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BTA Print Management Workshop’ Set for May 14-15

8 Apr, 2009

BTA Print Management Workshop’ Set for May 14-15


Kansas City, MO (April 2009) — On May 14-15 in Chicago, IL., 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 Ed Carroll and David Ramos 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.

"I thoroughly enjoyed the seminar, and appreciate your sharing of your expertise in this field. I came away from the two days with some valuable information and ideas that I think will have a significant impact on the growth of DNT in St. Louis.” — Jim Broderick, Document & Network Technologies Inc., Fenton, Mo.

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.

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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