DEALERS
QUARTER
NEWSLETTER 10. 18. 18 ISSUE NO 9
IN THIS ISSUE CEO MESSAGE CALENDAR ANNOUNCEMENTS
P1 P2 P3-17
Read more about the Real Men Wear Pink Campaign on P.13 & 14
Dealer Partners: Earlier this year I was encouraged by our Marketing leader, Amanda Fletcher, to sign up for the Chicago Marathon. In a brief moment of insanity, I agreed. I then spent the better part of the last six months in training. On October 7th, we completed the marathon. Am I telling you this to brag? No, not at all. I’m telling you this because there are some great business lessons to be learned from this experience. You see, the marathon is simply the main event, but without the months and months of training, it would not be possible. The same can be said of growing your business. Growth is what we all aspire to, but without the disciplines, processes and execution – i.e. the training – growth is not possible. And while I was pounding the street every morning getting ready for the marathon, I was spending that time thinking about the fact that in our business, we have gotten away from the basics. We get so focused on our day-to-day life we forget about the things that made us successful. What are the things we need to do to be successful and grow? Pipeline development, sales and product training, and recruitment are key areas that we need to get back to. So, in 2018, we at FP have put time and effort into these three key areas, or pillars, of growth. We have a solid recruitment program for helping dealers find qualified sales and service candidates. We have completely rebuilt our training for both sales and service, and now even include true sales training. Finally, we are in a development phase with five key dealers around competitive database marketing and pipeline development. This is the “training” that we all need to get back to, in order to continue to grow. Please take advantage of these programs, and then enjoy the growth!
Carl
/19/18 FRIDAY, 10 EBINAR: FP ELITE W RTIFIED SELLING CE IONS T MAIL SOLU
T 9:30 AM C CLICK FOR T 3:00 PM C CLICK FOR
12/25/18
FOR FP CLOSED S CHRISTMA
1/22/19
FIRST BUSINESS GROWTH WEBINAR
9/18 FRIDAY, 11/ EBINAR: FP ELITE W
0 FOLDER THE FPI 270 ERIES INSERTER S
T 9:30 AM C CLICK FOR T C 3:00 PM CLICK FOR
1/1/19 FOR FP CLOSED S DAY NEW YEAR
/19
2/10/19-2/12
NATIONAL MMIT DEALER SU ERE REGISTER H
11/22/18 FOR FP CLOSED ING THANKSGIV
MONDAY,
12/31/18
E SMOKE TH ION COMPETIT ENDS ’S CLUB CHAMPION ENDS
INDUSTRY NEWS USPS® PROPOSED RATE CHANGE JANUARY 27TH, 2019 The USPS has proposed a rate change to take effect on Sunday, January 27, 2019. The First-Class stamp is proposed to go up 10%, while meters will only increase 6.4%. The metered letter discount increases 9% or $0.05. The good news is that second ounce and large envelopes will get cheaper. Please review the charts below to see more detail of the proposed changes in January.
RATE CHANGE HIGHLIGHTS Key First-Class Mail Single Piece Prices
Current Price
New Price
Percent Change
Stamp Price 1 oz.
0.50
0.55
10.0%
Single Piece
0.21
0.15
-28.6%
Meter Price 1 oz.
0.47
0.50
6.4%
Single-Piece Flats
1.00
1.00
0.0%
Single-Piece Cards
0.35
0.35
0.0%
Additional Ounce
(1 oz.)
FIRST-CLASS MAIL WILL INCREASE ROUGHLY 2.5% OVERALL
SHIPPING CHANGES • First-Class Package Service is moving to Zone Based • DIM Rules are going to have the following changes: • DIM applies to all zones (not just 5-9) • DIM calculation divisor is smaller – 166 vs 194
As always, we will continue to inform you of any updates we receive.
PRODUCTS PARCEL LOCKERS On October 12th FP had a pre-launch webinar introducing the QTrak Parcel Locker systems. These parcel lockers will be a great addition to the FP line card. The primary verticals for these systems are higher education and multi-tenant housing complexes but can also find homes in large corporate campuses, pretty much anywhere a large number of packages are delivered each day. These modular locker systems can be customized to blend into any environment. College logo wraps are available as well!
The official launch will happen at the National Dealer Summit in February 2019 but you can start selling them today. In the meantime, you should direct your questions and assistance with proposals to Jamie Spell, National Product Sales Mgr. – Software Solutions at jspell@fp-usa.com or call at 630.352.7498.
FPI 2700 LAUNCH FP launched the FPi 2700 series folder inserter in September, it comes with many new features and benefits including: Cover glass display operating system
Stores 50 jobs
High capacity vertical exit stacker
Reading from any configuration 1 to 2.5 station systems
Turbo Mode which increases speed, multi-feed and fold capacity.
PowerFold 8 (turbo model)
MaxiFeeder Compatible
An increased monthly cycle (turbo model)
CIS reading technology
Please take a moment to view the launch video and webinar slides on the ClubRED website. Also available on ClubRED are the brochures, service documentation and more. With its new features and modern look, the FPi 2700 is already a hit!
FOLDER INSERTER TO POSTBASE PRO INTERFACE Along with the launch of the FPi 2700, FP also introduced the folder inserter to PostBase pro interface in September. This feature allows users to go from printed paper to metered mail in one step. Simply load the documents in the folder inserter and out comes metered mail. The interface launch was part of the FPi 2700 launch so look to the FPi 2700 launch presentation and video for more information. Also look for more details on ClubRED including the cut-sheet, and installation instructions.
*
Also compatible with: FPi 2300, FPi 4500 & FPi 5600
ONLY Compatible with the following folder inserters: FPi 2700
FPi 4700
Requirements: • A PostBase pro attribute add-on • Interface hardware kit Click to see it in action!
• Table height and length requirements
FPi 5700
PROMOTIONS & CONTESTS SMOKE THE COMPETITION Don’t put your kickstands down yet, you still have 2 more months left to ride. Smoke the Competition ends December 31st, 2018 but not without a bang! We have something BIG in store for the club throughout the entire month of December, so don’t start slowing down now… remember, a club member never shows weakness. Keep smokin’ out the competition and you’ll be able to reap rewards like these club members already have: 1. Tony Sanchez:
Current Top 5:
C3 Technology Services Harley Davidson Swag Pack
Key Business Solutions | 80 Patches Jersey Mail Systems
2. Craig Wasilchak Alternative Business
| 61 Patches
Pacific Office Automation |
Automation Solutions Amazon Echo 3. John Anderson Complete Mailing Partners Amazon Fire HD Tablet
51 Patches
Automation Mailing & Shipping Solutions
| 46 Patches
Postalogic
| 27 Patches
Check your standings here We would like to give a special congratulations to our quarterly giveaway winner, Jim George (Donnellon McCarthy
CHAMPION’S CLUB
Enterprises). He can now rock his STC
ed! t a d p u e r sa
spirit with a customized FP Motorcycle
Standing
Now is the time to step it up for a chance at a once in a lifetime all expenses paid trip to Falmouth, Jamaica and Labadee, Haiti! Enjoy all the fun the Independence of the Seas has to offer like on board Broadway style entertainment or mini golf or even a full size basketball court! Click here to check your standings
Jacket.
BURNIN’ RUBBER TO BERLIN CONTEST The Burnin Rubber to Berlin program had the goal of increasing folder inserter unit sales to our dealer partners with an incentive trip to Europe for the top dealers as the grand prize. The program was a success.
Trip Winners: Pacific Office Automation (POA) Jersey Mail Systems
Multiple Services Equipment Company Key Business Solutions
MONDAY The trip began when we arrived in Amsterdam on Monday morning. The first stop was The van Gogh Museum to see the artist’s paintings up close and learn
TUESDAY
about the stories his paintings told.
On Tuesday the participants toured the FPi folder inserter factory in Drachten, Holland with hosts from Berlin, France, Belgium and Holland. It was an eye-opening experience to see in action how parts are created, frames laser cut, axles turned and so much more in a real manufacturing factory. Some parts are even manually formed and placed in the powder coating (paint) room used to make sub-assemblies that were later put in frames to assemble a folder inserter. The participants left with knowledge and tools to help them sell more folder inserters.
FUN FACT:
Did you know it takes about 4.5 hours to assemble an FPi 2700 or FPi 4700 folder inserter from start to finish?
Byron Fischer’s picture standing next to a shipment headed to his dealership via plane.
WEDNESDAY Wednesday, we flew to Berlin. We had a professional tour bus and guide for the duration of our visit. We visited the Berlin Wall Museum, toured the FP Corporate Headquarters, and stayed for two nights at the newly renovated Prillwitz Castle. The entire castle was leased for the exclusive use of FP Burnin’ Rubber to Berlin participants! We experienced new foods, entertainment and had visitors such as the castle owner and Patricius de Gruyter, Chief Sales Officer at FP for the awards dinner.
FRIDAY Friday was the trip to the FP factory in Wittenberg, Germany. We watched as the PostBase was being assembled and other FP mailing solutions were created right in front of our eyes.
TRIP WRAP UP We ended the trip with a special dinner atop the television tower, Fernsehturm Berlin. This rotating restaurant with breathtaking views of the city at night and exceptional food and company was one of the highlights of the trip. There was nothing but great comments about the incentive trip. The participants all agree that they are ready to compete for another trip. The knowledge and education we experienced on this trip will assist these dealers in driving their FP business further in the coming years. They can now say that “I’m an expert on our equipment, I’ve invested time and money to be the best of the best, I’ve even been to the folder inserter and PostBase factories and have photos to prove it!”
PROGRAMS FP ELITE Basic: This track hosts two webinars each month. The first Friday of every month is a mailing webinar and the second Friday of every month is an OEM webinar. For the basic program, all new ClubRED approved Authorized FP dealer personnel are welcome. We identify the target audience for each webinar to help you select the appropriate employees to attend. Executive Elite: This track is an “In it to win it” program. Executive Elite is designed for seriously committed FP dealers. It consists of monthly knowledge and activities guaranteed to deliver results presented by Product Marketing and Regional Sales Management. If you are up for the challenge and want a guaranteed increase in your revenue, please contact your RSM for further details.
OCT 19
NOV 9
Selling Certified Mail Solutions Part. 2
The FPi 2700 Folder Inserter Series
Click for 9:30 AM (CT)
Click for 9:30 AM (CT)
Click for 3:00 PM (CT)
Click for 3:00 PM (CT)
CLUBRED New Sales Training Courses are now open for registration on the ClubRED website. Head on over to ClubRED to sign up for a training course in either our Addison, IL or Tempe, AZ location. Choose from three different classes: Sales Development Training, Product Training and Advanced Product Training. Take a look below at to see what each class is all about.
Sales Training
Product Training
Advanced Product Training
If you have never been through a
Two full days of Folder Inserter and
This program, developed for the
sales training course before you will
PostBase product training starting at
experienced mailing equipment
learn everything you need to know
8:00am until 5:00pm each day. The
sales professional, teaches
to become a successful sales
Product Training classese will
participants how to recommend
professional. If you have been
increase and enhance your sales
and demonstrate the proper
through a sales training course
opportunities by increasing your
software solutions to increase their
before but not for a while you will
product knowledge. This program is
mailing and OEM average order
learn some new techniques and also
intended for basic level to advanced
value. Participants will have working
rediscover some of the best practic-
sales professionals, you will learn
knowledge of Flex Systems, OnShip
es that made you successful in the
about folder inserters and PostBase
and QTrak software solutions and
past.
products that clients need.
how they interact with FP’s equipment offerings.
Register for Sales Training Courses by logining into ClubRED and clicking “ToolBox” then FP Education and then “Hands On Sales Training”
FP EDUCATION The FP Education Team has developed our Master Tech program over the last year. Technicians who are enrolled in the program receive product training on 2 models of each current product line. This specifically includes two postage meters, two folder/inserters, two address printers, and two software product solutions. Upon completion of the program the technician receives a plaque, as well as an FP Master Tech polo shirt. The technician benefits by being part of an elite group of service technicians. The dealer benefits by being able to promote having a certified FP Master Tech on their staff, which can aid both their sales and service teams. It is with great pleasure the FP Education Team welcomes a new member to the ranks of our Master Techs. Our new member is Kelly Nelson from Interact Business Products from Wood Dale, IL. Kelly has been a valuable member of the Interact team. She is very knowledgeable on product servicing and has tremendous customer service skills. Kelly is constantly keeping up to date on what is needed for training and better serving the customer base that she is responsible for. She is a valued representative of Interact and FP Mailing Solutions.
REMODELING FINISHED AT TEMPE EDUCATION CENTER Work has finally finished on the construction at the Tempe Education Center:
During construction, training work and classes continued as planned. The expanded classroom has basically doubled our capacity, and can reasonably handle up to 10 students! Register for a class and come check it out! Register here on ClubRED
GATHERED It’s upsetting that summer has come to an end but we have great news! Summer ending means our GatheRED Summer Promotion has ended too!
Winner Winner Chicken Dinner! Jim LaGrou 1,000 Rewards Points Marty Klagholz 500 Rewards Points
Our GatheRED Holiday Promotion will be launching December 1st!
MAJOR ACCOUNTS PROGRAM The FP Major Accounts Team will have a program webinar on Wednesday, November 14th giving you an opportunity to review the features of the MAP Program and how it benefits the customer and dealer both. Register for 10 AM (CT)
Register for 2 PM (CT)
NOVEMB
ER
14
MAJOR ACCOUNT PROGRAM
ONEFP The OneFP Committee has been very busy this summer with a big focus on raising money for Making Strides Against Breast Cancer. Our employees donated 28 units of blood during our blood drive and participated in multiple OneFP fundraisers including a pink chair fundraiser, ice cream fundraiser, pink pancake fundraiser, pink hair extensions fundraiser and a chili cook off.
Uma DavĂŠ
Q2 Award Winner Ethan Martinez
Q2 Award Winner Terrance Crowder
Q2 Award Winner Uma Dave
Carl has been wearing pink every day as part of his commitment to the DuPage County Real Men Wear Pink campaign of the American Cancer Society. All of our employees are committed to showing OneFP spirit and if there is anyone you would like to nominate for a quarterly OneFP award, please send an email to onefp@fp-usa.com describing the behavior or act that the employee exhibited.
EVENTS REAL MEN WEAR PINK FP has teamed up with the American Cancer Society to raise awareness for breast cancer through their Real Men Wear Pink Campaign. Our very own CEO, Carl Amacker, was nominated as one of the men to help lead the campaign. Through the end of October, FP will be raising funds and encouraging the community to take action in the fight to end breast cancer. In addition to raising fund and awareness, Carl will be wearing PINK EVERYDAY in October. He even wore pink during the Chicago Marathon! FP has been doing numerous fundraisers to help achieve our fundraising goal. There has been some pink pancakes, pink hair, and even a Cubs game! Check out some of the fun stuff that has been going on around FP below.
do you want to be part of our efforts? VISIT CARL’S REAL MEN WEAR PINK WEBSITE HERE TO LEARN HOW TO DONATE
NATIONAL DEALER SUMMIT Are you ready to save the world? The mailing world that is… Imagine a world overcome by zombies, but these aren’t your ordinary run of the mill zombies… they’re horrendous, they’re uncivilized, they’re horrifying! THEY’RE PITNEY & NEOPOST ZOMBIES! FP Mailing Solutions and our dealer partners are the only ones left to save the world from this attack and it’s happening during our Summit Welcome Reception! GET READY! Every year FP looks for ways to improve our National Dealer Summit and 2019 is no exception. We have created an agenda packed full of insightful sessions, opportunities to network, and we even left some space for you to choose your own path. We look forward to seeing you all in Las Vegas!
to e r e h k Clic r! Registe
Day 1 2/10/2019 11:30 AM-4:30 PM Registration & Sponsor & Solutions Showcase
5:45 PM Transportation to ACO 6:00-9:00 PM Welcome Reception
Day 2 2/11/2019 8:00- 8:30 AM Breakfast 8:30-8:45 AM Welcome 8:45-10:00 AM Opening Presentations 10:15-11:15 AM FP Sign, Portal Shipping Discover FP
11:15-12:15 PM Pipeline w/ Roundtable 12:15-1:00 PM Lunch
1:00-4:15 PM Breakout Sessions 4:15-5:00 PM ClubRED 6:15 PM Travel to Awards Ceremony 6:30-8:30 PM Awards Ceremony
Day 3 2/12/2019 9:00-9:30 AM Breakfast 9:30-9:45 AM Welcome Back 9:45-12:00 PM Breakout Sessions 12:00- 12:30 PM Closing Remarks
See detailed schedule here
SUPPORT CET UPDATE The CET is pleased to announce the promotion of Ms. Teagen Ross and Mr. Lucas Bingham to CET Team Leaders. Teagen has been providing an exceptional experience for both FP customers and dealers since 2013. In 2015 she was honored by becoming the first FP employee to be awarded the Annual OneFP Award. Teagen’s can-do attitude and Tier3 knowledge level of all customer centric processes will ensure her success in this new leadership role. Lucas has been with FP since early 2017 and has quickly mastered all levels of CET training including Tier3. In 2018 Lucas earned the Quarterly OneFP Award for his contributions as recognized by his peers. Luke’s desire to not only
learn more but to help share his knowledge with others will be instrumental in creating training materials that will help to develop and progress his fellow CET teammates through his new leadership role. Teagen and Lucas will report to CET Supervisor, Maria Olenczuk and CET Manager, Ronda Kessinger in their new roles. They will also work very closely with FP Education Manager, Harvey Trejo when developing training materials and educational programs for the CET.
DEALER SPOTLIGHT: UTEC UTEC was established in 1975 in Ann Arbor, MI, selling copy machines. 42 years later, we are a growing company that is recognized as a leader in office technology solutions. We offer state-of-the-art technology and unwavering customer service that has helped us grow and expand our operations throughout Southeastern Michigan. We are a company employing 40+ hard-working men and women. Our local focus extends beyond the corporate hallways. We are dedicated to supporting the communities we operate, including many philanthropic efforts to support academics and athletics.
8 of their employees at our first Sales Development Class.
Dealer Support Directory Order equipment and supplies online: https://dealer.fp-usa.com Notifications, opportunities, renewal and upgrade contract submissions, invoice payments and more Email: dealersupport@fp-usa.com Hours: M-F 7:30AM - 7:00PM CST FP CET Dealer Support Line: Phone: 866-577-1990 Postage balances, meter activation, PVR withdrawal Customer Service/Accounts Receivable/ Major Accounts Technical Support PostBaseTM Support
Contract Submissions East Region Mideast Region West Region Dealer Fulfilled Contract FP Finance
oeeast@fp-usa.com oecentral@fp-usa.com oewest@fp-usa.com dfc@fp-usa.com fpfinance@fp-usa.com
Dealer Sales Support Team Director of Dealer Sales- East Northeast RSM Mid Atlantic RSM Southeast RSM Great Lakes RSM Regional Sales Support Mgr - East
Eric Helzing Rob Loiacono Jeff King Mitch Hill Tony Dalessandro O’Neil Peart
630-200-8068 224-224-3818 331-431-3491 331-321-1075 312-919-5925 630-827-5700
ehelzing@fp-usa.com rloiacano@fp-usa.com jking@fp-usa.com mhill@fp-usa.com tdalessandro@fp-usa.com opeart@fp-usa.com
Director of Dealer Sales- West Pacific RSM Central RSM Rocky Mountain RSM Regional Sales Support Mgr- West
Paul Buckley Jim Gonthier Eliseo Alaniz Rob Meachum Jo Ann Cycon
630-340-9712 630-335-3665 224-240-2937 224-500-9576 630-827-5749
pbuckley@fp-usa.com jgonthier@fp-usa.com ealaniz@fp-usa.com rmeachum@fp-usa.com jcycon@fp-usa.com
CET Mgr Tech Support Mgr MAP Supervisor MAP Coordinator Marketing Mgr
Ronda Kessinger Shaun Streich Paul Byram Norma Valdes Amanda Fletcher
630-827-5727 630-827-5741 630-827-5837 630-827-5722 630-827-5778
rkessinger@fp-usa.com streich@fp-usa.com pbyram@fp-usa.com nvaldes@fp-usa.com afletcher@fp-usa.com