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PivotFile Market Size

PivotFile Market Size. Rotary Market is Based on the Size of the Lateral and Vertical File Market. PivotFiles Compete at This Level. They Do Not Compete With Shelving or Mobile Shelving. Let’s Take a Quick Look at Size vs. Potential. Size vs. Potential.

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PivotFile Market Size

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  1. PivotFile Market Size • Rotary Market is Based on the Size of the Lateral and Vertical File Market. • PivotFiles Compete at This Level. They Do Not Compete With Shelving or Mobile Shelving. • Let’s Take a Quick Look at Size vs. Potential.

  2. Size vs. Potential • Today’s Rotary File Business Approaches $35 mil. In Retail Sales. • Our Research Indicates That the True Potential is Closer to $80 mil. -- and It Just Might Exceed $100 mil. Worldwide.

  3. Potential vs. Objective • Our Objective is to Take the $45 mil. That is Unrealized • Plus 50% of the Existing • If We are Successful, What Does That Mean to You?

  4. Who’s My Competition? • Who Makes These “Bad Boy” Rotary Files? • Steelcase? Nope • Haworth? Nope • Knoll? Nope • Herman Miller? Nope • Kimball? Nope

  5. “Filing Guys” Make ’Em • Richards Wilcox Makes the Times-2 • TAB Distributes the Twin File • DirectLine Distributes Its Own Rotary • Signa StorTech Makes Compass • Smead Distributes Smead Rotary File • Holga Makes One as Well • Kwik-File, Formerly Acme

  6. Who Else? • Just KI/Spacesaver -- Courtesy of Pembroke • Spacesaver is the “Big Dog” of the “Filing Guys” • KI…You Guys…are the “Hustling Puppies” of the Furniture World • It Just Doesn’t Get Any Better Than This

  7. One of These =Three of Those

  8. One 7-Tier, Letter-Size PivotFile Complete Flexibility Occupies 6.25 sq. ft. List Price: $1921.00 Cost per LFI: $5.25 to $7.95 Three 36”-wide, 4-tier Lateral Files Hold Hanging Folders Occupy 13.50 sq. ft. List Price: $3765.00 List per LFI: $9.35 Say That Again…in English

  9. What About... • Aisles…Not Included in the Analysis; Only the Cabinets • Floor Loads…Will Exceed Laterals to be Sure • Generally Manageable Once You Learn the Buzz Words (Like lbs. per square foot) • Those Tall Cabinets -- Who Can Get at That Stuff?

  10. Levels of Considerations • Three Levels of Considerations Exist: • Level One Considerations are the Most Crucial • Level Two is the Pinch Point Where Our Abilities are Always Tested • Level Three Gives Our Customer a Reason to Specify Our Products

  11. Capacity Existing Requirements Future Growth Downsizing Merger Acquisitions Department Concerns Access How Many People Need the Information Right Now? How Many People Need to be Denied the Information? Workflow, Timing Issues Level One Features

  12. Flexibility What Types of Information is Currently Used? What Type is Being Considered in the Immediate Future? Multimedia Requirements Security Just How Honest Do You Have to be With This Information? How Difficult is it to Add Security? Or Change Security? More Level One...

  13. Capacity, Access, Flexibility and Security • PivotFile’s Response: • Capacity…”One of These is Three of Those” • Access…Each Section Provides Access For Any One Person With 50% of the Material Immediately Available and the Other Half a Simple Turn Away • Flexibility…If They Build It, We Can House It • Security…KI Lateral File Lock Cores (the Rest You Better Already Know)

  14. Level Two Features • Cost, Modular Design and Safety • Let’s Take These Features One at a Time • Expense: Costs For a Filing and Storage System are the Sum of: • Hard Dollars: Supplies, Equipment • Soft Dollars…Floor Space, Labor

  15. Level Two…Cost • That Said, When Was the Last Time You Were Low Price -- and Still Lost the Job? • Storage Costs Break Down as: • 4% Supplies • 5% Space • 11% Equipment • 80% Labor

  16. Level Two…Cost • Spacesaver Equipment Analysis: • 4-post, Case-style, Cantilever $1-2 LFI • Mobile Storage System $2-3 LFI • Lateral Track $3-4 LFI • Flipper Door Cabinets $3-4 LFI • Rotary (Shelves Only) $5-6 LFI • Rotary (RO Drawers) $7-8 LFI • Lateral Files $8-9 LFI

  17. Level Two…Cost • PivotFile Competes Well With Lateral Files, and Lateral Files Dominate the Marketplace • Our Target Market is the Market Where KI Reps Live…the Lateral File Market

  18. Next Up…Modular Design • In Today’s Productive Office, Filing and Storage Must Expand and Contract as Easily as the Furniture System Expands and Contracts • Today’s Office Must Allow the Space Planner Multiple Opportunities for Design Excellence • In Short, We Must Stuff Our “Stuff” in More Places

  19. Modular Design…Put it Where? • Next to a Wall

  20. Modular Design…Put it Where? • Freestanding as a Room Divider

  21. Modular Design…Put it Where? • Back-to-Back

  22. Modular Design…Put it Where? • Between a Wall or Panel

  23. Modular Design…Put it Where? • Alcove Storage

  24. Modular Design…Put it Where? • Work Height/Surface Units

  25. Modular Design…Put it Where? • Executive Office

  26. Modular Design…Put it Where? • Single-sided Access

  27. Modular Design…Tell Me More • Heights…We’ve Got a Baker’s Dozen of ’Em • 2, 3,4,4+,5,5+,6,6+,7,7+,8,8+ and 9 High • Huge Advantage in Heights…Sell Plus Sizes! • Styles… • Starter Units • Adder Units • Full Adder Units

  28. Level Two…Safety • Safety Has Three Components • Product Safety…Industry-leading Design • Worker Safety…User-friendly at all Times • Legislative Safety…Can You Spell Seismic? • See Specifications for More Details

  29. Level Three…Influences Only • Service, Warranty, Appearance • “Show Your Stuff” Features • KI…Could Add “Integration” as a Feature, Too. • Final Purchase Decisions are Usually Most Important in Government Jobs Only

  30. HR Departments Accounting Marketing/Sales Information Services Production Control Engineering Business Development Receiving Administration Legal Where to Fish? You are Already Calling on the Right Departments:

  31. And the Right Core Businesses... • Healthcare • Colleges, Universities & K-12 • Federal, State, Local Governments • Technology/Fast-growth • Corporate/National Accounts • Other Opportunities • Small, Medium, Large Businesses

  32. And the Right People... • Facility Managers • Designers • Architects • Purchasing Departments • Contracting Officers • Department Heads

  33. And Their Bosses... • CEOs • CFOs • COOs • Executive VPs • Senior VPs • Managing Partners

  34. But Could They be Kings? • Information Services • Multimedia to be Sure • Dragging Intranet, Internet, Computer Cables to Each Workstation • Respect Paper but They Think Bits and Bytesfor Storage • Small Firms, Specifically (500 or fewer employees)

  35. Or... • Property Management Firms • Huge Potential in T.I. Savings • Real Estate Management Divisions • You’ve Got to be Here Already • i.e., Security Pacific Bank • Central Services Departments • TAB Lives Here With Their Paper “Magic” • AKA: Records Management, the ARMA People

  36. KI Dealers • Find “the Other Guy’s” Specs • Killer Submarines • Host of Spacesaver Products Available • Shelving, QuickSpace, Lateral Tracks, etc. • Scratch Each Other’s Backs

  37. Unique Opportunities • Hoteling or Hot-seating • My Stuff…Your Stuff • Side 1…Side B • Remote Mail Stations • Home Offices…Through Purchasing,I.S., VP Sales • Clean that Crap Off My Desk!

  38. I’m Still Uncomfortable... • Keep it Simple • PivotFile Can House Just About Anything (Planning Accessory Guide is in Works) • Storage Surveys--Perhaps a Bit More Detailed • GIZA Library Available

  39. Rome Wasn’t Builtin a Day! • Short End of Learning Curve…so What! • Preach Your Version of Location • Effective Use of: • Space • Capital • Efficient Use of Design EnhancesProductivity

  40. Let’s Talk National Accounts • Spacesaver Has GPOs…10 of Them…We’re Adding PivotFile to Each Agreement…KI Can, Too • Spacesaver Has a GSA Contract, State and Local Government Contracts as Well…KI Has More • Let’s Cooperate!

  41. And Now for Something Completely Different...

  42. Nuts & Bolts • Overview • Letter-size Units • Legal-size Units • 3 Tier Through 9 Tier With Multiple Stops Along the Way • Plus Sizes are a Plus

  43. Do You Have the Time? • RO-type Units Interiors: (4) Rows of RODrawers Per Side, Shelves/Dividers Above • E-type Units: Empty, You Create the Interior Configuration • F-type Units: Shelves and Dividers for Shelf Filing

  44. What’s Your Sign? • Starter Units • First Unit in Any Row • Includes End Panels • Unit Shown isPF-S-362576-F • 6 Plus, Letter-size, Starter,Shelves and Dividers

  45. Now What... • Adder Units • Attach to Starters • Attach to Other Adders • Share Rotation Space • More Capacity in Less Space • Unit Shown is PF-A-302582-E • 7 Tier, Letter-size, Adder, Empty

  46. I Don’t Understand... • Full Adder Unit • Attaches to Starter • Attaches to Other Full Adders • Same Capacity, More Space • Unit shown is PF-FA-362576-RO • 6 Plus, Letter-size, Full Adder

  47. Talk to Me... • Within the Same Height the Capacity is the Same • 7 Tier Letter-size Starter 336 LFI • 7 Tier Letter-size Adder 336 LFI • 7 Tier Letter-size Full Adder 336 LFI • Because the Rotating Square is the Same • Remember the Rotation Space Behind Each Unit:6” Letter, 7.25” Legal

  48. Texture This, Buddy-Boy! • Outside is Always Textured Surface • Most Inside Accessories are #821 Slate Gray • “Big Front” Drawers Match Outside Color ofthe Unit

  49. I’m Sorry if I Misled You... • Lead Time is Four Weeks • Quick Ship Starts 2-28-00 • QS Lead Time is 10 Days • QS Heights (Letter & Legal) • 5 Plus-66” • 6 Plus-76” • 7 Tier-82” • 7 Plus-89” • 8 Tier-92”

  50. A Man’s GottaKnow His... • Limitations • 10-unit Maximum on QS • Cannot Cancel Order Without Permission • All Versions Available: RO, E, F • Starters, Adders, Full Adders

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