- [Karl] Everybody, welcome, this is Karl. We're gonna give everyone a few minutes to filter in here we're expecting a full house. So we're gonna hang for a couple and make sure everyone gets a chance to log in. All right, well welcome everybody. We're gonna go ahead and get started. My name is Karl Johnson, Vice President of Sales here at iClick. wanna welcome you to the call and thank you for joining us today. The last year so I've been doing a ton of traveling, criss-crossing the country meeting with literally hundreds of our distributor customers and really excited about the call today 'cause we're going to cover a lot of stuff that I've been asked about and asked for over the last several months and year. So we're gonna go ahead and dive in. We're gonna start off and kind of set the market for PopSockets. Talk about why PopSockets is such a great product in the market demand. We've got some great new products from the PopSockets family of products. We're gonna launch and roll out for you today. We've got some other products sneak peeks that are coming out from iClick very soon. I got a couple of cool offers for you. We're gonna give you visibility too and then we've got a lot of downloads and handouts. You're able to do that on the call. But we're also going to send out a follow up email with that information as well. So we'll make sure you get access to everything. We're gonna do a Q&A at the end. So there is a question box. You guys can fill out questions as we go. And we'll cover as much as we can get to at the end of the presentation today. Alright, so what we're looking at here is really search data from the industry. So this is what you and your competitors are researching and searching for based on your end user demand. And we can see this is 2017 to 2018. On the left graph here, we see that traditional promotional products as your hats, cups, mugs are actually trending down year over year in terms of search volume on ESP and similar industry based search engines. If we slide over to the middle graph, you see mobile accessories, up 99%. So again, this is search activity this indicates market demand. And if we look over to the far right here, the phone grip category and this is really driven by the PopSocket grip, you know, we're up 340% year over year. So huge market demand, the PopSockets is relevant as it's ever been. We're sitting on top of 35,000 square feet of production and warehouse facility. We've got capacity for 70,000 units a day. And it's as strong as ever. So really as we talk about PopSocket grips and the other family of products from PopSockets. Really, this is driven by market demand. And this is where we've seen tremendous growth. The PopSocket grip itself is the number one searched item in the industry in 2018 by far. So a significant market demand out there. Hopefully most of you have sold PopSocket grips, if you have not, it is not too late, they're still going strong and huge demand. And one of the reasons they're such a great value in our space is what we call mobile real estate. So I'm sure everyone's familiar with the term desktop real estate that we've talked a lot about. But with respect to ad impressions and brand impressions, there's really no better real estate than the back of the phone. And at iClick we talked about really wanting to own the back of the phone. And this is where we've seen tremendous growth. This is a study by Deloitte and Touche, I suggest certainly for us sales professionals, these are very conservative numbers. But just from the standpoint of how many times we're looking at our phone every day and what that aggregates to on an annual basis, we're talking about 24,000 times a year on average that people are looking at their phone. So these add impressions of front and center every day. I don't know about any of you but I have never put my phone in the sock drawer. So this is always front and center and great ad impression value. I spent a lot of time in digital advertising and when marketers are looking at digital ad buys are looking at effective cost per thousand. And I would certainly argue that the effective cost per thousand impressions for brand impressions in the back of the phone is about the best value you can get from a marketing standpoint. So this really is now it comes down to product functionality and price point to take advantage of this real estate. PopSockets itself has had significant growth the last couple years and really the PopSocket grip went viral a couple years ago, and experienced tremendous growth. I mean, we saw this with a lot of celebrities and there's just massive social media virality if you can use that term, worldwide, over 100 million PopSocket grips have actually been sold. So massive retail coverage with this product, which has been very beneficial in our industry. And obviously, that search data supports that there's been a huge end user and effectively, consumer demand for this product so great for us to be able to have this very popular retail brand that we can supply to you guys in our market. Really, we talk about the back of the phone and a lot of options. I don't know a lot of people that don't have anything in the back of their phone now. But the PopSocket grip really remains the best option for the back of the phone. Both from the standpoint of that retail coverage and the popularity but really from a functionality standpoint as well. I mean, what's really cool, you can imagine I switch things off and on my phone all the time because I'm showing customers this stuff. What I love about my PopSocket is I can always reposition it, I can take it off, I can put it back on later and that type of a thing. And of course, with the accordion, I can fold it flat and it's in my front pocket of my jeans right now, but I can take it out and use it as a phone stand and watch a video later. and that type of thing. So really, from a functional standpoint, it's really the best product in the market. And the economic model is phenomenal for us in this industry. Really, you guys are selling in at half of retail effectively on a super popular retail product, with a client's brand and logo on it. So really no better economic model for something that's this popular retail remains really one of the best products in the industry. So when we look at PopSockets, and we're gonna talk more about the PopSocket family of products and PopSockets being the company that brings us all this and you'll hear us talk more about pop grips and PopSocket grips. So really the classic PopSocket grip is what a lot of you are probably already familiar with. And over the last year or so we've launched and released new materials for the standard grip. So this kind of represents what has been in the market already we've got the standard classic grip. The aluminum is where we've launched a lot of new colors. These are laser engrave little higher end. In January, we launched the diamond aluminum, which was really popular, and very recently launched wood as well, we've got two materials of wood, the bamboo and the rosewood. We can do these as a laser engrave and also full color. We actually just ran a very large order for a tech company that did a simple one color logo on the bamboo and it was really, really sharp. So just a great way to dress up the PopSocket go a little higher end getting into more that gift price point but something again maximize and leverage the popularity of the PopSocket grip, which is some great new materials that are available. So we talked about the family of PopSocket product and here's where we really get into the cool new stuff. So with the the PopSocket grip, we've got two brand new materials we just launched. We've got a vegan leather material. So that is super cool and trendy from a retail standpoint and fashion standpoint as well. And iridescent is brand new. Iridescent we have made available to produce overseas at really large quantities over the last few months. That was extremely popular. And we're now able to do that in house in our ReadyShip program. So what else is brand new from PopSockets, a whole new family of product here. So we've got PopMinis that are brand new, we're launching, we've got the PopWallet and PopWallet+ and these are two products I'm really excited about 'cause these are specifically things that I've been asked a lot about over the last few months. So let's dig into the specifics of these. So we have iridescent, iridescent PopSockets are very cool. I'm gonna tell you guys a story about how popular iridescent is in the market right now. And what iridescent really is, is an effect that as you're looking at something from different angles, it really appears to change color. And this is very ironic that I had this experience literally two days ago on my commute home. I'm driving on the freeway, and I pull up next to an iridescent car. And literally as I'm overtaking the car, the color of the car is changing as I'm passing it. It was super cool. Now I don't know if I would drive an iridescent vehicle, but I do have an iridescent PopSocket in the back of my phone. And I really think it's super cool. So if we look at where we're seeing this in the marketplace from a fashion standpoint, I mean you guys can see here that we're seeing this in fashion, a lot of brands are bringing this to market and home goods, apparel, and accessories certainly tech accessories we're seeing iridescent. So this is really really popular from major brands, again, home goods, fashion and the like and again, I've seen it now in automobiles. So we're really excited about the iridescent PopSocket. As I said, we've done several orders already in large quantities. And now we're able to produce this at a really low minimum order quantity and do it in house here with just a five day turn same as our standard PopSocket grips. And these are all laser engrave. So as we go through and look at the lifestyle images as well just wanna make you guys aware that these are available for you. We've got a lot of resources to help you sell in. So we wanna move now into our vegan leather. I think we skipped ahead there a minute. But in terms of the images, but vegan leather you guys might be aware of the term, pleather or faux leather, this was years ago, kind of how this was positioned in the market that really in the last couple of years and really the last year there's been a significant rebrand with vegan leather major brands, apparel brands and consumer brands now are relaunching products and accessories with vegan leather. There's really a growing segment of the consumer population out there that's got a lot more sensitivity to animal by products. And obviously animal cruelty issues in this type of a thing. So this has made this really popular from a consumer standpoint. So we're really excited to launch the vegan leather PopSocket as well. And again, here's just some lifestyle images where you can see where this is being applied in fashion, home goods, accessories in the life. And again, as we go through here, all these images are available for you as well. So if these are helpful from a sales standpoint, we wanna make your job really easy to sell this into your customers. Alright, another brand new product that I've been asked a ton about because this launched at retail is the PopSocket minis the PopMinis. This is really a collection of a three pack of three miniature pop grips and these are great for brands with sub brands. So if you think for example, beverage brands that have multiple sub-brands, this is a great solution for them, we can do individual logos, we can do two of the same logo. And one of the third, we can do different colors of the same logo. So any kind of mix and match combination, and you're really only paying for that one setup and run for a single logo and location. So these have been very popular out of the gate. And again, you'll see these retail selling at about $15. So when we look at the economic model of the new PopSocket family of products, you'll see it's very similar to the model with the original grips and that you're able to sell in really significantly lower than a very popular retail brand. So we thought it'd be fun to show you a little PopMini video that PopSockets is leveraging from a retail standpoint. So we're going to fire this up for you guys. ♪ Itty, bitty♪ ♪ Teeny Weeny, Mini♪ All right, so, again, we wanted to share that again, one of the benefits of working with this retail brand is a lot of marketing support that you're gonna get from a retail standpoint as well. The minis are great for tablets, readers. Obviously you can grip on three in the back of the phone as well but it just gives you kind of that expanded functionality and a different way to market and again leverage multiple brands on the same product. Now, here's a two brand new products from PopSockets that again I've been asked about a lot that PopWallet and the PopWallet Plus. So we're gonna start with a PopWallet and what this is is a removable mobile wallet. So you're gonna be able to hold three or four cards in here but what's great about this product you can do a full color full bleed. And it is removable so it's compatible with Qi wireless charging and I that's probably one of the things I get asked about the most as I'm talking to you guys and your competitors out there is how are we going to be compatible with Qi wireless charging with all this stuff in the back of our phone. So here's a great wallet solution that addresses that and also gives you this massive imprint area that we can do full color full bleed. You're going to see this at retail for about $20. And again so if you look at the economic model here, you get to sell in well under retail, which is a great obvious benefit of this. If we look forward now we can see the PopWallet Plus now this is something I get asked about all the time, which is when are you going to put a PopSocket on the back of a mobile wallet. And here we go. So we can proudly say we're delivering now. The PopWallet Plus is already extremely popular. We just launched this a couple of weeks ago. So what we have here is the classic pop grip on the back of the removable PopWallet. So this is a great combination that gives you the functionality now of your mobile wallet, and the best mobile phone grip in the market. Again, you're gonna see this at retail at about 25 bucks. So the economic model is still really really strong in our space in our industry. So great functionality. And again, the benefit now is you're able to use this with Qi wireless charging. So if we look about the benefits and features and benefits of each with the PopWallet, we're down to a minimum order quantity of only 25. Again, we've got that massive full bleed imprint area. So from that wallet functionality. This is obviously best in class. And it's removable. So it'll be compatible with your wireless charging, PopWallet Plus, effectively, we're putting this PopSocket on the back of the removable mobile wallet. So really great functionality. And this is probably what as I say what I've been asked about the most, in the last six months or so. So we're really excited to bring this to market. So that's what's new from the PopSocket family of products. And we're gonna pivot now to what we're bringing to you new in our power category. Mobile power and wireless charging for us is by far our fastest growing category. We're trending up about fourfold year over year in this category and we're talking about a seven figure category for us, so significant growth year over year. The reason is twofold. A I mean our mobile phones is relevant as they've ever been and we still need to charge them what you need to know about your phone devices is you've got a life cycle of about five to 600 charges in your phone and really you wanna stay at about 40 to 80%, ideally for maximum battery life. So for the health of your battery, all days, they tell you to run your battery down and then recharge it at night. That's the opposite of what you want to do. We say ABC, always be charging. So with that in mind, we've really expanded and added a lot of new tech into our power category and this is blowing up for us. So we're really excited about a couple of new products coming out in this category. We've got our Qi card and with effectively this is a business card size Qi wireless charger. What's really cool about this is we have self contained the power source cord. So we've got a universal USB connector here that literally wraps in a self contained within the card so I can stick this in my front pocket, take this with me and then go to a coffee shop or wherever I am plugged into my laptop and set my phone down and charge as I'm working or as I'm on the go and as I said that's how you wanna be charging your phone, you always wanna be charging. Keep your phone battery between 40 to 80%, ideally for optimum battery health and life of your battery. So another product we're releasing, which is super cool is our P4000 mAh Glow. So what this is is a laser engraved traditional power bank that now reveals a light that illuminates your logo. So this photo does not do this justice. But effectively what we're doing is lasering off the top layer, which again exposes illumination, which lights up your customers logo. So very cool addition to our power bank lineup there. If you have seen our flip series, which also has a lot of the self contained functionality that this Qi card has. You'll see us continuing to expand in this tech in this line, and then bring some cool new innovations like our P4000 glow as well. So again, power is our fastest growing category because of all this cool new tech we're bringing to it and because we have to be more sensitive to how we're charging our phones. Alright, so a couple other phone accessories we're launching as well, which are really cool. Now we've done this pixie light overseas a number of times and the demand was so high that we have now brought this into our ReadyShip program. So this is really a selfie light that clips on the top of your phone and we've got three different light settings here, which really makes selfies great. As I said, we've done large orders overseas over the last few months and the demand was so high we brought this in house into our ReadyShip line. So a great mobile accessory that we've added for next day production. Some of you may be aware of our iShine. This was our most popular new product launch at PPAI Vegas this year. And it's great for helping beauty brands with this compact mirror and phone stand in one. So we're all about multifunction at a great giveaway price point. So as I said, makeup brands health and beauty brands, this has been a huge hit fitness, that type of a thing. And what we've added here now is our standardized iShine, but we've added the five times magnification mirror as well. So now we've got the standardized iShine mirror plus the five times mirror in one. We're really excited to bring that into our ReadyShip line as well. And now, one of the other things I've gotten a lot of questions about over the last six months to a year is audio. And we're really expanding our Bluetooth audio line here with two new products that we're launching in about a week. And that's our BluBuds and our BluPods. So two new Bluetooth earbud and earpod solutions from iClick as well. So this really addresses that higher end audio market. And now combined with our Bluetooth headphones, we've really got a nice offering that we can bring to you guys. So we definitely wanna be a player in that space as well. So two new products come in there. The other thing we are launching, as I mentioned with our wireless charging being one of our fastest growing categories is a couple of products that now have Qi certification. And all of our Qi chargers are FCC certified. And this means they've gone through really rigorous safety testing things like foreign object detection and that type of a thing our standard testing with FCC certification. And the Qi certification is something that customers have asked about. To be honest, the biggest advantage here it gives us the ability to use their branding with the certification and there's not necessarily additional safety testing or enhanced safety testing that we haven't already gone through. But we do pay this fee to be able to use this Qi certified moniker with our products and we wanna make sure that we're sensitive to that market demand. And so we're launching our Qi Stand, and our Qi Card both with versions that are now Qi certified. Alright, I've mentioned a couple of great offers for you guys. So all of the new products that we've seen, we are offering a self promo. Normally we do self promo at EQP less 30. We're knocking another 20% off that for you on the call today. So EQP less 50% for self promo with a minimum order quantity of only 50 pieces on anything we've gone through today, you just use code SP50 and we'll honor that for you. So obviously, we want to make it really easy to get these products in your hand and create sales. So please take advantage of that. Something else we launched pretty recently in house is our custom backer cards for our pop grips. And this is a great way to extend the brand. What we recommend is that you leverage the grip itself for the company logo on that great brand impression, which will encourage people to actually put it on their phone and use it. You wanna do call to action, additional marketing, additional branding, put that on the backer card, and we wanna make that backer card super accessible. So we've taken the minimum order quantity down to just 200 pieces. And with this promo we're down only 25 cents net to add that backer card and drop to 15 cents at 1000 pieces. So really accessible it kind of becomes a no brainer to just add this on to all of your PopSocket grip orders. As I mentioned there we've got a lot of downloads for you. So please take advantage of that. We are gonna send a follow up email where you can have accessibility to all this as well, as a general rule you guys, we wanna make it really easy to sell. So please let us know what you need. And we've got a lot of collateral you can take advantage of. If you've worked with iClick before, hopefully you've experienced this great service model from us. But I always like to remind people that what is above and beyond for some suppliers is standard operating procedure for us. So, a few things that I'd like to make note of we offer free ground shipping on everything we do. And so please take advantage of that. We've made a significant investment in our production team. So about 25% of our office staff here is our production we're going to turn virtual mock ups to you. In an hour or two hours or less. We turn quotes around in an hour or less. All of our ReadyShip product that's available next day you get a proof art and PO by 2pm Pacific We're gonna decorate and ship next day with a proof. And as I said, I'm talking to hundreds and hundreds of you guys out there over the last six months to a year. I don't know any other supplier that is doing next day production with free ground shipping with a proof as standard operating procedure. So we really wanna take advantage of that and look for ways to increase and grow our business with you guys. Our mission statement here is to make our distributor customers look good. And we really live and believe that mission and we want you to take advantage of that. So we want to open it up now for questions and see what you guys got - [Man] Hey Karl we have a couple questions here. revolving around the PopWallet Plus and whether or not we can do full bleed on the wallet as well as a printed PopSocket. - [Karl] At this point we cannot do full bleed on the wallet on the PopWallet Plus we can do that on the PopWallet. The PopWallet Plus is really the imprint on the pop grip itself. - [Man] Great, thank you another question came in for portable chargers. What minimum battery size should I recommend to clients that won't break the bank but still be a good quality charger? - [Karl] We've got great chargers actually starting with our P600 Flip, which gets you about a 25 to 30% charge. So that's an emergency charger. If you want a full charge, really a 22 to 2500 is gonna get you a full charge. So we've got a couple of really great options. Our P2500 Flip is what I would recommend, and that's only a 5.49 net option at EQP and we can have a great imprint area and that's one of those Flip series which has its self contained connectors as well. So you're not having to bring a cord with you. So that's a P2500 Flip, which is what I'd recommend as a starter. - [Man] Great, one more question I see here. Just reinforcing what you said about virtuals this customer has sold PopSockets in before they're wondering can we get some free virtuals for the PopWallets and PopWallet Plus. - [Karl] Absolutely, that goes for every buddy and every product and we'll be able to turn virtuals around for you in two hours. So all you have to do is send us your customer art your logo, and we'll get those started for you right away. - [Man] Great, just scan the list here. On the PopWallet Plus, does the pop accordion have to be pushed in for it to charge. So I think Qi charger. - [Karl] Yeah, so in the PopWallet Plus, you'll actually remove the wallet itself. So the wallet is removable from the back of the phone and that's when you wanna be charging. So really makes it easier to pop off the wallet and the wallet plus to just lay your phone down and charge on your charger. - [Man] Perfect, there was a question. Can you remind me the name of the iClick mirror phone grip? - [Karl] That is the iShine - [Man] And iShine and iShine 5x - [Karl] And the iShine 5x that we just talked about exactly. - [Man] One more, do you offer a sample kit with different PopSockets that we can use in sales presentations? - [Karl] Yeah, so... - [Man] I'll answer that. - [Karl] Yeah. - [Man] So yeah, that was actually from Edward. So we do. We have some direct mail opportunities. And we're actually building out a more complete program as far as specifically PopSocket related kits that we can provide to distributors. Anything to add, Karl? - [Karl] Yeah, I mean, in the meantime, we're happy to sample you individually and put kits together. So as we're working on more formalized kind of presentation sample kits, in the meantime, we're happy to sample you on anything you need. - [Man] I think you've covered this, how does the wallet remove from the PopWallet just to make sure. - [Karl] Yeah, so it basically slides off. So there's effectively a base that adheres to the back of the phone and the wallet piece itself actually just kind of corner slides off that base. - [Man] Great, I think that may be it for us. Let me see if emails came in. I think that concludes the webinar for today. - [Karl] Okay, Great well, we want to thank you guys for joining again, hopefully this gives you some new tools to go out and make some sales that the market demand is really high. There's been a lot of chatter and demand in the market for a lot of these new products that we just went over. We wanna help you guys make sales and be very relevant in this tech space. So please leverage us, leverage our sales team, our art team will get you samples we'll get you virtual mock ups and try to make your life really easy so you can create new sales. So thanks again for joining.