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Business Technology Association MPS Workshops Scheduled for Sept. 22 & 23

25 Aug, 2010

Business Technology Association MPS Workshops Scheduled for Sept. 22 & 23

Kansas City, MO (August, 2010) – On Sept. 22-23 in White Plains, N.Y., the Business Technology Association (BTA; www.bta.org) and Strategy Development (www.strategydevelopment.org), a 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 Sept. 22 in White Plains, NY.

Attendees to both workshops receive free Level One registration to BTA East’s Grand Slam event, scheduled for the afternoon of Sept. 23 and all-day Sept. 24 at the Ritz Carlton — Westchester in While Plains. Level One registration includes all Grand Slam education programs, plus a Club Suite ticket to see the Boston Red Sox take on the New York Yankees at Yankee Stadium the evening of Sept. 24. (A limited number of game tickets are available; they are available on a first-come, first-served basis.)

Taught by Strategy Development’s Ed Carroll and David Ramos, 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, OH

-        “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, MN

-        “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, NC.

Taught by 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.”

Here is what past attendees are saying about the workshop:

-        ”As a copier guy, this gave me an excellent service perspective on MPS. It was great to see the positive impact MPS brings to our service and operations.” — Matt Mawby, Professional Business Systems, Rogers, Ark.

-        "This workshop helps to alleviate the angst of starting a successful MPS program and brought the project down to a simplistic, manageable process. The process, pricing and implementation ideas are well thought out." — Ron Fuhrman, Liberty Business Systems, Fargo, N.D.

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.

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/MPSSales, www.bta.org/MPSOperationsService or call (800) 843-5059. For information on BTA East’s Grand Slam 2010, visit www.bta.org/GrandSlam2010.

About BTA
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 website at 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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