Indoff
From the CEO
HJim Malkus CEO
appy 4th of July to all! We’re full on into summer, and we’ve also hit the halfway point to the year. On May 19th, we marked one year since our acquisition by Global Industrial; here are some highlights from that year:
• For the 12 months from June 1, 2023 through May 31, 2024, we booked $163.3 million in orders – a good year, but down from our full-year run rates in 2022 and 2023. We are, however, wrapping up a strong second quarter with approximately $45 million in booked orders for the quarter.
• For the same 12-month period, we invoiced $174,874,265 as we executed some large projects that were booked before the acquisition.
• Global purchased us because they felt our sales approach would complement their existing business. They also felt that their product mix would help increase Indoff Partners’ sales and margins as our Partners grew acclimated to the availability and breadth of their offering.
• For this same 12-month period, we have purchased just over $3,000,000 from Global. Some of this volume replaces other vendor volume, but much of it is new business as Partners sell items they’ve not previously been able to access. For comparison, we purchased $90,393 for all of 2022 from Global Industrial.
• Our average margin on sales of Global products is running above 25% - keep this in mind as you quote any Global products to your customers.
• Shop.indoff.com is a tremendous tool that we are still in the early stages of rolling out, and it has contributed over $159,000 in sales already. By the end of this year, I expect this will be contributing $40,000+ per week to our volume and further tying our customers to our Partners.
The acquisition has been a big deal for us all; it represents a major change in many ways. We are still acclimating to some of the new rules (and will be for a while), and we haven’t seen all of the benefits as of yet. I’m confident that Indoff Partners will continue to provide solutions to their customers while expanding their abilities to provide services and products as well.
Stay safe, stay well and stay cool – thank you all for all you do for Indoff!
Sutton chairs
OS Laminate - Arcadia White finish coming Fall 2024
Mira chairs / Declan tables
Jaxon chairs / Kora tables
Sutton chairs / Lenox tables
Orion guest chairs
OS Laminate - Arcadia White finish coming Fall 2024
Newest Partners
MATERIAL HANDLING
BUSINESS PRODUCTS
COMMERCIAL INTERIORS
FACILITY SOLUTIONS
Newest Corporate
Cash Application Specialist
Jeff Dodds Duffy Osborne
Bill Balkum
Joe Wright Lia Harbin
Ron Weber
Hal McDonald
James Mills
E-Commerce
WMichael Dormagen Marketing Director
hat makes Indoff who we are? That’s easy – it’s our Partners, the unique individuals who are passionate about taking care of their customers and finding the right solutions at the right price. It’s the personal connections and in-depth industry and product knowledge that we bring to the table that other companies don’t. With that in mind, our goal at corporate is to support you and help you accomplish your sales goals. Everything we do is designed to support you so that you can do what you do best: sell.
We are focused on sales enablement - how to better support our Partners with the tools needed to be successful. Sales enablement, however, is a broad term, so here are a few of our ideas regarding the future and what it means for the average Partner.
Training and Development
Global has brought many new solutions for our customers. To understand and sell these solutions, training is needed. We will continue to host training sessions so that you are able to sell these solutions confidently. Tom Vanhoozer is also working with Partners to help motivate you, to identify opportunities and just provide a sounding board for your ideas or difficulties.
Content and Collateral
Partners are the foot soldiers on the ground, interacting with existing and prospective clients; it’s essential that you are provided with the ammunition needed. We create new collateral and customize and rebrand Global materials for your use. This means fliers, idea books, PowerPoints, divisional slicks, templates, etc. We also update and improve existing materials as needed, including needed revisions to the intranet to help make finding marketing collateral easier based on your client’s industry.
Tools and Technology
It’s an exciting time at Indoff with the technology and tools at our disposal. For the first time, we have a fully functioning e-commerce platform, which happens to be one of the best in the industry. We are running paid advertising to gain brand awareness and find new sales opportunities. We now have the data and insights regarding your sales efforts to see where improvements can be made. We utilize AI to streamline processes, and we will continue to improve upon these systems and strategies as we move forward.
In Conclusion
The corporate office has always been focused on what we can do to help support the Partners, and now we have the tools to do more than we ever could before. We want to ensure that you have the tools to succeed, so we will continue to focus on our core mission of supporting you.
Allied and You
Indoff Partners can get appliances through Allied Appliance
Indoff’s appliance division is here to help Indoff Partners with their appliance needs – whether residential or commercial. As a national wholesaler, we offer everything from air conditioning to coin-operated laundry to kitchen appliance packages. We have partnerships with most major brands like GE, Amana, Whirlpool, Frigidaire and Speed Queen.
To work with us, contact Randee Walsh. You can call him at 800.991.8480 ext 1120 or email randee.walsh@indoff.com to get started. Start by sending him the product you want or as much information on the project as you can provide. He will then check availability and provide you with pricing.
“If the product is in stock, you can expect a turn around in about 5 to 7 business days and 7 to 14 business days if it’s not in stock The goal is to make the process as seamless as possible by working within Indoff. If you have any questions or just want to know if we carry it – feel free to reach out.
Set Your Goals
Happy Summer!! Or should we say, the Heat is On for sure now! It’s time to look at where you are with your goals for the year. Whether you are way ahead of last year, behind or on target, review your plan and consider course corrections.
No two Partners’ situations are identical; some local economies are growing while others are stagnating or even declining - this isn’t under our control. We can control our effort. I challenge everyone to make it a personal goal to go through your Customer List in Confluence and reintroduce yourself to customers who haven’t bought from you in a while. Remind them of how you can help or perhaps share a whole new opportunity with shop.indoff.com or Promo for All.
Our marketing team has the tools to help you with this reintroduction. Email marketing, flip books, flyersMichael and his team can help. I can help you with the new dashboard to review your current business. We all have the tools to create our own opportunities.
It is never too late to set goals (if you have not already). I am reminded of what a guy by the name of Steve Jobs said, “Incredible things in the business world are never done by a single person, but by a team.” Indoff provides you a great team – your fellow Partners, the corporate staff in St. Louis, our tremendous roster of vendors. It is a team that enables us to succeed together.
Growth only comes from plans set forth ahead of time. So, I ask you - do you want to grow or just stay where you are at? Use the second half of this year to reenergize your business and return to a path of growing sales. Remember – I’m here to help. Give me a call or drop me an email if you want to discuss your ideas, your challenges or any other business items.
Jacob Renie Senior Marketing Specialist for Allied
Tom VanHoozer Vice President, Business Development
NSM - Las Vegas
Adam Heck Director of Vendor Relations/Recruiting Operation
We are less than 2 months away from our joint National Sales Meeting and Global tradeshow. It’s a bit of a shift this year but we have kept much of our normal NSM while blending in the Global show - see the agenda on the next page.
We will be hosting our awards dinner, this time on the first night of the event. Global will host breakfast and lunch Wednesday and Thursday, and there is an offsite event at Ole Red Las Vegas restaurant, bar and music venue with a great view of the Bellagio fountains.
We have a good number of key CI, MH and BP vendors attending (list below) and are putting together a strong lineup of classes for Indoff University. We expect this to be a fun and educational few days that will be worth your while. If you are able, please join us in Las Vegas.
MH
CI BP
Adrian’s Safety Solutions Panel Built 9to5 Seating Ammex Corp
Akro Mils Portaking AIS Arlington Industries
Ballymore Profielnorm-USA Bevco Bisilque
Big Joe Lift Pro-Line COE Boss Office
Bishamon Quantum Storage Eurotech Box Partners
Bluff/Wesco SaveTy Yellow Flash Furniture E-Com Seating
Durham Mfg Vidmar, Lista & CribMaster Global Furniture Group Essendant
Hallowell Strong Hold Hon Company Fellowes
Husky Rack & Wire Tennsco Lesro Fire King
Ideal Warehouse Treston Logiflex Ghent
Justrite Group Unex Mooreco Inc Hirsh Industries
Little Giant Valley Craft NDI Office Furniture HSM of America
M&A Matting Vestil RightAngle Phoenix Safe Nashville Wire Wildeck Safco Rubbermaid
New Age Industrial Wirecrafters Via Seating Suncast
Tuesday, August 20
11 am - 5 pm Registration open for exhibitors, GI Staff, Indoff Partners
4 pm - 5 pm Indoff Kick Off – General Session (Ballroom C)
6 pm - 8 pm Indoff Welcome Cocktail Reception/Awards Dinner (Ballroom B)
Wednesday, August 21
7 am - 9 am Continental Breakfast
8 am - 12 pm Indoff University classes (conference rooms 4,5,6,9,10,14)
11:30 am - 1 pm Lunch
1 pm - 2 pm Global Breakout(s) for Indoff Partners - one for MH, and one for CI/BP
2 pm - 5 pm Tradeshow open for Indoff Partners & Global Staff
6 pm - 9 pm Welcome Reception at Ole Red (Partners Only)
Thursday, August 22
7 am - 9 am Breakfast for all attendees
8 am - 12 pm Indoff Corporate Led Breakouts (conference rooms 4,5,6,9,10,14)
8:45 am - 9 am Show opening welcome message (Pavilion Stage)
9 am - 2:30 pm Trade Show open to Global customers, staff and Indoff Partners
12 pm - 1:30 pm Lunch for all attendees
2:30 pm Show closes, prize drawing (Pavilion Stage)
Partners of the Month
MARCH
Ulises Castillo
Dana Miller
Nicole Stinson
John Hollern, TAS n/a
Chris Koeneman
APRIL
Susan
John
Matt
Mark
Chris
Keith Harris, TAS
$348,337
$635,470
$126,099
$65,270
$86,409 $1,003,163
Rob
Chris
Anniversaries
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