Federal Sales
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Over the past few months the IS Federal Sales team has called, emailed and/or visited every dealer who participates under our Federal Sales Program for one reason or another and another.  Contacting 100+ dealers around the country to share new information regarding the Federal Strategic Sourcing Initiative (FSSI); training for a new contract (FSSI JanSan); updates on the 3rd generation office supplies contract (FSSI OS3); registration reminders for ALL iN – 2015 regional meetings in Atlanta, GA and Washington, DC…the list goes on and on.

As I thought about the ways IS has focused on staying in touch with our FSP dealers, the question dawned on me…are our FSP dealers reaching out to their customers as much [?].   If your answer is no or if you are not sure, I challenge your dealership to plan and execute a Customer Contact Campaign within the next 60 days.  Whether via email or phone calls or post cards…you decide. 

There is no better time than now to be in contact with your federal customers, especially those who you have not heard from or seen in awhile.  The federal government is still in the business of purchasing office supplies and you have a solution.  Janitorial Supplies is a hot commodity and you have a solution.  Print services, office furniture, sidewalk salt, porta-potties…if a customer needs it, I know you have solutions. 

The saying goes, “You have not because you ask not”.  Let’s get the word out and remind our customers we are still in the business of providing valuable solutions.  Let’s ask for the business.

As always don’t hesitate to reach out to your IS Federal Business Development Rep via email at gatewood@independentstationers.coop or by phone at (240) 682-4028 with any questions or to discuss federal sales strategies specifically tailored for your target market.  Also remember to run your email or post card ideas by the IS Federal Sales team for approval prior to sending to your customers.

The next Federal Forum is scheduled for Friday, February 27th at 11am EST.  Here is a link to register for the Forum https://isgroup.webex.com/isgroup/k2/j.php?MTID=t7c9b901db25081534c8078ac9dc435f9.