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The exclusive VOW+ newsletter

August 2013

Hello from

As the summer months, and for most of us holidays are upon us, it would be easy to assume were slowing down at VOW+ HQ. Well, its quite the opposite. August is seeing a flurry of activity as we come near to completion of building our new recruitment and training programme as well as spending a great deal of time with Iron Mountain looking at our proposed document archiving solution. Im also delighted to say that our new LaunchPad service is also keeping us extremely busy, with 16 resellers now live and engaged and over 9million of end user opportunities being worked on by those resellers. However, its not all about our tools and services, the VOW+ team have been running roadshows at all the VOW locations to remind our colleagues of the importance of the VOW+ programme and VOW+ resellers as its key that all departments are aware of the benefits we offer and the unique relationships we have with our VOW+ customers.

Helen

Publication Spotlight
New Bundle Deals
Why not take advantage of one of the fantastic bundle deals we have available on the 2014 marketing programme. Choose from 5 deals saving you 5% on the published rates. See pages 36 to 39 of the Marketing Guide for further information or speak to your VOW Account Manager.

eAudit
After a solution to the laborious task of extracting line level data from paper invoices? Then eAudit is the answer.
eAudit enables VOW+ Resellers to simply scan an invoice and send the documents directly to the service partner, Digital Mailroom who will then return the information to you in an easy to read spreadsheet allowing you to easily and quickly conduct a full audit of a potential customers historical spend. This concept is based around automating a traditional paper based business process to help you to remove costs and improve efficiency. The results that this service can offer you are huge such as you are able to strike while the iron is hot as you will have the ability to carry out an audit quickly and capitalise on a prospects interest. This solution will also allow you to gain full visibility of purchasing patterns and costs around which you can build detailed advice for your prospects.

eAudit

eAudit gives you the information you need and provides the essential data upon which you can base an effective procurement strategy for your customer. This process removes the costs associated with manual invoicing and is much more accurate and convenient than your teams using Optical Character Recognition themselves. eAudit is available to all VOW+ Partners and Supporters on a pay-asyou-go or monthly contract plan. For more information please visit www.voweurope.com or contact your VOW Account Manager.

Committed to...Partnership

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Reseller Spotlight
As they celebrate their 50th year in the industry, Adrian Carter, MD of Ace Office Environments shares his thoughts with us about life within the OP industry, Aces successes and challenges and even a little bit to help you get to know him better!
1. The best part of working in this industry Change! Ive grown up with stationery but its been anything but stationery. The breadth of product we handle means there is always something new to get your teeth into. 2. The most frustrating part of working in this industry The smoke and mirrors pricing game played by the big boys. Getting customers to recognize that silly prices on a few key lines isnt the way to assess the best value offering. 3. Biggest challenge facing the independent reseller in todays market Our traditional bread and butter stationery is in massive decline. Its easy to blame spending cut backs and the general economy but the changes we are seeing started a long time ago. The proliferation of the PC and its descendants started a shift in working practices that are rapidly accelerating. I find it hard to imagine a future for anyone as just a supplier of stationery or even office products. 4. Biggest opportunity for the reseller Diversification! The fact that stationery is in decline is just another way of saying there is an opportunity for us to look at new product sectors and bring our skills to those areas. 5. What is your biggest regret Declining the chance to become one of the very first distributors of pay as you go mobile phones at the time we couldnt see how there was going to be any significant market for them. Oops! 6. Your top tip for other resellers Dont listen to a word Ive said! Do your own research, make your own mind up and follow your heart, rather than anything any of your competitors are saying. 7. Ace have recently celebrated their 50th year of trading, tell your VOW+ colleagues about how you see the future of ACE and the Office Supplies Industry This year Ace is 50 years young. If my Grandparents could see the business now they wouldnt recognize it and yet, they would know it instantly. Why? Because the philosophy is the same today as it was then give the customer what they want, where they want, when they want. Its only the products in the boxes that have changed. As for the future, I dont think it will be long before our relationships with clients are built on other product sectors and stationery is just an occasional purchase a thought that I personally find frightening, exciting and stimulating all at the same time (but in ever changing proportions!) And a little bit about Adrian Carter? 8. How long have you been in the Office/Business Supplies Industry Ace is a family business and older than me, so arguably all my life. Full-time, permanent Ive been with the business 19 years. 9. If you werent in office/business supplies what would you be doing What, you mean theres life outside this industry?! One day I will do something that makes a difference to peoples lives, but as for what, only time will tell. 10. What is your greatest achievement Building a stronger relationship with my children than I ever imagined possible following the breakdown of my marriage. 12. Describe ACE in one word Evolving.

Do you know...Ray Erdinc?

Ray joined VOW in January 2010 as a Managed Print Service Consultant to develop the MPS programme. He was new to the OP industry so his early time was spent understanding the office products market and channel resellers enabling him to help the MPS team design a programme that could be engaged by you to suit your customer base and/or market sector.
His responsibilities are to provide hands-on support to you with presentations to your sales team and end-users including accompanying sales people on appointments with their customers to discuss MPS. Ray is here to support you with the various tools we have as part of the VOW+ MPS Programme. What is your favourite part of your job? Bringing a new concept to our customers while helping and supporting them to understand it. What is your fondest memory at VOW? My fondest is still current too, that is the innovation of VOW embracing new technologies, services and products to stay ahead of the game. If you describe VOW in one word it would be.... Inventive.

Committed to...Partnership

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The Business Performance Group and VOWs Partnership

The Business Performance Group is one of VOWs original partners on the VOW+ programme with a number of different services available, all designed to help dealers grow their business.

NEW Social Media Marketing Service

The BP Groups new social media marketing service connects you directly with your target audience.
Our social media marketing service creates and manages your profiles and activity, allowing you to interact across the most popular social media sites. Well show you how to use social media to converse, network and share information with your existing customers, as well as raising your brand awareness and connecting with prospects on new media, from LinkedIn to Facebook.

Develop a consistent social media strategy.

The BP Group will help you identify whats missing from your online profile and then develop a strategy for your business based on your objectives. Each social media platform has different features and functionality, and is suited to targeting different audiences. One thing must remain the same your branding. Well help you connect with different audiences while strengthening your brand and message consistently.
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Office So utions
I have been working with The BP Group for two years and they helped me focus our objectives. They continue to add value to what we do, and positively impact on the business. Peter Brack, Managing Director.

For more information contact your VOW Account Manager.

Committed to...Partnership

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HP ePrint
In 2010 HP launched its revolutionary HP ePrint technology in the UK: the ability to print from anywhere, anytime by using the cloud to allow on-the-go printing through email connecting consumers lives to the digital world.
While most printers require a connection to print, whether through wires or Wi-Fi, HP ePrint printers come with a custom e-mail address so that documents can be sent directly to the printer from any device that supports e-mail, such as a smartphone or iPad. This new method allows for across-theworld printing, enabling a businessman travelling in China to send documents to his office printer in New York, for instance. Once registered, any email sent to the printer will first be screened by HP's ePrintCenter for viruses and spam before the email body and supported attachments are printed. Contact your VOW Account Manager to find out about current HP end user cash back available on ePrint enabled printers.

Back to school
30% of a retailers turnover is during the back to school season so this is a great sales opportunity not to be missed!
Most retailers start their Back to School campaigns around the 8th of July and continue through to the first week in September with Back to University starting around the 19th of August and running until mid October. Key products to focus on are printers, stationery and calculators; the Casio FX-83 scientific calculator is the best selling scientific calculator in the UK followed closely by the FX85 which is the solar powered version of the FX83. Another product to focus on for your back to school campaign is lamination with schools laminating tests with dry-wipe markers so that they can be easily re-used. There is also an increased demand for tablets in education due to their use as an education aid with their various benefits including the cost savings available on electronic purchases and their use for research tasks. Previously Apple had 76% of the tablet market share but this has now declined with other brands such as Samsung, Amazon and Asus competing with more affordable options with the Samsung Galaxy tablets, Kindle and Nexus. It is also worth noting that the 16Gb and 32Gb capacities are the most popular and also with tablet cases and keyboard sales growing 17% year on year this is a great high margin add on opportunity. A recent survey conducted by GFK indicates that consumer confidence is improving and most people expect the economy to improve slightly this year so you need to make sure you are geared up for your own Back to School Campaign.

Committed to...Partnership

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Earn and Learn with Brother Network

With a wealth of information at your disposal and exciting rewards to be gained, Brother continues to be at your side on the sales floor thanks to its easy-to-use online hub.
They say that knowledge is power. In the case of Brother Network, all it takes is a couple of clicks and youre there! Designed specifically to provide your team with the very best of resources, this digital information hub offers everything you need to make your next sale a productive one: Collect Star points for selling qualifying Brother products and earn rewards. Take online courses to learn more about specific products and earn money while you do so. Access the Brother library for all product literature, images, campaign assets and sales tools. Save time and money by downloading customisable marketing materials Another key feature is Brothers quick and easy Switch Sell Guide. By empowering your sales staff with this kind of cross-sell/up-sell information, theyll be able to offer the latest in cutting-edge product advice ensuring a satisfied customer every time. And, as you know, satisfied customers are returning customers! For more details on Brother Network, visit www.brother-network.com today.

Specials
If its unique, from outside the industry or just simply hard to find, our dedicated Specials Team can source the exact product you are looking for.
Have you ever received a request from a customer for something truly unique and didnt know where to look? With access to over 150,000 products from over 400 suppliers, the VOW Specials team is able to source even the most random and obscure requests. Take a look at some of the items our team have sourced for our customers in the past: Santa suits Barbers chair Garden furniture and patio set Birth pool pump Backpack coffee dispensing machine Golf club extension shafts Tiddly Winks Chewing gum and graffiti remover Manhole Barriers Megaphones Wheel chairs Mannequins Talk to the Specials Team today about our service and let us help source everything you and your customers need!

Technology Cleaning
Dont forget that September is computer cleaning month and that this also includes cleaning for other gadgets including cameras, tablets and telephones.
Computer and office equipment cleaning experts AF International recently polled 2000 UK iPhone users to find out more about mobile phone ownership and cleaning. The survey of 51% females and 49% males explores the demographics of users aged 18 to 55+ across the UK and has gathered data about the British publics iPhone cleaning habits. The survey found that 31.6% of users cleaned their iPhone screen a few times a week with 26% cleaning their screen once a day. The 18-24 year olds were the most cleaning conscious iPhone users, maintaining the cleanliness of their iPhones on a daily basis. The survey revealed that 21.4% of people that cleaned their iPhone used a specially formulated screen cleaning wipe such as AF Internationals Multi-Screen Clene (AFI50474). Frequent media attention on germs and virus outbreaks combined with peoples widespread adoption of tablets and other mobile devices has resulted in the tablet market growing 94% year on year and is fuelling growth in computer cleaning which in itself as a category is growing by 27%. Make sure you dont miss out on this great sales opportunity and start planning your Computer Cleaning campaigns today!

Committed to...Partnership

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Managed Print Service Or how to really help your customer save money!
MPS, is an acronym that has been heavily discussed for the last three years in the world of office supplies. It relates to nothing tangible nor does it describe a product or really define the service. So how are people to understand it, never mind fight its onslaught into the EOS market, taking away thousands of pounds of business and profit, overnight?
VOW as one of the largest suppliers to the office products and printer supplies market listened to you and the channel. We took note of the way you where losing business to the mysterious MPS and have quickly reacted to it. VOW produced an MPS programme for you that gives you the tools to fight back, maintaining your printer supplies business within your customers or at the very least staving off the MPS onslaught. The VOW+ MPS Program was designed in such a way to enable you to embrace it in your own time as it offers different levels, allowing you to engage according to your customer base and/or market sector. It provides tools that not only your sales force can use but ones that would equally benefit your internal sales or customer service departments. These tools can secure your toner and ink business within your customer base, if used correctly and can potentially remove the old battle of pricing.

Over the coming issues of Communiqu we will go through each element of the VOW+ MPS Program outlining the benefits to both you and your customer and also where or when to use each element. We will also share some of the case studies highlighting the diversity of MPS. So, what is Managed Print really it is simply providing a solution to a customers needs in relation to their printing habits and devices. But the trick is to define the customers specific need. Ray Erdinc MPS Specialist

NEW Skincare legislation

Are you aware that a new EC Regulation has come into affect this month regarding cosmetic products?
After checking with all the current suppliers of hand soap distributed by VOW, we are pleased to say that all the hand soap products supplied comply with the new legislation. If you choose VOWs 2Work range of skincare products you can be confident that the manufacturer complies with EU legislations and are a member of the European Cosmetic Products notification portal.

Cosmetic products (from 2013) From 11 July 2013, this Regulation will replace the Cosmetics Directive which until now ensured that products circulate freely whilst guaranteeing a high level of protection for consumers. The provisions of the Regulation aim at ensuring that consumers health is protected and that they are well informed by monitoring the composition and labelling of products. The Regulation also provides for the assessment of product safety and the prohibition of animal testing.

Committed to...Partnership

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How are we doing?

Your opinion on how we are doing really does matter to us!
Your feedback and comments allow us to focus our efforts on improving our service and providing you with the best experience possible. We would really appreciate it if you could take 5-10 minutes of your time to complete this months Customer Satisfaction survey: https://www.surveymonkey.com/s/AugustSurvey2013

Help is on the way

New to VOW Interiors for 2014 how we can help you make the most of your furniture offering.
By: Brian Banks and Matt Allaby, Furniture Business Development Managers As VOW have just launched the 2014 Marketing Guide now is the perfect time to find out what is new for next year and how we can help you secure those all important furniture sales. Its not just all about marketing and publications we also have some fabulous developments across the whole of the VOW Interiors range.
Work-Space Catalogue After visiting some of the VOW Resellers and taking into consideration their feedback, we have decided to change the look and feel of the 2014 Work-Space Catalogue which features all of the office interior products required for a full office makeover. We have added more colours and reduced the sea of blue chairs previously found across the pages. A couple of new key areas we have introduced are the branded 5 year guarantee chair range and a smart new benching system at affordable prices. The products will also be coded as units rather than component based to make the ordering process easier for you. Mailers Not only have we made some positive changes to the 2014 Work-Space Catalogue but we are also looking at the content and design of the Furniture Savings quarterly mailer. We advise using this as a follow up from the catalogue to target your customers throughout the year. This is also great for posting through the doors of prospective furniture customers and keeping you one step ahead of your rivals. Delivery We are looking at a new white glove, delivery and installation process across the UK by partnering with local teams. Demonstrations We will be offering your internal and external sales teams demonstrations of good, better and best chairs which will show you the benefits of a UK manufactured chair over the imported chair which is only sold on price. Design Services In addition to the above we also want to highlight to you the value added services we offer you such as CAD design services. These will enable you to rival the competition. For help with your furniture offering please contact your Furniture Business Development Manager.

Important Dates
2nd August 30th August 2nd September 4th September 6th September Q4 Direct Mail Batch 1 Deadline (for October Delivery) Deadline for 2014 Main Catalogue and 2014 Facilities Supplies Catalogue Orders Hydration Systems Introduction Day at VOW, Arrow Distribution Centre Hydration Systems Introduction Day at Water Coolers Direct, Gloucester Hydration Systems Introduction Day at VOW, Hemel Hempstead

7th & 8th September Office Club Dealer Conference, East Midlands Conference Centre 18th September 19th September 20th September Secure Shredding Introduction Day at Iron Mountain, Warrington Secure Shredding Introduction Day at Iron Mountain, Canning Town Q4 Direct Mail Batch 2 Deadline (for October Delivery)

For more information or to register for any of the above VOW+ service events, please contact your VOW Account Manager.

Committed to...Partnership

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The exclusive VOW+ newsletter

August 2013

In this edition...
1. Publication Spotlight 2. eAudit 3. Reseller Spotlight Ace 4. Do you know.....Ray Erdinc? 5. Service Spotlight BPG 6. Technology News 7. An introduction to MPS 8. VOW Specials Team 9. Help is on the way VOW Interiors

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Committed to...Partnership