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JanSan Category Opportunity: A Strategy for Growth Market Overview

JanSan Category Opportunity: A Strategy for Growth Market Overview. 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.

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JanSan Category Opportunity: A Strategy for Growth Market Overview

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  1. JanSan Category Opportunity:A Strategy for GrowthMarket Overview

  2. 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.

  3. 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 billion3.9% $21.10 billion 100%

  4. Sales By Distribution Segment

  5. Sales By Distribution Area

  6. Sales By Market Segment

  7. 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

  8. 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

  9. JanSan Category Opportunity:A Strategy for GrowthJanSan Industry“Buzz Words”

  10. Commonly Used JanSan “Buzz Words”

  11. 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

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