Bryn Mawr, PA - Strategy Development, a management consulting and advanced training firm, is conducting the award winning BTA Managed Print Services (MPS) Operations and Service Workshop on February 7, concurrently with BTA MPS Sales Workshop on February 7-8, 2010. On February 9-10, BTA Sales Management will follow the MPS classes. All of the classes will be held in Las Vegas.
BTA MPS Sales Workshop teaches sales leaders (dealership principals, sales managers, vice presidents of sales, and print specialists) a systematic and proven methodology to establish and maintain a profitable MPS program. Uncover new revenue streams, significantly increase the quantity of captured prints, lock in customers, enable differentiation from competitors, and, ultimately, sell more hardware.
Industry veterans, Tom Callinan and Ed Carroll, will lead this course. Topics covered in the workshop 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 an MPS proposal that sells; pricing an MPS contract; how to expand the opportunity after the sale; and preparing for quarterly business reviews.
Become your customer’s "single source" for optimizing printed pages and the hardware used to produce them. Your customer enjoys eliminating the need to deal with multiple vendors and invoices, leveraging the benefits of a holistic view of their entire document output fleet, saving time and money, while improving efficiencies.
Jackson Jordan of Advantage Business Systems attended this class in New Orleans last week and 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!”
Mike Woodard of Strategy Development created and instructs BTA MPS Operations and Service Workshop, a course designed to jump-start your understanding of how to set up and manage all operational and service aspects of a MPS agreement. MPS is a go-to-market strategy that allows companies a robust and profitable relationship with your customers that generates a recurring revenue stream. Learn what you need to know for after the contract is signed that results in the added complexity to your back-office operations and to your service department.
Matt Mawby of Professional Business Systems said, “As a copier guy, this gave me an excellent service perspective on MPS. It was great to see the positive impact MPS brings to our service and operations."
Ron Fuhrman of Liberty Business Systems, had this to say, "This workshop helps to alleviate the angst of starting a successful MPS program and brought the project down to a simplistic, manageable process. The process, pricing and implementation ideas are well thought out."
These classes are supported with co-op from many OEMs.
BTA Sales Management Workshop, led by Tom Callinan and Ed Carroll, is two full days of how to improve sales effectiveness, reduce turnover and drive market share gains. Regardless of if, you are a new sales manager or have been managing for decades, this course provides a framework, process and tools to develop and refine your approach. The combination of a classroom setting for the theory and interactive breakout sessions to learn how to implement these tactics is a proven recipe for success.
Learn how to build effective sales teams, on boarding and training, designing individual development plans, territory design and management, account planning and penetration, quality field time, effective forecasting, as well as MPS and equipment pipeline growth.
Ron Rasberry of Advanced Office Systems said, "There are very few industry-specific workshops available today that focus on sales management. Perhaps this is because there are very few trainers and consultants around who have weathered the storm of change that our industry continually goes through. The Strategy Development team 'gets it.' They know what the 21st-century model dealership, sales manager, and strategic industry directions look like. More importantly, they are able to deliver this knowledge along with specific measurable performance standards that I believe every independent dealership can implement and expect to see improved business results."
Melanie Boyes of Blue Technologies commented, “I know I will double my productivity, activity and pipeline growth within eighteen months, if not sooner.”