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BTA Advanced MPS Sales Workshop

Upcoming Workshop Dates and Locations:
  • May 10, 2012 - San Francisco, Calif. (To be taught by Tom Callinan)
Member Tuition: $995*
(Additional attendee from the same dealership: $795)

Non-member Tuition: $1,275 (Includes a one-year BTA dealer membership with $150 member coupon applied.)

Special Pricing: If you attend the front-runner 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 10 workshop.

Recently, many companies have successfully entered the MPS space and have managed to grow a decent-sized portfolio of MPS contracts. Now that you have MPS customers, the challenge becomes how to continue to gain share of wallet within those customers' accounts.

Strategy Development's one-day BTA Advanced MPS Sales Workshop was developed specifically to address the management and expansion of your MPS contracts. This workshop will focus solely on the quarterly business review (QBR), a process Strategy Development introduced to the MPS community. The experts at Strategy Development, the same consultants that brought the QBR to the MPS space, will demonstrate for you, using case studies, a step-by-step process to properly conduct a successful QBR. With proper execution of the QBR, you will grow your revenue and profits. This class will pay for itself on the first QBR you execute upon your return to work.

The case-study approach will ensure any attendee is able to "connect the dots" on implementing the QBR when he (or she) returns to the office and starts selling. No other class in the industry will offer you such insight into how to continue to grow and be profitable in the MPS space. If you are in the MPS space, you cannot miss the educational experience you will gain from this class.

What You Will Learn:
  • The proper contracts for your MPS transactions
  • The goals of the QBR and how to approach the process
  • The information required to conduct a QBR
  • The first QBR: Refresh and redeployment
  • Analysis of financial mechanics
  • The QBR meeting: Gain share of wallet and set up for the future
  • The second QBR: Optimize workflow
  • Analysis of financial mechanics
  • The second QBR meeting: Optimization and setting up the next steps
  • How to sustain the QBR process
All participants will leave with the QBR PowerPoint template.

Who Should Attend: Dealership principals, vice presidents of sales, sales managers and MPS specialists

  • The workshop will run from 8:30 a.m. to 5 p.m.
Lunch and snacks provided.

Hotel Information:

May 10:
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.

Click here to register for the May 10 workshop.

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