Upcoming Workshop Dates and Locations:

• September 22-23, 2010 - White Plains, N.Y. (Attendees receive free Level One General Registration to BTA East's Grand Slam 2010 district event.)
• October 11-12, 2010 - New Orleans, La. (Attendees may use their $250 coupons if booked on or before Friday, Sept. 24, 2010. After Sept. 24, 2010, only $150 coupons may be applied.)
   

Click here to fill out the online registration form.

Taught by Tom Callinan, Ed Carroll and David Ramos of Strategy Development, this two-day educational workshop is designed to provide dealerships with the tools they need to establish a managed print services 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.

As a provider of managed print services, the dealer can become the end-user's "single source" for managing printed pages and the hardware used to produce them. By utilizing the services of a dealership that offers a managed print services program, the end-user company can eliminate the need to deal with multiple vendors and invoices and leverage the benefits of a holistic view of its printer fleet. With one vendor responsible for the entire output fleet and all printer-related issues, regardless of brand, the end user can save time and money and improve efficiencies. Meanwhile, the dealership providing managed print services can position itself as a technology partner, ultimately transitioning the end-user's output devices to a single brand and winning additional hardware placements and software implementation opportunities.

What You Will Learn:

• What is a good sales territory?
• Activity and pipeline metrics
• What title in the account do I target?
• How do I get an appointment?
• How to deliver the first appointment value proposition
• When and how to conduct an assessment
• To create an assessment checklist
• How to use a strategy session to build the business case
• How to price an opportunity
• How to design proposals that sell
• How to manage the account for additional revenue

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

Schedule:

• 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.

Hotels/Workshop Locations:


September 22-23:
The Ritz Carlton Hotel
Three Renaissance Square
White Plains, NY  10601
Phone: (914) 946-5500
Website: click here
Room rate: $199 per night

October 11-12:
JW Marriott New Orleans
614 Canal St.
New Orleans, LA, 70130
(504) 525-6500
Hotel Rate: $179/night
To guarantee rate make your reservations by: Monday, September 27, 2010


Course Instructors: 

Tom Callinan is the founding principal of Strategy Development (www.strategydevelopment.org), 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.

David Ramos is a consultant with Strategy Development. He has more than 12 years of experience in the imaging industry as a top-producing business development and management professional. Ramos' career experience spans from working for Xerox Corp. as a major accounts manager to IKON Office Solutions, where he held various positions including director of sales. He also worked at IKON University as a senior trainer and co-developed IKON's sales training program.

For photos of previous MPS Sales workshops, click here.

Testimonials

"In an economy that is faced with daily challenges, Strategy Development offers hope and a 'value-add' plan to help dealers grow exponentially. The program is logical, fact-based and incorporates an 'under-promise/over-deliver' mantra. Very well done!"

Dave Varney
Millennium Business Systems
Cincinnati, Ohio

"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.

"Ed and Tom have a vast knowledge of field experience that they
transfer exceptionally well into the classroom."

Adam Guillen
Johnnie's Office Systems
Temple, Texas

"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.

"The class brought a real-world perspective and approach to print management services. Having dealer/reseller principals in the audience validated concerns as well as the potential that exists in print management services. This is an area of great revenue potential for both dealers and resellers — this was clearly a good investment as you walk away with a package to kick-start new revenue in your business. The beauty of print management services:
you can control the customer's fleet."

Edmund Guerrero
Xerox Corp.
Webster, N.Y.

"Thanks for all of your help and guidance. I feel confident that the information we received will help us be successful with our attempt at MPS. We tried it a few years ago without your guidance and it was a disaster.
Thanks again!"

Lincoln Nunnally
Consolidated Office Solutions
Atlanta, Ga.
 
"This is the best workshop I've been to that walked me through the process step-by-step. I can do this with confidence now."

Rob Hanna
Aaron's Products Inc.
Huntington, W.V.

For more
  MPS Sales
testimonials,
click here.