1 / 15

Unisource-Minneapolis Neenah Paper Sales Meeting July 13, 2010

Unisource-Minneapolis Neenah Paper Sales Meeting July 13, 2010. Agenda . Two way conversation – WE need YOUR input! YTD Sales Performance – Q1 and Q2 Environment ® Review Conservation™ Review & Feedback Sundance ® Review & Feedback Strategic Selling of Neenah Paper Brands

lave
Download Presentation

Unisource-Minneapolis Neenah Paper Sales Meeting July 13, 2010

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Unisource-MinneapolisNeenah Paper Sales MeetingJuly 13, 2010

  2. Agenda • Two way conversation – WE need YOUR input! • YTD Sales Performance – Q1 and Q2 • Environment® Review • Conservation™ Review & Feedback • Sundance® Review & Feedback • Strategic Selling of Neenah Paper Brands • New Selling Tools • Simply Neenah Quick Reference • Classic Crest Commercial Sample • Conservation Commercial Sample • Email Blasts

  3. 2010 YTD Performance • Up 7.6% in Volume • Flat in Sales Dollars • Considering the price increase – this means our mix has changed a bit. • Classic Crest® – largest brand • Up 10% • Classic® Linen – 3rd largest brand • Down 9% • Classic® Laid – 4th largest brand • Up 24%

  4. Environment® Sales • 2010 YTD Down 48% • Our largest brand in 2009, now half the volume of Classic Crest®. • Missing about 132,000 lbs YTD • One piece of business accounts for a little over half of this. • Need to see if we can find a piece or two of business to offset this shortfall in the second half. • Looks like we are trading Environment® for Conservation™ sales, but… Environment®

  5. Conservation™ Sales • We’ve sold 16,000 lbs YTD. • Half of Addison’s sales • We have fairly aggressive targets to maintain the exclusive status. • Approximately 25,000 lbs/month • Need feedback: • Are printers hesitant to try Conservation? • Are we missing desired items? • What would incent printers to try it? • Have they heard the info enough times? ConservationTM

  6. Competitive Landscape

  7. Conservation™ Promotions

  8. Conservation™ Papers Keep running with Conservation! • Every SKU is in your warehouse • No 10, A2, A6, and A7 envelopes in stock • Swatchbooks are in your sample department • Sell sheets are in your sample department • Sample sheets are available – use for trials • NEW Commercial Sample shows good printability • Email artwork – blast out again • Target Printer list – initial targets hit – are there others? Do we need to revisit those target printers? ConservationTM

  9. Sundance® Sales • YTD we’ve sold 27,547 lbs. • All day-to-day sales – no contracts • Approximately 1 turn in 6 months • Many items are hitting dead and excess report. • 82% of the items sold to date were non-stocked colors or sizes • 88% of orders against stocked items were too large to fill from stock. • We are running a SPOT analysis. Sundance®

  10. Sundance® Sales • Inventory is driving sales – we just need to sell more so that more comes off the floor. • Do you have opportunities to move pieces of business to Sundance®? • What are you hearing in the market: • Is pricing competitive? • Is quality comparable? • Is availability sufficient? Sundance®

  11. Sundance® Sales • National Breakout • 48% Smooth • 44% Felt • 8% Linen • Unisource Minneapolis • 13% Smooth • 37% Felt • 50% Linen Sundance®

  12. Neenah Paper – Strategic Selling VALUE PREMIUM Sundance® Classic® ESTABLISHED • Dependable performance • Most popular solutions: colors, textures, weights, digital, green certifications • Practical price • Green Options • Updated 9/09 w/promotional support • Absolute best print performance • Complete Solution: colors, finishes, weights, digital, labels, green certifications • Enhanced service offerings • Green Options • Updated 9/08 w/promotional support GREEN ConservationTM Environment® • Extensive environmental attributes: multiple green certifications, PCW levels, alternative fibers • Comprehensive colors, finishes, weights and digital • Great print performance • Updated 2/09 w/promotional support • 100% PCW, FSC Certified • Straightforward, simple solution: one color, limited SKUS in most common sizes and weights. • Dependable performance, practical price

  13. New Selling Tools • Simply Neenah Quick Reference Guides • Classic Crest commercial sample • Conservation commercial sample • Other ideas? • Notepads/promo items • Events • Printer incentives • Flyers or direct mail

  14. New Selling Tools • Email Blast files • Conservation™ and Sundance® envelope emails ready to go. • Coming: • Sundance® • Classic Crest® • Environment® • What others? I’d like to produce 6 new files to start with.

  15. Thank you! • Thank You for your unending support of Neenah Paper – you are an outstanding strategic partner!

More Related