July regional seminar

Regional SeminarsJuly 2011

What is this all about ?Regional Seminar Schedule

Tuesday, 5 July 2011 4.00 PM Christchurch

Wednesday, 13 July 2011 3.30 PM Auckland

Wednesday, 20 July 2011 3.30 PM Wellington

Wednesday, 17 August 2011 3.30 PM Taupo

Tuesday, 30 August 2011 3.30 PM Dunedin

Wednesday, 7 September 2011 3.30 PM Christchurch

Wednesday, 14 September 2011 3.30 PM Auckland

Wednesday, 28 September 2011 3.30 PM Wellington

Wednesday, 12 October 2011 3.30 PM Taupo

Wednesday, 26 October 2011 3.30 PM Dunedin

Wednesday, 9 November 2011 3.30 PM Christchurch

Wednesday, 16 November 2011 3.30 PM Auckland

Wednesday, 23 November 2011 3.30 PM Wellington

Today's Agenda• Network Performance• Offer of the Month (and other nuts and bolts)• Margins, when to milk them and when to concede

them• True Press, what is it good for and how to access

it• Corporate Templates• Items from the floor

Network Performance

Jan-08

Feb-08

Mar-08

Apr-08

May-08

Jun-08Jul-0

8

Aug-08

Sep-08

Oct-08

Nov-08

Dec-08Jan

-09

Feb-09

Mar-09

Apr-09

May-09

Jun-09Jul-0

9

Aug-09

Sep-09

Oct-09

Nov-09

Dec-09Jan

-10

Feb-10

Mar-10

Apr-10

May-10

Jun-10Jul-1

0

Aug-10

Sep-10

Oct-10

Nov-10

Dec-10Jan

-11

Feb-11

Mar-11

Apr-11

May-11

$0

$200,000

$400,000

$600,000

$800,000

$1,000,000

$1,200,000

Retail Versus TFP over time

Series1 Linear (Series1) Series2 Linear (Series2)

Network Performance (TFP 2009-2010 v 2010 -2011)

June July August September October November December January February March April May$0

$50,000

$100,000

$150,000

$200,000

$250,000

$300,000

$350,000

$400,000

$450,000

$500,000

2009-20102010-2011

OOTM (and other nuts and bolts)

Click here for paragraph text

OOTM impact on salesTFP OOTM

OOTM Portion

Profit with OOTM

Profit without OOTM

Profit lost if no OOTM

$ 10,000 $ 1,857 $ 5,000 $ 4,071 $ 929

$ 15,000 $ 2,786 $ 7,500 $ 6,107 $ 1,393

$ 20,000 $ 3,714 $ 10,000 $ 8,143 $ 1,857

$ 25,000 $ 4,643 $ 12,500 $ 10,179 $ 2,321

$ 30,000 $ 5,571 $ 15,000 $ 12,214 $ 2,786

$ 35,000 $ 6,500 $ 17,500 $ 14,250 $ 3,250

$ 40,000 $ 7,429 $ 20,000 $ 16,286 $ 3,714

$ 45,000 $ 8,357 $ 22,500 $ 18,321 $ 4,179

$ 50,000 $ 9,286 $ 25,000 $ 20,357 $ 4,643

$ 55,000 $ 10,214 $ 27,500 $ 22,393 $ 5,107

$ 60,000 $ 11,143 $ 30,000 $ 24,429 $ 5,571

Making OOTM work• E-Shot: on the first of the month• AIDA Letter: sent out on the first of the month; all

purchasers last three months (primacy and recency)

• OOTM Phone call: Customers who brought (relevance) 15 – 20 per day

• E-Shot: one week to go, you are running out of time (frequency)

Other Nuts and Bolts• Enquiry follow up calls• Care Calls• Lost and Dormant Contacts• Art Work Marketing

Margins

High Margin

Exception, manage

Low marginSuck it up

Value of Job

Low High

Valu

e of

cus

tom

er

Low

Hig

h

Low value customers occasionally have a high value job. This is the exception, recognise it and manage manually

•High value•sophisticated procurement•offered to market•Valuable to us

•Low overall value•Each job of low value•No real potential for scale•Margin mitigates nuisance value

High value customer expects best rates for all jobs, not just valuable ones.

The profile of margin

Margin ExampleScenario 1: A PDC customer has come to you. They

need 2 a4 leaflets, folded to DL, 2000 run each (4,000 in total).

TFP Mark up % Mark up $ RSP Margin %

From Astra or third party $ 750.00 20% $ 150.00 $ 900.00 17%

From Flyerlink $ 698.00 79% $ 551.42 $ 1,260.00 45%

TFP RSP Discount Mark up % Mark up $ Margin %

Discounting to match $ 698.00 $ 900.00 29% 29% $ 202.00 22%

True Press• What is the True Press?• How do I use PrintIQ?• How do I calculate freight?• What are the applications?• Who should we target?

Brand Demand and Corporate Templates• What is it?

Who is it for?Franchisee

UptakeExpected Client Annual Spend

BrandDemand

Corporate Business Card Solution

Ad-hoc Wireframe and Client Templates90%

80%

10-20%

$5,000 +

$1,000

$50k - $150k+

Designer Templates

100%

Corporate Business Card Solution Example

Your Turn Now

True Press Applications : Frustrated colour documentsTransPromoInventory ReductionHigh Volume Digital