Bryn Mawr, PA, - Strategy Development, a leading management consulting and advanced sales training firm, along with BTA, is conducting their BTA MPS Sales Workshop and their Service Management University (SMU) on July 14-15, 2011 in Irvine, CA.  Both classes will be held at the Hyatt Regency in Irvine, CA.

The BTA Service Management University provides service leaders with concrete steps they can take to achieve sustainable margins over 52%.  The intensive, two-day program was designed by industry veteran and Strategy Development Service Consultant Mike Woodard.  In the course, Woodard, teaches participants how to set prices, properly manage parts, and develop and deploy employees.  Other topics covered include how to effectively communicate with other departments, interpret reports, and utilize data to develop and execute plans.  

"Mike's willingness to share real world solutions and materials will certainly help in our efforts to continuously pursue improvement and strive for excellence.  I think it was a great experience for my team and has their juices flowing on how we can become better," said Don Katalenas, VP of Service, Perry Corp, Lima, OH.

SMU attendees will walk away with the skills they need to assess their service department's strengths and weaknesses, develop specific actionable plans to address areas of opportunity, manage a service P&L, price aftermarket, and effectively service Managed Print Services (MPS) agreements.

The BTA MPS Sales Workshop, taught by Strategy Development's Tom Callinan and David Ramos, is designed to provide sales leaders with a systematic and proven methodology to establish and maintain a profitable MPS program.  Participants will learn how to uncover new revenue streams, significantly increase the quantity of captured prints, lock in customers, enable differentiation from competitors, and, ultimately, sell more hardware.

Topics covered in this two-day workshop include: understanding the print space (the opportunity, IT's involvement, the sales approach and target markets); getting the appointment; presenting a value proposition; conducting an assessment; developing a strategy and tactics; building an MPS proposal that sells; pricing an MPS contract; expanding the opportunity after the sale; and preparing for quarterly business reviews.

The BTA MPS Sales workshop has been met with rave reviews:

Jackson Jordan of Advantage Business Systems said, "Great workshop!  Straight forward, easy to understand approach to MPS.  They give you the tools needed to implement a profitable MPS program.  Thank you Strategy Development!"

Richard Detwiler of Digital Business Machines in Nashville commented, "The knowledge that I acquired from real-world experiences, as well as the documentation examples, have given me the confidence to launch a print management division in our company. You have broken the process down to a step-by-step building block approach that makes the target very visible and achievable. I look forward to implementing the program in our company."  

The MPS Sales Workshop is supported with co-op from many OEMs.

For more information or to register, please contact Tom Callinan at [email protected] or at 610-527-3317.