THE VALUE OF CONTRACT SELLING. Vendor Reference Guide SOLUTIONS. Are you the missing piece?

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1 THE VALUE OF CONTRACT SELLING Vendor Reference Guide SOLUTIONS Are you the missing piece?

2 THE VALUE OF STRONG PARTNERSHIPS NJPA S COMMITMENT TO ITS VENDOR PARTNERS As an awarded contract vendor of National Joint Powers Alliance (NJPA), you can expect only the highest level of integrity, business practices and ethics. Our commitment to you will reflect our very best efforts to embrace and grow our relationship through common goals and respect. Our partnership will demonstrate open and honest communication and our actions will represent the foundation of who NJPA is as an organization and how our employees represent the mission of NJPA. Mike Hajek Director of Contracts & Marketing mike.hajek@njpacoop.org We will focus on our contracting processes and procedures to ensure the level of consistency necessary to exceed the overall procurement expectations of our members and vendors. Your decision to respond to an NJPA national solicitation will be something you are proud of. It will become a critical element in your success and commitment to effectively sell nationally to government and education agencies. On behalf of the NJPA Board and Staff, we are committed to earning your trust and respect as a valued business partner. Striving to meet the needs of our members by providing valued solutions. 2

3 Vendors: get to know us. I N O U R V E N D O RS WO R DS The National Joint Powers Alliance (NJPA) is a public agency; established through Minnesota State Statute in NJPA serves as a municipal contracting agency for over 50,000 members throughout the nation with competitively awarded contract purchasing solutions through industry-leading vendors. NJPA membership is available to government, education and non-profit agencies located in all 50 states at no cost, liability or obligation to the member. As a public, government agency itself, NJPA responds to its members purchasing needs by facilitating and awarding national competitively bid contracts. NJPA contract purchasing solutions result in valuable product and service solutions that range from office supplies to heavy equipment. THE VALUE OF CONTRACT SELLING NJPA national contracts offer an easy, time-saving procurement process for all levels of government and education. Awarded contract suppliers have the advantage and benefits of contract selling and are in a position to be selected by the NJPA member through contract purchasing decisions. You, the vendor will enjoy business transactions with NJPA members, representing the highest level of professional government and education agencies across the country without responding to numerous individual solicitations. Vendors are invited to submit a full line of products and services Opportunity to market throughout your sales teams a unified contract message nationally Significant efficiencies savings to both supplier and buyer Centralized, national contract management at the corporate or manufacturer level Solutions-based solicitation, avoiding the challenges of specifications Secure the business your sales team has earned and deserves Ceiling-based pricing, offering contract price level flexibility MORE NJPA RESOURCES (Click on images to view our marketing materials) About Us who we are, our contracting process, legal authority and the value we provide View our current NJPA contract solutions through our general or fleet Contract Directory Read about the experiences and testimonials of other NJPA awarded vendors in the NJPA Vendor Reference Guide View the latest quarterly NJPAdvantage Newsletter Mike Hajek Director of Contracts & Marketing mike.hajek@njpacoop.org A Liquidit y S e r vices Marketplace TM 3

4 4 VENDOR REFERENCE GUIDE...a cornerstone of our sales initiative in the public sector and provided us with tremendous year-over-year growth in that arena. Here at Staples, we are very excited that we were successful in the recent NJPA RFP for Office and Classroom supplies and will be awarded with a four-year contract. Our first contract was a cornerstone of our sales initiative in the public sector and provided us with tremendous year-over-year growth in that arena. The real win, however, has been for our public sector customer. We have been able to provide them with easy and hassle-free access to great prices, great value and superior service. Never has it been more important for cities, towns, school districts, counties and states to quickly discover pathways to meaningful savings. This has always been the mission of NJPA and today they are providing an avenue for companies, like Staples, to be part of that effort. We could not be more pleased with our NJPA experience. Their professionalism and good nature makes dealing with them a pleasure. Their integrity and dedication to their mission makes us feel proud to be associated with them. Clearly, we re thrilled with the sales growth of this contract. But sometimes business success is measured in intangibles that don t show up on the balance sheet. Our association with NJPA has allowed us to feel that in some small way we are helping NJPA make a difference for governments and school districts, large and small, who are managing through a tough economic environment. We hope to make a difference together in the years ahead. Jeremy Landis Director Sales Government & Education Staples (p) x241 jeremy.landis@staples.com Jeremy Landis has been with Staples for more than 11 years and has responsibility for building the company s presence in the Government and Education markets. His team looks to create value added procurement programs to help public agencies to lower their total costs associated with the procurement of their office solutions.

5 I N O U R V E N D O R S WO R D S...many organizations that would normally need to go through a formal bid process are able to purchase our products utilizing the NJPA contract. Sharp was one of the first few manufacturers to become an awarded vendor of a National Joint Powers Alliance (NJPA) contract. We take great pride in telling our customers that we ve grown together for over ten years! Because the contract has been competitively bid, many organizations that would normally need to go through a formal bid process are able to purchase our products utilizing the NJPA contract. This shortens our sales cycle considerably and is a big benefit to our customers. Our contract has enabled Sharp dealerships and direct operations to increase business in not only the primary and secondary education marketplaces, but in state, city, and county government as well. Sharp s success within these critical markets can be directly attributed to NJPA. We have seen business increase year over and anticipate continued growth as a result of our relationship. Richard Boomsma Senior Vice President, Sales Sharp Electronics Corporation Richard.Boomsma@sharpusa.com Rich Boomsma is responsible for multi-functional product, facsimile and software application sales to the dealer, corporate, and government channels in the U.S. Rich s experience in this industry spans thirty years with both field and corporate headquarters assignments in sales, administration, finance, product development, marketing, and customer service. Mr. Boomsma received a M.B.A. from William E. Simon Graduate School, University of Rochester and a B.A. in Business Administration from University of Rochester. T H E V A L U E O F C O N T R A C T S E L L I N G 5

6 VENDOR REFERENCE GUIDE When a government customer reaches out to NJPA... we know with confidence how NJPA will manage the customer s experience... With budget pressures in today s public procurement industry we could not imagine being without a cooperative purchasing partner. The experience we have had with our NJPA contract and the NJPA team that supports us has been one that fits well with the core values at John Deere. Integrity, quality, innovation and commitment are the drivers at John Deere when it comes to how we build product, serve customers and work with each other. When a government customer reaches out to NJPA to inquire about Deere products, we know with confidence how NJPA will manage the customer s experience whether they are making a Deere purchase for their first time or complementing an existing fleet. We have a relationship with NJPA that enables us to bring important business issues to their organizations for discussion at any time and at any level. It s a partnership that is definitely unique in the government segment. Mike Ready Manager, U.S. Government Sales John Deere Ag & Turf Division (919) ReadyMichaelR@JohnDeere.com Mike Ready is the General Sales Manager for the John Deere Ag & Turf Division s state, federal and military sales activities. His role includes the sales strategies and growth efforts for utility vehicles, tractors, turf equipment and other agriculture equipment products for the U.S. governmental and military markets. In addition, Mike directs the John Deere government marketing efforts including tradeshows, publications, digital media and other advertising efforts that focus on the public sector around government procurement. 6

7 I N O U R V E N D O R S WO R D S...(NJPA) actively communicates with members and incorporates feedback to enhance the value of the alliance. NJPA s vision, creating an alliance between buyers and suppliers, isn t just an image. It is reality. NJPA understands that each agency has specific purchasing requirements and actively works to help members meet their needs. Its staff is available at every stage of the purchasing process, and at the shortest notice, to provide guidance to municipal buyers, as well as contract vendors. NJPA understands the importance of being an advocate and ally for its membership, and it actively communicates with members and incorporates feedback to enhance the value of the alliance. NJPA s responsiveness and proactive approach is a significant benefit to our company and our customers. T H E V A L U E O F C O N T R A C T S E L L I N G Tara Barbieri Director, Program Sales CDW-G (p) (c) tara.barbieri@cdwg.com Tara Barbieri has more than 10 years experience in government and commercial contracting. As director of program sales for CDW and its public-sector subsidiary, CDW Government (CDW-G), a leading source of IT solutions to governments and educators, she supports government, education, healthcare and commercial contracts, from small business consortia to Fortune 500 firms. She is a member of the National Contract Management Association and holds master s certificates in government and commercial contracting from Villanova University. 7

8 8 VENDOR REFERENCE GUIDE...the world class companies that hold NJPA contracts add a wealth of credibility to the agency and allows for terrific cross-marketing opportunities. Having the designation as an NJPA contract holder has given our dealer sales force a tremendous tool in selling Vermeer products to their local, county, state and non-profit customers. Vermeer offers a premium product line and great service after the sale. Therefore, we are rarely the least expensive solution available and in traditional bid situations, price typically outranks value. Our competitively bid NJPA contract offers the customer the ability to make their buying decisions based on value as well as price. We also find that the world class companies that hold NJPA contracts add a wealth of credibility to the agency and allows for terrific cross-marketing opportunities. Our sales off the NJPA contract are steadily increasing, in spite of the fact that our dealer sales reps are still learning the ropes in terms of government sales and contract selling. What s great is that they don t have to be experts in either due to the help, guidance and resources that are readily available from the NJPA staff. Their support is a huge factor in the success that we are experiencing. The folks at NJPA foster a culture where they truly want to see everyone succeed. Jay Sunderman Senior Global Accounts Manager Vermeer Corporation jsunderman@vermeer.com Jay Sunderman started his career with Vermeer in 1998 as a National Accounts Manager. In 2005, he became the Senior Manager of Global Accounts and since then has been responsible for managing relationships with Vermeer s largest customers, as well as acquiring and managing Vermeer s government contracts and governmental business. Jay is married to Debbie, has three daughters and a fishing habit.

9 I N O U R V E N D O R S WO R D S...Steelcase culture is very well aligned with the way in which NJPA conducts business...behind everything that NJPA does, they are professionals who act with complete integrity... As one of the first few manufacturers to become an awarded vendor of a NJPA contract, we are often asked why do you pursue the NJPA cooperative contract as one of our preferred contract vehicles for our clients? While there are many reasons such as the other world class vendors they have contracts with, their marketing efforts, their comprehensive approach to the bid process and NJPA s unique status as a governmental agency; it most often comes down to the basic fact that our Steelcase culture is very well aligned with the way in which NJPA conducts business. What I mean by that is behind everything that NJPA does, they are professionals who act with complete integrity and are customer-focused in their approach to serving their members. They have been an extremely valuable partner in our pursuit of the state & local government business since the moment we won our initial contract with them. Mike and his team at NJPA have always been flexible and agile in providing solutions and together we always find a way to take no out of the room. Steelcase could not be more satisfied with the relationship formed with NJPA. Kevin Loubert State & Local Government Sales Leader Steelcase Inc (616) kloubert@steelcase.com T H E V A L U E O F C O N T R A C T S E L L I N G 9

10 10 VENDOR REFERENCE GUIDE...we have been able to create an alliance that is unified and delivers relevant and valuable solutions... The National Joint Powers Alliance (NJPA) and Grainger have enjoyed a successful relationship in providing contract purchasing solutions to NJPA members for more than four years. By working collaboratively with NJPA and its portfolio of suppliers, we have been able to create an alliance that is unified and delivers relevant and valuable solutions to the NJPA membership. We look forward to our continued relationship with The National Joint Powers Alliance for the next five years. Michael Sampson Sr. National Sales Manager - Cooperative Contracts Grainger U.S. (p) michael.sampson@grainger.com