ISG PREVAIL 2020 SHOW GUIDE

SHOW GUIDE NOVEMBER 4-6, 2019 INDIANAPOLIS

SHOW GUIDE SPONSORED BY:

PREVAIL 2019 PREMIERE SPONSOR:

INSIDE: All you need to navigate the show, including full details of the informative seminar sessions, hotel and tradeshow floorplans, exhibitor details, guides to local attractions and much, much more!

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PREVAIL INFORMATION

AGENDA PREVAIL 2019

THE WEEK AT A GLANCE MONDAY, NOVEMBER 4

TUESDAY, NOVEMBER 5

8:00am - 6:00pm

Airport Arrivals

7:00am - 6:00pm

Registration Desk Open

8:00am - 6:00pm

Registration Desk Open

7:00am - 7:45am

Breakfast

8:00am - 6:00pm

Tradeshow Booth Setup (Exhibitors)

7:45am - 8:15am

ISG Member/Supplier Meeting

1:00pm - 3:00pm

Committee Meetings

8:20am - 9:45am

ISG Member Only Meeting

2:30pm - 4:30pm

Purchasing Clinic

9:45am - 10:00am Break

3:00pm - 5:00pm

NEXT Meeting & Mixer

6:00pm - 8:00pm

Welcome Reception & City of Hope Fundraiser

10:00am - 12:15pm Seminars 10:00am - 11:00am Seminars 11:15am - 12:15pm 12:15pm - 1:00pm Lunch Seminars

2:30pm - 6:00pm

Tradeshow

3:00pm - 3:30pm

Break

6:30pm - 10:00pm Food, Faces & Fun: An Indiana Celebration

WEDNESDAY, NOVEMBER 6 6:00am - noon

Airport Departures

AGENDA AT A GLANCE

1:15pm - 2:15pm

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HOTEL & CONVENTION CENTER

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HOTEL & CONVENTION CENTER FLOORPLAN

FIRST FLOOR WESTIN HOTEL

SECOND FLOOR WESTIN HOTEL

Connecting the Marriott to the Convention Center

SKYWALKS

Connecting the Westin to the Convention Center

MARYLAND AVENUE

SECOND FLOOR CONVENTION CENTER

PREVAIL INFORMATION

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WELCOME

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WELCOME TO PREVAIL

DEAR PREVAIL 2019 ATTENDEES

Welcome to Indianapolis, “Crossroads of America” and PREVAIL 2019: The Time is Now! We thank you for taking the time to join us, and look forward to spending time with you over the next few days.

There are so many things going on here over the next few days, let’s take a quick look at just some of the highlights:

Tradeshow One the most impactful benefits to you at PREVAIL 2019 is spending time with the suppliers that support ISG and the independent dealer channel. On Tuesday, be sure to visit the more than 100 exhibitor booths to learn about new categories, new services and new products to help drive your business. And don’t forget to take

advantage of the tons of valuable Show Specials that are available!

Each year members tell us that they routinely save significant dollars on the exclusive show specials available to attendees. Savings that immediately translate into bottom line dollars!

Seminars Our Seminars are all about learning new ideas from your peers. From panel discussions on best practices, to roundtable discussions and more – the content is all for you! Learn from your fellow dealers and some expert speakers, discover new information and ideas relevant to your business, and walk away with tips and tactics YOU can implement back in your business! And be sure to jot those to-dos, takeaways and ah-ha moments down to refer to when you’re back in the office.

DID YOU KNOW… Two of Indianapolis’s nicknames reflect its historical ties to transportation — The Crossroads of America and Railroad City.

Back by popular demand is a Town Hall Meeting with your Board of Directors, where you will hear about the strategic plans of your group and are able to ask questions of your directors.

Giving Back and Making a Difference Once again, we are all about making a difference. We will be raising money for City of Hope with our Dunk Tank Fundraiser during the Welcome Reception on Monday, November 4, where you will have an opportunity to take your best shot at some “volunteer” industry veterans with a $20 donation or put yourself in the hot seat for $10. It will be great fun and all for a great cause!

Also, visit the City of Hope booth #215 to donate and learn more about the great things they do.

And if that isn’t enough, exhibitors

are doing their part again to help children succeed in Indiana schools by donating tradeshow product to the Teacher’s Treasures Foundation.

Take the Time to Say Thanks Of course, we want to recognize the generous support of our exhibitors and sponsors, so please make a point of thanking them during your time at PREVAIL 2019, with a special thank you to S.P. Richards, our Premier Sponsor!

Also, during the next couple of days, please take the time to thank the staff and board members for their support in making PREVAIL 2019, a huge success!

Finally, we want to thank you for being here and wish you an enjoyable and productive time this week. If there is anything we, our staff or board members can do to help you during the event, don’t hesitate to reach out to us.

Mike Maggio, Chief Executive Officer, Independent Suppliers Group

Mike Gentile, President, Independent Suppliers Group

WELCOME TO PREVAIL PAGE 7

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PREVAIL INFORMATION

WELCOME FROM THE MAYOR

GREETINGS!

Best regards,

Joseph H. Hogsett Mayor City of Indianapolis

MAYOR’S WELCOME

On behalf of the City of Indianapolis, it is my pleasure to welcome you to the Independent Suppliers Group PREVAIL 2019 annual meeting. We are honored to host this event that brings together key industry partners to connect, further gain necessary industry skills and deepen business acumen.

Throughout the next few days, hundreds of attendees will gather for a variety of events, including a vendor tradeshow, education seminars and networking opportunities. By investing in your organizations, you will ensure that the meeting’s theme “PREVAIL 2019 – The Time is NOW” holds true and that those in the Independent Suppliers Group will continue to prosper into the future.

Whether you live here currently or are back after some time away, I hope you take time to enjoy the wonderful attractions Indianapolis has to offer. The Indianapolis Zoo and White River Gardens, the Eiteljorg Museum of American Indians and Western Art, and the Indianapolis Museum of Art and Newfields grounds are spots in the city enjoyable for all.

I wish you all the best for a productive and inspiring annual meeting.

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LAST YEAR MADE OF ORLEANS A PICTORIAL LOOK BACK TO LAST YEAR While PREVAIL 2019 marks the beginning of a new era, it’s not the first time many of the attendees have enjoyed a show together.

We thought it would be good to look back at some images from last year’s meeting in New Orleans, which brought the industry together for three days of fun, learning and opportunity.

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TOGETHER LAST YEAR

W

DID YOU KNOW… The city is home to the largest collection of monuments dedicated to veterans and war casualties in the U.S. outside of Washington, DC.

THE NETWORKING IS PHENOMENAL KATHY GRAVES – WILTONS OFFICEWORKS

TOGETHER LAST YEAR PAGE 11

FAST FACTS DID YOU KNOW?

INDY500 FACTS In 1911, the legendary Indianapolis 500 race as we know it was born.

The prize offered to the winner among 40 qualifiers: $25,000.

The ticket cost for each of the 80,200 spectators in the grandstands: $1

The youngest winner is Troy Ruttman. He was 22 years and 80 days old when he won in 1952. The oldest winner is Al Unser Sr. He was 47 years and 360 days old when he won in 1987.

FORGET CHAMPAGNE:

Indy 500 victors take a celebratory sip of milk, as part of a tradition that is said to have begun with three-time winner Louis Meyer in the 1930s. After a hot day on the track, Meyer would refresh himself with buttermilk. Today, the American Dairy Association Indiana announces which local dairy will provide the quaff and even maintains a list of drivers’ milk preferences.

The Indianapolis Motor Speedway is one of the largest sporting facilities in the world. It covers 253 acres and holds over 250,000 seats. The Roman Colosseum and Vatican City, Churchill Downs, Yankee Stadium and the Rose Bowl could all fit in the inside oval of the track.

33 TRACK FACTS

Currently 33 cars start the race in rows of three.

In the past there have been as few as 21 (1916) and as many as 42 (1933).

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PREVAIL INFORMATION

PREVAIL APP

APPY TALK

Want to stay connected to everything happening while you attend PREVAIL 2019? Download the CROWDCOMPASS ATTENDEE HUB app on Android or iOS so you can:

1. Go to the appropriate store: App Store on iOS devices and the Play Store on Android.

2. Install the App: Search “CrowdCompass AttendeeHub”.

Once you’ve found the app, tap either Download or Install.

After installing, a new icon will appear on the homescreen.

Find PREVAIL 2019:

SPONSORED BY

1. Search PREVAIL 2019 in the AttendeeHub: Once downloaded, open the AttendeeHub app and enter “PREVAIL 2019” to locate the event.

2. Open the Event: Tap the name PREVAIL 2019 to access the event.

3. Log in: Enter the password: PREVAIL2019 A six-digit verification code will then be sent to the email address that you provided at registration.

Enter the code, and you’re in!

To interact with others who will be sharing this exclusive experience, select “public” when setting up your profile. No information will be shared outside of the group attending this event.

PREVAIL INFORMATION

• View the full agenda and related information (seminar room locations and time) and your own personal schedule • Review seminar descriptions, speaker information and provide feedback after you attend each session • View all attendees and connect with them to find networking opportunities • View the exhibitor list, sponsors and tradeshow map to plan your conversations • Access all Show Specials so you don’t miss opportunities to save!

• Interact with a real-time activity feed to keep track of what people are saying, view photos, find trending seminars and topics • Take part in the City of Hope Dunk Tank Fundraiser at the Welcome Reception, by donating in person or through the app • See the airport shuttle information, UPS shipping, and more!

Get the App

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WHAT TO...

SEE AND VISIT Within easy walking distance of the Westin is White River State Park, America’s only cultural urban state park, offering a unique blend of green space and cultural attractions.

There really is something for everyone – from the world-famous Indianapolis Zoo for nature lovers, to the Indiana State Museum and Eiteljorg Museum of American Indians and Western Art for culture vultures, and the NCAA Hall of Champions for sports

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AROUND INDY

fans. There’s also a minor league baseball stadium, an outdoor concert venue, a wide range of public art and an IMAX movie theatre.

There are also a vast network of walkways, a canal and, of course, the White River to help you navigate your way around the park.

A variety of bikes and boats are available to hire, you could be more adventurous and pick up a Segway, or just go the oldfashioned way, on foot. Here’s a quick guide to the key features of the park that will be active during the show.

INDIANAPOLIS ZOO 1200 W. Washington St. Indianapolis, IN 46222 317-630-2001 info@indyzoo.com Wednesday-Sunday, 9:00am4:00pm The Indianapolis Zoo is the only zoo in the country that is triple-accredited as a zoo, aquarium, and botanical garden.

The zoo is focused on intimate animal experiences. The enclosed dolphin dome gives an in-water view of dolphin shows while recent exhibits bring visitors face-toface with tigers and cheetahs. Not to be missed this year is the new International Orangutan Center, which has been described as one of the most significant zoo exhibits in the world.

DID YOU KNOW… In 1880, Indianapolis was the world’s third largest pork packing city, after Chicago and Cincinnati.

EITELJORG MUSEUM OF AMERICAN INDIANS AND WESTERN ART 500 W. Washington St. Indianapolis, IN 46204 317-636-9378 bbeiswanger@eiteljorg.com Monday-Saturday, 10:00am-5:00pm; Sunday, noon-5:00pm Featured as one of the world’s finest Native American and Western Art collections by True West, the Eiteljorg Museum of American Indians and Western Art is one of only two such museums east of the Mississippi. It tells the stories of the North American people in all their diversity and complexity. It’s fêted as a place for historical context, artistic expression, new ideas and individual perspectives as visitors immerse themselves in the diverse cultures of the West and Native America. The museum also contains traditional and contemporary pieces by such artists as T.C. Cannon, Andy Warhol and Georgia O’Keefe.

INDIANA STATE MUSEUM 650 W. Washington St. Indianapolis, IN 46204 317-232-1637 museumcommunication@indianamuseum.org Tuesday-Saturday, 10:00am-5:00pm; Sunday, 11:00am-5:00pm The Indiana State Museum spans three floors of permanent and changing galleries, telling the story of the Hoosier state, from mastodons and dire wolves to contemporary art by some of Indiana’s best artists. In addition to the exhibits, the museum houses an IMAX movie theater, the Indiana Store and The Farmers Market Café.

AROUND INDY

NCAA HALL OF CHAMPIONS 700 W. Washington St. 317-916-4255 hocmail@ncaa.org Wednesday-Saturday, 10:00am-5:00pm; Sunday, noon-5:00pm The NCAA Hall of Champions boasts two-levels of interactive exhibits to engage visitors and create an understanding of what it takes to make the grade. The first level has all 24 NCAA sports represented and includes a novice to historian trivia challenge, current team rankings, video highlights and artifacts donated from colleges around the nation. The second level is a fully interactive area with sports simulators, a 1930s retro gymnasium and more.

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WHAT TO...

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AROUND INDY

EAT & DRINK

FOGO DE CHAO 117 E. Washington St. Indianapolis, IN 46204 317-638-4000 www.fogodechao.com If you prefer your meat presented a little differently, Fogo de Chao is a dining experience like no other. Sit back, relax and enjoy the exotic Brazilian steakhouse experience called churrasco from the centuries old Gaucho tradition of roasting meats over pits of open fire and serving them from the skewer at the table.

Lunch and dinner menus feature unlimited servings of 15 different savory cuts of fire-roasted beef, pork, chicken and lamb and a sumptuous buffet of gourmet salads and fresh-cut vegetables. Traditional side dishes of warm cheese bread, fried bananas, crispy hot polenta and seasoned mashed potatoes are served and replenished throughout the meal. The restaurant’s award-winning wine list, traditional Brazilian beverages and variety of rich, decadent desserts complement the experience.

ST ELMO STEAK HOUSE 127 S. Illinois St. Indianapolis, IN 46225 317-635-0636 800-637-1811 www.stelmos.com It was in 1902 that founder Joe Stahr named his new restaurant after the patron saint of sailors. St. Elmo has steered a true course ever since, earning a national reputation for its food, drink and service (as evidenced by the many photos of celebrity diners that grace the establishment’s walls).

As well as steaks, seafood, chicken and chops, St. Elmo offers an award-winning 20,000-bottle wine cellar.

Reservations are highly recommended, as is the restaurant’s signature shrimp cocktail – a devilish concoction ranked by The Travel Channel as the “world’s spiciest food”. St. Elmo was honored in 2012 by the James Beard Foundation when it was recognized as one of America’s Classics and by Forbes as one of the world’s 10 Great Classic Restaurants Well Worth Visiting.

THE OCEANAIRE SEAFOOD ROOM 30 S. Meridian St., Ste. 100 Indianapolis, IN 46204 317-955-2277 www.theoceanaire.com Fish more your dish? Try a visit to Oceanaire to enjoy ultrafresh seafood flown in daily from around the world. You can start with cocktails in the lounge, venture up to the oyster bar or kick back in a horseshoe booth before diving into a sea of ultra-fresh fish including steak-cut Alaskan halibut, seasonal favorites like Copper River salmon or hard-to-find delicacies like true Dover sole or bluefin tuna. Current executive chef is local boy Adam Waldrup who started his culinary career working alongside a well-known Indiana chef Dieter Puska.

DID YOU KNOW… What’s better than sliced bread? The city that birthed it!

Wonder Bread of Indianapolis was the first to publicly market sliced bread.

NADA 11 W. Maryland St. Indianapolis, IN 46204 317-638-6232 www.eatdrinknada.com On a more relaxed note, this modern Mexican restaurant brings some serious color to the Downtown dining scene and quite literally, as the restaurant is covered floor to ceiling in bright shades of red, orange and teal. The laidback taco and cocktail joint, located just steps from Monument Circle, Bankers Life Fieldhouse and the Indiana Convention Center offers a huge variety of salsas to go along with your chips and some classic small and large plate meals. There’s also great margaritas and local craft brews to wash it all down.

TASTINGS 50 W. Washington St. Indianapolis, IN 46204 317-423-2400 www.tastingsbar.com Tastings is a one-of-a-kind wine bar offering new levels of experience to everyone from the novice to the sommelier. Tastings boasts one of the largest selections in the world for winesby-the-taste, with the entirety of its 200-plus list available to taste in a two-ounce measure.

It also has one of the largest selections in Indianapolis to drink by the glass. There is also a bistro and tapas style menu with a large selection of cheese and charcuterie plates, flatbread pizzas, crostini, salads, sandwiches and desserts. The entire wine selection is also available for carry-out at retail pricing.

COACHES TAVERN 28 S. Pennsylvania St. Indianapolis, IN 46204 317-917-1191 www.coachestavern.com Finally, if you want to escape for a beer and catch the game, this locally owned and operated bar in downtown Indianapolis has been pouring drinks and serving up a big bar menu for sports fans and late night party-goers for over ten years. Check out the daily drink specials for some of the best deals in the city from behind the bar.

AROUND INDY

BAZBEAUX 333 Massachusetts Ave. Indianapolis, IN 46204 317-636-7662 www.bazbeaux.com If you’re just after a quick slice or two, try this Indianapolis institution. Named after a jester in the court of French King Louis XI who fled to Italy and became a chef in the household of Florentine statesman Lorenzo de’Medici, this lovely restaurant is tucked in the heart of the Mass Ave cultural district.

Connoisseurs flock to this Indy staple for some unusual varieties like the Tchoupitoulas (Cajun shrimp) as well as more traditional toppings (Pepperoni is still the most popular). Considered one of Indy’s best local establishments for pie.

PATACHOU ON THE PARK 225 W. Washington St. Indianapolis, IN 46204 317-632-0765 www.cafepatachou.com Breakfast and lunch staple Café Patachou is an Indianapolis culinary institution. Whether it is the thick cut sourdough cinnamon toast, the broken yoke sandwich with bacon or the giant omelets of the day, stuffed with whatever is fresh, you won’t go wrong with breakfast here.

The café’s owner, Martha Hoover, is something of a local legend in town as her Indy empire has expanded to multiple Patachou outposts, including French cafe Petite Chou and Neopolitan pizza eatery Napolese. Her emphasis on fresh, locally sourced produce has inspired loyal customers and has seen Patachou topping the list as one of Gourmet magazine’s healthiest restaurants in the nation.

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CHAT

LET’S PARTY WELCOME RECEPTION

LADIES AND GENTLEMEN, START YOUR ENGINES! THE BEST WAY TO GET THINGS GOING IN INDY IS WITH A PARTY…

About City of Hope City of Hope is dedicated to making a difference in the lives of people with cancer, diabetes and other serious illnesses. Their mission is to transform the future of health care by turning science into a practical benefit, hope into reality. They accomplish this by providing outstanding care, conducting innovative research and offering vital education programs focused on eliminating these diseases.

Founded in 1913, City of Hope is one of only 41 comprehensive cancer centers in the nation, as designated by the National Cancer Institute. Their role as leaders in patient care, basic and clinical research, and the translation of science into tangible benefit is widely acknowledged.

City of Hope continues to be a pioneer of patient centered care and remains committed to its tradition of exceptional care for patients, families and communities. Each day, they live out their credo: “There is no profit in curing the body, if, in the process, we destroy the soul.”

Learn more about City of Hope and the National Business Products Industry support at http://www.cityofhope.org/ national-business-products-industry.

WELCOME RECEPTION

You’ve had a long day travelling to Indy, possibly attending the Purchasing Clinic, or setting up your tradeshow booth. It’s time to relax! And there’s no better way to do that than by coming to the Welcome Reception, taking place in the Westin’s Grand Ballroom on Monday, November 4th from 6:00pm – 8:00pm.

It’s a great time to catch up with old friends you may not have seen since last year and a fantastic way to meet new friends and networking partners!

And what’s a party without great food, cocktails and music! Come hear Cocktail Sax, an elegant, classy jazz band playing smooth, cool covers of contemporary pop songs of the last 50 years. The band will be joined by Olga Berezhnaya on the violin. Check out her Facebook page! This promises to be a truly exciting evening!

To top it off, you won’t want to miss making a difference in the lives helped

by City of Hope during our Dunk Tank Fundraiser! Take aim at SPR’s Jack Reagan (6:00-6:20pm), OPI’s Steve Hilleard (6:20-6:40pm), Joe Templet from Essendant (7:20-7:40pm), ISG’s Mike Gentile (7:00-7:20pm), ISG’s Tom Ashburn (7:40-8:00pm), and of course, Grady Taylor (6:40-7:00pm)!

Have fun dunking each (or all!) of these willing participants, all in the cause of City of Hope!

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SEMINARS CHECK OUT ALL OF THE SEMINARS WITH ONE QUICK GLANCE...

MONDAY 2:30pm-4:30pm

TUESDAY 10:00am 11:00am

Purchasing Clinic - Westin - Capitol 1 Presenter: Grady Taylor, ISG Consultant

Westin - Grand 1-3

ICC - Sagamore 6-7

ICC - Sagamore 1-2

Westin - Grand 5

Winning Against and Winning Through Amazon

RDC 101

Competitive Selling

EPIC Business Essentials in the New ISG

Presenter: Charles Forman, EVP Sales & Marketing ISG and a panel of ISG dealers

11:15am 12:15pm

Navigating the Digital Landscape

SEMINAR GRID

Presenter: Jennifer Rae Stine, Fortune Web Marketing

1:15pm 2:15pm

ShipBuilding for Rapid Growth Building Relationships to Last a Lifetime Presenter: Krista Moore, President, K-Coaching

Presenter: Tom Ashburn, Director of Membership Development ISG and a panel of ISG dealers

ISG 411

Presenter: Marisa Pensa, Methods in Motion

Presenters: Scott Zintz, Managing Director EBE; Jackson Carpenter, Regional Business Development Manager EBE

Presenter: Tom Ashburn, Director of Membership Development ISG

Today’s Managed Services Presenter: Brian Stevenson, Director of Technology and Managed Services ISG

Board Town Hall

RDC 101

Facility Supplies

Amazon II

Presenter: Tom Ashburn, Director of Membership Development ISG and a panel of ISG dealers

Presenter: Frank Hoard, Director of Facility Supply Channel ISG and a panel of ISG dealers

Presenter: Mike Tucker, President & CEO NOPA

Presenters: ISG Board of Directors

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For a more detailed breakdown of the seminars and information on the presenters turn to page 24.

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SEMINARS WINNING AGAINST AND WINNING THROUGH AMAZON CHARLES FORMAN 10:00am-11:00am Selling on Amazon is not for everyone, but neither is just competing against them. Whether your strategy is to beat Amazon in your marketplace or leverage the Amazon platform to create sales opportunities for your dealership this dealer panel will share their successes doing both. Come hear a group of your peers discuss how they are WINNING in the age of Amazon.

Who Should Attend: Owners, sales managers and sales professionals Presenter: Charles Forman, EVP Sales & Marketing ISG and a panel of ISG dealers

RDC 101 – AN EFFICIENT WAY TO GAIN BETTER MARGINS

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SEMINARS

TOM ASHBURN 10:00am-11:00am and 1:15pm-2:15pm The RDC is the most advanced purchasing tool available to all ISG members. Benefits include the ability to buy product at direct cost without reaching manufacturers’ minimums and pre-paid freight amounts, all delivered much quicker than traditional direct-buy purchasing methods. Join us to learn the fundamentals on how the program works, and hear from experienced members who make this model a significant part of their everyday purchasing needs.

Who Should Attend: Owners and buyers Presenter: Tom Ashburn, Director of Membership Development ISG and a panel of ISG dealers

COMPETITIVE SELLING – PROACTIVE CALLING IN A REACTIVE WORLD: A SALES CLINIC FOR PEOPLE SERIOUS ABOUT SALES GROWTH MARISA PENSA 10:00am-11:00am Competitive selling starts with a proactive outbound call. In sales, we practice interruptive marketing. Our job is to make sure that interruption is worthwhile for our customers and prospects. All too often, it’s easy to get buried in being reactive vs proactive and the pipeline truly dries up!

This information packed one-hour sales clinic will provide easy to implement, practical strategies for making the most of the limited time you have to be proactive. It will provide guidance on making interruptions worthwhile, whether calling for category growth or making a purely cold call. Marisa Pensa will guide you through the most up-to-date, industry-specific methods for being proactive in a reactive world!

What you’ll learn: • The difference between consultative selling and competitive selling • Definitions of the five key players • New strategies for calling to ignite new customers • Steps to take to reignite dormant relationships • Ways to gain additional business and new contacts by leveraging your relationships with current customers.

Tangible takeaway: Five proven openings (sample scripting) for reigniting dormant relationships and fueling the fire with new relationships.

“Without a consistent flow of appointments, it doesn’t matter what your pipeline looks like today. At some point it will dry up.”

Who Should Attend: Sales professionals, sales managers and owners Presenter: Marisa Pensa, Founder of Methods in Motion For over 15 years, Marisa’s top priority has been equipping sales teams and sales leaders with the tools to be more successful, both in the field and on the phones. Marisa helps salespeople in the IDC go from ‘hello to closed’ and provides a proven process to make reordering a habit so the one-time order is avoided.

In her session at PREVAIL this year, Marisa will be sharing highlights from her new book, Competitive Selling: The Guidebook to Proactive Calling in a Reactive World. We hope you can join her for this informationpacked hour!

DID YOU KNOW… Marcella Gruelle of Indianapolis created the Raggedy Ann doll in 1914.

EPIC BUSINESS ESSENTIALS IN THE NEW ISG SCOTT ZINTZ & JACKSON CARPENTER 10:00am-11:00am How does EPIC fit into the new ISG? How can EPIC’s contracts help you truly leverage the combined strength of the new buying group?

Join us for all the info and updates on your sales accelerator! Learn how the merger gives EPIC the ability to open new doors nationwide. Hear updates on EPIC’s national contracts, new ways to expand your business, and ready-made programs to help you diversify in a changing market.

EPIC exists to help all members of ISG diversify and expand; join us to hear how we can help you grow!

Who Should Attend: All dealers looking to grow their sales in this constantly changing market Presenters: Scott Zintz, EPIC Business Essentials (EBE) Managing Director; Jackson Carpenter, Regional Business Development Manager EBE

A WEALTH OF INDUSTRY KNOWLEDGE AND EXPERIENCE GATHERED IN ONE PLACE LUKE MAUCHER, ABM

OPEN Q&A WITH MEMBERS OF YOUR BOARD THE ISG BOARD OF DIRECTORS

11:15am-12:15pm The new and improved ISG website is full of programs and services.

Understanding where to locate and how to activate this information is half the battle. If you’re a new member to the group, or have staffers who’ve recently been hired and need to understand what’s available, this is the perfect seminar for you.

Who Should Attend: Anyone new to ISG Presenter: Tom Ashburn, Director of Membership Development ISG

TODAY’S MANAGED SERVICES – YOUR BEST WAY TO GROW TONER MARGINS TODAY, & PROTECT YOUR COFFEE MARGINS TOMORROW BRIAN STEVENSON 11:15am-12:15pm “Everything as a Service” is coming.

Managed Print Services has officially crossed the chasm with Staples acquiring DEX and HP launching their “Tier 1 MPS Program” earlier this year.

Today, it’s easier and more profitable to offer MPS than ever before and it’s likely the first step toward the next phase of Managed Services within the OP category. How would it impact you if coffee, water and Jan/San also became “managed” before 2025? Could this impact your margins and revenues in a negative way or does it open the door for you to provide more value to your customer? Today, it could be coffee – tomorrow it’ll be water, HVAC, Jan/San and other products that can conceivably be connected to the network and require a periodic replacement or refill.

Who Should Attend: Progressive dealers who sell replenishable products to progressive companies.

Presenter: Brian Stevenson, Director of Technology and Managed Services ISG

SEMINARS

11:15am-12:15pm Board Town Hall Meeting Discuss group issues, share your feedback and ask questions of the new ISG Board.

Who Should Attend: All ISG members Presenters: The ISG Board of Directors

ISG 411 TOM ASHBURN

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SEMINARS NAVIGATING THE DIGITAL LANDSCAPE

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SEMINARS

JENNIFER RAE STINE 11:15am-12:15pm From search and social to content marketing, there are so many facets that go into creating a digital marketing strategy, it’s easy to get lost.

On top of that, it’s getting increasingly difficult for dealers to effectively market themselves to meet the needs of today’s workplace and its buyers. In an industry that is rapidly changing, what are the must-have online marketing tactics you need in order to compete and drive your business forward digitally? We will lay them all out for you during this interactive session as we cover where your customers are online, how to reach them and show you effective industry examples.

Who Should Attend: Owners, marketing, sales Presenter: Jennifer Rae Stine, President of Fortune Web Marketing Jennifer Rae Stine knows how to “rock the web”.

Utilizing the latest strategies and techniques, her firm specializes in increasing the digital presence for every organization they work with. Jennifer holds a BA in Telecommunications, with a minor in English, from The Pennsylvania State University, as well as an MBA with a specialization in marketing from the New York Institute of Technology. Jennifer applies over 20 years of experience in the internet marketing realm, venturing out on her own in 2007 to begin Fortune Web Marketing. Well versed in technology and multiple coding languages, as well as expert content writing, she brings a unique skill set to her team. Previously, Jennifer worked for large corporations such as Thomson Reuters, managing their online presence, search marketing and web development strategies. Fortune Web Marketing is recognized for their experience and extensive work within the Office Products Industry and you will often find Jennifer presenting at industry related conferences and is frequently published in leading OP industry publications.

FACILITY SUPPLIES, BEYOND THE NOISE! FRANK HOARD 1:15pm-2:15pm Join in this facility supplies discussion that removes the noise and stigma of Jan/San, focusing on the products and lines that make up the largest sales dollars and allow dealers to improve their margins. With a panel that is a mix of ISG dealers and suppliers, the discussion will be centered around sourcing, inventory procedures, sales and how to grow the FS channel in a way to make it a more prominent part of your day-to-day business. An open discussion will take place between dealers and suppliers about where their success lies within the FS category. From sourcing to selling, facility supplies has a different go-to-market strategy to OP and furniture, and we’ll explain what’s important for dealers to focus on.

Who Should Attend: Owners, purchasers, sourcing and sales Presenter: Frank Hoard, Director of the Facility Supply Channel ISG and a panel of ISG dealers

THE SINGLE BEST INVESTMENT I CAN MAKE TO IMPROVE MY BUSINESS EACH YEAR WARREN ROBERTS – WARREN’S OFFICE SUPPLIES

DID YOU KNOW… Indianapolis native, Albert Von Tilzer wrote Take Me Out To The Ball Game.

AMAZON II - THE EMPEROR HAS NO CLOTHES! MIKE TUCKER 1:15pm-2:15pm NOPA has become an industry leader in educating dealers on the threats posed by Amazon. In previous presentations, Mike Tucker has shared statistics and discussed the methods used by Amazon to achieve their amazing success in e-commerce, as well as highlighting strategies independent dealers can employ to protect their business. A year later Mike is happy to report that businesses large and small are having an impact and winning.

Amazon’s tactics are being exposed and successfully challenged on multiple fronts including: • Federal Investigations into counterfeiting • Legal challenges for trademark violations • Class action lawsuits • Anti-trust Investigations • Successful challenges to Amazon’s efforts to monopolize federal ecommerce

KRISTA MOORE 1:15pm-2:15pm With the many changes taking place in our industry, there is an urgent need for companies to focus on B2H, businessto-human interactions. The only way to do this is to proactively build and maintain strong “ships” – relationships, partnerships, and leadership. Join this session and learn the ShipBuilding concept, so you can attract more sales, improve customer and employee retention, and attain “mission-critical” goals faster.

During this engaging workshop, we will practice “ShipBuilding” – your key to creating sustainable relationships that will help you PREVAIL both personally and professionally.

What you’ll learn: • Why B2H should be a focus • Key success factors for creating long-lasting relationships and partnerships • Class action lawsuits • How to be the “captain of your ship” through effective leadership • Effective techniques for networking and connecting digitally Who Should Attend: Dealer owners, suppliers, manufacturers, service partners Presenter: Krista S. Moore, President of K.Coaching Inc., cofounder and CEO of CoveyLink Worldwide, writer, public speaker and author.

Krista is highly recognized as an inspirational speaker and resultsoriented executive coach. In 2003 she followed her entrepreneurial spirit and founded K.Coaching, Inc., after twenty years of sales leadership positions. Moore combines her real-life business experiences, certified business coaching and motivational style to help others achieve outstanding success in their lives and careers.

In 2016, Moore and her team launched The Sales Vault, an online, business-building learning management system utilized by thousands of sales professionals to enhance their sales strategies, training and leadership development.

Moore is host of The Krista Moore Talk Show and author of Race to Amazing: Your Fast Track to Sales Leadership. These are her “give backs” to help others continue to learn, develop and grow into being the best that they can be.

SEMINARS

Join Mike Tucker in Indianapolis to be informed on these latest developments.

Who Should Attend: Owners, sales and marketing leaders!

Presenter: Mike Tucker, NOPA President & CEO Prior to his role at NOPA, he served on IOPFDA’s Board of Directors while working as president/owner of George W Allen / EZ Print Supplies. During that time, Mike was also actively involved on the NOPA Government Advocacy Committee and has testified before Congress on several occasions.

Early in Mike’s career he began focusing his efforts on sales and marketing to the federal government. He negotiated contracts and managed federal sales teams for all the companies he worked with. Mike has negotiated national purchase agreements with numerous federal agencies for everything from supplies to furniture and speaks frequently to groups on strategies for selling the federal government.

Over the last year Mike has dedicated his efforts to becoming a subject matter expert on Amazon and educating NOPA members and helping them protect their businesses from the internet giant.

“SHIPBUILDING” FOR RAPID GROWTH – BUILDING RELATIONSHIPS TO LAST A LIFETIME

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EXHIBITOR LIST

Fortune Web Marketing.....331 Global..............................200 GMi Companies................400 GOJO Industries................130 HON................................ 137 House of Doolittle.............. 319 HSM of America................402 Iceberg Enterprises............351 Iconex...............................329 Independent Suppliers Group...............................223 Intertape Polymer..............447 ISG Info Booth...................421 JP GOULD.........................341 K.Coaching....................... 213 LC Industries......................450 Lee Products Company.......136 Lesro Industries..................416 Liberty Laser Solutions........237 Linkmax Paper................... 210 Master Manufacturing........230 Mastervision......................124 MAX USA Corporation......140 Maxell.............................. 110 National Office Products Alliance.............................239 Neenah............................. 118 Nestle Professional............. 116 Newell Brands................... 317 Office Snax.......................235 Office Star Products...........129 Officemate International.....108 OPSoftware....................... 114 PapaNicholas Coffee.........106 Pentel of America...............414

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* All information correct at time of going to press

Phoenix Safe.....................320 Pilot Corporation of America............................133 Prima Edge........................ 119 Right Angle Products..........104 RJ Schinner........................143 Royal Sovereign.................102 Rubbermaid Commercial Products............................ 315 S.P. Richards......................201 Safco................................ 216 Samsill..............................250 Saunders...........................243 Shachihata........................418 ShurTech Brands................ 117 Smead/U Brands...............308 Smuckers...........................128 Special T...........................147 SSI....................................132 Staedtler MARS.................336 Storex Industries................342 Supplies Network..............432 SYNNEX/HP......................330 Tabbies.............................333 Tarifold.............................245 Tennsco.............................231 TOPS Products...................436 Tripp LIte...........................344 uni-ball Corporation...........306 UPS..................................449 Verbatim Americas............. 115 Veritiv...............................100 Victor Technology..............309 Vistar................................ 151 Zebra Pen Corporation......328

TRADESHOW

3M...................................338 ACCO Brands....................209 Accutech...........................246 Acme United Corporation...105 Amax................................ 101 American Tombow.............232 Arlington...........................204 Artistic Products.................228 Avery Products..................301 AVW/MaxPro...................103 Baumgartens.....................122 BIC USA............................ 111 Boss Office Products...........305 Brother International.......... 314 Bush Industries................... 311 Charles Leonard................ 112 Chicago Lighthouse Industries...........................208 City of Hope...................... 215 C-Line Products..................334 Clover Imaging..................229 COE Distributing................428 Crayola.............................440 DCS..................................126 Deflecto............................247 Dial / Henkel.....................207 DiverseID..........................138 Domtar..............................409 ECi Solutions.....................145 Eco-Products......................134 Energizer..........................404 Energy Zone......................123 Energy Zone......................345 EPIC Business Essentials......221 Essendant..........................323 Eurotech............................322 Fellowes Brands.................242 FireKing International.........109 Flash Furniture...................337 Food/Beverage Break Area.......... 251/350/415/417

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FLOORPLAN

TRADESHOW

* All information correct at time of going to press

FLOORPLAN

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ENTRANCE

INDY INFO QUICK FIRE FACTS The first train robbery in the United States occurred in Indiana when a gang of robbers stopped an Ohio and Mississippi train in Jackson County and looted $13,000. The event took place on October 6, 1866.

In 1862, Richard Gatling, of Indianapolis, invented the rapid-fire machine gun.

Notorious crime boss John Dillinger, whose gang was responsible for dozens of bank heists and a handful of police station robberies during the Depression era, hails from Indianapolis. He quit school to work in a machine shop in the state capital before moving on to a life of crime.

“America’s oldest magazine,” The Saturday Evening Post, is headquartered in Indianapolis.

The magazine is probably best known for its iconic covers, 323 of which were painted

by Norman Rockwell over the course of five decades.

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INDY INFO

Indiana produces more professional basketball players per capita than any other state in the country.

On average, 26 of every million Indiana citizens will play in the NBA.

Crown Hill Cemetery is the third largest cemetery in the United States.

More than 100 species of trees are native to Indiana. Before the pioneers arrived more than 80% of Indiana was covered with forest.

Now only 17% of the state is considered forested.

Colonel Sanders was from Indiana, not Kentucky. The American businessman, Colonel Harland David Sanders, was born in the small town of Henryville.

Indianapolis claims to be home to the world’s largest Christmas tree, a title the city has held since 1962.

The tree sports 52 strands of garland and nearly 5,000 lights in the display known as the Circle of Lights.

PARTYTIME CLOSING PARTY

NIGHT AT THE MUSEUM

FOOD, FACES AND FUN: AN INDIANA CELEBRATION!

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PARTY

Join us at the Indiana State Museum for PREVAIL 2019’s closing event, sponsored by S.P. Richards, after the tradeshow concludes on Tuesday. A short walk away from the conference hotels and convention center, this evening is about the sounds, tastes and history that is Indiana.

While Indianapolis is known for the most famous of automobile races, the Indy 500 is just one of many historic facets of Indiana. Washington Street, which runs along the north side of both the Westin and the Marriott, is Indiana country’s original

“National Road” – US 40. Indiana has sent men to the White House and men to the Moon, reared incredible athletes and agricultural icons. Not to mention the musicians and actors, hoodlums and clowns who called the city home.

Join us at the Indiana State Museum, where you can visit the galleries to learn more about this great state ISG called home for over 40 years. Wander through the prairie experience, and the celebrity hall – take a journey from the age of mastodons and mammoths to 21st century science, art and culture.

DID YOU KNOW… The Slippery Noodle Inn, one of the city’s most popular bars, was a stop on the Underground Railroad.

Food favorites from Indiana cookbooks and local micro-brews will set the pace for this evening’s tasty treats and fun.

And don’t forget to participate in the Prize Drawing Presentation and $5,000 Grand Prize Contest! There will be a variety of prize drawings from the Tradeshow, complements of our very generous exhibitors and then, the dealers that participated in the Tickets to Treasure promotion earlier in the day will be eligible for that Grand Prize of $5,000! You won’t want to miss it…and you have

to be present to win so be sure to be there!

And if that wasn’t enough, dance to the beat of The Doo Band, playing all of your favorites! It’ll be easy as ABC, for all you Brown-eyed Girls, you’ll just wanna Cruise. So Don’t Stop Believin’, join all your Friends in Low Places and ROCK in the USA. Sad that PREVAIL 2019 is nearly over? Shake It Off, and join us for some Walkin’ on Sunshine…

Oh, What a Night!

PARTY PAGE 35

ISG STAFF EXECUTIVE TEAM

MIKE MAGGIO

Chief Executive Officer mmaggio@isg.coop 847-261-0028

JILL O’NEILL

Vice President, Merchandising joneill@isg.coop 847-261-0037

MIKE GENTILE

President gentile@isg.coop 847-261-0027

GENE RIGITANO

Vice President, Finance grigitano@isg.coop 847-261-0039

CHARLES FORMAN

JEFF MATTHEWS

EVP Sales and Marketing forman@isg.coop 847-261-0033

Chief Financial Officer matthews@isg.coop 847-261-0047

BRIAN STEVENSON

Director, Technology & Managed Services bstevenson@isg.coop 847-261-0036

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STAFF & BOARD

BOARD OF DIRECTORS David Guernsey Chairman Guernsey Office, Dulles, VA 20166 ceo@buyguernsey.com 703-968-8200 Jordan Kudler Co-Vice Chairman Legacy Office Solutions, Brooklyn, NY 11208 jkudler@crest-op.com 718-235-2200 George Wood Co-Vice Chairman Greenwood Office Outfitters, Fort Worth, TX gwood@greenwoodos.com 877-884-9104

Thomas Jordan - Treasurer Herald Office Supply, Dillon, SC 29536 tmjordan@hosnet.net 843-774-5155 ext. 1109 Gary Ables - Secretary Ables-Land Inc., Tyler, TX 75702 gary@ablesland.com 903-593-8407 Ian Wist Immediate Past Chairman Wist Office Products, Tempe, AZ 85285 ianw@wist.com 480-921-2900 Yancy Jones Sr Chairman-Pinnacle TSRC Inc., Ashland, VA yjones@trscinc.net 804-412-2759

Bruce Eaton Vice Chair-Pinnacle Eaton Office Supply, Amherst, NY 14228 bceaton@eatonofficesupply.com 716-691-6100 Tonya Horn Rogard’s, Champaign, IL 61824 tonya@rogards.com 217-359-1795 Kevin Johnson Warehouse Direct, Des Plaines, IL 60018 kevinjohnson@warehousedirect.com 847-952-1925

Brian Kerr Kerr Workplace Solutions, Elizabethtown, KY 42701 bkerr@kerrog.com 270-765-6171 Tim Triplett Triplett Office Essentials, Des Moines, IA 50322 ttriplett@tripletts.com 515-270-9150 John Leighton Office Basics, Boothwyn, PA 19061 jleighton@officebasics.com 610-471-1000

ISG STAFF

TOM ASHBURN

JANET ESHENOUR

Director of Dealer Development ashburn@isg.coop 847-261-0083

Director of Marketing eshenour@isg.coop 847-261-0080

ERIK JENSEN

IT Administrator ejensen@isg.coop 847-261-0031

BARBARA KRAUS

Credit Manager bkraus@isg.coop 847-261-0040

FRANK HOARD

Director, Facility Supply Channel hoard@isg.coop 847-261-0049

KELLY LAYDEN

Associate Purchasing Manager klayden@isg.coop 847-261-0045

ALLISON LITTLE

Director, Member and Supplier Communication alittle@isg.coop 847-261-0034

TJ CRAYNE

Director IT tcrayne@isg.coop 847-261-0051

MARIE SCHMIDT

DIANE PAKONEN

Office Manager mschmidt@isg.coop 847-261-0035

Customer Service Manager dpakonen@isg.coop 847-261-0041 INTEC STAFF

Customer Service Associate mmodelski@isg.coop 847-261-0048

BOB SAMBORSKI

Systems Administrator rsamborski@isg.coop 847-261-0042

RACHEL DORMAN

Rebate Manager rdorman@isg.coop 847-261-0038

LALANI BOWEN

Accounting & Systems Support lbowen@isg.coop 847-261-0044

TANYA ROSS

Manager, Partner Development & Technology tross@isg.coop 847-261-0170

STAFF & BOARD

MAUREEN MODELSKI

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ISG STAFF EPIC BUSINESS ESSENTIALS

SCOTT ZINTZ Managing Director szintz@epicbe.com 630-220-9505

ANDY SULLENBERGER Customer and System Support Manager asullenberger@epicbe.com 847-261-0054 EPIC Business Essentials is the nation’s largest force of independent dealers who are here to provide you with a buying experience like no other, an experience that is, well…EPIC! It is the collaboration of the two

AMANDA LUSK

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EBE STAFF

Administrative Assistant alusk@epicbusinessessentials.com 847-349-9545

SANDY TEETS Implementation Specialist steets@epicbusinessessentials.com 317-663-8604

DAVIDA TOWNZEN Implementation Supervisor / Collections dtownzen@epicbusiness essentials.com 847-261-0057

JACKSON CARPENTER Regional Business Development Manager jcarpenter@epicbe.com 828-395-7458

PAM QUACKENBUSH Accounting and Systems Support Supervisor pquackenbush@epicbe.com 847-496-7529

TASHA CARTER Sales and Marketing Coordinator tcarter@epicbe.com 779-774-4289

biggest office products cooperatives in the United States – both with decades of experience and success working with all types of industries of all sizes.

DOUG FOX Pricing and Systems Supervisor dfox@epicbe.com 317-579-1140

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PREVAIL INFORMATION

NOTES

PREVAIL INFORMATION

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SPONSORS

THANK YOU SPONSORS ISG recognizes and thanks our PREVAIL 2019 sponsors for making this event possible.

THANK YOU SPONSORS PAGE 43

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