In the midst of the "credit crunch" PC sales continue to grow Market report from GfK • Sales increasing by 36% compared to June 2007 • Deskbound PCs are showing a small 2% increase • System house channels are 17%+ units & 23%+ value (YoY) • High growth in Mobile PCs: system house channels up 26%, retail channels rise a massive 76% (YoY). Agenda for today • Welcome & Update • fixITlocal proposition • Service Module • Working with Micro-P • Extended Warranty - FIL branded VAS • Disaster Recovery - FIL branded Break • BT - why you guys count • BT Net – A big opportunity • Conclusion - how we can all make money • Q&A Lunch fixITlocal Vision • Launched November 2007 • Aim to put independents on the map and drive customers – Research continues to show people wish to buy locally • Become largest professional outsource service organisation • With PCA accreditation provide customers with confidence – CORGI of the IT industry • How are we doing? fixITlocal Update A unique program driving end-users directly to their local reseller • Proactive marketing activity: ads, eshots, leaflets... • Call locator program with a single national 0844 tel no. • Website reseller locator via postcode • New Developments – Contract service work referring jobs to fixITlocal – Branded products bring added service opportunities – Hardware & connectivity deals via strategic partnerships – Strategic partnership with Synaxon AG... fixITlocal website homepage Feedback: What are our resellers saying • We all want more calls! – most resellers have received referrals – Results vary, a lot depending on location • Most agree it’s a positive scheme – committed to make it a successful program – compete with mass retailers while retaining independence – Many working with us to develop new ideas & products • A year’s investment repaid with just a few calls Let’s have a look at some direct quotes... Reseller Feedback 1 From: Ray Lewis [mailto:firstname.lastname@example.org] Sent: 13 August 2008 21:45 To: Victoria Moxham Subject: RE: FixITlocal Lead Hi Just to let you know that I have installed a small Microsoft network, 2 days work, but I have been back twice since doing other work for the customer, I am also supporting the customer on an add hoc basis, so thanks for the lead. The customer said that he has been looking for a local cost effective service like this for a long time. Regards, Ray Reseller Feedback 2 From: Albert Ryan from MPICS Digital Sent: 28 August 2008 To: Victoria Moxham Subject: RE: FixITlocal Feedback We receive 4 to 6 calls a day so we are very happy with the FixIT service! Regards, Albert Reseller Feedback 3 From: Andrew Stallard Sent: 01 July 2008 17:58 To: Paul Gibson Subject: RE: Andrew Stallard - fixITlocal Hi Paul Thanks for that, Tesco's, PC Guys, etc better watch out cause FixITLocal is going to Fix Them Good! Regards Andrew KTAK Limited Westcliff Business Centre 188 West Road Westcliff-on-Sea New Service Module A major development for fixITlocal • Online service referral portal – Allows vendors to outsource warranty, repairs, installs etc. to the fixITlocal reseller network – Automatically refers job to the nearest specialist – See the payment rate upfront – Allows contractor to track progress • We are now actively bidding for new contract work – Current vendors include: Cerco, The Senior Alliance, Burnetts Insurance, Northamber • Creating another window of opportunity fixITlocal – Service Contracts • Cerco – Strategic partnership offering engineering referral work and training benefits. • Burnetts Assoc – Warranty Repairs • Northamber – HCI scheme warranty repairs • Senior Alliance – PC & Laptop installation service fixITlocal – Service Module • Let’s take a look… fixITlocal Service Module Accepting/Rejecting a call • The call appears on the first screen once logged in • From this screen you can ‘Accept’ or ‘Reject’ the call fixITlocal Service Module Accepted calls • This screen shows your ‘accepted’ jobs until ‘completed’ • Full details of the job are shown on the job sheet (PDF) • Print off and take with you on the job fixITlocal Service Module Job sheet • The Job Sheet contains all the details you need • Contact the customer to arrange a convenient date/time to visit • Print job sheet and take it with you on the job • Once completed the customer will need to sign the Job Sheet • No payment will be made unless this is actioned fixITlocal Service Module Update • You will need to complete the details on this screen • You can scan and ‘upload’ the job sheet, so the vendor will automatically receive this • Or you can post the job sheet to FIL admin who will send to the vendor (please keep original for own records) • Then click ‘Job Completed’ fixITlocal Service Module Job completed • The job will then appear in the ‘Completed Calls’ tab and the status will change to ‘Completed’ fixITlocal Service Module Job Closed • Once the Vendor receives the Job Sheet & confirms the job is completed, the status will then change to ‘closed’ and will appear under the ‘closed calls’ tab. fixITlocal Service Module Receiving payment • You will receive payment for ‘closed calls’ only • At the end of each month a PDF statement will appear in your account under ‘Admin’ • Once this appears, you can print & send to us to receive payment • You will receive payment within 10-14 of us receiving the invoice fixITlocal will receive 10% referral commission on all work referred – your screen shows the net amount you WILL receive fixITlocal & Micro-P • We have agreed a Strategic Partnership with MICRO-P • Why MICRO-P? – Specialise on working with the smaller indie reseller – Believe in talking with their customers – Wide range of products – Buying power & focus to lever special deals • Offering a range of promotions: – Group rebate scheme – Vendor marketing funds channelled to end-user advertising – 16 week program of exclusive hardware deals fixITlocal & Micro-P 16 week program of exclusive hardware deals • Sept 15th Printer - Xerox 1620N - £69 • Sept 22nd External HDD • Sept 29th Laptop / Accessory • Oct 6th Display • Oct 13th Router • Oct 20th TV • Oct 27th Software (Anti-Virus) • Nov 3rd Printer • Nov 10th External HDD • Nov 17th TV • Nov 24th B-Tube • Dec 1st Laptop/Accessory • Dec 8th Display • Dec 15th Photoframe • Jan 5th Home Solution [Laptop, Printer, Router, HDD, K/B, Mouse, Display, Software] • Jan 12th Repeat above fixITlocal – Extended Warranty program fixITlocal – Extended Warranty • Branded PC & Laptop warranty: – Add extra margin to the initial sale – Maintain lifetime contact with customer, upgrade at expiry – Choose to be the repair agent for the policy and gain further income on repairs – Allow users to buy from you with confidence, offers credibility v high street retailer • The customer is insured, so no matter what happens to their reseller product is covered fixITlocal – Extended Warranty • Policy is provided by Burnetts Assoc, UK’s leading supplier of computer warranties • In addition to receiving your own repair calls Burnetts will place their other warranty repair work through fixITlocal • It makes sense to sell policies whereby you gain: – Additional profit at point of sale & on previous 11 months sales – Payment to do the repair work on your sales – the possibility of new repair work and new customers • A full sales pack, inc the policy & POS leaflet, is included within your welcome pack Introducing Paul Jackson Director of First Recovery about us • emergency disaster recovery for SMEs • established 5 years • 7,000 customers / 10,000 locations - 4 times more than any other DR company • award-winning: – BT Entrepreneur Awards ‘06 – Insurance Times Awards ‘05 & ‘06 • endorsed by major insurers the problem • Big business has always had DR • SMEs need DR: – compliance (e.g. tenders) – regulation – peace of mind • SMEs can’t buy DR: – expensive – time-consuming – bespoke what we do • alternative offices • IT network • email • internet • phones • expertise • speed how we do it • 500 sites around UK – 9.6m sq2 • online, real-time database • client occupies premises for one month • standby IT systems held in bonded stock • software loaded • tested & pre-networked • includes printer • technician arrives • internet reconnected • email reinstated • phones redirected • data restored • …client has platform for ongoing business benefits • to your client: – solves a complex problem, with no admin – ultra-low-cost DR – respond to tenders with confidence – reduce insurance premiums • to you: – innovative, unique product – strengthens ties to your client – opportunity to sell added services • Data back up, reinstallation services and new equipment – 160,000 eshot delivered end September 08 the business • 6 x DR seats: £425+VAT p.a. • 12 x DR seats: £795+VAT p.a. • Mark up to resellers: 30% every year • admin is straightforward: – contracts start 1st of each month – collect payment & forward to DMSL – contract confirmation sent to client conclusion • ultra-low-cost DR for SMEs • credible & tested • endorsed by major global companies • available on the open market via FixITLocal resellers • …a unique opportunity to solve clients problems Let’s take a break Ricky Ricketts General Manager Indirect Partner Sales - BT Communications & Infrastructure £7.2bn Applications Hardware & & Content IT Services £2.4bn £10.7bn The Case for Action Communications & Infrastructure What? • We help UK SMEs succeed • Consistent double-digit growth Applications & Content Hardware & IT Services • Be the No.1 player in the £20bn Comms & IT market How? By: • Putting the customer at the heart of everything we do – helping them do what they do best • Becoming Number One for Customer Service • Driving Unified Communication, Collaboration and Commerce Solutions • Success through our People and Partnerships The Case for Action Communications & Infrastructure Why? • No-one’s better placed than us to seize this opportunity: – Our brand is well placed for this business market Applications & Content Hardware & IT Services – Our channels to market are strong – We have the capabilities to deliver If we don’t? • Our competitors will have a stronger appeal in a market that craves for integrated solutions • We will get to be caretakers in slow-grow / no-grow land Why have a channel? Communications & Infrastructure • Reach • Capability Applications Hardware & & Content IT Services • Vertical expertise • Customer choice “Cracking the IT Services Nut” Forrester Report, Dec 2007 “Cracking the IT Services Nut” Forrester Report, Dec 2007 Portfolio Focus • IT Manager Financing • Hardware IT services/support • IT services Applications/SaaS • Broadband Networks • Bundled options • VAS Switches Broadband • One Plan • Calls & Lines Calls • Broadband Lines • Mobile • Conferencing BT Net • Customer Scenario • BT Net Product attributes • Competing Technologies • Summary Scenario • Design & Print Company • 20 Office Based People • ADSL Since 2003 • 5 Remote Sales People • Mail Server • Web Site. Potential Issues? • Design & Print Company • Bottlenecks? • 20 Office Based People • Service Level • ADSL Since 2003 • Speed • 5 Remote Sales People • Unpredictability • Mail Server • Grown out of ADSL?... • Web Site BT Net Product Overview “Leased Line Internet Access for Business” • Symmetric • 1:1 Contention • Flexibility • Availability & Reach • Service & SLA • Resilient Options. Comparisons in Marketplace • Broadband • Cable • SDSL • BT Net. Reseller Benefits Quality Product - Meaningful Rewards - Complete Service Wrap - Key Customer Product - Innovative Development - Ongoing Opportunities - Online Reporting Tools - Offers & Initiatives - Pro & Reactive DDoS mitigation Customer Need Quality Support - Increasing Dependency - Rapid Pricing on Internet based services - DMSL : Nikki/Simon - Increasing Use - BT :Lawrence of Bandwidth Hungry apps. - Advice & Experience Opportunities to profit with fixITlocal Service Module Extended Warranty - Call revenue and New Customers - Prices from £49.99 - Offer your customers Nationwide - Margins up to 31% coverage using the Network Disaster Recovery Group Buying through Micro-P - Prices from £425 - Now you can compete with the - Margins up to 41%! high street and online retailers BT - Earn 5% every time your customer makes a call - Plus £40 For new Blackberry and GSM connections - ICT: Example - BT Net Average Value £8000; Profit £2400 - Broadband: e.g.* Consumer min £20; Business Option 3 £104 Plus: Use the PCA Confidence Assured to give you a competitive advantage Marketing Plan Sept-Nov 08 Driving end-users directly to their local reseller • Campaign of eshots to our database • Followed by: Disaster Recovery Extended Warranties • Get your own customised version Marketing Plan Sept-Nov 08 Driving end-users directly to their local reseller • Utilising our powerful 800k+ email database Local PR Let us get you free local press coverage to help promote your fixITlocal service offerings • We create press releases on your behalf and send them to your local papers • This is a completely Free service • Template press releases created for all major product launch or promotion • Our PR agency has lists of all UK publications so we can quickly build a distribution list specifically for you Website Promotions Website Product Offers fixITlocal – Close Thank you for attending We believe in the local IT Reseller and are committed to continuing to develop products & programmes to help grow your business Any Questions Benefits Package • Inclusion in the nationally promoted FIL • Access to branded unique call locator number Disaster Recovery product • Inclusion in FIL website reseller locator • Call referrals via our Service Module • Regular national e-shot advertising • Exclusive hardware deals from Micro-P promoting FIL to our 900k database • Commissions on BT Portfolio products • Free customised e-shots to your • Free opt in for Synaxon UK customer base buying group • Free local PR program • POS material • Access to branded Extended Warranty • Local and National networking events package & repair calls • PCA Membership benefits Time for Lunch!
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