Welcome to FP’s Business Growth WebinarJanuary 11, 2017
Agenda
• Introduction and Recap
• Dealer Update
• Upcoming Events
• Q1 Programs and Promotions
• Product Updates
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Carl Amacker, CEOWelcome, 2016 Recap & 2017 Outlook
2016 Highlights
ACCOMPLISHMENTS
• Growth (Revenue, Equipment Sales, Supplies, OEM, Market Share, Leads)
• Reduction in Cancelations
• Investments (Facilities, Systems, People)
• Customer Experience Teams
• Marketing & Competitive Database Development
CHALLENGES
• New Product Delays
• Competitive Takeaways
• Upgrades
• MailOne Placements
• EZLease
• Major Accounts
• System Improvements
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2017 Outlook
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We anticipate strong growth in 2017….• New mailing products,• Continued success with OEM products,• Increased discount for metered mail,• Investments from previous years will pay dividends,• New investments will continue to be made,• We still only have 7% market share, and• We have an incredible dealer distribution channel and
program!
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Thank You….
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1. For all of your hard work and dedication in 2016 to make our year a success!
2. In advance for success in 2017, we’re counting on you!
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Dealer UpdateKevin Thompson – Director of Dealer Sales
December 2016 Dealer Connect Meeting
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Topics from the dealer roundtable: MailOne, Pressure Sealers, Dealer “Opportunities” (leads from FP), FP Elite & FP Education, RSMs and Elite Program, PostBase Model Naming Conventions, Sales Trip Stack Rankings, ROI Calculators, Sales Capacity, Supplies Contract End Dates/Portal Functionality, Rental RA Exchanges, EZ Lease, Competitive Takeaways, Slogans, Several PostBase Ideas, PostBase Mini, Ultimails, Strategy (FP German visitor) Presentations, Shipping, Qtrak, and the F&I Conquest Program.
Dealer Partners at Meeting AttendeeMarXam, LLC Mark SheronyMarXam, LLC Fred MaxAutomation Mailing & Shipping Jim JohnsonAutomation Mailing & Shipping Brian JohnsonMultiple Services Equipment Co Byron FischerInnovative Mailing Solutions Mike ThomasMailroom Consultants, Inc. Doug GambillAmerican Mailing Machines, Inc. Andy MunyonAutomated Business Equipment Tom SeittersAPS, Inc. Tim OmerKey Business Solutions Martin KlagholzTri-State Mailing Systems Jim Henry
Mailing Dealer’s Agenda THUR, DECEMBER 8th Carl Amacker, CEO FP’s Future Direction and Objectives for the US Market
Mark Evanoff, National Product & Sales Manager; Stephanie Triggiani, Director of Marketing Sales Programs, Competitive Take-Away and Leads & Opportunities
Open Discussion with Kevin Thompson, Director of Dealer Sales Sales Recruiting and Training Programs
Carl Amacker, CEO; Mike Hannon, Manager of Cancellation/Retention Supplies Strategy & OEM Refurbished Supplies Presentation & Breakout Session
Mike Hannon, Manager of Cancellation/Retention End of Contract Program Discussion and Successes
FRIDAY, DECEMBER 9th Sven Meise, Chief Digital Officer, FP Holding AG. FP Global Strategy & Direction
Lunch w/ OEM Spotlight
Carl Amacker, CEO; Mo Bowlus, National Product & Marketing Sales Manager Parcels are growing: Should We Get into That Business?
Turks & Caicos Dealer Trip Winners
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2008-2010 no trips 2011 Punta Cana DR 2012 Jamaica 2013 Riviera Myra 2014 Puerto Vallarta 2015 Cruise Cozumel & Key West 2016 Turks & Caicos 2017 ??????
APS, Inc.-Seattle,WA 315%Automated Mailroom-Tampa,FL 308%Jersey Mail Systems-Lebanon,NJ 280%Innovative Office Solutions-Golden,CO 273%The Wilson Group, LLC-Pittsburgh,PA 247%General Mailing Equipment-Oklahoma City,OK 232%JBM Sales-Salt Lake City, 219%Multiple Services Equipment Co - North Kansas City,MO 219%Duplicator Sales & Service - Louisville, KY 203%Preferred Business Systems-Whippany,NJ 201%Cell Business Equipment-Irvine,CA 198%ASI Business Solutions-Dallas,TX 196%Tri-State Mailing Systems-Owensboro,KY 196%Automation Mailing & Shipping Solutions-Cleveland,OH 194%American Mailing Machines, Inc.- Burnsville,MN 182%Mailing Systems of Texas-San Antonio,TX 178%Preferred Business Solutions-Kent,WA 176%Freedom Office Solutions-Gastonia,NC 175%TGI Office Automation - Brooklyn,NY 171%Complete Mailing Partners-Grapevine,TX 163%
Reviewing and auditing final numbers this week. Official and formal release should be next week.
New 2017 Dealer RSM Structure
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OR
WA
NVUT
MN
WY
CO
ND
SD
NE
KS
MT
NM
IA
MO
AZ
IL
PA-E
OH
MIWI
ALMS
AR
TX
OK
VA
TN
KY
IN
ME
FL
GA
NY
DC & MD & DEWV
SC
NJ
MARI
CT
LA
PA-W
Alaska
WESTERN REGION - West MIDWEST HQ RSM: Brooks Sullens, 630-200-7833 [email protected]
Acct RSM: Barr Turlay, 224-240-2937 [email protected] Field RSM: Mitch Hill , 331-321-1075 [email protected] Field RSM: TBA, 630-335-3665, [email protected]
CENTRAL REGION HQ RSM: Tony Dalessandro, 312-919-5925 [email protected] RSM: Robert Rinaldi , 312-909-1962 [email protected]
EASTERN REGION - Northeast Mid Atlantic SoutheastHQ RSM: Eric Helzing, 630-200-8068 [email protected] Field RSM: Tim Strange, 224-244-3818 [email protected] Atlantic Field RSM: Jeff King, 331-431-3491 [email protected] Field RSM: Joey Ferrante, 630-335-3665 [email protected]
CA
Split states: NJ and PA
Jo Ann Cycon – New Role with targeted dealers
Hawaii
Guam
US Virgin Islands
Puerto Rico
Alaska
JUNEAU
DILLINGHAM
BRISTOL BAY
BETHEL
WADEHAMPTON
NOME
KOBUK
NORTH SLOPE
YUKON-KOYUKUK
FAIRBANKSNORTH STAR
SOUTHEASTFAIRBANKS
VALDEZCORDOVA
MATANUSKASUSITNA
ANCHORAGE
KENAI
KODIAKKODIAK
ALEUTIAN ISLANDS
SITKAWRANGELL-PETERSBURG
KETCHIKAN GATEWAYPRINCE OF WALES-OUTER KETCHIKAN
SKAGAWAY-YAKUTAT-ANGOONHAINES
Upcoming 2017 EventsMark Evanoff – National Product Sales and Marketing Manager
Stephanie Triggiani – Director of Marketing
January 22, 2017 Rate Change
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• All rate change information sent on December 30th
• Rate change announcement including pricing & promotion
• Four communications• PostBase – You’re Covered• Non-PostBase Rate Guard• Optimail 30 – Your Covered• Non-Rate Guard – How to Get Rates
JANUARY 22, 2017 RATE CHANGE
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Rate Guard• PostBase and Opti can download rates• Ulti, MyMail and centorMail will receive rate cards• FP external scales will receive rate chipsNon-Rate Guard• Major Accounts – CET will process rate card/chip orders like supplies• Dealer Customers – CET will redirect customers to dealersTiming• Rate cards shipping now• Chips shipping by Friday• PostBase & MailOne next week
AFFECTED FP CUSTOMERS
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NEW POSTBASE RATES
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Express Mail Flat Rates
Marketing Mail RatesE-Return Receipt
FIRST CLASS PRICING – JANUARY 22, 2017
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Letters, Large Envelopes and Postcard Rates
Mailpiece 2016 2017 Change
First-Class Mail Letter (1 oz.) $0.47 $0.49 $0.02
First-Class Mail Letter - METERED (1 oz.) $0.465 $0.46 ($0.005)
First-Class Mail Large Envelope (1 oz.) $0.94 $0.98 $0.04
Additional Ounces $0.21 $0.21 No Change
Postcard $0.34 $0.34 No Change
SAVE UP TO 6% USING A POSTAGE METER
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Weight 2017 Meter Rate2017 StampPrice
1 oz. $0.46 $0.49
2 oz. $0.67 $0.70
3 oz. $0.88 $0.91
3.5 oz. $1.09 $1.12
FIRST CLASS LARGE ENVELOPES
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Weight 2016 Rate 2017 Rate1 oz $0.94 $0.98 2 oz $1.15 $1.19 3 oz $1.36 $1.40 4 oz $1.57 $1.61 5 oz $1.78 $1.82 6 oz $1.99 $2.03 7 oz $2.20 $2.24 8 oz $2.41 $2.45 9 oz $2.62 $2.66 10 oz $2.83 $2.87 11 oz $3.04 $3.08 12 oz $3.25 $3.29 13 oz $3.46 $3.50
$0.04 Increase
FIRST CLASS PARCELS - RETAIL
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Weight 2016 Rate 2017 Rate1 oz - $2.67 2 oz $2.45 $2.67 3 oz $2.45 $2.67 4 oz $2.64 $2.67 5 oz $2.83 $2.85 6 oz $3.02 $3.03 7 oz $3.21 $3.21 8 oz $3.40 $3.39 9 oz $3.59 $3.57 10 oz $3.78 $3.75 11 oz $3.97 $3.93 12 oz $4.16 $4.11 13 oz $4.35 $4.29
1 to 4 oz. Same Rate
$0.18 each add’l ounce
USPS EXTRA SERVICES
FP Mailing Solutions – Strictly Confidential
EXTRA SERVICE 2016 2017 Change
Certified Mail™ $3.30 $3.35 $0.05
Return Receipt - Retail $2.70 $2.75 $0.05
Return Receipt - Electronic $1.35 $1.45 $0.10
Certificate of Mailing $1.30 $1.35 $0.05
Signature Confirmation -Electronic $2.35 $2.45 $0.10
PRIORITY MAIL
FP Mailing Solutions – Strictly Confidential
Retail: Up 3.3%Overall: Up 3.9%
CBP Flat Rate: Up to 10.5% Savings
RETAIL 2016 Rate 2017 RateFlat Rate Envelopes $6.45 $6.65 Legal Flat Rate Envelope $6.45 $6.95 Padded Flat Rate Envelope $6.80 $7.20 Small Flat Rate Box $6.80 $7.15 Medium Flat Rate Boxes $13.45 $13.60 Large Flat Rate Boxes $18.75 $18.85
COMMERCIAL BASE 2016 Rate 2017 RateFlat Rate Envelopes $5.75 $5.95Legal Flat Rate Envelope $5.75 $6.25 Padded Flat Rate Envelope $6.10 $6.50 Small Flat Rate Box $6.10 $6.45 Medium Flat Rate Boxes $11.95 $12.40 Large Flat Rate Boxes $16.35 $17.05
PRIORITY EXPRESS MAIL
FP Mailing Solutions – Strictly Confidential
RETAIL 2016 Rate 2017 Rate
Flat Rate Envelopes $22.95 $23.75
Legal Flat Rate Envelope $22.95 $23.95
Padded Flat Rate Envelope $22.95 $24.45
COMMERCIAL BASE 2016 Rate 2017 RateFlat Rate Envelopes $20.66 $21.18 Legal Flat Rate Envelope $20.66 $21.28
Padded Flat Rate Envelope $20.66 $21.64
Retail: Up ~3.7%
CBP: Saves 11.2%
• Price and structure changes to Standard Mail (presorted)
• Standard Mail will be re-branded as “Marketing Mail”
• International letter and parcel prices going up
• Alternative Postage will now be called Shared Mail
• Eliminating permit fees for mailing and receiving parcels & for Qualified Business Reply Mail
• COD will become “Hold for Pickup” mail. No door delivery
OTHER CHANGES
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POSTBASE USER ALERTS
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Annual Dealer Summit
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2017 National Dealer Summit
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There has never been a better time to be an Official FP Dealer!• The Biggest Dealer Event for FP!!• February 12-14th 2017• Rosemont, IL • Hilton Rosemont/Chicago O’Hare• Registration closes on 1/20 –
To Register: www.fp-usa.com/dealer-summit/
2017 National Dealer Summit
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• 4 Special Guests
• Film Crew from Worldwide Business with kathyIreland® airing on Fox News & Bloomberg International
• Registration closes on 1/20 –To Register: www.fp-usa.com/dealer-summit/
2017 National Dealer Summit
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• 66 Dealers Signed up • 7 Sponsors (including FP MAP)• Registration closes on 1/20 –
To Register: www.fp-usa.com/dealer-summit/
10 City Tour
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10 City Tour
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City Event DateWorchester, MA 3/21/2017Newark, NJ 3/23/2017Washington DC 4/4/2017Orlando, FL 4/6/2017Dallas, TX 4/18/2017Kansas City, MO 4/21/2017Phoenix, AZ 5/2/2017Orange County, CA 5/4/2017Nashville, TN 5/16/2017Columbus, OH 5/18/2017
AIMED MEETING
Mark Evanoff –MAILMo Bowlus - OEMPostBase 100 (New)
PostBase One (New)MailOne SoftwareAMP and Folder InsertersM1
National Dealer Boot Camp
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National Boot Camp
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We went nationwide after regional success …….
National Boot Camp
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2017 Dealer Boot Camps:
Level 1:• February 23-24th, 2017• May 11-12th, 2017• June 22-23rd, 2017
Focus: PostBase, FPi2300, FPi4700, FlexMail, and M1
Level 2:• August 24-25th, 2017• November 2-3rd, 2017
Focus: Advanced use of MailOne 2.0, FlexStream
To pre-register for a National Boot Camp, please contact Sabrina Richards @ [email protected].
Q1 Programs and Promotions
Dealer Floor Planning
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Increase SalesIncrease big system salesIncrease Sales and Tech Training (RSM power visits)Increase Open Houses and VIP demo events
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• 4,876 Envelopes Collected Since October! Over 15K points awarded!
• Sign up at: https://fp.mypointrewards.com/
0
500
1000
1500
2000
OCTOBER NOVEMBER DECEMBER
GatheRED Actuals vs. Goal
Goal
Dealer New Records
Employee New Records
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CONGRATULATIONS TO OUR Q4 WINNERS!1st Place: Alternative Business Equipment -Duncansville, PA2nd Place: Digital Office Equipment -Statesboro, GA
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• Each envelope must be submitted with a legible return address
• If the return address is not printed onto the envelope:
• Legibly write the return address • OR tape the return address to the
envelope
• Over 31,000 rewards to choose from!
5 points/per new record
Dealer Loyalty Program
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There’s never been a better time to partner with FP
GET THE BADGE: March 2017
With four membership tiers, the FP Dealer Program is designed for dedicated business owners, large or small, desiring to grow their business and differentiate their company in this highly competitive market.
FP NORTH POLARPALOOZA 1/27-29
FP ELITE NORTH POLARPALOOZA WINNERS
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• Fast tracking new hires• Starts 2/3/17
• Next generation for sales professionals or champions
• Vertical Market of the Month• Case Studies• Sales Tools
FP ELITE – Three Tracks in 2017
FAST TRACK WEBINAR SERIES - 2017
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FP Elite1 Program Kick-off
USPS2 Postal History3 Intro to the USPS
FP Mailing Solutions4 Selling FP Mailing Solutions5 Intro to PostBase6 Software: RemoteOne/ReportOne7 Software: MailOne
Mailing Competitive Knowledge8 Pitney Bowes - Introduction9 Pitney Bowes Segment A
10 Pitney Bowes Segment B11 Postage Finance, Insurance & Leasing12 SendPro & neoShip13 Neopost - Introduction14 Neopost Segment A15 Neopost Segment B16 neoFunds, neoProtect & MailFinance17 Neopost Software Solutions
FP OEM Solutions18 Folder Inserters - Level 119 Folder Inserters - Level 220 Competitive Inserters - Level 121 Intro to Intelligent Inserting (FlexStream)22 USPS - Presort Mail23 Software: FlexMail24 Software: Inbound Tracking25 Addressing & Tabbing - Level 1
Contact Mark Evanoff ([email protected]) or your RSM for Registration
Dave Fitzpatrick – Director of Sales, Major Accounts/Inside Sales
FP MAP Program
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FLEET MANAGEMENT_______________________________________________________________________________________________________________________________________________________________
• Companies with centralized purchasing and multiple field locations
• Companies with at least 30+ locations and first-year order potential of 5 units
• Companies that will purchase about $50,000 in equipment within one year from date of account agreement
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MAP - 2017_______________________________________________________________________________________________________________________________________________________________
4 KEY STRATEGIES• Top 25 accounts defined by each Region• Engaged dealers • Existing MAP accounts Upgrade and new
penetration opportunities• Federal, State , and Local
Coming soon:• Regional Webinars • Opportunity discussion within Markets• NASPO update April• MAP/Dealer successes
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MAJOR ACCOUNT CONTACTS_______________________________________________________________________________________________________________________________________________________________
Patricia Casey (Western)Phone: 630-827-5866Email: [email protected]
Zach Graff (Midwest)Phone: 630-827-5779Email: [email protected]
Dash Gorogianis (Central)Phone: 630-827-5753Email: [email protected]
Paul Byram (Eastern)Phone: 630-827-5837Email: [email protected]
Andrea Huayamave (Coordinator)Phone: 630-827-5722Email: [email protected]
Sabrina Richards – Corporate TrainerFP Education
FP Education Online• New Online Education Training Tool• Free and Open for use to all dealers and their employees• Email communication sent to dealers January 10th
• Dealer must sponsor their staff by providing email addresses of those whom they want registered to Corporate Trainer
• Must have company domain in their email to register• Special approval needed for companies using free email
services• Live Access will begin January 18th
• Email will be sent to the sponsor to schedule appointment day for access
• Emails with login will be sent morning of the appointment day• Scheduled appointments will provide newly registered users
with personalized help if needed
FP Education Online
FP Education Online is a one stop resource for:• Courses• Webinars• Training Videos• FP Calendar of Events• Corporate Announcements• New Product Information• Archive of past Product Launch Webinars
Mark Evanoff – National Product Sales and Marketing Manager
Product Updates
POSTBASE LAUNCHES
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Launch Date: February 14, 2017
• Launch will occur at Dealer Summit in Chicago
• Launch events will start after Summit• Webinars• 10 City Tour• Local events with RSMs
• Largest upgrade opportunity• Sales tools
• Official “End of Life” letter• Comparative side-by-sides
ULTIMAIL END OF LIFE
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ULTIMAIL UPGRADE $100 FREE POSTAGE PROMO
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• Eliminate cost of rate card
• Simplify rate changes• Seamless downloads
• No cards to load
• Ensure USPS compliance with automatic downloads
CURRENT SALES PROMOTIONS
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PostBase MINI - $18.95 per Month
2017 Floor PlancentorMail - $40.00 per Month PSD
Ultimail - Free Postage with PostBase Auto
+2 Bonus Ended 12/31/16
While Supplies Last – 7 Units
Ends 1/20/17
Thank you!
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