Indoff
From the CEO
When September Ends
“Wake me up when September ends…” – shocks me that Green Day’s melancholy anthem is 21 years old, but it also shocks me that we are in October. This year, like most, has flown by. It has been eventful – did you hear we got a new President? – and it has never been boring. A few highlights:
• Through 3 quarters, we’re running $2 million ahead of last year in bookings – not blowing it away, but a good year. The 4th quarter is starting out strong, so hopefully we’ll extend that growth as we wrap up the year.
• A group of us attended our third Global Trade Show in September in Orlando. The show was good, and the interaction for those in attendance was positive for Indoff and Global personnel alike.
• We celebrated three significant anniversaries in the office this month:
• Pam Hake, VP of Credit – she worked with us for twenty-five years before retiring at the end of September. Her contributions were many, particularly the counsel and assistance she extended to our Partners.
• Stephanie Turner, GC Coordinator – Steph celebrated her 25th anniversary with us as well. To be frank, without Stephanie, we might not have stayed in the GC business. Her ability to navigate their systems and go toe-to-toe with some of their more unusual demands keeps us profitable in this tricky niche.
• Angela Suntrup, VP Recruiting – Angela’s enthusiasm and energy have led our recruiting efforts for 25 years now as well. Many of our Partners are here thanks to Angela’s efforts; she continues to lead the group today.
The fourth quarter is very busy – finishing up current projects, having discussions with customers regarding 2026 plans, holidays and family time… It’s easy to get overwhelmed; keep it compartmentalized and don’t lose sight of your goals. Control what you can, accept what you can’t and remember what is most important – family, health and doing the right thing.
Stay safe, stay well and thank you all for all you do for Indoff – have a great autumn!
Jim Malkus CEO
EXPLORE WHAT’S NEW DESIGN THAT WORKS
MAKING WORK BETTER
At OfficeSource®, innovation meets intention. Our latest product introductions reflect a continued commitment to smarter, more functional design — created to elevate the way you work, meet, and collaborate. Discover solutions that bring modern style and performance to every corner of the workspace.
OS Laminate Desking in Java
Duo 2-in-1 Stacking Chair
Vista Nesting Chair
Newest Partners
MATERIAL HANDLING
PROMOTIONAL PRODUCTS
COMMERCIAL INTERIORS
Newest Corporate
Camden Starnes
Debra Goodwin
Chris Spizzirri
Maura Millette Kris Kershaw Tina Bailey
Bridget Pulley
Chris Shaw
Ella Graber Partner Support Specialist Recruiter Recruiter
New Era of Opportunity
Shop.Indoff.com is Now Open!
Michael Dormagen Marketing Director
n case you haven’t heard, we’ve made a significant update that will transform how you and your customers interact with Indoff online: shop.indoff.com is now a fully public e-commerce website with no password or login required.
Your 24/7 Digital Showroom
During a client meeting, you can seamlessly pivot from discussing an existing project to showing them everything else you can provide, which includes solutions they are already purchasing from competitors. If you’re attempting a cold call or email outreach, this provides a great opportunity to introduce them to our offerings. Removing the login requirement lets customers quickly see just how many solutions and product categories we offer. And even then, the website is just a small sample size of our true selection.
Earn Commissions Through E-Commerce
Customers don’t always have time to call, discuss their needs, receive quotes, get manager approvals, etc. This update creates a powerful new sales channel that works for you around the clock. Your customers can now share, browse, and place orders directly on the site at their convenience, and you will earn the commission for every purchase. This is perfect for recurring orders of drop-shipped solutions, saving your customers time while generating passive income for you. It’s the ultimate win-win, allowing you to focus on larger projects while still profiting from your clients’ everyday needs.
A Powerful Tool Backed by Your Expertise
While the website is a fantastic resource for browsing products, your professional experience brings a project to life. This new site is a starting point, but customers will always rely on you for the expert guidance that Indoff is known for. They need you to do more than just sell a product; they need you to ask the right questions, customize solutions, and manage a project from concept through completion. The Indoff Partner is the ultimate tool that competitor e-commerce sites cannot compete with. The website can show them thousands of products, but you are the one who provides the expertise, planning, and installation that ensures they get the right solution.
This is more than a website update; it’s a strategic investment in your success. We encourage you to explore the new shop.indoff.com today, share it with your customers, and use it to help your solutions take shape.
CORPORATE HOLIDAY SCHEDULE
Corporate Refresher Sessions
Resources
That Support How We Work Together.
SCourtney Brazell Vice President of Partner Support & Programs
tarting October 13th, we’ll be hosting a three-week series of Corporate Refresher Sessions designed to revisit key policies, procedures, and resources that support how we work together.
Why do these matter?
• Stay Sharp – Even the best practices fade over time. These sessions ensure we’re all up to date.
• Learn Something New – Policies and processes evolve; you might discover tools or methods that make your work easier.
• Strengthen Consistency – A shared understanding across the team helps us operate more smoothly and effectively.
We’ve already sent calendar invites for each session, which will run over a three-week period, and I will send reminders before each scheduled session. If you can’t attend live, all sessions will be recorded for your convenience.
Below is a breakdown of each session and what you can expect:
Session 1 - October 13th at 10 am CST
• Introduction - Josh Long, President
• Recruiting updates YTD: New hires and referral program (Angela Suntrup, VP of Recruiting)
• Business Development and Strategic Accounts (Tom Vanhoozer, VP of Business Development)
• IT Security (Shawn Faulkingham, CIO)
Session 2 - October 21st at 1 pm CST
• Credit Overview: credit policy, apps & limits, down payments, large orders, fraud
• (Maurice Belle, Credit Manager)
• Finance/AP/Billing (Julie Frank, CFO & Exec VP)
• Collections: general procedures, aging, job problems (Cherrie Bledsoe, Director of AR)
Session 3 - October 28th at 10 am CST
• Marketing Updates: Intranet page, email marketing, project/job request form (Michael Dormagen, Director of Marketing)
• Partner Support: What’s New in Confluence, Using the Partner Intranet, Corporate Programs including Promo for All, and shop.indoff.com (Courtney Brazell, VP of Partner Support)
• Vendor Relations: How to find a vendor, adding a new vendor, locating vendor contacts, vendor issues (Adam Heck, Director of Vendor Relations)
• Overview of Human Resources: HR Intranet page, ADP, 401K retirement savings plan, and other insurance benefits - dental, vision, disability, life (Robin Migdal, VP of HR)
Click Here to Add These Meetings to Your Calendar
We’re looking forward to your participation and the conversations that come with it. Together, we can make sure everyone is set up for success!
For questions or additional information, please contact: Courtney Brazell at courtney.brazell@indoff.com
Business Development
Hold On Loosely, But Don’t Let Go
GTom VanHoozer Vice President of Business Development
rowing up in the ’80s, we were spoiled with some of the best rock music—Van Halen, Bon Jovi, Def Leppard, and 38 Special. One lyric that still resonates is from 38 Special’s Hold On Loosely: “Just hold on loosely, but don’t let go. If you cling too tightly, you’re gonna lose control.” It’s a reminder that balance matters—in relationships, in life, and especially in sales.
Sometimes we overthink our way into a rut. We build the perfect Customer Engagement Site, craft the ideal email list, and then wait for the phone to ring. But success doesn’t come from perfection—it comes from connection.
Let’s get back to basics:
• Pick up the phone
• Stop by a customer’s office
• Have a real conversation
As we close out Q3, Indoff is slightly ahead of last year. That’s good—but long-term sustainability requires more than 1% annual growth. Diversification is key.
Partner Highlights:
• Susan Roldan (Ft. Collins, CO): Pivoted from BP to Promo Products, growing that segment by over 50%. Her overall growth for 2025 is now 10%.
• Chris Drowne: Added Energy Solutions to his portfolio and saw an 89% increase in overall business in 2024.
This is more than a website update; it’s a strategic investment in your success. We encourage you to explore the new shop.indoff.com today, share it with your customers, and use it to help your solutions take shape.
These Partners are using Indoff’s full toolbox—and it’s paying off.
In September, Rob Gallant transitioned back to the HVAC industry. During his time here, Rob helped establish several valuable GPOs (Group Purchasing Organizations). I’ve now assumed that role alongside my Business Development responsibilities, working closely with Joanne Rafa (Strategic Sales Business Development) to roll out Equalis GPO nationwide.
What makes Equalis unique?
• Regional support teams
• Hands-on guidance
• Tailored resources to help Partners grow
If you’re unfamiliar with GPOs or want to explore how they can benefit your business, reach out to Joanne or me—we’re here to help. We’ve got about six solid weeks of selling left in Q4. Let’s make them count.
Thanks and Go M-I-Z-Z-O-U!
Sales Development
Grow A Sale by Connecting the Dots
A
Michael Dormagen Marketing Director
s an Indoff Partner, your greatest asset is the consultative relationship you build with your clients. Seeing the bigger picture and looking beyond the quote to understand the client’s entire operation transforms you from a vendor into an indispensable consultant. By being observant and engaging in thoughtful conversation, you can uncover needs across all of Indoff’s divisions, becoming a true single-source solution.
Let’s walk through a common scenario to see how this unfolds. This mindset benefits all Partners, but here’s just one example.
Your journey begins with a single specific need. A manufacturing client wants to add a supervisor’s office directly on their production floor to improve oversight and create a quiet workspace away from the noisy machinery. This is your entry point.
1. Getting Your Foot in the Door - You start by addressing the client’s stated goal. Leveraging your expertise, you design a two-story modular office that provides a bird’s-eye view of the floor and a comfortable, climatecontrolled workspace. You handle the design, source from top vendors like Panel Built or Porta Fab, and manage the entire project from concept to installation. But a building is just an empty box. A savvy Partner knows that more opportunities lie with what goes inside the new building.
2. Expanding the Sale - Once the plans for the modular office are approved, shift the conversation to how the client will furnish the new space. They’re going to need desks, chairs, and storage. It’s a project they likely haven’t had time to think about yet. Even if you know you personally can’t handle this conversation and may need to loop in another Partner, it’s the perfect moment to introduce our Commercial Interiors solutions.
The conversation can seamlessly transition from constructing the office to designing its interior. Indoff becomes the single point of contact for providing everything they need, from ergonomic task chairs that keep their team comfortable during long shifts to functional desking systems and filing cabinets for organization. By presenting a complete, turnkey solution, you save the client the immense headache of having to source and coordinate with an entirely separate furniture vendor. If you’re comfortable and knowledgeable, you can handle this yourself or team up with another Indoff Partner and decide how you’ll split the commission.
3. Wrapping it Up with a Bow - The new office will require essential supplies, and you can set up a streamlined process for them to acquire everything from printers, paper, and ink to keyboards, webcams, and cleaning supplies. You can also offer a simple suggestion to create a “Welcome to Your New Office” kit featuring highquality, branded apparel or drinkware from our Promotional Products division. This shows the client you’re thinking about their brand and people, not just their infrastructure.
What started as a request for an “empty box” has transformed into a fully furnished, stocked, and operational office. You provided a complete solution, making the client’s life easier and securing a much larger, more profitable sale.
Every project, no matter the division, has ancillary needs. This quarter, challenge yourself to think about what happens before, during, and after your client’s initial request. We believe you’ll be amazed at the doors it opens.
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Partners of the Month
Anniversaries
My Resource Library (MRL) and Indoff have teamed up to offer our partners a very special annual rate of just $250 per year for all the perks and capabilities that come with being an MRL Pro Dealer!
Understanding what your client really needs (or wants) can be difficult without visuals to support your discussions. The Inspiration Gallery has a full collection of design-inspired images showing product in actual settings. Sort by “Application”, “Category” or “Manufacturer” to find images, then click on the image to see the specific products highlighted. No more guessing what a chair is in random photos. Use the images for social media and marketing outreach as well.
The best part? You can use your Indoff marketing funds to cover it.
MRL PRO DEALER INCLUDES:
Custom Library Shelf
Sub-Libraries
Full Product Library
Enhanced Search
Inspiration Gallery
Project Tool / Pro Notify
Website Integration
Mobile Access
