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September Dates Set for BTA MPS Workshops

19 Aug, 2009

September Dates Set for BTA MPS Workshops

Kansas City, MO (August 2009) — On Sept. 14 at the Mandalay Bay Resort and Casino in Las Vegas, the Business Technology Association (BTA; www.bta.org) and Strategy Development (www.strategydevelopment.org), a management consulting and advanced sales training firm, will present the association’s newest course, the “BTA MPS Service & Operations Workshop” — a one-day educational opportunity for office technology dealerships. In addition, on Sept. 14-15, the association’s two-day “BTA MPS Sales Workshop” will be held at the Mandalay Bay.

As most dealers and resellers know, MPS is not a buzz word that is going to fade away. It is a new go-to-market strategy that allows companies to penetrate new customers and add a highly profitable reoccurring revenue stream. With entry into this new space you also add complexity to your back-office operations and to your service department.

Frequently, operations and service are left to “figure it out on their own” after the contract is written. Developed and taught by Jim Boulden and Mike Woodard of Strategy Development, the “BTA MPS Service & Operations Workshop” is designed to jump start your understanding of how to set up and manage all operational and service aspects of an MPS agreement.

In this workshop, attendees will learn: 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; who should service printers; determining how many techs you need; if you should establish service territories for printers or use route service; what level of car stock parts inventory is required; benchmarking printer performance; what system and people requirements are needed; what vendor relationships are required; how to establish back-office processes for effective implementation; how to satisfy customer billing requirements; meter collection; and maximizing profitability by having an effective warranty program.

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.

Jim Boulden, a consultant with Strategy Development, has more than 30 years of industry experience with 25 years in finance and operations. Boulden's primary role with IKON Office Solutions was as director of financial operations in both the Boston marketplace as well as south Florida. He was responsible for cash flow, asset management, leasing, back-office technology, operational effectiveness and budgeting.

Mike Woodard, also 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.

Taught by Tom Callinan and Ed Carroll of Strategy Development, the “BTA MPS Sales Workshop,” formerly the “BTA Print Management 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.

Callinan is the founding principal of Strategy Development. From 1998 to 2005, he was an executive with IKON Office Solutions, most recently vice president and general manager of IKON's largest business unit with revenue of $1.4 billion. Prior to IKON, he was the founder and CEO of Copifax Inc.

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.

For more information or to register for the workshop, visit www.bta.org/MPSServiceOperations or www.bta.org/MPSSales or call (800) 843-5059.

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