Strategy Development Schedules Award Winning BTA MPS Back Office and Sales Training Classes for December in Philadelphia

We are conducting our award winning BTA Managed Print Services (MPS) Operations and Service Workshop on December 8, concurrently with BTA MPS Sales Workshop on December 8-9, in Philadelphia. These courses meet the training requirements of the Kyocera Certified MPS Dealer Program.

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.

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 a print management proposal that sells; pricing a print management 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."

The instructors have not been taught the material; they developed it, and lived it firsthand. When not in the classroom, they are consulting for clients, so the content is always in proper alignment with current and impending trends.

Click here for links to more information on the course, instructors, and to register for class.

Introducing WebEd: A monthly educational webinar series

This month Strategy Development is launching WebEd, a free educational webinar series to provide monthly training for sales, operations, and service professionals.

The series kicks off with two webinars: In the service track on August 24, Manage a Service P&L — How to Read, Interpret and React and, in the sales track, MPS Assessments – Know when to hold ‘em, know when to fold ‘em on August 25.

Manage a Service P&L — How to Read, Interpret and React
With a precise understanding, the service income statement (P&L) will provide a service manager with the information needed to make sound business decisions and realize 52% plus returns. Comprehension of how managed print services (MPS) business affects the P&L adds a layer of complexity that requires specific knowledge. This level of understanding can only be realized with the proper education of how to interpret, act, and communicate within the organization.

Date: Tuesday, August 24
Time: 11am EST/8am PST
Duration: 45 minutes
Speaker: Mike Woodard
Click Here for More Information and to Register



MPS Assessments… know when to hold ‘em, know when to fold ‘em
The assessment is the step in the sales cycle where you capture the information to justify the financial aspect of the MPS business case. Learn the in’s and out’s of performing assessments; when to walk away from a perceived opportunity; overcomplicating the process; to map or not; about gaining all of the critical information to justify a contract; as well as the perils of not having an champion or an agreement on pain. Avoid the many pitfalls that will help enable you to capture a large recurring revenue stream. Having knowledge of what NOT to do is as important as learning what you need to do well.

Date: Wednesday, August 25
Time: 11am EST/8am PST
Duration: 45 minutes
Speaker: Ed Carroll
Click Here for More Information and to Register




Hope to see you there!