ISSUE NUMBER SIX 12/19/2017
IN THIS ISSUE CEO Message ...............p1 Calendar ......................p2 Announcements .......p3-16
CEO
Message Dealer Partners: Well, we are wrapping up a pretty fantastic year. When I held my internal kickoff meeting with the employees, we used this quote by Nelson Mandela to inspire the team to achieve our goals, “It always seems impossible until it is done.” We set ambitious targets, challenged each other to get better each and every month, week and day. When I look at the results of FP USA’s performance this year, I can safely say, “It is done!” We owe so much to you all for your support and performance this year, so thank you. How do we make 2018 as successful as 2017? Well, as I alluded to in previous newsletters, we have been strategizing and working on our plans for next year. We are excited to see you all in San Antonio in February at the Annual Summit, because that will be the time when all of hard work is presented to our dealer channel. Competitive acquisition programs, new product introductions, new leasing programs and options, round-table discussions, dealer breakout sessions, and more will be a part of this important meeting. We hope to see you all there. Thank you again for a great 2017. Enjoy the rest of the year, hopefully spending time with family and friends, and let’s all come back in January ready to tackle another “impossible” year. Happy Holidays! Carl
Thanks,
4th Quater
is WhatCalendar Calendar
Happening
Events Events of
ANNOUNCEMENTS
DECEMBER 25, 2017
DECEMBER 31, 2017
JANUARY 1, 2018
FP closed for Christmas Holiday
QTrak Promotion Ends
FP closed for New Year holiday
JANUARY 2, 2018
JANUARY 16, 2018
JANUARY 17-19, 2018
FP closed for New Year holiday
Q1 Dealer Webinar
FP Connect the Slots/FP Elite Incentive Trip
Click Here to Register
JANUARY 21, 2018 USPS Rate Change
FEBRUARY 11-13, 2018 2018 National Dealer Summit CLICK HERE TO REGISTER
What is
Happening
INDUSTRY NEWS
ANNOUNCEMENTS
USPS JANUARY 21ST RATE CHANGE On January 21st, 2018 the postal rates will change again. Both market dominant and competitive rates are affected including select Extra Services. As expected the price of a stamp went up one cent to $0.50 and a metered one ounce letter is now $0.47, which still remains a three cent discount. Overall the market dominant increase was set at the cap of the Consumer Price Index of 1.9%. After both FedEx and UPS posted an average rate increase of 4.9% in December, the USPS set its increase at average of only 3.9% for both Priority and Priority Express Mail. Most notably this year’s change significantly reduced the Priority Mail CBP vs. retail benefit overall with commercial base rates rising at sharper increase of 6.2%. Although the overall commercial base discount saves mailers an average of 9.4%, CBP Priority Flat Rate Envelopes now only save $.15 or about 2% over retail. To get the word out and support mailers, FP is emailing and mailing to customers, blogging and has a rate change support page on the FP website. This year we will again publish the New Rate Guide, which is an easy to read quick reference guide and a must have for any mailer. The Rate Guide is available for download via the support page and the guides will be available in print for dealers to purchase in February.
DOWNLOAD FP’S NEW RATE GUIDE
FOR MORE INFORMATION ABOUT THE JANUARY 21ST RATE CHANGE
WWW.FP-USA.COM/RATECHANGE
What is
Happening
PRODUCT UPDATES
ANNOUNCEMENTS
EDGE PRINT SERIES Recently, FP performed an EDGE printer sales and user training for a newer dealer. After understanding the benefits of the EGDE printer, the dealer lined up several customer demos which concluded with four strong EDGE prospects and one sale to date. Each of the prospects and the sale are to print for pay shops where profitability of the machine is key to closing the deal. The primary question being asked by the prospects is “how much money can I make with this piece of hardware?” With the EDGE’s low cost per print and low cost of ownership, it is an easy sale to print for pay shops. We recommend that all FP dealers take advantage of the various training opportunities to learn more about FP products and services. Knowledge will create solutions for your customers and profit for you!
ULTIMAIL UPDATE Early in 2016, FP announced that we would no longer support the Ultimail effective December 31st, 2017. Since then, tremendous strides have been made in upgrading these legacy machines to new PostBase™ mailing systems. Despite the best efforts with our dealer partners, it is clear that the remaining time will not be sufficient to upgrade all of the Ultimails. Therefore, FP USA made a decision to extend the deadline to June 30th, 2018 knowing that shutting down the Ultimail recrediting system on January 1st, 2018 for hundreds of Ultimail users would be overly disruptive for our mutual customers. In addition, FP will also support the January 21st, 2018 rate change ensuring postal compliance. We would like to reiterate the reasons for our end of life decision that includes overall support and satisfaction of our customers: • USPS® compliance requirements • Replacing rate card systems with rate download capabilities for compliance and customer satisfaction • Newer, more secure technology migration • Switching from analog connecting systems to digital, high speed connections (LAN, Wi-Fi) • Inability to further procure new parts for the legacy technology of the Ultimail, which may result in an irreparable machine It is imperative that we continue to work toward the removal of these mailing systems. On July 1, 2018, we will turn off the recrediting system for Ultimail meters officially ceasing further support of these systems. Lastly, as a reminder, FP and GreatAmerica Financial Services have programs in place to assist when upgrading to a new PostBase system; specifically the low price refurbished PostBase™ Auto mailing system packages available through EZ Lease. Information can be found on the Dealer Dashboard under “Pricing and Policies”.
What is
Happening ANNOUNCEMENTS
MAILONE & LEGAL VERTICAL MARKET In October the new MailOne™ for PostBase™ was launched. The launch included the release of the new MailOne, which is compatible with both IBIP and new IMI mailing systems, and a complete set of sales tools and training. The tools include: MailOne™ brochure, ROI tool, sample databases, screen shot and image library, rate chart, report samples, barcode scanner sheet, quotation templates, PC specs and HP PC Care Pack support data sheet. All of the launch information and sales tools may be found on the FP Dashboard>Marketing Support>Products>MailOne. To complement the launch, the Vertical Market of the Quarter was Legal Services. This was kicked-off with a webinar and offers a legal vertical white paper, informational PowerPoint, sales cheat sheet, postcards and email templates in order to help FP dealers to drive business. The legal vertical was chosen because it is the #2 vertical for PostBase™ mailing systems and the new MailOne™ with its three tier accounting is perfect for legal services. Vertical Market of the Quarter information may be found at FP Dashboard>Marketing Support>Presentations and Webinars. Rounding out the launch was an advanced “Bootcamp” where day 2 was solely dedicated to MailOne product, applications and selling skills. For more information on the advanced bootcamp, click here. With the latest version of MailOne™ was released. No longer will it be referred to as MailOne 2.0 but simply MailOne™ for PostBase™. The latest version is compatible with both IBIP and IMI mailing systems. MailOne 1.6 is still available for CentorMail customers and is listed as a legacy product.
PRESENTATION
BROCHURE
DIRECT MAILER
Contact marketing@fp-usa.com to get your hands on these Legal Vertical Market pieces.
What is
Happening
CURRENT PROGRAMS UPDATE
ANNOUNCEMENTS
FP Elite is winding down for another year. By the end of this year 22 webinars will have been conducted to over 150 sales reps. Currently there are over 100 active Elite reps out of 73 dealerships. The average year-over-year growth for dealers with active Elite is 41%. To wrap up FP Elite 2017, the top three Elite will go to Las Vegas for a three day, two night extravaganza. The contest period ran from September 1st to December 15th. With yet another successful year of FP Elite, the FP team is working on the next generation that will be announced at the 2018 Summit in San Antonio.
GATHE RED E N V E L O P E
R E W A R D S
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! Check out the video below to see what everyone’s been getting! 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 marketing@fp-usa.com
What is
Happening ANNOUNCEMENTS
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 Q3 Employee of the Quarter based on your nominations!
Holly Hanson CET Associate
Ignacio Sanchez CET Associate
Sara Topel CET Associate
The last quarter was a busy one for FP Employees. Turkeys were donated to Addison Community Switchboard to feed needy Seniors in Addison Township. We participated in the Making Strides against Breast Cancer Walk and raised $1946 for the cause! Our OneFP Potluck luncheon brought all departments together to enjoy everyone’s healthy food offerings. We now are now collecting new and used coats for the Salvation Army and new toys for Toys for Tots. The generosity of FP Employees is nothing less than amazing.
What is
Happening ANNOUNCEMENTS
VALUE ADD PROGRAM ACT FAST! PROGRAM ENDS 12/31/17!
The FP Value Add Program is designed to provide FP dealers and their customers with value added solutions at no additional cost. The LC215 adds value with its comprehensive 5 points of protection surges, sags, overvoltage, brownout, and outages plus its feature to record each power activity and occurrences with a time/date stamp. The FP Value Add Program also supplies a free copy of FlexMail or FlexStream depending on the product purchased. The software can be easily upgraded to the Advanced or Professional versions and other options can be added. All VP packages qualify the equipment for a 5 year warranty on the machine’s boards if they use and register the LC215 according to the warranty. Qualifying Products: VP1 can be used for any FPi folder inserter or EDGE printer VP2 Can only be used for orders where the inserter includes reading hardware AND a reading license VP3 can only be used for the EDGE (not the EDGE2 or EDGExs), AJ2650, AJ-2800, AJ-3600, AJ-3800. How to Qualify: Dealers must add these value add packages with a qualifying new equipment order before December 31, 2017. Do not order online, the dealer PO must be emailed to DFC@fp-usa.com and include all qualifying new equipment items and the qualifying value package listed below. The ValueAddPkg1, ValueAddPkg2 and ValueAddPkg3 must be on the same order as the qualifying product. There are three Value Add (VA) packages available:
Rules: •Packages will be available for free to our dealers with qualifying purchase through December 31, 2017 •Only one VA package per qualified product, so if you order two inserters they qualify for two VA packages on the same order
What is
Happening
MAJOR ACCOUNTS PROGRAM
VISIT US AT THE DEALER SUMMIT IN SAN ANTONIO, FEBRUARYANNOUNCEMENTS 11TH TO 13TH
The FP Major Accounts Team will have a table at the 2018 National Dealer Summit to discuss the following:
• Major Accounts Program • Collaborative Approach and Benefits • How to Master the Art of Selling Fleet Accounts • What Opportunities to Look for in Your Area
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. Eastern Region: Central Region: Midwest Region: MAP Administrator:
Paul Byram @ 630-827-5837 or pbyram@fp-usa.com (Supervisor) Rich Figura @ 630-827-5753 or rfigura@fp-usa.com Zach Graff @ 630-827-5779 or zgraff@fp-usa.com Norma Valdes @ 630-827-5722 or nvaldes@fp-usa.com
CO-OP REMINDER Don’t forget to use up your available co-op before it expires! There are tons of marketing efforts you can do to utilize your co-op:
• Direct Mailers and Leave-Behinds • Telemarketing • Tradeshows and Open Houses • Co-Branded Ptomotional Items • And Much More!
For co-op to qualify, be sure to include FP via the logo, name, or products. Please send all submissions to marketing@fp-usa.com. CO-OP Deadlines: Q1-2017 Funds: Spend by 9/30/17 and Claim by 12/31/17 Q2-2017 Funds: Spend by 12/31/17 and Claim by 3/31/18 Q3-2017 Funds: Spend by 3/31/18 and Claim by 6/30/18
What is
Happening
FP EVENT UPDATE
ANNOUNCEMENTS
2018 NATIONAL DEALER SUMMIT Our National Dealer Summit is turning heads. All of our breakout sessions, educational presentations and workshops are guaranteed to leave you with more than what you came in with. We’ll even have some exclusive product show specials to help jump start your efforts in 2018. Click the video for a sneak preview of the 2018 Summit and be sure to register via the ‘Register Now’ button below! 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) BOOK YOUR HOTEL: FP has negotiated a great rate and you can book your room today! Simply click the link below and use group code FPMS. BOOK YOUR ROOM HERE
REGISTER FOR THE SUMMIT HERE
WWW.FP-USA.COM/DEALERSUMMIT FOR MORE INFORMATION
What is
Happening
LEVEL 2 BOOT CAMP
ANNOUNCEMENTS
On November 2nd and 3rd, nine dealer sales reps came to the FP HQ in Addison for the Level 2 Bootcamp. Unlike the traditional bootcamp, this was solely focused on software solutions. Day one was led by Jamie Spell from Flex Systems where FlexMail and FlexStream were covered from end to end. The reps were immersed in not only product but included prospecting, USPS® presorting, positioning the sale including creating an ROI. By the end of the day, the reps had conquered a rigorous first day of advanced bootcamp and had everything they need to start prospecting for software solution opportunities. Day two was intensive MailOne hands-on training. Reps learned everything there is to know about MailOne including installation, operation, applications, sales support tools and how to sell to whom. The training spanned all three primary features of MailOne; mail accounting, shipping and Certified Mail. It also included training by Todd Hackett from Laser Substrates for FP Certified Mail Manager at www.fpcertifiedmail.com
PROMOTIONS & CONTESTS 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.
FREE IPAD MINI 4 WITH QTRAK SCORE ACT FAST! PROGRAM ENDS 12/30/17! For a limited time only, you will receive one free iPad Mini 4 with the purchase of a new QTrak Annual Subscription! This prmotion offers a:
• FREE Handheld Device • FREE Complete QTrak System • FREE QTrak App
Limit 1 per customer.
What is
Happening ANNOUNCEMENTS
FP DEALER TRIP
RIVIERA CANCUN, MEXICO It’s the final countdown and you know what they say “It ain’t over til it’s over!” There’s only a few weeks left in the competition and many of you are this close to securing your spot in beautiful Riviera Cancun, Mexico! 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.
Paradise Awaits...
What is
Happening
MAD DASH FOR CASH
ANNOUNCEMENTS
The Mad Dash for Cash is coming to an end on December 31st, 2017. Don’t forget to make your submissions today. The Mad Dash for Cash program rewards dealer’s sales reps or teams for selling folder inserters and other FP equipment. Please review the program on the dealer portal or ask your Regional Sales Manager or Mo Bowlus (mbowlus@fp-usa.com) for more information. The current standings are:
NEW CUSTOMER ACQUISITION - ACT FAST! PROGRAM ENDS 12/31/17! FP is happy to offer a new promotion to help displace competitive meters. As a Dealer, you can now take advantage of 6 months free on a 36 month contract (minimum). Qualifying Products: PostBase Mini PostBase 20 PostBase 30 PostBase 45 semi-automatic Promo Code: PBASEMOFREE Rules: 36 month term or greater Rental systems only. This does not apply to any “D” or “L” type meters Cannot be placed on any leases. Rental systems only Competitive or new placements only. Cannot be used for current customers If you have any questions regarding this promotion, please contact your Regional Sales Manager.
What is
Happening
KICKIN’ IT WITH CET
ANNOUNCEMENTS
The FP Customer Experience Team (CET) was launched in the summer of 2016 with the intention of providing a better experience for our dealers and customers at every touch point. Our management team has taken the feedback received through quarterly surveys such as the CET/Dealer Support Satisfaction Surveys and used the data to develop methods which would improve support levels and communications for our dealer community. The employees of the FP CET are cross trained in all of our customer-centric processes such as Order Entry, Customer Service, Dealer Support, Accounts Receivable, and Technical Support to ensure each interaction with FP is not only enjoyable but also productive as all of our employees are empowered to take the steps necessary to achieve a first contact resolution. If you have ever been asked to complete one of our surveys then you are familiar with the questions asked on the CET/Dealer Support Satisfaction Survey. We are looking to measure our progress as it relates to calls being answered promptly and in a concise manner. We also look to ensure that questions are resolved in a timely manner and that our dealer community is fully satisfied with the experience they had during their recent interactions with the CET. This information is key to providing our management team with a means to measure how effective our efforts to improve our processes have been and to ensure that we are meeting the expectations of our valued business partners. The results are in and it is clear that we are leaps and bounds ahead of where we were when we started this journey in Q2 2016. While these results are trending in the right direction we know that there is always room for improvement. Please continue to share your feedback with us so that we can work together as business partners seeking to grow our market share one mailroom at a time.
Thank you and happy selling!
What is
Happening
OTHER FP UPDATES
FP CARTRIDGE COLLECTION PROGRAM
ANNOUNCEMENTS
As part of FP’s green initiative, we have introduced our Cartridge Collection Program on October 4th. With that, we have begun including pre-paid return labels within the packaging of customer supply orders to allow for an easy return of old / used cartridges. We have also created a link on the main FP web page to provide customers with another means to request a label to return their old cartridges. Should you or any of your customers want to participate in this program, please let us know and we will provide you with a pre-paid return label for larger returns. We look forward to discussing this program along with potential means to expand its reach at the 2018 Dealer Summit in San Antonio.
FP OPENS A NEW ACQUISITION TEAM LOCATION IN ROSEMONT The FP Connect Acquisition Team is expanding! The FP Connect team is focused on increasing revenue and maximizing opportunities. Because of the success we’ve had, we are continuing to grow. This growth has allowed us to double our inside sales team and are now comprised of two teams. The IS2 team has a strong focus in placing PostBase Mini and PostBase 20s. The team will also continue to increase the placements of Segment ‘A’ meters for 130%+ qualified Dealers. We’re excited to increase our FP brand exposure in the US marketplace. If you have any questions, please contact Dave Fitzpatrick at dfitzpatrick@fp-usa.com or your assigned regional sales manager.
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!