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WELCOME TO THE SECOND QUARTER DEALER UPDATE WEBINAR

WELCOME TO THE SECOND QUARTER DEALER UPDATE WEBINAR. The webinar will begin shortly, but before we start: Turn off pop-up blockers If you did not turn off the pop-up blocker before logging in, please log out and log back in.

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WELCOME TO THE SECOND QUARTER DEALER UPDATE WEBINAR

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  1. WELCOME TO THE SECOND QUARTER DEALER UPDATE WEBINAR The webinar will begin shortly, but before we start: Turn off pop-up blockers If you did not turn off the pop-up blocker before logging in, please log out and log back in. You will not be able to participate in the quiz if you did not turn off the pop-up blocker. Press *6 to mute your line

  2. DEALER SECOND QUARTER WEBINAR – AUGUST 12, 2010

  3. COMPANY INITIATIVES UPDATE

    Christopher M. O’Brien Executive Vice President, Sales & Service
  4. Equipment Sales Q2 Results 19% growth Ex NAGA Individual contributors presented in a few minutes!
  5. Hardware Heroes Direct COD’s Dealer Alternative 134% Deaton’s 134% A OME 129% B General Mailing 275% C Office Systems 2000 212% D Michigan Officeways 173% CED Ohio 136% Branch Denver 120%
  6. Q2 Updates Customer Service & Dispatch
  7. Calls per Business Day Monthly Trends
  8. Dispatch ASA
  9. INDEPENDENT DEALER SALES UPDATE Kevin Flood Vice President, Dealer Sales
  10. Congratulations to the 2010 Supreme Sales Summit Top Dealers & the Top Regional Sales Manager – Steve Moriarty ! Supreme Sales Summit attendees experienced three days and two nights of excitement and adventure in NYC. Summiteers stayed at the W Hotel New York - Union Square and attended a showing of the Broadway hit Jersey Boys. Additionally, an awards dinner was held in honor of the Supreme Sales Summit winners at one of NYC's premier restaurants. Supreme Sales Summit: WinnersThe Top Five Revenue Achievers from 02/01/10 to 05/31/10, and were over 100% of YTD Quota
  11. TOP SALES PERFORMANCE YTD(BASED ON % OF BUDGET*) “A” Level Dealers * Preliminary Results
  12. TOP SALES PERFORMANCE YTD(BASED ON % OF BUDGET*) “B” Level Dealers * Preliminary Results
  13. TOP SALES PERFORMANCE YTD(BASED ON % OF BUDGET*) “C” Level Dealers * Preliminary Results
  14. TOP SALES PERFORMANCE YTD(BASED ON % OF BUDGET*) “D” Level Dealers * Preliminary Results
  15. Q2 Success Stories Congratulations – Great Job !
  16. Top RSM Performance (IND Sales Only) – YTD
  17. Quarterly Bonus Program Dealer over 100% of quota can earn bonus $’s “A” Dealers - 3.5% Bonus on Mailing & or DH equipment - Wholesale Revenue for (May-Jul 10) Based on 100% achievement in each category “B/C/D” Dealers - 3.0% Bonus on Mailing & or DH equipment - Wholesale Revenue for (May-Jul 10) Based on 100% achievement in each category 54 Dealers Earned the Quarterly Bonuses in Q2!! *Preliminary
  18. YTD Annual Bonus Opportunities Annual Quota Achievement Bonus Opportunity Overall Quota Achievement – 3% Bonus Mid Year Bonus Payment Opportunity Annual Revenue Growth Bonus Mid Year Bonus Payment Opportunity 5% Growth over 2009 - 1% Bonus 10% Growth over 2009 - 1.5% Bonus 42 Dealers qualified for mid-year payment on the Annual Quota Achievement Bonus ! 41 Dealers qualified for the Annual Revenue Growth Bonus ! *Preliminary
  19. DAC UPDATE Meeting Schedule – April 23, 2010 - DAC Conference Call June 21 -22, 2010 – DAC Meeting, Milford, CT August 10, 2010 – DAC Conference Call October 14, 2010 – DAC Meeting, Orlando, Fl December 9, 2010  - DAC Conference Call
  20. DAC Conference CallAugust 10, 2010 Topics Covered Finance Dept Service Levels Warranty Policy Lease Renewals Omega Launches DCS Marketing w/PE-150 Software Distribution Model

  21. COD’s 2Q Dealer Webinar

  22. COD 2nd Quarter 2010 Hardware Results = 101% of Plan Alternative 134% Deaton’s 134% Neopost New England 127% National Mailing 122% PMSI 109% San Diego Postal 109% Modular 106% ITS 93% Innovative 89% Mailwaukee 84% Shannon 79% MailShip 55%
  23. 2010 President’s Conference COD GM’s (EBIT) Gordon Glazer/SDP 151.8% Joe Vaghi/NMS 143.8% Tom Ferrante/MMS 124.4% Todd Deaton/Deaton’s 115.2% Brian Mullally/PMSI 107.7% Shawn Shannon/SBS 106.6% Lance Reed/NNE 105% Don Goyette/Mailwaukee 103.3% Sales Managers (Quota) Brad Albright/PMSI 129.6% George Harvey/NNE 126.8% Mike Calcavecchia/NNE 107.8% Mike Harris/NMS 107.6%
  24. 2010 President’s Conference Specialists (COD determined) David Haimes/PMSI 162.8% Lawrence Anderson/PMSI 153.4% Pat LaLoggia/PMSI 142.8% Gregg Perrin/NNE 118.9% Marc Hansel/MMS 118.7% Sales Professionals (COD determined) Marty Klagholz Jr./ITS 338.1% Maren Cox/MMS 187.0% Keith Greenberg/NMS 176.8% Bill Mandia/NNE 176.2% TJ Patel/NNE 174.8%
  25. 2Q10 COD Sales Productivity Average Revenue Per Sales Rep $358,775 in 2Q10 $330,538 in 1Q10 Sales force growth from 165 to 183 5 Specialists added
  26. Sales Operations Initiatives Dealer Management Leadership Program CORE 1, 2, and 3 Workshops many facilitated at field locations in addition to Kennesaw, GA. David Pina, Manager of Sales Education

  27. Marketing Update

    David Allen
  28. Extensive field testing 20+ systems installed since Sept 09 Longer testing cycles, many configurations Selected customers based on service and marketing criteria, not linked to a sale (no obligation to buy) Pre-launch service training – First time conducting a wide range of service training prior to launch What Was Different About this Launch? The Launch of IS/IM 5000/6000
  29. “Train the Trainers” – Over 60 sales “launch champions” were trained in CT (branches, CODs, RSMs) National launch date – July 12 for branches and CODs Product Premiere / Open Houses Dealer local launches at 28 sites – “Taking it to the streets” – Close to 100 dealers participated What Was Different About this Launch?
  30. The Result Over 800 individuals participated in a launch event Launch events included: Lecture Hands On Product Tests Review of Launch Kits Demo
  31. Updated Website & Press Release
  32. Updated Website
  33. iMeter™ Apps Cut Sheet Case studies based on vertical segmentation FAQs Part II Water bottles for sale on fulfillment site Direct mail & invitation templates to the dealer community Showcase at Graph Expo Chicago, IL October 3rd - 6th What Next?
  34. Addressing Specialist Course October 19-21, 2010 Atlanta Competency Center Open to Neopost, Hasler & RENA Dealers Up to 20 open spots Comprehensive Training Lecture Instruction Marketing, Demos & Selling Hands-On Equipment Skills Live Software Training by Satori
  35. DS-70/M5000 FIRE SALE Extended through August 31, 2010 20%Discount off list! FREE BCR Solution While supplies last!
  36. Rising Star Program Standings

  37. QUIZ

  38. QUESTIONS & ANSWERS

  39. Thank You!

  40. What is the Average Speed of Answer target time (min:sec) for the Customer Service Reps in the Dallas Call Center? Less than 3:00 Less than 2:30 Less than 2:00 Less than 1:30
  41. How many Dealers earned Quarterly Bonuses in Q2? 6 22 35 54
  42. What is the % of Plan for COD Hardware Results in Q2 2010? 147% 135% 101% 98.6%
  43. How many Omega “launch champions” were trained in CT in preparation for the National Launch on July 12, 2010? Over 28 Over 60 Over 100 Over 800
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