Are you sick of hearing why your MPS program isn’t working and want to learn how to position your dealership for success? GreatAmerica Leasing may have the answer.
Over the years I have worked with GreatAmerica, I have been impressed with the quality and caliber of their team as well as their consistent innovations in program offerings to the dealer community. Now, I bet you are asking yourself the same question I did, “How does a leasing company believe it can offer a dealer advice on how to run a successful MPS program?”
The answer might surprise you, “We interviewed successful dealers and asked them what worked – and what didn’t,” said Greg Van DeWalker and Sarah Henderson of GreatAmerica Leasing.
It’s that simple?
Why Didn’t I Think of That?
No, it’s not that simple.
Moving to a managed services mentality is a seed change, requiring owner-level buy-in. There are no half-hearted commitments, but many think they can tread water long enough to see which way the current turns. Prepare to drown folks.
Even though there are no handouts in this business, programs such as the MPS Navigator (backed by quality organizations like GreatAmerica) do offer methods to discover meaningful answers for your organization as well as access to speak with mentors with proven success.
The Great America MPS Navigator program is geared towards dealerships, helping them analyze their current situation and offering structure so choices can be made on business areas lacking in focus. Some of the areas covered are: Business model and operational structure planning, selection of MPS infrastructure resources, sales force engagement strategy and compensation, and go-to-market strategy.
What’s Next?
How often has training left you wanting for more – and wanting for a way to actually apply what you just learned? Aside from participating in what has been categorized as a highly interactive business planning session, GreatAmerica has partnered with industry heavy-weights like Steven Powers (author of Power Selling), Kevin Morris, Mark Shelton and Doug Johnson to offer MPS Sales 101 (Beginning to Intermediate MPS Sales Process Implementation) and MPS Sales 201 (Advanced MPS Deal Crafting, Case Study and Best Practices Sharing).
Take-Aways:
At the end of the day, you must choose where you stand, and whether your footing is firm. GreatAmerica has designed this program to augment and assist dealerships who know they want to pursue a strategy of MPS, but have experienced failures and false-starts in their own programs. With a solid company such as GreatAmerica standing behind an offering like this, it would seem to me the only obstacle to your dealership’s success might be choosing not to participate in a program like this.
Ken Stewart’s website, ChangeForge, focuses on the collision between the constantly changing worlds of business and technology in an information-centric world. Ken serves on the board of the Managed Print Services Association (MPSA), an international industry organization seeking worldwide best practices for the managed print services industry, and writes a weekly column for MPS Insights. He is also the founder of Seeking the Son, and is always interested in connecting with you to see how he might help you.
