Indoff
From the CEO
HJim Malkus CEO
appy New Year to all throughout Indoff-land! As we begin anew yet again, it’s good to reflect on some of our blessings:
• Our 2024 turned out to be pretty good after a very slow start…through June, we were running $12 million behind last year, but we rallied in the second half of the year to end up at $170 million in new business, just $5 million short of last year. We have some real momentum as we head into 2025.
• We finally have a real eCommerce site for our non-BP business, shop.indoff.com. Thanks to Colin’s efforts to get it running and Courtney and her team’s testing, training and bug-fixing, we wrote nearly $500,000 in business through this site. We expect to significantly increase our volume this year; this site gives Partners a great opportunity to further strengthen their relationships with their customers.
• We have two professionals available to help Partners explore new opportunities – Tom Vanhoozer, VP of Business Development and Rob Gallant, VP of Strategic Sales. Both gentlemen are working hard to help develop new avenues for sales growth for our Partners and Indoff.
• We have a new President to help lead Indoff into the future – Josh Long. If you know Josh already, you’re aware of his intelligence, enthusiasm and talents. If not, you will get the chance to meet him over the coming months at ProMat, Neocon, on the Corporate Corner or just in day-to-day interactions.
• Promo for All with Margaret Wiggemansen continues to be an opportunity for every Partner to expand their reach into their customers and make some extra commission money as well.
• Our people – entering my 38th year with Indoff, we have so many long-term Partners and employees who continue to work together to take care of our customers while also taking care of each other. We are blessed to work with so many quality individuals.
I’m excited for 2025 and our future. Thank you all for all you do for Indoff; now let’s go and make this year one to remember!
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Newest Partners
PROMOTIONAL PRODUCTS
COMMERCIAL INTERIORS
Newest Corporate
Rhonda Brown
Taina Busato
Credit Coordinator
Mary Baker
Multifaceted Marketing
Indoff’s Marketing Department
IMichael Dormagen Marketing Director
n today’s competitive market, reaching and engaging clients requires a multifaceted approach. Indoff’s Marketing Department is committed to providing you with the tools and resources necessary to meet new clients and expand your existing relationships. This article highlights key marketing avenues available to you, including established programs, exciting new initiatives for 2025 and maybe a few items that you missed from 2024.
• Marketing Request Form: While our Marketing Department primarily focuses on broader initiatives, we recognize the importance of personalized support. Utilize the new Marketing Request Form to request specific materials tailored to your individual needs or to request materials that other Partners may want to take advantage of. If we have the time and you’re willing to put in the effort to assist us, then we’re happy to help.
• Shop.Indoff.com: Launched in 2024 following the Global Industrial acquisition, our eCommerce platform provides clients with 24/7 ordering convenience. We look forward to growing this platform in 2025, creating further opportunities for your clients and your sales growth. Your customers are purchasing similar products from similar websites, so make your customers aware and create their free account today!
• Expanded Marketing Collateral : while much of our focus has been tools for shop.indoff, we constantly work to improve our collateral to support your sales growth. Alongside the marketing request form mentioned above, we will continue to add requested materials to our intranet while making Partners aware of new collateral in our monthly marketing email.
• Promo for All : Most of your customers are already purchasing Promotional Products for their businesses. Capitalize on the consistent demand for these solutions by utilizing your relationships to access more sales and grow your bottom line. Leverage Margaret and TJ’s expertise to provide your clients with high-quality, customized solutions.
• Strategic Accounts: Deepen your client relationships and expand your reach within existing accounts. The Strategic Accounts program helps connect clients with the full range of Indoff’s divisions and solutions. For more information regarding this new opportunity, contact Rob Gallant at Rob.Gallant@indoff.com.
Beyond these existing resources, Indoff is investing in new corporate-level marketing initiatives throughout 2025. We look forward to sharing more details about these exciting developments in the coming months.
We’re dedicated to supporting your success, and we look forward to an exciting and productive year in 2025! By taking advantage of all of your resources, let’s make this a record-breaking year. We also have a new internal email campaign that we will enroll all of our Partners in this year, which will remind you of the resources mentioned today, along with other tips and reminders from other departments. Please do not hesitate to contact us with any questions or requests.
Recruiting Update
Fantastic start in 2025
TAngela Suntrup Vice President, Recruiting
he Recruiting Department had a successful year in 2024. We welcomed 25 new Partners who generated $3.6 million in sales!
BUSINESS PRODUCTS MATERIAL HANDLING COMMERCIAL INTERIORS FACILITY SOLUTIONS
PROMOTIONAL PRODUCTS
4 9 8 3 1
Our focus for 2025 remains on quality Partners, just as it was in 2024. Our goal this year is to add a Partner class capable of generating $5M+ in sales. As the New Year begins, we are seeking qualified prospects to join our team. Partner participation in referrals is vital to Indoff’s continued growth, and we encourage you to keep those referrals coming!
If you know someone with the qualifications we seek in a sales rep or business owner, we’d love to hear from you. Please reach out to our Recruiting department with any prospects you think could be a great fit for our team. We pay a $1000 referral fee for any candidate you refer who we hire.
We look for candidates with the following qualifications:
• A minimum of 3 years outside sales experience in one of our divisions.
• Experience selling similar products and vendors that Indoff markets.
• A minimum of $250K in gross sales.
• The ability to work independently outside of a traditional office environment.
Good luck in 2025, and if you have any questions, feel free to contact any of us in the Recruiting department. We are more than happy to assist you!
My Resource Library
Why Going Pro With MRL Should Be Your 2025 New Year Resolution
My Resource Library (MRL) and Indoff have teamed up to offer our partners a very special annual rate of just $250/year for all the perks and capabilities that come with being an MRL Pro Dealer!
MRL is a virtual library for the contract furnishings market that gives you access to all the resources needed for finding product solutions and smart specifying all in one place. From furniture to textiles, accessories, lighting, and so much more, MRL is the most comprehensive compilation of 300+ digital binders from some of the best vendors in the market today.
The best part? You can use your Indoff marketing funds to cover it.
The benefits are endless when it comes to the MRL Pro Dealer upgrade, but here are a few that fellow Indoff partners have found indispensable to their business.
“Before subscribing to MRL Pro, I was paying a premium for services like Prezi and Promo, and aside from being expensive, they were time-consuming and difficult to learn. I had to develop all my own content, including product photos, specs, and manufacturer information,” explains Beth Ocker from Phoenix, AZ. She had been utilizing MRL for many years and decided to upgrade in order to stand out amongst the competition thanks to features like the PROJECT TOOL and its live, shareable links that can be updated in real time. “It provides easy access to photos, specs, warranties and more, all within the same platform, saving me time and providing professional manufacturer information without having to download from various sources and develop it into a cohesive presentation.”
For Ocker, the information management aspect of MRL Pro has resulted in long-term, lucrative client relationships. But the Project Tool isn’t the only thing saving subscribers time and money.
• Create your own CUSTOM INDOFF LIBRARY to represent the lines you carry, as well as two additional SUBLIBRARY SHELVES for specific vertical markets.
• Find the products you need in minutes using the ENHANCED SEARCH ENGINE which sorts by keyword, category, and other filters.
• The INSPIRATION GALLERY is a great way to brainstorm and spark ideas during client meetings with taggable imagery
• Keep the sales process moving forward using the PRO NOTIFY feature that allows you to communicate with the client through the DIGITAL PROJECTS you share with them.
• MOBILE ACCESS makes it easy to share product images and workspace inspiration with clients when meeting remotely or on a jobsite walk-through using your smartphone or other mobile device.
But that’s not all. MRL Pro takes your partnership one step further by offering WEBSITE INTEGRATION of your custom library and ongoing support as needed.
“MRL is an incredibly helpful tool,” echoes partner Jeff Lorimer from Youngstown, OH. And the Indoff discounted rate makes it a no brainer. “I would highly recommend MRL to all CI Partners.”
To learn more and go MRL Pro in the new year, contact MRL Director of Dealer Sales Heidi Fields at heidi@myresourcelibrary.com to schedule your 45-minute virtual demo. This may be one of the best New Year’s Resolutions you will keep all year!
Heidi Fields Director of Dealer Sales MRL
Reflecting on a Milestone Year
The Launch of shop.indoff.com
ACourtney Brazell Vice President, Partner Support & Programs
s we review 2024, we’re excited to reflect on the progress of our e-commerce website, shop.indoff.com. Our website has evolved into a powerful asset for your sales efforts, enabling you to provide customers with seamless access to thousands of products while providing the same service and project-based expertise we are known for. With the launch of our online catalog, we hope to set the stage for significant growth and success. Let’s take a look at what we’ve achieved and our aspirations for the future.
We always envisioned a platform that would make product browsing, ordering, and support easier and more efficient for everyone. Creating, managing and curating a site of this size and sophistication was simply beyond our manpower; but we now have it. After months of hard work, collaboration, and innovations, we officially launched the website earlier this year.
A Year of Transformation
Since its launch, we have achieved the following:
• 250+ Sales Partners trained
• 5,700+ User Setups
• $446,495 in Sales
• Average Margin of 29%
Lessons Learned
This year has been a tremendous learning experience. While we celebrate our successes, we’ve also identified areas for improvement:
• Order changes: Once a PO is submitted it’s difficult to make changes. We’re working on this.
• Global is a distributor first and a wholesaler second. They don’t stock everything and what they do stock can be spread out over their 5 warehouse locations.
• Large quantities and bulky items need a bit more work when it comes to shipping and freight. We know that being able to see stock would be a huge advantage in cutting down on freight costs and we are working to find a solution.
• Quote Generation: Even without a sale, the website is a powerful lead & quote generator - $421,199 in quotes YTD
Looking Ahead to 2025
As we step into the new year, we’re more motivated than ever to build on this year’s achievements. Here’s what’s on the horizon:
• Improved Service: We’ve had a few hiccups along the way with service, order questions, and freight. As a show of support, Global Industrial is training two full-time employees to provide dedicated service to Indoff Sales Partners in 2025.
• Pricing Plans: Just a month ago we made pricing plans available for all shop.indoff.com users. We will continue this effort in the new year with pricing plans of Bronze (up to 2%), Silver (up to 5%) and Platinum (up to 10%)
• E-Marketing: We are committed to enhanced e-marketing support using data-driven strategies to expand outreach through targeted campaigns and fresh content.
• Additional sales contests to drive our numbers both internally with Sales Partners and with our customers.
• Increased Sales Partner Participation: While we are pleased with the growth of shop.indoff.com this year, we would like to see increased participation in the coming year. Our sales numbers reflect a small number of participants (only 54 Sales Partners) suggesting significant potential for future growth.
Thank You
Whether you’ve been with us for years or recently joined, your role is vital to our growth, and we’re here to support you every step of the way. We are deeply grateful for your hard work and dedication. Together, we’re redefining convenience and shaping the future of our business and we believe shop.indoff.com can help propel you to the next level with your customers and in your career with Indoff. As we close out the year, let’s celebrate how far we’ve come and look forward to the exciting possibilities that lie ahead. Here’s to a bright and prosperous 2025!
Partners of the Month
OCTOBER
John Starnes
Jennifer
Deanna
Keith Harris, TAS
Chris Koeneman
$321,635
$272,834
$216,157
$74,482
$505,243
NOVEMBER
David
Keith Harris, TAS
Bob Barroll
Chris Koeneman
$755,284
$213,379
$114,329
$94,117
$173,436
$506,781
Ulises Castillo
Doug Fletcher
Ron Weber
John Hollern, TAS
Bob Barroll
Josh Long
$1,654,628
$444,219
$262,635 &84,138
$366,209
$795,813
Anniversaries
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