The Line On ...... Office ProductsPSPUnited’s Preferred Supplier Program recognizes suppliers in key product categories that shareour <strong>com</strong>mitment to providing outstanding products, value, and dealer support.better BY DESIGNNew hanging folders have featuresthat c<strong>on</strong>sumers wantpreferred When it <strong>com</strong>es to hanging folders,c<strong>on</strong>sumers want a high level of usability anddurability. They look for a folder that has str<strong>on</strong>g rodsand hooks, slides more easily, and stays secure <strong>on</strong>supplier<strong>the</strong> rails.But <strong>on</strong>e <strong>com</strong>pany has g<strong>on</strong>e even fur<strong>the</strong>r. As leaders in <strong>the</strong> hangingfolders category, Pendaflex ® knew <strong>the</strong>re was <strong>on</strong>ly <strong>on</strong>e thing to doto make <strong>the</strong>ir products better: Ask <strong>the</strong> people who use <strong>the</strong>m howPendaflex could help <strong>the</strong>m work smarter.During <strong>the</strong> research phase of product development, Pendaflexposed a questi<strong>on</strong> to a range of c<strong>on</strong>sumers—“Would you buy PendaflexSureHook hanging folders?” Across <strong>the</strong> board, resp<strong>on</strong>dents said “Yes!”What’s more, an overwhelming majority said that <strong>the</strong>y would pay asmuch as 20 percent more. That’s good news for resellers—SureHook isa premium product that c<strong>on</strong>sumers are willing to trade up for.Through dialogue, observati<strong>on</strong>, in-depth quantitative research, andin-market tests, Pendaflex researchers discovered what’s importantto end users in terms of ease and efficiency, form and functi<strong>on</strong>, andperformance and price. Pendaflex defined performance measuresthat validated industry benchmarks, <strong>the</strong>n challenged <strong>the</strong>ir designersto exceed <strong>the</strong>m. By identifying <strong>the</strong> top three user needs, <strong>the</strong> productdevelopment team <strong>the</strong>n created metrics for measurable performancecharacteristics, <strong>com</strong>paring product and design features of SureHook to<strong>com</strong>peting products. Results proved that SureHook met <strong>the</strong> three keyc<strong>on</strong>sumer needs: SureHook has str<strong>on</strong>ger rods and hooks, slides easily,and stays secure <strong>on</strong> <strong>the</strong> rails.C<strong>on</strong>sumers will appreciate that SureHook hanging folders can help<strong>the</strong>m save m<strong>on</strong>ey by reducing <strong>the</strong> need to replace worn or damagedhanging folders and by protecting important documents. By challenging<strong>the</strong> already high standards for quality and usability, Pendaflex achieveda new level of engineering intelligence and a product that meetsc<strong>on</strong>sumer needs and exceeds reseller expectati<strong>on</strong>s.SMARTER FILING The new Pendaflex SureHook hanging folders are featured in <strong>the</strong>2010 Everything for <strong>the</strong> Workplace catalog.... E-ServicesSMART GETS SMARTERSmartDeals exceeds 6 milli<strong>on</strong> impressi<strong>on</strong>sSmartDeals is fast be<strong>com</strong>ing <strong>the</strong> most popular and farreachingpromoti<strong>on</strong>al marketing effort that United Stati<strong>on</strong>ers has everproduced. Between m<strong>on</strong>thly mailings of SmartDeals For Technologyand SmartDeals For The Office, and two corresp<strong>on</strong>ding e-mail efforts,<strong>the</strong> SmartDeals program has reached close to 7 milli<strong>on</strong> end-c<strong>on</strong>sumerimpressi<strong>on</strong>s through <strong>the</strong> first three quarters of 2009.SmartDeals For Technology and SmartDeals For The Office beganas m<strong>on</strong>thly six-page flyers designed to <strong>com</strong>pete with big box Sundayinserts with great pricing and exclusive deals. These flyers have evolvedinto <strong>com</strong>plete campaigns that <strong>com</strong>bine <strong>the</strong>m with two promoti<strong>on</strong>ale-mail messages and a landing page.Both SmartDeals offerings are producing outstanding results forresellers that deploy <strong>the</strong>m. Resellers using SmartDeals For The Officeare c<strong>on</strong>sistently experiencing an average 30 percent sales lift for <strong>the</strong>m<strong>on</strong>th. Sales of <strong>the</strong> same SKUs for n<strong>on</strong>-participating resellers aregenerally flat. For example, an instant rebate <strong>on</strong> Boise ® Fireworkscolored paper produced a 170 percent lift for participating resellers<strong>com</strong>pared to n<strong>on</strong>-participating dealers who saw an average sales liftof 48 percent <strong>the</strong> same m<strong>on</strong>th—a difference of 122 percent between <strong>the</strong>two groups.Resellers deploying SmartDeals For Technology saw lift percentagesin <strong>the</strong> 100 to 200 percent range;n<strong>on</strong>-participating dealers sawgrowth of 50 to 100 percent in<strong>the</strong> same m<strong>on</strong>th.For a recent instant rebate<strong>on</strong> Verbatim ® flash drives,participating resellers sawa lift of 278 percent; n<strong>on</strong>participatingdealers sawan average lift of 55 percent.That 223 percent differencedem<strong>on</strong>strates how effectiveSmartDeals can be.“SmartDeals definitely givesus a <strong>com</strong>petitive advantageversus our nati<strong>on</strong>al <strong>com</strong>petitors,”said Marc Rubinstein ofRubinstein’s Office Supplies &Furniture, West Chester, Penn.“The free incentives are excitingSave 50%<strong>on</strong> Verbatim ® Store ‘n’ Go ®USB Flash DrivesVerbatim ® Store ‘n’ Go ® USB Flash Drive• USB 1.1/2.0 c<strong>on</strong>nectivity• Compatible with Linux ® 2.6 and Later; Mac ® OS 9 andLater; Windows ® 2000, XP, Vista 8 GB$49.99 Special Price- 25.00 Instant Savings$24 99ea.VER-955074 GB$29.99 Special Price- 15.00 Instant Savings$14 99ea.VER-95236for end users and <strong>the</strong> price points are so much lower than typical—it’sa great sale for <strong>the</strong>m as well.“ Rubinstein’s uses both SmartDeals flyers.GET SMART To get started with SmartDeals, talk to your United account manager.12 November/December 2009
GOVERNMENT MARKET SHREDDERSTrusted Brand. Superior Quality. AbilityOne.10+Users24-26Sheets4000CC - NSN 56743376-10Users14-16Sheets3200CC - NSN 48389916-10Users26-28Sheets3200SC - NSN 48389851-5Users12-14Sheets2200CC - NSN 48389841-5Users18-20Sheets2200SC - NSN 48389901-3Users17Sheets970CC - NSN 5674339The Javits-Wagner-O’Day (JWOD) Program is now AbilityOne,providing employment opportunities for blind workers.Whe<strong>the</strong>r you require a shredder for small office applicati<strong>on</strong>s or <strong>the</strong>high-volume output of a large office, Fellowes ® offers an AbilityOneshredder that’s right for your government shredding needs!OFF CEL NE13
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