NEWS RELEASE
For Immediate Release For More Information
Contact:
Sept. 4, 2012 Brent Hoskins
Executive Director
Business Technology Association
(816) 303-4040
Business Technology Association Unveils
Two New Managed Print Services (MPS) Workshops
Instructors Doug Johnson & Mike Lecak well known for MPS expertise
Kansas City, MO — The Business Technology Association (BTA; www.bta.org)
has announced two new classroom educational workshops that will provide office
technology dealerships the guidance and tools they need to establish and manage
highly successful managed print services (MPS) programs. The two classes will make
their debut on Nov. 14-15 as front runners to the Capture the Magic event
(www.bta.org/BTAWestEvent), to be hosted by BTA West on Nov. 15-16 at the
Mandarin Oriental in Las Vegas, Nev.
The BTA MPS Client Engagement Workshop, designed for MPS sales specialists,
is an interactive, full-day course that will take participants through the entire sales cycle
for MPS engagements with clients. Utilizing the eight-step MPS Client Engagement
Model, participants will learn how to create a compelling value proposition to increase
success in securing MPS engagements, practice conducting C-level appointments in a
"live" setting, conduct an efficient and effective assessment process, and build
compelling, profitable proposals.
The BTA MPS Survival Guide Workshop, designed for dealership owners and
executive-level management, is a day-and-a-half interactive, hands-on course 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 the attendee's 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.
The workshop instructors are two of the office technology industry's leading
minds in the area of MPS — Doug Johnson, senior vice president of Supplies Network,
and Mike Lecak, who serves as director of MPS at Supplies Network. Both Johnson and
Lecak will serve as instructors for the sales specialists workshop; Johnson will lead the
owners and managers workshop.
"We are very pleased to be establishing this new education relationship with
Doug and Mike, whose credentials and expertise in the MPS arena are essentially
unparalleled within our industry," said BTA President Terry Chapman. "We are
particularly pleased to be able to offer the dealer community a very affordable source of
training to help ensure success with their MPS programs."
BTA member tuition for the BTA MPS Client Engagement Workshop is only $699.
The BTA MPS Survival Guide Workshop is only $899. BTA members may also apply
their $150 or $250 discount coupon received with their membership toward these
workshops.
“Mike and I are delighted to be associated with BTA and its MPS educational
program," Johnson said. "BTA members have long been leading the market in the
delivery of MPS to a wide range of customers large and small, and we are looking
forward to helping the membership accelerate their success with this vital business
model.”
David Concors, vice president of sales for Supplies Network, expressed his
enthusiasm for the new BTA MPS workshops as well. "In recent years, many office
technology dealers have improved the profitability of their dealerships based on the
MPS program guidance provided by Doug and Mike," he said. "We are very excited that
they will now have the opportunity to help an even broader group of dealerships through
this new education alliance with BTA."
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.
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, Lecak 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 joined
Supplies Network in 2011.
For more information on these workshops, visit
www.bta.org/MPSClientEngagement and www.bta.org/MPSSurvivalGuide or call (800)
843-5059.
Attend either of the inaugural MPS workshops in November and receive free,
full registration to Capture the Magic.
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 website 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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