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BTA MPS Sales, MPS Operations & Service Workshops Scheduled for May 18-19

20 Apr, 2011

BTA MPS Sales, MPS Operations & Service Workshops Scheduled for May 18-19

Kansas City, MO April 20, 2011)  — On May 18-19 in Dallas, Texas, the Business Technology Association (BTA); and Strategy Development, a management consulting and advanced sales training firm, will host the BTA MPS Sales Workshop — a two-day educational opportunity for office technology dealerships. In addition, Strategy Development will host the BTA MPS Operations & Service Workshop on May 18 in Dallas.

Taught by Strategy Development’s Ed Carroll and David Ramos, 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.

The reviews of the workshop have been very positive. A sampling:

"The knowledge that I acquired from real-world experiences, as well as the documentation examples, have given me the confidence to launch a print management division in our company. You have broken the process down to a step-by-step building block approach that makes the target very visible and achievable. I look forward to implementing the program in our company." — Richard Detwiler, Digital Business Machines, Nashville, Tenn.

 “I just want to thank the both of you. I am walking away from this workshop with a new positive outlook on your program and I am ready to launch print management using your style and steps.” — Shawna Wetzel, Matrix Laser Care, Ramsey, Minn.

Taught by Strategy Development’s Mike Woodard, the BTA MPS Operations & Service Workshop is a one-day workshop for dealership principals, CFOs, vice presidents of operations, directors of financial operations, office managers, vice presidents/directors of service and field service managers.

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. This course is designed to jump start your understanding of how to set up and manage all operational and service aspects of an MPS agreement.
Here is what past attendees are saying about the workshop:

• "As a copier guy, this gave me an excellent service perspective on MPS. It was great to see the positive impact MPS brings to our service and operations." — Matt Mawby, Professional Business Systems, Rogers, Ark.

• "This workshop helps to alleviate the angst of starting a successful MPS program and brought the project down to a simplistic, manageable process. The process, pricing and implementation ideas are well thought-out." — Ron Fuhrman, Liberty Business Systems, Fargo, N.D.

For more than 20 years, Carroll has led large, mid-size and small companies through successful turnarounds and growth cycles. As vice president of IKON's Capital Marketplace, a $150 million unit, Carroll led the sales force into professional services and facilities management and earned IKON's Chairman's Award for superior operation results. Prior to this, he was chairman and CEO of CyLex Systems Inc., a venture-funded document management company. He also had a distinguished career at Panasonic, where he was president of Panasonic Document Imaging Co. as well as president of Panasonic Document Systems Co., the direct operation he planned and started in 1995. Carroll joined Strategy Development in 2008 as partner.

Ramos is a consultant with Strategy Development. He has more than 12 years of experience in the imaging industry as a top-producing business development and management professional. Ramos' career experience spans from working for Xerox Corp. as a major accounts manager to IKON Office Solutions, where he held various positions including director of sales. He also worked at IKON University as a senior trainer and co-developed IKON's sales training program.

Woodard, a consultant with Strategy Development, 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.

For more information or to register for these workshops, visit www.bta.org/MPSSales, www.bta.org/MPSOperationsService or call (800) 843-5059.  In addtion, visit www.strategydevelopment.com for information.

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, see its Web site at http://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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