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BTA Print Management Workshop’ Set for March 10-11

11 Feb, 2009

BTA Print Management Workshop’ Set for March 10-11


Kansas City, MO (February 2009) — On March 10-11 in Denver, Colo., the Business Technology Association (BTA) and Strategy Development, a management consulting and advanced sales training firm, will host the “BTA Print Management Workshop” — a two-day educational opportunity for office technology dealerships.

Taught by Tom Callinan and Ed Carroll of Strategy Development, this workshop is designed to provide dealerships with the tools they need to establish a print management 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.

As a provider of print management services, the dealer can become the end-user's "single source" for managing printed pages and the hardware used to produce them. By utilizing the services of a dealership that offers a print management program, the end-user company can eliminate the need to deal with multiple vendors and invoices and leverage the benefits of a holistic view of its printer fleet. With one vendor responsible for the entire output fleet and all printer-related issues, regardless of brand, the end-user can save time and money and improve efficiencies. Meanwhile, the dealership providing print management services can position itself as a technology partner, ultimately transitioning the end-user's output devices to a single brand and winning additional hardware placement and software implementation opportunities.

Workshop topics: 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.

Here is what past attendees are saying about the workshop:

“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. I certainly look forward to attending any other applicable courses as you develop them.” — Mike Nieto, Copy Corp., Miramar, Fla.

"The BTA Print Management workshop that we attended was a well-prepared and informative seminar. We are already implementing the strategy that you outlined and the initial phases have been successful. The session was not only educational but also practical. We look forward to working with you in the future and continuing our education.” — Andrew Liebenthal, Qualpath Inc., Pompano Beach, Fla.

"The class brought a real-world perspective and approach to print management services. Having dealer/reseller principals in the audience validated concerns as well as the potential that exists in print management services. This is an area of great revenue potential for both dealers and resellers — this was clearly a good investment as you walk away with a package to kick-start new revenue in your business. The beauty of print management services: you can control the customer's fleet." — Edmund Guerrero, Xerox Corp., Webster, N.Y.

Callinan has spent more than 20 years in the imaging business. In 1987, he founded Copifax Inc. and spent 10 years as CEO of the company before it was acquired by IKON in 1997. He was president of IKON's New York City marketplace, where he increased revenues from $47 million to $60 million over a three-year period. Ultimately, he served as VP/GM for IKON's East region where he was responsible for 1,300 sales executives and more than 200 sales managers with a $1.4 billion revenue budget. Callinan formed Strategy Development (www.strategydevelopment.org) in 2006.

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.

For more information or to register for the workshop, visit www.bta.org and click on “Education & Certification” on the home page or call (800) 505-2821.




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