ISSUE NUMBER THREE 3/29/2017
IN THIS ISSUE CEO Message ...............p1 Calendar ......................p2 Announcements .......p3-13 Dealer Spotlight ..........p14
FEATURED ARTICLE: INNOVOLT SPOTLIGHT PAGE 15
FEATURED ARTICLE: FP on Worldwide Business with Kathy Ireland PAGE 11
CEO
Message Dealer Partners: We have had an incredibly busy start to the year, continuing to lay the groundwork for all of our mutual future success. In the past three months we have successfully introduced our new PostBase™ Enterprise Series, hosted our dealers at the Annual Summit, continued to develop our competitive database, fine tuned our lead generation and marketing efforts, found time to celebrate with our high achieving dealers at our annual trip, successfully navigated a rate change, among many other activities. We wanted to start the year off with a strong quarter, and by all counts we achieved that objective. I want to personally thank, on behalf of everyone at FP, our dealers who attended our Annual Summit in Chicago in February. We see that annual event as a great way to share knowledge, network, build stronger relationships, and get everyone excited for the year to come. From the results we have seen on the surveys it was definitely a value-added event for our dealer partners. So, we will plan to do another one again next year, and I recommend that all dealers attend. We believe this is a “can’t miss” type event. Long term business success requires more than just three months’ worth of activities. As you will see from this newsletter, we have a lot of good programs and initiatives going on right now. We will continue to communicate. We will continue to meet with and solicit feedback from our dealer partners. We will adjust and we will continue to grow. Enjoy this quarters’ newsletter and we look forward to working with you all. Carl
Thanks,
4th Quater
WhatCalendar Calendar
Happening is
Events
ANNOUNCEMENTS
APRIL 4, 2017
2nd Quarter
APRIL 6, 2017
Events of
APRIL 12, 2017
10 City Tour Washington D.C. CLICK HERE TO REGISTER
CLICK HERE TO REGISTER
CLICK HERE TO REGISTER
APRIL 18, 2017
APRIL 21, 2017
MAY 2, 2017
CLICK HERE TO REGISTER
CLICK HERE TO REGISTER
CLICK HERE TO REGISTER
MAY 4, 2017
MAY 11 - 12, 2017
MAY 16, 2017
10 City Tour Dallas, TX
10 City Tour Orlando, FL
10 City Tour Kansas City, MO
10 City Tour Orange County, CA CLICK HERE TO REGISTER
Dealer Bootcamp, Level 1
MAY 18, 2017
MAY 21 - 24, 2017
CLICK HERE TO REGISTER
We hope to see you there!
10 City Tour Columbus, OH
CLICK HERE TO REGISTER
National Postal Forum Booth #1217
Q2 Business Growth Webinar
10 City Tour Phoenix, AZ
10 City Tour Nashville, TN CLICK HERE TO REGISTER
What is
Happening ANNOUNCEMENTS
INDUSTRY NEWS IMI METER TECHNOLOGY
As of 2015, any new postage meter that is approved must conform to the current USPS® IMI PC (Intelligent Mail Indicia Performance Capability) standards. Visually there is no way to tell if a meter is IMI or IBIP, they both use 2D barcodes but everything else is different. IMI meters have higher security, provide greater detail about the mail piece and connect daily to the USPS. Under the old IBIP rules, meters can have a lower security standard, they only need to connect once every 90 days and it provides less detail in the barcode and upload. Customers are also at risk for compliance because the system must connect in order to get new rates. If the customer hasn’t connected since the rates were ready for download, they may go days or even weeks with non-compliant rates. IMI meters are connected and smarter. Because of the daily connections, information will be in near real-time benefiting both customers and the USPS®. Customers will be able to access information and we will be able to better communicate with customers. FP will be opening up a new world of information on MyOneFP.com to IMI customers where they will be able to log in and get up-to-date information regarding postage expenditures and postal class usage. The USPS will be able to harness “big data” due to the increased data upload and the level of detail. Having this data helps business planning, and they may even be able to better staff their facilities and improve the efficiency of their logistics. As of today, there is no mandate for customers to migrate to IMI meter technology that decertifies IBIP meters. However, the USPS is looking to the future and all meter manufacturers had to present their proposed migration plans last year. FP is a market leader and the only manufacturer with meters that comply with the current regulations.
What is
Happening
PRODUCT UPDATES
ENTERPRISE SERIES
In February, FP showcased the new PostBase™ line at the Dealer Summit. On Friday, February 17th the products officially launched and everyone at FP was busy promoting the new product line:
• • • • •
Website was updated Webinars were conducted with record attendance Sales tools and collateral were released Postings were done on LinkedIn and Facebook The product started to ship
ANNOUNCEMENTS
FP SUCCESSFULLY INSTALLS 2 NEW AMP SYSTEMS AMP (Analyze Match Print) has been successfully installed and running in multiple locations with 100% customer satisfaction. These large revenue, large margin solutions are a great way to start your year off right.
Since that time, all FP employees attended launch presentations and every single employee had individual hands-on time with the product.
AMP is an FP exclusive solution that helps customers with blind matching applications. Blind matching is when a client would like to send a personal document with an individual’s name printed on it and place it in a non-window envelope. Of course the ability to match the personal document with the personalized, printed envelope can be tricky if not impossible for some prospects – not with AMP.
Feedback from customers has been incredible. We surveyed FP customers who upgraded from PostBase™ auto, Ultimail and centorMail as well as Pitney Bowes, Neopost and Data-Pac users that switched to the pro DS.
AMP simplifies and automates the process with software that manages the document, to printing the envelope on the fly. For more information contact your RSM who will be more than happy to assist through the sales process.
To continue the momentum, the new products are on a road show, coast-to-coast, as part of the 10 City Tour where over 200 sales professionals will learn. There are additional FP Elite webinars being conducting providing additional product and competitive knowledge, and sales tools continue to be created.
Up Your Mailroom THE ONLY hybrid address printer and folder inserter in its class
THE ONLY
blind-matched mailing
product in its class FIND OUT MORE
FIND OUT MORE
Q1 PROGRAMS FLOOR PLANNING
Over 30 partners have order systems for their showrooms. We have booked $200,000 in select equipment packages to this program.Having a well-stocked showroom has increased dealer open house attendance, improved the tech comfort and the sales skills to key FP products. Program overview - dealer ordering in Q1 will get 9 equal payments with no interest or carrying charges and if ordered in Q2 they will get 6 equal payments. PROGRAM ENDS JUNE 30th. If system is sold before last payment the dealer partner will pay up the remaining payments due to FP. Dealer credit must be in good standing with FP credit department. End user warranty will start when sold and must be recorded with FP headquarters at time of sale. Only one floor plan order by product group per dealership per quarter (Q1 is Jan-Mar & Q2 is Apr-Jun).
What is
Happening
GATHE RED E N V E L O P E
ANNOUNCEMENTS
R E W A R D S
The GatheRED Envelope Rewards Program continues to have a positive impact in growing our FP competitive database. Since launching last fall, FP has received just under 9,000 envelopes, resulting in over 5,400 new sales records. Thank you to all of our dealers who are participating. As a reminder, the GatheRED Envelope Collection Program is designed to reward FP dealers, customers, and employees for collecting and sending discarded envelopes with competitor postage imprints (indicia) to FP. The submitter is awarded points for each unique record they submit to FP, which can then be redeemed for prizes. Any new sales opportunities that are qualified in your territory will be distributed back to you, the dealer. If you are not yet participating in this great program, and would like to receive new sales opportunities as well as redeem great prizes, please reach visit www.fp-usa.com/gathered/.
FP Dealer GatheRED Leaderboard
Results as of 3/24/17
LEARN MORE ABOUT THE GATHERED PROGRAM
What is
Happening
Q1 PROGRAMS CONT.
ANNOUNCEMENTS
WHAT’S NEW WITH FP EDUCATION? FP EDUCATION ONLINE: • Brand new section on Folder Inserters - we will continue to add to this section • Brand new section on PostBase Installation Videos with 14 videos • Mailing Section: Brand new product launch webinar for PostBase Enterprise Series added We will send out a marketing email communication to all dealers updating new content that is added online each month FP EDUCATION CENTER TRAINING OPPORTUNITIES: Course
Dates
Location
FPi 4700 & FPi 2300 Folder Inserter Technical Training
March 27th - 31st, 2017
Addison, IL
PostBase Full System Software Training
April 3rd - 6th, 2017
Addison, IL
FPi 600 Folder Inserter Technical Training
April 6th - 8th, 2017
Addison, IL
M1 Color Printer, AJ-5000 & FlexMail Training
April 10th - 14th, 2017
Tempe, AZ
PostBase pro & PostBase ONE Full System Training
April 17th - 21st, 2017
Addison, IL
PostBase Full System Software Training
April 24th - 26th, 2017
Tempe, AZ
FPi 6600-2 Folder Inserter Technical Training
April 27th - 28th, 2017
Tempe, AZ
FPi 4700 & FPi 2300 Folder Inserter Technical Training
May 8th - 12th, 2017
Addison, IL
PostBase pro DS & PostBase ONE Full System Training
May 15th - 19th, 2017
Tempe, AZ
All registration for courses should be completed through the Dealer Portal.
EZLEASE UPDATE We are pleased to announce that we have added additional resources to the EZLEASE Program and have brought a lease sales administrator to help with all aspects of the program: entry, reporting, buyouts, questions, and more. You’ll want to keep an eye out for the future promotions that will be run to help with both UltiMail conversion and new customer acquisitions.
What is
Happening ANNOUNCEMENTS
UPDATE
If you want to improve your FP and competitive product knowledge, learn how to sell more FP Solutions and increase your income, join FP Elite. There are currently two different tracks:
• FP Elite Fast Track for beginners • FP Elite Champions for intermediate to advanced topics
Webinars are conducted every other week on Fridays at 9:30 AM and 3:00 PM central time. We’ve already conducted five webinars but it’s not too late to join. If you missed the first five, we’ve recorded the webinars and we also add the content to FP Education Online. To register, please go to www.fp-usa.com/fp-elite-program. If you have any comments or questions, please contact your RSM or Mark Evanoff at mevanoff@fp-usa.com.
FP MAJOR ACCOUNTS PROGRAM
Let the MAP Team help you qualify and strategize to capture some of the larger opportunities in your area. WHAT IS A MAJOR ACCOUNT? • 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 the date of the account agreement. Please contact your MAP Representative today. East Region: Paul Byram @ (630) 827-5897 or pbyram@fp-usa.com Central Region: Dash Gorogianis @ (630) 827-5753 or dgorogianis@fp-usa.com Midwest Region: Zach Graff @ (630) 827-5779 or zgraff@fp-usa.com West Region: Todd Comerford @ (630) 827-5866 MAP Administrator: Andrea Huayamave @ (630) 827-5722 or ahuayamave@fp-usa.com
What is
Happening ANNOUNCEMENTS
FP BRINGS ON NEW TECHNICAL TRAINER FOR FPEC ADDISON
FP would like to introduce Rob Myers to the FPEC training team. He has over 18 years of experience installing, supporting, servicing and training on electro-mechanical equipment. Amongst that time, 6 of those years were spent in the mailing industry. Rob’s primary task will be to focus on training and support for our dealers with OEM equipment. His strong work ethic, attention to detail and determination to succeed are valuable assets to our FPEC team. With this addition to our FPEC team, we will be able to strengthen our support for our dealers.
PROMOTIONS & CONTESTS MARK YOUR CALENDARS FOR PLAYA MUJERES,MEXICO! The trip to Turks & Caicos was a blast, but it’s time to look forward to the next trip! Mark your calendars for March 5 - 9, 2018! The Dreams Playa Mujeres Golf & Spa Resort is surrounded by white sandy beaches, the clear aqua Caribbean Sea and a world famous golf course. Enjoy endless daytime activities and live nightly entertainment with unlimited access to gourmet dining options. This luxurious resort provides a lovely setting for a relaxing and unforgettable getaway. Check out the FP Dealer Conference Rules below to see how you can qualify on this memorable trip! Rules: 1. Top Dealers over 110% of equipment budget 2. Contest period is 1/1/17 - 12/31/17 3. New Dealers in 2017 must reach the annual quota in order to qualify for the contest 4. Attendee must be Dealer Principal or Senior Management from Dealership with FP approval 5. Attendee will attend with spouse or significant other 6. Dealer must be in good standing with FP Credit Department 7. Any returns must be settled by Dec 31, 2017 8. No cash out option available 9. Trip scheduled for 1st quarter of 2018
Sign Up For a Training Course
Win Your Spot Here...
What is
Happening
EVENT UPDATE
ANNOUNCEMENTS
ANNUAL DEALER SUMMIT RECAP The 2017 Dealer Summit was a success with over 80 Dealers and 9 sponsors in attendance. Together, we were able to share ideas, brainstorm and uncover best practices and leave with optimism for what’s to come in 2017. Below are a few key highlights from the event:
• Breakout sessions with real-life experience and advice • First-hand experience with FP’s newest products (PostBase™ pro DS and PostBase™ ONE) • Networking events with fellow Dealer partners
The experience was both fun and beneficial for everyone involved. Thanks again to all that attended and helped to make the event as successful as it was.
Breakout session on how to prospect your territory
Opening Summit remarks from CEO, Carl Amacker
Congrats to our Kings Bowl Wacky Bowling Winners!
Stay Tuned for Information on the 2018 Dealer Summit!
NATIONAL DEALER BOOTCAMP We had a great time at our recent Level 1 Dealer Boot Camp in February. Building off of the momentum and excitement of our recent Dealer Summit, just 10 days prior, we covered a lot of material over 2 days. Bootcamp attendees spent a lot of their time with hands-on training for PostBase™, as well as our main Folder Inserter products like the FPi 2300 and FPi 4730. Our boot camp attendees also learned more about FlexMail®, M1 and FlexStream® We covered the nuances and selling tips for our flagship product, the PostBase, as well as basic PostBase software and updates on how our marketing department can help support your business. Participants left the Boot Camp with a solid foundation of FP products for more advanced training. Mark Your Calendars for the Next Level 1 National Dealer Bootcamp! WHEN: May 11-12, 2017 WHAT: PostBase and competitive hands-on training, Marketing initiatives, FlexMail, FlexStream, PostBase software, M1, Folder inserters and creating ROI
What is
Happening ANNOUNCEMENTS
FP’S 10 CITY TOUR IS COMING TO A CITY NEAR YOU
We’re currently showcasing the FPi 6600-2 with AMP, M1 Color Printer, PostBase™ pro DS and PostBase™ ONE. Attendees learn more about:
• • • •
Product Competition Sales Tips and Tricks Hands-on Experience
Attendees will receive product training and a sales guide to create “The Perfect Demo.” We’ve hit 4 cities so far, with only 6 more to go! Seats are limited but there is still an opportunity to register for upcoming events. MA and NJ were completed in March
Reserve Your Spot on the 10 City Tour
FP WELCOMES NEW OEM SUPPORT FP welcomes Carl Schloemer, our newest OEM Sales and Product Support Specialist. Carl brings a lot of experience to the table and has already proven to be a great asset. Carl will assist in testing and approving OEM document applications, creating sales tools and product guides and much more. Carl is based in Addison, IL and reports to Mo Bowlus.
What is
Happening ANNOUNCEMENTS
FP TO APPEAR ON FOX BUSINESS NEWS WORLDWIDE BUSINESS WITH KATHY IRELAND® FP was exclusively interviewed for a segment with Worldwide Business with kathy ireland® with a strong focus on FP’s revolutionary mailing solutions that have allowed companies to grow despite the global popularity of digital communications. FP has made a strong mention about how our Dealer channel has strengthened our position in the marketplace and how their sales efforts and customer relationships are a direct extension of our brand. The kathy ireland film crew traveled to our Annual Dealer Summit to capture footage of our biggest dealer event and interview a handful of Dealers on their experience with FP and our products. The film crew even went as far as to our Headquarters in Berlin, Germany to get a behind-the-scenes look at the central operation. This exposure is great for FP and our network of partners as it highlights the many reasons why... There Has Never Been a Better Time. “We’ve gone beyond weathering this change. We’ve even strengthened through it. We have a local presence in a global organization. We have a nice dealer network. We have a strong employee base. And when you look at all of those pieces and put it all together, it’s really about not just weathering the changes, it’s about trying to grow and capture the market.” Carl Amacker, CEO of FP Mailing Solutions
Tune in to Fox Business Network on Sunday, April 23rd at 5:30PM EST and be one of the 980 million viewers that will see our segment interview!
What is
Happening ANNOUNCEMENTS
NATIONAL POSTAL FORUM Baltimore, MD • May 21 - 24, 2017 • Booth# 1217 FP will be exhibiting at the National Postal Forum (NPF) and would like to invite you to attend! This year’s show is being held at the Baltimore Convention Center located in the heart of Baltimore, MD. The National Postal Forum is the only event that brings together all senior-level USPS executives, leaders of the mailing and shipping industry as well as the industry’s major suppliers and partners. FP is offering free, one day, exhibits-only attendee passes to NPF. To register and receive your free one-day admission, click the link below and use code FEHP2017 by May 5, 2017.
Click Here for Free NPF One Day Pass
KICKIN’ IT WITH CET
LEARN HOW TO EXPEDITE A CONTRACT UPGRADE In February, I had the pleasure of reconnecting with many of you attending the 2017 Dealer Summit. One of the most commonly asked questions from our Dealer Partners was related to the order submission process and would it be possible to speed up some of the requests for existing customer accounts, like upgrade contracts. The good news is YES! The even better news is that this tool is already available to you through the FP Dealer Portal. Click the link below to access easy to follow, step-by-step instructions. Any questions related to this process may be directed toward the Customer Experience Team at 866-577-1990. Please consult the directory on the last page for who to contact regarding EZLEASE buyout and pre-funding questions. Thank you, Ronda Kessinger CET Manager
Learn More on How to Expedite a Contract Upgrade
What is
Happening ANNOUNCEMENTS
GOODBYE TO ULTIMAIL
In 2002, the Ultimail was introduced as a leader in its class boasting the largest display and belt driven technology. Customers love using it and it’s a reliable product. Unfortunately all good things come to an end. As time has passed, technology has accelerated causing the obsolescence of the product with its end of life on December 31, 2017. The end of life decision was based on four key drivers: USPS® Compliance • Ultimail IBIP meter does not have the same security standards as PostBase™ • Rate compliance is slower as a result of rate cards vs. downloads Support • Using dial up technology is slow, and is more prone to connection failures thereby reducing customer satisfaction • FP maintenance of modem banks becomes increasingly difficult each year • No product enhancements have been made in recent years Competitive Positioning • The older the technology, the more prone it is to competitive attack • Older technology positions FP is a market laggard vis-à-vis the competition • Pitney Bowes has self-decertified the DM Intellilink creating market distraction for the Ultimail Product Roadmap • FP introduced the PostBase™ five years ago as the replacement and is continuing to evolve the product line making Ultimail even less relevant in the future
FP’S BUSINESS GROWTH WEBINAR SCHEDULE AT A GLANCE Below are the remaining 2017 Business Growth Webinar dates. To help you better plan, we’ve given the ability to register for each webinar. As usual, each webinar will highlight all of the hot topics leading into each new quarter.
Wednesday, April 12, 2017 at 10:30AM CST
Sign-up for Q2-2017 Webinar
Wednesday, July 19, 2017 at 10:30AM CST
Sign-up for Q3-2017 Webinar
Wednesday, October 18, 2017 at 10:30AM CST
Sign-up for Q4-2017 Webinar
What is
Happening ANNOUNCEMENTS
DEALER SPOTLIGHT FP WELCOMES NEW DEALER TO THE TEAM
APPALACHIA BUSINESS COMMUNICATIONS CORPORATION Knoxville, TN
Independently owned and operated since 1970 Appalachia Business Communications Corp is East Tennessee’s authorized Sharp and Toshiba copy machine dealer. Appalachia offers color and black and white, copying and printing solutions to businesses, non-profit organizations, educational, and all other applications throughout East Tennessee. Appalachia’s Service Center is staffed by tenured, factory-trained technicians that have certifications to include CompTIA’s Network+ and PDI+, in addition to Microsoft and Novell. Our sales staff is ready to provide business solutions, mailing solutions and information that would prepare a decision maker to understand their total cost of operation. Todd Jackson is the Owner and President of Appalachia Business Communications Corp.
is What Spotlight
Vendor
Happening ANNOUNCEMENTS
Power Protection and Analytics Solutions Now Available for FP Dealers to Increase Uptime of Mailing Equipment
MEET THE INNOVOLT TEAM
Emma Carroll
National Account Executive
Rob Gatton
Director, Dealer & Channel Sales
Rob Mawyer
Director, Dealer Sales
Catherine Neal
National Account Executive
We are commited to providing FP Dealers value and helping to grow their business with our best-in-class power protection and analytics solutions. Our proven power protection technology reduces service costs and increases uptime and customer satisfaction. Combining our technology with FP’s wide range of mailroom solutions means that together we can bring customers a new level of defense and protection for their large investment mailroom machines.
FP OFFERS A VARIETY OF INNOVOLT POWER PROTECTION SOLUTIONS TO SUIT ANY MAILING EQUIPMENT NEEDS
CoreProtect LC115
SmartProtect LC215
SmartProtect Plus LC315
Power Doctor Plus RT100
Recap
Last COMING APRIL 2017 Quarter
Directory Customer Service 800-341-6052 custserv@fp-usa.com Dealer Support 866-577-1990 dealersupport@fp-usa.com *Now open until 7PM CST!* Order Entry - East oeeast@fp-usa.com Order Entry - Central oecentral@fp-usa.com Order Entry - West oewest@fp-usa.com Dealer Fulfilled Contracts DFC@fp-usa.com Credit Department credit@fp-usa.com Major Accounts 877-770-7230 majoraccounts@fp-usa.com New EZLEASE and Questions on Funding FPEZLEASE@fp-usa.com EZLEASE Buyout Quotes & Amendments EZLBuyout@fp-usa.com