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Business Technology Association Unveils 2010 Business Equipment Quota Index

18 Aug, 2010

Business Technology Association Unveils 2010 Business Equipment Quota Index

Kansas City, MO (August 18, 2010) — The Business Technology Association (BTA)  has announced that the 2010 BTA Business Equipment Quota Index (BEQI), providing market potential (product demand) indices for the U.S. market, is now available to office technology dealerships. The BEQI is a one-of-a-kind product in the industry, developed by BTA and widely used by both dealers and hardware manufacturers. The 2010 BEQI is the seventh edition released by the association.

Based upon the results of a comprehensive study conducted on behalf of BTA, users of the BEQI are provided with market potential indices for the desired ZIP codes, counties, MSAs (metropolitan statistical areas) or states within the United States for 17 office technology product categories. The BEQI is commonly used to forecast sales, evaluate territories, measure sales potential, establish sales quotas and measure sales performance. Shipment volumes by geography can be estimated by combining the indices with Gartner Inc. forecast numbers, included in the BEQI Introduction and User’s Guide.

Each BEQI index number is based on two data sources: (1) Dun & Bradstreet data showing the number of employees by industry in each geographic area; and (2) data from a survey of 721 decision-makers regarding the amounts of equipment purchased in 2009, and planned for 2010 and 2011. Respondents took part in a Web-based survey (stratified by 13 industries) conducted by Lieberman Research Group, a marketing research and consulting firm, in partnership with MarketResearch.com. Respondents were screened to verify that they were involved in business equipment purchasing decisions, and that they were employed by non-governmental organizations with at least 10 employees. To derive the BEQI indices, ratios of equipment purchases per employee were computed at the industry level and then applied to the distribution of employment by industry at each geographic level.

As noted, the BEQI provides market potential indices for 17 product categories. In the monochrome category, they are: 11-30 pages per minute (ppm) MFPs (Segments 1 & 2); 31-69 ppm MFPs (Segments 3 & 4); 70-plus ppm MFPs (Segments 5 & 6); all monochrome MFPs combined; and all single-function laser printers. In the color category, they are: 11-30 ppm MFPs; 31-69 ppm MFPs; 70-plus ppm MFPs; all color MFPs combined; 11-30 ppm (single-function) laser printers; 31-69 ppm laser printers; 70-plus ppm laser printers; and all color laser printers combined. In addition, the BEQI provides market potential indices for the following: all monochrome and color MFPs combined, facsimile machines, wide-format printers and dedicated scanners.

There are several new enhancements to the 2010 BEQI as compared to the 2007 edition. They include: an increase in survey sample size by 28 percent; the results of questions of those surveyed on current and planned use of managed print services; and the results of questions on centralization/
decentralization of office equipment purchasing. In addition, BTA is now offering a State & Local Government Supplement to the BEQI. It is based on 95 interviews with state and local government offices with 10 or more employees. For more information on the 2010 BEQI, call (800) 843-5059 or visit www.bta.org/2010BEQI.

About the BTA
Founded in 1926, the Business Technology Association serves office technology dealerships, resellers, manufacturers, distributors and service companies. Its core members — office technology dealerships — consult, sell and service hardware, software and supplies with the goal of helping businesses maximize their investment in devices and technology. Through the association's various educational programs, information, research, legal services, publications and guidance, BTA member dealerships are positioned to be the premier source of the office technology used by businesses throughout the United States every day. For more information on BTA, visit its website at www.bta.org or call (800) 505-2821. The fax number is (816) 941-4838. You may also write to: BTA, 12411 Wornall Road, Kansas City, MO  64145.

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