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

2. 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

3. 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!

4. COOPERATIVE PURCHASING 101

5. 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

6. 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

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

8. 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

9. 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

10. ABOUT NATIONAL IPA & TCPN MERGER

11. 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!

12. 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

13. Fastest Growing Cooperative

14. Participating Agency Mix

15. 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

16. Our Lead Agencies

17. Industry-Leading Suppliers
Complete list on

18. Industry-Leading Suppliers
Complete list on

19. 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

20. 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!

21. State/Local Government Team

22. Higher Education Team

23. ABOUT THE CONTRACT

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

25. National IPA/TCPN Certification
See Toby after this seminar
Buying group websites
Independentstationers.coop/EPIC
Pointnationwidedealer.com

26. 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

27. TOOLS FOR USING THE CONTRACT

28. 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

29. 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

30. 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

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

32. Web Site Dedicated Landing Page

33. SPEAKING WITH PROCUREMENT

34. 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

35. 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

36. 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

37. 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)

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

39. 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

40. 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

41. OPEN FORUM DISCUSSION