Winning with the Public Sector EPIC 2016 Conference November 2, 2016

Introductions Toby Tobin – EPIC Business Essentials, National Sales Manager Wayne Casper – National IPA Vice President, West Region Victoria Stringham – National IPA Business Development Mgr Rachel Weishaupt – National IPA Marketing, Sr. Portfolio Mgr

Why Are We Here? Introductions – Meet the Team Better understand Cooperative Purchasing Learn how to leverage the National IPA Team Understanding your contract How to sell your contract Share success stories Boot Camp participants are better informed and more confident to make the sale!

COOPERATIVE PURCHASING 101

What is Cooperative Purchasing? Also known as “piggy-backing” A procurement method whereby a qualifying entity goes through the procurement process and awards a contract to one or more vendors. This contract can be utilized by other entities w/the same terms and conditions “Group Buying” Traces back to the 1800’s Aggregate purchase volume for better pricing discounts Sam’s Club & Costco All markets – Healthcare, Government, Private Sector

Any agency that exists for public benefit Eligible Agencies States Cities/Municipalities/Counties Public & Private Educational Systems K-12/Primary Ed Higher Education Independent Special Districts Airports/Mass Transit/Housing Authorities Utilities (Gas, Electric, Water/Sewer) Non-Profits Churches/Religious Institutions YMCA/Red Cross/Boys & Girls Clubs/Credit Unions Ask us if you aren’t sure about an agency’s eligibility Any agency that exists for public benefit

Tremendous Market Potential 87,000 Public Agencies Across the US ALL are eligible to use National IPA contracts

Cooperative Purchasing Trends A survey of public agencies* revealed: 94% Use cooperative contracts as part of overall procurement strategy 47% Indicate use of cooperative purchasing will increase 45% thought there were too few local options 92% said saves time 77% said saves money * States, counties, municipalities, K-12 and higher education Source: Government Procurement Magazine

Why Use Cooperatives? Budgets and personnel are being cut, leaving limited staff to handle procuring contracts with Suppliers Best-practice trend throughout public procurement profession Time Savings Expense Savings Contract Flexibility Reallocation of Resources Superior Contracts

ABOUT NATIONAL IPA & TCPN MERGER

What Does The Merger Mean To You? National IPA Differentiators TCPN Differentiators Leading national cooperative for public agencies and educational institutions RFP process with a lead agency model Most experienced team in the cooperative purchasing industry Marketing initiatives Cooperative purchasing thought leadership Leading national cooperative under TX State Law – Region 4 Education Service Center Lead agency RFP process is ISO-9001 certified Third-party compliance reviews routinely monitor contracts More sales resources More selling opportunities Greater market awareness Your best partner in public procurement!

Who Are National IPA & TCPN TOGETHER? Fastest growing cooperative purchasing organization for public agencies in all 50 states Aggregates the purchasing power of participating public agencies across the U.S. in order to receive volume discounts from Suppliers Cooperative programs are optional to use, with no minimum purchase requirements NON-BINDING NON-EXCLUSIVE NO COST TO JOIN

Fastest Growing Cooperative

Participating Agency Mix

Publicly Awarded Contracts Each contract has been obtained through a competitive Request for Proposal (RFP) process by a lead agency State, City, County, Educational System, Government Entity RFP includes “cooperative ” or “piggy-backing” language Upon award to the successful proposer, most agencies/non-profits may “piggy-back” off the contract

Our Lead Agencies

Industry-Leading Suppliers Complete list on www.nationalipa.org

Industry-Leading Suppliers Complete list on www.nationalipa.org

Why National IPA/TCPN? EXPERTISE Largest K-12 & City/County Cooperative Program with more dedicated resources than any other Cooperative: Regional Manager Teams Business Development Team Marketing Team Contracting Team Well-recognized public lead agencies Fastest growing cooperative over past 5 years

National IPA Regional Managers Regional sales support/training Share market intelligence / prospects / generate leads Bridge the gap between end users & procurement KEY TO SUCCESS: Regular engagement & communication!

State/Local Government Team

Higher Education Team

ABOUT THE CONTRACT

All Contract Documentation available at Master Agreement Contract Term March 1, 2015- February 28, 2018 2 Optional one-year renewals All Contract Documentation available at www.nationalipa.org

National IPA/TCPN Certification See Toby after this seminar Email info@epicbusinessessentials.com Buying group websites Independentstationers.coop/EPIC Pointnationwidedealer.com

AEPA vs. National IPA/TCPN Which contract is better? The overall pricing is very similar National IPA contract has NO restrictions Ability to sell complete offering Pricing flexibility ensures dealers a healthy profit National IPA/TCPN has Regional Sales Managers to support Dealers

TOOLS FOR USING THE CONTRACT

Selling Toolkit National IPA/TCPN Tri-fold Handout National IPA/TCPN Regional Manager Maps Selling Quick Guide - Tips & FAQs Cooperative Purchasing Article Co-Branded IS/EPIC Flyer

Strategic Partners National IPA and IS/EPIC are strategic partners Work jointly with your National IPA Regional Manager to create a strategy for growth (local training, targets, etc.) Identify SLED/Non-Profit customer targets: That are under-performing That have stand-alone contracts That have diversification goals

Our Procurement Expertise National IPA employs more public procurement professionals than any other national cooperative Certified public procurement officials Assist with legal and procurement process questions In-depth knowledge of state & local statutes Your resource for technical questions and inquiries regarding procurement and the contracting process

Dedicated Marketing Co-Marketing Efforts Collateral Materials National & Regional Trade Shows Regional National IPA Summits Website Presence Targeted Email Campaigns IS/EPIC-driven Promotions Dedicated Resource Rachel Weishaupt – Sr. Portfolio Mgr

Web Site Dedicated Landing Page

SPEAKING WITH PROCUREMENT

Regional Managers are your best resource Know The Basic “Rules” Each state has governing statutes for cooperative purchasing Have a copy of that statute (or use National IPA website) Local ordinances or individual policies may also be in place National IPA Regional Managers can help interpret rules Remember, government customers are risk adverse and careful not to be on the front page of the newspaper! Regional Managers are your best resource

Sell the Award to Procurement Engage highest procurement official Sell the IS/EPIC value proposition Sell the value of the co-op program Competitively bid Saves time + money No fees or obligations Share success stories – referrals and testimonials help make Purchasing more comfortable Stay in front of the bid process Engage at Senior Level Sell Value Be Pro-Active Engage your Regional Managers

Good Words vs. Bad Words Do say (good words) . . . Piggyback Cooperative purchasing Competitively solicited Publicly awarded Lead agency Best Value Rebates Already been bid Don’t say (bad words) Negotiated Avoid the bid process Circumvent the bid Kickbacks Ni-Pa

Common Objections I’m not a member of National IPA I can’t buy off a cooperative contract, only the State contract I’m not sure this will satisfy our procurement policies/process We like the contract we are on now (status quo) We’re big and can do better by bidding our own contract I may lose my job or won’t be needed (usually unsaid)

Selling to Public Sector Share any challenges you’ve had working with GOVERNMENT CUSTOMERS

In Summary Remember the Basics Have basic knowledge about cooperative purchasing & terminology Understand the state/local statutes and purchasing regulations Engage your National IPA resources to help with questions Be prepared to direct customers to www.nationalipa.org

Use all the tools available for your success! In Summary IS/EPIC has a solid contract through National IPA Use all the tools available for your success! National IPA Regional Managers Customized Hot Listing Free next-day delivery Aggressive Rebates Marketing Support

OPEN FORUM DISCUSSION