National Religious Contracts

1
National Religious Contracts

• Update August 2004
• Presbyterian Church USA
• LCMS
• ELCA
• LifeWay

2
National Religious Contracts

• Sales Year-end 2003 393 Units
• LifeWay 29
• United Methodist Church 25
• Evangelical Lutheran Churches of America 20
• Lutheran Church Missouri Synod 16
• Presbyterian Churches USA 8
• Christian Reformed 1
• Church of the Nazarene 1
• Contracts renewed 1/1/2004-12/31/2004

3
Religious Rebate Certificate

• Model Rebate Amount
• CR1610/RN2000 100
• RN2030 150
• RN2235 175
• RN2530 250
• RP3105 300
• RP3505 400
• RP3700/3790 450
• V8000 900
• CR/RN/RP color cylinder 50

4
New Opportunities

• Added affiliated institutions
• Hospitals
• Schools
• Nursing Homes
• Assisted Living
• V8000 added
• 50.00 rebate for color cylinders
• (not for V8000 color cylinders)

5
How Rebates Work

• Rebates are paid by RISO, Inc. as the
  manufacturer
• Rebates are submitted after the sale is invoiced
• Use the rebate as a pre-sale inducement to select
  RISO products
• Rebates do not affect your commission

6
The Process

• Procure the rebate certificate
• Download from RISO web site
• End user or sales rep
• Fill-in info
• Serial number
• Fed ID
• Forward rebate certificate to proper HQ

7
Certificates are on RISO web site
8
Where does the rebate go?

• Each rebate certificate has instructions for
  processing
• LifeWay, LCMS and ELCA forward the rebate to
  their HQ first
• They enter customer info into their own data base
• They forward to RISO for payment
• Presbyterian USA, UMC, Christian Reformed, Church
  of the Nazarene are sent directly to RISO for
  payment

9
All Purchasing Partnerships

• Denominational Religious Headquarters negotiate
  pricing agreements with selected vendors to
  provide goods and services to their churches and
  affiliated organizations
• Even the smallest church/organization benefits
  by having access to National Account pricing

10
Purchasing Partnerships 2004

• PCUSA Presbyterian Purchasing Partnership
  http//horeb.pcusa.org/partnership/suppartners.htm
  
• LCMS National Contract Program
  www.lcms.org/pages/internal.asp?NavID2275
• ELCA ELCAdvantage Program www.elca.org/hr/advanta
  g.html
• UMC GCFA National www.gcfa.org
• LifeWay Christian Stores www.lifewaystores.com/lw
  store/office_products.asp
• RISO is the exclusive digital duplicator provider
  on all the contracts

11
Presbyterian Purchasing Partnership

• Provides negotiated pricing agreements with
  selected vendors to provide goods and services to
  the churches and affiliated organizations within
  the Presbyterian Church (USA)
• All affiliates benefit by having access to PCUSA
  National Account pricing, even the smallest
  church/organization

12
Presbyterian Purchasing Partnership Pamphlet

• Quick Reference guide (see their web site)
• Segmented into specific industries
• Description of product/service
• Lists all approved vendors
• Eligible vendors must meet social policies of
  PCUSA
• Project Equality
• EEOC compliance
• RISO meets compliance
• Provides contact information and Vendor Web sites
• Partner vendors include
• RISO
• Stevens Van Lines
• Office Depot
• Imagistics, Pitney Bowes

13
Presbyterian Communities

• There are many groups within the Presbyterian
  community
• Offer the rebate
• Process rebate through PCUSA

14
Lutheran Synods

• There are many groups within the Lutheran
  community
• We have contracts with 2 of them
• LCMS
• ELCA
• Any other Lutheran groups
• Offer to process rebate through one of the above
• Give them the choice
• Advise them that they will be added to data base
  of denominational HQ
• Do not double rebate

15
Lutheran Church Missouri Synod (LCMS)

• Provides negotiated pricing agreements with
  selected vendors to provide goods and services to
  the churches and affiliated organizations within
  the Lutheran Church Missouri Synod
• Provided access to National Account pricing for
  even the smallest church/organization within LCMS

16
LCMS National Contract Program

• National Contract Program Brochure
• Describes the program
• Provides contact information
• Vendor Web site
• Partner vendors include
• RISO
• 4 moving companies, Stevens, Allied, United,
  Bekins
• Office Depot
• Xpedx
• MCI
• Imagistics, Insight, Minolta
• Church Plaza-church furnishings

17
Evangelical Lutheran Church of America (ELCA)

• Provides negotiated pricing agreements with
  selected vendors to provide goods and services to
  the churches and affiliated organizations within
  the ELCA
• Provides access to ELCAdvantage National Account
  pricing for even the smallest church/organization
  within the ELCA

18
ELCAdvantage Partners in Good Stewardship
The ELCAdvantage Program is a national,
cooperative buying program designed for use by
ELCA congregations and affiliated agencies,
institutions, and organizations. This program
enables collective, volume purchasing of
commonly-used products and services. The ELCA
churchwide organization has developed partnership
agreements with preferred providers who offer
high-quality products and services, competitive
prices, and excellent customer service and
support. When an agreement is negotiated, all
ELCA affiliated entities may utilize it. The
decision to use an agreement is voluntary and
there are no membership fees. Some agreements may
also be used by individual congregational members
and staff who are employed by an ELCA affiliate.
Agreements include pricing and performance
standards, and periodic evaluations are conducted
before renewal or renegotiation. From ELCA web
site
19
ELCAdvantage Program

• ELCAdvantage Program Brochure
• Describes the program
• Provides contact information
• Vendor Web site
• Partner vendors include
• RISO
• Office Depot
• Moving services
• Insurance companies
• Computers

20
Sales StrategyLutheran Presbyterian

• Use the actual name of the denominational
  program
• LCMSNational Contract Program
• ELCAELCAdvantage Program
• PCUSAPresbyterian Purchasing Program
• Use the denominational brochure
• Most churches dont know these denominational
  contracts even exist
• Point out the various vendors
• Use Office Depot as the common vendor of all 3
  purchasing programs
• Everybody uses office supplies
• Take advantage of discounted prices at Office
  Depot

21
United Methodist Church

• Does not offer a purchasing contract program for
  their affiliates.
• However, they support RISO,Inc on their web site
• Web site encourages affiliates to choose RISO for
  their duplicator    
• If your church is in need of a new
  copier, encourage them to buy one from Riso, Inc.
  GCFA participates in the Riso Manufacturer's
  Rebate Program. A portion of the sales of copiers
  and toner cartridges to UM churches and
  organizations goes toward JUSTPEACE.    Go to
  http//www.riso.com/public/religiousrebate.asp
  for more information.
• From GFCA web site

22
GFCA-United Methodist Program

• GFCA
• United Methodist HQ sends their rebate
  contribution to a designated mission
• GCFA designated these funds to go to JUSTPEACE
  for the year 2004
• JUSTPEACE Center for Mediation and Conflict
  Transformation is "a mission of The United
  Methodist Church to engage conflict
  constructively in ways that strive for justice,
  reconciliation, resource preservation and
  restoration of community in and through the
  Church to the world in which we live." To learn
  more about JUSTPEACE visit their website at
  www.justpeaceumc.org.
• From GFCA web site

23
LifeWay

• LifeWay
• Christian retail store
• membership is not required in order to purchase
  from LifeWay stores
• Embraces many Christian religious denominations
• Utilize LifeWay as the rebate source when you
  encounter church communities not covered under a
  specific named contract
• Advise them that they will be added to LifeWay
  data base
• We encourage use of rebate to close business
• But never to double rebate!

24
LifeWay Office Products

• A Service of LifeWay Christian Stores LifeWay
  endorses Toshiba America Business Solutions
  (TABS) and RISO, Inc. as exclusive providers of
  copiers, fax machines and Digital
  Printer-Duplicators. Our National agreements with
  Riso and Toshiba ensure that you will receive
  high-volume savings and convenient local dealer
  service.
• From LifeWay web site

25
Characteristics of a LifeWay Prospect

• Christian-based faith
• the  prospect  purchases any Christian based
  religious items (from any source, not
  necessarily LifeWay!)
• bible,
• religious medals,
• Christian music, etc.
• The LifeWay rebate applies 
• Please advise your prospect that LifeWay adds any
  rebate recipient to their own data base
• they will likely receive marketing info from
  LifeWay occasionally. 
• This also applies to any of the religious
  affiliates, such as hospitals, schools, assisted
  living etc.

26
RISO Strategy

• Training session tools
• PowerPoint Presentation
• Copy of mailers and certificates from Riso web
  site
• Link-enabled brochure
• Park Street Church Application Snapshot
• Order from customer service 1810
• Download PCUSA brochure from web site
• There is a limited supply of hard copy brochures
  available on a 1 time basis from
• PCUSA
• LCMS
• ELCA
• Contact kryan_at_riso.com if you would like a copy
• BSM/DSM Training/strategy session with sales reps
  
• review data base

27
Sales Blitz

• Select a denomination
• Identify all those institutions within sales
  territory
• Identify current customers
• Telemarket current customers
• Sales calls for new prospects week
• Use the denominational National Contract as the
  reason for the call
• Did you know that you have the power of national
  account pricing through your own HQ?
• Your contract may have national account pricing
  for office supplies at Office Depot, moving
  companies, office equipment
• Let me show you your contract/brochure/web site

28
Sales Call Talk Track

• Turn cold calls to warm calls
• Deliver Purchasing Partnership pamphlet where
  available
• Show list of approved vendors
• Explain that Partnership lets them enjoy the
  benefits of national account pricing/special
  rebates
• Point out contract with Office Depot, where
  appropriate
• Every church buys office supplies
• Partnership ensures that vendors are in
  accordance with policies of the denomination

29
Sales Call Talk Track

• Introduce RISO as an approved provider of
  Printer-duplicators
• Explain RISO concept
• Ask about their current systems
• Explain new products as appropriate
• Link-enabled benefits
• V8000

30
Sales Offerings

• Prepare sample proposals shown in monthly
  payments (you can lease this system for as
  little as.per month)
• RN2235
• RN2235 with P62x
• RP3105
• RP3105 with P62x
• RP3105 with M62x
• RP3105 with M820

31
The RISO Web site

• PDFs are available
• Individual certificates for rebates
• Contract renewal announcement mailers
• Contains denominations endorsement letter
• Download copies and keep in your car for calls

32
Cautions!!

• But please use the appropriate rebate certificate
  for any Methodist, Presbyterian or Lutheran
  facility. 
• As for the Lutherans, please use the appropriate
  rebate for LCMS or ELCA. 
• Any Lutheran facility which does not fall under
  either ELCA or LCMS, please use one or the other,
  
• unless the prospect has an objection, in which
  case use LifeWay.
• Please do not use LifeWay as a catchall,
• Use the appropriate denominational rebate
• If your prospective sale is clearly from one of
  the contractual denominations, dont use LifeWay
• If you do, we will have to reverse it.  It causes
  a lot of problems for us in Danvers and
  disgruntles the denominations.
• Also, just one rebate per customer sale,
• never try to double rebates by using LifeWay and
  another denominational certificate.