Short presentation on how I engaged with Industry publications and journalists

1. ITCF 12th Dec 2006
Edward Pacey FICM
Director Credit Services
Bell Microproducts Europe

2. The Press
 First contact
 Reasoning
 Who are they?
 Gaining trust
 The rules
 Benefits

3. Reasoning
 Raising the Credit profile
 Getting clients on-side
 Putting across a message
 Giving the Distribution angle
 Increased network of contacts

4. Who are they?
 Microscope
 Computer Weekly
 Channel Business
 IT Europa
 Various independents
 Credit related publications
 Computer Reseller News

5. Gaining Trust
 Cautious approach
 Selective discussion
 Slow feed
 Build the relationship
 Increased flow
 Direct contact

6. The Rules
 Don’t talk on a subject you are not familiar with
 Never rubbish your own company or the
competition
 Gain approval to speak to the press
 Always keep the relationship at arms length
 If unsure of what you want to say, defer saying it
 Off the record and on
 Confidentiality

7. “Benefits”
 Enhanced profile
 Interesting customer feed-back
 Great platform/low cost marketing of your
company
 Enhanced channel knowledge
 Referrals and confidence