- [Karl] Okay, so let's go ahead and get started. I'm Karl Johnson, vice president of sales with iClick. We thank you all for taking the time to jump on the call today. I know we're all very busy, so I really appreciate it. Today's topic is learning to grow sales with power products and powered wireless charging and iClick has been far and away our fastest growing category over the last year and a half. So under normal conditions, this would be a great opportunity. Today I really want to focus on the lens of current market conditions and current climate, and talk through why this is a great opportunity right now, today. So I've got a lot of content here. A couple of reminders, we are going to send out a recording after the session today. There are downloads available right now you can download. Those will also be attachments in the follow up, so you can grab those now or grab them later, but please take advantage of that collateral. So the agenda for today we're going to talk about really, where power and charging begins, and that's with mobile real estate. We'll talk about the value and importance of mobile real estate. Why mobile power is so relevant and such a great opportunity currently right now. We'll walk through some products, so you get a sense of what's available from iClick in these categories. I've got some great case studies that I'm going to walk through to demonstrate what you can sell in right now that it's super relevant to today's environment. We've got a great offer for you for being on the call. And then we'll do a Q&A at the end. So let's talk about what we call mobile real estate. And really what we're talking about is the back of the phone in our smartphones. Certainly, I don't have to tell anyone, our smartphones are ubiquitous, everybody's got them. But really, we're more and more tethered and connected to them now than we've ever been before, spending four hours a day, over four hours a day on our smartphones. I spent the last 10 years before joining iClick a few years ago in digital media and advertising. And I can tell you, my director of marketing and CMO, media buyers were really after a couple of things to top their list, and that was demonstrated ROI on their spend, but also high value, low cost impressions. So what we call impression value. And I would argue that there's no better impression value in our industry than the mobile phone and really what's connected to the phone. So not only are we spending four hours a day on it, but over half of smartphone users now admit they get anxious when they don't have their phone on them. And they've actually named this affliction, so it's nomophobia, or no mobile phone phobia. So literally people freak out when they don't have their phone on them. And all due respect to apparel idea to leave my phone in the sock drawer. So again, they're just an attachment of us, an extension of ourselves now, and that makes power and charging as relevant, actually more relevant than it's ever been. So thinking about it from that standpoint, that's really creates an opportunity for us here with power and charging. And again demonstrates why that's been our fastest growing category the last year and a half. Here's some other great stats around impression value. As we look at desk accessories and wireless charging, wireless charging pads fit into this desktop real estate category. And then we see power bank, so great impression value. I mentioned high impact, low cost impressions. And we see that with mobile power. The very cool thing about our industry compared to the industry I came from, online advertising. Consumers are two and a half times more likely to have a positive opinion of promo products compared to traditional online advertising. So much more fun to sell in this space then online advertising and again, great tremendous impression value, anything associated with a smartphone creates that for us. Power banks add utility and they make our phones better. We need them to charge our phones, and because of that people hang on to them and keep them. So what we see is on average people hang on to their promo power bank for a year on average. And we see how that compares to other products in our space. So they're adding utility, and they're required for our phones to keep them charged, so people hang on to them. And this is great too, it speaks to sustainability. More and more clients are looking for, not something that people are going to just take home and throw away, but something that adds utility and function and something that the end consumer is going to keep and continue to use, and power banks certainly hit the mark with that. And we talked about utility. This is kind of a breakdown of some other products in our space as we look at quality and utility, and you'll see down at the bottom left it's a wireless charger. And we see that that's one of the highest utilities on the board second only to a desk lamp I guess here. So extremely, again, it makes our phones better. We're tethered to our phones, we're on them all day, we need to charge them. And that translates into great impression value and utility for chargers and power banks. So let's just go over some basics really quick, really two major categories of power and wireless charging, and those are traditional power banks and then Qi Wireless chargers. So let's start with our power banks. And we measure the capacity and the power of these in mAh, so we start as low as 600 mAh with emergency chargers and I'll show you a couple samples of those in a minute. But our average smartphone now has about a 2000 mAh battery capacity, okay? So with a 600 mAh emergency charger, you're going to get about a 25 to 30% charge. If you have a 6000 mAh power bank for example, you're going to be able to charge your phone roughly three full times. So that gives you frame of reference on the mAh of power banks. And just some 101 here some basics, what I really want to point out is that the central government has deemed power and chargers on their essential items list, okay? And that was added at the end of March, beginning of April. So all of your frontline workers, whether it's your delivery drivers, your healthcare workers, everybody out there hustling right now is definitely in need of their mobile devices and they absolutely are need to charge them and power them up. So that makes this product category really essential and creates a great opportunity for everybody. The competitive landscape, the reality that's going to shift and we're seeing that with a lot of our distributor clients, whether it be counting teams, changing, layoffs, furloughs, that kind of a thing are happening all over the place as we know. And if you haven't sold this category of mobile tech and specifically power, it creates a great opportunity to diversify your business and frankly pick up some market share. As economy start to open back up again, again the competitive landscape out there is just there's no question about it, it's going to change, it's going to be a little bit different. And this represents a great opportunity to diversify, expand your business and pick up market share in what's currently deemed an essential item category. We talked about the shelf life with the average user keeping a promo power bank for one year, but a third of consumers, or I'm sorry, 40% of consumers keep them for two years or longer. So once you get these things, again, because they're so useful, you don't get rid of them, you keep using them. And what you'll see with our product line is we've added some great new tech, and that's what's blowing this up for us. So let's talk about that. We're going to go through some product samples here and just kind of show you some of the functionality, price points and usability that we offer. So this we start with our emergency lineup here. So these are a little 600 mAh emergency chargers, they are on key chains. And we've got two different versions, the UL listed version and a non-UL listed version, you'll see there's little difference in price point there. This is our intro into our Flip series. And what this is doing is cutting the connecting cable, so these plug directly into your phone, which is awesome. One side is your lightning connector, and you flip it over upside down, and the other side is your micro USB. So literally I'm compatible with almost everything on the market now. And I don't have to bring a cable with me. So no longer do I have cords hanging out of my pocket or cords hanging out of purses. This is all you need. So this has been awesome for safety programs. It can hang on backpacks, key chains, super portable, you can take it with you and again you're going to grab that 25 to 30% quick charge to make sure your phone continues to be powered up, and great price points here. As I go through all this, I wanna mention that these are all in our next day production ready ship line. So you get us approved guard and PO by 2 p.m. Pacific. We decorate and ship next day on every product I'm going to show you. Okay, so as we go up in usability a little bit here, we've got our P2500 3-in-1 Flip. We call this the 3-in-1 Flip, because now we've added the Type C adapter as well. So I'm literally now compatible with every phone on the market. I've got that 2500 mAh, which is going to give me a complete full charge on my phone. And this is super lightweight, really thin, fits easily into your pocket and great imprint area. So this is one of the products that's absolutely blown up for us, because it's new tech that's been brought into this space. So again, we have to keep our phones charged. And what we want is convenience with doing that and usability, and this brings all those things to market and it's a great price point. So this has been a really top seller for us, this 2500 3-in-1 Flip, and again, we have this version in UL and not UL. So if the client requires a UL listed product, we got you covered there. If they don't, we go through really rigorous testing outside of UL. So from a safety and quality standpoint, all of our products are top of the line. And if you don't need the UL listing, they're more affordable. This is my favorite product. and our top seller in this category the P4000. So now we've got a 4000 mAh, we call this one a 4-in-1 Flip, because I've got all three of those connecting connectors, so I'm compatible with every device. But I've also got a universal USB port in the top of this as well. So now I can charge two devices at once. I can plug in a Bluetooth speaker and charge it, and also charge my phone simultaneously. This is an awesome product. I've got two of them in front of me right now. I don't leave home without these, they are lightweight. Again, really sleek and thin, they fit perfectly in the front pocket of my jeans, like I literally have my phone and this power bank in my front pocket, I don't even know it's there. So this is my favorite product. And next to that is the 4000 5-in-1. So what we've added here is the micro USB for recharging. So now I'm fully self-contained, I don't have to have a micro USB cord to recharge the power bank, that's also self-contained into this product. So again, just adding more and more utility and functionality into these now, and great price points. Okay, so I want to pivot and talk about Qi wireless charging and spend some time here, and talk about how this works and how this has proliferated. It was November of 2017 that Apple launched the iPhone 8 and 10, which were their first wireless compatible models. So it's been over two years now, and we've seen this tech really proliferate, and so it's a great opportunity to begin selling this in if you haven't already. It really is simple to think about how this works, I compare this to the Sonicare toothbrush. If anybody's had one of those, you've got your charging base, which is your transmitter, and in the case of the Sonicare, your toothbrush is the receiver. You use your toothbrush wirelessly, and when you're done, you just drop it back into that charging base and you're charging. So what you have is these two coils that are connecting and making that connection to recharge. So your wireless enabled smartphones have a coil in them, and your Qi chargers have a coil on them, and you're aligning those two things. So what's really important to know is just like putting a pot on the stove, the more aligned those coils are, the more efficient your charge is going to be. So you're never going to charge as efficient as a quarter charge. With wireless charging, you're going to be about 70 to 75% efficiency. The other thing that's really important to know with wireless charging is wattage, and you hear a lot of stuff around fast charge, quick charge and there's a lot of trademarks and brand names around that. But most of your smartphones actually have a seven and a half watt capacity, they're capped at that. So that means even if you have a 10 watt charger, well if you have a five watt charger, you know you're maximizing the capacity of that five watt charger. If you have a 10 watt charger, there's two and a half watts you're not even using. So my my point is, don't buy a 20 watt charger and think you're getting a quick charge or a fast charge, because most cell phones are capped at seven and a half watt. So you're literally spending money on power that you can't use, your phone cannot receive that amount of wattage. Most of ours are five watt standard, we do have some 10 watt models as well. But really even when you double the wattage, you're only gaining about five to 10% efficiency. So you're going from maybe a 70 to 75% efficiency to about a 75 to 80% efficiency compared to a corded charge. Okay, so we've got a lot of materials on this, our team are really expert in this space. So if you need help, if you want to give us a call, please, we're happy to walk you through how this works and how to sell this end. Because again, it's really proliferated, pardon me, in the marketplace. We see Starbucks building this into coffee shops. Now IKEA is building it into furniture and their coffee tables and end tables. Auto manufacturers now are building in wireless charging in the center consoles of the car, so really as I say, over the last couple years, the tech has really proliferated and we see it out there all over the place and that's made wireless charging our fastest growing category over the last year and a half. So some things to note here in terms of how to sell this in. One of the things that's really important to know is your smartphones have a battery capacity of about 500 full cycles. So when we first got smartphones, they'd say, "Run your battery all the way down "to zero at night, and then plug it in "and charge it up overnight." And that's actually the opposite of what you wanna do. Your battery only can do that 500 times before it's shot. So your phone have literally last about a year and a half, if that's the approach you took. For optimal battery health, you wanna be at 40 to 80% at all times. So at iClick we say ABC, always be charging. Everywhere you go, you want to grab that quick charge. And with wireless charging, as opposed to taking the power with you in most cases, like you do with a power bank, you're usually going to it, it's normally corded and need the power source. So the average consumer they estimate is going to end up with four or five or six of these, because everywhere you go, you're gonna want to grab that charge you're gonna want one in the kitchen, you're gonna want one in the living room, you're gonna want one in your car, you're gonna need one in your desk top at work. So again, the cool thing is for us, you're going to be able to sell in the same type of product to your client multiple times, maybe different functionality and price points. But no one's ever going to get one of these and say, "Oh shoot, I already have one, "I'll throw this one away." Because you're gonna want another one, so everyone's going to be sweet. Now I've got one for the living room, now I've got one for my bedroom. So again, the more of these people get, the more function and utility you're adding to their smartphone, which is always on, I'm always tethered to them. And I need to keep charging it and keep it between 40 and 80% at all times. So that makes this really an essential product and essential item. I want to talk a little bit about Qi certification and what that means. We have some products that are Qi certified, and some that are not. Qi certification is is a protocol set up by the Wireless Power Consortium, and this is scared by companies like Apple, Google, Verizon, et cetera. And they went and created their own testing protocol. And then for a handsome licensing fee, you get to get your product tested and get the use of their logo. All of our wireless chargers are FCC certified, which is just as stringent. This test for things like foreign object detection, which means that you can't put a random item on the charger and have it engage and activate and that kind of a thing. So we've got again very thorough quality and safety standards across all of our products. And so I just wanted to differentiate that, because that's another term you hear out there, what is Qi certified, and that just means it's a separate testing protocol. And then you pay a fee which makes it more expensive to put their logo on the product. Okay, so let's walk through some product and I'll give you a flavor of what we have to offer in this category. So we were very intentional with how we priced our wireless charging lineup. And this is one of the reasons it's grown so quickly for us. If you were to go into an Apple store and look at a wireless charging pad, you'll still see those at retail for anywhere from I've seen 50 to $80 plus for a stand, I've seen them up to close to $100 at retail. So these things first entered promo a couple years ago, they were all priced in the 20 to $30 net range. And so when we really developed our line a year and a half two years ago, we were very intentional with how we price. We wanted to really be a price leader and create a real stronghold on this market. And so starting at the best value options for less than the price of a PopSocket now you can sell in a wireless charger. So we've got two different shapes here in the Qi disk and the Qi square, and you can see the price points, extremely competitive. So, for FCC certified wireless chargers, you're just not going to find a more competitive price point than these. So we have seen people that maybe have sold in a PopSocket last year and it's a similar event, and the client wants to do something a little different but they have the same budget. You know, stay in that mobile tech space, it's great real estate, and you can sell them a wireless charger. Alright, so moving along. I see a couple questions here and I will address those at the end. So thanks, continue to fill up that question window and I'll hit all these at the end. Here's a couple of other products that have been good sellers for us, the Qi Reflect and Bevel. Now we're just getting into a little bit different form and functionality or aesthetics I should say. They function similarly or identically really, but you're just getting into a little more aesthetic. So the Bevel has this really nice aluminum edge to it. So it's a really nice looking piece and they are neat to sitting on your desktop. So really quality, nice looking and you're getting that great desktop real estate. Now these are very cool, this is we start to get into a combination of power hub and Qi chargers. So I mentioned you're gonna want one for the kitchen, and this is what I have in my kitchen, the Qi Triad. So I still like the iPhone 7, but my 14-year-old daughter of course has a brand new iPhone, so she can charge wirelessly, I need to plug in. So this sits our kitchen and I can plug in my iPhone 7 at the front here, because we've got two universal USB ports, and she can charge wirelessly on top. So this makes a great kitchen hub for us. This can be a great desktop power hub as well. So this is one of our most popular sellers, it's an awesome imprint area. Really great quality piece, we have it in the Triad and the Quad, which is also a 10 watt charger. So the Triad's a five watt, the Quad's a 10 watt. So again, you're getting a little more efficiency there, just gives you another option for really the same usability. So those are really popular. If you're worried about not everybody having a wireless compatible phone, this is a great solution. Now we get again into that desktop real estate space. And these have been really popular for us, the Qi mouse pads. We add again more functionality and utility. This functions as a traditional mouse pad, but on the right side we've got that charging coil, so you lay your phone down there and you can charge wirelessly as you work. So these are been great for employee gifts, and that kind of a thing, because again, they set on that desktop and capture that desktop real estate. But you can also keep your phone charged, again between 40 and 80% at all times. I can lay my phone down, grab that quick charge and it's right there in front of me. Same thing with the Qi stand, particularly now that we're all on Zoom calls all day and that kind of a thing this is great for Facetiming, video conference calls, or just to have a phone stand. And again, you're capturing that multifunction desktop real estate, I'm charging my phone while I've got that desktop real estate, and I've got the functionality of the phone stand as well. So another really popular product for us. So as you can see, we've developed a line. I mentioned, you're going to want three, four or five of these. Everywhere you go, you're going to need a wireless charger. And that's kind of how we built this line. We've also got the certified Qi stand as well, and the Qi card, which is a Qi certified product as well. So here are two Qi certified products that I mentioned. The card is really cool, because it's got your connecting cord. Similar to the Flip series of power banks. We've incorporated this into the Qi charger, so I don't have to bring any kind of a connection cable with me. I can take this on the go. I can plug this into my laptop as a power source, and now I can wirelessly charge on the go. So a really cool product here that's also Qi certified. And then for the car I mentioned, you're going to jump in the car, you wanna grab that quick charge on the way to the office or the store, whatever it is. So here we've got a universal vent mount that'll be compatible with any car vent. And I can clip my phone in and now wirelessly charge as I'm driving. So another great solution. As you can see, as we've kind of structured the lineup, it's like wherever you go, you're going to be able to grab that quick charge. And as I mentioned, the estimation is that the average consumer is going to have four or five chargers, so you can sell in multiple times to the same client, which makes this a great selling opportunity. Now again, we've got some combos, so if you've got, okay in my case, I've got the iPhone 7, my daughter's got the brand new one. So there's a couple of options that are compatible for both of us. The Qi 2-Go is really cool, it actually suctions on the back of your phone, and you can wirelessly charge, or it's a 4000 mAh power bank. So I can plug my iPhone 7 into this and get it charged traditionally, my daughter can suction this right to the back of her phone and she can charge wirelessly, so multifunction. And then the P5000 8-in-1 Flip, this is kind of the Swiss Army Knife of power banks here. 5000 mAh power bank, all self-contained with your connection cables, and also a wireless charger. So it's got it all, that's been a really popular model for us as well. And then everything we do from a stock standpoint we can do custom shapes. So I'm kind of knocking on wood here, I'm knocking on granite. But we've got a PO coming I believe today for a really cool custom shape Qi charger for a biomed company that's actually working on some stuff related to the coronavirus. So, really excited to be involved in this project and it's going to be a frontline employee appreciation gift. So another example of how relevant this is right now for frontline healthcare workers. They need to get their phones charged, they need to have their phones charged. And so this custom Qi charge is gonna be a great solution for them. We've tried to make custom a lot more accessible, bringing our MOQ's way down to as low as 100 pieces, depending on the product. And we're able to turn these generally in 30 days from a production standpoint. So end to end, you're talking 45 to 60 days realistically end to end. But if you're interested in this, please just send us logos, sales@iclick.comm and we're happy to get some mock ups going for you and help you sell this in. Really cool solution that differentiates from anything else you'd see in the marketplace. So I wanna walk through a couple case studies and then I'm going to head up your questions here. I just mentioned order we should be getting in today for healthcare. Here's one we just did, which was really cool. This was for Windsor Regional Hospital. This is our P4000 4-in-1 Flip, my personal favorite as I mentioned. We drop shipped this to 40 different locations for their frontline workers, and this was an appreciation gift. And the hashtag superhero here is really cool and certainly appropriate. So really cool to be a part of this one, but again just speaks to the relevancy, these frontline workers have to keep their devices powered up. And what better way to show appreciation than this P4000 4-in-1 Flip, my favorite power bank. So really cool to be a part of this one. This was a work-from-home kit, and we're seeing a lot of this now. REALPAGE is a commercial real estate software development company, And they wanted to do a really cool work-from-home kit for their at home employees. We coupled the Qi Bevel with another super relevant product right now, which is our iCamCover. This is our own engineered and designed webcam cover. And I mentioned all the Zoom calls we're taking. Certainly we've all seen the Zoom call fails that are circulating online and going viral, and to prevent those you need to have a webcam cover, and I've probably used a webcam cover more in the last six weeks than I have in the last six months. So again, a super relevant really affordable product to kit up with this wireless charging pad. Again, we went with a metal version here and a customized backer card. So this is really sharp because it has the aluminum wrap on the bevel, which is the same material on our aluminum item cover, so we've kind of got the same materials here and color schemes going, and two really usable products that again are sitting on your desktop, where you're getting great brand affinity and impression value all day long. So this was an awesome work-at-home kit. And we're doing more and more and more of these. So, if you haven't sold in work-from-home kits, this is super relevant, we can help you put this together. The last case study I wanna show for Power BI group at Microsoft and what more appropriate product for Power BI than a power bank. They originally were looking for more of a traditional smaller pipe or square, I can't remember what we call this, power bank with a cord. And when we showed them this, they jumped on it, because again, we're self-contained. It's a lot more usability and adds a lot more capabilities than your old traditional little pipe power bank. And it's super affordable, very similar price points. So they jumped on this and this was a fun one to do as well. A couple things I wanna remind you guys of, and I mentioned it earlier about working with iClick, every product I showed you is in a ready shipped line, which means again, approved RPO by 2 p.m. Pacific, we're gonna decorate and ship next day on everything I just reviewed, and that's with a proof. So we've made a big investment in our production team and these guys are standing by to kick out virtual mock ups for you that we can do in two hours or less. Our sales team is gonna quote you usually in an hour or less. We have free ground shipping on everything we do to one location, and we've dramatically reduced our drop ship fees as well. We know that's more and more prevalent and prominent. I just showed you that order we did to 40 different drop ship locations. So we've dramatically reduced our drop ship fees and is effectively just covering our costs there. So If you've got those opportunities, let's talk about them. But please let us know if you need samples, virtual mock ups, we're here to help you sell this stuff in and our team is really educated in this space. So we can help you take advantage of the real opportunity that sits in front of us right now. So I'm going to hit some questions. Before I do that, I wanna remind you to download the handouts, we are going to send those in a follow up. Everything's online on our website, or you can peruse our full ready ship catalogue. I showed you some product highlights today, but take a look at all of our ready shipped products, and then hit us up for samples as well. If you haven't sold power, use it, get used to it, and if you use it yourself it'll be a lot easier to sell. So please take advantage of that, we're happy to get you guys samples. For being on the call today, we've got a great self-promo offer. This is another awesome way to sell in. Do a self-promo, we're going to go EQP less 50, which is super aggressive on self-promo for this product category. So EQP less 50 on all self-promo. And that is gonna be we wave setup and run charges as well. So use the code SP50, and that's valid to the end of May. So please take advantage of that. It's a great opportunity to grab self-promo at a super aggressive price and start selling this stuff in. Okay, so now I'm gonna get into some questions. And I apologize here, I'm gonna go a little bit long, but I had a lot of content, so I hope you guys found this valuable. First question is, do we have a PopSocket that is Qi compatible? Yeah, we actually do. the new swappable PopTop, which is the same price as your classic PopGrip is a quarter turn and the top actually pops right off. The base remains on but you can Qi charge through the base, and then you just replace the top. So it's a removable PopTop in a quarter turns right back onto the base of the PopSocket, so you can remove it for wireless charging. We also have some great products that incorporate PopSockets into your mobile wallets. We have the PopWallet and the PopWallet plus, so I'd encourage you to check those out too. They're removable mobile wallets designed specifically for wireless charging, that also integrate PopSockets into the wallet, so awesome functionality and utility to add to your smartphone, and fully compatible with wireless charging. I've got a question to discuss shipping restraints for power banks, so it's a great question. Power banks do need to be shipped ground, otherwise they have to be shipped hazmat. Now we are hazmat certified, which means if we're in a pinch, we can airship power banks, we do have a cost about $50 and it literally just covers our internal costs to get that done. So if you're in a bind and you need to airship power banks, we are certified and able to do that with hazmat shipping, but it would be much more cost effective if you give yourself enough time to ground ship. So the reality is, you can airship power banks, but it's better to ground ship. Hazmat is a mess and harder to execute. Let's see, they won't charge, and something in the back of the phone. So again, with the wireless charging, it depends on the distance and the material that you put between those coils. It will not charge to metal, but it will charge through plastic, depending on the distance. So if you've got about three to seven millimeter range that you can charge through typically. So it really depends on what you put on the back of the phone. Now obviously we sell a lot of stuff for the back of the phone and the earlier question is around charging through a PopSocket. So we've developed a lot of products that are easily compatible with wireless charging and still gives you the function and utility of stuff for the back to the phone. So you know more and more you'll just see our products developed and designed for that functionality. Let's see, I've got something, do you have a question, oh, like a phone wallet, that was an extension of the other question. And that's actually perfect, as I mentioned, the PopWallet and the PopWallet plus. So those are literally removable wallets for the back of the phone that are designed specifically so you can wirelessly charge and not lose the functionality of your mobile wallet. So great questions you guys. I'm gonna cut it off here because I've run a few minutes long. I wanna say thank you again for joining and stress again, even though we're in really funky times right now, these products have been deemed essential. They're essential items. They add really necessity to our smartphones. And now is the time to gain some market share and go out and get these placed in. I showed you some case studies. Happy to go over more if you wanna reach out to us that we wanna help you make sales and help you grow your business. And you know, expand your footprint with your customer base. And this is a great way to do it. I know everyone's got demand for PPE. But this is another category that you can be selling right now. So with that, I'm going to wrap it up. I wanna thank you again very much for joining and we'll see you next time.