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BTA Print Management Workshop Set for Kansas City

15 Oct, 2008

BTA Print Management Workshop Set for Kansas City

Kansas City, MO (October 2008) - On Nov. 24-25, 2008, at the Harrah’s North Kansas City Casino & Hotel in Kansas City, Mo., 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 dealers. The workshop is designed to provide dealerships 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.

Among the topics covered in this two-day course: 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.

Strategy Development’s Tom Callinan and Ed Carroll will serve as instructors. 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. Ultimately, Callinan served as vice president and general manager 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.

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 or call (800) 505-2821.

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