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[Webinar Slides] Putting the Power of Business Automation into the Hands of your Business Managers
New Products Webinar for BSC Managers and Staff January 27-28, 2011.
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Transcript of New Products Webinar for BSC Managers and Staff January 27-28, 2011.
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: [email protected]
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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; [email protected] 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 [email protected]
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; [email protected]
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) [email protected]
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) [email protected]
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)[email protected]
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 [email protected]
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
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
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 [email protected]
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
Harlan Erker
703-310-0633
Connie Wilson
703-310-0549
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,
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Questions/Comments about this webinar?
Dan Carson
Director, Channel Management
Office: 703-310-0509
Cell: 703-216-8189
Email: [email protected]
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THANK YOU!
