Bryn Mawr, PA - Strategy Development, a management consulting and advanced training firm, is conducting the BTA Service Management University on March 10-11, along with the award winning BTA Managed Print Services (MPS) Sales Workshop on March 8-9, concurrently with the BTA MPS Operations and Service Workshop on March 8, 2011. All of the classes will be held at the SpringHill Suites Chicago O’Hare.
BTA Service Management University is designed specifically for service leadership (vice president, director, service manager, or service supervisor), to learn how to set prices, properly manage parts, and develop and deploy employees in order to achieve sustainable margins of over 52 percent. Effectively communicate with other departments, interpret reports, and utilize data to develop and execute plans. Industry veteran, Mike Woodard, a service consultant with Strategy Development, leads the course.
Attendees will learn skills to assess the service department's strengths and weaknesses; develop specific actionable plans to address areas of opportunity; execute action items to drive sustained profitability and quality customer service; instill ownership and accountability for desired results; and successfully deliver profitable service in the Managed Print Services (MPS) world.
Ken Staubitz, Director of Service, Modern Office Methods, Cincinnati, OH, said “Mike is able to provide specific and proven road maps that are unlike any other training in the industry. Strategy Development’s training and insight has helped our organization achieve results consistently above industry benchmarks.”
Don Katalenas, VP of Service, Perry Corp, Lima, OH, had this to say about the course: “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.”
BTA Service Management University provides an understanding of how to improve profitability; manage a service P&L; price aftermarket; manage and develop an efficient of the team; and effectively service Managed Print Services agreements.
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 also 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."