1. How to Sail/Sell to Schools

2. Online retail sales ARE growing Amazon is Expanding into new markets Vendors/Dealers/Competitors are improving websites Many Shopping Mall Stores are showrooms

3. Invest the time to thoroughly think through what you are going to do. Make a list of all the reasons doing business with schools is important to you. Be less calculated and more visual. Can you solve a problem for your school? School budgets have been cut in half… and the IT departments are taking most of it. Tap into the School’s employee directory. “The victory of success is half won when one gains the habit of setting goals and achieving them. Even the most tedious chore will become endurable as you parade through each day convinced that every task, no matter how menial or boring, brings you closer to fulfilling your dreams” -Og Mandino

4. Potential Niche Selling Opportunities Be “In the Know” They don’t care how much you know until they know how much you care. Know your customer’s culture Listen, Listen, Listen… and then talk! Apply a human touch If you stumble, say you’re sorry Work Your Customer They know your company and have already shown a need for your products. You know them! Do your research. What are your competitors doing? If the product addresses their needs, give them a sample first. Keep it short and keep them focused.

5. Capital Projects Director Procurement Curriculum & Instruction School Performance Office AV Equipment Department Before & After School Care Program Character Education Department of State & Federal Programs Early Childhood Early Learning Programs ESOL/Language Minority Even Start Grants Development Head Start Information Technology Mathematics Purchasing/Supply Services Reading – English – Language Arts Special Education Talented & Gifted Department Technology Title 1 Visual Arts

6. Defining Moments Laurie, Thank you for the opportunity to meet today to discuss how your company can benefit Calvert County Public Schools staff and students. I appreciate your willingness to customize services to the needs of our school district. Also, thank you for the goodies from Panera. I look forward to receiving more information about the Educate & Celebrate website. It will be a boon for us if/when the site reflects actual CCPS pricing. I will happy to share information about the site and services your company provides with our financial secretaries. Thanks again and go Steelers! Kevin Kevin Michael Director of Procurement and Resource Management Calvert County Public Schools 410-535-7503 (office) 410-535-7496 (fax) michaelk@calvertnet.k12.md.us