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Integra “Education Collection” Mailer

Integra “Education Collection” Mailer. Educational Market Background March 2013. Contents. Market size / opportunity Key competitors SWOT Analysis Dealer USPs. Market Size. Estimated to be: £4.65 billion** About 95% in Primary & Secondary schools environment Broken down as follows:

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Integra “Education Collection” Mailer

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  1. Integra“Education Collection” Mailer Educational Market Background March 2013

  2. Contents • Market size / opportunity • Key competitors • SWOT Analysis • Dealer USPs

  3. Market Size Estimated to be: £4.65 billion** About 95% in Primary & Secondary schools environment Broken down as follows: • Nursery £26m • Primary £2.48bn (est 22,500) • Secondary £1.98bn (est 5,500) • Special Needs £176m (**Note: England & Wales only. Includes services and utilities)

  4. Market Size / Opportunity • Significant Opportunity £££s • Service complacent industry • Ideal for independent dealers with high service level and ethos • Opportunity to really add value to schools • Supports the ‘localised’ agenda • Very fragmented landscape • Increasing student population • Increasing autonomy of spend

  5. Fragmented Market • Framework agreements locking schools and local authorities in are prevalent on large contract areas such as utilities, photocopiers, MPS etc….but much less so on consumables such as office and classroom supplies • Key competitors only represent 15% of market • No obligation on schools and colleges to buy from them – misconception – especially on low value orders / contracts below £15k per annum • Under £75k per annum simply need to obtain 3 quotes • Over £156k per annum OJEU (Official Journal of the European Union) public sector procurement rules oblige formal advertising ad tendering of contracts

  6. Fragmented Market • Public sector consortia such as YPO, ESPO,NEPO, WMS are only able to supply public sector bodies not privately owned ones or individuals • LMS (Local management in schools) and growth of private sector funded academies, free schools and nursery chains • Many small, specialist suppliers operate in the market supplying schools and colleges direct • Hence relatively recent entry into the market by global contract stationers like Office Depot (Viking), Lyreco, Staples Advantage

  7. Key Competitors • Findel Education • Local Authority Consortia • Yorkshire Purchasing Organisation (YPO) • Eastern Shires Purchasing Organisation (ESPO) • North East Purchasing Organisation (NEPO) • West Mercia Supplies (WMS) • TTS Limited • The Consortium • Contract Stationers – Depot, Staples, Lyreco

  8. ESPO (Eastern Shires Purchasing Organisation) • £750m turnover (£200m = energy) • Joint committee of 7 local authorities in Midlands & East Anglia • Not for profit • CDC Leicester • Reputation for highly competitive pricing BUT poor service (twice weekly – next day outsourced with £5 surcharge) • Perception that schools MUST use them • Massive catalogue and range • Significant spend on service and utility contracts

  9. Findel Education • £260m turnover • Multi-brand offer covering not only stationery and classroom but also science, sports etc… Brands include: NESA, Hope, Galt, SBS, GLS, A-Z, WNW, Edco, Philip Harris, Davies Sports, Philip & Tacey, LDA • HO in Manchester, CDC in Nottingham • 30+ sales force • Privately owned - New management team • Recently closed indirect division - shutting accounts with dealers they previously supplied • 2-4 day delivery as standard • Next day cut-off midday

  10. YPO (Yorkshire Purchasing Organisation) • £400m turnover • Joint committee of 13 local authorities in Yorkshire • Well-known in North & Scotland but supply nationwide • Experienced field sales team • Not for profit bit must cover costs • Reputation for highly competitive pricing BUT poor service • Weekly delivery

  11. NEPO (North East Purchasing Organisation) • £120m turnover • Joint committee of 12 local authorities in North East based in Newcastle • Perception that schools MUST use them • Wide range of contracts including services and utilities • Reputation for patchy service and product quality

  12. West Mercia Supplies • £70m turnover • Joint Committee of 4 local authorities in Hereford, Worcester & Shropshire • Recently acquired by The Consortium

  13. The Consortium • Formerly local authority consortium in South West • Now privately owned – for profit • Recently acquired West Mercia Supplies • Just acquired themselves by Smiths News • Based in Trowbridge • Good market share in SW • Good website • Next day service • Price match guarantee

  14. TTS • £80m turnover • Privately owned – for profit • Based in Oxford – part of RM plc • New-ish kid on the block • Huge growth in recent years • Strong in secondary, technology, nursery and primary • A lot of ex-Findel personnel • Far Eastern import program can cause supply issues

  15. Contract Stationers • Recent focus on educational sector to grow office products sales in stagnant market • Lyreco • Office Depot • Staples • Good service levels and differing degrees of genuine specialism • Cannot compete with dealer local service and community proposition but highly competitive and professional

  16. Notes re competitors • Public sector consortia such as YPO, ESPO,NEPO, WMS are only able to supply public sector bodies not privately owned ones or individuals • Perception exists often locally within schools even that local authorities have to buy from them. This is not the case. • Historically service complacent although this may be changing due to new entrants / high interest from private sector suppliers – dealers and contract stationers • Very price aggressive on certain lines – heavily due to price protection on large brands e.g. Pritt Stick, which is unavailable to us • Public sector consortia can enjoy preferential pricing on certain products – beware

  17. Competitors SWOT: Strengths

  18. Competitors SWOT: Weaknesses

  19. Competitors SWOT: Threats

  20. Dealer USPs • Local, trustworthy • Close at hand • Part of the community • Local employer with interest in the wealth and education of the local community • Locally held stock delivered by local drivers • Locally based field sales and friendly, professional customer service • Short delivery distance – low carbon footprint • Personal service • Responsive and responsible • Service culture and can do attitude

  21. Dealer USPs • No minimum order, order when you need it with next day delivery: • Reduces stocks • Saves space • Reduces waste • Flexible and easy to deal with – e.g.: class room delivery if required • Order how you want to order: phone, fax, post, online or via friendly, professional internal or field sales person • Local focus with national back up from group (£600m turnover network of local businesses) • AVOID “best price” type statements as competitors can be very aggressive on key stationery lines • Value for money, affordable

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