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How To Save 60% On Your Mailing Equipment Fleet
Adam Lewenberg - Background and Experience
• President of Postal Advocate Inc. – The only mail audit and recovery firm in the US and Canada– Manage a portfolio of over 61,000 pieces of mailing equipment for the
largest US companies.– Speak and teach nationally on mail savings and industry trends.
• Industry Co Chair- Boston Postal Customer Council/Mail Systems Management Association member. CMDSS and MDC Certifications.
• Featured Writer for Mailing Systems Technology Magazine.• Worked for one of the largest mailing vendors for over 17 years
– Director of national sales for presort, tabletop inserters, addressing hardware/software and green offerings.
– Was one of the top 5 account managers nationally working with some of the nations top accounts.
• Not affiliated with any mailing vendor - Unbiased advice.
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Equipment Savings Process
September 29, 2016 3
Current Challenges:
Optimized Mailing Fleet Asset Management1. Gain visibility to your equipment and spends.2. Validate questionable charges.3. Negotiate enterprise pricing and terms.4. Work with locations on equipment changes.5. Eliminate fees and overcharges6. Maintain postage balances and claim lost funds.7. Continual review to ensure savings.
This process leads to 30-70% savings!
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Challenges of Managing Fleet Mailing AssetsAreas for improvement
Mailing spend –
low priority
Lack of understanding
of mail category
No centralized oversight
No control of rogue spend
Difficult to assess needs
or requirements
No published pricing for
comparison
Multiple postage
accounts to fund and maintain
Inconsistent prices for
similar equipment
Poor visibility
Unclearinvoices
Challenges With Mailing Equipment Purchasing
1. Huge price variances for similar models at different locations across your fleet
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Example:Model Pricing Variance
Model Quantity Low High AverageHigh/Low
Ratio Total ExpenseTotal if all
at Low RateModel A 9 $348 $701 $459 2.0 $4,133 $3,132Model B 36 $345 $1,573 $801 4.6 $28,839 $12,420Model C 26 $427 $2,063 $1,296 4.8 $33,703 $11,102Model D 13 $1,427 $2,760 $2,019 1.9 $26,250 $18,551Model E 26 $1,524 $4,467 $2,666 2.9 $69,325 $39,624Model F 5 $3,251 $6,276 $5,352 1.9 $26,764 $16,255Model G 5 $7,848 $9,931 $8,931 1.3 $44,655 $39,240Total 120 $233,669 $140,324
Potential Savings $93,345
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2. Expired or non existent Master Service Agreement
3. Lack of visibility to postage spends and usage levels.Companies buying the wrong levels of equipment. In many cases spending more on equipment than postage/usage.
Spend Ratios
Postage Range # of SitesEquipment
SpendPostage Spend Spend Ratio
>$12,000 per year 2 $26,600 $63,500 0.42$1200-12,000 per year 64 $189,054 $155,441 1.22<$1,200 per year 76 $120,291 $41,890 2.87
Challenges With Mailing Equipment Purchasing
Main Cause – Reliance on mailing vendor to work with the locations to define requirements combined with declining mail volumes.
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Challenges With Mailing Equipment Purchasing
4. Vendor inventory reporting is infrequent, unavailable and confusing
5. Lease portfolios with varying end dates often going into evergreen statuses.
Lease Renewal DatesLease Expiration Year # of Sites Value
2013 or Before 19 $28,404
2014 9 $12,198
2015 34 $62,193
2016 26 $54,455
2017 19 $30,795
2018-20 22 $35,691
Total 129 $223,736
68% of your leases are coming up over the next
year.
Visibility and OversightMost important step
• Get reports from your vendors that list:– Account Numbers (Install, Lease, Prepaid and Advance Postage)– Lease Information – Rate, Term, End of Lease, Items covered.– Meter rentals and maintenance agreements.– Model, serial number and description of every item.
• Go to accounts payable and pull spend reports from the main mail vendors and USPS.
• Enter your account numbers on the vendor websites.• Monitor your inventory, invoices and postage balances online
(Recommended to do this monthly).• Find all active locations with equipment.• Set up a schedule for continual review.
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How Postal Advocate can help
• We can work with all vendor’s data and can build this visibility.
• We maintain this data in our enterpriseAdvocate System and provide you access.
• We update this data monthly.• We use this data to drive savings across your mailing fleet.
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enterprise Advocate – Fleet Asset Management System -Dashboard
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Highlights• Graph representing full fleet expenses broken down by category (Leases, meters, fees,
maintenance, postage spend and spend ratios)*The data above is for demonstrative purposes only. Data does not represent true spends and costs.
Graphic Representation of
Total Mailing Expenses
enterprise Advocate – Fleet Asset Management System –Location List
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Highlights• Easy access to all mail spends.• Visibility to fees and savings.• All account numbers are stored in one place.• Simple to drill down to an individual location or invoice.
*The data above is for demonstrative purposes only. Data does not represent true spends and costs.
Spend Ratio Location
equipment cost compared to the postage usage
enterprise Advocate– Multi Location System
September 29, 2016 12The data above is for demonstrative purposes only. Data does not represent true spends and costs.
Highlights• Complete visibility to all
mailing spends by location.
• Can see detail for multiple vendors.
• All account numbers are stored in one simple to access place.
Validate Equipment Spends with LocationsWe typically find 5-15% of a mailing fleet is not needed and can be returned.• Bills often sent to accounts payable with limited review.• Locations not surveyed about the equipment at the location.• Little understanding of the equipment listed on bills and reports.• Vendors have little incentive to validate suspect equipment because of lost
revenue.• Equipment may be sitting in storage with charges accruing.
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Criteria for Search:• Meters not filled for over 6 months.• Expired leases.• Maintenance and meter rentals.• Equipment over 5 years old.• Folders, inserters, openers, shipping
and tracking systems.
Postal Advocate Validation Process
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1. Find suspect equipment and charges.
2. Contact the location to validate needs. (See below).
3. Implement changes and cancellations.
Develop an Equipment Purchasing StrategyHow Postal Advocate Can Help
• Use national spend to negotiate better rates.– We can pull this spend together for the US and Canada.
• Consider running a bid between the main mailing vendors. (Pitney Bowes, Neopost, FP, Stamps.com)
– We have bid templates ready that we have used to negotiated for the largest mailing fleets.
• Negotiate Master Service Agreement and Terms.– We can add and review terms to protect you for the future.
• Define the order process inside your organization.– Purchase vs. lease vs. rental?
• We can guide you through your options.
– How are the equipment needs defined?• Postal Advocate will work with your locations to show options and help implement changes.
– Where are approvals done?– How can the policies be enforced?
• Postal Advocate will manage this process to ensure rules are being followed.
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Choose the right system for each location
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Low Mid HighTypical Monthly Postage Use <$500 $500-5,000 >$5,000
Equipment Speed 15-45 Letters/Min 50-180 Letters/Min 70-310 Letters/Min
Feeding Hand Feed Hand or Auto Feed Auto Feed
Sealing Some Models Included Included
Meter Tapes For Oversized Items
Strip Tape Sheets (Fed like an envelope)
Strip Tape Dispenser
Strip Tape or Roll Tape Dispenser
Weighing (External Scale) 2-10LB 2-149LB 2-149LB
Weighing (Internal Scale) N/A Higher end models Optional
Postal Accounting Summary Info onlySummary or
Transaction LevelSummary or
Transaction Level
Additional Printing CapabilitySimple Meter Ads
and EndorsementsSimple Meter Ads
and Endorsements
Optional - Customized return
address and Graphics Printing
Space Requirements - LxWxH < 29"x18"x13"30"x15"x12"-80"x25"x24"
58"x23"x17"-104"x23"x33"
Typical Supply Costs - Ink and Tape (Per Impression)
Ink - $.01-.06, Tape $.05-.13
Ink - $.003-.03, Tape $.04-.08
Ink - $.003-.005, Tape $.01-.04
Typical Monthly Lease Price $25-125 $125-500 >$500
Mailing System Type
Additional Equipment Guides can be found on our website: www.postaladvocate.com• Inserters• Addressing Systems• Envelope Printers• Mail Automation Software• Incoming Tracking Systems• Shipping Systems• PC Postage• Letter Openers and Extractors• Mail Accounting Systems
Renewal Process
• Who works with the locations to define the needs and provide options? (Vendor, staff)
• What review process is set up to make sure it is the right solution?• How do you protect against:
– Evergreen clauses– Remaining balances – Unauthorized lease extensions – Unneeded equipment or wrongly sized models– Locations not getting national account discounts
• Who follows up with each location to make sure new equipment is set up and the old equipment was removed?
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Postal AdvocateEquipment Renewal Process
September 29, 2016 18
Step 1: Customized Renewal Email
Implement renewals, terminations and new equipment needs.
Analyze current pricing and terms.
Set Standardized equipment rates and updated MSA’s.
Document all new equipment, savings and notes.
Work with locations to define needs and show options.
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Postal Advocate Equipment Savings StatsSavings Type # of Transactions Total Savings % of SavingsEquip Savings: New 245 632,406$ Equip Savings: Renewal 2556 16,928,994$ Equip Savings: Terminate 846 1,424,947$ Total 3647 18,986,346$ 60%
Renewal Email
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Detailed Location Information
Company Defined Purchasing Process.
Compare Current Equipment and Costs to new options.
Detailed description on all equipment.
Web, PDF and Video links for more information.
Step 2: Equipment Change Request Form
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Step 3: Equipment Ordered Validation with Instructions
September 29, 2016 21
Step 4: Client Validates Completed Request
September 29, 2016 22
Eliminating Vendor Fees/Overcharges
• Pay bills on time.• Look at each invoice and validate all
chargeable items.• Cancel vendor equipment insurance.• Terminate chargeable loyalty programs.• Make sure postage refill and advance
charges are included or monitored.
September 29, 2016 23
PostageRefil l Fees - Rentals $0-20 each
Postage Advance Fees Included or up to 1% of the Advance
Postage Advance Late Fees 0-15% of the Advance
Postage Advance Finance Charges 15% or higher APR
Overlimit Credit Charge Varies by Vendor
Annual Fee Rewards Program Varies by Vendor
LeaseLate Fees Varies by Vendor and Lease Value
Insurance - Leases Only
Varies by Vendor and Lease Value - Automatic enrollment unless proof
insurance is provided.
Mailing System Fees
We find companies paying tens of thousands in fees and overcharges that can be recovered or eliminated
for the future.Postal Advocate Avoidable Fees and
Overcharges Savings Stats1,886 Transactions - $1,106,051
Typical Vendor OverchargesInvoices not giving national account discounts.Meter, maintenance and rate change charges when included on a lease.Bil ls for equipment from closed sites.Reset and advance postage fees that should be included.Loyalty points that go undredeemed or cashed in for personal use.
Postage Funding – Prepay or Advance
• Prepay Advantages – No fees• Advance Advantages – Convenience• Don’t be fooled by earning interest on prepaid balances.• Choose one postage payment method and stick with it - don’t flip
flop.• Check balances in the meter and in the postage account.• Think twice about ACH.• Consolidate into master accounts whenever possible.• Postal Advocate can help manage your postage accounts to ensure
optimal funding.
September 29, 2016 24
Lost Postage Recovery
• We have found over $2,400,000 in lost postage sitting in dormant postage accounts. Plus over 21,000 transactions turned over to the states. This happens because:– Offices close, merge or just turn in their meters.– The money is expensed once sent in for postage.– The advance account is used when funds sit idle in the prepaid.
• Steps to find money.– Find account numbers of your current and past meters.– Enter these account numbers online on the vendors website to see if
any data is available.– Contact your meter vendor to validate funds available.– Check the unclaimed funds databases to see if funds were turned in.
Postal Advocate can research these funds and help you get them returned quickly.
September 29, 2016 25
Cash in Loyalty Points
• Pitney Bowes has a rewards program that gives you points for purchasing postage, supplies or other services that can be linked to the Purchase Power account.
• These points oftentimes sit idle or are not understood.• Points can be turned in for:
– Purchase power credits that can be used for postage and supplies.– Personal gifts
Postal Advocate can help cash in these points for you before they expire!
September 29, 2016 26
Supplies Strategies
• Buy in bulk – Most vendors will give you published discounts if you buy multiple ink cartridges and meter tapes.
• Check third party non OEM (Low Volume) – There are many companies out there offering non mailing vendor based supplies that may be a consideration. The major office supply stores are also carry this ink for low end meters. Find out from your manufacturer if there is any binding agreement where you are required to use their supplies.
• Ask for discounts – If you have multiple locations or are buying large amounts of supplies, ask if you are eligible for any additional discounts. It never hurts to ask.
September 29, 2016 27
Low Mid HighTypical Supply Costs - Ink and Tape (Per Impression)
Ink - $.01-.06, Tape $.05-.13
Ink - $.003-.03, Tape $.04-.08
Ink - $.003-.005, Tape $.01-.04
Mailing System Type
Helping multi-locationorganizations streamline
their mailing costs
61,300 pieces ofequipment, managed
by Postal Advocate
Recovered over$5,000,000
in lost postage, vendorovercharges and fees
ENTERPRISE-WIDE MAIL AUDIT AND RECOVERY
OVER $25,000,000 IN CLIENT SAVINGS
$697K60%
Average ClientSavings
Average EquipmentSavings
HOW WE DO IT• 250+ years of industry experience• Comprehensive web-based tool
providing visibility of all mail and equipment spend
• Time Savings - Assistance in fleet management
visit www.postaladvocate.com or call (888)977-MAIL(6245)
Sign Limited AgencyAgreement/Kick-Off Call.
Provide copies of vendor invoices, AP export,
location list, equipment inventory list.
Present savings opportunities and get client approval.
Postal Advocate provides ongoing support,
manages renewals, billingand vendor compliance.
Provide enterprise visibility of all spend, costs and
documented savings through enterpriseAdvocate.
Provide client log-in.
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HOW ITWORKS
Work with current vendor to build population report, contract terms/start/end dates,
postage volumes, costs.
Analyze spend, check for contract compliance, billing errors, vendor fees/overcharges, lost postage.
Identify savings opportunities.
Submit vendor credit requests, lost postage forms and
eliminate avoidable fees.
Negotiate pricing. Create catalog.
Work with locations -asset validation, rightsize, termination…
Full implementation of savings.
visit www.postaladvocate.com or call (888)977-MAIL(6245)
Conduct Analysis
NO COST – AUDIT PHASE CONTRACTED CLIENT
Free No Obligation Mailing Fleet Analysis
• Completed in 2-3 weeks• Outlines, spend and specific savings opportunities• Minimal client involvement
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Savings Summary Locations Meter RentalsMaintenance Agreements
On Call Maintenance Lease Total Postage Spend Ratio
0.00
Item Current 2015 2016 2017 SavingsCombined Savings
Equipment Costs
Avoidable Fees(Late Fees, Finance Charges, Equip Insurance, Loyalty Plans)
Contract Violations (Supply, maintenance, meter discounts, overcharges)
Lost Postage Funds (Meter Accounts)
Lost USPS Permit Funds
Total $0 $0 $0 $0 $0 $0
Equipment Savings Process
September 29, 2016 32
Summary
Optimized Mailing Fleet Asset Management1. Gain visibility to your equipment and spends.2. Validate questionable charges.3. Negotiate enterprise pricing and terms.4. Work with locations on equipment changes.5. Eliminate fees and overcharges6. Maintain postage balances and claim lost funds.7. Continual review to optimize savings and spend.
This process leads to 30-70% savings!
Future Webinars:
Register at www.postaladvocate.com
Wed Oct. 19, 2016 - 1pm EST - Top 9 Ways To Recover Lost Postage
Thurs Nov. 17, 2016 – 1pm EST – The Ultimate Tour –Multi-Location Fleet Management System –enterpriseAdvocate System
September 29, 2016 33
Contact info: (20pt)
September 29, 2016 34
Questions?
Contact: Adam Lewenberg - President888-977-MAIL X [email protected]