Bryn Mawr, PA, - Strategy Development, a leading management consulting and advanced sales training firm, along with BTA, is conducting their BTA MPS Sales Workshop on October 18-19 at Harrah's North Kansas City property.

"In these tenuous economic times, it is imperative for dealerships to take advantage of every opportunity available to grow revenue and profits.  Many dealerships have entered the MPS space yet are still missing out on a huge business opportunity," said Tom Callinan, Managing Principal of Strategy Development.  "In our daily consulting we find that many dealerships are simply scratching the surface of MPS and do not have a measurement for a successful MPS program  That measurement of success is quite simple: Your aftermarket billing in MPS should be four times your copier aftermarket.  The BTA MPS Sales Workshop was designed to teach dealers exactly how to launch and sustain a profitable MPS program.  And if you already have a program in place, this class will help you accelerate your MPS growth and achieve profit margins in excess of 55%."

The BTA MPS Sales Workshop is an intensive, two-day program designed to provide dealerships with the tools they need to establish a managed print services strategy that will allow them to increase the quantity of captured prints, lock in customers, distinguish themselves from competitors and, ultimately, sell more hardware.  Callinan will be teaching the October session.

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 program is recommended for dealership principals, sales managers, vice presidents of sales and MPS specialists.

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

Jason Bradshaw of Mason City Business Systems attended the August session and said that "[The BTA MPS Sales Workshop was a ] great seminar. I walked away with strong tools and an effective strategy to improve our current MPS program."

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."  

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