ISSUE NUMBER FIVE 9/19/2017
IN THIS ISSUE CEO Message ...............p1 Calendar ......................p2 Announcements .......p3-16 Dealer Spotlight ..........p17
FEATURED SPOTLIGHT: EZ Mail, LLC PAGE 17
FEATURED ARTICLE: FP Reaches Its 50,000th PostBase Customer PAGE 16
CEO
Message FP Dealer Partners: It is hard to believe that the summer is over and we are heading into the final stretch of 2017. Before you know it we will be celebrating the New Year, and what a year it has been! Believe it or not, we (the FP Leadership Team) are already thinking about 2018. What are we going to do to grow? How are we going to do it? What investments do we need to make? What changes do we need to make to our organization, programs, products and promotions that will spur growth? How do we expand into more digital solutions? If we don’t think about it now, we won’t have the ability to make the proper investments and complete the projects in time to make an impact next year. After all, we’ve had a great year with our retirement of the Ultimail and the introduction of the PostBase Enterprise Series, but that won’t last forever. I’ll wait until the next newsletter to begin to discuss with you what is coming in 2018, but trust me, we will have a great opportunity for more growth. But will you, our Dealer, be ready? Are you also thinking about next year? There is still so much opportunity on the market for FP, but are you maximizing your opportunity? I realize it is hard to focus time on strategy and planning while you are also running a business, but now is the time. Our Regional Sales Managers have tools at their disposal to share with you the opportunity in your market. Get them involved to help. I don’t believe our growth should come from continually expanding our Dealer Network (except for areas where we are underserved), and instead should come from the partnership and investments being made with our existing Dealer partners. We just need to continue to do it together. We’ve spent a lot of time with our Dealer partners over the past few years, we’ve listened, and we are continuing to make investments and plans to allow all of us to grow. I askThanks, all of you to take some time in the next few months to work with us and think about how you are going to grow your FP business in 2018. Thanks, and thank you for your business! Carl
4th Quater
is WhatCalendar Calendar
Happening
Events Events of
ANNOUNCEMENTS
SEPTEMBER 15, 2017
SEPTEMBER 27, 2017
MAILONE LAUNCH
EDGE PRINT SERIES LAUNCH CLICK HERE TO REGISTER
OCTOBER 11, 2017
Vertical of the Quarter Business Growth Webinar
CLICK HERE TO REGISTER
OCTOBER 18, 2017
NOVEMBER 2-3, 2017
NOVEMBER 23, 2017
Q4 Business Growth Webinar
Level 2 Dealer Boot Camp
CLICK HERE TO REGISTER
CLICK HERE TO REGISTER
FP Closed for Thanksgiving Holiday
NOVEMBER 24, 2017
DECEMBER 7, 2017
DECEMBER 25, 2017
FP Closed for Thanksgiving Holiday
Q4 Dealer Newsletter
FP Closed for Christmas Holiday
FEBRUARY 11-13, 2018 2018 National Dealer Summit CLICK HERE TO REGISTER
What is
Happening ANNOUNCEMENTS
FP SUPPORTS HURRICANE HARVEY VICTIMS FP SPONSORS PROGRAMS TO HELP HURRICANE VICTIMS IN NEED The FP Customer Experience Team has spearheaded collection efforts to help those whose lives were recently impacted by the hurricanes. FP has been collecting donations and will be sending them promptly to those in need. Every single item given will help bring a little love to those in need. The donations have been pouring in and we couldn’t be more proud of the kindness and generosity displayed by the people of FP. Donations can still be made by clicking the respective links below. If any of your customers have been directly impacted by the recent hurricanes, please visit: http://www.fp-usa.com/texashearts/
www.houstonhumane.org
www.houstonfoodbank.org
What is
Happening
INDUSTRY NEWS
USPS SEPTEMBER 3RD RATE CHANGE
ANNOUNCEMENTS
Two USPS® changes have occurred since July 1, 2017. First, the USPS® implemented new rules for IM®pb (Intelligent Mail Parcel Barcode) that affect USPS® shippers including MailOne™. Although overall standards were relaxed, those not meeting the standards will be “assessed”. An assessment is an after mailing fee for non-compliance (it is not something that can simply be added to the postage upfront). The address quality must be a minimum of 89% or there will be a $.20 per piece assessment. In order to comply, the mailer must include a full, valid destination address and/or 11-digit Delivery Validation ZIP Code that includes valid secondary address information, match between the address to ZIP+4 Code, includes the street number and the primary street number must be valid. MailOne™ is fully compliant and has been updated to meet these requirements with our CASS validation module that has been embedded into the software. When a user prints the shipping label, the address is automatically validated and the address database also is appended. The requirement is that the ship-to address must be validated within a 90-day period. If you ship to the same address before 90 days, it is not checked again, if after 90 days, MailOne™ reaches out to the USPS® system and validates that address against the USPS® database of a 140 million US addresses. The second change also affects USPS® shipping. As of September 3, 2017, the First-Class® parcel was reclassified as First-Class Package Service – Retail and prices were adjusted on average by 9%. The new name helps consumers better understand the difference between the former First-Class Parcel and First-Class Package Service – Commercial. The biggest change is that this rate is no longer part of “market dominant” rates but “competitive” rates. When this new retail rate changes, it will no longer be a part of First-Class Mail but with other shipping products like Priority Mail. By doing this, it also means that they can adjust prices beyond the capped CPI (Consumer Price Index), which is the current limit for First-Class Mail.
DOWNLOAD FP’S NEW RATE GUIDE
FOR MORE INFORMATION ABOUT THE SEPTEMBER 3RD RATE CHANGE
WWW.FP-USA.COM/RATECHANGE
What is
Happening
PRODUCT UPDATES
ANNOUNCEMENTS
MAILONE
On September 15, 2017 FP launched the all new MailOne™ for PostBase™. As we no longer promote two different versions of MailOne™ (although mailOne 1.6 for CentorMail is still available), we have simplified our marketing approach to call it simply MailOne™ and we have dropped the engineering version number from its name. This updated product has been enhanced with the CASS address validation, refreshed look, new brochures and marketing collateral, new and updated training and FP is increasing the support for MailOne™ as well as other software products. MailOne™ is the only all-in-one product that delivers USPS shipping while using funds from the PSD (and not a separate product and separate funding account), mail accounting including three-tier accounting and Certified Mail processing with eReturn Receipt capabilities.
EDGE PRINT SERIES On Wednesday, September 27th, FP will be launching the new EDGE Print Series! Introducing the perfect solution that redefines the way you print. The EDGE Print Series is an all-encompassing line of inkjet printers that cover all of your printing needs from direct mailers and inserts to envelopes and lablels. Join us on September 27th at 10:00AM CDT to learn about: • THE EDGE • THE EDGE2 • TH EDGEXS
Sign-up for the EDGE Series Webinar
Whether you’re a corporate mailroom, dedicated print shop, marketer or mail house, FP’s EDGE Print Series is a compelling solution for your color and address printing needs.
FLEXSTRAVAGANZA AND VALUE ADD PROGRAM FP is now providing value-add freebees with select purchases! Order an inserter with the reading hardware and a software license for OMR or Barcode reading and get FlexStream basic for FREE! Order select Envelope printers and get FlexMail basic for FREE! In addition our value-add program will include an Innovolt product that will warranty the circuit boards of the machine for 5 years! No other manufacturer offers this. Free software and a 5-year warranty on circuit boards. Launches September 27th look for the webinar announcement or email Mo Bowlus at: mbowlus@fp-usa.com.
What is
Happening
CURRENT PROGRAMS
ANNOUNCEMENTS
UPDATE FP Elite continues to help dealer sales learn and earn. This year FP will host 22 webinars in 11 months with topics from basic to advanced, from mailing to OEM. Growth of dealers who are active and participating is an average of 44%. To further generate excitement and sales growth, FP has launched the second incentive trip for the Top 3 Elite. Last year it was the North Polarpalooza in Chicago and this year will be fabulous Las Vegas. The contest runs from September 1st through December 15th. The Top 3 FP Elite with the most contest points will spend three days and two nights in Las Vegas from January 17 – 19, 2018. The winners will have airfare, hotel and all FP sponsored events paid for. If you are not yet in FP Elite and want to get involved by attending webinars and participating in the FP Elite contest, go to www.fp-usa.com/fpelite to register. For more information please contact Mark Evanoff at: mevanoff@fp-usa.com.
FPI 600 SALES THROUGH FP CONNECT ACQUISITION TEAM The FP Connect Acquisition Team has expanded their focus to include FPi 600 folder inserters. Any FPi 600s closed by the Acquisition Team will be processed as a split deal; with the Dealer listed as servicing and will receive 100% maintenance. The program will be offered at EZ Lease pricing. This is a great opportunity for Dealers as this counts towards Dealer Quarterly Rebates (for performing Dealers). In addition, account ownership goes to the Dealer partner, allowing them to form a relationship and be point of contact for any future sales or supplies orders. For more information regarding this new program, please contact Dave Fitzpatrick at: dfitzpatrick@fp-usa.com
GATHEisRED What
Happening E N V E L O P E
R E W A R D S
ANNOUNCEMENTS Our GatheRED Envelope Rewards Program continues to drive new sales opportunities (leads) for FP and its dealers. We have now collected over 19,000 envelopes since the program started in September 2016, resulting in 10,000 unique competitive records and hundreds of sales Opportunities (leads.) In addition to the sales benefits, our dealers and employees are taking advantage of the awesome rewards available to those participating. Jim Haase with Oshkosh Office Systems was recently able to redeem points for a digital video camera to record his daughter at her national dance competition. Jim not only saves the envelopes Oshkosh Office Systems receives, but also asks friends and colleagues to save the envelopes they receive. “I encourage other reps and dealerships to help build our meter database, increase local sales and get rewarded with nice items from the GathRed program.” Not a bad perk for simply submitting competitor envelopes! As always, if you have any questions about the program, please visit www.fp-usa.com/ gathered. If you are not yet registered and would like to get started, please reach out to mohlson@fp-usa.com.
Keep an eye out for our Quarter 4 promotion announcement!
Jim Haase, Oshkosh Office Systems, using his new video camera he got with his GatheRED points
OneFP Program FP has a program called “OneFP”. The purpose of the program is to increase employee engagement through awards and recognition, activities and participation in charitable events. The highest award is to be nominated the OneFP Employee of the Year and attend the annual dealer trip. Please remember to nominate anyone who goes above and beyond to assist you by sending an email to onefp@fp-usa.com. Check out who won FP’s Q2 Employee of the Quarter based on your nominations!
Annette Douthard CET Associate
Wendy Anastasia Michele Ambroziak
Corporate Communications Manager
CET Associate
Susie Cooney CET Associate
What is
Happening ANNOUNCEMENTS
EVENT UPDATE
FP’S BUSINESS GROWTH WEBINAR SCHEDULE AT A GLANCE FP will hold a Business Growth Webinar on October 18th. To help you better plan, we’ve given the ability to register for the webinar below. As usual, each webinar will highlight all of the hot topics leading into each new quarter. Wednesday, October 18, 2017 at 10:30AM CST
Sign-up for Q4-2017 Webinar
TECHNICAL TRAINING SCHEDULE FP has two great training facilities available to the Dealers. To see the available classes and opportunities, please click the buttons on the right to see each location’s schedule. You may sign up for a training class via the Technical Support section of the Dealer Dashboard.
NACUMS CONFERENCE In July, FP exhibited at the NACUMS Conference in Pittsburgh, PA. The NACUMS Conference was the perfect place for FP to network with professionals in the college or university setting.
FPEC - ADDISON SCHEDULE
FPEC - TEMPE SCHEDULE
NIGP TRADE SHOW In August, FP exhibited at the NIGP Show in Salt Lake City, UT. As the largest educational conference exclusively for public procurement professionals, it was the perfect opportunity for FP to network and showcase the Major Accounts Program.
What is
Happening ANNOUNCEMENTS
FP HOSTS FIRST LEVEL 2 BOOT CAMP The very first Level 2 National Dealer Boot Camp took place August 24-25th, 2017 at our corporate headquarters in Addison, IL. The Level 2 Boot Camp is designed for seasoned dealer sales professionals across the US who want more advanced training on the operation of our products and forward-thinking sales tips to help increase their sales. Level 2 Boot campers have a smaller group enabling them to get more personalized training from our in-house Subject Matter Experts, Mo Bowlus and Mark Evanoff, both National Product Sales Managers for OEM and Mailing, respectively. Over the course of two full-days, we tackled the nuances of OEM and specific mailing applications. We covered covered media, folder inserters and their applications, barcoding, and FlexstreamŽ. We even taught boot campers how to create their own ROI tool. On Day 2, boot campers had a full day of hands-on practice with advanced applications in MailOne, FP Certified Mail Manager, competitive software and the PostBase pro DS and PostBase ONE. Additionally, boot camp participants put together sales demos both days as well as participated in interactive activities to reinforce learning. Recently, a Level 2 boot camper called Mo to tell him that the training on Creating an ROI and proposal helped him land a sale. He was able to use the information regarding ROI and Barcoding to beat his competition. This is what it’s all about! Join us for our final Level 2 Boot Camp of 2017, which takes place November 2-3rd, 2017 at our Addison, IL headquarters. Space is limited and it fills up quickly, so reserve your spot today! In order to participate in the Level 2 Boot Camp, you must have attended a Level 1 National Dealer Boot Camp this past year or one of the previous Regional Boot Camps given by your RSM for your region within the past 2 years.
Click Here to Register
What is
Happening
2018 NATIONAL DEALER SUMMIT
ANNOUNCEMENTS
FP’s National Dealer Summit is back and this time we’re taking you to the warm, beautiful Riverwalk in San Antonio, Texas! The Riverwalk is an oasis of cypress-lined paved paths, arched stone bridges and lush landscapes. With 15 miles of sidewalks and paths, guests have easy access to the city’s cultural hotspots, historic sites and other attractions The Summit will consist of: o Networking opportunities o Breakout sessions o Sharing best practices o Educational presentations from the experts o and much more! This is an event you won’t want to miss out on! Below are the details: WHEN: Sunday, February 11 - Tuesday, February 13, 2018 WHERE: Hilton Palacio del Rio (200 South Alamo Street)
FP has negotiated a great rate at this beautiful hotel located on the Riverwalk. More information to follow.
PRE-REGISTER FOR THE SUMMIT HERE Check out the Summit promo below
What is
Happening
UPCOMING MAP WEBINARS
ANNOUNCEMENTS
The FP Major Accounts Team will be hosting a webinar on November 16 @ 11AM CDT • • • •
Major Accounts Program Collaborative Approach and Benefits How to Master the Art of Selling Fleet Accounts What Opportunities to Look for in Your Area
MAP WEBINAR SIGN UP HERE Let the MAP Team help you qualify and strategize to capture some of the larger opportunities in your area. Please contact your MAP Representative today. East Region: Paul Byram @ (630) 827-5897 or pbyram@fp-usa.com (Supervisor) Central Region: Rich Figura @ (630) 827-5753 or rfigura@fp-usa.com Midwest Region: Zach Graff @ (630) 827-5779 or zgraff@fp-usa.com West Region: Todd Comerford @ (630) 827-5866 or tcomerford@fp-usa.com MAP Coordinator: Norma Valdes @ (630) 827-5722 or nvaldes@fp-usa.com
FP JOINS BTA AS A NEW MEMBER IN 2017 FP as had a long standing relationship with AIMED for the mailing industry with our membership. Today, with our continued growth with our current partners and with many new dealer relationships involving the imaging business it was time to expand with key associations. BTA has had a long and respected history with the imaging and IT services industry. The Business Technology Association (BTA) serves office technology dealerships, resellers, manufacturers, distributors and service companies. Its core members — office technology dealerships — consult, provide services and sell hardware, software and supplies with the primary goal of helping businesses optimize business document and information workflows. BTA member dealerships are positioned to be the premier source of the office technology used by businesses throughout the United States.
What is
Happening
PROMOTIONS & CONTESTS
ANNOUNCEMENTS
FP DEALER TRIP
RIVIERA CANCUN, MEXICO It’s the final countdown! There’s only a few months left to secure your spot on an unforgettable vacation to Riviera, Cancun! The Dreams Playa Mujeres Golf & Spa Resort is the perfect oasis where you can 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 getaway. Mark your calendars for March 5 - 9, 2018! Keep your eyes peeled for a teaser flyer with standings and other trip information that we’ll be mailing to you throughout the remainder of the contest! For more information about the trip and to see how you stack up against your peers, please visit FP’s dedicated trip website: fpmailingconference.com.
Paradise Awaits...
FPMAILINGCONFERENCE.COM
What is
Happening ANNOUNCEMENTS
ULTIMAIL/REFURB PROMOTION Have you heard about the special promotions that can be used for Ultimails and Competitive Knockouts? There are two programs:
1. Refurbished Auto Feed PostBase Program 2. Step Lease Program
The Refurbished PostBase™ 45 auto starts as low as $99 per month. Autofeed is the #1 feature for mailing system users. Low volume Ultimails don’t have to give up an autofeed mailing system due to price with this special promotion and the competition can’t beat the value of PostBase™ at these prices. For customers who are still on lease or have budgetary issues, the step lease can be the answer with low initial payments.
MAD DASH FOR CASH FP is committed to the continued growth in the folder inserter product line. In an effort to support dealer sales efforts, FP launched a dealer sales incentive program that pays the top 11 winners with up to $6,000 in cash. FP’s Mad Dash for Cash is a great way to compete with your fellow sales reps and other dealer teams. It’s a quick and easy way to earn large cash rewards for your specific product purchase efforts. Be sure to take advantage of this program and earn your chance to be one of the top 11 individual sales reps or dealer teams to win anywhere from $200 to the first place prize of $6,000! The program is simple, earn points for your orders and dash your way to victory! For more information or to enter a submission for Mad Dash for Cash, visit our program website www.fp-usa.com/dashforcash or contact your Regional Sales Manager.
Current Standings 1. Jersey Mail Systems 2. Multiple Services Eq. Co. 3. Document Technologies 4. Richardson Business Machines 5. Duplicator Sales & Service 6. RK Black 7. Parsons Office Systems 8. Automated Business Equipment 9. Metro Mail Service 10. Donnellon McCarthy (tie) 10. Oshkosh Office Systems (tie)
What is
Happening
KICKIN’ IT WITH CET
ANNOUNCEMENTS
If you have ever had the pleasure of calling into the Customer Experience Team you probably have been asked to complete a brief survey at the end of your call. These surveys are used to gather satisfaction information on the experience had during a recent call to FP. The survey is offered by the representative at the end of the call and if accepted, a link to the survey is emailed to the caller. The four questions asked on this survey are as follows:
1. Was the support representative knowledgeable and helpful? 2. Was the support representative courteous and professional? 3. Was the support representative able to fully resolve my inquiry during the call? 4. Did FP make it easy for the caller to handle their issue?
The data collected from the returned surveys is reviewed monthly by the CET management team to help identify opportunities to improve the experience our callers have with FP. Our target is to achieve a score which reflects 85% or higher overall positive results based on completed surveys returned.
So how are we doing? In July the CET received 692 completed End of Call Surveys reflecting an overall positive response rate of 87.91%!
We encourage you to accept and complete surveys offered by the CET so that we can ensure our dealers and customers continue to have a positive experience with FP at every touchpoint.
What is
Happening
FP REACHES POSTBASE MILESTONE ANNOUNCEMENTS In 2012, FP hit the market by storm with the launch of the PostBase™ and its award winning design. PostBase™ was (and still is) the only full line with a color touchscreen that operates as easily as a modern smartphone, has a choice of colors, has exclusive security features like SealCheck and of course boasts the robustness of German engineering and manufacturing. For FP, this was a product that transformed our company and set new market standards. After five years, we are proud to announce that we have just reached our 50,000th PostBase™ in the US. We would like to thank our staff, our customers and of course our dealers who helped make this monumental achievement. FP is now a full line PostBase™ Mailing System Company. Congratulations to everyone for making the 50,000th PostBase a possibility.
What is
Happening ANNOUNCEMENTS
DEALER SPOTLIGHT EZ MAIL, LLC Romeoville, IL
Opening a new office is never easy. With a market as large as the Chicago area it takes research and careful review of the industry and the market potential. With a strong focused vision, Joe Tram and his partner opened the doors a few months ago and so far they have placed over 20+ FP PostBase systems. EZMAIL looks forward to developing more business while growing deeper relations with the many other FP dealer partners to share best practices for success.
About EZ Mail EZ Mail is a complete mailroom provider leading the way with over 18 years of industry knowledge. Before opening our business, we thought of how we wanted our customers to feel, and the answer was simple: “Like part of a team�. Giving our customers valued service and the certainty that their in good hands. We will work together to build long lasting relationships. At EZ Mail we provide customers with the tools necessary to run a smooth operation, setting ourselves apart from the competition where vital basics are often left unsaid.
VENDOR is WhatSPOTLIGHT
Happening ANNOUNCEMENTS
Get these free with FP’s Value Add Program
What is
Happening DEALER SUPPORT DIRECTORY
Email: dealersupport@fp-usa.com Hours: M-F 7:30AM - 7:00PM CST
ANNOUNCEMENTS
FP Dealer Assistance Hotline Phone: 866-577-1990
Option 1: Self Service (check postage balance, meter activation, PVR pending flag activation) (24/7) Option 2: Customer Service/Accounts Receivable/ Major Accounts Option 3: Tech Support Option 4: PostBase questions Option 5: Dial by name directory (24/7) 888-988-0697: Check in/Check out fax line for installation using consignment stock www.fp-usa.com: Online ordering for equipment and supplies Contract Submissions East Region Mideast Region West Region Dealer Fulfilled Contract EZ Lease Contract EZ Lease Buyout Requests Dealer Sales Support Team Eastern RSM Northeast RSM Southeast RSM Mid Atlantic RSM Midwest RSM Central RSM Central RSM West RSM West RSM West RSM Select Dealer Sales Mgr
oeeast@fp-usa.com oecentral@fp-usa.com oewest@fp-usa.com dfc@fp-usa.com fpezlease@fp-usa.com ezlbuyout@fp-usa.com
Eric Helzing Tim Strange Joey Ferrante Jeff King Paul Buckley Robert Rinaldi Tony Dalessandro Brooks Sullens Barr Turlay Mitch Hill Jo Ann Cycon
Director Dealer Sales Kevin Thompson Executive Assistant Erika Langmaier Dealer Marketing Specialist Amanda Fletcher CET Manager Ronda Kessinger MAP Supervisor Paul Byram MAP Coordinator Norma Valdes
630-200-8068 224-244-3818 630-335-3665 331-431-3491 630-340-9712 312-909-1962 312-919-5925 630-200-7833 224-240-2937 331-321-1075 630-827-5749
ehelzing@fp-usa.com tstrange@fp-usa.com jferrante@fp-usa.com jking@fp-usa.com pbuckley@fp-usa.com rrinaldi@fp-usa.com tdalessandro@fp-usa.com bsullens@fp-usa.com bturlay@fp-usa.com mhill@fp-usa.com jcycon@fp-usa.com
630-827-5760 630-827-5730 630-827-5778 630-827-5727 630-827-5837 630-827-5722
kthompson@fp-usa.com elangmaier@fp-usa.com afletcher@fp-usa.com rkessinger@fp-usa.com pbyram@fp-usa.com nvaldes@fp-usa.com
https://dealer.fp-usa.com Notifications, Opportunities, Renewal & Upgrade Contract Submissions, Invoice Payments and more!