| When Governor Bill Richardson of New Mexico began looking for extra savings for taxpayers, he directed his administration to identify strong avenues to meet the challenge. One of them came in the governor’s Save Smart New Mexico initiative. In the process, with the help of Hasler, Inc. and General Mailing and Shipping Systems (GMSS), the citizens of New Mexico are saving $1.5 million in mailing equipment, maintenance and mailroom operations – a 49% reduction in costs over their previous equipment suppliers. |
After a detailed assessment at the start of the governor’s Save Smart program, mailing equipment was identified as a key target area. New Mexico state agencies appeared to have been paying different rates for identical products and were not receiving the best possible pricing available on supplies and services. That changed with the new program, and it wasn’t just the state that ended up a winner, reducing its mailing equipment and service costs by nearly 50%. As it turned out, General Mailing and Shipping Systems, a small, woman-owned Hasler dealer that began operations in 1991, now provides products and services to over 2500 customers throughout the state of New Mexico. GMSS became the sole supplier of mailing equipment to its native state of New Mexico, and in the process unseated a giant corporation who previously had a firm grip on the state’s mailing equipment contracts. |
“GMSS and Hasler could write the book on total customer satisfaction for every other vendor we’ve worked with,” stated Edward J. Lopez, Secretary of General Services Department for New Mexico. “They not only proved they could accomplish the impossible, but that it could be done with total commitment and in a highly professional manner. From conducting important research and getting the equipment installed on schedule, to training our people and following up with continued support, GMSS and Hasler have provided a level of services and expertise unmatched in the industry.” |
Like a Fortune 500 Company Each year over 100 New Mexico agencies and educational institutions purchase more than $3 billion in equipment and services, giving New Mexico the purchasing power equivalent to a Fortune 500 giant. Gov. Richardson’s Save Smart New Mexico program was created to rigorously analyze all state expenditures, carefully review supplier proposals and contracts, and identify opportunities to reduce costs and improve quality. When it came to providing the exact kind of value New Mexico was looking for, Hasler and GMSS won hands down. |
“Many state and municipal governments - and even many corporations - tend to rely on certain large, well branded suppliers, if for no other reason than these recognized names seem to offer a level of comfort and stability in an organization’s operations,” says Michael Vineyard, Director of Purchasing for the state of New Mexico. “Then you dig a little deeper and discover there are strong alternatives out there that will help you identify numerous areas for improvement resulting in significant cost savings. That’s precisely what Save Smart was designed to do, and that’s what New Mexico got in the way of improved mailing equipment and services from GMSS and Hasler.” |
The state sought proposals that rated potential suppliers under several different categories, including price, product quality and features, scalability and customer support. Decisions are made purely on the evaluation criteria, and Hasler/GMSS offered the best combination of pricing, quality, service and account management. In short, they offered the best overall value, and will now be providing the state with mailing machines with integrated weighing scales of various capacities, all using the latest digital technology and with IBIP capabilities. Also included in the contract are advanced folder and inserter systems, mail openers and a variety of mailroom furniture. |
Look Before You Leap To ensure compatibility and optimum efficiencies, GMSS undertook an extensive evaluation of the government’s needs and installation requirements. Most importantly, it listened to what state employees had to say about their day-to-day requirements. GMSS personally contacted each state agency to confirm that the systems and machines to be recommended were in proportion to the needs of the various end users and matched the types of mail leaving those agencies. Through its research it discovered that state agencies may have been paying significant incidental charges, and in the vast majority of these cases GMSS and Hasler would be helping the state achieve considerable cost savings regarding meter rentals and service contracts. It even found some areas where items and equipment were not even being used. |
“We proposed systems that precisely matched an agency’s requirements - at the industry’s best prices,” says Mary Stramel, owner of GMSS. “This way they were able to acquire and use the right equipment, designed for their specific mailroom applications, versus prepackaged equipment they might not use. The object was to streamline their operations, develop a consistency throughout government and ensure there were no additional costs in the performance of the contract.” As existing state contracts with other vendors expire, Hasler will replace that equipment, since GMSS is now the lone approved supplier to the entire state government of New Mexico. |
As important, Hasler and GMSS like to say they sell relationships as well as equipment. To that end a training schedule was established, and Hasler and GMSS reps worked closely with the agencies, staying on site until the state employees were completely comfortable and fully prepared to work with the new equipment and systems software. All installations were in place on schedule, and follow-up calls were made to ensure complete satisfaction. To accomplish this challenging task, GMSS added five new staff members, mostly in the service department, both to accommodate their new client and maintain their high level of service to existing customers. |
Winning a State Contract The Hasler philosophy is that product excellence is a given, and that it’s typically one’s strength in support, responsiveness, expertise and day-to-day cooperation that make the difference. Over and above their ability to cap maintenance costs and dramatically reduce postage meter rentals, Hasler and GMSS strongly emphasized customer service and their commitment to ensuring complete support for all state agencies and their operations. From the top executives of their companies to the technical personnel providing on-site assistance, from the beginning Hasler and GMSS have provided a level of service that dovetails with the exceptional quality and dependability of their products. |
And because Hasler and GMSS are not just product providers but true industry consultants, as the contract progresses, the focus will be on identifying future product needs and keeping the state agencies updated on postal industry information, technology and trends. GMSS, for example, is actively involved with the Albuquerque Postal Customer Council, which meets monthly and provides information concerning various aspects of postal technology and industry issues. |
Stramel concludes, “As New Mexico taxpayers, we are excited to be a part of this effort, and our entire organization is committed to finding opportunities to reduce costs. As employers and active participants in our community, we look forward to the growth potential this contract provides. Along with Hasler, we will continue to ensure that the state of New Mexico receives the finest products on the market with a level of service unmatched anywhere.” Stramel was recently honored by New Mexico’s WOMAN Magazine with the prestigious Atkinson’s Woman’s Award as one of the Top 25 Women in New Mexico Business. |