BTA MPS Workshops Scheduled for September
KANSAS CITY, Mo. – On Sept. 22-23 in White Plains, N.Y., the Business Technology Association (BTA) and Strategy Development, a management consulting and advanced sales training firm, will host the “BTA MPS Sales Workshop” — a two-day educational opportunity for office technology dealerships. In addition, the one-day “BTA MPS Operations & Service Workshop” will be held Sept. 22 in White Plains.
Attendees to both workshops receive free Level One registration to BTA East’s Grand Slam event, scheduled for the afternoon of Sept. 23 and all-day Sept. 24 at the Ritz Carlton — Westchester in While Plains. Level One registration includes all Grand Slam education programs, plus a Club Suite ticket to see the Boston Red Sox take on the New York Yankees at Yankee Stadium the evening of Sept. 24. (A limited number of game tickets are available; they are available on a first-come, first-served basis.)
Taught by Strategy Development’s Ed Carroll and David Ramos, the “BTA MPS Sales Workshop” is designed to provide dealerships with the tools they need to establish an MPS strategy that will allow them to significantly increase the quantity of captured prints, lock in customers, distinguish themselves from competitors and, ultimately, sell more hardware.
Workshop topics 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 a print management proposal that sells; pricing a print management contract; how to expand the opportunity after the sale; and preparing for account reviews.
The workshop is intended for dealership principals, sales managers, vice presidents of sales and print specialists.
Taught by Mike Woodard of Strategy Development, the “BTA MPS Operations & Service” workshop is designed to jump-start your understanding of how to set up and manage all operational and service aspects of an MPS agreement. Among some of the workshop topics: what should be included in a contract; how to set up a contract; what printers you should service; how to get training to service printers; the sources for printer parts and technical support; how to determine the number of techs you need; whether to establish service territories for printers or use route service; and how to satisfy customer billing requirements.
The workshop is intended for dealership principals, CFOs, vice presidents of operations, directors of financial operations, office managers, vice presidents/directors of service and field service managers. A tuition discount is offered when another employees from the same dealership attends the concurrent “BTA MPS Sales Workshop.”
For more information or to register for the workshops, visit www.bta.org/MPSSales, www.bta.org/MPSOperationsService or call (800) 843-5059. For information on BTA East’s Grand Slam 2010, visit www.bta.org/GrandSlam2010.
Contact Business Technology Association
Phone: 800-826-6159
Visit: www.bta.org