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Business Technology Association Unveils Two New Managed Print Services (MPS) Workshops

5 Sep, 2012

Kansas City, MO— September 2012 - The Business Technology Association (BTA) has announced two new classroom educational workshops that will provide office technology dealerships the guidance and tools they need to establish and manage highly successful managed print services (MPS) programs. The two classes will make their debut on Nov. 14-15 as front runners to the Capture the Magic event (www.bta.org/BTAWestEvent), to be hosted by BTA West on Nov. 15-16 at the Mandarin Oriental in Las Vegas, Nev.

The BTA MPS Client Engagement Workshop, designed for MPS sales specialists, is an interactive, full-day course that will take participants through the entire sales cycle for MPS engagements with clients. Utilizing the eight-step MPS Client Engagement Model, participants will learn how to create a compelling value proposition to increase success in securing MPS engagements, practice conducting C-level appointments in a "live" setting, conduct an efficient and effective assessment process, and build compelling, profitable proposals.

The BTA MPS Survival Guide Workshop, designed for dealership owners and executive-level management, is a day-and-a-half interactive, hands-on course that will cover the various MPS program options available in the market today, explore the resource and skill requirements for each, and highlight the financial impacts of an MPS business model on the attendee's current business. Attendees will leave the workshop with a personalized business plan outline, a tailored sales compensation plan, and a clear understanding of the assets and competencies needed to be successful.

The workshop instructors are two of the office technology industry's leading minds in the area of MPS — Doug Johnson, senior vice president of Supplies Network, and Mike Lecak, who serves as director of MPS at Supplies Network. Both Johnson and Lecak will serve as instructors for the sales specialists workshop; Johnson will lead the owners and managers workshop.

"We are very pleased to be establishing this new education relationship with Doug and Mike, whose credentials and expertise in the MPS arena are essentially unparalleled within our industry," said BTA President Terry Chapman. "We are particularly pleased to be able to offer the dealer community a very affordable source of training to help ensure success with their MPS programs."

BTA member tuition for the BTA MPS Client Engagement Workshop is only $699. The BTA MPS Survival Guide Workshop is only $899. BTA members may also apply their $150 or $250 discount coupon received with their membership toward these workshops.

“Mike and I are delighted to be associated with BTA and its MPS educational program," Johnson said. "BTA members have long been leading the market in the delivery of MPS to a wide range of customers large and small, and we are looking forward to helping the membership accelerate their success with this vital business model.”

David Concors, vice president of sales for Supplies Network, expressed his enthusiasm for the new BTA MPS workshops as well. "In recent years, many office technology dealers have improved the profitability of their dealerships based on the MPS program guidance provided by Doug and Mike," he said. "We are very excited that they will now have the opportunity to help an even broader group of dealerships through this new education alliance with BTA."

With more than 30 years of industry experience, Johnson was with Hewlett-Packard (HP) for 20 years, serving as senior vice president of worldwide marketing for the Imaging and Printing Group (IPG), and as vice president and general manager for HP's Supplies Imaging Division. He later joined Print Inc. as a startup in 2001, pioneering many MPS operational practices. Johnson served as senior vice president and COO of Print Inc., and president of its subsidiary, PrintValue Solutions Inc. In 2006, Print Inc. was sold to Pitney Bowes. After leaving Print Inc., Johnson had a three-year engagement as an MPS consultant, founding RedSage Consulting and RedSage Partners. He joined Supplies Network in 2010.

Lecak has been in the industry since 1983, starting with ComDoc in Pittsburgh, Pa., then the largest independent dealership of both Ricoh and Lanier copier/MFPs in the East. After a successful 15-year career, he joined Toshiba as a district sales manager. After a period of running his own consulting practice, Lecak joined Print Inc. in 2004 to manage sales for the company's channel-focused 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 joined Supplies Network in 2011.

For more information on these workshops, visit www.bta.org/MPSClientEngagement and www.bta.org/MPSSurvivalGuide or call (800) 843-5059. Attend either of the inaugural MPS workshops in November and receive free, full registration to Capture the Magic.

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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