top secret tips and tools for selling a compliant government office product solution
TRANSCRIPT
TOP SECRET
Tips and Tools for Selling a Compliant Government Office Product Solution
Office Environment Problem
Breach of Confidential Information
• Over 27 million people have had their identity stolen in the last five years.
• Sophisticated identity thieves are pursuing even bigger payoffs
• 49% of companies affected by a data breach state one or more of the breaches involved the loss or theft of paper
• Department of Defense directive specifically identifies crosscut shredders as the minimum
level of security for shredding
• Identity Theft costs businesses an estimated $50 billion annually.
Information at Risk
Shred the Risk!
LC Industries and AbilityOne
• LCI Founded in 1936 and engaged w/Fellowes in 2000
• AbilityOne (formerly JWOD): products made by blind & disabled workers are mandatory for federal purchasers
• Provides employment for 40,000+
• Allows workers to become self-sufficient taxpayers
• All AbilityOne products must contain 75% direct blind labor
• Almost 3,000 blind-made products
AbilityOne Shredder Facts
• Co–Branded Shredders: Fellowes by LCI under AbilityOne
• Shredder kits from China - Assembled by the blind in America for federal government market
• AbilityOne is exempt from Trade Agreements Act (TAA)
• Six Fellowes by LCI shredders are mandatory for federal procurement (A-list)
• Essentially The Same (ETS) Products that are determined the same form, fit & function
Example: GBC RSX127 is “ETS” as the Fellowes Ability One 970CC
Fellowes by LCI Shredders
Professional Commercial
Current Assortment
970CC
A List
1-3 users
17 Sheet
3200CC
A List
6 – 10 users
22 Sheet
4000SC
B List
10+ users
36 – 38 Sheet
4000CC
A List
10+ users
24 – 26 Sheet
3200SC
A List
6 – 10 users
24 Sheet
2200CC
A List
3 – 5 users
20 Sheet
2200SC
A List
3 – 5 users
20 Sheet
Why Sell AbilityOne Shredders?
• AbilityOne is mandated by the government
• Fellowes by LCI shredders allow resellers & government purchasers to be compliant with federal procurement regulations
• Fellowes has dominant market share and the government wants quality/innovative shredders
• New administration expected to enforce laws more aggressively
• Replacement buyers are on the rise as is the average sale price of shredders
• Fellowes will continue to innovate/support AbilityOne program
C-525C
C-525
Aug. ‘10
2010 - 2011 Government Shredders
ABILITY ONE PROGRAM
990CCi
Aug. ‘10
TAA COMPLIANT
4600MSi
2011
2250CCi
Aug. ‘10
4000SC 4000CC2200SC 3200CC
3200SC
300HS
2011
700HS
1000HS
2011
HS-440
Aug. ‘10
HS-660
Aug. ‘10
HS-880
Nov. ‘10
HS-1010
Aug. ‘10
800 HS
Disc ‘11
400 HS
Disc. ‘11
Office Environment Problem
Unhealthy Work Environments
Unhealthy Work Environments
• 90% of all US office workers use a computer
• 40% work on computers at least 4 hours a day
• Ergonomic disorders are the fastest growing category of work-related illnesses
• 85% of office workers said they have gone to work when they should have stayed home
• The average workspace is 400x dirtier than a toilet seat
• Minor aches and pains cost US businesses over
$61 Billion in lost productivity each year!
(Source: American Medical Association)
• Lifetime costs of injuries occurring in a single year in the US totals an estimated $406 Billion, with $80.2 Billion of that in medical expenses (Source:
Center for Disease Control and Prevention)
Create a Healthy Office Environment
Under Desk Keyboard Drawers
With Microban® Without Microban®
Microbes on an Untreated Surface can Double Every 20 Minutes!
Office Environment Problem
Mobile Workers
• 2.4 Million laptop users are at risk from prying eyes.
•By 2012, more than 80% of mobile workers will create and review information on notebook PCs and mobile devices (Reed Business Information Limited 2007).
• Up to 25% of employer-related identity theft is done by stealing data from laptop computers
• Every year, US company secrets worth an estimated $250 Billion are stolen because of indiscreet business practices (American Society for Industrial Security).
Threats for Mobile Employees
Item No. Description4800801 12.1" Laptop/Flat Panel Privacy Filter 4800901 12.1" Wide Screen Laptop/Flat Panel Privacy Filter 4800001 14.1" Laptop/Flat Panel Privacy Filter4800601 14.1" Wide Screen Laptop/Flat Panel Privacy Filter4800101 15.0" Laptop/Flat Panel Privacy Filter 4800701 15.4" Wide Screen Laptop/Flat Panel Privacy Filter4800301 17.0" Laptop/Flat Panel Privacy Filter 4801001 17.0" Wide Screen Laptop/Flat Panel Privacy Filter 4800401 18.1" Laptop/Flat Panel Privacy Filter 4800501 19.0" Laptop/Flat Panel Privacy Filter4801101 19.0" Wide Screen Laptop/Flat Panel Privacy Filter4801201 20.1" Laptop/Flat Panel Privacy Filter 4801301 20.1" Wide Screen Laptop/Flat Panel Privacy Filter 4801501 22.0" Wide Screen Laptop/Flat Panel Privacy Filter4801601 24.0" Wide Screen Laptop/Flat Panel Privacy Filter
Stop Prying Eyes
Tools & Marketing
• Fellowes Website - Fellowes.com
• Fellowes.com/government
• Sell Sheets for all products
• Customizable Flyers
• Jpeg for HTML Eblast available upon request
• Fellowes Government Brochure
Tools & Marketing
Customizable Flyer
Current TAA Shredders
2010 Fellowes Government Brochure/Tools
• AbilityOne Shredders
• High Security Shredders
• Bankers Box – Made in USA
• Earth Series Desk Accessories
• Ergonomic Products
• TAA compliant
• Green
• Fellowes.com/government
Fellowes Tech Data Account ManagerSharon Millas
Fellowes Government Channel ManagerShane Powell
Contacts