CONTENTS
FEATURE ARTICLES
10
2026 Software Buyer’s Guide
Helping dealers navigate today’s software landscape
Compiled by Elizabeth Marvel Office Technology Magazine
To help dealers navigate today’s increasingly complex software landscape, Office Technology magazine invited BTA’s vendor members to share overviews of their software solutions. Each participating company submitted a brief description of its offerings.
Mindfulness Matters
17
19
It is an important technology leadership skill by Don Crawley
Compassionate Geek
Working in office technology can test your patience like few other professions. That is where mindfulness comes in. Mindfulness is not mystical or complicated. It is simply the practice of being aware of what is happening right now and being intentional about how you respond.
The ‘One Big Beautiful Bill’ What office technology dealers need to know now by Tim Schatz
Technology Assurance Group
The recently passed One Big Beautiful Bill Act introduces several tax provisions that — while complex on the surface — offer powerful, practical advantages for dealers who understand how to use them strategically. It rewards companies that reinvest in technology, people and intellectual property.
BTA AT 100!
22
‘A Century of Excellence’ Celebrating 100 years through member testimonials
Compiled by Brent Hoskins Office Technology Magazine
As BTA celebrates its 100th year, it is gathering testimonials that reflect on the people, businesses and experiences that have shaped the association across the decades. Office Technology asked BTA members to share what the association has meant to them and their businesses.
DEALERS HELPING DEALERS
Installation Fees
Are dealers compensating reps for them? If so, how?
Compiled by Elizabeth Marvel Office Technology Magazine
This feature includes two questions submitted by a dealer member as part of BTA’s Dealers Helping Dealers resource and many of the answers received. These answers and others can be found in the members-only section of the BTA website at www. bta.org/DealersHelpingDealers.
LEGAL PERSPECTIVE
27
Restrictive Covenants
They are reshaping career mobility in the industry by Greg Goldberg
BTA General Counsel
Despite all of the career mobility in the office technology industry, there remains a growing sense that the dealer channel has actually become stickier — not because people do not want to move, but because courts are increasingly involved in deciding whether they can.
SELLING SOLUTIONS
29
28
Style-Matching
Three things to know about selling to younger buyers by Troy Harrison
Troy Harrison & Associates
Society underwent significant cultural and technological changes between the tail end of Generation X and the leading edge of the millennial generation, and those changes have greatly impacted what millennials want and expect from salespeople and the companies that employ them.
Business Technology Association • BTA Highlights
What ChatGPT Says About the Early Days
IExecutive Director/BTA Editor/Office Technology
Brent Hoskins brent@bta.org (816) 303-4040
Associate Editor
Elizabeth Marvel elizabeth@bta.org (816) 303-4060
n this space in the January issue, I expressed thanks for George S. Walker, the first president of what is today the Business Technology Association (BTA). I noted that he took on the role for the newly formed National Typewriter Dealers Association, which had been established in a meeting on Jan. 22-23, 1926, in Kansas City, Missouri.
In the spirit of our year-long celebration of BTA’s 100th anniversary, I thought it would be interesting to see what ChatGPT has to say about office technology in 1926, BTA’s founding year. The response to my inquiry begins: “In the United States in 1926, office technology was already mature, mechanical and highly systematized — but still completely pre-electronic. Think machines everywhere, electricity sometimes, paper always.”
As you can imagine, “manual typewriters were universal; brands like Underwood, Remington, Royal and Smith Corona dominated,” ChatGPT reports, noting that “offices used: carbon paper for multiple copies” and “preprinted forms.” It also reports: “Typing pools were common and touch typing was expected. No screens. No undo. One typo would mean retyping the whole page.”
My mind just went to my high school typing class; picture a room full of typewriters. As it turns out, that class has served me well. It was the late 1970s and there was still a significant focus on typewriters. In fact, my high school graduation present from my parents was a Smith Corona electric typewriter. Really. I still have it — someplace. In some regards — other than the transition from manual to electric — it seems that little changed in the typewriter world between, we’ll say, 1926 and 1986 — 60 years! I say 1986, because that is the year I began
working at BTA. In those early years, I had a typewriter at my desk, not a PC. Really.
Back to ChatGPT. Let’s change the inquiry a bit: “What was the typical workflow of office documents in 1926?” The response begins: “Below is the typical U.S. office document workflow in 1926, from arrival to storage.” It is too long to share everything here, but among the details: letters arrive once or twice daily; sorted by department or executive; assigned to a department or individual; managers dictate [responses] into Dictaphones or directly to secretaries; the letters are typed on manual typewriters [with two or three carbon copies for each letter]; one carbon copy, assigned a classification code, is placed in a vertical filing cabinet; related documents are kept together.
Sound a bit familiar? ChatGPT thinks so: “This workflow is the ancestor of modern email, ticketing systems and document management software — just slower, louder and entirely physical.” In some ways, the basic premise of the tasks in the workplace has remained intact for 100 years. The difference is the technology. Another ChatGPT inquiry: What 100-year span reflects the greatest change in terms of office technology? The response: “Roughly 1900 to 2000 shows the most dramatic change in office technology.”
Wait a second. We have already established that the industry included typewriters for at least 60 years after the association was founded. It seems to me that the most “dramatic change in office technology” has come in more recent years. In fact, in some areas — think artificial intelligence (AI), for example — the pace of technology change is approaching mind-boggling. Just think about the resulting opportunities on the horizon for office technology dealers. Could it be that your dealership’s best days lie ahead — in BTA’s second 100 years? n — Brent Hoskins
Contributing Writers
Don Crawley, Compassionate Geek https://compassionategeek.com
Greg Goldberg, BTA General Counsel Business Technology Association
Troy Harrison, Troy Harrison & Associates www.troyharrison.com
Tim Schatz, Technology Assurance Group (TAG) www.tagnational.com
Business Technology Association 12411 Wornall Road
Kansas City, MO 64145 (816) 941-3100 www.bta.org
Member Services: (800) 505-2821 BTA Legal Hotline: (847) 922-0945
Valerie Briseno Marketing Director valerie@bta.org
Brian Smith
Membership Sales Representative brian@bta.org
Photo Credits: Adobe Stock. Cover created by Bruce Quade, Brand X Studio. ©2026 by the Business Technology 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.
FLASHBACK
Join Us March 20-21 at IGNITE Orlando
I2025-2026 Board of Directors
President
Debra Dennis CopyPro Inc. Greenville, North Carolina ddennis@copypro.net
President-Elect
Mike Boyle
BASE Technologies Inc. Bethel, Connecticut mboyle@baseinc.com
Vice President
f you want to spark some new ideas for your business, I encourage you to join us at the Business Technology Association’s (BTA’s) first event of its centennial year, BTA IGNITE Orlando. To be held March 2021, with an e-automate best practices day on March 19, at Disney’s Yacht Club Resort in Orlando, Florida, IGNITE Orlando will be a great way to learn about industry trends and strategies to improve your business. Featuring a closing keynote address, mainstage and breakout sessions, and plenty of time to network with your fellow dealers and exhibiting sponsors, it is an event you will not want to miss.
On Thursday, March 19, BTA will hold its e-automate Elevate best practices day, which will allow for conversations among a range of e-automate users. Attendees can choose between breakout sessions in five tracks and attend an Ask the Experts panel at the end of the day. Elevate attendees get free registration to IGNITE Orlando. Learn more and register at www.bta.org/Elevate26.
The BTA IGNITE Orlando event will begin at 9:30 a.m. on Friday, March 20, with opening comments and the first main-stage session — a manufacturer panel with insights from industry executives Laura Blackmer of Konica Minolta, Karl Boissonneault of Xerox, Jim Coriddi of Ricoh, Mike Marusic of Sharp and Larry White of Toshiba.
After the panel, a break will be held, giving attendees time to visit with their peers and the exhibiting sponsors. The second main-stage session will follow — a dealer panel on artificial intelligence (AI) featuring panelists Chelsea Bode of Pearson-Kelly Technology, Lauren Hanna-Masuga of Blue Technologies and Jenna Stramaglio of
ConnectWise. Lunch will follow the panel.
After lunch, attendees can choose to take part in one of three breakout sessions: “Sales vs. Service: The Heavyweight Showdown,” with industry subject-matter expert Sarah Henderson; “The Practical Use of Power BI to Monitor Key KPIs,” with Jack Duncan of Jack Duncan Consulting, and Mike Kirkpatrick and Gary Lavin of CEO Juice; and “How to Be a Better Listener,” with Don Crawley of Compassionate Geek.
After the breakouts, another break with exhibitors will be held, followed by the third main-stage session — a dealer panel on company culture. The panelists will include: Anthony Cucco of Impact Networking, Anthony DelGrosso of Milner Inc. and John Lowery of Applied Innovation. A second round of the breakouts will follow the panel, along with the final exhibitor break.
At 5 p.m., first-time BTA event attendees will meet for a special reception, and from 6 to 8 p.m., the first day will wrap up with cocktails and dinner at the Yacht Club Marina.
The second day will begin at 8:30 a.m. on Saturday, March 21, with breakfast, followed by opening comments and a break with the exhibitors. After the break, the final main-stage educational session will be held — the closing keynote address by Crawley titled, “How Leadership Affects Customer Service & How Customer Service Affects Your Bottom Line.” The event will conclude with closing comments and exhibitor prize drawings from 11:45 a.m. to noon.
Two-for-one dealer registration to BTA IGNITE Orlando is only $199. After registering, attendees can purchase Disney theme park tickets at a discount. And, if you register by Feb. 20 and attend Saturday’s educational sessions, you’ll receive a $50 Disney gift card (one per IGNITE dealer registrant only). Register now at www.bta.org/IGNITEOrlando. n — Debra Dennis
Mike Hicks Electronic Business Machines Inc. Lexington, Kentucky mhicks@ebmky.com
Immediate Past President
Adam Gregory Advanced Business Solutions LLC
St. Augustine, Florida adam@goabsinc.com
BTA East
Chip Denlinger DCS Technologies Corp. Franklin, Ohio chip.denlinger@dcs-tech.com
Tim Seeley Jr. Seeley Office Systems Inc. Glens Falls, New York tseeleyjr@seeleyoffice.com
BTA Mid-America
Brett Blake Corporate Business Systems LLC Madison, Wisconsin bblake@corpbussystems.com
Grant Goldsmith
Regal Business Machines/Gateway Business Systems Chicago, Illinois goldsmithg@gateway-biz.com
BTA Southeast
Blake Renegar
Kelly Office Solutions Winston-Salem, North Carolina tbrenegar@kellyofficesolutions.com
Richie Creech CopyPro Inc. Greenville, North Carolina rcreech@copypro.net
BTA West Scott Reynolds Imagine Technology Group LLC Chandler, Arizona sreynolds@itgarizona.com
Richard Van Dyke Advanced Office Irvine, California rvandyke@goadvanced.com
Ex-Officio/General Counsel
Greg Goldberg
Barta | Goldberg West Hollywood, California ggoldberg@bartagoldberg.com
2026 Software Buyer’s Guide
Helping dealers navigate today’s software landscape
Compiled by: Elizabeth Marvel, Office Technology Magazine
To help dealers navigate today’s increasingly complex software landscape, Office Technology magazine invited the Business Technology Association’s (BTA’s) vendor members to share overviews of their software solutions. Each participating company submitted a brief description of its offerings, highlighting tools designed to support both dealership operations and end-user needs. As many vendors now provide solutions across multiple software categories, listings are organized by company name rather than software type.
ACDI
https://acd-inc.com
With more than 30 years serving the office technology channel, ACDI is an industry-wide resource for dealers looking to grow beyond hardware. As the global leader in the distribution of PaperCut, ACDI delivers consultative sales enablement, professional services and proven solutions such as PaperCut, ScanShare, KPAX, EZ Meter, Intuitive BI and ACDI Energy Services — helping dealers sell smarter, deploy confidently and scale profitably.
AgentDealer www.agentdealer.com
AgentDealer is a powerful CRM and workflow platform built specifically for the office technology industry. With tools like Quote Builder, TCO for MPS, e-automate integration, leasing, marketing and other integrations, sales reps have everything they need to succeed. Secure access through the AgentDealer mobile app lets teams review and update data from the office, home or field — improving efficiency, reducing overhead and driving growth.
Avaniko www.avaniko.com
Avaniko has strengthened its footprint in the office technology industry through the acquisition of Konica’s SAP Business One practice, which has been fully reimagined and rebuilt from the ground up as Avanue. Leveraging deep
SAP expertise and industry-specific knowledge, enhanced by artificial intelligence (AI), Avanue is a next-generation ERP and operations platform designed specifically for office technology dealers. It simplifies daily operations, reduces complexity, improves visibility and equips teams with actionable, intelligent insights.
Avision Labs www.visioneer.com
Free with Visioneer and Xerox scanners, Visioneer Capture SE and Visioneer VAST Network unite intelligent capture with connected environments. Visioneer Capture SE’s zonal OCR extracts data from specific document zones and exports the metadata, eliminating manual retyping. Visioneer VAST Network enables multiple computers or mobile devices to scan from shared scanners within the same or global network, delivering efficient, collaborative workflows for today’s connected workplaces and hybrid business environments.
Brother www.brother.com
Brother provides built-in document and workflow solutions that enable secure capture, automation and management of information across enterprise, hybrid and multilocation environments. Designed to improve efficiency, strengthen security and lower costs, Brother’s solutions are backed by deployment support and partner-focused enablement. Brother is “At Your Side,” delivering scalable solutions that help dealer partners grow and better serve their customers.
CEO Juice
www.ceojuice.com
CEO Juice provides business intelligence and AI for office technology dealers. You hire the team for a flat monthly fee and get 900 processes — from exception reporting that will notify you as soon as a problem arises, to best practice advice on how to set up e-automate, to customer satisfaction tracking and generating sales leads — plus dashboards for everything.
ConnectWise www.connectwise.com
ConnectWise empowers office technology dealers with a unified platform that integrates automation, ticketing, project management, billing and more to streamline operations. With advancements in cybersecurity, AI-driven assistance and cutting-edge solutions for backup and monitoring, ConnectWise helps businesses tackle today’s challenges while preparing for the future. By connecting users to a network of experts, best practices and resources, it empowers dealers to operate efficiently, innovate confidently and drive exponential growth.
Crexendo www.crexendo.com/partners
Crexendo powers partner growth as the fastest growing UCaaS and CCaaS provider in North America, trusted by more than 7 million users. Partners earn 90% monthly recurring passthrough on SKU markups, commissions on MRC and equipment, and up to 10-times spiffs, driving maximum profitability every month. The AI-powered Crexendo VIP platform delivers built-in AI, flexible pricing and a 100%-uptime guarantee.
Dealer Site Builder www.DealerSiteBuilder.com
Specializing in managed websites and product catalog integration for office technology dealers, Dealer Site Builder delivers quick-to-launch custom websites or seamlessly managed product catalogs for existing sites. Backed by 28 years of industry experience and trusted by hundreds of dealers, its 45-plus automatically updated product catalogs and website solutions are modern, content-rich, SEOoptimized and mobile-friendly.
DocuWare
https://start.docuware.com
DocuWare, a global leader for 38 years, empowers partners to unlock new revenue streams with AI-powered document management and workflow automation — cloud or on-premise. Seamlessly integrate with any IT ecosystem and deliver secure, intuitive solutions for remote and office teams. Join 800plus partners worldwide and accelerate growth with a proven business model, marketing resources, sales support and training. Grow with DocuWare — trusted by 20,000 customers.
DXone
https://dxoneerp.com
As an OEM premier partner with Acumatica, the number-one ERP in North America, DXone is poised to empower dealers with a custom platform built with Acumatica that drives compliance, flexibility and growth, unlocking new revenue streams through advanced features from e-commerce to AI-driven insights and no code/low code. With full control of your data in a true GAAP-compliant platform, isn’t it time to future-proof your dealership?
ECI Software Solutions
www.ecisolutions.com
With 20 years of industry leadership, ECI’s e-automate software currently simplifies the management of more than 1,200 office technology dealerships. ECI offers a full stack of industry-specific solutions integrated with e-automate and designed to boost margins, increase efficiency and improve customer satisfaction. It partners with its dealers in automatic device monitoring, contract management, service dispatch and scheduling, mobile technician tools, automatic payment processing, integrated e-commerce, automated purchasing and supply fulfillment, integrated inventory management and business activity monitoring. Learn more at www.ecisolutions.com/industries/office-technology.
ecoprintQ
www.ecoprintq.com
ecoprintQ was built to help organizations win through smarter print and document solutions backed by exceptional pre- and post-customer support. The company delivers proven end-to-end technologies including PaperCut MF and Hive, Umango Intelligence, fleet optimization with MPS Monitor, and powerful Intuitive Dashboards and passwordless authentication with AuthX. As a trusted authorized solutions center across Canada, the United States, and Central and South America, ecoprintQ empowers partners and customers to reduce costs, increase visibility and scale with confidence. With six regional offices providing handson local support, ecoprintQ leads with service, accountability and collaboration. As a leading MPS software provider, ecoprintQ continues to push boundaries and raise the bar for what partners can achieve.
eGoldFax
www.egoldfax.com
eGoldFax simplifies secure cloud faxing across industries including health care, government and education, where faxing remains a mission-critical mode of communication. Designed to increase productivity for organizations of all sizes, eGoldFax enables faxing from MFPs, desktops, email and mobile devices without servers or phone lines. AI capabilities within the eGoldFax Healthcare App streamline clinical workflows, while ISO27001 certification reinforces eGoldFax’s commitment to security, compliance and reliability across all industries.
Epson https://epson.com/office-printers
Epson Solutions Suite helps organizations manage, secure and optimize their printing environments. Epson Print Admin security features include secure print release, user authentication and usage tracking to help reduce costs and improve document security. Epson Device Admin enables centralized monitoring and management of Epson printers, while Epson Remote Services offers cloud-based device
monitoring for dealers, automated meter collection and proactive service support to improve uptime and operational efficiency.
Evolved Office
www.evolvedoffice.com
Since 2010, Evolved Office has delivered marketing automation and sales enablement tools purpose-built for office technology dealers and MSPs. It streamlines email, social and video campaigns; integrates with industry CRMs — including AgentDealer, SalesChain and Sherpa; and equips reps with real-time engagement insights through its innovative Rep Window. Dealers gain automated workflows, smarter follow-ups and consistent branding that improve visibility, nurture leads and accelerate sales growth.
FlexPoint
www.getflexpoint.com
Get paid five times faster with FlexPoint, an accounts receivable and payments automation platform purpose-built for MPS providers and the businesses they serve. Through integrated workflows, FlexPoint eliminates manual and offline processes by automating the full billing cycle, from invoicing, billing and payments to collection and reconciliation. Gain back 10-plus hours a week with billing automation where you need it.
FMD Distribution
www.fmddistribution.com
FMD Distribution provides office technology dealers with logistics-focused software solutions designed to support white-glove delivery, installation and fleet operations. Its proprietary systems offer real-time shipment tracking, electronic proof of delivery, inventory visibility, route transparency and reporting tools tailored to copier/MFP and equipment deployments. Built by operators for dealers, FMD’s technology enhances accountability, the customer experience and operational efficiency.
FP Mailing Solutions
www.fp-usa.com
FP Mailing Solutions offers a comprehensive suite of digital products designed to enhance business efficiency. Its solutions include FP Parcel Shipping, an online application that simplifies mailing packages and reduces costs; FlexMail, which organizes mailing lists and printed personalized envelopes; and FP Sign, a digital signing solution that accelerates document workflows. These tools integrate seamlessly to streamline mailing and document processes.
GreatAmerica www.greatamerica.com/integrations
GreatAmerica was the first finance company to invest heavily in integrations with industry-leading software providers, delivering time-saving solutions that simplify
financing for the office imaging and technology industry. Through its InteGREAT API, GreatAmerica enables seam less quoting and payments, automating workflows from quoting through billing, and embedding financing into the systems providers use every day. This creates meaningful time and cost savings that allow teams to focus on high er‑value initiatives.
HID
www.hidglobal.com
HID powers the trusted identities of the world’s people, places and things. It makes it possible for people to trans act safely, work productively and travel freely. HID’s trusted identity solutions give people convenient access to physical and digital places, and connect things that can be identi fied, verified and tracked digitally. The company works with governments, hospitals, educational and financial institu tions, and industrial organizations. Part of the ASSA ABLOY Group, HID is headquartered in Austin, Texas.
Image Star
www.imagestar.site
Image Star is a nationwide distributor of workplace tech nology, with a strong focus on software solutions that help IT providers grow. Its portfolio includes Skedway workforce scheduling, managed print services (MPS) and DocuShare document management, alongside leading hardware and supplies. With SMB focused services, IS Connect fulfill ment and nationwide distribution, Image Star helps partners streamline operations, improve efficiency and scale their businesses with confidence.
Impression Solutions
www.isdocs.com
Impression Solutions’ ISDocs helps imaging dealers seize explosive growth in digital document management and workflow automation with the industry’s leading AI powered platform and an unbeatable unlimited user license. Dealers receive full sales enablement support, including training and on call live meetings with prospects and customers from dis covery through implementation. The result is faster adoption, simplified selling, strong differentiation and scalable recur ring revenue while customers improve efficiency and elimi nate manual processes.
Intermedia https://go.intermedia.com/managed-print
As office technology dealers are considering adding managed IT services to their portfolios, they should con sider cloud delivered unified communications as a service (UCaaS) as an integral element. Cloud communications is a massively growing market driven by the hybrid work place and phone infrastructure movement to the cloud. Whether it be video conferencing, phone, chat, file shar ing or more, you can offer everything a customer may need
to communicate in today’s world by utilizing Intermedia’s single integrated platform. With Intermedia’s flexible and comprehensive Partner Program, you will be able to grow your business seamlessly ... and still retain your customers as your own.
In Time Tec
www.cartosmps.com
In Time Tec’s Cartos is an MPSA award winning, cloud native assessment and design visualization studio powered by a separately available database containing more than 20,000 devices. The Cartos community has assessed more than 1 million devices to date. Simple and versatile, Cartos is easy to learn, DCA friendly, connectable with existing ser vices systems and is capable of managing devices after the deal closes. For 2026, Cartos is integrated with Printanista for rapid current inventory visualization.
Keypoint Intelligence
https://keypointintelligence.com
Keypoint Intelligence provides dealers with sales enable ment tools to improve processes and strategies. bliQ and ProPrintPerformance are hardware and solutions databas es for comparative analysis, performance tests and awards. UVERCE serves as a dealer e commerce platform. quoteIQ is a CPQ tool created by dealers, integrating with major CRM systems. Channel Mapping and Vertical Market Opps are strategic planning tools for territory management and identifying vertical market opportunities to drive success.
Kyocera Document Solutions America
https://kyoceradocumentsolutions.us
Kyocera’s cloud solutions make document management ef fortless. Kyocera Capture Manager streamlines cloud based document capture, while Kyocera Cloud Information Manag er indexes, organizes and archives files with powerful search and secure access. With Kyocera Cloud Print and Scan, users can securely print from anywhere to licensed Kyocera de vices. Together, they deliver a seamless, secure and modern workflow for today’s hybrid workplace.
Lexmark
www.lexmark.com/cloud
Lexmark Cloud Services streamline device management, print control and document workflows with seamless con nectivity. Cloud Fleet Management remotely monitors, manages and secures your print environment, eliminating on site visits. The Lexmark Translation Assistant provides real time document translation. Scan with a Lexmark MFP, select the output language and receive translated docu ments within minutes, ready for printing or emailing. These solutions boost efficiency and productivity for businesses, schools and organizations.
Lumana
www.lumana.ai
Lumana is an AI-powered video security platform that helps businesses spot issues in real time and find answers fast — using the cameras they already have. Combining modern video software, hardware and industry-leading AI, Lumana reduces false alarms by up to 90% and helps automate monitoring across sites, investigate incidents and respond more quickly with less effort.
Miracle Service
www.miracleservice.com
Miracle Service streamlines meter billing and collection, technician scheduling, inventory and mobile access with direct integration to QuickBooks and Sage50. Also from the makers of Miracle Service is TEN4, a new cloud platform built for office technology dealers offering simple workflows and seamless automated QuickBooks Online syncing. Learn more at www.ten4soft.com.
MPS Monitor
www.mpsmonitor.com
MPS Monitor is a leading software-as-a-service (SaaS) provider of remote monitoring and management solutions for the managed print services industry. With a focus on security, reliability and user-friendly design, MPS Monitor helps dealers, VARs and end users optimize print operations and reduce costs. Leveraging cutting-edge technologies, MPS Monitor serves an extensive global network, ensuring seamless device monitoring for more than 2.7 million printing devices worldwide.
MyQ
www.myq-solution.com
MyQ is a global provider of cutting-edge print management solutions that empower organizations to gain comprehensive control over their print environments, ensure zero-trust security, enhance productivity with personalized print, copy, scan and document workflows, and optimize costs with actionable reporting and smart policies. MyQ’s versatile multivendor portfolio, featuring MyQ X (on-premise, private and hybrid cloud) and MyQ Roger (public cloud), directly addresses the critical challenges of modern workplaces while meeting diverse customer needs across various market verticals.
NEXERA
www.nexera.net
NEXERA helps office technology dealers uncover hidden margin and make smarter decisions — more quickly. Built specifically for the imaging industry, NEXERA transforms operational data into clear, actionable insight across service and sales. Dealers use NEXERA to identify inefficiencies, optimize service performance and technician utilization, reduce costs, eliminate guesswork, and improve profitability across contracts and customer retention. Schedule
a complimentary performance assessment by emailing sales@nexera.net.
Noetics
https://noeticserp.com
Noetics delivers an ecosystem for the office technology industry, unifying CRM, ERP, field service, inventory management, analytics, e-commerce and robust reporting in one scalable system. Designed to replace fragmented tools, Noetics provides real-time visibility, improves cross-team efficiency and drives data-informed decisions. Learn how Noetics simplifies operations and accelerates growth at https://noeticserp.com.
NextGen AI Technologies
https://nextgentechnologies.ai Companies struggle to scale operations due to labor costs, fragmented tools and slow execution. NextGen AI Technologies delivers an AI workforce OS that deploys and manages AI agents and solutions across sales, support, finance and operations. You can augment or replace manual work with governed AI agents while keeping control, security and measurable ROI. NextGen AI Technology delivers an agentic e-commerce solution, an agentic DCA-IoT solution and many others, including agentic team members to help augment your department heads.
Oracle NetSuite
www.netsuite.com
NetSuite is a unified, cloud-based business management platform helping thousands of customers automate core processes and provide real-time visibility into operational and financial performance. Organizations of all sizes and across dozens of industries run on NetSuite and its applications for finance, supply chain management, customer relationship management (CRM), human resources, professional services, e-commerce and more. NetSuite gives you the visibility, agility and control to make the right decisions quickly.
Predictive InSight
www.predictive-insight.com
Predictive InSight sets itself apart by delivering the industry’s two most trusted DCAs: EKM Insight and MPS Monitor. These highly secure, cloud-deployed solutions provide comprehensive fleet management, tracking supplies, meters, device moves and customizable alerts. Designed to enhance customer support and operational visibility, Predictive InSight backs its technology with an unmatched five-minute response time — ensuring partners receive fast, knowledgeable support when it matters most.
Ricoh Document Scanners www.pfu-us.ricoh.com
Transform paper into power with Ricoh document scanners and PaperStream Capture Pro Premium. Unlock
efficiency and accuracy with Ricoh’s advanced scanning solution. PaperStream Capture Pro Premium delivers highvolume performance, intelligent automation and superior image quality. Features include form recognition, AIpowered OCR for handwritten text, bar-code and zonal indexing, envelope separation and flexible redaction — all designed to streamline workflows and ensure secure, actionable data. It is perfect for businesses seeking speed, compliance and productivity in document management. Learn more at www.pfu-us.ricoh.com/scanners/fi/solutions/ paperstream-capture-pro.
RISO
www.us.riso.com
RISO Inc. partners with Solimar Systems in North America to empower print providers with cohesive solutions that leverage an expanded range of options for businesses looking to harness the power of roll-to-cut and cutsheet inkjet printers. RISO’s Solimar partnership offers advanced control of workflow integration to the print device, making it possible for RISO high-speed inkjet cutsheet customers to optimize the throughput and uptime of their RISO investments.
SalesChain
www.saleschain.com
SalesChain streamlines office technology dealerships’ workflows by pulling sales, marketing, operations, leasing, admin, back-office and leadership together onto a single platform. SalesChain streamlines proposals, automates lease workflows and connects quote to cash operations, while integrating seamlessly with e-automate and all major leasing companies. SalesChain helps teams close deals and get funded more quickly, reduce pricing and documentation errors, and gain complete control over their business processes.
Sharp
https://business.sharpusa.com
Synappx Manage accelerates remediation, improves device performance and reduces service costs by minimizing technician dispatches. With AI-driven insights and intuitive navigation, service teams can make faster, more informed decisions and resolve issues with greater accuracy. Its remote and automated remediation capabilities further enhance response times, eliminate unnecessary investigation and reduce operational disruption. Learn more at https://business.sharpusa.com/Synappx-Manage.
Source Technologies
www.sourcetech.com
Boost your revenue with CheckPartner Enterprise (CPE) by Source Technologies. This scalable, secure MICR check printing solution enables clients to manage disbursements across multiple locations from a single central hub. With easy data integration, automated reporting and encrypted security, CPE eliminates the need for preprinted forms and
simplifies complex workflows. Learn more at https://www. sourcetech.com/cpe-toolbox.
Square 9
www.square-9.com
Square 9 is a generative AI-powered intelligent document processing platform that removes the frustration of extracting data from documents and all external sources so you can harness the full power of your information. It frees teams from repetitive work while automating processes such as accounts payable, order processing, onboarding, and contract management, turning unstructured content into clean, searchable data that is securely shared to accelerate decision-making and actions.
Toshiba https://business.toshiba.com
Toshiba gives dealers a modern, cloud- and AI-powered software advantage. Through Toshiba’s Elevate Sky cloud platform, dealers gain real-time device visibility, multivendor print management and control, intelligent document transformation and advanced workflow automation. The portfolio helps dealers differentiate beyond hardware, win deals more quickly and build predictable recurring revenue — while confidently guiding customers into a more secure, efficient and connected workplace. Learn more at https:// business.toshiba.com/solutions-services/cloud-solutions.
Xerox
www.xerox.com/en-us
Facing industry-specific challenges like evolving regulations, rising costs and cyberthreats? Xerox offers technology, expertise and tailored solutions to help you conquer these obstacles. From digitizing documents and automating workflows to optimizing print environments and securing networks, Xerox empowers businesses and organizations to achieve their business goals and enhance client experiences. Learn more about Xerox’s software solutions and services by visiting the solutions and services page at www.xerox.com/ en-us/smarter-workflow-management-software.
Y Soft
www.ysoft.com/safeq
Y Soft SAFEQ Cloud Breeze and Pro deliver secure cloud print-and-scan workflows without print servers or driver headaches, helping customers reduce IT effort and modernize document processes. Both support secure badge/PIN release, print roaming, mobile and guest printing, built-in reporting and one-touch scanning with ABBYY OCR to email or cloud destinations. Breeze is plug-and-play for SMBs, while Pro adds hybrid gateways, enterprise authentication, APIs and legacy connectivity for scale. n
Elizabeth Marvel is associate editor of Office Technology magazine. She can be reached at (816) 303-4060 or elizabeth@bta.org.
Mindfulness Matters
It is an important technology leadership skill
by: Don Crawley, Compassionate Geek
Editor’s Note: Don Crawley, author of “The Compassionate Geek,” will present the keynote address, “How Leadership Affects Customer Service & How Customer Service Affects Your Bottom Line,” as well as a breakout session, “How to Be a Better Listener,” at BTA IGNITE Orlando, March 20-21 at Disney’s Yacht Club Resort in Orlando, Florida. Learn more at www.bta. org/IGNITEOrlando.
At the risk of overstating the obvious, working in office technology can test your patience like few other professions. One minute you are troubleshooting a complex networking issue and the next minute someone is asking you why their copier/MFP is not working. Then there is the constant ping of messages, alerts and tickets competing for your attention. Add a customer who wants everything done yesterday and it is no surprise that office technology work can feel stressful and chaotic.
That is where mindfulness comes in. Mindfulness is not mystical or complicated. It is simply the practice of being aware of what is happening right now: your thoughts, your emotions, your surroundings and being intentional about how you respond.
When you are mindful, you do not just react to stress — you respond to it. You are less controlled by your frustration and more in control of yourself. That awareness makes you more effective and easier to work with.
Why Mindfulness Matters in Technology
In “The Compassionate Geek” (and in my article in the January issue of Office Technology, “Building the Right Culture”), I wrote about the “Five Principles of IT Customer Service:” technical competence, compassion, empathy, good listening skills, and treating others with dignity and respect.
All five are rooted in mindfulness and apply to all forms of customer service, not just IT. You cannot truly show empathy if you are not paying attention to someone’s emotions. You cannot listen well if your mind is jumping ahead to your next task. You cannot treat someone with dignity and respect if irritation blinds you to their humanity.
Mindfulness brings these principles to life in your daily
work. Technical competence requires focus. Empathy and compassion require emotional awareness. Listening and respect require intentionality — the deliberate choice to give someone your full attention and respond thoughtfully.
Awareness: The First Step Toward Mindfulness
Awareness means noticing what is happening inside and around you. That includes your thoughts, emotions, body language and tone of voice, as well as how others respond to you.
Imagine you are helping a customer who is upset because their project files disappeared after a system crash. You can feel your frustration rising as they interrupt you. Awareness means catching that moment. You might silently acknowledge, “I’m getting irritated,” and then take a slow breath before responding.
That pause gives you a chance to choose your next move. Instead of saying, “You should have backed up your files,” you might say, “I understand this is stressful. Let’s see what we can recover.” That is mindfulness in action — noticing what is going on and choosing your response instead of reacting automatically.
Awareness is especially powerful when you are dealing with someone who is angry or frustrated. In those moments, it is easy to take their emotion personally or react defensively. When you stay aware, you can see their frustration for what it is — an expression of fear, stress or confusion — and respond calmly and compassionately instead of escalating the situation.
Intentionality: Choosing Your Impact
Intentionality is the next step after awareness. It is not enough to notice what is happening; you also have to decide what to do with that awareness. Every word you say and every action you take has an impact. Whether you are answering a service ticket, working with a teammate or talking with a customer, your choices shape how the other person feels about you and your company.
A mindful leader not only focuses on tasks and output, but also pays attention to their team members’ moods, motivation and stress levels.
Intentionality means asking yourself, “What do I want this person to feel when our interaction is over?” and “What outcome am I hoping to achieve, and what tone or words will help me get there?”
Being intentional does not mean being fake. It means taking ownership of your impact. You might feel irritated, but you choose calm professionalism. You might feel rushed, but you choose to slow down and listen.
Intentionality is a life skill for everyone. It helps you navigate conversations with family, friends and neighbors. It helps you avoid unnecessary arguments and, instead, find solutions that work for everyone involved. It is how you build stronger relationships in every part of your life.
Mindfulness as a Leadership Skill
If you are a manager or supervisor, mindfulness is the difference between just managing and being a true leader. A mindful leader not only focuses on tasks and output, but also pays attention to their team members’ moods, motivation and stress levels. They notice when someone on their team is overloaded or when a conflict is beginning to simmer. Mindful leaders model calm under pressure. When you stay composed during an outage or crisis, your team members see that it is possible to be decisive and empathetic at the same time.
I have dealt with many managers who thought leadership meant always having the answers. In reality, great leadership often means asking good questions, listening deeply and being fully present in conversations. That is mindfulness in practice.
Everyday Mindfulness in Your Work
You do not need to sit in meditation for an hour a day to practice mindfulness. You can bring it into your workday in simple ways.
(1) Pause before responding. When you get an irritating email or ticket, take a few seconds before replying. That short pause can mean the difference between escalating a conflict and resolving it gracefully.
(2) Take mindful microbreaks. Between tasks, step away
from your screen for a minute. Roll your shoulders, roll your head slowly in a circle and roll your ankles to release tension. Take a slow breath and notice your surroundings. These small resets help your mind and body stay relaxed and focused.
(3) Listen with your full attention. When someone talks to you, close your laptop. Give them your full focus. Listening deeply is one of the simplest ways to show respect.
(4) Check your tone. Before you send an email or chat message, read it once more. Ask yourself, “Would I say this the same way face-to-face?” If not, adjust the tone to be more human and understanding.
(5) Reflect daily. At the end of the day, think about your interactions. What went well? What could you have handled better? Reflection builds self-awareness and emotional intelligence over time.
How Mindfulness Improves Your Work & Life
Mindfulness helps you create better experiences for your customers, coworkers and everyone you interact with. When you are present, aware and intentional, people feel heard and respected. They trust you more, even when problems take time to solve.
Picture two technicians handling the same issue. One is distracted and short-tempered. The other listens carefully, explains clearly and stays calm. Which one earns the user’s trust and appreciation? That is not just technical skill. It is mindfulness.
When you combine mindfulness with the “Five Principles of IT Customer Service,” you get a powerful approach to life and work:
n Technical competence ensures your solutions work.
n Compassion and empathy make people feel understood.
n Good listening skills help you uncover the real problem.
n Dignity and respect build trust that lasts.
Those qualities help you succeed not just as an IT professional, but as a thoughtful, grounded human being. n
Don Crawley, DTM, CSP, is the author of “The Compassionate Geek,” “The 5 Principles of IT Customer Service Success” and seven other books for IT professionals on subjects ranging from Cisco firewalls to Linux servers. He has spoken for audiences in all 50 states, Canada, Great Britain, Ireland, Australia, India and Oman. He holds multiple technical certifications and has been involved with technology since the 1970s.
He can be reached at don@doncrawley.com. Visit https://compassionategeek.com.
The ‘One Big Beautiful Bill’ What office technology dealers need to know now
by: Tim Schatz, Technology Assurance Group (TAG)
As office technology dealers and managed IT services providers navigate a rapidly changing technology landscape, one truth has become increasingly clear: Profitability is no longer just about selling hardware — it is about timing investments wisely and structuring businesses for long-term value. After overseeing more than $1 billion in products and services in the managed IT services and office technology space, we at Technology Assurance Group (TAG) have learned how vital regulatory and legal frameworks can be for dealers. However, while most dealers recognize the need to understand these regulations and are willing to act, they welcome complex legislation explained in plain language — not verbose legalese.
Section 179: Accelerating Growth Without Straining Cash Flow
Under the updated law, Section 179 expensing has been permanently expanded, allowing businesses to immediately expense up to $2.5 million in qualifying equipment, with phaseouts beginning at $4 million in total purchases. For office technology dealerships, this means:
n Servers, networking gear, cybersecurity, production print equipment and even certain software can be fully deducted up front.
n Capital investments no longer need to be depreciated slowly over many years.
n Dealers can modernize fleets or IT infrastructures without waiting for long ROI cycles.
The recently passed One Big Beautiful Bill Act (OBBBA) introduces several tax provisions that — while complex on the surface — offer powerful, practical advantages for office technology dealers who understand how to use them strategically. For dealers investing in managed IT services, cybersecurity, automation or considering a future sale, this legislation represents a meaningful inflection point. This bill is not about politics — it is about options. It rewards companies that reinvest in technology, people and intellectual property rather than “standing still.”
Why This Matters to Dealers — Specifically
Office technology dealerships transitioning into managed IT services are in a unique position. Many are:
n Investing heavily in network infrastructure, security tools and automation
n Hiring technical staff and building recurring revenue
n Modernizing their fleets, software platforms and internal systems
The OBBBA recognizes and incentivizes exactly this type of evolution. While this article will not provide an exhaustive list of benefits, we have isolated a few of the most relevant to office technology dealers.
In practical terms, Section 179 allows dealerships to invest like larger enterprises while maintaining SMB agility.
Bonus Depreciation Is Back — And It Is Permanent
Many office technology dealers recognize the potential they have to build managed IT revenue, and bonus depreciation is one tax mechanism that can remove friction from scaling operations at the exact moment demand is accelerating.
The OBBBA also reinstates 100% bonus depreciation, applying to property placed in service beginning in 2025 and beyond — this time without a sunset clause.
Why this matters:
n Dealers can stack bonus depreciation on top of Section 179.
n Large infrastructure upgrades, like data centers, security platforms and internal automation, can be executed more quickly.
n This dramatically improves cash flow, especially for growing office technology dealerships.
Retroactive R&D Credits: A Hidden Win for Dealers Expanding Into IT
Many dealers do not realize that they already qualify for R&D tax credits. If your organization has been developing
standardized onboarding processes, building IT/cybersecurity frameworks, automating service delivery and engineering repeatable managed IT offerings, it may qualify as performing domestic research and development.
The OBBBA restores immediate expensing of domestic R&D costs and allows small businesses under $25 million in revenue to retroactively apply these credits for tax years 2022 to 2024. This means:
As office technology dealerships continue converging with financial strategy, the dealers who win will be the ones who understand not just what to buy, but when and why.
n Past investments may suddenly generate refunds.
n Innovation is no longer penalized by delayed deductions.
n Managed IT expansion becomes significantly more affordable.
QSBS: Why This Matters, Even If You Are Not Selling Yet
Perhaps the most overlooked provision for office technology dealers is the expansion of Qualified Small Business
Stock (QSBS). The updated law increases the QSBS exclusion from $10 million to $15 million, raises the corporate asset cap from $50 million to $75 million, and introduces tiered tax-free exits: 50% exclusion after three years, 75% after four years and 100% after five years. For dealers quietly building toward a $10-million to $30-million valuation, this is not a theoretical benefit —it is foundational.
Managed IT services, recurring revenue and intellectual property are exactly the types of assets that can benefit most from QSBS treatment when structured correctly.
The Bigger Picture: Strategy Beats Tactics
The OBBBA does not just lower taxes — it rewards foresight. Dealers who understand how these provisions work together can:
n Reinvest more aggressively
n Modernize more quickly than competitors
n Increase enterprise value
n Exit with significantly less tax friction
Those who ignore it may unknowingly overpay, underinvest or structure growth inefficiently.
A Trusted Guide Through Complexity
Tax law is not the core competency of office technology dealers and it should not be. What matters is having trusted partners who can translate complexity into action.
As office technology dealerships continue converging with financial strategy, the dealers who win will be the ones who understand not just what to buy, but when and why. This legislation makes one thing clear: The system now favors dealers who invest, innovate and think long term. n
Tim Schatz is executive vice president and a partner at Technology Assurance Group (TAG), an organization of managed technology service providers (MTSPs). Collectively, TAG’s members do more than $800 million per year in IT, cybersecurity, telecommunications, video surveillance, access control and MFPs. They are located in 150 marketplaces across the United States and Canada, and are presently serving more than 780,000 SMBs. Schatz is responsible for providing financial analysis, industry benchmarking, KPIs, and M&A advice and counseling to TAG members. In addition, he is a partner at TAG’s MTSP, i-NETT, located in Southern California. Schatz can be reached at tim@tagnational.com. Visit www.tagnational.com.
‘A Century of Excellence‘ Celebrating 100 years through member testimonials
As the Business Technology Association (BTA) celebrates its 100th year, the association is gathering testimonials that reflect on the people, businesses and experiences that have shaped BTA across the decades. Office Technology asked BTA members to share what the association has meant to them and their businesses — favorite memories, experiences when BTA made a difference for them, the value of membership, their perspective on BTA’s role in the industry, words of congratulations, etc. Below are the first of the responses received. Additional responses will be published in this feature throughout 2026. If you would like to share your BTA story, email it to Brent Hoskins at brent@bta.org.
Compiled
by: Brent Hoskins, Office Technology magazine
century of excellence, and to the next chapter of learning, connection and progress.”
Jim George, president and CEO
Donnellon McCarthy Enterprises Cincinnati, Ohio
“Being a member of BTA since becoming president of Appalachia Business Communications of Kingsport in 2007 has been an enjoyable experience. From the Asheville Fall Colors meetings to the Orlando Spring Break and Boston BTA meetings, all have been enlightening experiences. I especially enjoy the semimonthly [Dealers Helping Dealers] Zoom meetings. Having the opportunity to exchange ideas with leaders of other organizations is helpful in day-to-day operations. Keep up the good work.”
“My time as a sales professional at GreatAmerica has been an incredibly rewarding experience, filled with opportunities to grow, learn and connect. One of the highlights has been participating as a vendor sponsor at Business Technology Association (BTA) events. These events have provided a unique platform to engage not only with the customers I work with directly, but also with valued GreatAmerica customers across the country.
“The relationships built and conversations shared during these events have reinforced the importance of collaboration and partnership in our industry. I have gained invaluable knowledge from our partners, fellow sponsors and industry experts. These insights have shaped my perspective and strengthened my ability to serve our customers with excellence.
“It has truly been a pleasure to represent GreatAmerica and contribute to these meaningful interactions that drive innovation and success within the office technology industry.”
Becky Anderson, director, vendor relationship development GreatAmerica Financial Services Corp., Cedar Rapids, Iowa
“Congratulations to the Business Technology Association (BTA) on an incredible milestone — 100 years of impact, innovation and community. I am genuinely grateful for the countless educational seminars that have helped my company and me learn, adapt and grow, and for the relationships that have come from being part of this organization. Over the years, BTA meetings have brought me not only valuable insights, but also great friends, memorable conversations, and — let’s be honest — some truly awesome locations along the way. Here’s to a
Jeffrey Eaves, president Appalachia Business Communications of Kingsport Gray, Tennessee
“Congrats to you and your team! I strongly feel that BTA is more than an association, it is a community. It brings together office technology professionals who learn from one another, support each other’s growth, and work collectively to move their businesses and the industry forward.”
Stephanie Keating Phillips, director of production print and solutions
Advanced Imaging Solutions, Minnetonka, Minnesota
“My dad turns 92 this February. He started his company [The Lioce Group] in 1967. I remember going to BTA/NOMDA events from 1989 forward. I remember rollerblading through NOMDA in Las Vegas with my Walkman on. I am sure the manufacturers hated this disrespectful kid skating through their million-dollar booths.”
Nick Lioce, president The Lioce Group, Huntsville, Alabama
“First, I want to say congratulations on this milestone. It seems stories like this are becoming fewer and fewer. In my 40-plus years in our industry, who would have thought a company like IBM would be where it is today or products like Nextel would be gone.
“BTA (or NOMDA in my younger years) has represented so much of my growth and knowledge, as my father started taking
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me to the NOMDA conventions when I was 16. In those days, there weren’t the manufacturer-only meetings and the only real yearly meeting point in our industry was that convention. The manufacturers had some fantastic parties and being able to talk to other members held way more value than I realized at that time. Now that my two kids are in our business, I send them to many different conventions/meetings/ trainings as a way for them to get that exposure from different people.
“Being a part of BTA is undoubtedly one of the smartest decisions a dealership owner can make to stay ahead in our everchanging industry.”
“The trainings that BTA offers have proven to be invaluable to our dealership for several of our people. When we get to know our customers in many different industries, I would conclude that we as an industry are blessed to have an organization like BTA to lean on for so many things. Many times, those different industries do not have anything like this for bringing like businesses together. I have made so many friends through the years and BTA has been a cornerstone of much of that.
“The last thing I will say is that [Former BTA General Counsel] Bob Goldberg and the legal assistance this organization offers has been fantastic. We consulted with Bob many times over the years on various topics and never was he not on target. It is nice to see this valuable service is being passed on to Bob’s son [Greg Goldberg].
“Again, we all should feel blessed to have an organization that is focused strictly on our niche industry, brings us all together and greatly improves our chances of not only success, but helping us avoid some pitfall mistakes. Thank you to BTA and congratulations on hitting this milestone.”
Mark Watson, president
CDS Office Technologies, Springfield, Illinois
“As we approach BTA’s centennial celebration, I wanted to take a moment to reflect on how invaluable BTA has been to the dealer community, particularly for dealership owners like myself.
“Being a part of BTA is undoubtedly one of the smartest decisions a dealership owner can make to stay ahead in our ever-changing industry. During the COVID-19 pandemic, I had the honor of serving as one of only six two-term presidents since BTA’s founding in 1926. This experience proved to be one of the most beneficial endeavors for my business and personal growth.
“The relationships I forged, and the knowledge and insights I gained during my tenure far outweighed any effort required as president. It was a true privilege — one that more dealers should aspire to experience. I am also proud to share that my oldest son now serves on the national BTA board, and he may very well find himself in the same role I did. Given that Kelly has been in business since 1947, his involvement will help us prepare for the next 80 years.
“Thank you for the opportunity to share my thoughts and
experiences. I look forward to celebrating BTA’s milestone year with you and our fellow members.”
Tim Renegar, president Kelly Office Solutions Winston-Salem, North Carolina
“I could not imagine running a business without a trade association [like BTA]. All the ideas and sharing are absolute game changers. I see so many other businesses that do not have these tight groups, and the information BTA puts out is invaluable.
“MOEbiz has been a member for more than 60 years and I cannot say enough good things — including the time that Bob Goldberg sued Neopost. As a Neopost dealer, I remember opening the mail one day and a gift from heaven was there with the settlement. Boy, it was a great time because we were cash poor!
“Also, BTA adds value with its peer groups (we are a Select Dealer Group [SDG] member). This is an awesome organization.”
Chap Breard, president MOEbiz, Monroe, Louisiana
“After joining BTA, MyQ America doubled its annual revenue and expanded its partner portfolio by 50%.
“Many associations feel like a simple ‘give-us-money-andhope-you’ll-get-noticed’ arrangement. BTA, however, truly feels like a community of like-minded people who are not only focused on improving their own positions in the industry, but on elevating the industry as a whole — by exchanging ideas, sharing experiences and bringing meaningful innovation into what we all do.
“I still remember our first BTA experience at the 2023 event in Denver, Colorado. I had just stepped into the role of vice president and, not knowing what to expect from such an event, I kept my expectations modest. Within 10 minutes of entering a room filled with hundreds of attendees, Bob Goldberg took the stage, grabbed the microphone and spent several minutes highlighting what a great organization MyQ is after recently reviewing our partnership agreements and the business offerings we provide to dealers across the United States. Suddenly, everyone wanted to learn more about us.
“That moment directly contributed to the revenue growth and partner expansion mentioned above. I am genuinely glad to be a member of BTA.”
Viktor Nestrasil, vice president for Americas MyQ, Bradenton, Florida n
Brent Hoskins, executive director of the Business Technology Association, is editor of Office Technology magazine. He can be reached at (816) 303-4040 or brent@bta.org.
DEALERS HELPING DEALERS
Installation Fees
Are dealers compensating reps for them? If so, how?
Compiled by: Elizabeth Marvel, Office Technology Magazine
Following are two questions submitted by a dealer member as part of BTA’s Dealers Helping Dealers resource and many of the answers received. These answers and others can be found in the members-only section of the BTA website. Visit www.bta.org/DealersHelping Dealers. You will need your username and password to access this member resource.
Do you compensate reps for installation fees? If so, how is this determined and does the size of the installation make a difference?
“Yes, it is simply added to the profit of the deal 100% and paid as a percent of commission.”
Clint Feybusch, president Office Concepts, Warminster, Pennsylvania
“No. Installation fees belong to service.”
Mike Boyle, president Base Technologies, Bethel, Connecticut
“Yes, $100 for the first machine and $50 for each additional machine is charged in sales.”
Michele Lopez, marketing director Barlop Inc., Miami, Florida
“We do not compensate reps on it. It is a separate line item. Printers are $200, copiers are $500.”
Chip Miceli, CEO Pulse Technology, Schaumburg, Illinois
“Not normally. They [reps] almost never charge for it. If they do, it is just the amount that covers the cost so they do not get comped on that.”
Ron Hulett, president & CEO
U.S. Business Systems Inc., Elkhart, Indiana
“No. The install, freight and delivery fees are hidden in their rep costs. We bill each item out behind the scenes to the correct GL code to track these fees against our actual costs.”
Brad Osborn, vice president/general manager Fruth Group Inc., Phoenix, Arizona
“No, we would rather compensate on the items/areas that make a better impact on the deal and overall business as a whole, such as gross profit, service revenue, lease spiffs and net-new sales.”
Brian Bence, executive director of sales SVOE, Verona, Virginia
“Yes, if they are doing work to take care of the customer, it is based on the install fee, but is usually similar to the GP percentage we pay for commissions.”
Tyler Best, president Abadan, Richland, Washington
“No. Install fees are determined by us and taken out of their COGS [cost of goods sold], and they are paid on margin.”
Christina Morgan, president TDSiT, Lowell, Arkansas
“No. Install fees are bottom-line costs along with networking costs. Reps must incur on every deal unless given authorization to remove.”
Anthony Donnellon, vice president of operations Donnellon McCarthy Enterprises, Cincinnati, Ohio
“No. Compensation is based on MRR [monthly recurring revenue].”
Tony Sanchez, president C3 Tech, Santa Ana, California
“No compensation, but install fees are listed on our sales order as a cost. The rep can either charge the customer for it or deal with the cost increase.”
Jeffrey Taylor, president Kingsport Imaging Systems, Kingsport, Tennessee
“We charge the rep for each machine installed. $200 for A4s and $400 for A3s. The cost is added to the deal as a line that the rep has to pay for. If it is multiple-machine deal, we do adjust based on the amount of time needed.”
Kim Valenta, vice president Offix, Gainesville, Virginia n Elizabeth Marvel is associate editor of Office Technology magazine. She can be reached at (816) 303-4060 or elizabeth@bta.org.
Restrictive Covenants
They
are
reshaping career mobility in the industry
by: Greg Goldberg, BTA General Counsel
In the office technology dealer channel, a salesperson’s career seldom follows a straight line.
More often, it zigzags. A salesperson builds a book of business at one dealership, then migrates to another and then repeats the process — sometimes every few years, sometimes every few months. The salesperson may sell different equipment lines, software solutions or service commitments, but the clients are often the same offices, the same CIOs or the same operations managers calling about printer jams or network slowdowns at 4:45 p.m. on a Friday.
Despite all of this career mobility, there remains a growing sense that the dealer channel has actually become stickier — not because people do not want to move, but because courts are increasingly involved in deciding whether they can. The past year has made the tension more difficult to ignore. While headlines about a sweeping federal ban on noncompete agreements ultimately fizzled out, the quieter truth is more unsettling for sales professionals: restrictive covenants are not going away. They are multiplying, mutating and being tested in courtrooms and legislatures across the country. If anything, 2025 clarified that mobility in sales is no longer just a professional choice; it is a legal negotiation.
For dealers, the stakes are personal. In most cases, what drives businesses are not the OEM logos on the equipment sold. Rather, it is the relationship between the dealership and the customer that establishes continuity, responsiveness and trust over time. Employers know this. So do their lawyers. Thus, depending on where businesses are located and what state laws allow, new hires are often asked to sign some combination of noncompete, nonsolicitation and/or nondisclosure agreements designed to protect their employers’ MIFs and, more importantly, the relationships underlying those machines. What changed in 2025 is not that these restrictions went away, but that the ground beneath them began to shift. State legislatures, responding to a workforce that changes jobs more frequently and an economy that evolves more quickly than contracts can be revised, have taken a harder look at who should be restrained and for how long. Many have concluded that blanket restrictions — particularly on lower- and middleincome workers — are out of step with reality. Income thresholds, duration caps, notice requirements and penalties for overreach are becoming common features of the legal landscape.
For a mid-career sales rep, the result is odd. In California,
for example, a noncompete might be largely unenforceable. But cross a border and the same noncompete could suddenly have teeth. Florida, for instance, went in the opposite direction last year, strengthening protections for employers and extending the life of certain noncompete agreements for higher earners. The result is not clarity; it is fragmentation. A routine career move in one state may pose a significant legal risk in another.
In reaction to the shaky foundation underlying traditional restrictive covenants in certain states, employers seeking to protect their MIFs are increasingly employing a new tool: trade-secret litigation. Confidential information that employees take with them when they leave — things like pricing strategies, customer lists, service configurations, internal playbooks, etc. — may all be considered protected trade secrets. And juries, it turns out, are often receptive to trade-secret arguments. Damage awards in trade-secret cases climbed to new heights in 2025, reinforcing a message that courts may hesitate to block someone from working, but they will not tolerate what looks like unfair competition.
For salespeople, this blurs an already fuzzy line. Where does experience end and a “trade secret” begin? Is knowing which clients are unhappy proprietary knowledge — or simply the byproduct of doing one’s job well? These questions are rarely answered in advance but argued after the fact, with lawyers reconstructing emails, CRM exports and LinkedIn messages into narratives of loyalty or betrayal.
For sales reps in the office technology industry, the lesson of 2025 is that mobility — the defining feature of modern sales careers — is being renegotiated in real time. The dealer channel has consolidated, technology cycles have accelerated and loyalty has become more difficult to define. Courts have stepped into that vacuum — sometimes as guardrails, other times as tripwires.
The irony is that the very skills that make a salesperson valuable — adaptability, relationship-building and institutional memory — are the ones most likely to be contested when he (or she) tries to move on. In a business built on service and trust, the next phase may require a new form of professionalism: understanding not just how to sell, but how to leave. n
Greg Goldberg, partner at Barta | Goldberg, is general counsel for the Business Technology Association. He can be reached at ggoldberg@bartagoldberg.com or (847) 922-0945.
BTA HIGHLIGHTS
BTA would like to welcome the following new members to the association:
Dealer Members
Laser Way, Houston, Texas
RCD Co., Scotch Plains, New Jersey
Consultant/Trainer Member
RockRoot, Little Rock, Arkansas
For full contact information of these new members, visit www.bta.org.
Each year, BTA awards two $3,000, two $2,000, and a number of $1,500 scholarships to qualifying applicants. Since the 1984-85 school year, BTA has presented 1,627 scholarships to students, totaling $1.8955 million.
To qualify, applicants must be (at the time of the evaluation and the award): A full-time employee, or the son or daughter of a full-time employee, of a current BTA member dealership AND a full-time student maintaining a class schedule of at least 12 hours (nine hours for graduate students) of college credits per semester throughout the school year covered by the scholarship.
Patriot Pack scholarships are also available to office technology industry U.S. military veterans, their children and grandchildren. Scholarship applications must be submitted by May 1, 2026.
For more information, visit www.bta.org/Scholarships.
For information on BTA member benefits, visit www.bta.org/MemberBenefits.
Each month, BTA features two of its vendor members in this space. The association recommends due diligence when choosing a technology partner.
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A full list of BTA vendor members can be found online at www.bta.org.
SOLUTIONS
Style-Matching
Three things to know about selling to younger buyers
by: Troy Harrison, Troy Harrison & Associates
Salespeople are getting older. Buyers are getting younger. And, now, you have a disconnect. In raw terms, the average age of a professional B2B salesperson in the United States is 47.1 years old. Fifteen years ago, that number was 42, so the sales profession is graying. Meanwhile, the average age of a B2B purchasing agent today is 36. In fact, according to a 2024 survey, millennials (aged 29 to 44) make up to 73% of B2B buying decisions.
While an 11-year age gap does not sound like much, it can be a chasm as wide as the Grand Canyon. Society underwent significant cultural and technological changes between the tail end of Generation X and the leading edge of the millennial generation, and those changes have greatly impacted what millennials want and expect from salespeople and the companies that employ them. Generation Z, which is coming behind the millennials, have the same tendencies — just amplified. In this case, “younger buyers” refers primarily to millennials and Gen Zs.
This does not mean that you have to age-match; millennials and Gen Zs will certainly engage with — and buy from — more seasoned salespeople. What it does mean is that you have to style-match. In other words, you need to sell the way they want to buy. While this seems intuitive — and it is — it means that some salespeople who were acculturated to different methods of selling and different buyer expectations have to do some serious adapting to stay relevant. Here are three things that you must know about style-matching in order to sell to younger buyers:
(1) Younger buyers flip the relationship-building script. The conventional way to build a relationship with a buyer used to be pretty simple. You would walk into the office, look around for family pictures, hobby pictures, a college diploma or other clues as to the buyer’s personal life and then you would start a conversation based on those interests. This approach has become so hackneyed that it has a name — “fish-on-the-wall selling.” For example: “Hey, you like to fish? I like to fish, too. Let’s talk about fishing and then I know you’re going to want to buy from me.”
It sounds a little disingenuous because it is. Salespeople have, for generations, been starting conversations about personal issues they did not really care about. That is because, for generations, you had to find the personal connection first and bond
over it. It was only then you earned the right to talk business. Younger buyers flip that script completely. They are business first. They are not going to schedule an appointment to talk football for 30 minutes. Instead, you get the appointment by telling them how you can help them do their jobs better. Then, when you get in the door, get to the point with great business-focused questions and show them that you can help them do business better. If you are able to actually solve their business needs, then they are open to lunch, drinks, golf or personal conversations. For salespeople used to the old ways, this is a significant but very important shift — but it is one that you must make in order to succeed.
(2) Younger buyers demand versatility in communication. “All these younger buyers want to do is text. They don’t want to have phone calls.” This is a common complaint from older salespeople. The solution? Become good at texting. Learn how to send a persuasive, grammatically correct (yep, that is important) message in 240 characters or less. That is difficult for salespeople who are used to lengthy phone conversations or meetings or, for that matter, long emails.
The good news is that tools are available to help you with this. AI apps like ChatGPT or Claude are very good at distilling longer communications down to their essence while retaining persuasive ability. You just have to be able to write good AI prompts and edit when necessary.
Texting is not the complete solution, however. Younger buyers have a variety of preferred platforms and what works well for one might not work well for another. Video conferencing ability is mandatory — and not just on one platform. Become conversant with Zoom, Teams and Google Meet. Other tech is on the way. If your buyer says, “I want to talk on WhatsApp,” do not be the salesperson who has to say, “What’s that?” Younger buyers respect adaptability, especially when it is coupled with experience and expertise.
(3) Younger buyers are social media savvy — and you should be, too. Buyers today have a variety of ways of learning about you and your company, and social media is one of their primary tools. If you leave a prospecting message for a younger buyer, be aware that there is about a one-in-three chance that he will look you up on LinkedIn before he thinks about calling you back. And if you do not look legitimate on LinkedIn, you are not going to get that call (or email or text). “Looking legitimate” is about more than just having a profile on LinkedIn. You need a good professional headshot, “about me” verbiage, a complete professional history and some activity (i.e., posting and engagement). Recommendations and a strong network are
a definite plus. If you are not using LinkedIn as a professional tool, you will not be taken seriously.
But LinkedIn is not enough. You also need to be aware of other ways buyers can research you. Do you know what your company’s Google reviews say? Your buyers probably do — and you better have explanations for any recent bad reviews.
Here is the exception to the “younger buyers” rules: Many older buyers are learning from and copying the habits of younger buyers. That means you cannot just stereotype by age — you have to be versatile, smart and adaptable to buyers’ needs, no matter their age. If you do not keep pace with changes in buyers, you are just going to be the old guy yelling, “Get off my lawn!” And no one buys from that guy anymore. n
Troy Harrison is the author of “Sell Like You Mean It” and “The Pocket Sales Manager.” He helps companies navigate the elements of sales on their journeys to success. To schedule a free 45-minute Sales Strategy Review, call (913) 645-3603 or email troy@troyharrison.com. Visit www.troyharrison.com.
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