- [Karl] Hey, everybody. Karl Johnson with iClick. I wanna thank you all for jumping on the call today as well working from home. I appreciate you setting some time aside. I've been with iClick almost three years now and spent 10 years prior in digital media and advertising, and so when I talk through our presentation today, I do it a lot through the lens of my past clients in understanding what digital marketers and advertisers are looking for as well. Hopefully, I'm looking to marry that context into promo and the smartphone accessories that we offer here. Give you guys some tools to sell. So let's dig in. The agenda for today, we wanna talk about mobile real estate, really what that is and why it's valuable. I'm gonna feature a few of the products at iClick in the mobile tech and accessories space that fits these categories. We'll walk through a couple of case studies, got a special offer for you at the end of the presentation, and then I'll take some questions, so feel free to submit some questions as we go here. Also, I wanna make note that there are some downloads already loaded and available to download, some handouts, I should say, so please take advantage of that. There's some really good collateral and materials in there. We'll also attach those when we send out the recording as a follow-up as well. What is mobile real estate? We talk about this, and at iClick, we said we wanna own the phone. We're really talking about the impression value of the back of the phone. As I mentioned, coming from an advertising background, one thing I know, my marketing clients were looking for, certainly, measurable ROI, but also the highest impact, lowest effective cost impression available. In our space, I'd certainly argue that the back of the phone captures that. This is third-party data, demonstrating how often we're staring at our phones, which, I don't have to tell you about. I'm sure I hit these before my morning cup of coffee, as do many of you, but this is a good comparison to traditional promo products as well. You can just get a gauge here of how many more impressions you get, leveraging the phone. As you go back and we start getting back to work and coming out of this, the last few weeks here, certainly the landscape's gonna be a little different. There may be fewer competitors out there, and that is a golden opportunity to start to sell into spaces in the product categories, maybe, you haven't sold before. Hopefully you can get some takeaways with this and leverage with your clients and your buyers how important and impactful the back of the phone is, 'cause arguably it's, again, the most valuable impression real estate in our space. As we look at other categories that we're in here at iClick, desk accessories, for sure. People are familiar with the classic desktop real estate but we've added a lot of multi-function into that that we're gonna talk about as well. USBs, we've been in that business for 20 years, and power and wireless charging is our fastest growing category. There is certainly some immediate opportunities there, with those products really being deemed essential for front-line workers and first responders who certainly have to keep their devices charged. As I mentioned, contrary to online advertising, consumers are actually two-and-a-half times more likely to have a positive opinion of promo products, so it's really cool to be able to offer these products that hit this demonstrated ROI, really hit this high impression value at really low cost from a cost-per-impression standpoint, but also, you end up with consumers having a really favorable impression of the brand experience in the promo space and in the promo product world, so really cool to be able to marry those two things, and certainly great feedback for your customers that you're going in to sell these products. It can really get the best of both worlds here, create that awesome end-user and consumer experience, but garner super-high value, low-cost impressions at the same time. That's really what it's all about. Going back to the phone for a minute, there's no question we're attached and our smartphones have become an extension of ourselves. The average American spends over four hours a day on their smartphone, which is just crazy. It's to the point now where over half of smartphone users admit to being anxious when they don't have their phone. They actually named this affliction. It's called nomophobia, which means no more mobile phone phobia, so we're certainly attached to them, and all due respect, as apparel and other product categories in our space, but I've yet to leave my smartphone in the sock drawer and gone off about my day. It's attached to us all day long, and what that translates into is great impression value. Products that enhance and add utility and function to the phone are extremely popular, 'cause again, they make your phone better, and that said, PopSockets grips, for example, have sold over 100-million units worldwide, so arguably the most popular product in the industry over the last couple of years, and worldwide, from a retail standpoint, 100-million units being distributed. That really speaks for itself. I want to pivot and talk about some products specifically in these categories now that we know that the landscape is there, the impression opportunity is there. What are the specific products? The PopGrip is the classic, as I said, arguably the most popular product in the industry over the last three years. What's really new and cool is the swappable PopGrip. One of the things we hear all the time is, "Can I use a PopSocket "and still wirelessly charge my phone," now that wireless-compatible phones have proliferated so much. The answer traditionally has been, "Well, it kind of depends on how much stuff you have "on the back of your phone." What's really cool now is the swappable PopGrip. With just a quarter turn, the top of the PopSocket grip actually pops off, leaving just the base, which is thin enough to be able to easily wireless charge, so now we've solved for wireless recharging with the same great product and functionality of the PopSocket PopGrip. That's a new product and obviously really, really popular out of the gates here, since it's fully compatible with wireless charging, so take advantage of that. Hit us up for samples, virtual mock-ups, anything you need to help sell this product, and this addresses that using a PopSocket with wireless charging. A couple other new products from PopSockets that have been really popular for us, 'cause the second thing I get asked all the time is, "When are you gonna incorporate the functionality "of a mobile wallet with the PopSocket?" So here we go. We've done that with a couple of products here. We've got the PopWallet, which is actually a removable mobile wallet. It's got that classic mobile-wallet functionality, but what we have is an adhesive base that it remains adhered to the back of your phone and the wallet itself pops off, so now again, for wirelessly charging, we're perfectly compatible, really easy to just pop this wallet off the base and reattach it when you're done charging, so you're grabbing that quick, wireless charge. Then we go with the PopWallet+, which is the fully integrated PopSocket grip with the wallet functionality as well, so now it's got the mobile-wallet functionality, the PopGrip functionality, and I can pop this whole unit off and easily wirelessly charge my phone. You'll see both of these things at retail as well, so one of the things you'll notice with PopSockets is, they've continued to expand their line in the retail marketplace. You go into a Best Buy, for example. It used to be you might have one spindle of PopSocket grips on an end cap. Now they've got a full shelf of real estate in a lot of retail locations, so they've really expanded their retail footprint, and what that means for you is, your end-users see this product at retail. The economic model is great 'cause you're able to sell in well under retail for a logoed product that they can see at retail, much more expensive, and so that makes it a lot easier for you to sell in and you'll get that end-user demand. I hear all the time that end-users are already asking for these products, so make sure to get these in front of your clients as well, 'cause they're extremely popular. Another great announcement from PopSockets and iClick is, we are now able to sell PopSocket products for resale. Historically, our agreement with PopSockets prohibited us from offering PopSockets in any retail or resell environment, and those restrictions have been removed. This is just a few examples of industries where this can really help you generate more sales. I see this all the time as well with, let's say, company stores that are open to the public. Historically, we've been prohibited from selling into those websites and on those platforms that are open to the public, but now that's no longer a restriction, so lots of great sales opportunities. I'm happy to talk you through any of those opportunities, get you samples, mock-ups, whatever we need to do. We're working on some additional retail packaging as well that'll be launched soon. In the interim, our standard packaging is just fine. Again, we can customize stacker cards and things like that that really enhance and elevate the brand packaging, so lots of opportunity there, so really excited to announce that today as well. Pivoting back to products for the back of the phone, leveraging that mobile real estate, one of the things that we do run into when we've sold millions of PopSockets to the tune of about 50-thousand units a day right now, but once in a while we do run into budget restraints. As I mentioned, this is a high-end product that we see at retail, selling the PopGrip itself selling at $10 all day long at retail, but for promos, sometimes, we need products that get down into that $2-net sweet spot for giveaway. We've really developed a whole line of products that meet that budget requirement. These are just two examples here. We've got our square ring holder, which is a metal, laser-engraved ring holder and phone stand combo. We have that in a tear-drop shape as well. We engineered this iWalletRing ourselves. This is a reinforced backer with a riveted ring into the classic mobile wallet, so again, you've got that wallet, ring holder, and stand functionality. You capture that back-of-the-phone real estate, that high-impact, high-impression-value real estate, and you add functions and usability to your phone, so people put these things on their phone. They do not take them off, because it makes their phone better, and anything that makes your phone better you're clearly gonna keep on your phone, so lots of different options and price points to take advantage of the back of the phone, so if you've got a budget restraint, no problem, just hit us up and we'll walk you through a lot of different solutions. Our fastest-growing category, I think I mentioned, is power and wireless charging. One takeaway I'll give you guys. It's been eye-opening for people. When we first got cell phones, they'd say to run your battery all the way down to zero and then recharge overnight. That's actually the opposite of what you wanna do. With our new batteries now, optimal battery health is 40 to 80% charged at all times. What we say at iClick is A-B-C, always be charging. On-the-go, you wanna be grabbing that quick charge whenever you can to keep your phone powered between 40 to 80%. We've really redefined this power-bank space because we've added a lot of new tech, so our flip series incorporates all of your connecting cables right into the power bank itself, so no longer do I have to take a separate cord with me and have it hanging out of my pocket while I'm charging my phone. I can just pull our Flip series out and I've got compatible connectors right built into the power bank itself, which has been awesome. We grew this category 350% in 2019 over 2018, and we were on-track to double it in Q1, 2020, so this is just blowing up for us. Again, there just hasn't been a lot of new tech of functionality in this category, but we've brought that to market. The examples on the screen here, the P600UL, this is a UL-listed 600 mAh emergency power bank. This is really cool. It hangs on a key chain. We call this the 3-in-1 Flip 'cause they've got three different connectors here, compatible with your Lightning, your micro-USB, and also your type-C adaptors, so literally compatible with any device on the market. I can grab a quick charge of about 25 to 30% with that 600 mAh power bank here. We've got one that's a UL-listed and one that's not a UL-listed, a couple different price points there, and it's great for safety programs, anything that, again, is an environment where that quick-charge and emergency charge would come in handy. The P5000 8-in-1 Flip is kind of a Swiss army knife power bank. This has it all and, again, it's all self-contained and built-in. It's a 5000 mAh power bank but also a wireless charger, so I can either wirelessly charge or traditionally charge with this, and all my connecting cords are built in. This has been extremely popular, getting you more into that gifting price point, well, those got price points from your giveaway price point all the way up to your gifting price points in different mAh battery capacities and functionality with this Flip series, so check these out, 'cause these have been wildly popular for us. I mentioned with the proliferation of wireless-capable devices, Qi charging as a subcategory of power has been far and away our fastest-growing category. These are absolutely blowing up for us and, again, this speaks to that always-be-charging, because with the wireless device, it's really easy. We've developed a line that, everywhere you go, you're gonna be able to grab this quick charge. They estimate the average consumer's gonna end up with four, five, six wireless chargers because, again, you're gonna want one in the kitchen, you're gonna want one in the car, you're gonna want one on the desktop, so here's a couple of desktop examples here. This is actually one I've got in my kitchen at home, the Qi Triad, because it acts as a power hub as well as a wireless charger. Great price point, great imprint area, and it's multi-function, so I can wirelessly charge on top and I can plug in two different traditional devices in the universal USB ports I have in front here. It's got a couple different versions of that, and then, our Qi Stand. Here again, you're getting that desktop real estate we talked about earlier, and multi-function. It's a phone stand, but it's also a wireless charger, so multi-function, desktop real estate, just really the best of both worlds there. If you're new to Qi, please hit us up for samples and sales collateral, or give us a call and let us talk you through how to sell this in, far and away, like I said, our fasted growing category. As I mentioned earlier, this is a great time to get into your clients and maybe diversify what you've traditionally sold them. The competitive landscape might be a little bit different now. You might face a little bit less competition, and it's a great opportunity to go out there and pick up market share, so let us help you do that. We'll walk you through a couple of case studies, featuring similar products here and just give you a flavor of what can be done. With Netflix, we wanted to create a welcome for new employees in a work-from-home kit, and that's obviously super-relevant right now. We coupled the PopSocket PopGrip Aluminum with a Spinnet Pen, which is a patented product that we offer. We put those in our iCling box, which is a great packaging solution, so what we have here is a kit which, again, gives you that back-of-the-phone real estate with the PopGrip, and also a really cool multi-functional pen, which makes for a great little work-at-home kit. That was a fun project we did. Again, if you're working with clients and work-from-home kits, employee-appreciation kits, anything like that, we can pit products together and we're happy to put some ideas together for you as well. The next one, we had a little tighter budget to work with for Luminary. This was a gift with subscription. This was just taking your traditional mobile wallet, which is obviously a much lower price point, and coupling that with a customized insert card so we could do some custom messaging on that as well, so a really nice solution there, a really budget-friendly price point, but here again, we're leveraging the back of the phone. This is all about taking advantage of that mobile real estate and leveraging those great impressions on the back of the phone. Big Dipper Cookie Company, we worked with them on a social-media program. They had an Instagram giveaway. We coupled the wood PopGrip, which is really cool bamboo wood PopSocket, with a custom backer card. As I said, now that we can get into the resale or retail space, this is a great way to go to market as well by customizing this backer card. You're adding only a few cents, depending on quantity, between 10 and 25 cents net, to add this customized backer card. Here we've got the bamboo PopSocket which we laser-engrave. We can also full-color imprint that. It looks really sharp. This is a really cool-looking product and really elevated packaging here. Those are some case studies and just, again, giving you some ideas, but one of the things I wanna go over here are some of the things we offer. One of my favorite cliches is, "Value doesn't exist unless it's communicated," so I always like to remember to communicate the value we offer at iClick. One of those things is virtual proofs that we can do in two hours. We've made a big investment in our production team, and we wanna you guys to take advantage of that, so if you've got logos you wanna send in to us, we're happy to do mock-ups and virtual for you and we usually turn those in two hours or less, combined with quote turnaround. That's usually one hour or less. Everything we do is free ground shipping. That's one US location, but please take advantage of that. Every time I mention that to people, they go, "Why, I didn't know you do that," so I have to remind myself to remind everyone that we're free ground shipping. Most of the products I went over today are all available in our ReadyShip program. We're still fully operational and turning products next day, so you give us approved art and PO by 2:00 p.m. Pacific on all of our power products that we talked about, most of our phone grip products. PopSockets is a five-day standard turnaround, 'cause in the volume that we do. Almost everything else is available next-day production, and again, that's with the proof and free shipping, so a huge differentiator there. Take advantage of our free-sample program. If you use the products, you'll sell the products, so hit us up for that as well. As a USB supplier for 20 years, that's a commoditized space, and we had to really differentiate, and iClick did that through a service model. What's really cool through our growth the last few years, and as we continue to expand the product offering, we haven't skipped a beat with our service in our SLAs, and it's really cool to be a part of that. We really do live and breathe this service model. Hopefully, most of you have experienced that, and if not, we look forward to working with you and demonstrating that. A couple things here. I wanna remind you that we do have these downloads, so download those handouts if you haven't already, otherwise, as I said, they'll be attached when we shoot out the recording of the webinar. Keep our ReadyShip line in mind for rush orders. Rush orders is a standard operating procedure for us. There's no rush fees are anything like that with iClick, so if you need something last-minute, and again, in the current conditions, for example, power is definitely a central for front-line workers, so that's a great product line to be presenting to your customers right now, as well as any kind of a work-from-home kit. We've done a lot of help appreciation for front-line workers, all kinds of fun projects we've gotten to work on over the last few weeks, so take advantage of our quick turnaround. If this, again, is your first time hearing about Qi or wireless charging, hit us up for some samples. We'd love to work with you on Self-Promo. We wanna get to know you with that product. As I mentioned, again, this is a great time to diversify and start growing market share with your current customer base and even win some new business with this product category, so let us help you sell that in, 'cause it's our fastest-growing category by far. I wanna give you guys a special offer for being on the call today. SP40 will get you EQP less 40 on Self-Promo, and that waives all setup and run charges. Really wanna be aggressive with our Self-Promo offer. As I said, it's a great way to sell in. Use it yourself, work with us on Self-Promos and you'll find that you'll be better positioned to expand your sales into these categories and it'll be much easier to do that, certainly if you use the product and work with us in Self-Promo. Take advantage of that. 40% off EQP with no run or setup charges. With that, I'm gonna take some questions, and we have a few. The first one is, "How do I order free samples?" That's a great question. Sales@iclick.com is always your best bet. Just shoot us an email and you'll get a response pretty much immediately with that, so samples, virtuals. Like I said, we're really here to support your sales effort, so just hit us up anytime at sales@iclick.com and we'll get back to you right away, whether it's to be samples or virtuals. Next question is a question about Qi charging and the difference in WOC. "With wireless charging, we're measuring power in wattage?" That's a really good question. Most of our Qi chargers are standard five watts. You wanna be careful because there is a lot of this information about wattage and quick charge, and there's some trademark and branded terms that are about quick charge and fast charge, but what you need to know is, most of your cellphones out there only have a seven-and-a-half-watt capacity, meaning, they can't receive anything higher than seven-and-a-half watts. You'll see a 20-watt charger. Don't buy that or sell that in, because the vast majority of your phones don't have capacity to receive 20 watts. They're only gonna receive seven-and-a-half anyway. What we find is five watts in almost every situation is great. You're gonna get about a 75% efficiency compared to a corded charge with a five-watt charger. We do offer a couple versions in 10 watt as well, so if you need something that's a little bit faster, you gain about a five to 10% efficiency doubling the wattage, just to give you that scale of reference, but don't be fooled by 20-watt quick chargers, 'cause most of the phones out there don't have the capacity to receive anything beyond seven-and-a-half watts, so it's really important to know. Another question about the swappable PopSocket, just going over that functionality again. The swappable PopGrips, again, this serves two purposes. At retail, you'll see these with varying designs, so you can actually swap out the design of the top. We can sell those as well as multiple designs, so if you do have brands that have sub-brands, for example, we can do, let's say, two different designs, package those together, and do the PopGrip with two different tops, with two different designs, which is pretty cool, but just from a straight functionality standpoint, if it's the singular PopSocket Grip, we can just do a quarter-turn on that pop top and it actually disengages from the base, which stays adhered to your phone, and then you can lay your phone down flat and wirelessly charge. It really addresses the need to be able to wirelessly charge with the PopSocket functionality, and then you just do a quarter-twist and clip that pop top right back on, and you're good to go, so it really just enhances the functionality of that classic PopGrip. That looks like all the questions I got, so we're gonna go ahead and wrap it up. I wanna thank you guys again for jumping on today. I really appreciate your time. This is certainly an interesting time to be in, but it does offer some real clear opportunity, again, to go out there and gain market share, to leverage products that offer the most valuable impression value in the industry, and take advantage of that. You're gonna be competing for marketing dollars, surely, as brands start to scale back up, and this is a great way to go out and compete for those dollars and also expand your product knowledge and your offering, so you can gain market share as well. Appreciate all the business from everyone and all the partnerships we've built, and we look forward to working with you more. Thanks again for joining and we'll talk to you all soon.