DECEMBER 2021 ISSUE NUMBER 04
The Wave
News and updates for Team BlueCrest
In this issue: 02 Message from Dennis Year-end Video Message from Dennis 06 Introducing BlueCrest Recognition BlueCrest’s ICARE Recognition Program 12 Thought Leadership Accelerating Automation by Rick Becerra 14 I nternational Update by Kim Andersen
Team, During our November All-Employee meeting, I had the pleasure of reviewing our progress for the year with you. If you were not able to attend the meeting, a recording is available on the BlueCrest Net. As we covered in the meeting, we saw a continued acceleration in written business, which is 48% ahead of plan and 45% better than last year. That performance yields a backlog at record levels of $119m, most of which is for 2022. Dennis P. LeStrange President & CEO, BlueCrest
Conversely, the global supply chain disruption continues to impede our normal flow of manufacturing, integration, and installation. However, the commitment and resilience of our teams is offsetting many of these challenges, and that internal spirit combined with our robust backlog and pipeline gives me confidence that our full year objectives are within sight. In other news, I am happy to introduce our new Recognition Program, focused around our ICARE key behaviors. For more thorough information on the program, please proceed to pages 6-7, or visit the recognition page on the BlueCrest Net to recognize a colleague today. Lastly–and in the spirit of innovation–I’d like to try something new this quarter by leaving you with a video message below. As we are always looking for ways to improve our communications, I hope you find this method to be a fun change of pace. If it works well, we’ll look at imbedding more videos in the newsletter in the future. Holiday Video Message from Dennis Please click below to watch on Microsoft Stream.
Dennis P. LeStrange, President & CEO, BlueCrest
'
2
J
The Wave | December 2021
Events Calendar of Activities
Customer Events Modex March 28-31, Atlanta MODEX brings together solution providers who demonstrate their equipment, systems and services to manufacturing, supply chain and transportation professionals. https://www.modexshow.com/
C!Print Feb 1-3, Lyon, France See all the big names in the digital printing and large format markets. https://www.salon-cprint.com/en
NAPM - Annual Conference Feb 15-17, St. Pete Beach, FL
Pack Expo East March 21-23, Philadelphia, PA
Internal Events All-Employee Meetings February 2, 2022, May 19, 2022, Sept 7, 2022, Dec 7, 2022,
9:00 AM ET 9:00 AM ET 9:00 AM ET 9:00 AM ET
BlueCrest in the Market February 9, 2022 May 25, 2022 August 24, 2022 November 16, 2022
11:00 AM ET 11:00 AM ET 11:00 AM ET 11:00 AM ET
Ask the Experts Strata Launch (The Cloud)
BlueCrest Innovation Summit April 27, 2022 Danbury, CT
We are excited to welcome clients to our very own Innovation Summit at BlueCrest World Headquarters! https://bluecrestsummit.com/
February 4, 2022 12:00 PM ET
Sales Kickoff Danbury, CT
January 25-27, 2022
KPI DASHBOARD Key Performance Indicators – Are you Paying Attention? Since introducing our Key Performance Indicators (KPIs) earlier this year, we have also updated all employees on our progress during our November All-Employee Meeting. We are in the process of identifying our KPIs for next year and look forward to sharing with everyone at an upcoming All-Employee Meeting in February! Mark your calendars!
We have also made it easy for you to check on our KPI performance anytime by posting them to the intranet. Please do take the time to review them and if you have any questions reach out to me directly at carl.amacker@bluecrestinc.com. I would be pleased to receive your comments and input. Read more
3
BlueCrest Spotlights
Commercial Wins
BlueCrest Service Team at Revspring in Oaks, PA by Mark Von Hofen We would like to commend the BlueCrest Service Team at Revspring in Oaks PA, including team members William Laird, Watha Kong, Kevin Pool, Alvin Cornman and Carl Liberg. In the last month they have installed, configured a model change, and networked a used inserter that came from another site. They did this while completing a cycle count and, working with Dave Worrill, installed software to make for a tighter quality assurance program for the client. Revspring Management also commented on how the team has stepped up with extra work to maintain productivity at the site that has been hit hard due to the client’s lack on staffing. The team is helping the client’s new operators adjust and understand the work performed at the site. It is a pleasure to have client meetings where positive comments on the BlueCrest technicians is the very first thing mentioned on the agenda.
UK Returns to In-Person Client Events! The UK team organized a local event to bring clients together for the first time since COVID-19. The event was held in the historical town of Cheltenham, and provided a forum for clients who have been ‘locked down’ for almost two years to be able to network, hear about each others’ challenges, and to get an update on BlueCrest’s strategy and innovation in terms of products and services. We had guest speakers from Kyocera speak about the EvoluJet as well as an industry expert on fulfilment – the upstream processes to parcel sortation – which is a hot topic for may of our clients at the moment as they try and diversify to offset the mail volume declines. “I normally consider these events to be a success if I come away with one tangible take-away – and I noted six I want to follow up on! - a Chief Operating Officer
4
Caption: Richard Smith talking our clients through our Professional Services offerings
Great participation and engagement from clients and colleagues alike, and we already have six new or accelerated opportunities for Q1/2 2022 that the team is working through as a result of the meeting. We are looking to replicate the model in the north at the end of January. - Guido Rietti The Wave | December 2021
Emil Katsouris
Field Service Technician Spotlight In April of 2021, Emil Katsouris provided local support for a Vantage Sorter installation at PBPS Levittown. He assisted the Sorter installation team and then maintained daily wake up calls for an extended period following the installation. The success of this installation has led to a huge revenue sale already and paved the way for additional sales in the future. “Emil Kastouris is one of our heroes, stepping up as a local technician and supporting the site the way he did was outstanding. Sites that are rich with completive equipment are always hard to break into,” Lori Swetlin said. This successful test has paved the way for many more systems at PBPS. way for additional sales in the future. Emil showed patience, understanding, and positioned our solutions to win. It takes a great team to pull a completive win off like this. “I second Lori’s sentiment,” Rick Becerra said. “Great collaboration. We are paving the way showing our clients the value we can provide, again and again, and it’s because of stars like Emil that we are successful in these endeavors.” Caption: Congrats, Emil Katsouris!
Teams Overcome Challenges by Tony Giarla Over the past few months, we have faced many challenges at the Verizon Onsite locations in Massapequa, NY and Durham, NC, but the teams have met them head-on, never skipping a beat. From a complete equipment refresh to COVID-19 challenges and retirements, this team of service professionals has always stepped up to the challenge to assure Verizon’s success. In addition to delivering Operator and Machine Efficiencies that are considered “Best in Class”, the team’s versatility has offered Verizon cost savings and growth opportunities for Bluecrest. Led by Durham Site Coordinator Phil Santana, we showed the client how they could transition work performed by Kern to our Epics leading to the elimination of Kern, leaving Bluecrest as the sole service provider. Similar successes have been recognized in Massapequa by Site Coordinator Wilfred Benjamin, as we are currently servicing a third party Sleever and looking at opportunities to incorporate competitive bursters and conveyors to our contracts. The efforts of the team do not go unnoticed. They are regularly recognized during our Business Reviews with the client. Verizon understands and appreciates the success they achieve does not come without the dedication and commitment of each team member from both Verizon and Bluecrest. Success is a total team effort. Many thanks and gratitude to our Onsite Service teams! Verizon Massapequa, NY: Wilfred Benjamin, Frederick Romuno, Baldeo William; Verizon Durham, NC: Phil Santana, Denzil Ludford, Melvin Serrano, William Glennon, Nicola Bottini.
5
BlueCrest Recognition Program NEW You asked and we delivered! We are excited to launch the new BlueCrest Recognition program on the BlueCrest Net! Introducing BlueCrest Recognition Give your peers an on the spot “HIGH FIVE” and let them know they are an important part of what makes BlueCrest a great place to work. Let’s recognize and celebrate one another for exemplifying BlueCrest ICARE key behaviors (innovative, collaborative, accountable, resourceful, enthusiastic). Reward colleagues and team members anywhere in the organization for standing out in the BlueCrest crowd. (Employees at all levels of the organization can submit “High Fives,” but VPs and above are not eligible to be receive them.)
How do I Give Someone an ICARE High-Five? 1. Click here to visit the BlueCrest ICARE Behaviors page. 2. Click the button to fill out the submission form: 3. Select the key behavior(s) demonstrated 4. Provide a detailed reason for the award – we want to celebrate with you! 5. You may recognize individuals as often as you like. Available on the BlueCrest Net!
6
The Wave | December 2021
Give Your Peers a Virtual ICARE High Five!
Recognize a peer now!
What happens next? 1. The recipient’s name immediately appears on the BlueCrest I CARE Behaviors page 2. The recipient and their manager will receive an email notifying them of their outstanding contribution As we move through the year, all recipients will be considered for quarterly ICARE Applause prizes, culminating with the annual ICARE Standing Ovation award and global recognition!
Quarterly and Annual ICARE Awards
Celebrate Q4 ICARE High Fives! Head to the front page of the BlueCrest Net to see all employees recognized this month for their outstanding contributions.
ICARE Applause 3-5 winners will be selected quarterly from the ICARE High Five awards. The winners will receive BlueCrest Swag and a $100 gift card. ICARE Standing Ovation 1-3 winners will be selected annually from the ICARE Applause winners and will receive BlueCrest Swag, a $250 gift card, and recognition on the BlueCrest Net and the global bluecrestinc.com web site.
7
Product Updates
Introducing...
Financing entire solutions.
BlueCrest Financial Services is the newest offering from BlueCrest that provides something a little different than our traditional products…flexible financing, tailored to our clients unique business requirements.
With BlueCrest Financial Services, all BlueCrest solutions are now more affordable and accessible to clients—regardless of budget. Our customized and bundled solutions allow clients to finance an entire solution, including software, equipment, software, accessories, services and maintenance all in one, easy-to-manage monthly payment to best meet the cashflow needs of our clients. BlueCrest Financial Services Delivers on Affordability:
• 100% Financing
• Competitive Rates
• Flexible Terms
• Conserves Capital and Bank Lines of Credit
Working with a proven partner, BlueCrest Financial Services will make it easier than ever for clients to acquire our advanced systems technology to keep their operation running at peak performance needed to drive business growth. 8
The Wave | December 2021
Check out the most recent Industry Corner Podcast by BCC Software. Episode 52 - 11/30/2021 Chris Lien recaps the recent DTAC meetings, and discusses some upcoming changes to the USPS Board of Governors. Listen here
Ask the Experts
Organizational Announcements As our company continues to evolve and grow, so do our team members. Please take a moment to read these recent organizational announcements. > Office of the CEO November 30, 2021
Ask the Experts is a regular online webinar and Q&A where BlueCrest gurus share the latest news and information on our products and services.
What’s New at BlueCrest
> Q4 Promotions December 9, 2021
> Reporting and Compliance December 13, 2021
> Accounts Receivable December 13, 2021
> Congratulations to Dean Postings Download Deck
Download Recording
Earned U.S. Citizenship September 30, 2021
Sales Playbook for Outlook Control
Download Deck
Download Recording
“Enhance Voter Confidence” Webinar
Download Deck
Download Recording
9
BlueCrest News Isle of Man Post & Oman Post Our Parcel sortation offering continues to hit the ‘sweet spot’ for smaller national posts, with some key wins in recent months with similar solutions for Oman Post and Isle of Man Post in UK.
Read more
Press Release BlueCrest Acquires Fluence Automation BlueCrest, the global leader in the high-volume print, mail and parcel insertion and sortation space, has acquired Fluence Automation. This strategic acquisition by BlueCrest will allow the companies to harmonize their solutions – hardware, software and imaging – and accelerate growth in the eCommerce fulfillment and Parcel sortation markets. Fluence will become part of BlueCrest, and in the short-term will be referred to as Fluence Automation, A BlueCrest Company. “The acquisition of Fluence Automation is a great example of BlueCrest executing on its strategy,” said Dennis LeStrange, President and CEO of Bluecrest. “In the postal automation market, we will provide the broadest array of solutions and will be able to continue to grow in this space through product innovation both in the US and the international markets. Additionally, the combination of the companies’ parcel/ eCommerce and Vote-by-Mail solutions will greatly expand our offering in these exciting growth markets.” With this acquisition, BlueCrest now directly provides all critical solution layers to customers – application solutions with hardware, software, controls, and imaging. “This is a great opportunity for both Fluence and BlueCrest,” said Mike Swift, President of Fluence. “The combination of our solutions with BlueCrest’s resources further strengthens our position in sortation technology. Our market focus has been on offering transformative automation for organizations that process mail and parcels. BlueCrest’s breadth and scale further enhances the technology and support that we can provide for our customers.”
Read more 10
The Wave | December 2021
BlueCrest News
Global News
BlueCrest Introduces EvoluJet Inkjet Printing System to UK Market
MSPI – Meralco remote acceptance BlueCrest embraces innovation and creativity to overcome unprecedented circumstances. Guido Rietti, Vice President UK, Ireland at BlueCrest, comments: “This is a solution that is perfectly positioned to provide cost-effective high-quality inkjet printing to operations in the transactional and transpromo market space.”
Faced with the unprecedented travel restrictions preventing travel from Philippines to US for the mandatory client acceptance (a legal requirement of the government RFP), Danbury manufacturing and engineering, in close collaboration with our local partner MSPI and the client, came up with an innovative solution to overcome this key compliance obstacle. Another example of ICARE behaviors in action to deliver results!
The EvoluJet is a new printer targeted at the entry highvolume production segment. This high-quality, colour cut-sheet inkjet printer is ideal for operations who use monochrome or colour toner printing technology and can benefit from moving to high quality, more costeffective inkjet. Additionally, for those operations that already use roll-fed inkjet printing systems, EvoluJet is a valuable production system for short-run print jobs or reprints. Read more Read more
11
Thought Leadership Article by Rick Becerra | December 2021
Accelerating Automation
- BlueCrest technology is
driving operational efficiencies and helping organizations master today’s market challenges
Rick Becerra Vice President Sortation Solutions & Strategy
By Rick Becerra
Automation is key.
E-commerce growth continues to escalate. The pandemic saw volumes spiral at an unprecedented rate and global sales are estimated to approach the $5 trillion mark in 2021. But what of the other mail items that make up daily postal volumes? While the ratio of letters and flats to e-commerce parcels has declined, the fact remains that there is still so much mail out there. There is also a shortage of available labor to process this volume.
In such a climate, automation and operational efficiency is key. The technology exists to enable operations to streamline workflows, consolidate labour, reduce facility footprints and increase processing throughput. For example, a typical organization might be running two legacy sortation systems running at 22,000 items per hour, requiring two or more operators per system. Today, a high-speed sortation system such as the BlueCrest Vantage can run at twice that speed, effectively providing a one-machine-for-two replacement. In this scenario, only one operator is required, not to mention additional savings on annual software spend (because one system has been eliminated), savings on consumed items and savings related to equipment service and uptime.
Lack of labor. The lack of labor and the rate of employee turnover related to the processing of letter and flat mail is a major challenge for today. It is also a clear opportunity for postal operators to reassess processes and to identify required next steps to better position for a complex and changing environment.
Operational efficiency means more. Operational efficiency is not simply focused on labor. It’s about providing an optimal response to developing market conditions and building in the capacity to become strategically agile. We talk to customers about the five pillars of operation: application; interface; data models; data management; 12
The Wave | December 2021
“In a complex and challenging market – one where experienced and skilled labor is hard to find - it is astute use of technology and automation that is providing the win.” Rick Becerra, VP
security and control. In other words, we get to know their application (what they’re trying to achieve) and their workflow (their means of achieving it). A high-speed sorting operation may consist of multiple sites, different processes and a range of sortation machines all of which add complexity, inefficiency and cost. Our SortEngine™ 360 software platform enables organisations to connect multiple sites to optimize technology usage and efficiencies and consolidate all mail and parcel processing requirements. Not only can organisations achieve multi-site optimization within their operations, but they can rapidly understand equipment usage patterns, identify any under-utilized
systems and increase capacity without adding additional hardware. Organizations running multiple sorting machines in one location can now consolidate all their processing needs into one sorter per location and network them all together with SortEngine™ 360. In a complex and challenging market – one where experienced and skilled labor is hard to find - it is astute use of technology and automation that is providing the win. BlueCrest know-how is helping operations across the globe to drive cost-savings, heighten process efficiency and achieve operational excellence in letter and parcel sortation.
13
International update Letter from Kim Andersen | December 2021
With the finish line in sight, the future is bright!
Kim Andersen EVP, Int’l
Almost all revenue streams and equipment activities are still in play for solid growth. We will fight to the end! Dear All, As we are fast approaching the finish line of the business year 2021, it’s a good time to reflect on this year’s achievements and events. As International business, we are widely spread across 13 direct operations outside North America, sized into four Districts, with additional operations via Export Partner Channels in an additional 30 countries. Did you know? As a team, we comprise 470 colleagues working together throughout the International Business Unit. This proves we embrace and celebrate diversity and teamwork as core values, and we take time to understand each other’s culture in order to find common ground and understanding. Being polite and considerable to one another is always the best way forward. Our I CARE values initiative and Bluecrest behaviors have cemented and created a solid common framework to expand upon and embrace in 2022. Throughout my career in International business I have always believed the recipe for consistency in success lies in the combination of a strong Culture + Values = Long Term Results. The business foundation for International in AOP 2021 was built on three main initiatives: •
Equipment Written Business growth of 30%
•
Software growth of 10%
•
Service revenue stabilization of 44M$
Despite enjoying a very strong H1 in International, we are facing a lightening of business activity. The positive news is that we will achieve our Software growth of 10%, as well as a stabilization of our Service revenue to the tune of 44M$ with our latest forecast. Almost all revenue streams and equipment activities are still in play for solid growth. We will fight to the end! Throughout COVID-19 and the implementation of our District Strategy, I’m pleased to say that the combined effort of International business is bringing more stability and consistency in our overall Equipment Written Business.
14
The Wave | December 2021
New DI Training in France BlueCrest experts present at Technopli site, Privas. This September, BlueCrest France had the opportunity to present the new DI to a part of the Pitney Bowes sales team, as well as the PB management team at the Technopli site, Privas. Twenty representatives joined us on site to be trained on the new version of the DI. The new DI will be launched in Q1 2022. Pitney Bowes is one of our princple resellers of the DI product line in France. Great work, team!
The outstanding efforts of our International Team have been especially noticed in the following ways:
• Bringing a new culture to life.
A big shoutout to all our “quiet” back office colleges, to all of you “Silent Heroes” who get the daily jobs done without always being noticed or recognized the same way as our customer facing colleges. You are indeed the glue that keeps
• Restructuring after a carve-out.
our business afloat. Thank you!
• Managing many new daily tasks.
Christmas and Holiday season are fast approaching across
• Facing COVID-19 for 20+ months. • Balancing short vs. long term results
International and I want to wish you and your families a happy, healthy and peaceful time. Until then, and for the remaining weeks of our business year
• Supporting customers on-site.
in 2021, let us run through the finish line for a solid closing.
• Global supply chain disruption.
With kind regards,
Blank Pdf
Kim Andersen, Executive Vice President, International 15
Engagement Team Member Milestones We are BlueCrest!
Every quarter, we like to celebrate the many team members who have reached milestone achievements of 5, 10, 15, 20 years—and beyond! Thank you to each one of you for all that you to do make BlueCrest great.
Fourth Quarter, 2021 35 years
5 years
Michel Dumarche
Pierre Faucher
Kenneth Haughton II
Richard Kuhn
Thierry Morel
Steven Newby
Kevin Karsh
Padmaja Maganti
William Gheorghiu
Kevin Nessmith
Kenneth Lovin
Daniel Housman
Willie Vann
Kenneth Ranger
Andrew Bajorinas
James White
Mailon Garcia
Michael Smith
Brian Mauney
Patrizio Boesso
Justin Padilla
30 years Karen Conlan Jean-Marc Cholvin
25 years Sylvie Morice Heddy Perminjat Charles Card Nelson Fall Richard D’Angelo Mark Gesswein Christopher Farmer Paul Gething
16
20 years
Manuel Pereira Lisa Plate Vard Miller Filippo Tagliaferri Alvin-Jan Apolo
10 years Iain Hallett Tony Coggins Weidong Shi The Wave | December 2021
The Snow Man by Wallace Stevens 1879-1955 One must have a mind of winter To regard the frost and the boughs Of the pine-trees crusted with snow;
We want to feature your story in the next issue of The WAVE. Please send your ideas and stories to: estinc.com ns@bluecr
BlueCrestCommunicatio
And have been cold a long time To behold the junipers shagged with ice, The spruces rough in the distant glitter Of the January sun; and not to think Of any misery in the sound of the wind, In the sound of a few leaves, Which is the sound of the land Full of the same wind That is blowing in the same bare place For the listener, who listens in the snow, And, nothing himself, beholds Nothing that is not there and the nothing that is.
For more information visit us online: bluecrestinc.com
BlueCrest and the Corporate logo are trademarks of BlueCrest or a BlueCrest subsidiary. All other trademarks are the property of their respective owners. ©2021 BlueCrest (a d/b/a of DMT Solutions Global Corporation). All rights reserved.