Your products. Your colleagues. Your business.
How to acquire competitive
intelligence to enhance
Help your customers create
a greener office environment
Boost sales by
expanding into the
DESIGNED WITH THE
ENVIRONMENT IN MIND
At HP, we’re committed to the environment.
We provide inventive, high-quality products and services
that are environmentally sound—from the very first
stages of product design through manufacturing and
distribution, customer use and recycling.
Our recent packaging innovations for Original
HP LaserJet and inkjet cartridges alone were estimated
to have reduced greenhouse gas emissions by over
37 million pounds of CO 2 in 2007. 1
In addition, since 1991 we have offered the HP Planet
Partners program that provides free and convenient
return and recycling of Original HP print cartridges.
Thank you for your commitment to the environment.
Estimates are based on projected 2007 print cartridge sales in the United
States and Canada. Global warming gas (carbon dioxide equivalents)
emissions reductions calculated based on anticipated 2007 sales,
using packaging configurations before and after recent improvements.
Environmental impacts modeled with SimaPro 7 (PRé Consultants,
The Netherlands, 2006) lifecycle inventory software. Carbon equivalency
factors from Intergovernmental Panel on Climate Change. Calculations
© Copyright 2009 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
In the Box
A higher intelligence
look who’s talking
sustaiN your business
the line on ...
Ever fi nd papers hiding in the bottom of
a drawer? They end up there when they
slide into the gaps between the folders.
the final word
Out of the Box
Make the Most
of the Coming
There are some encouraging
signs that the worst part of the
recession might be over. The latest
survey by the National Association
of Business Economics reported that
members believe the recession could
end soon. The majority expect a modest
rebound in the second half of the year
leading to growth in the third quarter,
followed by steady improvement into
Encouraging signs to be sure, but
don’t ease up just yet. Employment
will most likely lag any recovery, so it
could be some time before your orders
expand in size or number. New business
remains a challenge, but don’t overlook
any opportunities that exist. As one
executive said recently, it would be a
shame to waste a good recession.
A recession is a great time to shake
up the marketplace. Competitors
are ripe for attack as they pull back
marketing efforts. Underserved customer
groups and undefended markets
abound. Buying behaviors are changing,
giving you the opportunity to respond.
It’s time to examine your priorities
and strategies. What critical initiative do
you need to work on? Do you need to
grow market share, sell more to existing
customers, or find new ones?
You’ve already proven to a core group
of customers that you’re more flexible
and able to deliver more personalized
service than your larger competitors.
The current economy highlights the
advantages independents offer better
than at any time in recent history. Your
fulfillment is quick and accurate, returns
are easy, and your pricing is competitive.
You offer advantages that captivate
customers and capture their allegiance.
Get ready now for the improved
times that are certainly coming. We can
help with our revised dealer marketing
materials to enable you to become more
competitive when the market comes
back. Next time you talk to your account
manager, ask how you can achieve
improved results with the consistent
marketing program laid out in our 2010
dealer marketing materials.
United Stationers Marketing | email@example.com
PLEASE PRINT LEGIBLY.
You can’t miss with Hanging Accordion Folders.
Their one-piece design eliminates gaps
where papers can slide and hide.
Offer valid through 12/30/09. (Requests must be postmarked
by 1/31/10.) Purchase $50 total (your purchase price excluding
shipping and taxes) of any combination of qualifying products
listed on this fl yer. Send this completed form along with proof of
GW Hanging Accordion File Offer
Look what’s new for
has something new
Check out our family of
Universal office products
that look sharp and perform
impeccably. We’ve also
expanded our eco-friendly
product offering with many
products that help customers
meet green initiatives. All of
our products boast the
Universal trademark ‘quality
for less’. Here are just a few…
Stress-free mass mailings!
Universal’s new address labels won’t
leave damaging residue in your printer.
Heavy-duty jobs? No problem.
This compact and powerful stapler is capable
of stapling up to 60 pages with a single touch.
Bring it all together.
Made of quality, sturdy board, our new
binders keep you perfectly organized
and open with just the click of a button.
Universal’s sleek manual stapler works
in a flash for everything you need stapled.
Don’t U look sharp.
Universal’s new, quiet electric pencil
sharpener is stylish and looks good
on your desk.
Retractable is all the rage.
Our retractable dry-erase markers, highlighters,
and permanent markers work longer and
better when there’s no cap to lose.
Pivotal new design.
Universal’s correction tape dispenser has a
swivel tip and is retractable.
IDs, flyers and signs.
Try our newly redesigned multi-sized laminators
for anything from business cards to 11 X 17
signs and documents.
Go to www.biggestbook.com
for more information.
Three new reasons to
and savvy style.
Our long-lasting pens come with
German ink and Swiss-made tips
in great affordable styles.
The Line On...
| ... News | ... Office Products | ... Tech | ... JanSan | ... E-Services | ... Promos | ... Paper | ... Kudos |
Write a Paper,
Plant a Tree
Raising green awareness one tree at a time
Federal Supply donated 1,100 trees to the
Northern Kentucky University Center for
Applied Ecology. The trees were used in
local reforestation projects and were
planted at several project sites in Boone
County to celebrate Arbor Day.
April is Federal Supply’s
In the office products world, we know
our business takes a toll on the environment.
As an industry, however, we are also
learning how to help our companies and our
customers become more responsible.
As part of its Earth Day activities, Federal Supply,
Erlanger, Ky., donated 1,100 trees to the Northern
Kentucky University Center for Applied Ecology for
use in local reforestation projects. The number of
trees donated is equal to the number of trees used
to produce all of the copy paper Federal Supply sold
to customers in 2008.
The trees were planted by student techs on active
project sites in Boone County, according to Mark
Leopold, environmental scientist at the Northern
Kentucky University Center for Applied Ecology.
During April, Federal Supply’s invoices (normally
printed in company blue) were printed in green ink
on 100 percent recycled paper to raise awareness
of earth-friendly products. Over the last eight years,
To celebrate, we donated 1,100 trees
to Northern Kentucky University
Center for Applied Ecology.
This replaces every tree that was used to make
all of the paper we sold last year, making
our customers 100% “Tree Neutral”!
www.MyFederalSupply.com (859) 586-9557
Federal Supply has participated in recyclable product
sales that have saved more than 20,000 trees—an
equivalent of 20 acres of forest.
“Many customers want to be green,” said John
Sherron, owner of Federal Supply, “but they don’t
want to pay the higher price for recycled content
paper. Therefore we donated the same number of
trees that were used to manufacture the less expensive
virgin paper, essentially offsetting our customer’s
carbon footprint for them.”
The Line On ...
… Office Products
HEAD OF THE CLASS
Smart portable media cases
For students, USB drives are
now as essential as pencils,
and portable hard drives are as
necessary as dictionaries. As
students return to school, they’re
looking for just the right cases
to protect their portable
drives. USB protective
cases are the perfect accessories
to use as margin and sales
enhancers for your USB and hard
Case Logic carries neoprene USB
cases in all sizes. The USB cases fit from
one to six USB drives. And for portable hard
drives, Case Logic presents great, functional styles. The crush-resistant,
molded CLG-PHDC1BK is heavy on protection for an external hard drive
and also includes a separate compartment for cords and accessories.
Earn an A+ from your customers with Case Logic cases for all portable
media mobile essentials.
DISCOVER THE DETAILS Check out the full selection of Case Logic products on
Extend the power
of United Smart Search
to every product
United Smart Search has been a big success with resellers, giving their
customers a better online experience by driving better search results for 40,000
products sold by United Stationers. But consumers’ shopping needs may extend
beyond your United Stationers product offering. And for those types of products,
successful online searching is dependent on quality product content.
Now, United Content Services helps extend the power of United Smart Search
to items not currently sold by United, providing the same rich online experience.
GET THE E-POWER Details are available from United Stationers account managers.
“Green & Lean” offers a terrific
opportunity to expand JanSan sales
Every employer can benefit from the
implementation of a green program.
And now more than ever, with consumer demand
on the rise and competitive pressures
bringing prices down, there are many competitively
priced green products made by mainstream
manufacturers that can make going
green both eco-responsible and cost effective.
In response, United Stationers’ OfficeJan
Category Team has developed a new “Green
& Lean” initiative designed to give you solutionbased
sales tools to drive incremental JanSan
business, while helping your customers green
“g r e e n & l e a n”
offers a p r o g r a m
w i t h c o m p r e h e n-
t o o l s, w h i c h p r o-
v i d e documented
b o t t o m-l i n e b u s i-
ness benefits to
y o u r customers.
Lean” offers a
sales tools, which
Catalog, but it
also expands on that selection to offer dealers
a growth opportunity by combining green sales
and JanSan sales.
We’ve created a number of Green & Lean
program support materials, including a comprehensive
program overview presentation, dealerto-end-user
brochures, and free, customizable
promotional e-flyers. If you don’t make “Green
& Lean” a part of your current OfficeJan sales
strategy, you’re missing a terrific incremental
GET GREENER Visit the OfficeJan Resource Center
at www.officejan.com for complete details on “Green
6 July/August 2009
KLEENEX ® Naturals Facial Tissue
Quality and performance . . . Naturally.
Our new KLEENEX ® Naturals Facial Tissue is made with
SOFTBLENd* fiber, the perfect blend of soft, virgin fiber
and 20% post-consumer recycled fiber. The result is a quality
tissue that meets the high standards of KLEENEX ® Brand –
and exceeds EPA minimum standards for post-consumer
waste content in facial tissue.
®/* Trademarks of Kimberly-Clark Worldwide, Inc. Marques déposées de Kimberly-Clark Worldwide, Inc. © 2008 KCWW.
K01393 K2849-09-01 04/09
The Line On ...
Still Going Strong
Retail and commercial sales combine for success
In April, Palace Art & Office Supply, Santa Cruz, Calif., celebrated
60 years of doing business on the Central Coast. As part of the celebration,
Palace ran a big April sale with items
playing off the 60 th theme, such as
Sharpies at 60 cents and stretched
artist canvas at a 60 percent discount
at both stores—Capitola and
Santa Cruz. There was also a series
of Saturday classes and art demos
scheduled at the Capitola store.
In addition to the retail
stores, Palace has an extensive
business-to-business side to its
operation and it delivers office
supplies the next day, up and
down the Central Coast, to
more than 10,000 customers.
Another part of the business
offers commercial office
furniture and installation services
through Palace Office
Palace is the largest independent dealer
of art supplies, office supplies, and office
furniture on the Central California Coast.
Interiors, located in
Monterey. The company
is involved in the community
many area non-profits,
and especially enjoys
teachers, and artists.
Palace has grown
its business accounts, acquiring nine
other businesses on the Central Coast and marketing its products
to school districts, colleges, and local businesses. What once
accounted for only 10 percent of total revenue is now more than
half the business.
Roy Trowbridge, president, and his brothers/co-owners Frank
and Gary, anticipate many more years of business in Santa Cruz.
“We all grew up here, raised our families here, and always look
forward to helping our neighbors. We have survived the onslaught
of the chain stores, and even thrived. It’s hard to imagine Santa
Cruz without Palace.”
Locally owned since 1949,
Palace is a family business
with more than 80 employees.
United’s Preferred Supplier Program recognizes suppliers in key product categories that share
our commitment to providing outstanding products, value, and dealer support.
ur and fun
Save money by
Improve IT’s energy
Use IT to green your
Find listings of all our books
Choose from many
different subject categories
Browse our free articles
Hewlett Packard Limited Edition
GREEN FOR DUMMIES
New guide offers tips for greening IT systems
preferred HP has launched a limited edition
“Green IT for Dummies” pocket book as
an introduction to help organizations go green.
The guide is intended to give organizations
simple and straightforward ideas on how to
reduce the environmental impact of IT systems
and harness the power of IT to reduce the wider
environmental impacts of climate change in society.
The guide, produced independently by research and analysis firm
Freeform Dynamics, provides guidance for where to start in greening an
organization and maps out a pragmatic yet comprehensive course of action
ranked according to expense and difficulty of implementation.
for green results
Money, reputation, and regulation are the
three primary drivers of most organisations.
You can look in vain for words like ‘environment’
or ‘green’, but this is about to change.
A conscientious approach to environmental
issues delivers benefits to the bottom line
and the brand, and helps you to avoid
regulatory nightmares. This book is a powerful
introduction to going green with IT.
Explanations in plain
Save money by
Improve IT’s energy
Use IT to green your
HOW TO GO GREEN To register and download your complimentary copy, go to
www.hp.com and type “Green IT for Dummies” in the search field.
‘Get in, get out’
Icons and other
A dash of humour and fun
Find listings of all our books
Choose from many
different subject categories
Browse our free articles
Not for resale
8 July/August 2009
OffcLine_WJsheetProtectorsAD_OL.pdf 6/12/09 11:18:21 AM
The Line On ...
United’s Preferred Supplier Program recognizes suppliers in key product categories that share
our commitment to providing outstanding products, value, and dealer support.
Office Products value
packs offer savings for
you and your customers
United Stationers has added
a variety of office product
value packs to the 2009 General
Line catalog and July new products
flyer. Value packs offer multiple
product counts and, in some
cases, feature better pricing, free
products, or both.
Value packs are a win-win for
you and your customers. They
increase the dollar value of transactions
and drive the value proposition
to consumers by reducing
order frequency and increasing
savings per item.
Currently available value packs
cover a variety of basic office
products and writing instruments.
Examples include 60 packs of
Bic stick pens and 10 packs of
Wite-Out correction tape. Other
products featured in value packs
include pens and pencils, markers,
tape, glue sticks, and correction
TRUE VALUE Talk to your United
account manager for a full description
of all the value packs we have
get your Green
Follow these tips for
helping the environment
preferred Being eco-friendly
doesn’t have to be
while you may not think
supplier you’re making much of
an impact, every little
bit can help. Here are three simple tips on how
to leave a lighter footprint on the planet.
Tip #1: Choose greener office supplies
Going green at the workplace is now even easier
with many everyday office products available
in environmentally friendly alternatives. Choices
range from biodegradable and water-based
cleaners and solvents to recycled copy paper
and more. Avery ® EcoFriendly address labels,
shipping labels, file folder labels, and name
badges use label paper and packaging made
of 100 percent recycled material and are printed
using soy- and vegetable-based inks derived
from renewable materials. After use, the label
paper and package are also recyclable. And with
Avery’s eco-friendly line of products—from PVCfree
binders to EcoFriendly Labels—consumers
can reduce their impact on the environment and
still count on the same high Avery quality.
Tip #2: Contribute to the recycling effort
Recycling helps reduce raw material consumption
and also helps reduce air and water pollution.
By using products that can be recycled,
users can reduce the amount of waste going to
landfills. Take the Avery Recyclable Binder, made
of 100 percent recycled chipboard. When ready
to be recycled, the binder’s removable rivets and
rings make it easy to disassemble so the binder
b e i n g eco-friendly
d o e s n’t h av e to b e
c o m p l i c at e d.
cover can be recycled with paper recycling, and the
binder rings can be recycled with metal*.
Tip #3: Reuse existing materials
A great way to cut down on waste is by reusing what’s
available. For instance, instead of throwing away old file
folders and purchasing new ones, consider extending
the life of existing file folders. It’s easy to restore current
folders by re-labeling them with Avery file folder labels
with TrueBlock Technology. Just place these labels
over existing labels or markings and completely cover
up what’s underneath. Folders look clean, professional,
and practically as good as new.
* Please check with your local recycling center or go to
www.recycle-steel.org to find a steel recycling center near you.
GO GREEN Talk to your United account manager for more
information on Avery Eco-Friendly products.
10 July/August 2009
While Reducing Injuries
& Claims Costs * Yes, I Want to Increase Productivity!
Introducing Workanomics ...The Guide for Successfully
Integrating Ergonomic Product Solutions into Your Workplace.
Coaching Ergonomic Product Integration
- Increase Office Worker
- Reduce Expensive
- Easy to Implement
- Complete Turnkey
What is Workanomics ? A user-friendly platform designed to
enhance your current ergonomics initiative with proactive ergonomic
training, workstation screenings and ergonomic product
How Does it Work?
1. Consultation: Visit with a
Fellowes® Ergonomics Specialist to
assess your workplace and
customize an ergonomics plan.
2. Coaching: Gain valuable insights
into successfully integrating both
the physical and behavioral sides of
office ergonomics to keep your
employees engaged in healthy
Schedule Your FREE Workanomics Consultation Today.
Make an appointment with a Fellowes Ergonomics Specialist online at:
* OSHA studies show that ergonomic programs that include the introduction of ergonomically designed office products can reduce injuries & claims costs. For more information visit fellowes.com/Office/OSHA
People Focused. Productivity Inspired.
Selling Features & Benefits
GEP-20887 BigFold Z Premium Towels 12/184 10.25" x 11" 2,208 per Case BigFold Z premium towels with a new emboss that
shouts quality, hand performance, and hand comfort
fit into existing C-Fold and Multifold dispensers.
GEP-19375 Compact Coreless 2-Ply Bathroom Tissue 36/1,000 13.85" x 4.05" 36,000 per Case Specifically designed to increase tissue capacity.
Compact allows you to convert existing dispensers
GEP-56781 Compact Coreless High Capacity Tissue Dispense r 1 per Case with the use of specially designed dispenser spindles.
GEP-10440 Safe-T-Gard Door Tissue Sheets 50/200 10" x 4" 8,000 per Case Mounted next to washroom exit doors, tissue is
used as a barrier between clean hands and doors.
GEP-59513 Safe-T-Gard Door Tissue Dispenser and Receptacle 1 per Case
City, St., Zip
©2007 Georgia-Pacific Consumer Products LP.
The Georgia-Pacific logo and all trademarks are
owned by or licensed to Georgia-Pacific Consumer
Products LP. All rights reserved.
The Line On ...
how people can
Better communication leads
to more successful organizations
Enhanced JanSan Category
e-flyers now available
We’re Your Single Source For Savings
WE HAVE THE PrOgrAm THAT mAkES
BUYINg OFFICE ANd JANSAN PrOdUCTS EASY!
THE RIGHT COMBINATION
The trend today is for buyers like you to
consolidate suppliers. Now, through us, you
have one Single Source for everything your
office and facility needs: office supplies,
computer consumables, office furniture PLUS
janitorial and sanitation supplies (JanSan),
facility and maintenance supplies, and food
service and breakroom supplies!
THE RIGHT PRICING
Address, City, State, Zipcode
We’ve completely reworked our pricing
structure to give you a full range of product
choices — from a single se ling unit to fu l
cartons. We now provide you with new unit
of measure options: You can buy in cartons or
“eaches” on 100’s of JanSan items! With this
new flexibility, you can buy JanSan products at
prices and quantities that meet your needs.
THE RIGHT SELECTION
In addition to new units of measure, we
o fer you 100’s of new products as we l. An
expanded, comprehensive Janitorial, Facility
and Breakroom product mix encompassing the
items yo use in your offices and facilities day
in and day out.
THE RIGHT PROGRAMS ORDERING
We have the ordering mechanism in place to
accurately and efficiently bring you JanSan
products along with your office supplies a l
on the same order. Save time and money by
placing one order from a single source for
ALL of your supplies.
Whether you are just down the street, across
town or have multiple facilities throughout the
Continental USA, we have the ability to
deliver on your schedule.
Our Facility Solutions Flyer has been designed,
merchandised and priced to your advantage.
This quarterly flyer is 24 pages and comprised
of over 300 of the most popular and best selling
JanSan, Facility and Breakroom items at great
Almost every business ha some kind of
breakroom. Whether large or small, each one
contains the potential for new customers and
additional sales. Our quarterly Breakroom
Essentials Flyer is designed with large, salesdriven
product images and contains over
200 of the most used breakroom, foodservice
and coffee items. There is a two-page spread
containing “green” products for the breakroom.
All priced right to help you generate greater
breakroom product sales.
Our Janitorial & Facility Supplies Catalog
is over 400 pages with more than 5,700
full-line JanSan, Facility and Breakroom
products. These products encompass the fu l
spectrum of items you buy each and every day
to run your facility. This is the one and only
catalog you’ l ever need.
YOU ASkEd FOr IT... ANd WE LISTENEd!
Let Georgia-Pacific Products
Enhance Your Ever yday Restroom!
BATHROOM HYGIENE PRODUCTS
Sheets Size Price
In April, United Stationers associates at the
Field Service Center in Deerfield, Ill., had the opportunity
to enjoy a presentation on “Overcoming Language
Barriers in the Workplace,” presented by Darryl
Dennard, a broadcast journalist with more than two
decades of experience. The presentation was sponsored
by United’s Corporate Diversity Council.
Dennard drew on his extensive background in
minority news issues to illustrate how cultural differences
can be overcome, and meaning and cooperation
can be added to the workplace. He leveraged the
insights developed over the years to offer common
sense suggestions on how people can set aside their
differences to work and communicate better.
better communication l e a d s
to m o r e successful o r g a n i z at i o n s.
As a news anchor, Dennard is heard on several
Chicago-area radio stations. He has produced and
hosted, for tens of millions of homes, “The Black
Enterprise Report,” airing on WGN Cable and Satellite
feeds. He has also served as co-host of the nationally
syndicated Ebony-Jet Showcase.
JanSan Category e-flyers are an ideal
way to expand a dealer’s product offering to
customers and prospects and to help convey
the single-sourcing message.
Beyond giving dealers a whole new product
line to offer their customers, e-flyers introduce
them to other influencers and purchasers
within targeted businesses, including facility
managers, maintenance managers, security
directors, cafeteria/food service managers,
mailroom supervisors, human resources
managers, meeting planners, and others.
And now, all JanSan Category e-flyers have
been reformatted so that they’re:
• Completely savable with full dealer
customization, pricing, etc.,
• Completely customizable with dealer
• Available in color and black-and-white
• Available in HTML format for posting to
Web sites or sending out via e-mail,
• Available with suggested consumer sale
These newly enhanced e-flyers are available
exclusively on the OfficeJan Resource Center.
GET STARTED To use the JanSan e-flyers, visit
www.officejan.com and register for access to the site.
12 July/August 2009
Software Solutions for Office Products Dealers
Get Peace of Mind
Software designed by dealers for dealers
• Complete vendor integration
• Tighter control of your margins
• Complete back office management
• Fully integrated web-storefront
• A trusted, experienced industry partner
“DDMS really understands how
we operate and what we need
to interface effectively with our
customers and suppliers”
Co-Owner, Artlite Office Supply
Get $0 down & 0% interest
on a new DDMS purchase. Act fast!
Offer ends August 31, 2009
Call TODAY for a free demo!
866.374.3221 • w w w . E C i S o l u t i o n s . c o m / d d m s • firstname.lastname@example.org
The Line On ...
Kyle Office Supply has served Alabama
customers for 80 years
In 1929, Leonard C. Kyle went to work for
the Underwood Typewriter Company. His
experience led to the launch of a successful
office supply enterprise. After 80 years,
the Kyle legacy continues.
Kyle Office Supply,
Tuscaloosa, Ala., celebrated
its 80 th anniversary this past
April. The firm celebrated the
event with an open house attended
by customers and suppliers
at its downtown showroom. The
event included lunch and product
presentations by 20 vendors.
“It was the first time we’ve
done this,” said Drew Kyle, who
owns and manages the business
with his brother, Chris Kyle Jr.
“The vendors were very pleased
with the turnout and the interest
customers had in their products.
It was a big success.” About 375
customers and guests attended the event.
Working out of a back office at Hanson Drug in Tuscaloosa, Leonard
C. Kyle went to work for the Underwood Typewriter Co. in 1929. That
entry-level sales position grew into Kyle Office Supply, which today is
a leading supplier of office products, printing, name-brand office
furniture, Xerox office machines, and fine stationery.
As part of its system for dealers, eQuality Internet Services (EIS)
now offers a new routine that will pick up an ICAPS file every morning
and update costs on the dealer’s system as frequently as the dealer
requires. The system does this automatically. The dealer only has to go
online to activate the pricing update, which is done quickly and easily.
The routine was introduced in April and in its first month of availability,
it was adopted by 80 percent of the United Stationers dealers that
work with EIS. According to Gilbert E. Walter II of EIS, “[ICAPS]
is the best system United has come up with, ever. I can’t think of
anything United has done that has helped customers more.”
ICAPS is United Stationers’ system for delivering item and price files
to dealers based on their needs, including price plans, and preferred
frequency and format. This powerful tool keeps dealers on top of the
frequent changes in today’s marketplace. Managing information on a
timely basis is critical to managing your business, and ICAPS helps you
BE COMPETITIVE To get started on ICAPS, go to the Reseller Classified Zone, read
the Quick Start Guide, and follow the instructions.
... Office Products
United’s Preferred Supplier Program recognizes suppliers in key product categories that share
our commitment to providing outstanding products, value, and dealer support.
STUCK ON YOU
Vertical markets bring lamination to life
preferred Though lamination is often seen
as a mature category, there are many
opportunities to lift sales with Fellowes ®
lamination products. Initially, Fellowes
supplier developed a new range of laminators to
attract consumers with fresh designs and
a simpler lamination process, but new product development is only
half the picture.
Marketing is the key to consumer perceptions and preferences—
and vertical marketing in the six markets shown here (see chart) is
one of the best ways for dealers to generate dollars.
Additionally, Fellowes laminators are virtually jam-free, cool to the
touch for safe operation, and easier to use with push-button controls
and streamlined designs. Most are portable and easy to store for user
convenience, so making the sale is easier than ever. For your customers,
trust Fellowes, a global leader in lamination products, to provide
quality, consumer-inspired solutions.
FEATURED To learn more about lamination opportunities available from Fellowes,
SERVICE (Govt. Offices,
Fire & Police Stations,
Laminated ID tags, training materials, business
cards, luggage tags, training rings, display signs,
and maps can be used for this target.
Laminated flash cards, name tags, artwork, educational
tools, and class rosters hold up to years
of use by students.
Laminated business cards, ID tags, medical
licenses, display signs, and training materials hold
up to frequent handling.
Laminated menus, schedules/rosters, recipe cards,
and employee badges present a polished look and
prevent damage from spills.
Laminated permits, licenses, notices, awards, ID
badges, and building floor plans hold up to daily
wear and tear in public places.
Laminated hotel & convention center layouts,
notices, gym instructions, park rules, and badges
are protected from frequent handling.
14 July/August 2009
... Office Products
United’s Preferred Supplier Program recognizes suppliers in key product categories that share
our commitment to providing outstanding products, value, and dealer support.
The Cadillac of Sharpies
Make a statement in style with this new marker
preferred For high-powered execs and
no-frills doctors, a pen is
more than just a pen—it’s a tool
that grants permission or endorsement.
An ordinary writing instrument
doesn’t quite cut it. When it comes
to your ink, it’s nice to have style.
Sharpie ® from Sanford has taken permanent markers to new
heights with the debut of its new Stainless Steel Sharpie, a stylish,
refillable version of the classic Sharpie marker.
An innovative extension from one of the most widely recognized
consumer brands, the Stainless Steel Sharpie delivers the same
bold, smooth, high-quality writing experience of a Sharpie, with
a sleek stainless steel design. The marker also features an etched
Sharpie logo on the barrel and is the only Sharpie to feature
a refillable cartridge, making it a greener choice for everyone
concerned with the environment.
Like all Sharpie markers, the new Stainless Steel Sharpie
marker’s ink is AP Certified as non-toxic, quick-drying, and
fade-, water-, and smear-resistant when dry. The fine tip size
ensures crisp, precise, and consistent line-width, making these
markers ideal for bold marking, labeling, writing, and more.
The new Sharpie further delivers on the brand’s ongoing commitment
to consumer-driven innovation.
Customers who want to make a lasting impression with a
stylish writing instrument can carry it to meetings and use it
whenever they want to make a bold, permanent mark.
The new Stainless Steel Sharpie (SAN1747388) comes with
a refillable black ink cartridge (SAN1751000). The suggested price
for the marker is $8.64, and $2.22 for each additional refill
ON YOUR MARK Both items can be found in the United Stationers July 2009
New Products Flyer.
Your customers could win an Apple iPhone
gives your customers
the chance to
win an Apple iPhone
3G. Consumers just
have to buy a ream of
Navigator paper, go to
the Navigator Web site,
enter the promotional
code, which is printed on the back of the ream, and provide some basic
information such as e-mail address, name, and country of origin.
Players will be challenged to follow Navigator through a series of videos
portraying unique and entertaining situations of daily office life. If the right
sequence is chosen, players will learn immediately if they have won one of
the 333 Apple iPhones.
This will be the fourth global campaign launched by the Navigator brand.
In 2008, more than 130,000 participants from all over the world played more
than 650,000 online games. The number of players has grown exponentially
since Navigator started these promotions, generating a total of almost one
The growth of green
product sales from
2008 to 2010.
Source: National Marketing Institute
16 July/August 2009
How to acquire
to enhance decisionmaking
There is nothing mysterious or covert about competitive intelligence
(CI). In fact, most every company knowingly or unknowingly engages
in some form of CI on a daily basis. What is intriguing, however, is that
information-rich CI programs are possible not only for large enterprises,
but also for smaller businesses eager to become larger.
The Society of Competitive Intelligence Professionals (SCIP)
defines competitive intelligence as the legal and ethical
collection and analysis of information regarding
the capabilities, vulnerabilities, and intentions of
business competitors. The result of this process
gives companies enough accurate information
on which to base intelligent business decisions.
“It certainly is important for our independent office
products dealers to understand the reasoning
behind what the competition is doing,” says Curt
Heick, United Stationers business development manager.
“This is particularly true right now with the
economy the way it is, and with consumers buying
only what they need and less of what they want.”
Dealers view their main competitors as the
national power channels and, therefore, they are the
competition they need to focus on most, according
to Heick. He feels dealers are reacting to situational
intelligence or anecdotal information that may not be fact-based or
accurate. In turn, they could have a knee-jerk reaction that brings
negative results. If they apply factual data upfront, they could address
a specific situation more effectively and not dilute their profitability
or earnings, he claims. Precise information is what the science of CI
offers resellers anxious to graduate from an unreliable process to a
professionally driven competitive intelligence program.
CI is much
after all, the
Why So Curious?
Awareness has created an interest in CI, says Heath Gross, managing
partner, Sedulo Group, New York City. “As people learn more about
what we do, that it’s not corporate espionage, and how it can dramatically
benefit their businesses, they become increasingly interested
in competitive intelligence.”
CI probably grew out of market research, according to Michael
Sandman, senior vice president, Fuld & Company, Inc., Cambridge,
Mass. Recognizing that market research focused on why buyers buy,
the next question to ask was “Why do sellers sell and how do competitors
act in the market?” People interested in understanding the marketplace
increasingly recognize that they need answers to such questions.
10 Key Elements of a CI System
Competitive intelligence gives businesses the opportunity to gain and maintain a competitive
advantage by possessing comprehensive, timely, and accurate information that
helps them develop better business strategies. While each CI system is unique to each
company, all systems contain certain basic elements.
Each business must make a
strategic commitment to create,
operate, and utilize competitive
Each CI system must be created
and operated with specific goals
and objectives in mind—strategic,
tactical, operational, etc.
The design of the CI system
depends on the level of the intelligence
you’re seeking. The more
competitive intelligence that’s
sought, the more sophisticated the
system and resources required.
Individuals who will be actively
involved in the collection of
competitive intelligence should
actively participate in the
All businesses wanting to create
a CI system should proactively
communicate with everyone
who will be affected by it.
Those who have been doing business in the same way for a long time
are challenged by new competitors. And as we look at the world today,
nothing suggests that the intensity of competition is going to diminish
in the foreseeable future. If anything, it appears to be getting more
intense, according to Sandman.
Experts say there needs to be someone within the company who is
the CI champion—someone either in senior management or who has
the ear of someone senior within
intelligence to be
done well, management
has to ask
what is it that we
would like to know
about our competitors
and how would
that knowledge help
us make a good
Fuld & Company, Inc.
the organization. That person must
understand how it works, what it
does, and at the same time, have
open communication with those
who make key business decisions.
“For competitive intelligence to
be done well,” says Sandman,
“management has to ask what is
it that we would like to know about
our competitors and how would
that knowledge help us make a
good decision?” Significant questions
that need answering could
pertain to how a company goes
to market, how it manages to
reduce supply chain costs, how
it positions itself in the market, or what is its level of effort within
“You have to understand the needs of all your internal stake holders,”
says David Kolanowski, president, Proactive Worldwide, Inc.,Rolling
Meadows, IL. “This includes people in marketing, sales, operations,
finance, and all the other disciplines within an organization.” This
needs analysis process is vital to developing your key intelligence
topics and questions. Then you actually have to collect information
through primary or secondary research—through phone interviews,
attending trade shows, analyzing those findings, writing up intelligence
reports, disseminating them to the right individuals, and finally linking
that intelligence to decision-making.
Conducting primary research means you need someone who
understands how to find the people who have the information and
how to get them to give it to you, according to Gross. Secondary
research requires having someone who understands where to find
information, what’s good, what’s not, and how to take that information
and analyze it to produce intelligence. Sandman suggests using the
Internet to find information, reading what’s available in print, and picking
up competitor catalogs and promotional materials. Learn more
about a company from what they say about themselves. “Go beyond
that and begin talking to people who interact with your competitors,”
he says. Question suppliers, customers, and anyone else who has
a connection to them. But be precise in your questions. Don’t waste
time asking any that aren’t relevant to the decision-making at issue.
What to Expect
Businesses that adopt a formal CI initiative can expect to see more
focus, says Tom Safford, retail industry product manager, QL2
Software, Inc., Seattle. “You establish benchmarks from which you can
evaluate whether your goals were too lofty or too short-sighted. Then
you can adjust more rapidly.” Just as important, CI will give
a company a succinct picture of its competitive landscape made up
of competitor, market, and customer, says Gross. They’ll be in a
18 July/August 2009
A CI system will become worthless
unless the intelligence
gathered is quickly acted upon.
Strategies and tactical responses
must be developed and put into
place as quickly as possible to
be of maximum value advantage.
Competitive Intelligence Systems
are not marketing research
projects that have definitive temporal
boundaries. They operate
continuously. Likewise, system
parameters also are dynamic in
that areas of focus change as do
the people who operate them.
The system should establish just
how it will operate and share
policies, and methods of information
distribution, which should
be kept simple, direct, and
Everyone involved must know
the specifics of their involvement—what
intelligence, where is it located,
how are their findings communicated,
better position to outperform
the competition. Kolanowski
adds that the ultimate benefit of a CI program is improved decisionmaking.
The main reason companies engage in competitive intelligence
to begin with is to avoid surprises. By avoiding surprises you’re able
to do a lot to reduce your reaction time. You become more proactive.
When you gain insight into your competitors’ pricing, operations,
strategies, marketing, customers, financials, strengths, and weaknesses,
you’re able to capitalize on the opportunities and threats that exist.
You can improve your short- and long-term planning, increase
productivity, realize hidden opportunities, and ultimately, gain a
Information can be a powerful negotiating tool with regard to your
vendors, according to Safford. “When a stocked item runs out, I’ve
known small-business owners who will shop their competitors for the
same item. If they see the same trend among all competitors, there’s
less of a problem than if the replenishment issue was unique to their
business.” Such information enhances the business owner’s relationship
with the vendor. CI can peel away the mystery about the
independent dealers’ competition and help them leverage that
knowledge to their advantage,” says Heick.
Qualifying CI Professionals
Knowing how to measure the services of a CI firm can be challenging.
Scip.org is the best place to become familiar with the industry
and its professionals. Enough information is available so that resellers
can become more comfortable in knowing what they need, what
questions to ask, and how to qualify potential professional CI partners.
“Make certain the CI firm has an awareness of your marketplace,”
Each participant must receive
feedback as soon as possible
relative to the quality of the information
and what action was taken.
Information for the 10 Key Elements of a CI System was taken from material
provided courtesy of Troy A. Festervand, associate dean of Graduate
and Executive Education, and professor of Marketing, Jennings A. Jones
College of Business, Middle Tennessee State University, Murfreesboro, TN.
recommends Rosie Hauser, vice president, marketing, QL2 Software.
“Choose one who will empower you to make decisions on your own,
not one who will make decisions for you.” Also, be sure firms can verify
that the data they are collecting is accurate and fresh. “You’ll be making
some very strategic decisions off that data. So you want to make sure
that there’s industrial strength technology underneath it,” she says.
Ask if these providers have their own staff, suggests Kolanowski.
Are they trained? Are they following processes? Have they been in
the business long enough? Verify that they are true CI experts, not just
Workshops on competitive intelligence are offered by SCIP several
times a year, according to Sandman. SCIP’s Web site features the CI
Foundation that conducts and supports research on emerging issues
and key trends that affect the practice of CI and its ability to support
key decision-makers and their organizations. The CI Foundation also
makes existing and developing competitive intelligence knowledge
visible, available, and relevant to the competitive intelligence practitioner
through targeted publications, including handbooks, studies,
and survey reports. SCIP is the business professional’s best available
resource on the subject of competitive intelligence.
The fact remains that CI is much more than just learning about
your competitors and is why the practice is not called competitor
intelligence, according to Kolanowski. It is competitive, meaning
it involves collecting customer intelligence, supplier intelligence,
environmental intelligence, and economic intelligence, so all
businesses can compete intelligently, and help shape their own
competitive environment. O | L
Jerry Lewis is the founder
and owner of Charleston
Charlston, W.V. After 34
years in business, this
the majority of its business
from repeat customers.
L o o k W h o ’ s
Whenever anyone ponders the efficacy of advertising and marketing
strategies, word-of-mouth contact always comes in at or near the
top of the list. Building strong word-of-mouth campaigns depends on
getting knowledgeable and satisfied customers to spread the word
about your company or product. Not only can you gain the attention of
prospective customers, but word-of-mouth efforts can be far cheaper
than traditional advertising; it’s often said that a strong word-of-mouth
campaign is 10 times more effective than TV or print advertising.
Satisfied customers of Charleston Business Machines are on the front lines
getting the word out about the unmatched service and hard-to-find products
this independent dealer has to offer
Priced to sell (Left) Charleston Business
Machines owner Jerry Lewis says that
United helps him keep prices down so that
he can be more competitive. He estimates
that his items are priced the same or lower
than items from the big box stores at least
85 percent of the time. (Right) Jerry Lewis
and his son, Perry W. Lewis.
Companies that treat their employees well
often get much better word-of-mouth efforts from
those employees and their products sell better.
And those customers who promulgate positive
messages about your products and services tend
to be extremely satisfied, which makes them
more likely to pass your message along. Jerry
Lewis, owner and founder of Charleston Business
Machines, Charleston, W.V., an avid practitioner of
word-of-mouth advertising, is less concerned with
the theory but is sold on the results. After 34 years
in business, this family-owned-and-operated dealership
gets the majority of its business from repeat
“When people are trying to find something,
others will tell them where they can go to get it,”
says Lewis. Lewis attributes much of the success
of the company to his wife, Ann. “When I started
my business in 1975, Ann took over all of the
accounting. She did this while holding a full-time
day job, and raising our two children for the next
18 years.” The couple recently celebrated their
48 th wedding anniversary.
Business machines are the heart of the operation.
Before opening the doors at Charleston
Business Machines, Lewis had sold and serviced
copiers and calculators. When he went into business
for himself, he continued to sell and service
business machines, and for a time the business
was essentially a one-man operation. After a few
years, Lewis brought in his son Perry to work on
sales and at that time he added office supplies and
furniture to the CBM offering.
The company name still
focuses on the words
“business machines,” but it
actually sells the full range of
business products, including
supplies, furniture, janitorial,
breakroom, and printing.
Even though supplies account for roughly
75 percent of the business, it’s the company’s deep
knowledge of business machines and availability
of hard-to-find items that keeps it in front of
customers and prospects.
One of the three outside salespeople handles
machines sales and service. “He not only sells the
machines, but he can service just about anything,”
says Lewis. The company sells Brother printers,
Fellowes shredders, and Samsung and Sharp copiers.
In addition to the lines that are sold, his techs
will service almost anything—HP printers, Canon
printers, Sharp printers—and the service expertise
22 July/August 2009
extends to time clocks, laminators, and hole punching
and binding equipment. “If we can get parts for
them, we can fix them,” says Lewis.
New account acquisition is left primarily to the
sales force. Each of the three outside salespeople
is expected to make at least one or two cold calls
on a daily basis. “You have to keep your people out
in front of customers telling them who you are, what
you do, and where you’re located,” says Lewis. “If
you keep knocking on doors, a couple out of every
10 is going to consider doing business with you.”
At the front desk, Debbie Stone takes all incoming
calls and has a calling list that she goes through
every day seeking out new customers. Stone has
been doing this for years and no matter how
unclear the information coming from the other
end of the call, she can usually direct callers to
the exact item they’re trying to find.
A Niche Market in Typewriters
Typewriters are an eagerly sought item by certain
sectors of the marketplace, and Lewis fills that
need. “People still want them; it’s kind of amazing,”
he says. He buys used electronic typewriters from
schools and government offices at auction and then
refurbishes them and sells them for a small profit.
“It’s not surprising to sometimes sell two or three
a month,” says Lewis.
Typewriter availability is one of those prime
product areas that keeps Charleston Business
Machines on customers’ lips. “Our customers
advertise our capabilities to others,” explains
Lewis. “When people say they’re trying to find one,
our customers tell them, ‘You can get a typewriter
Remanufactured laser cartridges are another
solid component of the business, and one that
Lewis is trying to expand. About four years ago, he
hired a full-time, experienced service technician to
produce remanufactured cartridges. That business
has grown—more than 30 different models are
now offered on a regular basis. He collects empty
cartridges from customers and supplements those
with purchases from national sources.
Used cartridges are torn down and rebuilt with
new toner, developer, and plates. They’re tested inhouse
and then boxed for customer delivery. “We
don’t do a terrific job on packaging because every
corner I can cut saves the customer money,” says
Lewis. “As long as the cartridge works, they don’t
care if we bring it in a bag.” Customers can save
as much as 50 percent of the cost compared to
virgin cartridges using his remanufactured product,
and Lewis still makes a good profit.
It was just a few years ago that Charleston
Business Machines started to do business with
United Stationers. A big motivator for the switch
was the expanded service and marketing support
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that United offers, which Lewis wasn’t getting from
his former wholesaler.
“United helps me keep prices down and be
more competitive,” says Lewis. “You wouldn’t
believe how often our pricing is better than Staples
or OfficeMax.” He estimates that his items are
priced the same or better at least 85 percent of the
time. He also appreciates the competitive advantage
he gains through the availability of United’s
house brands—Universal, Innovera, and Alera
brand items are actively sold and have achieved
a high level of customer acceptance. While he
can’t always match supply prices offered by his
big box competitor, Lewis reminds customers that
inexpensive supply prices don’t always carry over
to machine sales and that he typically beats their
machine prices by significant margins.
United also provides content
for the CBM Web site. This
online presence offers a
26,000 item catalog where
customers can place orders
using an engine supplied by a
third-party systems provider.
“Customers love the online
catalog; it has everything,”
says Lewis. No matter what
customers are shopping
products, janitorial items, or
all can be found on the CBM
Web site. The system was set
up so orders go directly to
the front office instead of to
the warehouse. “That way we
can catch any mistakes,” says
The warehouse is located
a short distance away from the main office and
retail store; it stocks critical items such as copy
paper and storage boxes, as well as many of the
machines the company sells. Deliveries come to
the warehouse overnight, and orders are readied
to go out the next morning. All priority deliveries
are made first, no matter how many deliveries
there are for that day.
Next-day delivery is a prime service promise
and goes hand-in-hand with the CBM priority
delivery commitment. Lewis makes sure that these
priority deliveries happen first, as he is frequently
the one in the field making deliveries. This gives
him the opportunity to meet face-to-face with his
customers, handle any complaints or concerns,
work on add-on sales, and when necessary, do
a little on-site machine service.
The retail store is located in a high traffic area of
Charleston, and with its prominent awning and window
signage, it offers a beacon for anyone in need of
business supplies. West Main Street has been named
an historic area, and the government has provided
grants to businesses located there. Lewis used some
of the money to redo his storefront and he will also
run space in a special advertising section that his
local newspaper produces four times a year.
As yet, the economic downturn has not had a
big impact on his business. Lewis suggests that the
multifaceted nature of his operation—machines,
supplies, furniture, breakroom, printing, and cartridges—enables
the company to withstand harsh
times. “When one goes down, another one picks
up,” he says. He’s hopeful that the beginnings of a
turn-around are just ahead. “If the economy doesn’t
turn around, we will just go out there, work harder,
knock on doors, and be there for more people.” O|L
Faces of CBM (Clockwise from top): Bob
Manley (on the phone), Shawn Anderson, Jeff
Bricker, Debbie Stone, and Glada Stone and
24 July/August 2009
Going, Going Green
Every business is looking for a differentiator that
gives it a unique foothold in the marketplace. According to Ian Davidson,
director of new business development at Chicago Green Office
Company, tapping into a customer’s desire for a greener office environment
garners positive attention and, if executed correctly, forms a
sturdy bond between the customer and the resellers.
“If customers are measuring two businesses and they’re very similar,
a big part of the decision process is going to be comparing corporate
citizenship and sustainability policies of those two companies,” says
Chicago Green Office, located near the University of Illinois–
Chicago, was founded in July 2006 as an outgrowth of Technology
Reclamation Systems (TRS). A million-dollar company that recycles
ink and toner cartridges, TRS had many clients asking for green office
solutions, so owner Joanna Wisz decided to take advantage of the
synergistic possibilities and expand her reach. As a United dealer,
Chicago Green Office offers thousands of sustainable office supplies,
along with items from the General Line Catalog. But it leverages its
environmental knowledge and credentials to create lasting customer
relationships, in effect selling more than just products.
Chicago Green Office offers free quarterly environmental audits and
recycling pickup for customers. Representatives perform a carbon
footprint calculation, walking through the client’s workspace for
roughly an hour and suggesting ways to cut down on energy usage
and waste. Recommendations might include choosing EnergyStar
appliances, incorporating a reuse center, or plugging all electronics
into power strips that are shut off after use. Reps also regularly take
away recyclables and e-waste. The company profits from recycling,
and by reselling the collected materials, though returns have shrunk
because current rates for paper, aluminum, and glass have dropped
below 2008 levels. But the real value of the audits and recycling
programs is establishing constant customer contact.
“We’re at our customers’ locations every week,” says Davidson.
“It gives us an opportunity to create an understanding between companies
and show we’re accessible. We want to develop a relationship
that’s more than just selling paper, toner, and pens.”
Davidson says that companies following a green strategy need to
adopt an approach that’s one-part cheerleader, one-part mentor, and
two-parts student of green. Resellers need to get clients excited about
going green (or greener), educate them on initiatives and products
that can save them money, and continuously show them innovative ways
to reduce costs over the long term.
“If you truly believe in going green, single sourcing is the way to
go,” says Davidson. “You have one delivery and one invoice. That’s as
green as you can get. Ordering from multiple vendors is not only an
inefficient way to purchase, but it costs the organization an incredible
amount of money to go back and forth with various vendors. We try to
educate purchasers about the drawbacks of using multiple vendors.
We may not be the cheapest dealer on the block, but you’re going to
save money with single sourcing, especially compared to the cost of
The Chicago Green Office
Company uses environmental
office audits and free recycling
programs to connect with clients
In addition to customer communications, Chicago Green Office
seeks out like-minded individuals, organizations, and businesses with
green initiatives to find possible clients. For instance, the company
is in touch with city officials working on the Chicago Green Office
Challenge. Finding forums where your company’s message is clearly
heard and appreciated is important.
“This isn’t a new industry,” says Davidson. “It’s a tough game right
now because there are so many options for the consumer.”
(Not So) Tired Refrain
In addition to a well-executed strategy to attract and bond with
customers, Chicago Green Office also has a solid marketing plan.
Part of the plan includes United materials, such as the Green Catalog,
that resonate with customers looking for alternative options, says
“As far as we’re concerned, United marketing programs are
second to none,” he says. “They have been a tremendous help getting
26 July/August 2009
Ian Davidson is
director of new
Green Office Company,
achieve more sustainable
of production and
If you truly
believe in going
sourcing is the
way to go.
have one delivery
and one invoice.
That’s as green
as you can get.
Chicago Green Office
our name out and bringing in business.”
He also appreciates Green Resource Center assets, like the customizable
PDFs and e-mail flyers that allow his company to tailor the
content and frequency of its client outreach. Many big box companies
bombard stores and potential customers with messages, so it’s
refreshing to have more control over outreach. Plus, by funneling orders
through an e-commerce solution designed by Synaro in Denver,
the company drastically reduces overhead and simplifies the ordering
process. It’s another example of green being a practical, considered
response to business realities in addition to a salve for ecological
“You don’t have too much of an opportunity to leave a legacy
when you’re gone, and this is a legacy—leaving the Earth as you
found it,” says Davidson. “That’s the basic definition of sustainability.
Exceptional companies make change, and mediocre companies
chase it. We are making change.” O|L
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Innovera ink and toner color cartridges are
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28 July/August 2009
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Boost sales by
expanding into the
On the surface, standard offices and schools
appear to be similar markets for office supply
resellers. Both require everything from JanSan
supplies to furniture, and according to United
Stationers, over three-fourths of all consumable
purchases made by elementary and high schools
are regularly offered in the United catalog. Factor in
a steady need for products and a yearly purchase
schedule—United pegs the annual expenditure per
student on supplies at roughly $225—and it’s clear
an opportunity exists.
“It’s a wonderful return,” says Marlene Kee,
owner of The Office Works in Plano, Ill., which
does roughly $2.5 million in sales annually. “When
you sell to schools you’re locking in money. It’s a
base you’ll have the whole year, and there’s also
a summer surge when districts spend the rest of
Converting your sales pitch and customer relationship
model to the education market isn’t simple.
Locking in yearlong contracts or convincing
school administrators to switch suppliers can be
a difficult task due to increased bureaucracy,
timing, and budget fluctuation.
“It’s a challenge,” says Gary Trowbridge, owner
and vice president of Palace Art & Office Supply,
a small locally owned chain in California’s Central
Coast region. “You don’t know if you’re going to
get a 20 percent increase or 30 percent decrease
in education funding, depending on how well or
how poorly, in most cases, your legislators run
Sellers also need to adjust to a different chain
of command in the education world, which can
vary significantly by district and involve multiple
decision-makers. Smaller districts might have
centralized purchasing through business managers
or the superintendent’s office, while larger
districts may give more power to individual
schools and principals. Kee, whose company
has a 25-year track record with Plano schools,
believes it’s vital to establish those relationships
over time, get very comfortable with the payment
system, and make sure every detail in the
invoices and paperwork is understood.
Plan a School Presentation
Pursuing school sales begins with recognizing
and strategizing around the purchasing process.
Many institutions have a July 1 to June 30 fiscal
year, so dealers need to have long-term sales
strategies and connect early with buyers and
administrators. Palace, which has made great
strides in regional school districts like the Pajaro
Valley Unified School District and derives over
35 percent of its annual sales from education,
normally starts contacting schools that are potential
customers in the fall, aiming to develop a
relationship by the next school year.
“We try to convince them to allow us to service
one department, and then we build the relationship
by demonstrating how we’re different and can add
value,” says Trowbridge. “We build the relationship,
and then when we hit the first of the year, we want
to meet with either the purchasing manager, business
director, or service director.”
Overcome Peer Pressure
Another key aspect of tailoring your strategy is
focusing on value and service in ways that appeal
to schools; this approach is particularly relevant
as many are strained by budgetary pressures.
Positioning yourself as a knowledgeable, locally
owned, and value-oriented player gives you
leverage over faceless big box retailers, and
I have to go in and
neutralize the price
game and convince
the district and
school that I offer
that helps them
get what they need
Palace Art & Office Supply
allows you to emphasize the quality customer
service that is vital. According to Trowbridge,
Palace realized it needed to change the paradigm
by pitching itself as a service business. The company
discovered that school districts in the area
needed to pay for warehouse space to store supplies.
Palace decided to offer warehouse services
for schools, becoming a just-in-time retailer that
saved school administrators significant rent and
maintenance costs. They started the approach
10 years ago, Trowbridge says, and it has “spread
“What we want to do is give you more for
your budget,” says Trowbridge. “We believe the
best way to do that is to have focused purchasing.
We’re going to tell customers to buy 80–90
percent of their items from us, including their
bulk paper, construction paper, paint, brushes,
Preaching and delivering added value can make
a big difference when courting long-term deals.
Office Works doesn’t charge freight or handling
fees for schools, pointing out in presentations
that those savings translate into needed supplies.
Palace also helps schools by creating a mini-contract
catalog that helps contain school expenditures
by focusing on standardized buying. They also
hold seminars to train buyers how to use Palace’s
United provides great support, according to
both Kee and Trowbridge, offering an expanded
product line, marketing material, and a large
“The school program has grown tremendously,”
says Kee. “They’ve added more products and
they’re gotten much better with their catalog layout.
Elementary schools like to see pop and color. And
they’ve been very good about helping us get
product samples to teachers.”
“At the end of the day, for an independent,
like us, it’s always about relationships,” says
Trowbridge. “We’re not going to win the price
game because our competitors spend millions
of dollars telling customers they can sell cheaper
than I can. I have to go in and neutralize the price
game and convince the district and school that
I offer something more valuable—a relationship
that helps them get what they need every
30 July/August 2009
Input on Public
Public Sector Update
A growing and significant revenue opportunity exists for resellers in
this tough economy—selling to the public sector (i.e., local, state, or
United Stationers would like to take this opportunity to solicit your
input on what role we can play to assist your company’s efforts in
penetrating the public sector market. Some recent suggestions from
our customer partners include:
• Assist the reseller community to capture state business by developing
an e-business solution that addresses a single-order-entry
requirement and provides a method to ensure fair allocation of the
business for all parties involved.
• Provide focused support, such as market intelligence, pricing,
marketing approaches, product content, and supply-chain factors, to
resellers that are currently eligible to sell into the government space.
Several factors indicate that the current environment is well-suited
for resellers to compete for business in the public sector:
• Government agencies value independent businesses with
• Instability with existing incumbent vendors is causing
procurement officials to audit those relationships to ensure that full
value is achieved. Government agencies are re-evaluating selection
criteria—traditionally reserved to price—to include non-pricing
criteria (e.g., ethical practices, dependable service, operational
• Representatives of the reseller community have had successful
local lobbying efforts in states such as Georgia, North Carolina,
We understand the obstacles smaller companies face in winning
government business; however, resellers and wholesalers can collaborate
on many creative approaches to fulfill specific bid requirements.
As you may be aware, United Stationers
recently worked with a group of resellers
to explore pursuing the state of California
office supplies contract. The state is
“required to award its business to a single
entity, serving as the primary point for
warehousing, data collection, reporting, and
distribution of office supplies to the State.”
United Stationers is not interested in
establishing direct selling relationships
is dedicated to
resources to the
on behalf of its
with end consumers; accordingly, the company collaborated on a
number of proposals involving smaller, independent businesses.
California agreed to consider two of these proposals:
1. A single, primary reseller bid—that reseller would select a subgroup
2. A wholesaler-sponsored bid on behalf of California resellers.
Despite vocal dealer requests for United Stationers to pursue
proposal two, the company chose not to pursue the opportunity due
to the limited time to gather relevant input from the broader reseller
community. Therefore, to ensure United Stationers is acting in our
resellers’ best interest, we are looking for your feedback to create
a dialog around the many questions that surround these strategic
efforts—specifically around pricing, customer service, and the alignment
of reseller partners—all of which warrant continued
discussion with the reseller community. O|L
We welcome your input on how we can
help independent resellers penetrate this
sector. Please send your thoughts and ideas
. Promote Your Business
See Spots Run…
and See Spots
If you structure your
low budget doesn’t mean
bland or basic
Independent office supply dealers are communitysustaining
local businesses that provide value to their
customers. But it can be difficult and costly to broadcast that message
in a fragmenting media environment, especially on a budget. But inexpensive
doesn’t have to mean ineffective promotions. In a world of increasingly
transparent communications, consumers are more willing to hear about new options and
spread positive word-of-mouth. Small innovations, new mediums, and traditional techniques
can all pay big dividends when reaching out to the public.
32 July/August 2009
Style often makes a difference when tailoring a message, no matter
the medium. Flashy graphics and copy can grab attention, but unless
your promotions communicate a clear, concise, and direct appeal,
such as pushing your company’s local roots or community focus, that
attention will be fleeting. Kathy J. Kobliski, author of Advertising Made
Easy and owner of Silent Partner Advertising, says cost-focused and
aspirational messages grab attention if framed correctly.
Positive and Powerful
“Cost-focused promotions will work if you can compare your prices
to that of a competitor, which can be powerful as long as you’re positive,”
says Kobliski. “Aspirational promotions also work. But you must
be sure that the audience isn’t in love with the message itself and
can’t remember the name of the sponsor.”
Finding an affordable outlet can be tricky, but there are many local
options. Tom Egelhoff, an author and marketing and sales expert who
runs smalltownmarketing.com, says dealers can really benefit from
sponsoring local sports teams and joining local business and community
organizations, which gets your name out in front of potential
to be an investment,
– Tom Egelhoff, small-business expert
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. Promote Your Business
customers and builds a positive association. Empowering employees
to network by supplying business cards and offering incentives for
referrals can also boost your networking effectiveness. It’s an inexpensive
way to target specific customers, which provides better returns
than a media campaign.
“Promotion needs to be an investment, not an expense,” says
Egelhoff. “You have to identify your customers and target them. Many
people think about advertising in terms of cost per thousand impressions.
I’d rather talk about cost per customer.”
Utilizing all points of contact with potential clients, whether it’s adding
your Web site address to the side of delivery trucks or your listing
in the Yellow Pages, also pays off, says Egelhoff. Print coupons on the
bottom of your receipts and invoices to draw repeat business and
reward referrals. Offer an upsell opportunity and showcase new items
and services. Coupons are often used by customers already predisposed
to your business, so it’s important to expand on the opportunity
to build the brand and relationship.
Evolving media habits also provide new ways to reach customers.
More companies are now appearing on local review sites like
Yelp.com, and positive customer feedback can be a big draw.
According to Mac McIntosh, a business-to-business sales expert who
runs SalesLeadExperts.com, it’s vital in this environment to have a
visible and fully functioning Web site.
“Your Web site is a silent salesperson for your company,” he says.
“When you are referred to someone, the first thing they do is look for
you on the Web.”
He suggests optimizing your site for local searches, such as “office
furniture in Elgin, Ill.,” or similar terms that key in on geographic
queries. In addition, simple URL names, like smithbrothers.com, make
it easier for people to find your company. Owning your keyword
can also help draw traffic.
Tailoring your message to social networking sites such as Twitter,
which amplify word-of-mouth advertising, can also be valuable, as
long as you focus on quality and give contacts the ability to opt in and
opt out. According to Egelhoff, dealers should broadcast a blend of
beneficial information. Send out links to articles on improving ergonomics
or office productivity along with the occasional sales promotion,
branding yourself as a valuable resource, not just a low-cost
leader. This same approach can be used with the media. Sending
out press releases to local outlets about national trends affecting local
companies and positioning yourself as an expert can provide free
exposure and credibility.
“If you put out good information, that’s what’s going to make people
flock to you,” he says.
The transformational power of online communications really just
amplifies the traditional brand-building efforts dealers undertake in
Enhancements to Reinforce
1. Style makes a
graphics and copy can
2. Find affordable outlets
like joining business
3. Utilize all points of
contact with potential
4. Print coupons on your
receipts and invoices.
5. Showcase new items
6. Maintain a visible
and fully functioning
7. Tailor your message to
social networking sites.
8. Broadcast general
9. Build your brand.
10. Team up with
34 July/August 2009
the real world. By telling a consistent, compelling story that focuses
on experience and reputation, and “living the brand” whenever
coming into contact with clients, small businesses can stand out from
faceless national chains. Telling a story that explains the ethos of
your business and delivering on that promise makes a big impact.
A distinctive name and logo can also amplify your message.
“The biggest opportunity you have to make your own advertising
is to build your brand,” says Kobliski. “Your brand needs to be
nurtured and watched every day you’re in business.”
Teaming up with complementary local businesses and sharing
promotional costs or swapping flyers works well. But always make
sure you concentrate on keeping current clients happy. No matter
how sharp your promotions plan may be, bad feedback can easily
counter your best effort.
“An angry client will do a great deal of harm in keeping others
away,” says Kobliski. “Word-of-mouth works both ways!” O|L
United’s Low-Cost Option
SmartDeals gives United Dealers a launching pad for success
The SmartDeals Campaign presents an affordable,
turnkey solution that combines the successful
SmartDeals flyers with promotional e-mails.
Dealers only have to submit a contact list to receive
all the benefits of this multichannel, multi-touch
growth and retention tool. Dealer-branded e-mails
featuring SmartDeals offers are scheduled to touch
consumers after the flyers are mailed. This campaign
approach is a cost-effective way to reach out
to multiple client contacts with attractive offers and
competitive consumer pricing.
“While the flyer has become established over
the past year, the e-mail campaign components
are growing at a much faster rate as dealers and
consumers benefit from the online marketing,” says
Philip Foy, consumer marketing manager at United
Adding an e-mail aspect comparable to the
competition’s programs, the SmartDeals Campaign
delivers value to both dealers and consumers. It
can be broken down into an office products campaign
and a tech-focused campaign to provide wide
coverage for dealers looking for more targeted
Contact your account
manager to sign up today!
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. MIND Your Business
A Common Vision
Recalibrate and realign
your sales environment to
push positive behaviors and
energize your sales force
Sales is often considered a personal part of business—
one-on-one interaction built on individual relationships
and client contact. But when analyzing the sales strategies
and organization of a whole company, it often pays to have a wider
perspective. Good salespeople may be born with talent, but providing
them with proper support and the right environment can give them greater strategic
knowledge and superior results.
In today’s challenging business environment, it’s important for the entire staff to
review and refine sales messages and methods. According to Colleen Stanley, president
of SalesLeadership, Inc., it’s beneficial for businesses to get back to basics. That means
reviewing the characteristics of the ideal client and how to pursue that type of customer,
rethinking and reformatting your value proposition, and even introducing negotiation
“Statements and messaging points that worked two years ago need to be tweaked,”
she says. “People are buying differently and sales teams need new talking points.”
Get Leads, Follow Up, and Get Out of the Way
But the message won’t sell unless it’s being heard by the right people. Providing your
sales professionals with quality leads makes the effort of going through contact lists
more bearable and ultimately more worthwhile. According to Mac McIntosh, a businessto-business
sales expert who runs SalesLeadExperts.com, one good source of leads
is frequently misunderstood, free, and usually under your nose. Steering salespeople
. MIND Your Business
toward existing clients—with an eye toward nurturing long-term relationships—often
generates better results than going for the quick deal
to meet sales goals.
“You don’t have to start at zero to convince them why to buy from
you,” he says. “Unless there was a problem, you’re halfway to the sale
if they have a need.”
McIntosh believes the key is being proactive, asking clients about
maintenance needs, and offering service and support instead of
always “holding out your hand” pitching a sale. Decision-makers
will remember this useful communication when they make purchasing
decisions and friendly referrals to colleagues. McIntosh also
recommends that resellers invest in client management software that
organizes sales information and contacts in a way that mirrors your
existing process. Salesforce.com and Microsoft Dynamics CRM are
the big players in the market, but smaller firms make products such
as GoldMine, Maximizer, and SugarCRM, which are relatively affordable
options for smaller firms.
Increased training is another structural change to the sales process
that can reap long-term benefits, as long as you keep your employees’
specific needs in mind. For instance, veteran sellers who feel
turned off by new techniques and technology need to be sold on
“This is a new environment and it’s not the same game it was five
years ago,” says Stanley. “Veterans can get introduced to social networking
tools like YouTube and LinkedIn, and gain strategic and
Stanley also says it’s important not to get carried away with new
communications tools, since they alone can’t close sales. Oldfashioned
principles of influence and a compelling value proposition
are still necessary to make a sale.
If you have young members on your sales team, it’s important to
approach their training a bit differently, according to Cindy Ventrice,
author of Make Their Day: Employee Recognition That Works. They
value face-to-face networking, informal mentoring relationships, and
feeling connected. Give them the ability to cross-train so they gain
a broader perspective of the company and how it operates.
Support the Troops
Providing better training and more leads won’t pay off if your sales
staff doesn’t have time to sell. According to McIntosh, research shows
that most salespeople overestimate how much time they actually
spend selling during the week. Many spend close to 60 percent of
their time solving problems for customers or doing administrative
work. Hiring a sales coordinator or customer service representative
can help alleviate paperwork and customer service issues, streamline
your office, and allow your sales force to focus on developing new
training and more
leads won’t pay off
if your sales staff
clients. In addition, if you already have a support staff, it’s important
to motivate them as well.
“The sales support staff is so critical to sales success,” says
Ventrice. “Many play critical roles and they tend to get ignored.”
She recommends managers set up programs that reward the sales
support staff, or allow them to share in the success of the sales team.
One company she spoke with gave out wingman awards to recognize
the work their support staff does. It’s an important symbolic
step and makes it clear that management makes it a priority to help
In many ways, the sales organization can be approached as a
logistical challenge. Finding the best way to structure your organization
and your message to turn suspects into prospects and prospects
into sales is a difficult puzzle to solve. But it makes your employees,
your most important resource, function at full strength. O|L
38 July/August 2009
Who says you
can’t dream in
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training is key Attendees
at a recent UDT session held
at the Field Service Center in
Deerfield, Ill., included (front
row, left to right) Dan Garvey,
Garvey’s Office Products, Niles,
Ill.; Bob Broadwell, United
business development manager;
Phil Barnette, manager, United
Dealer Training; Ken Smith,
United director, field marketing;
and Jeff Gardner, Maximum
Performance Group. Also
attending the session.
United offers dynamic,
to refine the skills needed
to compete in today’s
business products industry
Are you striving to achieve better results, but continually
finding that the outcomes bear a striking
resemblance to your previous efforts? It’s time to
update your knowledge base and renew your portfolio of sales tools.
As the business products industry becomes more sophisticated,
buyers expect much more. Throw in a challenging economic environment, and it’s easy
to see the need to acquire a powerful new arsenal of tools and techniques to enhance
your business performance.
In the past, it might have seemed that most of your success was ensured just by
showing up. But today’s sales professionals play a much different role. They must
become expert consultants who can help their customers become more productive.
Translation: They need to develop the professional selling skills necessary to create
trust and credibility with their customers.
Betsy Hughes, vice president of sales and marketing at Friends Business Source,
located in Findlay, Ohio, with locations in Toledo, Columbus, and Mansfield, and Amy
Brown, director of sales at Friends, recently attended a United Dealer Training (UDT)
workshop on sales leadership. Says Hughes, “When we received the e-mail about the
workshop, we first thought of other people who could benefit, but then we realized the
importance of sharpening your own saw. It’s a great opportunity to network with other
individuals, to get new ideas, and to confirm that what you’re doing is right.”
40 July/August 2009
United Dealer Training
Using ongoing training to enhance the skill set of a dealer’s staff
sets the foundation for expansion. As a result of participating in
United’s training workshops, Friends has branched out by adding
a specialist for the school market and concentrating more on the
JanSan marketplace. “Right now, everyone is cost-conscious, but
dealer training is an investment in the future of the company,” says
Brown. Many experts agree, suggesting that even during tough
economic times, it’s important to invest in future growth.
Open the Possibilities
United offers the only well-rounded training in the OP industry.
To cater to a variety of learning styles and scheduling needs, the
training is delivered through a multitude of learning modalities,
including face-to-face workshops, podcasts, webinars, and online
training. UDT workshops help independent resellers in three key
areas: how to secure appointments with new prospects, sell more to
current accounts, and win back lost customers.
Doug Apicella, Shanes Office Supply, Downers Grove, Ill., who
attended a recent workshop, praises Phil Barnette, manager, United
Dealer Training, who is one of the facilitators at the workshop. “He’s
a tremendous resource with a lot of dealer experience and he has
helped guide the direction of our business. Phil has been integral
in helping us articulate our vision and implement practices to make
our business successful.”
Phil Barnette, manager,
United Dealer Training
More than 18 instructor-led workshops
are offered, and more topics are
offered online, including sales leadership,
margin management, exceptional
customer care, and converting prospects
into customers. Training material is
communicated in a variety of ways:
Online. An e-learning portal gives 24/7
access to receive training anytime, anywhere.
Podcast. UDTradio.com can be accessed
by anyone with an Internet connection.
Webinars. A bimonthy series that
offers two webinars each month on a
Face-to-face workshops. Private
sessions are offered with a UDT facilitator,
and public sessions are attended
by many dealers.
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Each year, United schedules over 100 workshops in convenient
locations across the country. To accommodate a variety of needs,
UDT workshops can be taken through one of the three subscription
programs or as an à la carte program. Participants sharpen their
skills in sales, marketing and management, customer care, and category
sales. Attendance at the workshops keeps accelerating: United
trained more dealer reps in the first quarter of 2009—almost 1,000
dealer attendees at 47 workshops—than during the first five months
of 2008. Sessions include a rich mix of video presentations, lively
exchanges, small group discussions, large group facilitator-led discussions,
individual exercises, dynamic simulation, and Q&A sessions.
The cornerstone of UDT is the sales leadership workshop. Topics
that are covered include creating a sales culture, critical success
factors, staffing, motivating salespeople, measuring sales performance,
hiring and firing, planning, supervising, communicating,
and developing salespeople.
Learn from Other Attendees
Kyle Office Supply in Tuscaloosa, Ala., is a third-generation business
specializing in office products, furniture, and commercial printing,
which is celebrating its 80 th anniversary this year. Says Chris Kyle,
who attended a recent sales leadership workshop, “I attended an
inside sales workshop led by Phil Barnette, and I’m taking three
salespeople to Phil’s next training session in Memphis. I can see
tremendous benefits from the workshops, and I would encourage
dealers to attend. They are a worthwhile investment of time and
resources. I especially like the participation by other dealers because
they’re in the trenches just like me.”
Other popular workshops include the selling skills workshop, which
teaches vital skills designed to dramatically improve sales performance,
workshops on margin management, how to increase profits
without selling more, and converting prospects into customers.
So why should a reseller take the time to participate in UDT? First,
constant training is a critical element in being a sales professional.
Second, UDT develops individuals’ ability to round out their skill sets,
including gaining a broader understanding of the
industry and the competition. Finally, it’s critical to be
up-to-date. The UDT program continually addresses
emerging technologies, and adds new data that’s
based on current research so ideas remain fresh and
relevant. Remember—learning never ends. O|L
Enhance Your Skills
Betsy Hughes (right), vice
president of sales and marketing
at Friends Business Source,
Findlay, Ohio, and Amy Brown
(left), director of sales at
Friends, recently attended a
United Dealer Training (UDT)
workshop on sales leadership.
Matt Koom (left), Forbes
Office Equipment, Newton,
Iowa, and Chuck Firmin,
Firmin’s Printing, Texarkana,
Texas, pay close attention
during a United Dealer
D.V. Johnson, Friends Office
Products, Marinette, Wis., shows
rapt attention during a United
Dealer Training workshop. In
the background, Dan Garvey,
Garvey’s Office Products, Niles,
Ill., looks on.
42 July/August 2009
Extend the Power of United Smart Search
to Every Product you Sell
While United Smart Search gives your
customers a better online experience by
driving better search results for 40,000
products, their shopping needs may extend
beyond your United Stationers product
offering. And, for those types of products,
successful online searchability is dependent
on quality product content.
Now, United Content Services helps extend
the power of United Smart Search to items not
currently sold by United, providing the same
rich online experience.
Ask your Account Manager for more details.
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by Kathy Ireland
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Please Make It Personal
GIVE US YOUR
Share your valuable experiences with readers of
“The Final Word.” If you could give a new dealer
just one piece of advice, what would it be? Can you
describe your most challenging sales call and how
you responded? Send your submission to:
c/o United Stationers
One Parkway North Blvd.
Deerfield, IL 60015-2259
or via e-mail to:
subject line “The Final
Even in this economy, there are opportunities for dealers to purchase products
from an assortment of manufacturers. In the past, small- to mid-sized
independent furniture dealers too often weren’t able to tap into the finest
assortments because of minimum sales requirements and opening orders
larger than budgets would allow.
United Stationers Direct Access program levels the playing field for
independents. Dealers who are part of Direct Access can buy products
in any quantity from participating suppliers. Cataloged merchandise
delivers in consolidated shipments and gives these dealers the same
purchasing power as larger dealers.
With all this good news, and a level playing field, many dealers still
don’t speak to the personal needs of the customers they sell to every
day. At Kathy Ireland Worldwide ® , we make it personal, because it
is. We make every effort to be aware of the wants, needs and, yes,
sometimes eccentricities of the invaluable friends who are also our
customers. Dealers miss opportunities when they don’t learn about
the personal needs of their customers, who also have home offices
that need TLC.
You have the opportunity to build a lasting relationship with your customers
when you serve their home office requirements. In today’s climate
of anxiety, we must not neglect a single opportunity to build upon our
relationships. When you make it personal … when you furnish someone’s
personal spaces … they enjoy a relationship with you every day. Yes, that’s
good business; it’s also personal and priceless.
The difference this one sale can make in your relationships is huge. Always give
more than your customers expect; always find new ways to serve them. The public
mission of Kathy Ireland Worldwide is “…finding solutions for families, especially busy
moms.” Our B2B mission is less well known and powerfully followed—“…finding
solutions for people in business.”
Many years ago, when I met Gil Martin, president of Martin Home Furnishings, my
home office was our family kitchen table. As the years have passed, my home office
has changed. When I look at my desk, credenza, entertainment wall, and more,
I reflect upon powerful relationships between Gil’s company and our team. Yes, it’s
business. It is also deeply personal. My suggestion to each and every one of you
is that to grow your business today, please make it personal! O|L
DIRECTORY OF ADVERTISERS
acco. page 9
alera. page 39
Avery. page 25
C-Line . page 41
Durable. page 33
ECI. page 13
Esselte . page 36
fellowes . page 11
HON. page 20
inside front cover
innovera. page 28
kantek . page 41
kimberly-clark. page 7
tennsco. page 33
Universal. page 4
United stationers. page 43
United stationers. inside back
xerox. page 23
OfficeLine is published bi-monthly by United Stationers Supply Co. for the benefit of its independent resellers and suppliers in the office products industry. To obtain a complimentary subscription, please visit ussco.com/resellers/gi_officeline.shtml
or contact your local account manager. The publisher reserves the right to deny subscriptions based solely on its discretion. Advertisers may contact the publisher at email@example.com for rates and schedules.
46 July/August 2009
Technology Keeps Marching On –
Keep Pace with the Right Partner
Technology’s pace isn’t slowing. That’s why you need a wholesale supplier that’s continuously
working on new solutions, to keep you moving in speed with all the potential advantages.
United Smart Search
User-friendly consumer search and
navigation on your web site.
Robust product Content on nearly
40,000 products, to elevate your
multi-channel marketing efforts.
Item Content & Pricing System –
Timely, automatic updates of price
and product changes, sent to your
Automatic substitution of items
that are out-of-stock, to maintain
strong customer service.
United Stationers statements,
invoices and other paperwork –
Integration of our system with
yours to automate transfer of key
business documents including
purchase orders, order acknowledgments,
Shipping Notices (ASNs),
Make sure you have the
right partner to keep you in
pace with technology – ask
your United Account Manager
how you can leverage all we
have to offer.
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© 2009 Brother International Corporation, Bridgewater, NJ
Brother Industries, Ltd. Nagoya, Japan