Gary Stiffler, President and CEO of The MATLET Group, discussed “Winning Insights on How to do Business with Large Corporations” during a panel discussion in Purchase, New York on March 26.  The event was part of a series developed by the Greater New England Minority Supplier Development Council’s (GNEMSDC), a non-profit agency of national and local major corporations.

The event was hosted at the corporate headquarters of PepsiCo, a corporate member of the GNEMSDC, as part of the company’s ongoing efforts to expand its supplier diversity initiatives.  The GNEMSDC speaker series is designed to provide minority businesses with essential information to successfully compete for business at corporate member companies of the council.  Stiffler is currently serving a two-year term as Chair on the Council’s Minority Business Input committee.

Stiffler was selected to speak on the panel for the unique perspective he has acquired as a 30-year printing industry veteran and former executive at World Color and Quebecor World.  The MATLET Group, which he has led since 2005, is a mid-sized company that serves many large corporations.  His experience of what these companies require of their suppliers, coupled with his keen understanding of the decision making process at large companies, made him an ideal panel contributor.

“I thought it was a lively and knowledgeable session on how small, minority-owned companies can develop and nurture relationships with Fortune 100 companies,” remarked Stiffler.  “It’s important to focus on specialty when presenting to large companies, especially when you take into consideration the long sales cycle and a larger company’s risk tolerance.

“Our panel provided solid insight on a number of topics.  Besides the risk management and risk mitigation issues, the panel talked about the use of participating on corporate advisory boards to help with relationship building.  Developing creative partnerships with other companies helps increase capacity to take on large bids, and effective sales strategies are absolutely critical in order to maintain cash flow while working through those long sales cycles.  We also urged the audience to focus communications around their company’s specialty – what they do best – and the need for a strong Internet presence that includes Social media.”

Other panel members included Virgina P’an, CEO of Yumi Eco Solutions; Memo Kahan, President of PromoShop; and Sarah Kinard, Print Production Manager of Tracy Locke. The panel was moderated by Anthony Moon, Senior Director of PepsiCo Global Procurement and a member of the GNEMSDC board.

The MATLET Group is headquartered in Pawtucket, RI.  It owns two manufacturing companies - Central Florida Press in Orlando and Packaging Graphics in Pawtucket - and NOVA Marketing Services, a fulfillment company in St. Louis, and is a member of the prestigious NMSDC Corporate Plus group of certified MBEs. The MATLET Group combines the strength of its technology and equipment with the development of creative solutions to deliver outstanding product packaging and exceptional promotional campaigns and sales materials, along with warehousing and distribution capabilities.  For more information, please visit www.thematletgroup.com.