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How to Sail/Sell to Schools. Marketing Direct to Schools. Online retail sales ARE growing. Amazon is Expanding into new markets Vendors/Dealers/Competitors are improving websites Many Shopping Mall Stores are showrooms. Goal Setting. - PowerPoint PPT Presentation
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How to Sail/Sell to Schools
Online retail sales ARE growing• Amazon is Expanding into new markets• Vendors/Dealers/Competitors are improving websites• Many Shopping Mall Stores are showrooms
• Invest the time to thoroughly think through what you are going to do.
• Make a list of all the reasons doing business with schools is important to you.
• Be less calculated and more visual.
• Can you solve a problem for your school?
• School budgets have been cut in half… and the IT departments are taking most of it.
• Tap into the School’s employee directory.
“The victory of success is half won when one gains the habit of setting goals and achieving them. Even the most tedious chore will become endurable as you parade through each day convinced that every task, no matter how menial or boring, brings you closer to fulfilling your dreams” -Og Mandino
Potential Niche Selling Opportunities
Be “In the Know”They don’t care how much you know until they know how much you care.
•Know your customer’s culture
•Listen, Listen, Listen… and then talk!
•Apply a human touch
•If you stumble, say you’re sorry
Work Your CustomerThey know your company and have already shown a need for your products. You know them!
•Do your research. What are your competitors doing?
•If the product addresses their needs, give them a sample first.
•Keep it short and keep them focused.
• Capital Projects Director • Procurement• Curriculum & Instruction• School Performance Office • AV Equipment Department• Before & After School Care Program• Character Education• Department of State & Federal Programs• Early Childhood• Early Learning Programs• ESOL/Language Minority• Even Start• Grants Development• Head Start• Information Technology • Mathematics • Purchasing/Supply Services• Reading – English – Language Arts • Special Education• Talented & Gifted Department• Technology• Title 1• Visual Arts
Defining Moments• Laurie,• • Thank you for the opportunity to meet today to discuss how
your company can benefit Calvert County Public Schools staff and students. I appreciate your willingness to customize services to the needs of our school district.
• • Also, thank you for the goodies from Panera.• • I look forward to receiving more information about the
Educate & Celebrate website. It will be a boon for us if/when the site reflects actual CCPS pricing. I will happy to share information about the site and services your company provides with our financial secretaries.
• • Thanks again and go Steelers!• Kevin• • Kevin Michael• Director of Procurement and Resource Management• Calvert County Public Schools• 410-535-7503 (office)• 410-535-7496 (fax)• [email protected]
U.S. Communities School Supply Contract
Powered by Independent Stationers
Independent Stationers
• Established in 1977 in Indianapolis, IN• Dealer owned cooperative
– Dealer Members own Independent Stationers – Answer to Main Street not Wall Street
• Currently have over 370 dealers – over 500 servicing locations – over 1,900 sales representatives
• Sales in excess of over $2.3 Billion• Relationships with major wholesalers• Over 98% + line fill rates
Who is U.S. Communities?
• The leading national cooperative purchasing program for non-federal tax supported agencies including– K-12 School Districts and Higher Education– State and Local Public Agencies – Non-Profits
• Founded by 5 national sponsors
Why Agencies Choose U.S. Communities?
• Competitively solicited contract by a lead public agency
• No cost to agencies to participate• Best overall government pricing• Optional and non-exclusive contracts• No minimum spending requirements
Over 65,000 agencies that are registered with U.S. Communities today
U.S. Communities School supply contract
Overview of School Supply Contract
Benefits of the Contract
The Power of Local
Products
• Most comprehensive and extensive school supply product offering anywhere– The products schools need by the manufacturers
they have come to trust– Over 23,000 items on contract– Access to over 350 manufacturers
• FREE shipping on all products • Products are delivered in days and not weeks
School Supply Products
• Flashcards• Reading/Language
Arts• Math • Social Studies • Arts and Crafts• General Office
Supplies
• Classroom & Essential Products
• Bulletin Boards• Classroom
Decorations• Teacher
Aids/Resources• Games and Puzzles
Pricing
• Fixed contract pricing - the price they see online is the price you pay – No surprises so it makes budgeting and auditing
easier
Programs That Stretch Budgets Further
Office Supply Contract
• Independent Stationers also is the sole awardee for the U.S. Communities Office Supply Contract– Lead Agency: County of Los Angeles– In 4th year of contract
• Over 23,000 office supply products on contract – General office supplies, breakroom, jan/san,
furniture, technology, paper, and tone (OEM and Reman)
– Volume and eCommerce rebates available
What’s in it for me…
• Win more new business• Win additional business
in existing accounts• Solidify your
relationships • Avoid going out to bid
I am interested, now what?
Visit Independent Stationers at our booth in Hall F at the IS Pavilion
Contact Tom Ashburn at [email protected]