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15 Sep 08

We have switched all new content to the new Proficiency Post site: including Latest News, Frost Bites, the BIG Issues, GoEco, Proficiency Profiles and FAME Index. Proficiency Post now has faster access… quicker search of past articles… easier downloads of individual articles for print purposes, and generally speaking a more enjoyable and entertaining read.

Companies (Enterprise) and Dealer Group (Group) members ask about our special discount rates. Email peter@proficiencypost.com or call +44 1932 784887

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4 Sep 08
Sainsbury's, the UK's #3  supermarket chain,  is stepping up its effort to persuade shoppers to switch to its own-brand products as the battle for depleted consumer spending intensifies. Justin King, CEO (also a non executive director of Staples), said the price "gap between brand and own label is as wide as it's ever been". He added: "We're going to give them [large brands] more of a fight."

Click on Frost Bites and read the research findings and the latest battle-of-the-brands in the OP marketplace and how the 'original way can be the best way' going forward.
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Gazelles outpacing

the dinosaurs

We've run a selective poll of what we describe as the 'superdealers' in the US….dealers with sales over $20m, and whilst there are pockets of difficulty in markets affected by the housing and financial markets, most are enjoying double digit growth rates v. 2007.

This trend reinforces our research that there is a resurgence of super-dealers happening that we have not seen since the rise and rise back in the glorious 80's.

Read the full report in Frost Bites on Wednesday 3 September 2008

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Proficiency Post goes to Subscription from 15 Sept

"Independent…insightful…investigative…fearless.
First for breaking news analysis…inspiring…visionary.  Opinionated and irreverent. Benchmarking best practice…positive and optimistic. We love Frost Bites" say readers.

Proficiency Post has been published now for 4 years free of charge to a readership which has grown from 500 per week in September 2004 to over 6000 last week!

During that time, the 'marketing to the office portal' has focused on reporting trends, leaders and best practice in the new Office Productivity marketplace. 

Whilst our independent and investigative style has strived to promote the positive happenings in the industry, we have uncovered many bad marketing practices too.

In the last couple of years, controversies have escalated and we have been right at the heart of matters and fearless in our reporting. This style has restricted our advertising revenue as sponsors have not wished to be seen to be associated with impartial comment on their biggest customers. This is understandable, but means that in order to further develop the scope of Proficiency Post and meet rising demand, we need to move to subscription only.

From 15 September, you can continue to receive Proficiency Post for just £10 per month. Subscribers will receive:

• First-hand news and analysis of the most significant and very latest issues, key industry strategy shifts, breakthroughs and campaigns
• Latest research and exclusive data on customer insight and important market trends
• Financial analysis on market leaders, cutting through the press releases to deliver the real performance
• Thought-leading articles by key industry figures
• In-depth case studies on successful and turnaround brands
• Detailed briefings on global branding, innovation, marketing and more
• Well-informed comment and thought-provoking information from leading industry guests
• Surveys on women buyers and original market research testing theory against practice
• Breaking News alerts sent direct to your inbox

Proficiency Post will keep you at the forefront of the dynamic Office Productivity market. We only publish the news that matters.

N.B.  2008 subscribers will also receive the annual Office Megatrends report (worth £250/$500) completely FREE OF CHARGE

Readers' comments have been very complimentary about the depth and style of reporting. We plan to upgrade the site: increase download speed, improve the look and feel, provide easier archive reference, a fast feedback facility and increase our investigative resources.

Please click on the Subscription tab to arrange payment for the next 12 months. Please ask about 'Enterprise' subscription rates for organisations with multiple readers.

As soon as we receive payment, we will confirm your personal login and password information

If you want to continue to be stimulated by exclusive and provocative coverage of very real issues…Subscribe today.

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Learn how EcoSYNOPSIS, the personalized single source system, wins for you

28 Aug 08
Dates for the US launch of Positive Marketing Partners, the program especially designed for progressive independent dealers, are confirmed:

Positive meeting dates 
Thursday 11 September in Atlanta :North Courtyard Atlanta Airport
Thursday 16 October in Boston: Courtyard South Boston
Tuesday 21 October in Chicago: Courtyard Chicago O'Hare Airport
Thursday 23 October in Los Angeles: Courtyard LAX Airport,
Friday 7 November in Orlando: at the United's Vision Trade Show.

Positive will be working in partnership with GOPD the 'competitive pricing systems for profit' company (see co-owner Rick Marlette pic right) to bring new marketing system support services to progressive dealers.  Positive will launch initially with what is recognised as the biggest dealer opportunity and the most important skills need of the moment: marketing and selling single source systems. 

Positive will provide a demonstration workshop for dealer principals and  their top salesperson on: 
How to beat the big box players
with personalized single-source supply systems
This is absolutely the right time for dealers to get up to speed on how to out-sell and out-market the big box players. Staples are in the throes of integrating Corporate Express. Office Depot and OfficeMax are in serious management trouble with the morale of sales and customer service people at an all time low.

The failure of Depot/Max makes available a $10 Billion sales opportunity. Dealers can get a piece of the action providing they acquire the skills to sell in single source systems and eco-productivity solutions. This opportunity is unlikely to reoccur again. Now is the time to seize the moment. The goal is to work with 60-70 dealers across the US and Canada regardless of wholesaler or dealer group membership.

Moreover, businesses are looking to save money in these times of economic slowdown with concurrent demand to 'go green'. Both can now be delivered best by local OP dealers. Positive will show dealers how to go to market.

Dealers are you ready?
Positive will demonstrate how to sell-in the 4 Point Eco-productivity plan called EcoSYNOPSIS which helps dealers' clients/prospects cut costs and cut carbon emissions. The plan is empower progressive dealers and their top salespeople to sell confidently and beat the big box players with a genuinely superior savings proposition and eco-friendly supply solution.

 The Positive team will follow with an introduction to the full 8 part Positive Marketing Partners program including:

1.    RAPPORT Customer Relationship Marketing (CRM) system
2.     PROM personalised emarketing system inc. video demos
3.     Positive 24/7 open webstores
4.     Eco-SYNOPSIS personalised single source system (covered above)
5.     MAXPro from GOPD 'match or beat' competitive pricing service
6.     Proficiency Index Best Practice Benchmarking for dealers
7.     Positive Edge – the sales and marketing training service
8.     MAGIC magalog, specialog 'lifestyle design' service to appeal to  women buyers on the web or in print.

The Positive dates start at 10am and run until 4pm. There is no charge, call or email for an Agenda and a full information pack to:

Peter Frost on +44 1932 784887 peter@positiveofficegroup.com
Donna Snyder on (888) 665-9593 donnas@gopd.com

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ODgate Scandal – The plot thickens and widens

Nonprofit or Conprofit?

Where do the Communities $MMM rebates go?

24 Jul 08

US Communities and California Communities the trading partners of Office Depot are Nonprofit organisations run exclusively by Stephen Hamill and Gerry Burke owners of a for-profit company called HB Capital Resources.

During the course of our investigatory work into the mysterious workings of the 'Communities' we discovered articles by Orange County Register's  Brian Joseph who was conducting investigations into 'an obscure public agency (that) operates outside the public view, often awarding financial benefits to private business. Critics call it a bad way to do the public's business.'

Please read Frost Bites on what is likely to go down as the 'Communities Conspiracy Case'…we think it's a BIG one.

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ODGate scandal Save Dave Appeal

20 July 08

Fellow Dealers, I want to give you an update about the Office Depot investigation situation  And Yes, I want to ask your help again.  David Sherwin (now officially designated as a Whistleblower by the Florida Inspector General) needs and deserves our help. 

Please read details of Chip's appeal in BIG Issues (click here) together with the latest review of 'Conspiracy in the Communities' an insight into the inner workings and who lies behind the US Communities.

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Dealer Survey: Top 10 Future Success Factors

Customer Intimacy
rated #1 future success factor

11 July 08

136 dealers responded to the recent Dealer Survey asking them to rank the most important factors that will determine their success going forward. There were 20 marketing factors listed and dealers were asked to rate them.

Click on Frost Bites to read the full survey report.

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2008 Office Buyers Survey Results

Get online with Lucy...

27 June 08
Here are the headline statistics just in from the 2008 Proficiency Index survey of UK women office buyers, primarily user choosers with executive power and influence*. The latest research in the USA and UK confirmed that women are responsible for 84% of office buying decisions.

Read the full summary report in Latest News.

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Please visit Frost Bites to read cutting edge comment and news analysis on the BIG issues in the Office Productivity marketplace worldwide.

Get the latest quarterly financial reports, critical analysis and comment on the leading BIG BOX players, dealers, wholesalers and manufacturers. See Latest News

Leading dealers and personalities, sector success stories, including  the rise-and-rise of the new beed of superdealers - see Proficiency Profiles.

Check out the latest statistics and research in Proficiency Index...

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Proficiency Index
Review of the Year

The Best
and Worst
of 2007

The Best Leaders…
The Best Companies…
The Best Products…
The Best Ads…

31 Dec 07

2007 wasn't heaven, but 2008 will be great!

Please go to Frost Bites for the special feature

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Power is shifting from Big Box players to…

'The New Propellers'
of office productivity

The renaissance of the progressive superdealer

11 Nov 07

Fast forward to today and there is strong evidence that their period of market domination is over. Apart from the Staples and Lyreco strategic combo, the BIG BOX operators are struggling. Moreover, powerful regional superdealers are coming back as a new breed of PROPS….Providers of Office Productivity Solutions

Welcome then, to the era of the New Propellers…the new dynamic version of PROPS, who are going to market with a more positive drive….propelling the way forward.  It's no longer a renaissance though, it's more a resurgence.

Read the full story in the Office Megatrends (click here) preview
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