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BTA Print Management Workshop Set for Philadelphia

2 Apr, 2008

BTA Print Management Workshop Set for Philadelphia

On April 22-23, 2008, in Philadelphia, Pa., 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.

Attendees of past BTA Print Management Workshops praise the new BTA educational offering:
- “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., St. Louis, Mo.

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 David Ramos 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.

David 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 s 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.

“Print management offers office technology dealers a highly profitable revenue stream while locking out new competitors,” says Callinan. “However, to be successful, the leadership in a dealership’s sales organization needs to better understand the key differences between the printer and copier spaces as well as understand how to manage the longer and more complex selling cycle inherent to a print management strategy. Those who attend the new ‘BTA Print Management Workshop’ will leave with the tools they need to develop and implement a print management business plan and take their dealerships to new heights.”

For more information or to register for the workshop, visit www.bta.org or call (800) 505-2821.

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