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BTA MPS Workshops Scheduled With Strategy Development in May in Chicago

29 Apr, 2010

BTA MPS Workshops Scheduled With Strategy Development in May in Chicago

Kansas City, MO (April 2010) — On May 10-11 in Chicago and on June 7-8 in Las Vegas, the Business Technology Association and Strategy Development, a leading 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, the one-day “BTA MPS Operations & Service Workshop” will be held June 7 in Las Vegas. Taught by Strategy Development’s Ed Carroll and David Ramos in Chicago and Carroll and Tom Callinan in Las Vegas, 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:

In an economy that is faced with daily challenges, Strategy Development offers hope and a 'value-add' plan to help dealers grow exponentially. The program is logical, fact-based and incorporates an 'under-promise/over-deliver' mantra. Very well done!” — Dave Varney, Millennium Business Systems, Cincinnati, Ohio

“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.

“I was completely skeptical of the whole concept before attending this class. It completely opened my eyes to the revenues that are possible with MPS.” — Dave Collins, Kelly Office Solutions, Winston Salem, N.C.

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. Among some of the workshop topics: 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; how to determine the number of techs you need; whether to establish service territories for printers or use route service; and how to satisfy customer billing requirements. 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. A tuition discount is offered when another employees from the same dealership attends the concurrent “BTA MPS Sales Workshop.”

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, who joined Strategy Development as a partner in 2008, most recently served as vice president of IKON's Capital Marketplace, where he led the sales force into professional services and facilities management. Prior to that, he was chairman and CEO of CyLex Systems Inc. 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. 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.

Boulden, a consultant with Strategy Development, 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, 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. For more information or to register for the workshops, visit www.bta.org 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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