Strategy Development, a leading management consulting and advanced sales training firm, along with BTA, is conducting their BTA MPS Sales Workshop on December 6-7 in Baltimore, MD.

"As the fiscal year is coming to a close, dealerships should be positioning themselves for greater success in 2012. Improving your dealership's execution in MPS is one critical initiative for 2012," said Tom Callinan, Managing Principal of Strategy Development. "In our daily consulting we find that many dealership 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 four times your copier aftermarket. The BTA MPS Sales Workshop was 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, 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 an action plan and roadmap to grow a managed print services strategy. Callinan, along with Ed Carroll, Principal of Strategy Development, will be teaching the December session. 

This two-day workshop will provide a very specific sales process to close MPS business in both small and large accounts. Your sales professionals will have a roadmap that begins with the decision maker profile and flows through research, delivering and effective first appointment, conducting an assessment that provides the correct information to close the sale, developing a strategy and tactics off of the assessment data, building an MPS proposal that sells and pricing an MPS contract. We will then review how to expand the contract after the sale using the quarterly business reviews.

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

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 either visit www.bta.org/MPSSales or contact Tom Callinan at [email protected] or at 610-527-3317.