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BTA’s MPS Workshops Scheduled for April 6-7

26 Mar, 2010

BTA’s MPS Workshops Scheduled for April 6-7

Kansas City, MO (March 2010)  — On April 6-7 in Baltimore, Md., the Business Technology Association, and Strategy Development, a management consulting and advanced sales training firm, will present the association’s one-day “BTA MPS Operations & Service Workshop” and the two-day “BTA MPS Sales Workshop.”

As most dealers and resellers know, print management/MPS is not a buzzword that is going to fade away: It is a new go-to-market strategy that allows companies to penetrate new customers and add a highly profitable recurring revenue stream. With entry into this new space you also add complexity to your back-office operations and to your service department.

Frequently, operations and service are left to "figure it out on their own" after the contract is written. Developed and taught by Jim Boulden and Mike Woodard of Strategy Development, the “BTA MPS Operations & Service Workshop” is designed to jump start your understanding of how to set up and manage all operational and service aspects of an MPS agreement.

In this workshop, attendees will learn: what should be included in a contract; how to set up a contract; what printers you should service; how to get training to service printers; the sources for printer parts and technical support; who should service printers; determining how many techs you need; if you should establish service territories for printers or use route service; what level of car stock parts inventory is required; benchmarking printer performance; what system and people requirements are needed; what vendor relationships are required; how to establish back-office processes for effective implementation; how to satisfy customer billing requirements; meter collection; and maximizing profitability by having an effective warranty program.

The workshop is intended for dealership principals, CFOs, vice presidents of operations, directors of financial operations, office managers, vice presidents/directors of service and field service managers.

Boulden has more than 30 years of industry experience with 25 years in finance and operations. Boulden's primary role with IKON Office Solutions was as director of financial operations in both the Boston marketplace as well as south Florida. He was responsible for cash flow, asset management, leasing, back-office technology, operational effectiveness and budgeting.

Woodard has 30-plus years experience in all aspects of field service operations and service strategy development. During his 20 years with IKON Office Solutions, he held key regional and national service operations positions, including national vice president of field service strategy, national vice president of field services and national vice president of field service operations. Prior to joining IKON, Woodard spent 18 years with Xerox Corp. in multiple field service assignments including district service manager, region service financial planning and analysis manager, region quality assurance manager, field service manager and field service technician. 

Taught by Tom Callinan and Ed Carroll of Strategy Development, the “BTA MPS Sales Workshop” is designed to provide dealerships with the tools they need to establish an MPS strategy that will allow them to significantly increase the quantity of captured prints, lock in customers, distinguish themselves from competitors and, ultimately, sell more hardware.

Workshop topics include: understanding the print space (the opportunity, IT's involvement, the sales approach and target markets); getting the appointment; presenting a value proposition; how to conduct an assessment; developing a strategy and tactics; how to build a print management proposal that sells; pricing a print management contract; how to expand the opportunity after the sale; and preparing for account reviews.

The workshop is intended for dealership principals, sales managers, vice presidents of sales and print specialists.

Callinan is the founding principal of Strategy Development. From 1998 to 2005, he was an executive with IKON Office Solutions, most recently vice president and general manager of IKON's largest business unit with revenue of $1.4 billion. Prior to IKON, he was the founder and CEO of Copifax Inc.

Carroll joined Strategy Development in 2008 as a partner. For more than 20 years, he has led large, mid-size and small companies through successful turnarounds and growth cycles. He has served as vice president of IKON's Capital Marketplace, and as chairman and CEO of CyLex Systems Inc., a venture-funded document management company. He also served at Panasonic, where he was president of Panasonic Document Imaging Co. as well as president of Panasonic Document Systems Co., the direct operation.

For more information or to register for either of the workshops, visit www.bta.org/MPSOperationsService, www.bta.org/MPSSales or call (800) 843-5059.

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 visit http://www.bta.org or call (800) 505-2821 / fax (816) 941-4838. To write: BTA, 12411 Wornall Road, Kansas City, MO 64145.

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