Presentation on theme: "Tips and Tools for Selling a"— Presentation transcript:
1Tips and Tools for Selling a TOP SECRETTips and Tools for Selling aCompliant Government Office Product Solution
2Office Environment Problem Breach of Confidential InformationAny office, especially government offices are at risk for breach of confidential information
3Information at RiskOver 27 million people have had their identity stolen in the last five years.Sophisticated identity thieves are pursuing even bigger payoffs49% of companies affected by a data breach state one or more of the breaches involved the loss or theft of paperDepartment of Defense directive specifically identifies crosscut shredders as the minimum level of security for shreddingIdentity Theft costs businesses an estimated $50 billion annually.Fun fact – alarmingly, there is a business of re-assembling shred for content detail
4Shred the Risk! Fellowes has two programs which I will outline: Ability OneHigh Security – TAA Compliant
5LC Industries and AbilityOne LCI Founded in 1936 and engaged w/Fellowes in 2000AbilityOne (formerly JWOD): products made by blind & disabled workers are mandatory for federal purchasersProvides employment for 40,000+Allows workers to become self-sufficient taxpayersAll AbilityOne products must contain 75% direct blind laborAlmost 3,000 blind-made products
6AbilityOne Shredder Facts Co–Branded Shredders: Fellowes by LCI under AbilityOneShredder kits from China - Assembled by the blind in America for federal government marketAbilityOne is exempt from Trade Agreements Act (TAA)Six Fellowes by LCI shredders are mandatory for federal procurement (A-list)Essentially The Same (ETS)Products that are determined the same form, fit & functionExample: GBC RSX127 is “ETS” as the Fellowes Ability One 970CC
8Why Sell AbilityOne Shredders? AbilityOne is mandated by the governmentFellowes by LCI shredders allow resellers & government purchasers to be compliant with federal procurement regulationsFellowes has dominant market share and the government wants quality/innovative shreddersNew administration expected to enforce laws more aggressivelyReplacement buyers are on the rise as is the average sale price of shreddersFellowes will continue to innovate/support AbilityOne program
92010 - 2011 Government Shredders ABILITY ONE PROGRAM4600MSi2011990CCiAug. ‘102250CCiAug. ‘102200SC3200CC3200SC700HS1000HS20114000SC4000CC300HS2011TAA COMPLIANT400 HSDisc. ‘11800 HSDisc ‘11HS-440Aug. ‘10HS-660Aug. ‘10HS-880Nov. ‘10HS-1010Aug. ‘10C-525CC-525Aug. ‘10
10Office Environment Problem Unhealthy Work Environments
11Unhealthy Work Environments Minor aches andpains cost US businesses over$61 Billion in lostproductivity each year!(Source: American Medical Association)Lifetime costs of injuries occurring in a single year in the US totals an estimated $406 Billion, with $80.2 Billion of that in medical expenses (Source: Center for Disease Control and Prevention)90% of all US office workers use a computer40% work on computers at least 4 hours a dayErgonomic disorders are the fastest growing category of work-related illnesses85% of office workers said they have gone to work when they should have stayed homeThe average workspace is 400x dirtier than a toilet seatMSDs are most prevalent, most expensive and most preventableworkplace injuriesRepetitive Motion – Tendonitis—swelling of tendonsSedentary Positions – remaining in one position for extended period of time – causes tightness of muscles – sudden movements can cause strain as muscles become tight and cold.Who to target to purchase:Job TitleOffice ManagerMiddle Manager (Purchasing Manager, Acquisition Manager)Company TypeTier 1 - Health/Medical, ManufacturingTier 2 - Government, Education, Professional Services, InsuranceCompany SizeMedium, Desk EmployeesLarge Size, 100+ Desk EmployeesLarge businesses are more accepting of ergonomics
12Create a Healthy Office Environment Under Desk Keyboard DrawersWith Microban®Without Microban®Microbes on an Untreated Surface canDouble Every 20 Minutes!
14Threats for Mobile Employees 2.4 Million laptop users are at risk from prying eyes.By 2012, more than 80% of mobile workers will create and review information on notebook PCs and mobile devices (Reed Business Information Limited 2007).Up to 25% of employer-related identity theft is done by stealing data from laptop computersEvery year, US company secrets worth an estimated $250 Billion are stolen because of indiscreet business practices (American Society for Industrial Security).