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BTA MPS Sales Workshop Scheduled for July 14-15

17 Jun, 2011

BTA MPS Sales Workshop Scheduled for July 14-15

Kansas City, MO - June 15. 2011 — On July 14-15 in Irvine, Calif., 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.

Taught by Strategy Development’s Tom Callinan 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:
"I just wanted to personally thank you for providing such outstanding materials through your training class. The content and exchanges were truly top notch. It is a testament of your hands-on experiences in leading very large organizations. I can't wait to take the materials, ideas and recommendations and apply them to practice." — Mike Nieto, Copy Corp., Miramar, Fla.

“The assessment, strategy and proposal sections were most beneficial. Coming in without any exposure to MPS and a dealership without any MPS, this workshop helped answer many questions. I now have a good foundation to approach opportunities.” — Steven Couch, Burtronics Business Systems, San Bernardino, Calif.

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.

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. For more information or to register, visit www.bta.org/MPSSales or call (800) 843-5059.

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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