But, as history has shown us, it is simply unjustified. If anything, independ-ent dealers are more relevant than ever and new dealerships are being established all the time.

In addition to an uptick in the number of new dealerships, Copier Careers is finding that managed print and managed network service contracts have been very profitable for inde-pendent dealers who have embraced the new model. Many independent dealers have found their niche in consultative, solutions-based sales, and they are growing swiftly and creat-ing jobs in their communities.

A Shortage of ProfessionalsUnlike some sectors of the economy, the document imag-

ing industry was not dramatically affected by the recession. For the most part, people in the office technology industry retained their jobs and employers continued to hire replace-ments for staff members who quit, retired or were let go. What they did not do was hire for bench strength. For several

years, dealerships made do with a minimum number of employees and avoided making entry-level hires.

Though necessary at the time, these con-servative hiring practices have created a short-age of qualified candidates. Now that the eco-nomic outlook has improved, dealerships are eager to hire proven managed print services (MPS) sales reps and service techs with three to

five years of experience. Unfortunately, they cannot find what they are looking for. The pool of qualified, MPS-ready sales and service professionals is inadequate to address current demand. It will take a few years before the situation corrects itself. In the meantime, the small number of people who do have the right qualifications are finding themselves in high demand.

Effective RecruitmentDo you want a shot at recruiting one of those rare individu-

als who have the right mix of experience, talent and technical know-how? Then you should ensure you have the right people managing your sales and service departments. The fact of the matter is, the best talent goes where the opportunity is — and the opportunity now is in managing networks and selling professional services.

Sales reps who are used to selling a full range of solutions are understandably wary of working for a sales manager who has a “pushing boxes” mentality, because they can see they would be leaving money on the table with every sale. Like-wise, the best hybrid techs — people with both break/fix and networking skills — do not want to work for a service man-ager who is reluctant to embrace the new model.

It is a sad truth that the dealerships that most desperately need an influx of young talent are unable to attract it because of old-fashioned thinking in the managerial ranks. To stay relevant and competitive, dealerships need to ensure that the people in charge are actively engaged in their jobs and are will-ing to accept and embrace the abundance of new opportuni-ties our industry has to offer. n

Jessica R. Crowley is director of recruiting for Copier Careers, a recruiting firm dedicated

exclusively to helping independent copier dealers find experienced service techs, copier sales reps,

managers, controllers, back-office staff, MPS experts and more. Visit www.copiercareers.com.

PRINCIPAL ISSUES


Crowley Oct 12.indd 1 9/28/12 11:16 AM

STMC-Certified CartridgesA means to strengthen your MPS program

by: Tricia Judge, International Imaging Technology Council

The advent of managed print services (MPS) has made aftermarket toners popular in order to keep costs down.

Remanufactured cartridges also offer the cus-tomer an environmental benefit. So how do you know that your remanufactured cartridge supplier is selling you cartridges that are not only a bargain, but are also high quality?

For 15 years, the cartridge remanufacturing industry has led the way by initiating the first standardized test method program to certify the quality of its products. Why and how did this revolutionary move to raise the industry’s standards begin, and how can companies participate in the certification process today?

Back in the late 1990s, industry advocates pushed through legislation in several states that gave preference to remanu-factured printer cartridges. This should have been a great victory, but it carried a huge risk. The government’s purchas-ing process relies on the lowest bid. In the absence of prod-uct quality specifications, that process is an invitation to purchase junk. All of the purchasing agencies in those states previously had bad experiences with remanufactured car-tridges. The legislators understood why remanufacturing was good, but the purchasers’ experiences had been negative.

The industry came together to address the problem and created the Standardized Test Methods Committee (STMC). This committee adopted uniform test methods and created a guide for their use. STMC-certified companies are allowed to display the STMC logo on their monochrome toner cartridg-es. STMC subcommittees on color ink and toner continue their work on developing standards for those products.

As of today, more than 250 companies have been certified and are actively using the STMC Guide to evaluate toner car-tridges. The International Imaging Technology Council (In-ternational ITC), administers the STMC program and issues certificates and logos to trained companies. The logo for each company has a specific number that identifies the remanu-facturer. This logo, the industry’s seal of approval, is used in marketing materials and on packaging.

How It All BeganIndustry leaders addressed the problem at a meeting hosted

by the Rochester Institute of Technology’s (RIT) Center for Re-manufacturing and Resource Recovery (C3R). C3R is recognized

as a leading center for research in remanufac-turing. OEM printer companies have research projects with RIT and the engineers at C3R arranged a meeting with technical experts to help devise an industry quality initiative.

Representatives from more than 40 com-panies attended that meeting. The compa-nies included vendors, large and small re-

manufacturers and members from established regional trade associations. After a discussion of ways to achieve industry-wide standards, the group voted to form a committee to re-search and provide uniform industry-wide testing. Thus, the Standardized Test Methods Committee was born.

Dr. John Wyhof, then of Static Control Components, was a key initial STMC member. Wyhof was the chairman of the ASTM F 05 Committee on Business Imaging Products. This committee included representatives from the OEMs, as well as aftermarket representatives. Wyhof had been instrumental in developing and adopting several test methods that looked promising for industry use, including ASTM F 1856, ANSI IT 2.17-1995 and ISTA 1A. Later, this list included ASTM F 2036.

For the first time in the industry’s history, there was agree-ment on how to measure image density, background, yield and package integrity. Even the OEMs failed to do this. Not one of the OEMs has, to this date, published its test methods.

Hewlett-Packard (HP) once sent me a letter to notify the STMC that it was about to make its test methods on yield pub-lic. That letter was dated August 1999. HP has yet to publicly release its test methods and only recently has started using an ISO test method that addresses only yield.

The committee developed a guide for remanufacturers to in-tegrate the test methods into one protocol. The STMC Guide is available free of charge and can be found on the International ITC website (www.i-itc.org). To use the guide, you must pur-chase the individual test methods from ASTM at www.astm.org and ISTA at www.ista.org. (The ANSI standard is no longer required, because ASTM F 2036 uses the information in that standard to measure image density and background.)

Enter the STMC TrainersTo put the guide into practice, the industry held its first train-

ing session in Texas a decade ago. Industry members gathered to learn about the standardized methods for evaluating their toner cartridges. A company could become certified if it met

PRINCIPAL ISSUES


Judge Oct 12.indd 1 9/28/12 11:22 AM

certain requirements. Then, International ITC held a meeting in Texas to train others to become STMC trainers. Those trained volun-teers were qualified to go out and train other companies. There are now 25 authorized trainers who can train and certify compa-nies. Recently, two new trainers were added to the rolls from South Africa and China.

The Texas Department of Transporta-tion became the first state agency to re-quire STMC certification for companies wishing to sell it remanufactured cartridges. Many other or-ganizations have since adopted the same criteria.

Imitation: The Most Sincere FlatteryThe quality standard of the STMC has caught on worldwide,

and the International ITC regularly receives requests for in-formation about the program and certification. But popular-ity has its dark side. In the last three years, there have been numerous instances where certificates were improperly used, and, in one case, fraudulently altered.

The International ITC takes such matters seriously and has issued cease-and-desist letters to the parties involved. In one case, legal action was threatened. It is the intent of the Interna-tional ITC to protect the reputation of the STMC and its marks.

The Value of TestingThe STMC has trained companies around the world. Even

HP has stated that its test methods are sound. Transparent quality testing is essential for credibility. The supply chain for

the remanufacturing industry is aware of these test methods and many vendors are using them to evaluate their own products.

The test report is also a great marketing tool, assuming that the test results are pos-itive. But if the cartridges should come up short, STMC trainers and the International ITC can offer advice about how to correct any deficiencies.

The success of the aftermarket has been built upon knowledge and value. The

one very special thing that takes place in our industry is that knowledge is often shared. So utilize this important mark when choosing a partner for your MPS program, and confirm that it is an International ITC member. It is another indication that the company intends to be in the industry for a long time. n

Tricia Judge has served as the executive director of the International Imaging Technology Council for 11 years.

She was the executive editor of Recharger Magazine for five years and managed a private law practice that

specialized in small business issues for 11 years. Judge received a law degree from Loyola University. Her work has been

published in Recharger, ENX Magazine, Nevada Lawyer Magazine and ASTM Standardization News.

As the first executive director of the International ITC, Judge has helped

publicize this new association and is a regular speaker on industry issues at industry meetings around the world.

Visit www.i-itc.org or call (702) 838-4279.

The supply chain for the remanufacturing industry is aware of these test methods and many vendors are using them to evaluate their own products.


9 • ACM Technologies Inc.

(800) 722-7745 / www.acmtech.com

22 • BTA’s New MPS Workshops

(800) 843-5059 / www.bta.org/BTAWestFrontRunners

7 • BTA Southeast District Event

(800) 234-8996 / www.bta.org/BTASoutheastEvent

2-3 • BTA West District Event

(800) 843-5059 / www.bta.org/BTAWestEvent

12 • CAPSYS

(877) 322-7797 / www.capsystech.com

15 • Computhink

(800) 98-THINK / www.computhink.com/bta

5 • DocuWare

(888) 565-5907 / www.docuware.com

19 • ECi - FMAudit

(800) 440-8664 ext. 89172 / www.fmaudit.com

23 • ESP Energy Intelligence

www.espei.com

31 • The Imaging Channel

www.theimagingchannel.com

11 • Miracle Service/Nexent Innovations

(866) 639-3681 / www.miracleservice.com

32 • MSE

(800) 673-4968 / www.mse.com

23 • Niche Equipment

(877) 446-4243 / www.nichee.net

13 • OKI Data

(800) OKI-DATA / www.okidata.com

17 • Samsung

(866) 726-4249 / www.samsung.com/mpa

21 • Supplies Wholesalers

(866) 817-8795 / www.supplieswholesalers.com

Advertiser index

Judge Oct 12.indd 2 9/28/12 11:22 AM

Presents:

Sponsored by

CHICAGOOCT. 31

SANTAMONICANOV. 7

Register Today!

KeynoteJames SibenallerIT Director, Enterprise Architecture & PMOLoyola University

www.TheImagingChannel.com/Chicago

KeynotePeter Deutsch

Senior Director of IT, Of�ce of Student AffairsSan Jose State University

www.TheImagingChannel.com/SantaMonica

Streamline Your Work�owWith Content Management

• Decreasing operating costs

• Increasing productivity

• Streamlining processes for greater efficiency

Learn how to save time and money:

FREEEVENTS!

Imaging Channel ad Oct 12.indd 1 9/19/12 8:52 AM

800.418.4968 (US-East Coast ) | 877 .246.2133 (Canada) | +31 .36 .522.2601 (MSE Europe)

Corporate Headquarters 800 .673.4968 | 818 .407.7500 | 8201 Woodley Ave. Van Nuys, CA 91406

© Copyright 2012 Micro Solutions Enterprises. All rights reserved. All trademarks referenced are registered trademarks of their respective owners. All model designations are for compatibility purposes only.

MSE products power major OEMs’ MPS programs

MSE provides quality consumables to some of the largest independent dealers/MPS providers in the USA

MSE’s patented technologies and rigid test protocols allow greater color penetration in MPS

MSE offers extensive marketing support to foster color growth and OEM conversion

MSE’s award-winning product is the vehicle to ensure profitable MPS engagements

UP TO 100% MORE YIELDStandard

Did You Know that…

EXTENDED YIELD CARTRIDGES

Contact your MSE representative to learn more about MPS EngineeredTM cartridges and MSE’s award-winning products and brand value.

800.418.4968 (US-East Coast ) | 877 .246.2133 (Canada) | +31 .36 .522.2601 (MSE Europe)

MSE’s award-winning product is the vehicle to ensure profitable MPS engagements

EXTENDED YIELD CARTRIDGESEXTENDED YIELD CARTRIDGES

VotedBest New Product

2012

“MPS Engineered”

VotedBest New Product

2012

“MPS Engineered”

BTA Officetech Back Sept 12 ad.pdf 1 8/20/12 2:28 PM

Office Technology MagazineBusiness Technology Association 12411 Wornall RoadKansas City, MO 64145(816) 941-3100www.officetechnologymag.comwww.bta.org

PRSRT STDU.S. Postage PaidFulton, MO 65251

Permit #38

MSE ad Sept 12.indd 1 8/21/12 8:14 AM

Date post:	16-Mar-2016
Category:	Documents
Upload:	business-technology-association
View:	230 times
Download:	6 times

October 2012 Office Technology

Documents