1. NTMC Conference March 2012

2. 2 Agenda Staples OverviewStaples Overview Our CustomerOur Customer Brand PositioningBrand Positioning Print ProgramPrint Program Q&AQ&A

3. 3 Staples Overview Invented office supply superstore concept in 1986Invented office supply superstore concept in 1986 World’s largest office products companyWorld’s largest office products company $25 billion in sales$25 billion in sales North American Retail, North American Delivery, InternationalNorth American Retail, North American Delivery, International 90,000 Associates, serving 26 countries90,000 Associates, serving 26 countries Serve customers worldwide through 2,000+ superstores, e-commerce, catalogs and contract businessesServe customers worldwide through 2,000+ superstores, e-commerce, catalogs and contract businesses

4. 4 Office Supply History 25 years ago, there were only two ways to buy office supplies:25 years ago, there were only two ways to buy office supplies: –Contract Stationers –Corner Store $0.86 $3.68

5. 5 Key Retail Customer Segments Employs less than 20 employeesEmploys less than 20 employees Responsible for purchase of office suppliesResponsible for purchase of office supplies Owner or Office ManagerOwner or Office Manager Higher income and education levelHigher income and education level Primary targetPrimary target Home office, 2+ computers in homeHome office, 2+ computers in home Higher income and education levelHigher income and education level Secondary targetSecondary target Primary emphasis during Back to School and HolidayPrimary emphasis during Back to School and Holiday Small Business Home Office

6. 6 Staples Easy Brand Promise We Bring Easy To Your Office

7. 7 Why Easy? Fair pricesFair prices Broad selectionBroad selection Great locationsGreat locations Retail Courteous and helpful associatesCourteous and helpful associates Easy to find what you needEasy to find what you need First choice items in-stockFirst choice items in-stock Fast checkoutFast checkout “Antes” for StaplesEasy “Triggers” for Staples Delivery Easy to shop and buyEasy to shop and buy Next Day perfect orderNext Day perfect order Make it right for the customerMake it right for the customer

8. 8 Media Team The Staples Media Team: Partners with 600+ newspapers nationwidePartners with 600+ newspapers nationwide Negotiates contractsNegotiates contracts Recommends newspapers and print productsRecommends newspapers and print products Optimizes distributionOptimizes distribution Mansi Media: Executes and confirms insertion ordersExecutes and confirms insertion orders Receives and reconciles all invoices; handles billing issuesReceives and reconciles all invoices; handles billing issues

9. 9 Print Program Consists of Circulars and some ROPConsists of Circulars and some ROP –FSI focus around Grand Openings –Circulars flighted based on seasonality and previous year performance –Testing ROP Newspapers chosen based on the following:Newspapers chosen based on the following: –Paid, daily circulation –Coverage around store’s trade area –Strong editorial –Opt in products given strong consideration if >4% incremental coverage Consider multi-year contractsConsider multi-year contracts –Create “win-win” for both Staples and the newspaper

10. 10 How can we best work together? Strong stewardship of the Staples accountStrong stewardship of the Staples account –Help us achieve our positioning and distribution requirements –Initiate updates on insertion orders (rate/quantity) –Quick response Flexibility and innovation—the business climate has changed and newspapers need to adaptFlexibility and innovation—the business climate has changed and newspapers need to adapt Keep Staples informed of industry trends and changes at the newspaperKeep Staples informed of industry trends and changes at the newspaper –Including competitive climate