JanSan Category Opportunity: A Strategy for Growth Market Overview

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JanSan Category Opportunity A Strategy for
Growth Market Overview
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The Opportunity

• 21 billion end-use market.
• IDC customers are already buying JanSan from
  other distribution.
• Penetration of existing accounts helps reduce
  the risk of competition within the account.
• Penetration of existing accounts costs less and
  is less time consuming than acquiring a new
  account.
• JanSan included in the consumable commodities
  category.
• Most buyers are the same as your current
  contacts.

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The Market Breakdown

• Paper/Plastics 8.799 billion 41.7
• Chemicals 7.638 billion 36.2
• Supplies 2.363 billion 11.2
• Power Equipment 1.477 billion 7.0
• Other Janitorial 0.823 billion
  3.9 21.10 billion 100

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Sales By Distribution Segment
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Sales By Distribution Area
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Sales By Market Segment
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Current Market Conclusions

• Market dominated by Janitorial Distributor (63)
• Majority of accounts are local -- within a 60
  mile radius (56)
• IDC included in other Specialty Distributors
  that service less than 4 of the market
• Strong IDC market segments like Commercial (30)
  and Retail (21) show double digit growth in this
  category

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Possible IDC Advantages over the Typical
JanSan Distributor

• Technologically Sophisticated
• Reporting
• Internet ordering
• Evolved marketing strategies
• Evolved sales strategies
• Evolved stocking strategies
• Single source with office products
• Overall ease of doing business

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JanSan Category Opportunity A Strategy for
GrowthJanSan IndustryBuzz Words
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Commonly Used JanSan Buzz Words
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Who To Call On?

• Vision 2004 data shows that over 60 of OP
  buyers also purchase JanSan items
• Other potential contacts
• Custodial Engineer
• Facilities Manager
• Director of Environmental Services
• Maintenance Department Manager
• Safety Coordinator
• Director of Housekeeping