1. Tips and Tools for Selling a
TOP SECRET
Tips and Tools for Selling a
Compliant Government Office Product Solution

2. Office Environment Problem
Breach of Confidential Information
Any office, especially government offices are at risk for breach of confidential information

3. Information at Risk
Over 27 million people have had their identity stolen in the last five years.
Sophisticated identity thieves are pursuing even bigger payoffs
49% of companies affected by a data breach state one or more of the breaches involved the loss or theft of paper
Department of Defense directive specifically identifies crosscut shredders as the minimum level of security for shredding
Identity Theft costs businesses an estimated $50 billion annually.
Fun fact – alarmingly, there is a business of re-assembling shred for content detail

4. Shred the Risk! Fellowes has two programs which I will outline:
Ability One
High Security – TAA Compliant

5. LC Industries and AbilityOne
LCI Founded in 1936 and engaged w/Fellowes in 2000
AbilityOne (formerly JWOD): products made by blind & disabled workers are mandatory for federal purchasers
Provides employment for 40,000+
Allows workers to become self-sufficient taxpayers
All AbilityOne products must contain 75% direct blind labor
Almost 3,000 blind-made products

6. AbilityOne Shredder Facts
Co–Branded Shredders: Fellowes by LCI under AbilityOne
Shredder kits from China - Assembled by the blind in America for federal government market
AbilityOne 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 & function
Example: GBC RSX127 is “ETS” as the Fellowes Ability One 970CC

7. Fellowes by LCI Shredders
Current Assortment
Professional
Commercial
970CC
A List
1-3 users
17 Sheet
2200SC
A List
3 – 5 users
20 Sheet
2200CC
A List
3 – 5 users
20 Sheet
3200SC
A List
6 – 10 users
24 Sheet
3200CC
A List
6 – 10 users
22 Sheet
4000SC
B List
10+ users
36 – 38 Sheet
4000CC
A List
10+ users
24 – 26 Sheet

8. Why Sell AbilityOne Shredders?
AbilityOne is mandated by the government
Fellowes by LCI shredders allow resellers & government purchasers to be compliant with federal procurement regulations
Fellowes has dominant market share and the government wants quality/innovative shredders
New administration expected to enforce laws more aggressively
Replacement buyers are on the rise as is the average sale price of shredders
Fellowes will continue to innovate/support AbilityOne program

9. 2010 - 2011 Government Shredders
ABILITY ONE PROGRAM
4600MSi
2011
990CCi
Aug. ‘10
2250CCi
Aug. ‘10
2200SC
3200CC
3200SC
700HS
1000HS
2011
4000SC
4000CC
300HS
2011
TAA COMPLIANT
400 HS
Disc. ‘11
800 HS
Disc ‘11
HS-440
Aug. ‘10
HS-660
Aug. ‘10
HS-880
Nov. ‘10
HS-1010
Aug. ‘10
C-525C
C-525
Aug. ‘10

10. Office Environment Problem
Unhealthy Work Environments

11. Unhealthy Work Environments
Minor aches and
pains cost US businesses over
$61 Billion in lost
productivity 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 computer
40% work on computers at least 4 hours a day
Ergonomic disorders are the fastest growing category of work-related illnesses
85% of office workers said they have gone to work when they should have stayed home
The average workspace is 400x dirtier than a toilet seat
MSDs are most prevalent, most expensive and most preventable
workplace injuries
Repetitive Motion – Tendonitis—swelling of tendons
Sedentary 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 Title
Office Manager
Middle Manager (Purchasing Manager, Acquisition Manager)
Company Type
Tier 1 - Health/Medical, Manufacturing
Tier 2 - Government, Education, Professional Services, Insurance
Company Size
Medium, Desk Employees
Large Size, 100+ Desk Employees
Large businesses are more accepting of ergonomics

12. Create a Healthy Office Environment
Under Desk Keyboard Drawers
With Microban®
Without Microban®
Microbes on an Untreated Surface can
Double Every 20 Minutes!

13. Office Environment Problem
Mobile Workers

14. Threats 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 computers
Every year, US company secrets worth an estimated $250 Billion are stolen because of indiscreet business practices (American Society for Industrial Security).

15. Stop Prying Eyes

16. Tools & Marketing

17. Tools & Marketing Fellowes Website - Fellowes.com
Fellowes.com/government
Sell Sheets for all products
Customizable Flyers
Jpeg for HTML Eblast available upon request
Fellowes Government Brochure

18. Customizable Flyer

19. Current TAA Shredders

20. 2010 Fellowes Government Brochure/Tools
AbilityOne Shredders
High Security Shredders
Bankers Box – Made in USA
Earth Series Desk Accessories
Ergonomic Products
TAA compliant
Green
Fellowes.com/government

21. Contacts
Fellowes Tech Data Account Manager Lexie Antonio Fellowes Government Channel Manager Shane Powell