Strategy Development, a leading management consulting and advanced sales training firm, along with BTA, is conducting their SD MPS Sales Fundamentals Workshop on May 8-9 and their SD MPS Advanced Sales Workshop on May 10, 2012 in San Francisco, CA. You can enroll in either class separately, or you can enroll in both classes for a discounted rate.

"It’s not too late for dealerships to position themselves for greater success in 2012.  Improving your dealership's execution in MPS is one critical initiative to achieve your goals," 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 service and supply billing (aftermarket) in MPS should be five times your copier aftermarket.  Our MPS educational workshops were carefully designed to teach dealers exactly how to execute on and grow a highly profitable MPS program.  And if you already have a program in place, these classes will help you accelerate your MPS growth and achieve profit margins in excess of 55%."

The two-day basic class, SD MPS Sales Fundamentals, will cover the MPS sales process for both small, fewer than 25 devices, and mid-sized, 50 – 250 devices, companies.  Your sales team will learn the proper contact level and value proposition based on company size; how to get an appointment at the correct level; how to identify the areas of pain associated with the print environment based on company size; how to conduct an effective and efficient assessment to support the business case for a change; how to price a transaction, both outsourced and equipment led; and finally, how to present a winning proposal.  

The one-day SD MPS Advanced Sales class will focus solely on the quarterly business review (QBR), a process Strategy Development introduced to the MPS community.  With proper execution of the QBR you will consistently gain share of wallet within your customers' accounts.

"Today, MPS is sold into most companies with more than 10 devices and many of those prospects have had some form of MPS presented to them,” added Callinan.  “So, it is important to be able to differentiate your offering and provide a compelling reason for a prospect to engage your company for an assessment."

The MPS Sales Fundamentals class will arm your sales professionals with the tools they need to be successful in MPS and be successful at taking customers from your competitors.  Once you start to grow your portfolio of mid-sized MPS customers, the MPS Advanced Sales class will demonstrate specifically how to continue to gain share of wallet within your customers' accounts.  

Both classes will use a case study approach that makes it simple for your sales professionals to "connect the dots" when they return to the office and start selling.  Each class participant will have worked on real-world examples of assessing, pricing, and proposing MPS agreements. 

These classes can also be held at your location for larger groups.

For more information or to register, please either visit http://www.bta.org/MPSSales or contact Tom Callinan at [email protected] or at 610-527-3317.