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Business Technology Association, Strategy Development to Host ‘BTA Print Management Workshop’

3 Oct, 2007

Business Technology Association, Strategy Development to Host ‘BTA Print Management Workshop’

Kansas City, MO - On October 18 - 19th  in West Orange, N.J., 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.

“I thoroughly enjoyed the seminar and appreciate your [course instructor Tom Callinan] sharing of your expertise in this field,” said Jim Broderick, Document & Network Technologies Inc., St. Louis, Mo., who was among the 12 attendees of the inaugural workshop, which was held in Chicago on Aug. 8-9. “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.”

Attendee Eric Kennedy, Martin Whalen Office Solutions Inc., Tinley Park, Ill., shared similar praise. “I enjoyed the workshop very much,” he said. “Martin Whalen is planning to embrace the methods taught by Tom. I see this as a springboard from the copier model towards the total solutions model of selling.  We are looking forward to adding the managed print services to our arsenal.”

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.

“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.”

Callinan spent more than 20 years in the imaging business growing market share and profits in businesses of all sizes. In 1987 he founded Copifax Inc., a company focused intensely on innovative products and services for mid-market businesses. He led Copifax as CEO for 10 years earning a spot on the prestigious Inc. 500 list of the fastest growing privately held U.S. companies. After Copifax was acquired by IKON in 1997, Callinan went to work for the acquisition company and held a number of executive positions. He ultimately held the position of vice president and general manager of the East Region, IKON’s largest business unit, reporting to the chairman and CEO. He formed Strategy Development located at www.strategydevelopment.org in 2006.

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

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