4. 17. 18 ISSUE NO 7 IN THIS ISSUE CEO MESSAGE CALENDAR ANNOUNCEMENTS VENDOR SPOTLIGHT
AUGMENTED REALITY: SEE HOW WE ARE USING AR AT NPF: MAY 6TH- 9TH
P1 P2 P 3-17 P 17
Dealer Partners: Wow, the first quarter went flying by. It kind of felt like we were on a worldwide tour celebrating our success in 2017. Kickoff meetings, the Dealer Summit and the excellent Champion’s Club trip to Cancún – all excellent times to spend with our dealers, discuss business and celebrate – also take away from focusing on the opportunity at hand. It’s time to get back to business. Let’s go back to some of the themes from our Dealer Summit. We need net meter growth and have put programs in place to make that happen. Smoke the Competition is off and running and we have many participants earning points and patches. We need to completely convert the last of the UltiMails, and I’m happy to say we are rapidly moving those units out. And we launched the PostBase integra. But it’s not all about mailing, we have a great opportunity in shipping now with OnShip, and our activity in that area is increasing rapidly. Finally, let’s not take our eyes off of the opportunities for our OEM products, most specifically folder-inserters. We’ve started the year a little bit behind last year, but with all of our activity and programs, I’m sure we will get back on track and capture the opportunity that is in the market for us. And I haven’t dismissed the work we still have to do internally at FP. I’m in the process of restructuring our regional dealer sales support structure to be more nimble and responsive to your needs. We’re also working very hard to bring flexibility and responsiveness to our technical support team and our operations group so that we more quickly communicate and resolve customer issues. My internal theme for the team here at FP this year was a quote by Tiger Woods, “No matter how good you get you can always get better, and that’s the exciting part.” Our focus will be on continuous improvement this year so that we can continue to have double-digit growth for years to come. Let’s make it a great year!
Carl
MARK YOUR CALENDARS!
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INDUSTRY NEWS HEALTHCARE VERTICAL MARKET The Healthcare Vertical Market was identified as one of the top performing and largest industry market segments for FP. It is also a 3 Trillion-dollar industry, going through many changes and even more to come as the market grows. The marketing team has developed new sales tools around the healthcare profession and how FP can help them run a more profitable and efficient business. The items will include a one page cheat sheet, a post card, email template and talk tracks that include helpful questions to ask and medical terms necessary to know.
All of these tools will be available on the ClubRED website: • • • • • •
Full Brochure on How to Sell Healthcare One-page Cheat Sheet on Selling Tips Postcard Marketed Towards Healthcare Facilities Talk Track Healthcare Vertical Market Webinar E-mail Template
If there are additional questions the marketing team is always willing to help out.
Healthcare Vertical Market A trillion dollar industry The healthcare vertical market brochure as well as the other collateral can be found on the ClubRED website.
PRODUCT UPDATES POSTBASETM INTEGRA The new PostBase integra was revealed at the annual Summit in February and launched March 2nd. The new system replaces the PostBase 85 offering a more robust design, faster speed and an IMI compliant postage meter. It boasts an award winning design, a choice of six designer colors, whisper quiet operation and ease of use with the iconic PostBase color touch screen. The integra provides the highest level of integrity over any mailing system in its class with Seal Check security, jam prevention technology, USPS® IMI compliant PSD and reliability you would expect from German engineering and manufacturing. To assist sales professionals, we’ve created a huge toolkit that includes: brochures, spec sheet, proposal template, competitive side-by-sides, updated competitive comparison guide and image library. All of these tools can be found on the ClubRED website.
ONSHIP SHIPPING SOLUTION FP is excited to announce the launch of OnShip, a multi-carrier shipping solution created for FP. This system ships parcels through USPS, UPS, FedEx, and DHL along with any regional or local carrier that has an API connection. There’s more, OnShip date shops and rate shops small parcels using the actual billed amount which includes any ancillary fees such as fuel surcharges, residential delivery fees and everything else. ONSHIP PROMO!
FP IS OFFERING A LIVE DALER-ONLY VERSION OF ONSHIP ON PROMOTION
OnShip also includes a powerful integrated LTL and TL freight management solution. OnShip offers competitive freight rates at or below national account rates and offers rate shopping on freight shipments. Once the shipment is complete, OnShip completes the Bill of Lading and uploads its freight carrier, then notifies the carrier of the pending freight pick up.
FP is currently working on several installations with many more prospects in the pipeline. We look forward to working with each FP dealer and their prospects as we move into these different markets and expand our opportunities throughout your current and new customers’ facility.
PROMOTIONS SMOKE THE COMPETITION Smoke the Competition has kicked into high gear as we ended our first month of the program! Knockouts have been flowing in thanks to our dealers and sales reps! You all have definitely earned some respect and some patches! We’ve had many displacements and are excited to see what the rest of the year has in store. SMOKE THE COMPETITION PRIZES Q2
Q3 MONTHLY PRIZES
QUARTERLY PRIZES
GRAND PRIZE
*Drawing will take place at the 2019 Dealer Summit!
Our April Monthly Prize Winner is..
John Drop! (Jersey mail Systems)
John has won a WebRC XDrone HD 2 Remote Controlled QuadCopter!
WE’VE HAD A SMOKE OUT! key business solutions just displaced 28 competitive meters! Where Do YOU Stand! Visit www.fp- usa.com/smoke -the -competition
NEW! QUARTERLY PROMOTION BOOK In an effort to streamline your sales process and to help you knockout the competition – FP is introducing quarterly promotions. We will be launching new promotions each quarter, focusing on different products and offerings to keep up with competitor activity and market trends. Some of the promotions may extend beyond one quarter so make sure you read over the promotion rules on each individual page of the Promotions Book, and be sure to include the promotion code on your order. The new promotions book can be found here
THE FINAL COUNTDOWN for ultimail!
As we reach the last quarter for the UltiMail, we are giving it all we’ve got to help you upgrade your customers. We were able to work with GreatAmerica® Financial Services to offer up one more promotion. Upgrade any of your UltiMail customers to an EZ Lease / FP Finance Package Lease at 63 months and your customer will get 60 days deferred payments while seeing no change in payment and you will get $100 in bonus commission.
FLOOR PLAN PROMOTION There are only a few months left to take advantage of this awesome promotion. Having a well-stocked showroom last year helped dealers: • Increase open house attendance • Increase sales rep comfort level with the equipment • Improve tech comfort and skills with FP products • Increase pipelines of prospects and sales through frequent RSM training visits Take advantage of this promotion today! Details can be found in the new quarterly promotion booklet.
CHAMPION’S CLUB We are very excited to announce the 2018 FP Champion’s Club. Previously known as the Dealer Trip, Champion’s Club is reserved for only our highest achieving dealers with the chance to earn an all-expense paid trip for two on the....
Royal Caribbean Independence of the Seas March 9-14th, 2019 The Royal Caribbean Independence of the Seas offers luxurious accommodations, five-star culinary cuisine and breath taking adventures for your enjoyment. Be one of the top Dealers at the end of the contest period for the chance to sail away with us on a five night cruise to the beautiful islands of Falmouth, Jamaica and Labadee, Haiti. Rules: 1.Top Dealers over 110% of equipment budget. 2. Contest period is 1/1/18 – 12/31/18. 3. New Dealers in 2018 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, 2018. 8. No cash out option available. 9. Trip scheduled for 1st quarter of 2019.
Last year’s trip to Riviera Cancún was a blast..
PROGRAMS FP ELITE FP Elite 2018 has been kicked off after an extremely successful 2016 and 2017. Last year, active FP Elite dealers saw an average increase in year-over-year sales of 47%! It’s no wonder why we’ve expanded the program for 2018. 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. UPCOMING WEBINARS: CLICK THE TIMES TO REGISTER FRIDAY 5/4:
FRIDAY 5/11:
FRIDAY 6/1:
OnShip Overview
Competitive Selling Skills
9:30 AM CDT 3:00 PM CDT
9:30 AM CDT 3:00 PM CDT
9:30 AM CDT 3:00 PM CDT
Competitive Knowledge
FRIDAY 6/8:
Intro to Folder Inserters 9:30 AM CDT 3:00 PM CDT
MAJOR ACCOUNTS PROGRAM The FP Major Accounts Team will have a program webinar on Thursday, April 19th 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 • New MAP Unit Credit Promo
GOVERNMENT: PAUL BYRAM
630-827-5837 | pbyram@fp-usa.com
EAST REGION: RICH FIGURA
630-827-5753 | rfigura@fp-usa.com WEST REGION: ZACH GRAFF 630-827-5779 | zgraff@fp-usa.com MAP ADMINISTRATOR: NORMA VALDES 630-827-5722 | nvaldes@fp-usa.com
MAP will have 2 sessions: CLICK ME TO REGISTER FOR THE 10 AM WEBINAR
MAP Representatives:
CLICK ME TO REGISTER FOR THE 3 PM WEBINAR
WELCOME TO THE CLUB! As you know, FP’s new ClubRED Dealer Loyalty Program is LIVE! ClubRED offers three membership tiers.
Through ClubRED, we want to help differentiate and elevate your business in our highly competitive industry. We plan to help by offering unmatched support, solutions and rewards!
clubred perks
HAVE YOU CHECKED OUT THE CLUBRED WEBSITE? All dealer owners should have received an email from ClubRED with instructions on how to set up your account through the website. In that same email you will also find a link to be distributed to anyone in your Dealership that you’d like to register for ClubRED access. No worries, we’ve built this site to remove all sensitive business information so there are no conflicts of interest within your team! So feel free to pass along the registration link in that email to get your team access to all of ClubRED’s new website features! If you have any questions e-mail us at clubred@fp-usa.com! VISIT WWW.FP-USA.COM/CLUB-RED TO ACCESS ALL THESE AWESOME TOOLS!
DID SOMEONE SAY CO-OP? For the first time ever, all Dealers can earn co-op marketing dollars to be used toward promoting our partnership. There are tons of ways in which you can market your business. Check out our co-op guide for a list of approved marketing activities. Be on the lookout for a co-op package. We will be sending you a co-op guide along with a letter that outlines yourcurrent ClubRED co-op totals.
co-op submitting is now easier than ever! 1. Login into the ClubRED website! 2. Click “Submit a Co-op” 3. Fill out the co-op form and attach all supporting documents. 4. Click Submit and the Club Admin will review your submission! That’s it!
awesome co-op examples:
Car wrap!
Display Ad!
E-mail Templates!
FP FINANCE We showed it to you at the Annual Dealer Summit – and now the time has come. FP Finance is now available to you as another equipment financing option. You still have the ability to select pre-set packages where you do not have to purchase equipment but still receive quota credit and upfront commission but you now have the option to write a traditional lease using the rates available on the FP Finance Rate Card on the equipment you have purchased from FP. Increased maintenance, additional term lengths, custom buyouts, promotional offers, and a new D&A that eliminates the verbal verification and speeds up your funding – bringing you a completely redesigned offering to help you sell the way you want and need to knockout the competition. • • •
The new documents are available online at: www.fp-usa.com/fpfinance. No Login Required The FP Finance Rate Card will be published in the Price Book, so please make sure you download the most current version available on the web. EZ Lease documents and pricing will be valid through the end of May. So make sure you follow up on those outstanding orders and have them submitted so they can be processed before the deadline.
GREATAMERICA PARTNERSHIP With FP Finance, we are still partnered with GreatAmerica®. Along with being able to utilize FP when you have an equipment finance question, you can still use your team at GreatAmerica®. If you have any questions, contact FP Finance at fpfinance@fp-usa.com
GATHERED FP is going to give an extra 25 points for each unique healthcare industry submission. This means you need to send us any competitive envelopes from your doctor’s offices, dentist office, speciality practice or hospital invoice. Qualifying healthcare envelopes must include everything stated in the GatheRED program. Below is a guide of examples. Basically, anyone who is in charge of your health physically, mentally or emotionally. The word “HEALTHCARE” needs to be written on the envelope under the indicia for credit. If you do not write it, you do not get credit. Best of luck!
SOME IDEAS ARE: Primary Care Physican Practice Hospital
OBYGN
Psychiatrist
Dermatologist
Psychologist Allergist
Counselor
Podiatrist Pediatrician
Optometrist
Gastroenterologist
ONEFP
TM
Our OneFP program is running strong and helping make us more unified in our behaviors and attitude. Employees are nominated either by dealers, customers or employees for going the extra mile to resolve situations quickly with a positive attitude. The OneFP committee reviews all nominations quarterly and chooses up to 3 winners who receive a trophy and gift card at our quarterly employee meeting, and are then eligible to be voted the OneFP Annual Award winner and join the top dealers on the Champion Club trip. To nominate an outstanding employee, send an email to Pictured here is the 2017 Annual Award winner, onefp@fp-usa.com describing the behavior or act that Wendy Anastasia, with dealer Lu Nguyen in the employee exhibited. sunny Cancún on the Champion’s Club Trip!
EVENTS DEALER SUMMIT In February, FP held its third annual National Dealer Summit on the beautiful San Antonio Riverwalk. To kick off the event, we held a welcome reception at TopGolf where everyone had a lot of fun, good food and drinks and great conversation. It was a great way to set the stage for a fantastic event! Day 1 of the Summit was filled with main stage presentations, breakout sessions and quality face-to-face time with our sponsors. Everyone left for the awards ceremony feeling excited and hopeful for the coming year’s activity. We closed out the Summit with an exciting Smoke the Competition program designed to knockout the competition. If you haven’t registered for the program, you’ll definitely want to. Smoke that competition for your chance to earn monthly and quarterly prizes as well as the grand prize Harley Davidson motorcycle! Thanks again to everyone who came out! Your presence and input helped to make the Summit as beneficial and positive as it was. We’d also like to say a huge thanks to our sponsors who took the time to be part of our big event
MAJOR ACCOUNT PROGRAM
yep, you guessed it! our 2019 national dealer Summit will be held in Las Vegas! mark your calendars for: february 10-12th, 2019!
1.
5 reasons why you should attend the 2019 dealer summit Breakout Sessions FP will host a number of breakout sessions designed to help increase your knowledge and elevate your business practices.
2. Networking 3. 5.
meet the experts
The Summit is a perfect opportunity to mingle with other owners and business professionals like yourself.
The Summit is your chance to have some quality face time with FP’s product experts, as well as a number of our product and service partners.
4.
fomo!
Don’t experience that dreadful ‘fear of missing out’ feeling! Everyone who’s attended the Summit has raved about how amazing it was!
your chance to win a harley davidson! We’ll be drawing for the grand Smoke the Competition prize. You won’t want to miss that!
Did we mention you’d have a lot of fun too? Don’t take our word for it! Check out the video for teaser of what to expect! Stay tuned for more information. Trust us... you won’t want to miss this one.
NATIONAL POSTAL FORUM: MAY 6TH - 9TH 2018 FP is excited to showcase our branding and products at the upcoming National Postal Forum. We will be incorporating some innovative new features within our booth. As we mentioned at the Dealer Summit, we are bringing little to no product and instead showcasing our products via the new augmented reality brochure feature. NPF attendees will have a chance to interact with our products on a virtual level, all while seeing the amazing product benefits. In addition, we will be hosting an augmented reality photo booth where attendees can take a picture with an augmented image of our PostBase. We will then print the photo and give it to attendees as a keepsake. As always, we encourage you to attend and bring any prospective customers to check us out at Booth #837. We hope to see you there!
SUPPORT DIRECT MAILERS The Marketing Team has created several direct mailers that will be available on the ClubRED website for you to use. Easily download these mailers that are also editable so you can add your own dealer logo and information. If you have any questions, feel free to send an e-mail to clubred@fp-usa.com.
Add your logo, name, address and more to the sections in red!
Side 2
Side 1
TECHNICAL TRAINING NOW COMPLIMENTARY FOR DEALERS! The cost of a single Technical Training Course has been valued at $500.00 per seat. In 2018 we are waiving the fee for our dealer partners in order for them to reinvest that value in demo/loaner equipment. CLASSROOM TRAINING
LOCATION
DAYS
BEGINS
Folder Inserter Week: FPi2300, Fpi 6600-2 series & OMR, BCR Reading Sofware
Tempe, AZ
5
April 30th, 2018: 8:00 AM
Regional Location- Northwest: PostBase Pro DS & Sofware/ FPi 4730 Folder Inserter & Software New: Postage Meter Training: PostBase Classic/ PostBase Pro DS/ PostBase ONE
Seattle, WA
5
May 14th, 2018: 8:00 AM
Addison, IL
5
May 21st, 2018: 8:00 AM
Address Printers Week: NEW EDGE Series Printer & FlexMail Software
Tempe, AZ
4
May 21st, 2018: 8:00 AM
Address Printers Week: NEW EDGE Series Printer & FlexMail Software New: Postage Meter Training: PostBase Classic/ PostBase Pro DS/ PostBase ONE
Addison, IL
4
June 5th, 2018: 8:00 AM
Tempe, AZ
5
June 25th, 2018: 8:00 AM
REGISTER FOR TRAINING CLASSES HERE! MASTER TECH PROGRAM Once registered into the program the technician has 2 years from that date to “graduate”. Graduation will consist of 2 products in each of the 3 main categories. 1. Two Postage Meter system including Software 2. Two folder inserter systems including Software 3. Two Address Printer systems including Software
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. • Also the Master Tech Graduates will be able to assist Sales reps with Demo’s on products. • Finally the Master Tech Program is free of charge.
MEET THE TRAINERS!
Harvey Trejo Corporate Education Manager
Sarah Peterson Software Specialist/ Instructor
Mike Jorns Instructor/Technical Support Liaison
Subject Matter Expert: Postage Meters Folder Inserters
Subject Matter Expert: Software Products Postage Meters
Subject Matter Expert: Postage Meters Folder Inserters
Bill Hackett OEM Technical Instructor/ Technical Support Liaison Subject Matter Expert: Address Printers Folder Inserters
CUSTOMER EXPERIENCE TEAM UPDATE The Customer Experience Team is home to all of FP’s customer centric processes. Customer Support, Dealer Support, Accounts Receivable, Technical Support, and Order Entry are all under one roof in the CET. Communication plays a major role in our success and is an area where we focus a great deal of our efforts to ensure that we make it easy to do business with FP. In Q1, the CET rolled out a new initiative that will help to increase visibility and communication regarding the status of orders placed by our dealer partners online. Should you need to check on the status of an order, simply visit our website (www.fp-usa.com) to log into your account and access the FP Reporting Center. From there, you can see if an order has been processed, check shipping status, obtain tracking information, and view notes regarding back orders and product availability. For assistance please reach out to the CET Dealer Support line at (866) 577-1990. We are open Monday – Friday from 7:30 AM to 7:00 PM Central Time.
VENDOR SPOTLIGHT FP BERLIN Did you know that FP USA purchases its folder inserters from FP Berlin? Product management in Berlin has nurtured a strong relationship with the global headquarters of Neopost, France. Our corporate offices have worked successfully together to negotiate and provide equipment, parts and supplies for all FP USA folder inserters. One benefit from buying inserters from FP USA is that you are not supporting a US competitive mailing machine company. Purchase folder inserters from FP USA and eliminate sending revenue to your competitive mailing machine vendors in the US.
OTHER UPDATES
NEW! BREAST CANCER AWARENESS SHIRTS!
NATIONAL BREAST CANCER FOUNDATION SPONSORSHIP FP is happy to announce our 5 year anniversary of partnering with the National Breast Cancer Foundation. Our Pink PostBase has been a great representation of our commitment to the cause. For every Pink PostBase sold a portion of the proceeds are donated back to the foundation. TO ORDER:
CONTACT WENDY AT: WANASTASIA@FP-USA.COM
DEALER SUPPORT DIRECTORY Email: dealersupport@fp-usa.com Hours: M-F 7:30AM - 7:00PM CST FP CET Dealer Support Line: 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 oeeast@fp-usa.com Mideast Region oecentral@fp-usa.com West Region oewest@fp-usa.com Dealer Fulfilled Contract dfc@fp-usa.com FP Finance fpfinance@fp-usa.com EZ Lease Buyout Requests ezlbuyout@fp-usa.com Dealer Sales Support Team Sales Director- East Sales Director- West
Eric Helzing Paul Buckley
630-200-8068 630-340-9712
ehelzing@fp-usa.com pbuckley@fp-usa.com
Northeast RSM Mid Atlantic RSM Great Lakes RSM West RSM Southeast RSM Select Dealer Sales Mgr
Tim Strange Jeff King Tony Dalessandro Barr Turlay Mitch Hill Jo Ann Cycon
224-244-3818 331-431-3491 312-919-5925 224-240-2937 331-321-1075 630-827-5749
tstrange@fp-usa.com jking@fp-usa.com tdalessandro@fp-usa.com bturlay@fp-usa.com mhill@fp-usa.com jcycon@fp-usa.com
Erika Langmaier Amanda Fletcher Ronda Kessinger Paul Byram Norma Valdes Shaun Streich
630-827-5730 630-827-5778 630-827-5727 630-827-5837 630-827-5722 630-827-5741
Sales Analytics Channel Marketing Mgr CET Manager MAP Supervisor MAP Coordinator Tech Support Mgr
elangmaier@fp-usa.com afletcher@fp-usa.com rkessinger@fp-usa.com pbyram@fp-usa.com nvaldes@fp-usa.com sstreich@fp-usa.com