1. Saving and Submitting Your Presentation
Name your presentation by presenter name or seminar name and the date of the current revision, example: Ted_Johnson or Easy_selling091516
Please upload the final presentation to: You may also your presentation to: Deadline is Thursday Sept 7, 2017
As a back-up please bring it to the show on a thumb drive or on your laptop.
Each seminar room will be equipped with:
Projector and screen
A laptop with your presentation loaded, a wireless slide advancer
A lapel mic and sound system
Flipchart and markers
Please indicate if any additional AV equipment is needed for your presentation please contact Allison Little or Janet Eshenour

3. GROW YOUR FEDERAL BUSINESS WITH EPIC BUSINESS ESSENTIALS

4. AGENDA Welcome How to Begin Paperwork, Certification & Integration
Strategy Setting
Initial Contact and Presentation
Pricing and Proposal
Objections & Close
Questions

5. How to Begin? It all starts with an e-mail or phone call…
Scott Zintz or anyone on the EBE team
Discuss your business, what prospects are near you
What margins can you expect (honestly)
strategy and more so we can guide you in the right direction
We want you to have an understanding of the programs before sending you paperwork and certification process…
We have three options…which is right for you?
Then we can send paperwork and start certification

6. EZ Print FSSI OS3

7. Jacobs Gardner FSSI OS3

8. Independent Stationers Schedule 75

9. Contract Details and Differences
EZP FSSI OS3
JG FSSI OS3
IS MAS 75
OS3 Mandated
OS3 Not Mandated
Essendant First Call
SPR First Call
15,000 contract
Mid 20’s margin with a good mix
Woman Owned
2,500 contract
Open Market
Small Business Cert
Full line catalogs
Consortia Award

10. Paperwork, Certification and Integration
There is a lot of paperwork…for good reason
Compliance is essential
Learn more about your business
Policy and Procedures – the legal stuff
Certification includes webinars and a test
After you are certified, we can begin Order Point Integration
Nita Turpin and team will work with you
No longer an option for using your own website
Then you receive the cost files and marketing information

11. Strategy Setting Who in your business will lead the charge?
What are the true margins?
How will you compensate sales team?
Who is in your market
How can you network with them?
Gaining access to the actual buyers
Why do they want to buy from you?
Know all ways customers can place orders from you***

12. Initial Contact and Presentation
DO NOT SAY YOU HOLD THE CONTRACT
Make a list of all entities in your market
But start with 1 few to get your feet wet
Apply for a base pass for your sales rep and driver
Have a marketing sheet of how they can order from you and a basic price list for key items
Understand their small business goals

13. Initial Contact and Presentation
Meet the procurement card administrator
Request purchase card holders’ contact information
Meet small business advocate or administrator
Seek assistance and let them know you can help them meet their procurement goals
Meet and work with your local GSA representative
Discuss your certification for the MAS 75 (Independent Stationers

14. Initial Contact and Presentation
Participate in federal building tenant meetings
Held once a month
Run advertisement in local or base newspaper or issue a press release
Announce that you are GSA and AbilityOne certified
Attend vendor days, card-holder trainings & table-top events
Demonstrate why you should be their preferred vendor

15. Proposal and Pricing MAKE IT EASY FOR THEM TO WORK WITH YOU
Most Card Holders rarely see a sales rep
Often times they will buy from the last person
Be prepared with a price sheet and catalog
Have a marketing sheet detailing how to order
Make sure they know you have Ability One items
And that our website automatically subs to these
Keep up to date on new items and pricing

16. Proposal and Pricing Small Business set asides
Find out their requirements and how they fill them today
Talk about everything that makes you unique
ASK FOR THE BUSINESS
And then ask who else you should meet with
Be Patient…and Persistent…
Follow up, follow up, follow up
Don’t expect orders to come just because you have a contract!

17. Objections and Close I will get back with you….
Let me check with my supervisor…
Call me next month…
I like my current supplier…
Why should I buy from you?
Are you the cheapest?
Can you send me your pricing?

18. Questions What is happening with FSSI? Are we on FedMall?
Amazon and Essendant as competition?