1A. The Anatomy of a MPS Deal
Discover the key factors needed that will evolve your business into an all-encompassing managed print services provider. Learn actionable, unique sales strategies to increase your revenue.  Learn the essential elements in how to master the sale, leading to how to craft a successful MPS program.

2A. MPS - Crafting the Deal Step by Step
You’ve done the assessment, now what?  Learn to demonstrate step by step, how to craft a Managed Print Solutions deal including how to crunch the numbers to make higher profit margins. Actual customer numbers used from actual MPS deals. See how dealers are regularly exceeding 50%margins. Learn how an MPS agreement works including adding & swapping assets, booking the deal and how the money flows between your dealership and your financing source.

1B/2B. Steps to MPS Success: Prospecting, Assessment, Pricing, Proposal, Contract Management
Together, these experts will guide you with actionable and appropriate steps for MPS success. Learn who your best target market is. Learn how to perform a winning assessment (detailed checklists provided to guide you through the process). Learn how to price printers to win business and be profitable (receive pricing guides and resources). Learn how to write MPS contracts that can’t be refused (receive sample contracts, proposals, etc.). Get the answers for “I won the deal, now what?” (Receive checklist and procedures to ensure profitability). This is not the commercial approach but rather, use of valuable, actionable information gathered from successful programs throughout the country, presented by a knowledgeable team with more than a decade of MPS sales experience to draw from.

Presented By: Laryssa Alexander, ECi with George Gallian, Compass Sales Solution

1C. Effective Strategies for MPS Software Utilization
First, the session will review the capabilities of available MPS software solutions and how they are deployed in an effective print management strategy.  The discussion will focus on software strategies to both increase new business revenue and to protect the current revenue/customer base. Attendees will leave with a clear understanding of print management software, deployment methods and challenges, what data to expect, and how to turn print management activity into profitable results.

2C. How to Market Managed Print
Dealers can supercharge their MPS right away; learn how breakthrough online MPS sales training, and repositioning strategies found in field proven marketing packages, including lead generation videos &  effective MPS brochures, will showcase your dealer logo and assist in quality presentations to C-level decision makers, resulting in increased business. 

Presented By: Darrell Leven, FMAudit; Aaron Dyck, LMI 

1D. Increase MPS Print Volume Through High-Value Documents
First, the session will review the capabilities of available MPS software solutions and how they are deployed in an effective print management strategy.  The discussion will focus on software strategies to both increase new business revenue and to protect the current revenue/customer base. Attendees will leave with a clear understanding of print management software, deployment methods and challenges, what data to expect, and how to turn print management activity into profitable results.

2D. MPS Elements to Fit Your Situation
MPS programs come in all shapes & sizes.  To find the right fit for your dealership/situation, you must evaluate your customer’s needs, your resources, and the essential elements of an MPS Program.  We’ll guide you through the segmentation of your customer base, stratification of your organization’s core competencies, and program factors to consider for MPS alignment. Dealers will come away with a thought process to define their priorities and next steps to be successful in presenting print solutions to key accounts.

Presented By: Mark McCuen, EFI; Barney Kister, Supplies Network 

1E. Optimizing MPS and Document Management
First, MPS provides not only a great way to optimize the printing output of an organization but also can serve as a platform to launch into workflow optimization with electronic Document Management Systems (DMS). Based on real life examples, both disciplines can be connected in the selling process and ultimately, provide a maximized value for the customer as well as for the vendor.

2E. Consumables: Migrate from Transaction to Contract
Delivered training on how to take the factual data that is uncovered in the assessment phase of an MPS engagement and understanding what information should be used to improve client workflow and asset utilization, all while enhancing margins. Includes the impact on cash flow as it relates to the simple transaction of selling consumables to a MPS program which requires additional cash flow due to the change in model which today is payment up front vs. payment over time.

Presented By: Thomas Schneck, DocuWare; Gregg Mader, Printer Essentials