NEWS RELEASE
For Immediate Release For More Information Contact:
Feb. 20, 2013 Brent Hoskins
Executive Director
Business Technology Association
(816) 303-4040
BTA Announces Upcoming Managed
Print Services (MPS) Educational Programs
Instructors Doug Johnson & Mike Lecak well known for MPS expertise
Kansas City, MO — The Business Technology Association (BTA; www.bta.org)
has announced two upcoming MPS training programs that will provide office technology
dealerships the guidance and tools they need to establish and manage highly
successful managed print services (MPS) programs.
The BTA MPS Client Engagement Training Series, taught by Mike Lecak,
president of Collaborative Consultant Group, is designed for dealership owners and
MPS sales specialists. The series, which will begin at 3 p.m. Eastern on Wednesday,
April 3, consists of six weekly one-hour, Web-based courses that are designed to assist
participants in: getting the appointment; MPS value propositions; conducting the
appointment; the assessment; the proposal; deal implementation; and client
management. In addition to the six sessions, each attendee (or attending company) will
receive three one-hour, one-on-one coaching sessions. During these sessions,
attendees will work with the instructor on three specific accounts. With Lecak's guidance,
attendees will take these opportunities through the sales process, from appointment
through the assessment to the proposal and contract. Attendees will have a chance to
gain valuable insight while working on actual "live" prospects.
Lecak has been in the industry since 1983, starting with ComDoc in Pittsburgh,
Pa., then the largest independent dealership of both Ricoh and Lanier copier/MFPs in
the East.
After a successful 15-year career, he joined Toshiba as a district sales
manager. After a period of running his own consulting practice, Lecek joined Print Inc. in
2004 to manage sales for the company's channel-focused PrintValue Solutions program.
His team was responsible for all facets of bringing MPS practices to Print Inc.'s channel
partners, including sales, service, training and sales compensation models. In 2009,
Lecak joined Konica Minolta to manage its West Region for managed print. He currently
serves as president of Collaborative Consultant Group.
The BTA MPS Survival Guide Workshop, taught by Doug Johnson, senior vice
president of Supplies Network, is designed for dealership owners and executive-level
management. The workshop, to be held on April 16 in Las Vegas day prior to the ITEX
Show, is an interactive, hands-on workshop that will cover the various MPS program
options available in the market today, explore the resource and skill requirements for
each, and highlight the financial impacts of an MPS business model on your current
business. Attendees will leave the workshop with a personalized business plan outline,
a tailored sales compensation plan, and a clear understanding of the assets and
competencies needed to be successful.
With more than 30 years of industry experience, Johnson was with Hewlett-
Packard (HP) for 20 years, serving as senior vice president of worldwide marketing for
the Imaging and Printing Group (IPG), and as vice president and general manager for
HP's Supplies Imaging Division. He later joined Print Inc. as a startup in 2001,
pioneering many MPS operational practices. Johnson served as senior vice president
and COO of Print Inc., and president of its subsidiary, PrintValue Solutions Inc. In 2006,
Print Inc. was sold to Pitney Bowes. After leaving Print Inc., Johnson had a three-year
engagement as an MPS consultant, founding RedSage Consulting and RedSage
Partners. He joined Supplies Network in 2010.
BTA member tuition for the BTA MPS Client Engagement Training Series is only
$795 for one attendee and $1,995 for an entire dealership. The BTA MPS Survival
Guide Workshop is only $599. BTA members may also apply their $150 or $250
discount coupon received with their membership toward the BTA MPS Survival Guide
Workshop.
For more information on these workshops, visit
www.bta.org/MPSClientEngagement and www.bta.org/MPSSurvivalGuide or call (800)
843-5059.
Founded in 1926, the Business Technology Association serves office technology
dealerships, resellers, manufacturers, distributors and service companies. Its core
members — office technology dealerships — consult, sell and service hardware,
software and supplies with the goal of helping businesses maximize their
investment in devices and technology. Through the association's various
educational programs, information, research, legal services, publications and
guidance, BTA member dealerships are positioned to be the premier source of the
office technology used by businesses throughout the United States every day. For
more information on BTA, visit its Web site at www.bta.org or call (800) 505-2821.
The fax number is (816) 941-4838. You may also write to: BTA, 12411 Wornall Road,
Kansas City, MO 64145.
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