QUARTER IV - 2025
inside
Indoff CORPORATE NEWSLETTER
Contents 3 5 6 7
CEO MESSAGE The 38th Lap
INDOFF’S NEWEST EMPLOYEES Introducing New Sales Partners and Corporate Employees
MARKETING Your Business, Our Support
8 9 11
BUSINESS DEVELOPMENT New Year, New Momentum
RECRUITING 2025 - A Successful Recruiting Year
ANNIVERSARIES Employee Milestones
PRESIDENT’S MESSAGE The First Lap
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From the CEO Welcome to 2026
H
Jim Malkus CEO
appy New Year – here’s wishing you all a very happy, healthy and prosperous 2026! I never thought I would be saying those words to the Indoff team when I was hired in March of 1988, but here I am.
It will take a couple of weeks to finalize the numbers, but here are some things I do know already: • • •
•
•
We will secure more business in 2025 than we did in 2024 – this is a win. If we can increase year-over-year annually, we’ll all end up in a pretty good place. Our billings will be up over 2024, but our gross margins will be down. You’ll see me sharing some specifics on this as we wrap up the year, but trust that my underlying message will be simple: be sure you are charging for your expertise. Our customers want and need your help; don’t be afraid to get paid for it. We added some wonderful new Partners this year; this is key to our growth. The Indoff opportunity is unique and tremendous; tell your friends and friendly competitors about it. We have numerous Partners who have been with us 20+ years (even a few 30+ now) – share why you have stayed. It’s the most powerful testimonial we have in recruiting new Partners. Our Champions Circle Meeting in May in Boulder, Colorado was fantastic (thank you Robin Migdal & Ken Groth, our honorary Partner host), and the Global Trade Show in September was also excellent. We will host our Indoff National Sales Meeting at the Global Trade Show this September in Dallas; details will be shared in the coming months. Our relationship with Global remains strong; they have left us alone as promised when they acquired us in May 2023. They understand the unique nature of Indoff, and they appreciate everyone’s efforts to continue to deliver strong results.
I’m optimistic that 2026 will be a good year for us all. I think “tariffs” are now somewhat taken in stride, and customers are moving ahead with their plans for expansion and efficiency. Stay available; they need your expertise and advice. Looking for new markets or opportunities to grow in the coming year? Consider reaching out to Tom Vanhoozer for ideas, contact Margaret Wiggemansen for Promo for All or call Courtney Brazell to learn more about shop.indoff.com. I’m excited about the new year, and I am thankful for the continuing opportunity to work with all of you. Happy New Year – let’s make 2026 a year to remember!
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800 388 8202
Newest Partners MATERIAL HANDLING
Victor Ortiz
David Valdez Armando Montano James Burns
COMMERCIAL INTERIORS
BUSINESS PRODUCTS
Ken Altiero
Lynn Marchant
Newest Corporate Isabelle Rizi
Jordan Moore
Marketing Specialist Appliance Division
A/R Payment Coordinator
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Marketing
Your Business, Our Support
Michael Dormagen Marketing Director
A
t Indoff, we know that our Partners are the heart of everything we do. You are more than just sales reps; you are business owners. You are the “eyes and ears” on the ground, meeting with customers and finding new opportunities every day. Your hard work is what keeps Indoff growing, and the Marketing Department is here to make sure you have the tools you need to succeed. Our marketing department consists of a small team of two. Since there are only two of us driving marketing for all of Indoff, we must be strategic about how we allocate our time. We’re unable to assist every Partner every week, but that doesn’t mean we’re not here for you. We focus on high-impact projects that help you represent the Indoff brand with professional, high-quality materials that’ll assist you in closing the deal. To give you a better idea of how we can work together, here are just two of many examples of Partners who requested our services: Kim Gregory – Furniture Catalog Kim reached out to us because she was bidding for a project with a large construction company. She didn’t just ask for “a catalog,” but instead came prepared. Kim provided us with everything we needed: SKUs, product descriptions, costs, high-quality images, and more. • The Result: Because Kim did the legwork up front, we were able to design a professional custom catalog in record time. She removed the guesswork for us, which meant no time was wasted on back-and-forth emails and guessing about what information to include or not. Duane Young – Texas Safety Legislation Duane stayed ahead of the curve by spotting a new law in Texas (House Bill 33). This law requires schools to have specific safety items on-site, such as ballistic shields. Duane sent us the documents for the law itself, the particular products and sources he wanted to use, and clear instructions for a flyer. • The Result: We created a professional flyer that Duane could send to his local school contacts immediately to initiate conversations. This wasn’t just a win for Duane; it is a flyer that other Partners can also use, as we have made a version for Texas specifically, and a more generic one that will work nationwide. To ensure we can help as many people as possible, we request that submissions have a clear goal. Here is the “Recipe for Success” when working with us: • • • •
Provide the Data: Just like Kim and Duane, please have your SKUs, pricing, images and any additional information ready. Define the Goal: Tell us exactly what you want to accomplish with the project. Think Long-Term: We love creating evergreen pieces that you and other Partners can use for months or even years to come. Be Mindful of Deadlines: If you have a big meeting on Friday, please don’t wait until Thursday to reach out! It takes time to create materials and so we need to ensure we can even get it done. Additionally, the more lead time we have, the better the final product will be.
You are the experts in the industry, and we are here to support you. We can’t provide materials for every cold call or meeting, but for those larger opportunities, we can be your secret weapon. Let’s work together to show your customers why Indoff is the best in the business.
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President’s Message The First Lap
Josh Long President
U
pon completing my first lap around the sun in my role, I have experienced firsthand the diverse expertise and solutions Indoff offers its customers. Our partners are the face of Indoff, and each Partner is truly unique in what they offer. This is challenging for most leaders that come from a traditionally managed business with a managed sales force. I see our Partner program as a unique opportunity to provide endless solutions and value for our customers. As we move into 2026, my focus is to continue learning more about the Partners, vendors, products and our capabilities to best frame Indoff’s value proposition. We will continue providing tools to enhance the Partner experience and the growth of Indoff. In 2025 we tested google ads, lead generation platforms and doubled down on our strategic sales efforts. We opened shop.indoff.com to be viewed and utilized without login. We found success in some areas more than others, but the point is we are investing in the future of Indoff and the Indoff Partners. For 2026 we plan to continue investing in additional pilot programs and enhancements to our systems. All with the same goal in mind. To help the Partners grow the business. Rob Gallant got us off to a good start by identifying strategic accounts with key Partners and adding Equalis, a key GPO in the state, local and education market. Tom Vanhoozer, with the help of Joanne Rafa, now leads these efforts and I expect to see this as a key growth avenue for Indoff going forward. Since the acquisition of Indoff by Global Industrial in 2023, Global has become a top vendor. Vendor selection remains the choice of the Partner and Partners continue to push Global. Our Global Industrial sales have grown year over year and continue to provide improved margins while reducing customer costs. Partners continue to learn which key Global Industrial offerings to push. Our corporate staff continues to advocate for Partners when challenges and opportunities arise. Courtney Brazell and Adam Heck head up our weekly communication to further improve the inter-company sales process. We continue to promote applicable Global products through our eMarketing efforts in hopes to drive customers to think of Partners for more solutions than they are currently aware of today. Promo For All and shop.indoff.com continue to provide passive income streams to Partners while increasing the number of solutions Indoff has to offer. If you have not taken time to explore either of these opportunities, I strongly recommend that you consider them. Thanks to our Partners and our corporate staff, Indoff managed another successful lap around the sun. I look forward to being a part of our continued growth for many laps to come and I encourage any of you to reach out to me with opportunities or challenges you have. Indoff is committed to moving forward. I look forward to a great 2026 with all of you!
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Business Development
New Year, New Momentum
T
Tom VanHoozer
Vice President of Business Development
he start of a new year gives us a chance to pause, reflect, and appreciate how far we’ve come. Just as the seasons shift, our business evolves — and 2025 was a year that demanded both resilience and adaptation across every division.
Commercial Interiors saw steady growth at 7%, while Business Products had to pivot quickly after a major vendor exited the industry. Yet across the board, Partners found ways to turn challenges into opportunity. Many achieved remarkable gains over 2024: • •
Bruce Large grew more than 350%, thanks to a proactive plan set early in the year. Debbie Surface increased her Promotional Products business by 20%, narrowly missing Champions Circle.
These results weren’t luck — they were the harvest of seeds planted in 2024. And it’s not too late for anyone to plant their own for 2026.
Strategic Sales Team Progress In 2025, Indoff launched the Strategic Sales team, originally led by Rob Gallant and now co-led by Joanne Rafa and me. The team’s mission is to help Partners grow through GPO (Group Purchasing Organization) opportunities — a powerful entry point into the SLED market (State, Local, Education). Current GPO relationships include: • Equalis • TIPS • Allied States Region 18 & 19 • Good Buy This team generated $1.1M in new business in 2025, laying the foundation for a $5M+ goal in 2026. To learn more about Equalis and how you can join our efforts with the various GPOs, please contact me directly. The more successful we are with the programs, the more opportunities they’ll send our way. Partners are encouraged to engage with their regional Equalis representatives and view GPOs not as low margin bid work, but as relationship driven, repeatable business opportunities. Early engagement before an RFP hits the street is key.
Planning for 2026: Four Recommendations 1. Create a Personal Vision Statement Example: “As an Indoff Partner, I am here to provide excellent customer service and the resources my clients need.” 2. Choose a Word for the Year My personal words for 2026: Resilient Growth. 3. Analyze Your 2025 Production Identify gaps, opportunities, and areas where staying in front of customers will drive momentum. 4. Commit to Crossover Selling Make 2026 the year you collaborate across divisions to expand your reach and value.
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New tools and resources will be added to Confluence to support these strategies. For now, the message is simple: every Partner makes a difference, and 2026 is full of opportunity for those willing to prepare, collaborate, and grow.
Recruiting 2025 - A Successful Recruiting Year
I • • • •
Angela Suntrup Vice President of Recruiting
ndoff is proud to announce a successful 2025 Recruiting year, welcoming 26 new Partners into the Partner Program. This group included: 10 (MH) Partners 5 (BP) Partners 10 (CI) Partners 1 (Promo) Partner
Collectively, these new Partners generated $4 million in sales, demonstrating both the quality of the recruits and the strength of the Partner Program. Building on this success, the Recruiting department is preparing initiatives for 2026 designed to accelerate Partner growth. • • • •
The Recruiting department will actively promote national account access to HON, Global and AIS. We will emphasize the Equalis Group Purchasing program, reinforcing its commitment to public sector and cooperative purchasing customers. Within the Business Products division, Indoff will promote its readiness and national capabilities with SP Richards, ensuring Partners can confidently support customers. For MH we will emphasize access to one of the largest product portfolios in the industry. That’s what happens when you join Indoff—now a part of Global Industrial.
Indoff continues to attract experienced sales professionals and business owners who are able to quickly leverage the company’s vendor relationships, marketing, and support systems. Our best hires come from Partners! If you know someone who would make a good Indoff Partner, please reach out to the Recruiting department. We offer a $1000 referral fee. If you know a family member or friend who might be a good salesperson and mentee, now is a great time to bring them on board. For 2026 Indoff is offering 75% commission rate for year 1 for a mentee. Simply call or email angela.suntrup@indoff.com. Please include a “training Plan” outlining how you will help the mentee succeed. This plan should include industry knowledge and basic sales training. Year 2 and going forward, the mentee will earn 50% commission rate. Keep in mind this is a time commitment and sales of the mentee will be low while they learn the business.
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Partners of the Month OCTOBER MH CI BP PP ALLIED
NOVEMBER
Ken Martinez Kristina Venable Sean Stinson John Hollern, TAS Dan Contestabile
$489,547 $298,108 $95,446 $353,451 $402,516
MH CI BP PP ALLIED
Peter Harnack Vicky Pape Tina Johnson John Hollern, TAS Chris Koeneman
DECEMBER $364,151 $402,705 $81,582 $353,451 $423,167
MH CI BP PP ALLIED
Victoria Bloom Doug Black Tina Johnson Keith Harris, CAS Chris Koeneman
$577,272 $490,786 $166,392 $81,817 $441,801
Anniversaries Congratulations to the following Partners who are celebrating their Employment Anniversaries with us in the months of July, August, September, and October 2025:
30 Years John Vasquez Trip Townsend
25 Years 11/10 11/28
Joe Vander Zanden
20 Years 11/14
Instead of our usual charity donation, Indoff adopted a local family through the 100 Neediest Cases campaign. This St. Louis tradition has been helping neighbors in need since 1922. It has grown from a small holiday dinner into a massive community effort that raised over $1.75 million in 2024. We were proud to support this legacy by helping a family have a much brighter holiday season.
Stacy Bernhardt 12/1
15 Years
10 Years Michael Marganti 11/2
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