The document provides details about regional seminars taking place between July and November 2011 in various New Zealand locations. It also outlines the agenda for topics to be discussed, including network performance, the offer of the month, managing margins, using True Press, corporate templates, and open discussion items. Graphs are included showing retail versus total factor productivity over time and network performance between 2009-2010 and 2010-2011. Additional pages provide more details on the offer of the month and managing margins.

1. Regional Seminars
July 2011

2. 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

3. 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

4. $200,000
$400,000
$600,000
$800,000
$1,000,000
$1,200,000
$0
Jan-08
Feb-08
Mar-08
Apr-08
May-08
Jun-08
Jul-08
Aug-08
Sep-08
Oct-08
Nov-08
Series1
Dec-08
Jan-09
Feb-09
Mar-09
Apr-09
Series2
May-09
Jun-09
Jul-09
Aug-09
Sep-09
Oct-09
Linear (Series1) Nov-09
Dec-09
Jan-10
Retail Versus TFP over time
Feb-10
Mar-10
Apr-10
May-10
Linear (Series2)
Jun-10
Jul-10
Aug-10
Sep-10
Oct-10
Nov-10
Network Performance
Dec-10
Jan-11
Feb-11
Mar-11
Apr-11
May-11

5. Network Performance
(TFP 2009-2010 v 2010 -2011)
$500,000
$450,000
$400,000
$350,000
$300,000
$250,000
2009-2010
$200,000
2010-2011
$150,000
$100,000
$50,000
$0

6. OOTM (and other nuts and bolts)
Profit
OOTM impact on sales OOTM Profit with without Profit lost if
Portion OOTM OOTM no OOTM
TFP 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

7. 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)

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

9. The profile of margin
Margins
High value customer
expects best rates for
all jobs, not just
valuable ones.
•High value
•sophisticated
procurement
•offered to market
•Valuable to us
Low
High
Suck it up
margin
Value of customer
Low value customers
occasionally have a
high value job. This is
Low
the
High Exception, exception, recognise it
Margin manage and manage manually
•Low overall value Low High
•Each job of low value
•No real potential for
scale
Value of Job
•Margin mitigates
nuisance value

10. Margin Example
Scenario 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%

11. 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?

12. Brand Demand
and Corporate
Templates
• What is it?

13. Who is it for?
Franchisee Expected Client
Uptake Annual Spend
10-20% $50k -
BrandDemand $150k+
80% Corporate Business Card Solution $5,000 +
100%
90% Ad-hoc Wireframe and Client Templates $1,000
Designer Templates

14. Corporate Business Card
Solution Example

15. Your Turn
Now

16. True Press Applications :
Frustrated colour
documents
TransPromo
Inventory Reduction
High Volume Digital