10 EASY STEPS TO MAKING MONEY WITH SECAP DIGITAL METER SYSTEMS. November 14, 2011 PBI Internal use only 1

Transcription

1 10 EASY STEPS TO MAKING MONEY WITH SECAP DIGITAL METER SYSTEMS November 14, 2011 PBI Internal use only 1

2 What s In It For You? $$$$$$$$$$$$$$$$$$$$$$ Increase average order size by providing total solutions Increased Revenue = Increased Income Sell into existing customer base to expand relationship Crack tough accounts with a new value proposition and power of the Pitney Bowes brand Grow in adjacent business spaces November 14, 2011 PBI Internal use only 2

3 STEP 1 Where should you look? Your current customer base Top down prospecting BIGGEST business are best Business that do a lot of billing, invoicing, fulfillment, correspondence. Corporate accounts of all types Membership organizations, associations, unions Insurance, financial, institutional, utilities Business that advertise heavily by mail Commercial printers and Mail houses ANYONE PUSHING MAIL THROUGH THE MAILSTREAM November 14, 2011 PBI Internal use only 3

4 STEP 2 What Exactly Are You Looking For? ***KEY STEP*** Existing postage meters in use manufactured by Neopost, Hasler, Postiala, and DataPac If meter base is leased (95%) Term of lease Lease expiration Manufacture and model number Current monthly lease payment Meter rental, rate chance, and maintenance contract payments if not included in lease Use CRM software to create a data base of lease expirations - DEVELOP RELATIONSHIPS If meter base is owned (5%) Identify current maintenance, meter rental, and rate change costs Add unrealized savings & other pain points to create ROI November 14, 2011 PBI Internal use only 4

5 STEP 2 cont. What Exactly Are You Looking For? When you find a meter manufactured by Pitney Bowes Tell the customer you are also part of the PB family, that your company leases PB systems, and would appreciate if you could use them as a reference Use you mutual relationship as part of the PB family to penetrate the account for cross-sell opportunities of your other product lines Since you are already a customer of my manufacture I d like the opportunity to present our other solutions that may save you money, increase your productivity and efficiencies? I d like to make sure you are getting all the postal discounts available to you, compare any out sourcing cost to in-house solutions that may save you money, & makes sure there are not any manual processes that should be automated to save you time. November 14, 2011 PBI Internal use only 5

6 STEP 3 Who Do You To Talk To & What Do You Say? Two decision makers in most transactions C level contacts make the decision to acquire Mail systems operators many time have significant influence on what brand to acquire Leverage each decision maker to gain access to the other C level contacts understand a strong value proposition and can grant you necessary access into their business to find the pain. Contact is required in closing the sale Mail systems operators can be easily accessible and have first hand knowledge of C level contact information and vital pain points November 14, 2011 PBI Internal use only 6

7 STEP 3 cont. Who Do You Talk To & What Do You Say? C level contacts Present a strong value proposition and get permission for access I have saved most companies I have worked with between 5% - 15% on their mailing cost improving profitability. If I can do this for you would we have a basis for a more in-depth conversation? Secap has gained over 6,000 customers across the nation in the last two years. Our clients have done so because we have been able to increase their profitability, improve their productivity, and provide superior mailing solutions. I m sure your company would like to enjoy these same improvements to the bottom line! I don t want to waste our valuable time. I will contact your mailing operator, get the information we need to determine the level of savings, and report the results back with you. Who should I speak with? Your current meter only costs you money. Our newest technology can turn this cost center into a profit center and can make you money by helping promote your company s marketing and branding strategies. November 14, 2011 PBI Internal use only 7

8 STEP 3 cont. Who Do You Talk To & What Do You Say? Mail Operators Give the mail operator a compelling reason to talk with you I have been (or will be) working with Mrs. Smith. We re looking to find areas where cost saving, postal discounting, and increased efficiencies can be identified. I will be reporting our findings back to Mrs. Smith for her consideration. I need your help and expertise to answer a few questions Secap has gained over 6000 customers across the country in the last few years. We have been able to reduce our clients current mailing costs, improve their productivity, and provide superior mailing solutions. I m sure your company would like to enjoy these same positive results! November 14, 2011 PBI Internal use only 8

9 Step 4 What Value Propositions Can You Offer? Postal Savings 5% -15% Provide superior mail processing technology which will make you and your mail center more proficient and valuable to your organization Uncover areas of unrealized cost saving opportunities Lower your overall spend in your mailing operation Lower monthly payment Right Size your customer Provide full color messaging on your mail & increase your mail advertising results by 60% Eliminate the need to buy and store custom envelopes Automate and save money on USPS special services Eliminate labor in automating shape based rating Eliminate labor in automating department accounting November 14, 2011 PBI Internal use only 9

10 STEP 5 Where Do I Find The Pain? Deep Dive into what they do and how they do it. To determine potential Postal spend savings you need to know Mail volumes by class of mail & piece volume by class First Class letter mail - Flat mail Priority Mail Parcel What they mail on Daily, Weekly, Bi-weekly, Monthly, Quarterly & Yearly Basis A smaller machine may be appropriate if their mail volumes have decreased Commercial rates available 5% off Priority and Express Mail Electronic Return Receipt 1.20 per item saved Electronic Delivery confirmation $.70 per item saved Electronic Signature confirmation $.40 per item saved PresortXtra 5-15% postage savings (check for availability in your area) November 14, 2011 PBI Internal use only 10

11 STEP 5 cont. Where Do I Find The Pain? Deep Dive into what they do and how they do it. Do they send a wide variety of mixed mail. Would shape based rating save them significant processing time? Are they keeping track of postage spend by department? Is this a manual process? What departmental detailed information would be beneficial to their organization? Do they rent an analog line required to refill their current postage meter? If so what is the monthly cost. Are they paying for rate changes not covered under their lease payment? If so how much is that cost? Is their meter rental and maintenance included in their lease? If not what is the annual cost? Can mail in 9x12 flats be folded and mailed in a 6x9 envelope saving $.44 each? Can mail in #10 envelopes over ¼ thick be sent into 6x9 envelopes saving $.44 each? November 14, 2011 PBI Internal use only 11

12 STEP 6 Run The Numbers Costs to Consider for Customer Lease cost of current equipment Meter rental Maintenance Rate changes Analog lines Postal savings Cost of pre-funding postage Labor Costs any overtime? November 14, 2011 PBI Internal use only 12

13 Step 7 Establish Current Costs Sample Upgrade: Neopost IJ65 / Hasler WJ135 with scale Lease Cost * $135 Meter Rental $ 55 Maintenance ($600 Yr) $ 50 Rate Changes ($235 Ea.) $ 19 Total $259 All prices subject to change annually except for lease. *23 months left on a 60 month lease, payoff $3, November 14, 2011 PBI Internal use only 13

14 Step 8 Establish New Costs Sample Upgrade: Neopost IJ65 / Hasler WJ135 with scale Current lease payoff $3,105 DM400 full MSRP $5,965 Total $9,070 Rate factor 60 month lease Monthly Secap lease $ Meter & rate changes $ SLA $ Postal savings & pain points <$?????> Total New Payment $ November 14, 2011 PBI Internal use only 14

15 Step 9 Establish The Benefit Sample Upgrade: Neopost IJ65 / Hasler WJ135 with scale DEMO THE MACHINE! Anyone using the Neopost IJ series and Hasler WJ series machines will love the DM series feeding, ease of use and access. If you do the demo you will get the sale! Customer payment virtually unchanged! Plus. Brand new machine with Better Feeding Better sealing Intellilink User Interface Price protection for the meter rental, rate changes, and SLA for term of lease LAN connectivity (no analog line required) Access to Confirmation services and E-Return Receipt Access to postal discounting November 14, 2011 PBI Internal use only 15

16 Step 10 ASK FOR THE BUSINESS YOU VE EARNED IT! November 14, 2011 PBI Internal use only 16