Market Development Catalogs Market Development Flyers Marketing Support Market Development Elite Components & Requirements

MARKET DEVELOPMENT CATALOGS

Our customers who have chosen to make the Market Development catalog the cornerstone of their marketing efforts have been rewarded with sales and profit growth. The strength of the Market Development program is more potent today, than when it was first introduced. Market Development catalogs can provide you with the best weapon to survive and prosper in today's changing environment.

The Market Development catalog offering trailed only the General Line as the most widely distributed United Stationers catalog. Market Development catalogs are available in multiple versions, allowing you to "go to market" based upon your individual market needs. The following section includes a breakdown of the Market Development catalog offering.

For more information, contact your Account Manager. Or contact us via e-mail at marketdevelopment@ussco.com.

Elite Version
The Elite version provides you a fully priced catalog (only 25-35 call for price items).   The Elite catalog contains the same 3000 item basket as MD3000 but with it's own unique page background and design.

On-Demand Version
The On-Demand catalog allows you to customize all pricing within the catalog. This increased flexibility is extremely helpful when you want to focus on a specific consumer niche.

List Price (MD2000 and MD3000 Versions)
The list price catalog includes the entire Universal line as well as a broad offering of branded products. Suggested list prices are shown for all items.

Metropolitan Version
The main feature of this catalog is that, in addition to suggested list prices, a suggested discounted consumer price is shown on almost every item. This catalog offers you the ability to distribute a pre-priced catalog. The variable pricing is established through metropolitan market research. Call for price items (approximately 75-85) are included to offer the dealer pricing flexibility on key commodity items. Your margin will be dictated by your ability to sell a full range of products and thus a profitable product mix. The Metropolitan version is available for the MD2000 and MD3000 catalogs.

Secondary Version
The main feature of this catalog is that, in addition to suggested list prices, a suggested discounted consumer price is shown alongside the list price. This catalog offers you the ability to distribute a pre-priced catalog. The variable pricing is established through secondary market research. Call for price items (approximately 75-85) are included to offer the dealer pricing flexibility on key commodity items. Your margin will be dictated by your ability to sell a full range of products complete program and thus a profitable product mix. The Secondary version is available for the MD2000 and MD3000 catalogs.


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MARKET DEVELOPMENT FLYERS

The Market Development flyer offering includes 4 different versions. The flyers have both Universal and branded products featured in high-impact full photography. Flyers are an excellent way for you to reinforce your message as well as prospect for new accounts. For more information, contact your Account Manager. Or contact us via e-mail at marketdevelopment@ussco.com.

8 Page Flyer
The 8 page Universal flyer is a great tool for you to use in reinforcing your name in your market! The flyer is pre-priced and showcases the top 200 items everyone needs. The suggested pricing is revised quarterly based upon current market conditions and is supported by a unique price plan.

4 Page Custom Price Flyer
The 4-page custom Universal flyer gives you the ability to select pricing for the top 100 Universal items. The 4-page flyer has the same look as the 8-page flyer but is unique in its own right.

4 Page Pre-Priced Elite Flyer
This flyer has the same item mix as the 4 page Universal flyer. The graphics are designed to be more promotional than the Universal flyers. The suggested pricing is set to match the suggested pricing in the Elite Attack catalog.

Call For Price Flyers
This flyer is a simple but very effective tool allowing dealers going to market with a Market Development Metro and Secondary catalog to produce a flyer of the call for price items. The program is Microsoft Word based and allows you the ability to produce a flyer weekly, monthly, or quarterly. The Kit is available in conjunction with the October and April Market Development catalogs. The files can be downloaded for no charge through the Classified Zone of our website. (The Classified Zone requires a User ID and password for access. Contact your Account Manager if you need to obtain a User ID.) Click Market Development Call For Price. All of the flyers and fax orders forms are waiting to be downloaded. Also available through your Account Manager are call for price tools that compliment your Elite catalog. These tools are created in Microsoft Excel and PowerPoint. These tools allow you to price the items that are call for price in your catalog. These single sheets reinforce how competitive you are on the key commodity items. To receive these tools please contact your Account Manager or Region Marketing Manager.


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MARKETING SUPPORT

As an Elite dealer, you have access to a wide range of marketing materials and value-added tools to support your selling efforts. This section details many of the tools currently available. For more information, contact your Account Manager. Or contact us via e-mail at marketdevelopment@ussco.com.

General Line Catalog Items Consumer price matrix
The General Line Catalog Items Consumer Price Matrix is designed to be used in conjunction with the MD2000, MD3000 and Elite catalogs. The General Line Catalog Items suggested Consumer Price Matrix can not only help you achieve a better margin, but also a better sell story to the end consumer. The Market Development Catalog's consumer sale price gives you the opportunity to promote savings of up to 81% to the end consumer. For many dealers however the thought of developing a price matrix for the remaining General Line Catalog items would be a staggering, time consuming project. So, we've done the work for you! The General Line Catalog Items Consumer Price Matrix is your key to better margins.

Elite Marketing Kit
This turnkey marketing kit is like nothing else available in our industry. The kit was created to assist you in designing a "rock solid" sales and marketing system that will exceed the expectations of your customers.

The kit is provided in a binder that clearly describes a strategy for success. In addition, you will receive a user friendly CD-ROM containing over 100 professionally designed tools (broadcast faxes, price comparisons, single source selling messages, promotions, account retention order incentives, form letters, phone scripts, plus so much more). What better way to enhance your image, increase your sales effectiveness and have a positive impact on the profitability of your business. All you have to do is add your name, phone, fax, pricing, etc. and print the tools in either color or black & white. We believe we have created a Marketing Kit that provides you with the strategy and tools to gain new customers and keep old customers coming back again and again. The cost of the binder is $199.95.

The following information is a more detailed outline of the components of the Kit:

Components of the Elite Marketing Kit

Kit Sections

• Welcome
• Consumer Segmentation
• Small Business Selling Strategy
• Small Business Retention Program
• Inside Sales Overview
• Small Business Prospecting & Account Retention Tools

Kit Tools
(Contains over 100 tools)

• One Page Broadcast Faxes or Customer Leave Behinds (In color & black/ white) for:
  • Consumer Promotions
  • Price Comparisons
  • Prospecting Order Incentives
  • Account Retention Order Incentives
  • Single Source Selling Messages
• Prospecting and Follow-up Letters
• Phone Scripts for Prospecting and Follow-up
• Fax Order Forms
• Plus a whole lot more…

Interactive CD-ROM
Each binder contains a professionally programmed, interactive CD-ROM with all the kit's tools. The user friendly CD-ROM allows you to quickly customize each piece with your own name, phone, fax, price, items, etc. Once you customize the piece you can print in either black & white or color. It's as easy as 1,2,3!!!

Minimum System Requirements for using the CD-ROM
The Interactive CD-ROM can be used on either a PC or MAC system

PC: 24MB RAM, Pentium 60, Windows 95, 256-color display, 2x CD-ROM
MAC: 68040 Processor-20 MB RAM, PowerPC Processor-32 MB-RAM System 7.6.1, 2x CD-ROM


Both Platforms Require 20 MB of free space.

Market Development Image Brochure & Folder
United Stationers commissioned a marketing research company to conduct focus groups around the country to understand the buying habits and decision-making processes of the 5-50 white-collar office. The findings confirmed that price was the first and foremost consideration in the selection of a supplier by a small business. In addition, the research group reported that often times the small business customer no longer realizes the added benefits of buying from a local dealer.

We know you can compete on price utilizing a Market Development catalog, so the perception of being non-competitive with a superstore can be overcome. Once you have convinced your customers that you can compete on price you still have to convince the consumer you offer a lot more than the competition.

That is why we developed an exciting marketing tool that emphasizes all of the benefits you have to offer. Following is an overview of the tools:

Image Brochure (Imprinted)
This professionally designed brochure is an excellent tool to use when approaching new accounts because it clearly describes all the important services, products, and expertise you provide. What better way to present a professional company image!

The brochure has an area on the front cover that can be imprinted with any or all of the following information; name, address, phone/fax, e-mail and web site address. If you select "Imprint to match graphic style of cover" we will take the submitted information and type-set it in a style the designers of the brochure feel best compliments the graphics. Otherwise, you can choose to provide your own imprint.

Image Folder (Imprinting Not Available)
Your sales representatives are busy making presentations to potential customers and trying to sell more products and services to existing customer's everyday. The Image Folder provides them a professional package to house all the materials they may be sending or leaving with an account. It is one more way to make yourself stand out from the competition. The Image Folder utilized the same graphic design of the Image Brochure without the text. The folder holds 8 ½ x 11 sheets and contains a die cut slot on the inside front pocket for a business card. There is also a right-hand tab containing the text "Business Product Solutions For You" that is clearly visible if the folder is housed in a standard hanging folder.

Image Brochure and Folder Set
Using both the Image Brochure and Folder provides an excellent opportunity to present a professional company image. As an added incentive, to utilize both the brochure and the folder, we are offering a price discount if you order equal quantities of both the brochure and the folder.

Marketing Distribution Kit
This professionally designed kit provides you an excellent vehicle for distributing marketing materials to new and existing customers. The kit is designed with the same graphics as the Market Development Image Brochure and Folder. A similar graphic design between marketing pieces allows you to present a consistent and professional company image. The kit is printed using high a quality 4-color litho-label. The label produces a quality print similar to the Image Brochure and Folder. The kit is designed to hold a General Line catalog, Market Development catalog, the new and improved Universal Sample Kit and any other marketing materials you may want to include (i.e. letter from the president or sales rep, next order incentive, image brochure, single source selling message, etc.)

The Marketing Distribution Kit order contains "star burst" labels that say "Look inside for your FREE Universal Sample Kit." If you choose to include the Universal Sample Kit in your Marketing Distribution Kit you can adhere the label to the lower right hand corner of the top of the box.

The cost of the Marketing Distribution Kit is $1.00 each. You must order in increments of 100.

Direct Mail Monthly Communication
We have launched a vehicle for "touching" our dealers, increasing awareness, and providing dealers with ideas to enhance your marketing strategies. By the 1st week of every month you will receive an envelop with a myriad of marketing information. While the monthly mailings will be utilized for a variety of purposes you will see information on promotions, ideas on how to go to market, selling strategies, and a variety of ideas to enhance your sales and marketing efforts. Our hope is to inform as well as to inspire. In addition a response card is included in each mailing so you can send us your feed back.

Universal Shopping Bags
You can reinforce the Universal brand name with every customer purchase using Universal plastic shopping and delivery bags. Bags feature two-color graphics on a rugged, recyclable plastic bag. They come in two different styles (white bags in high-density material, or smooth, high-gloss bags with a reinforced handle and expansion feature), five convenient sizes and packed in a handy dispenser carton.

Universal Sample Kit
The Universal Sample Kit Program provides Market Development program members an opportunity to purchase (for a nominal cost) a pre-packaged sample kit to be re-distributed to their customers. By allowing the end user the chance to become comfortable with the quality of some popular Universal items free of charge, you create a win win situation.

The sample kit has been updated for 2000 (new item # UNV-DISTKIT). The box structure, graphics, and product assortment have all been enhanced and give the new kit a real "gift" feel. The new box structure fits perfectly inside the Marketing Distribution Kit box. The kit is sold by the each, and can be ordered at a subsidized cost of $2.50 using standard electronic ordering procedures.

Universal Clip Art Library
We have created a Clip Art Library of all Universal and some featured branded products to allow you to create your own promotions. The CD-ROM is best used in graphics programs like CorelDraw and Adobe Illustrator. The files can be opened in Microsoft Word and Microsoft PowerPoint but because these are primarily word processing programs, the files can not be easily manipulated. The cost of the CD is $299.95 and can be ordered through Advertising Services department.


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MARKET DEVELOPMENT ELITE COMPONENTS & REQUIREMENTS

Market Development ELITE

• One column of "each" pricing
• MD3000 item basket
• Must purchase Market Development catalog (2500 per year) and attain volume requirements (see below)
• You will be required to sign an agreement of terms
• Supports the marketing of the MD2000,MD3000 or Elite catalog
• Dealer Net Pricing is guaranteed for six months except for the 75 call for price items.
• Must purchase $50,000 per month from United Stationers and 15% of total purchased must be Universal brand product.