Energy Solutions Packet

Indoff The Partner Program

The freedom to manage your own business with the benefits and support of a multinational distributor.

Contents About Indoff Indoff Advantages Divisional Benefits Line Card Sample Frequently Asked Questions Testimonials Retirement Programs Indoff Marketing Tools Indoff E-Marketing Indoff Technology Partner Profile Newsletter & Show Guide

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About Indoff

Indoff is headquartered in St. Louis, Missouri and has been serving the needs of Industrial and Office customers since 1971. Indoff ’s revenues exceed $175 million, and we market our products and services through a network of Sales Partners who specialize in various niche markets across our “divisions” - Material Handling, Commercial Interiors, Business Products, Promotional Products, and Energy Solutions.

Our success is our Sales Partners - a talented, experienced group of sales professionals and former business owners. We call them Sales Partners because we share profits on all business generated; if it’s good for a Partner, it’s good for Indoff.

Sales Partners are employees of Indoff and enjoy the administrative, financial, and technological support of Indoff ’s corporate office.

Indoff ’s Partner Program gives sales professionals the opportunity to earn more money and manage their own business activity. Vendor selection, pricing, and service levels are all determined by the Sales Partner; Indoff provides the financial backing and administrative support of a nationwide dealer. Our technology, financial strength, and experienced, talented administrative team are real assets to our Sales Partners!

Thank you for your interest in Indoff! ind-002

Indoff Partner Advantages Compensation

50% commission rate (60% in Promotional Products) on the gross profit of every sale (paid on invoice). Indoff Partners enjoy W-2 employee status with company 401K.

Freedom

Indoff Partners set their own hours, pricing, and profit margins. There are no call reports, sales meetings, micromanagement, house accounts, or non-competes. Indoff Partners have no restrictions on territory, and Indoff protects your account base. Check out the testimonials to see what our Partners have to say about the freedom Indoff offers.

Marketing and Technology Resources

Indoff provides an annual marketing budget, monthly e-marketing pieces, custom brochures and catalogs, personal marketing/ e-commerce websites, and industry advertising to help our Partners achieve sales success. In addition, Indoff Partners enjoy our streamlined order management system and 24/7 access to online reports.

National Sales Meeting

Every 18 months, Indoff hosts a National Sales Meeting and Vendor Show in St. Louis, MO. This event includes a full scale vendor expo with over 100 vendors exhibiting exclusively to Indoff Partners. In addition, Indoff University classes and round table discussions allow Partners, vendors, and corporate staff to share information and ideas.

The highlight of the weekend is the Partner Appreciation Dinner, a celebratory awards banquet on Saturday evening.

Indoff Partner Qualifications • 3+ years of verifiable sales experience in one or more of our industries • Transferable customer base • Ability to work independently, outside of a dealership structure

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Energy Solutions Indoff Energy Solutions Partners enjoy the following benefits: Compensation:

• 50% commission on the gross profit (sale price minus material, freight, and labor) of every sale paid on invoice. Commissions are paid at the end of the month following the month of the invoice - not when the customer pays.

• W-2 status with company 401K

Vendor Opportunities: We have no preferred vendors, quotas, commitments, or set pricing.

Each Partner is free to sell the lines that best meet the needs of their customers.

• Access to hundreds of manufacturers • You choose the product niches in which you wish to specialize • You have the ability to add vendors to our vendor list • Ability to work with local suppliers, installers, and designers

Marketing and Technology Resources: • • • •

Monthly e-marketing pieces Annual marketing budget - purchase catalogs and promotional items - use as you see fit Personal marketing site to take your business online 24/7 access to Indoff ’s online business management system

Cross Selling:

• Indoff ’s multiple divisions provide a unique opportunity to expand offerings to your customers, and network with fellow Indoff Sales Partners.

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Energy Solutions

Manufacturers Altech Always Earth Friendly Cireon Lighting Deco Lighting Energetic Lighting Flex Lighting Green Inova

Hi-Lumz LEDOne Linmore LED MaxLite Neptun Light Inc. OEO Energy Solutions Orion Lighting

Pac Lights PQL Lighting SABA Lighting Satco Products Saylite Vera LED Westgate

Product Categories Area Lighting Auditorium Lighting Ballasts & Transformers Canopy Lights Consultation/Energy Audits Day Lighting Electrical Supplies Exit & Emergency Lighting

Fans and Ventilation Equipment Flood Lights Garage Lighting General Lighting & Fixtures High Bays LED Lamps/Tubes Light Poles Low Bays

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Office Lighting Parking Lot Lights Retrofit Kits Street Lights Thermal Window Coverings Troffers Wall Packs Warehouse Lighting

Frequently Asked Questions

When are commissions paid?

Will I be an independent contractor?

Commissions are paid at the end of the month following when the sale is invoiced. For example, if your sale is invoiced in January, then you are paid commission on that sale at the end of February. Commissions are paid based on invoice - not when the customer pays.

As a W-2 employee of Indoff, you are eligible to participate in our benefits program. You will also be covered by our liability and workman’s compensation insurance.

Does Indoff make their Partners sign a non-compete agreement?

Our growing web presence generates project and account leads for our Partners.

We also e-market on our Partners’ behalf to generate leads and customer inquiries.

No, Indoff does not believe in non-competes.

Does Indoff pay a base salary?

No. To pay a base salary would require us to monitor your sales activity and this is not what we do. You bring the true value to the sale, and this is why we prefer to pay the industry’s highest commission rate, rather than a base salary.

How is gross profit calculated?

Gross profit equals total sale (material, labor, freight, design - if applicable) minus total costs (material, labor, freight, design). There is no load, overhead factor, or other fees added. You know your commission when you quote a job.

Is there a required franchise fee to become a Partner?

Indoff is not a franchise organization. You will be an employee of Indoff.

Does Indoff assign me a sales territory?

Indoff does not have territory restrictions.

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Are leads provided?

How do I know the commission rate won’t change?

Our commission rate has not changed since the inception of the Partner program in 1991 - just ask any of our Partners.

Are marketing materials available?

Indoff will supply you with an annual marketing budget, business cards and stationery, the opportunity to build a custom website, and will e-market to your customers to create leads.

We also provide custom slicks, case studies, brochures, and presentations.

Will I work out of my home?

The vast majority of our Partners work from their homes; however, some Partners choose to rent their own office space.

Have additional questions? Please contact Angela Suntrup at 877-223-7903 or angela.suntrup@indoff.com.

Testimonials What do Indoff Sales Partners have to say about Indoff?

“Joining the Indoff team as a Commercial Interiors Partner has truly been the best decision of my career.

After a decade in the dealer world, I felt completely demoralized financially and emotionally, all while having tremendous success both on paper and in relationships. Indoff valued my skills and Corporate creates a nurturing environment for my clients during the accounting process.

I’m certain that I found my forever home and I couldn’t be happier.”e

- BJ Dunwoody, Commercial Interiors, GA “Because the Indoff business model works. Indoff provides us, the sales people, with everything we need to run our business efficiently and the way we feel they need to be run. Indoff takes care of all of the behind the scenes business that sales people typically don’t like to do. When you factor in the 50% commission, you can’t go wrong - it’s a wonderful company to work for!”

- Jeff Garlock, Business Products, NY “To me, Indoff is a family of ambitious, motivated and experienced sales professionals. Indoff pays their vendors on time, maintains great credit, and the biggest plus of all, they pay my installers on time, which no one likes to have an unhappy installer out there in the field.”

- Roland Baugh, Commercial Interiors, VA ind-009

“Deciding to join Indoff was a fantastic decision. I ran my own business for many years, but day-to-day administration of the company had become a huge burden. Making the transition to Indoff simplified my life and got me back to what I enjoyed doing - working with customers! Indoff provides freedom to work on your own schedule, while their corporate staff takes care of everything else.”

- Ryan Goede, Material Handling, Ontario “Deciding to join Indoff was a fantastic decision. Not only is the company well established with a sales volume of over $180 million, but they also offer the warm feel of a family business. I liked the fact that Indoff was not aligned with on particular manufacturer as we have access to hundreds of lines without the pressure of hitting certain sales quota.

Indoff offers freedom and flexibility without being micromanaged. I work really hard, but I can also have fun and enjoy the freedom of running my own show. I am really impressed with that I’ve seen so far and am excited for the future.”

- Keiko Pace, Commercial Interiors, NC “I was just so happy when Indoff found me - it sounded too good to be true. If you haven’t tried Indoff, you don’t know what you’re missing. I can have as much fun or I can work as hard as I want and they always stand behind me, they’re great support and very financially stable.

I absolutely love Indoff because I get to serve my customers with whatever they need.”

- Pam O’Rourke, Promotional Products, VA

Retirement Programs

Do you have a transition plan for winding down your business or career? With Indoff, we have three options for you to benefit from the business you have built over your lifetime in the industry, while you transition into retirement:

• New Hire Program: Find and help hire a qualified replacement, and earn significant overrides on your accounts after you retire.

• Mentor Program: Hire and train a replacement new to the industry, and share

commissions on your customer base after you retire. Several Partners have introduced a family member or friend to the Indoff family, then trained and turned accounts over to them. This approach helps with that process.

• Partnership Agreement: Sell your accounts at retirement to an existing Partner;

split commissions on your customer base after you retire. This has been successfully done by many Partners over the years.

If you have questions on any of these options or wish to learn more, please contact Angela Suntrup at 877-223-7903 or angela.suntrup@indoff.com.

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Indoff Marketing Tools Indoff offers a variety of marketing resources and tools to help you succeed!

Commercial Interiors We represent products from over 300 of the nation’s premier manufacturers including an extensive variety of office furniture, along with floor, wall, and window treatments.

Indoff ’s marketing department creates custom line cards that are available in a variety of formats to suit the needs of your customers.

9-5 Seating AIS (Affordable Interior Systems) Allseating Artopex Plus Inc. Aurora/Richards Wilcox Bush Industries Cambridge Sound Management Carolina Business Furniture Cherryman Datum Filing Systems Enwork Ergocraft Essendant Friant Global Industries Great Openings

Groupe Lacasse High Point Furniture Highmark Humanscale Indiana Furniture Izzy Design Jasper Desk Jofco Jonti Craft JSI KI (Krueger International) Krug La-Z-Boy Lesro Logiflex Maverick Desk

Maxon Furniture Neutral Posture NxtWall Office Chairs Inc. Office Master Office Specialty (Inscape) OFS Office Star Products RFM Seating Safco/Mayline SitOnIt SP Richards Special-T Stance Healthcare Tayco Winston Contract

*Line availability may vary by location

Corporate, Healthcare, Technology, Education, Hospitality, Centers of Worship

Corporate Brochures and Presentations

Indoff creates dynamic marketing slicks and line cards to illustrate the variety of products and services Indoff Sales Partners provide. All corporate slicks/brochures are intended for Partners to pass on to their customers, and can be customized for each Partner. We also create custom presentations, case studies, online flip books, and are available to help with any Partner projects.

Partner Marketing Sites

Customizable sites are offered to Sales Partners so they can pursue business online. Partner Marketing Sites serve three primary functions: 1) increased web presence, 2) lead generation, and 3) generation of direct online sales (via credit card). Partner Marketing sites also contain custom catalogs, allowing Partners to highlight products and services in which they specialize. Indoff provides training to help you launch and maintain your site - such as blogging tips, catalog maintenance, and site preferences.

Company Store Sites

Company stores work well for customers with standards programs or frequent repeat orders.

Company store sites feature customizable catalogs, as well as blogging capabilities. A company store allows a multi-location customer to streamline and standardize purchasing of seating, filing, shelving, carts - whatever they may currently be spending valuable time and effort on sourcing over and over again - and allows the Partner to get credit for repeat business without keying in orders.

Indoff Company Store

Indoff has a virtual company store that allows Partners to order Indoff-branded items - apparel, drinkware, business cards, golf items, calendars, desk items, etc. Items from the company store help greatly in self-promotion, and provide options for customers.

Email Marketing

Indoff e-marketing pieces serve as a “touch piece,” to keep the Partner and Indoff in the forefront of your customers’ minds. Indoff ’s e-marketing is easy to use, and has a track record for initiating orders from customers. See next slick for more detailed info. ind-011-B

Indoff E-Marketing Indoff maintains a corporate email marketing program that keeps Sales Partners in front of customers, and highlights the products we offer.

Indoff has a marketing department dedicated to creating and sending out email marketing pieces. Partners simply have to submit a list of customers and we send them 2-4 targeted emails a month, track the open rates, and pass on any leads directly to the Partners. Your contact info will be added to each email that goes out to your customers so they can easily respond to any email.

We highlight a wide variety of products that Indoff Partners can offer to customers, create themed pieces - warehouse safety, spring cleaning, back-to-school, and holiday pieces. We take Partner suggestions and you will get a preview of the next email, with the ability to opt out of that email if you wish. You simply send us a list and we take it from there.

See below for recent email examples:

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Indoff Technology As an Indoff Partner you have access to state-of-the-art order technology.

Confluence

Indoff ’s order management system is designed to help Indoff Sales Partners manage their business efficiently. Confluence is web-based and scaled to work with desktop, laptop, or mobile devices - no matter where you are, you can process and research any order. Confluence is your order management system - you can set up customers and vendors, run reports, place sales orders, view order history, add contacts, and process returns.

Indoff Intranet

Includes the company directory, Groups (a great way to create, share and find information about a topic - editors can upload documents, videos and pictures, etc.), SOLR Search feature (search Intranet pages, documents, mail, users, and page comments), and applications you need to do your job (add a new vendor or customer, request to issue credit, request a Partner Marketing Site, report a job problem, or submit expense reports).

Discussion Boards

We recognize the value of working knowledge developed over years of experience, and encourage our Sales Partners to share this knowledge with one another. Indoff ’s electronic Discussion Boards are a platform for Partners to communicate questions, concerns, suggestions, etc. from any location, at any hour of the day.

Online Ordering

Indoff provides an online purchasing system that is designed specifically for Indoff customers to provide quick and easy fulfillment of business supply orders.

Data Security systems

Indoff is Ariba capable, PCI compliant to ensure data security, and has a remote backup data center in the event our corporate data center goes offline. These tools allow our Partners to work with customers of any size and security requirements. ind-011-C

With hundreds of Sales Partners, we provide everything from floor to ceiling.

Indoff Corporate Headquarters: 11816 Lackland Road St. Louis, MO 63146 314-997-1122 www.indoff.com