welcome to fp’s business growth webinardownload.fp-usa.com/webinars/2017 q1 business...

Welcome to FP’s Business Growth WebinarJanuary 11, 2017

Agenda

• Introduction and Recap

• Dealer Update

• Upcoming Events

• Q1 Programs and Promotions

• Product Updates

FP Mailing Solutions Strictly Confidential2

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

2017 Outlook

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!

FP Mailing Solutions Strictly Confidential

Thank You….

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!

Dealer UpdateKevin Thompson – Director of Dealer Sales

December 2016 Dealer Connect Meeting

FP Mailing Solutions – Strictly Confidential

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

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

DC & MD & DEWV

Alaska

WESTERN REGION - West MIDWEST HQ RSM: Brooks Sullens, 630-200-7833 bsullens@fp-usa.com

Acct RSM: Barr Turlay, 224-240-2937 bturlay@fp-usa.comWest Field RSM: Mitch Hill , 331-321-1075 mhill@fp-usa.comMidwest Field RSM: TBA, 630-335-3665, TBA@fp-usa.com

CENTRAL REGION HQ RSM: Tony Dalessandro, 312-919-5925 tdalessandro@fp-usa.comField RSM: Robert Rinaldi , 312-909-1962 rrinaldi@fp-usa.com

EASTERN REGION - Northeast Mid Atlantic SoutheastHQ RSM: Eric Helzing, 630-200-8068 ehelzing@fp-usa.comNortheast Field RSM: Tim Strange, 224-244-3818 tstrange@fp-usa.comMid Atlantic Field RSM: Jeff King, 331-431-3491 jking@fp-usa.comSoutheast Field RSM: Joey Ferrante, 630-335-3665 jferrante@fp-usa.com

Split states: NJ and PA

Jo Ann Cycon – New Role with targeted dealers

Hawaii

US Virgin Islands

Puerto Rico

Alaska

JUNEAU

DILLINGHAM

BRISTOL BAY

BETHEL

WADEHAMPTON

NORTH SLOPE

YUKON-KOYUKUK

FAIRBANKSNORTH STAR

SOUTHEASTFAIRBANKS

VALDEZCORDOVA

MATANUSKASUSITNA

ANCHORAGE

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

• 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

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

NEW POSTBASE RATES

Express Mail Flat Rates

Marketing Mail RatesE-Return Receipt

FIRST CLASS PRICING – JANUARY 22, 2017

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

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

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

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

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

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

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

POSTBASE USER ALERTS

Annual Dealer Summit

2017 National Dealer Summit

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/

• 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/

• 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

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

National Boot Camp

We went nationwide after regional success …….

National Boot Camp

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 @ srichards@fp-usa.com.

Q1 Programs and Promotions

Dealer Floor Planning

FP Mailing Solutions – Strictly Confidential35

Increase SalesIncrease big system salesIncrease Sales and Tech Training (RSM power visits)Increase Open Houses and VIP demo events

• 4,876 Envelopes Collected Since October! Over 15K points awarded!

• Sign up at: https://fp.mypointrewards.com/

OCTOBER NOVEMBER DECEMBER

GatheRED Actuals vs. Goal

Dealer New Records

Employee New Records

CONGRATULATIONS TO OUR Q4 WINNERS!1st Place: Alternative Business Equipment -Duncansville, PA2nd Place: Digital Office Equipment -Statesboro, GA

• 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

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

• 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

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 (mevanoff@fp-usa.com) or your RSM for Registration

Dave Fitzpatrick – Director of Sales, Major Accounts/Inside Sales

FP MAP Program

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

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

MAJOR ACCOUNT CONTACTS_______________________________________________________________________________________________________________________________________________________________

Patricia Casey (Western)Phone: 630-827-5866Email: pcasey@fp-usa.com

Zach Graff (Midwest)Phone: 630-827-5779Email: zgraff@fp-usa.com

Dash Gorogianis (Central)Phone: 630-827-5753Email: dgorogianis@fp-usa.com

Paul Byram (Eastern)Phone: 630-827-5837Email: pbyram@fp-usa.com

Andrea Huayamave (Coordinator)Phone: 630-827-5722Email: ahuayamave@fp-usa.com

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

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

ULTIMAIL UPGRADE $100 FREE POSTAGE PROMO

• Eliminate cost of rate card

• Simplify rate changes• Seamless downloads

• No cards to load

• Ensure USPS compliance with automatic downloads

CURRENT SALES PROMOTIONS

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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