ISSUE NUMBER TWO 12/15/2016
IN THIS ISSUE CEO Message ...............p2 Calendar ......................p3 Announcements .......p4-13 Dealer Spotlight ..........p11
FEATURED ARTICLE:
Nobody Delivers the Holidays Like the USPS® PAGE 12
Your New Year’s Gift is Coming
CEO
Message Valued Dealer Partners,
As we head to the end of the year, it is always a time for me to reflect back on the close of one year and more importantly look forward to the opportunity of the new year. For me, this year is special in that I feel like we at FP accomplished so much in 2016, and have so much to look forward to in 2017. Let me summarize. We came into 2016 at the end of a decertification and were really unsure about what would happen throughout the year. Our results in 2016 will be strong. More importantly we made investments and progress in so many areas that will make us better going forward. These highlights include new systems, new people, new dealer partners and new customers. We’ve improved our facilities, reorganized our internal teams, developed and implemented a competitive database program, surveyed and met with numerous customers and dealers to attain solid feedback, and completely changed our communication process. In June we brought our dealers together in Denver, something we will look to do every year moving forward. And although we were unable to get all of the new products we wanted launched this year, we were able to continue to drive results with the products that were available. We all – employees, dealers partners, and customers – should feel good about our achievements in 2016. As we look to 2017, we enter the year with great anticipation and excitement. We will spend the first quarter finally introducing some incredible new products, most notably the PostBase with Dynamic Scale. We will bring all of our dealers together in February at the Dealer Summit, where we will review all of the products, programs, tools and support available for your success. We will also “take the show on the road” to ten markets so we can cluster train as many sales representatives as possible. We will continue to build out FP Education so all representatives of FP can stay up to date on the latest material. Marketing is busy creating demand for our products through new web initiatives, social media, and other means. Customers are being treated with improved levels of support and satisfaction Thanks, through our newly implemented Experience Teams. And our dealer support organization is being enhanced in our coverage model and loyalty programs. With just under seven percent market share, the opportunity is huge and we are positioned perfectly to take advantage. 2017 will be a great year. So, with that, I hope everyone has a Happy Holiday Season with friends and family. Carl
4th Quater
WhatCalendar Calendar
Happening is
Events
ANNOUNCEMENTS
DECEMBER 23, 2016 FP is Open with Limited CET and Warehouse Staff
DECEMBER 31, 2016 Last Day to Register for Annual Dealer Summit CLICK HERE TO REGISTER
1st Quater
Events of
DECEMBER 26, 2016
DECEMBER 30, 2016
JANUARY 2, 2017
JANUARY 3, 2017
FP is Open with Limited CET and Warehouse Staff
FP is Open with Limited CET and Warehouse Staff
FP is Open with Limited CET and Warehouse Staff
New Dealer Floor Planning Promotion Begins
JANUARY 22, 2017
FEBRUARY 12 FEBRUARY 14, 2017
Last Day to Submit for Q4 Product Promotions
JANUARY 11, 2017
Q1 Dealer Update Webinar CLICK HERE TO REGISTER
FEBRUARY 23 FEBRUARY 24, 2017 Dealer Bootcamp, Level 1 CLICK HERE TO PRE-REGISTER
USPS® Rate Change
MARCH 6 MARCH 9, 2017
Turks & Caicos Dealer Trip
Annual Dealer Summit
MARCH 3, 2017 FP Elite Kick-off
What is
Happening
UPDATE TO THE LAUNCH OF
POSTBASE™ ONE Earlier this year, the PostBase One was launched in Germany and the UK. In July, FP “It’s easy to use USA started our launch efforts and I love the large by beta testing the PostBase One with a new IMI PSD. The touch screen, and so beta is now complete and we much faster than my are awaiting final USPS CentorMail” approval. Overall customer feedback has been great. The PostBase One will be launched at the Dealer Summit in February.
ANNOUNCEMENTS
NEW POSTBASE™ WITH DYNAMIC SCALE Now is the time to identify competitive users with a dynamic scale (or W-O-W™ on Pitney Bowes systems) so you will be ready to knock out the competition. The new PostBase Dynamic launches at the Dealer Summit. It features a new mixed size mail feeder with anti-skew rollers and an optional inline dynamic scale. It tops out at 140 lpm and has the highest rated dynamic weighing speed in its category. This mailing system will round out the FP product line and expand your opportunities.
INTRODUCING
MAILONE™ WITH CASS ADDRESS VALIDATION
In the latest release of MailOne, address validation (CASS) was added in anticipation of future USPS requirements. HOW IT WORKS: • Each time that the user prints a shipping label, the address is matched against the USPS database to ensure it is a valid address and corrects any errors, which may cause delay, prior to shipment. • Once validated, the address is updated by standardizing the format and adding the zip+4. • If it can’t be matched because there are multiple options, it prompts the user to select from suggested possible addresses. • Once the address has been validated, it will append the address database and it will be re-validated every 90 days. This new value added feature has been added, free of charge, to all MailOne users. HOW TO SELL: When consulting with customers, not only can you discuss that they may save up to 20% on USPS shipping, you can also discuss that shipments won’t be delayed due to bad addresses or incorrect formats because they are USPS CASS certified.
What is
Happening ANNOUNCEMENTS
Q1 PROGRAMS
GATHE RED E N V E L O P E
R E W A R D S
The GatheRED Envelope Rewards Program has gotten off to a great start. Since launching in October, FP has received almost 4,000 envelopes, producing over 2,500 unique prospects. Kudos to Alternative Business Equipment for taking the lead in GatheRED submissions! Check out the standings to the right to see how our other Dealers match up! Please continue to send envelopes with a return address and a competitor’s indicia for a chance to earn new leads and collect points for prizes! LEARN MORE ABOUT THE GATHERED PROGRAM
Results as of 12/14/16
RECAP & LOOKING FORWARD
FP Elite is winding down after 17 webinars, numerous sales activities, cash rewards and finally for the North Polarpalooza four day getaway incentive trip in Chicago. The program was geared for 40 reps that solely sell FP Mailing. Based on the success and demand, this program will expand and branch off into three tracks based on knowledge and skill level:
Fast Track The beginner track designed for new FP reps
Mail Champion The intermediate track designed for more experienced reps or office champions
FP Executive Elite Designed fot the top graduates of the current FP Elite program
The new programs led by sales and product experts, Mo Bowlus and Mark Evanoff with support of the RSMs, will once again provide a collaborative environment, sharing of best practices and contribute to the success of reps across the country. On March 3, 2017, we will kick off the new programs. As these programs offers individualized support, space is limited. If you have a rep that may benefit from this program, please contact your RSM now to request a special invitation to join one of the FP Elite programs.
What is
Happening
Q1 PROGRAMS CONT.
ANNOUNCEMENTS
NATIONAL DEALER BOOTCAMP
The very first National Dealer Boot Camp took place November 3-4th, 2016 at our corporate headquarters. It was a great time for all of the dealers who were able to attend! This Boot Camp was a Level 1 training designed for dealers who needed exposure to the basic operation of our products and sales tips to help increase sales. Bootcamp attendees had hands-on training for PostBase meters, as well as our main OEM products. Over the two days of training, we covered our flagship product, the PostBase as well as basic PostBase software, Marketing Support, FlexMail®, M1 and FlexStream®, Inserters and M1. 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: February 23-24th, 2017 WHAT: PostBase and competitive hands-on training, Marketing initiatives, FlexMail, FlexStream, PostBase software, M1, Folder inserters and creating ROI
MASTER TECH PROGRAM WHAT IS IT? The Master Tech Program is an opportunity for dealer technicians to become certified in two or more of our main product lines: mailing machines, addressers, tabbers and folder inserters. WHY DO IT? Graduating from the Master Tech Program shows customers and prospects that your dealership has certified experts to support the products you’re selling. Additionally, resident Master Techs can decrease your machine downtime should you ever have a machine error.
Kelly Nelson from Interact Business in Downers Grove, IL is currently enrolled in the Master Tech Program
KEY TAKEAWAYS -Unlimited training for 2 years -Certified Master Tech Plaque -Master Tech Polo Shirt ENROLL TODAY! If you’re interested in enrolling in the Master Tech Program, contact Joe Tram.
Austin Cody Stevens from Optimum Business Services in Soquel, CA is FP’s recent Master Tech graduate
What is
Happening ANNOUNCEMENTS
PROMOTIONS & CONTESTS COUNTDOWN TO TURKS & CAICOS! It’s the final countdown! We’re headed into the final weeks of the contest! Keep in mind during March 6th - March 9th, 2017, the weather in Turks & Caicos will be in the 80s! Check out the FP Turks & Caicos Trip Website to see where you stand as of December 1st!
Turks & Caicos Trip Standings
Q4 PROMOTIONS COMING TO AN END SPECIAL PRICING ON M1 ENVELOPE PRINTER
6 MONTHS FREE METER ON POSTBASE AUTOMATICS
FP is offering the M1 Envelope Printer at discounted rate of $10,999. Add the options below to make a complete solution.
Click the button below to read about the promotional details!
FlexMail Demo Software M1 Envelope Printer CDM700 Conveyor DTM255 Drop Tray FT723030BK Furniture FR721012BK Riser PCALLINONE2 PC Total Configuration
$FREE $10,999 $1,600 $475 $1,300 $301 $1,150 $15,825
There are no quantity limits to place your order online today to receive this great promotional pricing!
Rules & Requirements $40/MONTH ON CENTORMAIL METER RENTAL Click the button below to read about the promotional details!
Rules & Requirements
2017 DEALER FLOOR PLANNING SNEAK PEEK Back by popular demand! FP will be re-introducing the Dealer Floor Planning Promotion beginning January 3, 2017. Be on the lookout for a communication at the beginning of January that outlines this exciting promotion!
What is
Happening ANNOUNCEMENTS
UPCOMING EVENTS YOU’RE INVITED TO...
THE BIGGEST DEALER EVENT OF 2017 We’re two months away from FP’s Second Annual Dealer Summit! This exclusive event is FP’s biggest dealer event of the year that will provide you the opportunity to learn, share ideas, and network with other Dealers from all over the United States. This event will change the way you do business for years to come! WHEN: Sunday, February 12 - Tuesday, February 14th WHERE: Chicago, IL
Click Here to Reserve Your Spot Today!
This event is not all about work, we have some pretty awesome entertainment planned, including a big surprise! We promise you will not want to miss out! Don’t forget the sign-up deadline is December 31st! We hope to see you there! SUMMIT SPONSORS
JANUARY 22ND USPS® RATE CHANGE As you may already know, the Postal Regulatory Commission (PRC) issued a partial approval regarding the Market Dominant Price Case. The USPS® has been approved to proceed with the implementation of the January 22, 2017 price changes as proposed in October 2016. As communicated in our rate change announcement, FP has communicated to customers notifying them of the upcoming rate change. In the coming weeks, FP will communicate with all RateGuard and Non-RateGuard customers to let them know what the next steps are and what action, if any, is needed. To stay up-to-date on the latest rate change information via FP’s Rate Change Page.
What is
Happening ANNOUNCEMENTS
INTRODUCING FP’S NEW 10 CITY TOUR THERE’S NEVER BEEN A BETTER TIME TO BE AN FP DEALER! Beginning in March, FP will be visiting two cities every other week for a one-day training session on FP’s newest products. By combining the training into one day, we’re minimizing the amount of downtime required during a sales week.
10 City Tour Schedule
WHAT IS IT? An all-day sales training event with focus on PostBase One, PostBase Dynamic, Software, FPi 6600-2 with AMP, and the FPi 4700. In addition to hands-on experience with the machines, attendees will learn how to position against the competition, use key sales tools and tidbits and much more! WHO IS IT FOR? The one day training event is for any dealer sales reps that want an increased knowledge base of our newest FP products. This a great opportunity for dealer sales reps that are unable to make it to FP Addison for training bootcamps. In the coming weeks, FP will release more detailed information about each tour location. If you would like to pre-register for a location, please contact Marketing at marketing@fp-usa.com and indicate which location.
FP’S DEALER QUARTERLY WEBINAR SCHEDULE AT A GLANCE Below are the 2017 Quarterly Dealer 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, January 11, 2017 at 10:30AM CST
Sign-up for Q1-2017 Webinar
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
CUSTOMER EXPERIENCE TEAM
The Customer Experience Team is often the first point of contact for all FP customers and dealers. We receive a wide range of requests from contract submissions to operation and troubleshooting. One of the most commonly asked questions from our dealer partners is: “How can my customer establish a master account?” A written request for the establishment of a master account from the authorized representative at the customer’s office needs to be submitted to FP. The request needs to indicate the account information to be listed on the master account such as: • • • • •
company name address contact name phone email address
The letter also needs to include specific information such as the 9 digit customer account numbers for the locations that should be linked to the master account. THINGS TO KNOW: • Master accounts can be utilized for both rental invoicing as well as for postage funds • Requests must clearly indicate the type of master account set up to avoid delays in processing • You can request the establishment of both a master rental and master postage account in the same written request The customer requests can be submitted to the CET via email at custserv@fp-usa.com. The customer’s written request can also be included when a dealer is submitting a rental contract through order entry. WHAT DOES NOT QUALIFY: • A master account cannot have an active postage meter installed directly under the 9 digit master account. This is why you may find that order entry has set up a brand new 9 digit customer account number for an upgrade order that was submitted for a master account with a meter installed under it.
• A customer account cannot be linked to a master postage account if the balance in the postage account is positive or negative. That means there has to be a zero balance in the postage account for it to be linked.
The turnaround time is typically less than one business day when requests are received that contain all of the required information. A response will be sent to the customer to let them know the new account has been established so that they may go to the customer portal www.myonefp.com to create a log in.
FP Customer Experience Management Team
What is
Happening ANNOUNCEMENTS
DEALER SPOTLIGHT
FP WELCOMES A NEW BUSINESS PARTNER IN ALASKA FROM BARROW TO JUNEAU, WE HAVE YOUR OFFICE TECHNOLOGY COVERED
Boynton Office Systems is owned and operated by Ron & Connie Boynton and Chad & Doreen Boynton. Boynton Office Systems began in 1995 in Barrow, Alaska as Boynton Printing. As we began looking at larger copiers we were presented with the idea of selling and maintaining the Canon line of copiers. We also expanded our office line to include paper products, small printer cartridges and computer products for our local community. Our next expansion came as two contracts at Prudhoe Bay. We now maintain an office there and have rotating technicians on staff 12 hours a day, 7 days a week. To have your story featured in the next Dealer Newsletter, contact Marketing at marketing@fp-usa.com.
FP GIVES BACK THIS HOLIDAY SEASON
For the third year in a row, FP donated turkeys to the Addison Community Switchboard to help feed 25 senior families for Thanksgiving and 193 families for Christmas. FP participated in 3 more charitable giving opportunities. FP is donating new, unwrapped toys for the Toys for Tots Organization. New or gently used coats will go to the Chicago Bears/Jewel-Osco Coat Drive that will benefit The Salvation Army in the greater Chicagoland metropolitan area. Lastly, FP is donating canned goods and diapers to the Peoples Resource Center.
FP Team with Jim Lombardo, Sr. President of the Addison Community Switchboard.
FP’s contribution for the Coat Drive and Toys for Tots.
Vendoris What
Spotlight Happening ANNOUNCEMENTS
Nobody Delivers the Holidays to Businesses Like the United States Postal Service It’s the holiday season, and no one ships or mails better than the United States Postal Service. The USPS is geared up and ready to serve American businesses across the country this holiday season with the gift of shipping and mailing. The USPS delivers more purchases to homes than anyone in the country, and to get the word out, the USPS has launched an engaging omnichannel campaign, using TV, print, radio and social media, to communicate its message nationwide. Click on the picture below to view the national TV Ad
The USPS is preparing internally to make sure they’re ready for the holidays: The Postal Services is projecting about 750 million packages will be delivered this holiday season, a 12-percent increase in volume compared to last year. 35,000 seasonal employees will be hired to help process and deliver increased volumes and meet the needs of its customers. Postal carriers are preparing to pick up packages from more than 3 million customers who will skip the trip to the Post Office this year and use Click-NShip to mail packages. More than 208,000 delivery vehicles will be used to deliver cheer this holiday season. More than 5 million packages are expected to be delivered each Sunday in December.
Of course, direct mail is a vital part of the holiday campaign
The USPS will be using Augmented Reality to showcase technology. Customers can scan the side of any blue mailbox for a fun animation. Visit usps.com/holidays to learn more about our holiday efforts.
Want to learn more fun facts? Go to usps.com/ postalfacts
Last Quarter
Recap
ADDITIONAL 2017 PREVIEW BIG THINGS ARE HAPPENING AT FP IN 2017! In early 2017 FP Mailing Solutions will be gaining the credibility of Fox Business Network and Bloomberg International, as sponsored programming, by being featured on air with Interviews with Kathy IrelandÂŽ. The film crew will also follow FP to the FP National Dealer Summit where they will be interviewing Summit attendees. Those interviews will be broadcasted in 80 millions potential TV households.
Not only is this big news for us but all of our Dealers will be able to use this credibility when selling the value of FP. Stay tuned for more information!
FP WELCOMES NEW REGIONAL SALES MANAGER FP welcomes Joey Ferrante to the position of FP Regional Sales Manager. He will work closely with our Eastern region dealers. He is a proven industry professional with both mailing and copier products with a strong, successful background having grown up in a family business of mailing and copier systems in Florida. The family dealership grew and was sold a few years ago. Joey will be onboarding and training with FP until his 2017 assignment is available and will report directly to Kevin Thompson, Director of Dealer Sales.
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
Coming 2017...