New Products Webinar for BSC Managers and Staff

January 27-28, 2011

Moderator

Dan Carson

Director, Channel Management

Office: 703-310-0509

Cell: 703-216-8189

Email: dcarson@nib.org

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Overview and “What’s In It For Me?”

By participating in the webinar, the attendee will: o  Learn what the new AbilityOne products are

and how to sell them in your store.oUnderstand the sales and margin potential of

the new AbilityOne items. o Be well equipped to achieve your store's

AbilityOne percentage goal. • Your feedback at the end is appreciated

Overview and Rules of Engagement

• Asking questionsoChat boxoRaise hand oModerator’s request

• Limit background noise

*6 mute

*7 unmute

Today’s Agenda & Presenters

New Office Products

Presented by: Jennifer Ruth, Director, Product Management, Office Products

New Jan/San MRO Products

Presented by: Shawn Spengler, Director of Product Management, JanSan/MRO Products

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New Office Products

Jennifer Ruth

SKILCRAFT Monochrome Laser TonerHuge Savings in Money, Time, & Carbon Footprint!

Why all the excitement? Newly made laser toner compatible with popular

HP printers - Outstanding quality! 2-3 times the page yield compared to HP Save money, time and carbon footprint! “Greenest” toner cartridge available! These are NOT remanufactured Made in the USA: TAA/Buy America Compliant You will make lots of money! Substantial employment for people who are blind

SKILCRAFT Toner Value Proposition Print 2-3 times the number of pages compared to HP

branded toner High yield equals large savings per printed page The only toner to offer a written yield guarantee 9 patented technologies improve print quality and

significantly extend cartridge life 3rd party tests by Rochester Institute of Technology (RIT)

Less time spent ordering, changing cartridges, and recycling or disposing of cartridges

Less wasted toner residue at bottom of cartridge

The “Greenest” Toner Available! No other toner reduces usage by at least 50% Less than half as many cartridges to manufacture,

package, transport, and recycle or dispose of Saves more than 50% on petroleum, raw

materials, energy, fuel, & packaging 37% post-consumer recycled content by weight All components are 100% recyclable – prepaid

return label enclosed in re-sealable box 100% of all returned cartridges are recycled 100% recycled packaging; non-toxic ink & varnish

Unsurpassed Quality Toner Stringent quality control standards assure unequaled

performance to any other alternative laser toner 3rd party testing (RIT) proves quality equals or exceed

OEM toners Lifetime warranty regardless of toner age

no questions asked – no dates to prove covers service & repair to printer in the unlikely event

this toner is found to damage a printer Local service provided, if needed

The Magnuson-Moss Warranty Act insures toners will not void an OEM printer warranty

Monochrome Toner Sales No ETS – this is a unique product – sell on value proposition

Sales potential (price points & quantities): FMP Origins range from $85.00 - $243.00 Average selling prices range from $120.00 - $325.00 Toner usually is 20-30% of office product budgets Forecasted sales = $11 Million & 26 blind jobs! Outstanding product for building sales, margins, and much higher

percentages of AbilityOne sales!

Competitive price comparison: Consumers save 35-60% per page cost! More profit opportunity! HP margins are typically 10-12%; should

be able to make 20-30% and still save consumer money

Sales Aids: Monochrome TonerFor help selling, contact:

Cathy West @ AIB (256) 493-6846; west.cathy@aidb.state.al.us Dedicated SKILCRAFT toner help desk (877) 817-2520 Jay Rosenbaum or Kevin Barry @ Clarity (866) 281-3804

Merchandising suggestions: Trade show printer display showing page count comparisons w/ HP SKILCRAFT Flash Video - Endless loop POS Signage for use with end-caps or stand-alone signage Place product on shelf position above HP toner with sell sheets

Sales motivation for 90 days: $5.00 spiff paid to BSC employees for each toner sold! Free imprinted Nalgene water bottle (BPA free) to each customer

SKILCRAFT Toner POS Signage

Collateral for Monochrome Toner Sell sheets – customized for your store Tee Shirts for store employees Cross reference sheet to HP toner and printers with

yield comparisons Box stuffers: cross-sell our toner, paper & labels Mass customer emails including link to savings

calculator & green house gas calculator Thumb drive containing: carbon footprint scorecard,

savings calculator, & flash video White paper: actual savings, yield, carbon footprint, &

quality results for a major int’l bank

Sell Sheet for SKILCRAFT Toner

“Glide™” & “Glide Pro™” The NEW Era of Hybrid Ink Pens

Description for Both Glide™ and Glide Pro™: Revolutionary, low viscosity hybrid ink writes as smoothly as a gel

and has the permanence and longer write out of a ballpoint pen. Retractable & stylish – two unique designs Airplane safe – will not leak in high altitudes Dark, vibrant, quick drying ink is smear proof & water resistant Comfort grip gives you total control and is latex-free to avoid

allergic reactions

“Glide™” Other features/benefits: Translucent slim barrel to monitor ink “Secure Tip” strong metal clip stays in pocket Decorative blister card holds 3 pens Medium and Fine points - all black or all blue 48% post consumer recycled content by weight ETS to Bic Atlantis & Velocity, Papermate ProFit & Comfortmate Grip,

and to Zebra Z-1

Glide™ Hybrid Ink Pens

“Glide Pro™” other features/benefits: Co-molded latex-free rubber barrel gives full

rubber grip for extreme comfort & control New stylish pearlized finish Decorative blister card holds 6 pens Medium point only Available in 6 black, 6 blue, or 2 each of black,

blue, and red 38% post consumer recycled content by weight ETS to Bic Pro+, Pilot RexGrip, Zebra Ola

Glide Pro™ Hybrid Ink Pens

Glide™and Glide Pro™Value Proposition: Unlike most of the ETS items, ours are the only pens that contain low-

viscosity hybrid ink, making them smooth writing, smear proof and water resistant and the only pens that contain recycled content

“Glide™/Glide Pro™” Hybrid Ink Pens

Large Sales potential: Can very profitably sell Glide for prox. $3.50/PG and Glide Pro for

prox. $6.75/PG & make over 30% gross profit Expected annual sales: 550,000 PG & 12 BWYs Competitively priced against commercial equivalents

Merchandising suggestions: Attractive, clear front, blister cards are “hook & peg” ready

Customized literature: Small 6 page folded brochure/stuffer available Will customize w/ your store contact information

For display information, samples, or stuffers contact:Linda LiPuma at 414-704-5338 or linda.lipuma@ibmilw.com

Kensington/SKILCRAFT Co-Branded Computer Accessories LCD Monitor Arm for single monitors LCD Monitor Arm for split screen monitors Foot Rest, Ergonomic, 3 height adjustments Foot Rest, Ergonomic, 5 height adjustments & tilt control Products assembled by Chicago Lighthouse

Contact John Chaney (312) 997-3692; john.chaney@chicagolighthouse.org

Kensington Director-level sales support also available

Column Mount Extended Monitor Arm

LCD Monitor Arms Attach LCD computer monitor to Column Mount Extended Monitor Arm

for reduced eye & neck strain. Increase productivity from a perfectly positioned monitor. Cable management system reduces desktop cord clutter. Provides more usable desk top space. Dual pivot points allow easy positioning of the monitor height and

distance from the viewer. Adjusts vertically & horizontally. Tilts to eliminate glare; rotates for portrait and landscape viewing. Attaches to a VESA mount on flat panel monitors measuring from 19”-

20” and weighing up to 20 pounds. Clamps without tools to work surface edges up to 2.5” thick - also

attaches to cubicle surfaces and through desktop grommets. Also available as a 2-pack for dual monitor configuration.

LCD Monitor Arms Easy adjustability quickly allows the user to establish the optimal

viewing angle and monitor height. Easily resets for multiple users. Assembles in minutes; complete set up instructions included Outstanding quality; exceptionally sturdy Single unit packed in carton with carrying handle; packaging made from

75% PCW recycled material.

Commercial ETS Items: Kensington models 60904, 60091, 60099, 60097 Fellowes models 8034401, 8033801 3M models MA100MB, MA200MB, MA220MB Safco model 2229 Compucessory models 52211 and 25010

LCD Monitor Arm

Sales potential MSRP for single unit is $219.95, FMP Origin = $99.00 MSRP for 2-pack is $439.90, FMP Origin = $198.00 High ticket items build sales with good margin potential. Helps build AbilityOne sales percentages. Expected total sales of 3,000 single and 1,000 two-packs

equate to over $500,000 annually

Price Comparison with Competition Both single and 2-packs are priced competitive with

models that have similar features.

LCD Monitor Arms

Merchandising suggestions Chicago Lighthouse will provide plexiglass to

simulate a monitor to mount on monitor arm for display purposes.

Collateral Available Flyers in paper form and electronic format will

be provided with space for store customization.

Ergonomic Foot Rests

Keeps legs elevated for improved posture, circulation and comfort. Reduces pressure & discomfort on lower back

3 angle tilt settings (10°, 20°, & 30°) and 3 height settings from a minimum of 2.5" high to a maximum of 4.5" high.

Large nonskid textured surface made of scratch resistant plastic

Kensington/SKILCRAFTSoleSaver Nonskid Surface Adjustable Footrest

Ergonomic Foot Rests Surface with massaging bumps

designed to stimulate the nerve endings in the bottom of the foot.

Helps relax and soothe feet. Gentle rocking mechanism exercises

ankles while sitting and improves circulation.

Reduces pressure on lower back Five adjustable height settings 30 degree tilt Scratch resistant plastic

Kensington/SKILCRAFTSoleMassage Exercising Footrest

Kensington/SKILCRAFT Foot Rests Packaging for both consists of bleached corrugated

boxes with 75% PCW content, 4 units/master carton, complete with instructions.

SoleSaver ETS Items : Kensington #56152 & 56146 Fellowes #48121 Safco #2120BL

SoleMassage ETS Items : Kensington #56155 3M #FR330 Rubbermaid #4653 and 65837 Kantek #Fr400 Safco #2119BL

Kensington/SKILCRAFT Foot RestsSales potential (price points & quantities):

SoleSaver – MSRP = $25.95; FMP Origin = $10.15 SoleMassage – MSRP = $49.95; FMP Origin = $21.83 Forecasted sales = $425,000 and 28,000 units

Price comparison with competition: Good margin opportunities while remaining very competitive All competitive models have higher MSRP prices

Merchandising suggestions: NPA will provide free header card that can be displayed on an

un-cartoned footrest - shows features/benefits Carton has full color flyer on it with photo, features & benefits

Customizable Sell sheet coming soon – printed & electronic

BioWrite®: The Green Choice! Proprietary, environmental writing instrument line. Biobased, biodegradable barrels reduce the use of

petroleum - leave no chemical residue in landfills. Corn starch-based, renewable, sustainable resin

(except for pen refills and rubber grips). Resin composts in controlled conditions w/in 6 mos. Rubber parts are latex free: avoid allergic reactions Biodegradable in landfill conditions: heat, water, soil

& microbes. Refillable for environmentally friendly reuse. Strong, durable resin

BioWrite® Gel Ink Pens

Gel ink for extra smooth writing – same refill as Vista Gel 35% biobased, biodegradable corn-based bio-resin and

27% pre-consumer recycled plastic by weight. Bold vivid lines with exceptionally smooth ink flow. Acid-free, archival quality ink preserves documents. Translucent barrel allows monitoring of ink supply. Retractable and refillable; latex-free comfort grip.

Made by IOB Greensboro – Contact Mike Hill(336) 420-1605Mhill@iob-gso.com

BioWrite® Mechanical Pencils

Pencil available in 0.5 MM, 0.7 MM, and 1.3 MM (black and red lead). Pencils - 43% biobased & 21% PCW recycled. Cushion point and sliding metal sleeve automatically retracts to

prevent lead breakage. Twist action extra long latex free erasers. Unique 1.3mm lead is virtually unbreakable. Lead tubes – 100% Biobased & compostable. One piece flip sliding tube cap, prevents lost cap.

Made by San AntonioLighthouse – Contact Lee Huston (210) 624-1144lhuston@salighthouse.org

BioWrite® Ballpoint Pens Available w/ latex-free rubber grip

and ring grip barrel: Rubber Grip = 68% biobased Ring Grip = 78% biobased

Low Viscosity ink writes smoothly Refillable & retractable Accent colors on barrel indicate

black or blue ink Certified by Biodegradable

Products Institute to meet ASTM D6400-99 standard.

Made by West TexasLighthouseContact:Vickie Sanders(325) 656-2978 (C)(325) 653-4231 (W)v.sanders@lighthousefortheblind.org

BioWrite® Ergonomic Ballpoint Pen

Ergonomic wide body design for extra writing comfort and control. Thick ribbed cushion grip helps to reduce writing fatigue and cramping. Ergonomically balanced and weighted Wide body pens are recommended by the Arthritis Foundation

Low viscosity ink for smooth, bold, vivid lines provides the permanence & write-out of a ball point with the smooth feel of a gel pen.

Refillable; barrel matches ink color; fine & medium points available. Certified by Biodegradable Products Institute to ASTM D6400-99 standard.

Made by IB Milwaukee Contact Linda LiPuma(414) 704-5338 linda.lipuma@ibmilw.com

Over 68% Biobased and compostable by weight

BioWrite® Commercial ETS Gel – Zebra Eco Sarasa Retractable Gel Pencils –0.5 & 0.7 MM: Paper Mate Biodegradable Pencils;

no ETS for 1.3 MM or leads Ballpoint w/ Rubber Grip – Bic Pro+, Paper Mate Pro Fit RT,

Pilot Rex Grip BeGreen, Zebra ECO Jimnie Clip & Kendo, Pentel RSVP RT, Integra Retractable

Ergonomic Ballpoint – Bic Widebody, Pentel Gizmo & Capri, Staedtler iRemedy, Avery eGrip

Ballpoint w/ Ring Grip – Bic Clic Stick

BioWrite® Sales Potential & Pricing

Category forecasted at $1.7 Million @ FMP Origin Forecasted for over 17 blind work years Products competitively priced with “non-green”

commercial equivalents Stores can charge normal writing instrument

margins and still sell competitively

BioWrite® Sales Aids

Merchandising Very attractive packaging different

look from other SKILCRAFT pens Packaging tells the “green” story End Cap Signs provided

Collateral Sell sheets for all products – contact NPA Some product stuffers available SKILCRAFTSelect flyer features ballpoints

New Jan/San MRO Products

Shawn Spengler

Entrance Matting

Keep buildings clean and GREEN Use less chemicals, water, energy Scraper mat outside – Finger-tip

(recycled content avail) and loop pile Scraper/Wiper Mat in vestibule -

spaghetti and a carpet pile containing 100% PET on surface

Wiper mat - plush 100% PET carpet pile Custom sizes and logos available upon

request – call Wiscraft for details.

Entrance Matting

13 Entry Mat NSNs Mats designed for medium to heavy

duty traffic Colors available: black and gray,

with others under development Most popular sizes: 3x5 and 4x6 Slip-resistant vinyl backing holds

mats in place to prevent falls

Commercial ETS items: 3M Nomad 6050 Crown Finger-Tip, Fore-Runner, Andersen Waterhog Eco

Entry MattingPricing and Sales potential:

Higher dollar sale per unit ($30-185/mat) The matting category shows a wide range in end user pricing Can profitably sell mats at 25-30% gross profit and will be very

competitive with other AbilityOne channels Competitively priced against commercial equivalents Custom size and logo mats available – call for details

Merchandising suggestions: Point of Sale materials available Display 15th Anniversary or BSC logo mat

Collateral and Sales Support: Contact Mike Girard of Wiscraft at 414-778-5813, or

mgirard@wiscraft.com

Anti-Fatigue Matting

Take a Stand for Less Stress Prevent aches and pain associated with

standing for long periods of time. Anti-fatigue mats offer safe, non-slip

surfaces to reduce the risk of falls and combat fatigue.

Vinyl ribbed mats for light to medium duty applications.

Industrial decking mats for medium to heavy duty needs; deck top surface provides abrasion and puncture resistance; yellow striping available

Anti-Fatigue Matting

6 Anti-Fatigue Mat NSNs Vinyl mats are great economy choice Mats are for dry area use only Less body stress, greater comfort

and increased productivity

Commercial ETS items: Crown Andersen Various other ribbed vinyl and

industrial deck-top mats.

Anti-Fatigue MattingPricing and Sales potential: Higher dollar sale per unit:

Vinyl Ribbed, $18-40/mat Industrial Decking, $45-170/mat

The matting category shows a wide range in end user pricing Can profitably sell mats at 25-30% gross profit and will be very

competitive with other AbilityOne channels Competitively priced against commercial equivalents

Merchandising suggestions: Point of Sale materials available

Collateral and Sales Support: Contact Mike Girard of Wiscraft at 414-778-5813, or

mgirard@wiscraft.com

Merchandising MatsCall for Details Narrow Stand – place by registers,

end of isle, small footprint. Free with minimum opening order or sales credit against cost of stand.

Mat Sample Chain

Toilet Tissue and Paper Towels

New “Industrial” Paper Products 100% Recycled Paper, 30-40% Post

Consumer Content Elemental Chlorine-Free (ECF)

bleaching on white paper Ideal for high traffic areas Lower cost/use than standard Reduce labor time and costs Mix NSNs to meet minimum orders Commercial dispensers available

Toilet Tissue and Paper Towels

Jumbo Roll Toilet Tissue (JRT) – 3 NSNs 1 and 2 ply 3.3” core fits most dispensers High capacity = 5-10 standard rolls

Hard Roll Paper Towels – 5 NSNs White and natural paper 2” core fits most dispensers Economical option High traffic areas

Center-Pull Paper Towels – 1 NSN Hygienic alternative - One hand, touch-free Popular in maintenance and shop areas

Toilet Tissue and Paper TowelsCommercial ETS Kimberley Clark, Georgia Pacific, Winsoft,

Scott, Boardwalk and many others.

Pricing and Sales potential: Competitive pricing developed – 30-40% gross

profit potential; room to aggressively price.

Merchandising suggestions: Use dispensers as a display Pallet staging

Collateral and Sales Support: Contact Karma Bower of Outlook Nebraska at

(402) 614-3331 x11, or kbower@outlooknebraska.com

SKILCRAFT-Zep Meter Mist

Automatic Deodorant Dispensing New SKILCRAFT co-brand partner Scented air sanitizer refills Refills dispense for approx 30 days Controls odors in 20x30ft footprint

Dispensing Unit Day, night, and 24-hour settings Indicator light for replacement Batteries included

SKILCRAFT-Zep Meter Mist

5 Scented Refill NSNs Peach, Apple, Country, Smoke, French Reduce airborne bacteria and malodors Environmentally-friendly

VOC compliant Does not contain: ozone depleting

ingredients, “butyl” solvents, phthalates, carcinogens or reproductive toxins, or no

A.P.E.’s (Aklyphenol Ethoxyaltes)

SKILCRAFT-Zep Meter MistCommercial ETS Zep, TimeMist, Big-D, Genuine Joe

Pricing and Sales potential: MOQ = 1 Dispenser or Case of Refills Large existing install base for NSNs 20-30% gross profit potential

Merchandising suggestions: Set up a dispenser as a display

Collateral and Sales Support: Envision POC LHB Industries POC

Questions?

Any more questions from the chat box?

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Let’s Get Started! Add these items to your store! Products are available for purchase TODAY. Visit BSCSales.com for info on all of today’s

featured items www.BSCSales.com; click on “Product Knowledge” and then Click on “January Webinar Product Listing”

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Early Birds Take Note!

IB Milwaukee is offering free shipping to any BSCs making a purchase over $250 by February 15, 2010.

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Jamie Huffman

703-975-8163

jhuffman@nib.org

Harlan Erker

703-310-0633

herker@nib.org

Connie Wilson

703-310-0549

cwilson@nib.org

NIB Contacts in Support of BSCs

Accessing Archived Version of this Webinar

Your colleagues who could not join us “live” can view this webinar at a later date.

Go to: http://www.instantaccessplus.com/niboUsername:  Associateso Password:   nib2associate

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Send specific comments to Dan Carson,

dcarson@nib.org

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Questions/Comments about this webinar?

Dan Carson

Director, Channel Management

Office: 703-310-0509

Cell: 703-216-8189

Email: dcarson@nib.org

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THANK YOU!