Interactive web-based MPS training

Strategy Development has heard the SOS call from the dealer community struggling to launch a profitable managed print services (MPS) program. Our staff of experts created Sales.Operations.Service (S.O.S), a comprehensive educational program delivered through a 10 week webinar series. You will learn all aspects of selling and implementing a profitable MPS program, including operations and service. At the completion of the program you will be ready for any MPS implementation!

Course Agenda

Consultative selling and territory
Differences between selling MPS and equipment sales • Identifying your target and opportunities • Getting the appointment at the correct level • Challenges faced in closing an MPS opportunity • Examples of prospecting scripts and written communications

First appointment objectives
View a professional MPS value proposition • Learn how to build a business case for MPS • Learn to identify the prospects pain points

Conducting the assessment
When to conduct an assessment, and equally as important- when not to • What information you need to collect • What you are looking for and why

The strategy session
Purpose of strategy session • How to design and conduct a strategy session • How to use the assessment results to create a solution • Redeployment examples • Sample Strategy session

Pricing the opportunity
Pricing a blended CPP transaction • Current vs. proposed states on a CPP basis • How device redeployment/refresh affects final proposal

Designing a winning proposal
Sample proposal • How to carry the prospect’s unique business case over to the proposal • Who should be present and what you should cover

Conducting quarterly business reviews
Sample Quarterly Review • How to Use quarterly reviews to add value to the relationship as well as gain more equipment and services revenue • How to expand and extend your agreement

New Fleet Assimilation
Common mistakes and pitfalls • Techniques for taking over existing fleets • What printers should you support?

Data Collection and Fleet Management
Meter collection tools • Warrantee and recycling programs • Managing Parts Inventories • Invoicing

Service Delivery Methods
What good looks like • Methods for delivering service • Technical training • Best practices