iNDOFF Q1 2021 NEWSLETTER

INSIDE CORPORATE NEWSLETTER "WHERE SOLUTIONS TAKE SHAPE"

INDOFF CELEBRATING 5O YEARS IN BUSINESS INDOFF INCORPORATED | 1

CONTENTS

TABLE OF

WHERE SOLUTIONS TAKE SHAPE CEO CHAT

3

WELCOME NEW PARTNERS

4-5

PARTNER STORIES

6, 7, 8, 9, 13

PARTNERS OF THE MONTH

12

ANNIVERSARIES

14

PRESIDENT'S PROSE

15

Indoff 2 | INDOFF INCORPORATED

W

CEO CHAT

e’re kicking off our 50 th year in business by using this month’s newsletter to highlight people or events that resonate with the writ-

er. As a 32-year veteran with Indoff, I’ve accumulated too many such memories to do any of them justice, so I’m going to write about what makes Indoff special in my opinion.

I started with the Company in March 1988, and my initial interaction was primarily with John Temple. Over the next couple of years, I gradually worked more and more with John Ross as he transitioned from other businesses to

JIM MALKUS CEO

working with Indoff. Everything that makes Indoff special originates with those two gentlemen. Astute businessmen with a compassion for people make for a powerful business culture.

As we launched the Partner Program in 1991 and grew over the years, a real culture of family grew up. This is constantly evidenced – the welcome to Indoff greetings every time a Partner starts, the standing ovation for the corporate staff at our sales meetings, the appreciation luncheon for our corporate staff, the words of kindness, compassion and support for Partners or their family members going through health or personal struggles.

This is not the norm in corporate America, but our people have made it the norm here.

Our Partners support one another; our corporate staff appreciates and strives to help our Partners. Any conceivable question, application or issue that a customer has will draw five or ten or more ideas back from Partners once the question is asked on a list server – remarkable. We’re not perfect – we have the occasional squabble. Just like any real family, we work through it and head back down our path stronger than before.

Our current “normal” kind of sucks (sorry for the language, Mom). One of the things that gives me hope and cheers me up is the great group of people that I get to work with every day – I thank you all for that opportunity. Stay safe, stay well and thank you all for all you do for Indoff! I do look forward to celebrating our 50 th birthday with everyone later this year!

INDOFF INCORPORATED | 3

WELCOME NEW PAR TNERS & CORPORATE S TAFF!

HEATHER

VERONICA

SCOTT

HILL

A/R

ACCOUNTING

KELLY

JIM

BRANCH

DANCHUS

CREDIT

ALLIED APPLIANCE

4 | INDOFF INCORPORATED

KRISTEN

GRANT

HECKEL

RIGGS

RECRUITING

RECRUITING

BILL

BUD

PAUL

SORTMAN

SKIDMORE

HANSON

PHILLIPS

MH

MH

MH

MH

FRANKIE

LAURI

SAASHA

MELYSSA

DOHERTY

NICOLAS

WABER

EVANS

CI

CI

CI

CI

HERBEY

JULIE

JONATHAN

MIKE

MALDONADO

THOMPSON

FERMIN

MCFARLAND

CI

BP

MH

INDOFF CANADA

WELCOME

DAN

THE CAMERA SHY: KRYSTYNA KIELBON (CI) MIKE DAGROSA (CI) JULIA WALKER (DESIGNER) TRACY DAVANT (CSR) BROOKE

JERRY

RYAN

KEENER

WHITTAKER

SAUNDERS

CI

CI

MH

ED STANFIELD (CSR) BETH SIMPSON (CSR) JEFF PROCTOR (MH)

INDOFF INCORPORATED | 5

H

PARTNER ARTICLES

aving been an Indoff Material Handling Partner for almost 18 years now, the one thing I’ve really come to appreciate is how

unique Indoff really is.

Unique from a management standpoint in that everyone in corporate management is very approachable. They are willing to talk to you and most importantly, listen to you. They will know you by name.

Unique from a corporate culture standpoint. They have no desire to try and manage or micro manage you. They allow you the freedom to be you and choose how you manage yourself.

BILL JACOBSON Indoff Regional Manager

Unique from a personnel standpoint. From management to the back room to all the sales partners and support people, we have the greatest and most diverse collection of people and personalities you will ever find in any organization. I believe that it is this diversity that is our strength and something that management appreciates.

1/2PgEMH Indoff8-20.qxp_Indoff Newsletter 2/14/21 2:05 PM Page 1

And unique from a communications standpoint. Through our email forums, we have access to centuries

WHY

WORKSTATION CRANES

of firsthand knowledge, experience and expertise from the hundreds seasoned sales partners. Someone

WORK BETTER

is always willing and ready to help you.

We also receive corporate updates, information and we

New EMH AL-1 lightweight aluminum rail profiles for capacities up to 500 lbs are now in stock. Reduced weight is perfect for lighter handling applications. Our have access to world class IT support. complete AL Systems™ rail line can handle capacities up to 2,200 lbs. They are available in ceiling or floor supported versions, and proudly made in the USA.

For Higher Capacities Up to 10 Tons, Ask about NOMAD® Free Standing Cranes.

Call (330) 220-8600 www.emhcranes.com

PROUDLY ROUDLY MADE ADE IN N USA

LIGHTWEIGHT AL-1 RAILS

6 | INDOFF INCORPORATED

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PARTNER ARTICLES

t Indoff, ‘We are family’. As anyone knows I am no IT Guy. Several years ago, I had asked my son what the letters ‘KB’ stood for on the updates for my PC.

KB turned out to mean Knowledge Base. The Family of Indoff is more than a Knowledge Base of: Products, Vendors and Installer Information, it goes far beyond that.

We share our lives, ups and downs, weddings, births and funerals.

Several years ago, one of our Partners lost their spouse and later shared with me that Partners in their area came to the services just to say they cared for them. The impact was deep and profound. That’s who we are. I’ve been with this Family since 1999 and have walked

KEVIN FLYNN Indoff Senior Par tner

alongside, behind and in front of dozens of you and am grateful every day for the privilege of this shared journey we’re on.

As I tell anyone within ear shot, or keyboard range, “I don’t have to go to work… I get to, and that makes all of the difference”.

Until we see each other...all I thought was “an opportunity” - I should have thought: Proven . Flexible . Secure - 50 years of experience should have been enough proof. Beneath 5 decades of success I find flexibility and security interworked into the foundation of Indoff. A business philosophy flexible enough to give sales Partners the confidence to service their clients in entirety. Even more, flexibility which gives sales Partners the ability to fit work duties perfectly into their, already busy, life schedule. During tough times for many companies around the world, Indoff has proven to be a secure company with a solid business philosophy; strengthened by a family first approach. Indoff is Proven. Indoff is Flexibility.

Indoff is Security. Indoff’s Partner program illustrates

PAUL PEREZ Indoff Sales Par tner

elaborateconsideration to the employee. In this day and age, during these unprecedented times, this is massively important. Indoff diminished my THINKING of the opportunity and allowed me to start BEING the opportunity.

INDOFF INCORPORATED | 7

H

PARTNER ARTICLES ere's my story about how I got connected to Indoff. I was working for the local Herman Miller Dealer and had earned them an account with one of the hospitals

in ther area (now Quorum Health). I had sold and installed several projects for that hospital and was pretty well known there. One day the Director of Purchasing handed me an Indoff card, I turned it over and saw the name "Phil Boss".

She asked if I would consider repping for Indoff since they did quite a bit of work with them. "Sure I'll look into it." I replied, even though I'd never had never heard of this "Indoff" in any business dealing. I was unhappy with my current situation at Herman Miller so I decided to check

RON SWANSON Indoff Regional Manager

it out. While I was paid a decent base it was not enough to keep me happy, I've always worked for a commission incentive but that employer, while promising me commissions, never once paid me a dime in either spiff or a commission in the 2 years I was with them.

A few weeks later, I reached out to Angela and had our first conversation. Being a 100% commission is daunting and the idea held me back a few weeks. Everything else about Indoff sounded fantastic -- Angela's answers helped me check off all the boxes that I needed to move forward.

A few more weeks passed. I was still with Herman Miller and had $80k in orders to process. As I sat with my boss trying to sort out a timeline for processing my sales, he explained that I would have to wait until designers were available to help me. His priorities were not my priorities. A 2-3 weeks delay in the design process would have put us in jeopardy for a timely completion. He asked me the impossible; to tell the customers their project would not be installed on time before we even had a chance to order anything. Sadly, this wasn't the first time I had heard such excuses and I had finally heard enough. Several of my clients had urged me to start my own business over the years -- get out of Herman Miller -become a competitor. With the help of Indoff - that's exactly what I did.

The transition was not easy. I was not able to retain my contract business customers nor was I able to secure the hospital account that wanted me to work for Indoff. The first 4 years were difficult. But I hung in there. I was fortunate to come into some money and it offered me a chance to take stock of my business. Working from home, using 100% contract labor, and moving samples around in my Camry just wasn't cutting it. So I invested in a new "company van" and had it professionally lettered. Now I move chair samples, and deliver materials, with increased professional image.

8 | INDOFF INCORPORATED

In my 5th year, things turned around. A failed internet lead turned into a follow up cold call which produced a sizable sale of $160,400. That sale changed everything. Up to that point, I had borrowed warehouse space from a friendly client but now needed to expand into my own space. I went on to sign a 3-year lease for 2200 square feet. I also hired my own installation crew -- some vetted through Indoff and the others through a temp agency.

All of a sudden, things started to perk up. A new large work space lets me be on top of shipments and freight damage.

A new crew means higher quality installations at more competitive prices. My previous contract workers were charging me $55 an hour and many were halfway house felons who had poor work ethics. How to justify that situation with banking clients? I knew that if any of them found out -- I would get the boot. So having a crew made a huge difference in profits, competitiveness, work quality, and in client satisfaction.

Today, I'm renewing my lease. And as I look back over the last 8 years, I'm glad I made the decision to go with Indoff.

I joke with Pam and Jim sometimes... "You'd have to fire me 20x to get rid of me. Because I'm not going anywhere."

Indoff is like my spouse. We're married to the end; to death do us part. I plan on taking after my friend Walt Carter and working until my last breath. Why? Because I can do it comfortably and have an ideal partner. There's a work-life balance at Indoff that's missing at other companies. In short, you're stuck with me!

Thank you for that.

Cheers to the next 8 years.

INDOFF INCORPORATED | 9

A Manufacturer of Material Handling & Industrial Equipment * Storage Cabinets * Lockers * Shop Desks

* Carts & Tables * Trucks * Workbenches

* Drum Handling * Shelving * Racks

MODIFICATION * CUSTOM DESIGN

1440 East 36th Street * Cleveland, OH 44114 * 216.881.4604 * 800.336.4986 * fax 216.881.6731

10 | INDOFF INCORPORATED

www.PucelEnterprises.com

LOOKING FOR UPDATED INFORMATION? REMEMBER TO LOOK ON THE INDOFF INTRANET FIRST. THE INDOFF PORTAL CAN BE FOUND ON YOUR CONFLUENCE PAGE.

INDOFF INCORPORATED | 11

INDOFF SALES PAR TNERS OF THE MONTH C O N G R AT U L AT I O N S T O O U R T O P PA R T N E R S F R O M E A C H D I V I S I O N

MATERIAL HANDLING August

September

October

November

December

January

Staci Deaton

J. Vander Zanden

Carlos Calles

David Perry

Ken Hebert

Bill Jacobson

$419,177

$759,731

$309,058

$363,257

$342,157

$202,212

COMMERCIAL INTERIORS August

September

October

November

December

January

Georgine Golitko $489,945

Georgine Golitko $346,568

Jim Riley

Dave Morrow

Saasha Waber

LeAnn Pashina

$320,584

$363,257

$449,080

$546,023

BUSINESS PRODUCTS August

September

October

November

December

January

Loretta Burk

Rick Hensley

Tim Wallace

Deanna Lies

Nicole Stinson

Nicole Stinson

$76,883

$87,138

$69,660

$91,037

$60,727

$63,202

PROMOTIONAL PRODUCTS August

September

October

November

December

January

John Hollern

Gary Blackwell

John Hollern

Deanna Lies

Keith Harris

Gary Blackwell

$50,221

$42,021

$50,321

$45,315

$37,910

$24,370

ENERGY SOLUTIONS August

September

October

November

December

January

John Vasquez

Brad Anderson Greg Isenhour $30,774

John Vasquez

John Vasquez

Bob Barroll

John Vasquez

$47,116

$76,743

$72,825

$153,695

$43,249

ALLIED APPLIANCE August

September

October

November

December

January

Chris Koeneman $379,242

Chris Koeneman $436,585

Chris Koeneman $264,746

Chris Koeneman $246,766

Chris Koeneman $256,318

Chris Koeneman $232,484

12 | INDOFF INCORPORATED

I am one of the older MH sales partners. I closed down my MH dealership in 1993 at the suggestion of Wayne McGee the owner of Portafab. I contacted Indoff (Storage Systems at the time) and met with John Temple and John Ross. I liked what I saw and I think they liked me. I was hired and immediately started sending orders to St. Louis. There was only the Material Handling division and 35 sales partners. We met the night before the NSM and had dinner with the Partners on our own. We wore suits and had a group

BOB BERRY

picture taken. I made the right decision and never looked back.

Indoff Sales Par tner

2 0 21 H o l i d a y S c h e d u l e Friday April 2 – 1:00 p.m. Good Friday Monday May 31 Memorial Day Monday July 5 July 4th Holiday Monday September 6 Labor Day Thursday November 25 Thanksgiving Friday November 26 Thanksgiving Friday December 24 Christmas Eve Friday December 31 New Years Eve INDOFF INCORPORATED | 13

HAPPY ANNIVERSARY! THANK YOU FOR ALL THAT YOU DO AT INDOFF

25 YEARS

JOHN VASQUEZ

TRIPP TOWNSEND

FLETCHER WILLIAMS

MARCIA WHITES

20 YEARS

JOE VANDER

CANDICE VANDER

LORETTA

RODNEY

ANGELA

ZANDEN

TUIG

BURK

PETRIE

SUNTRUP

15 YEARS

10 Y E A R S

GAIL

STACY

MIKE

KEITH

THERESA

POLIVY

BERNHARDT

POWELL

CORBIN

NASH

14 | INDOFF INCORPORATED

PRESIDENT'S PROSE

Par tner Reflections I’ve been watching a new series on Apple TV called Ted Lasso. The premise is an American college football coach (Ted Lasso-played by Jason Sudekis) who is recruited to coach a professional English fútbol team, despite having no experience / knowledge of soccer (or England’s culture). What Ted lacks in technical knowledge and expertise, he makes up for in encouragement and team dynamics. He gets to know the players. He seeks their opinion.

He brushes off criticism. His goal is greater than the W…it is the player.

And, because his annoying upbeat persona is so genuine, you can’t help but eventually like him, appreciate him and even admire his coaching ability.

As • • •

a verb, the word “encouraging” has 3 meanings: to inspire with courage, spirit, or confidence: to stimulate by assistance or approval, to promote, advance, or foster

Every day, I ask myself, “how can I be an encouragement to our Partners?”

Below are a few thoughts. I share this with you because I would appreciate your feedback – it would encourage me • • •

•

• •

offer more Zoom calls on specific topics of interest work more closely with a few key vendors assist with the Partner’s virtual presence – people have not stopped working, they’ve stopped meeting F2F. If ever an internet presence is necessary - it is now if safe, get out and meet with the Partners. Find out what they are thinking if unable to do #3, do so via phone find new and beneficial products/services that the Partners can offer their customers

Your assistance with my major corporate goal (recruiting new Partners) would also be an encouragement.

Jeff Ross President, Indoff, Inc

INDOFF INCORPORATED | 15

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