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West Coast ‘BTA MPS Sales Workshop’ Scheduled

14 Jan, 2010

West Coast ‘BTA MPS Sales Workshop’ Scheduled

Kansas City, MO (Jan. 2010) — On Feb. 8-9 in Irvine, Calif., 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 two-day “BTA MPS Sales Workshop.”

Taught by Tom Callinan and Ed Carroll of Strategy Development, 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, Ohio
  • “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, Minn.
  • “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, N.C.

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 joined Strategy Development in 2008 as a partner. For more than 20 years, he has led large, mid-size and small companies through successful turnarounds and growth cycles. He has served as vice president of IKON's Capital Marketplace, and as chairman and CEO of CyLex Systems Inc., a venture-funded document management company. He also served at Panasonic, where he was president of Panasonic Document Imaging Co. as well as president of Panasonic Document Systems Co., the direct operation.

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

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