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BTA Fundamentals of MPS Sales Workshop

Upcoming Workshop Dates and Locations:
  • May 8-9, 2012 - San Francisco, Calif. (To be taught by Tom Callinan)
Member Tuition: $1,195*
(Additional attendee from the same dealership: $995)

Non-member Tuition: $1,475 (Includes a one-year BTA dealer membership
with $150 member coupon applied.)

Special Pricing: If you attend the Fundamentals of MPS Sales Workshop, you pay only $795 for the BTA Advanced MPS Sales Workshop. ($150 coupon cannot be used.)

*BTA dealer members may apply their $150 discount coupon received with their membership toward this workshop. Redeem your coupon upon registration by entering promo code: $150Coupon.

Click here to register for the May 8-9 workshop.

Strategy Development has launched the fifth major revision to its comprehensive BTA MPS Sales Workshop. This newly redesigned, two-day educational workshop is now the BTA Fundamentals of MPS Sales Workshop.

Today, MPS is sold into most companies with more than 10 devices and many of those prospects have had some form of MPS presented to them. With that in mind, it is important to be able to differentiate your offering and provide a compelling reason for a prospect to engage your company for an assessment.

The BTA Fundamentals of MPS Sales Workshop will cover the MPS sales process for both small (fewer than 25 devices) and mid-sized (50 to 250 devices) companies. Your sales team will learn the proper contact level and value proposition based on company size, how to get an appointment at the correct level and how to identify the areas of pain associated with the print environment based on company size.

The BTA Fundamentals of MPS Sales Workshop uses a case-study approach and will arm your sales professionals with the tools they need to be successful in MPS and to be successful at taking customers from your competitors. You will learn how to position yourself as a technology partner, ultimately transitioning your client's output devices to a single brand and winning additional hardware placements and software implementation opportunities.

What You Will Learn:
  • Understanding the print space
  • The environmental impact of MPS
  • Defining your MPS approach
  • How to develop prospects
  • The first appointment: the value proposition
  • How to conduct an effective and efficient assessment
  • Study exercises
  • Review of small account finances
  • Detailed pricing example (both outsourced and equipment-led)
  • The strategy session
  • Developing a business case-focused proposal
  • MPS sales management metrics
You will receive a flash drive that includes:
  • Sample contracts
  • PowerPoint Value Proposition
  • PowerPoint Strategy Session template
  • PowerPoint Proposal template
  • Pricing Tool
  • Online employment ad
Who Should Attend: Dealership principals, sales managers, vice presidents of sales & print specialists

  • Day One starts at 9 a.m.
  • Day Two starts at 8:30 a.m. and ends at 2 p.m.
Lunch and snacks provided.

Hotel Information:

May 8-9:
Marriott Resident Inn San Francisco Airport/Oyster Point Waterfront
1350 Veterans Blvd.
South San Francisco, CA 94080
Phone: (650) 837-9000
Website: Click here
Room rate: $198 per night (includes breakfast) - Reference "Strategy Development MPS Training" when reserving your room.
Room rate cutoff date: Apr. 16

Course Instructors:

Tom Callinan is the founding principal of Strategy Development, a management consulting and advanced sales training firm for technology and outsourcing companies. From 1998 to 2005, he was an executive with IKON Office Solutions, most recently vice president and general manager of IKON's largest business unit with revenue of $1.4 billion. Prior to IKON, he was the founder and CEO of Copifax Inc.

For more than 20 years, Ed Carroll has led large, mid-size and small companies through successful turnarounds and growth cycles. As vice president of IKON's Capital Marketplace, a $150 million unit, Carroll led the sales force into professional services and facilities management and earned IKON's Chairman's Award for superior operation results. Prior to this, he waschairman and CEO of CyLex Systems Inc., a venture-funded document management company. He also had a distinguished career at Panasonic, where he was president of Panasonic Document Imaging Co. as well as president of Panasonic Document Systems Co., the direct operation he planned and started in 1995. Carroll joined Strategy Development in 2008 as partner.

For photos of previous Fundamentals of MPS Sales workshops, click here.

Click here to register for the May 8-9 workshop.

"This is all new information to me considering I am a week into this industry. I'm looking forward to referring back to my "bible" as the next few months go on. I got a lot of great information — a lot of great food for thought — and the group exercises were very helpful."
Elizabeth Sinnett
Toshiba Business Solutions
Lee's Summit, Mo.

"Phenomenal workshop! This workshop really built a framework to get MPS off the ground."
Neil Schuh
Metro Sales Inc.
Minneapolis, Minn.

"The assessment, strategy and proposal sections were most beneficial. Coming in without any exposure to MPS and a dealership without any MPS, this workshop helped answer many questions. I now have a good foundation to approach opportunities."
Steven Couch
Burtronics Business Systems
San Bernardino, Calif.

"I just want to thank the both of you. I am walking away from this workshop with a new positive outlook on your program and I am ready to launch print management using your style and steps."
Shawna Wetzel
Matrix Laser Care
Ramsey, Minn.

"I was completely skeptical of the whole concept before attending this class. It completely opened my eyes to the revenues that are possible with MPS."
Dave Collins
Kelly Office Solutions
Winston Salem, N.C.

"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."
Richard Detwiler
Digital Business Machines
Nashville, Tenn.

"This was top-notch training. It's refreshing to be instructed by those not only with an industry background, but who are still in it and make it current and relevant. Tom and Ed were a great compliment in training styles. I can't wait to keep you updated on my success. Thanks again."
Mark Gosney
Associated Business Systems
Portland, Ore.

For more Fundamentals of MPS Sales testimonials,
click here.

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