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Business Market ISM 2005

Business Market ISM 2005. Small Business. Business. Science & Technology. Objective. Better understanding of KI position in each business segment Create a less competitive environment Market & design trends Forecast for 2005. Small Business: Non-Core. 1-249 Employees 1-19 $.625

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Business Market ISM 2005

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  1. Business MarketISM 2005 Small Business Business Science & Technology

  2. Objective • Better understanding of KI position in each business segment • Create a less competitive environment • Market & design trends • Forecast for 2005

  3. Small Business: Non-Core • 1-249 Employees • 1-19 $.625 • 8.9m companies • 20-249 $2.140 • 3.8m companies • Total = $2.765 billion • Dealer, Catalog, Mail Order & Dealer Rep

  4. Small Business – 2004 Market Overview $16,500,000 97% plan 15% growth • Small Business – 2005 Market Plan 15.5% growth

  5. Business: Opportunity • 250+ employees • 250-999 $1.229 billion • 1000+ $3.687 • Total = $4.916 billion

  6. Business – 2004 Market Overview $46,000,000 118% plan 4% growth • $ per facetime hour $8000 • Business – 2005 Market Plan 15.1% growth 3% Facetime

  7. Science & Tech: Core • New Name • Fast Growth • $192 million • 2,000 companies • Technology • $348 million • 5,000 companies • Technical Professionals • $348 million • 2,900 companies • Total $1.140 billion

  8. Science & Tech – 2004 Market Overview $15,500,000 85% plan 21% growth • $ per facetime hour $3500 • Science & Tech – 2005 Market Plan 15.9% growth 3% Facetime BONUS for Science & Technology

  9. -13% -15% -1% +10% +10% Business Market Construction

  10. Office Starts Recover After Sharp Decline 2004 +8% 2005 +10% 53% Decline

  11. Top 10 Metro Areas (total square feet)

  12. Construction Starts

  13. Success in these Markets: • Field controlled with top accounts • Product advantage • Client relationship • A&D relationship • Build customer share with current accounts

  14. Know Products to lead with to differentiate KI • Architectural Walls • Adjustable Solutions • Training Solutions • Storage Solutions

  15. Market & Business Trends • Improving Financial Performance • Recruitment & Retention of staff • Single Source Resource • Leasing and bundling • Wireless Technology • Use of technology in the workplace

  16. Design Trends • Laptops & Flat Screens • Flexibility & Mobility, 24/7 areas • SKU reductions • Multi-functional solutions • Relationship with Manufacturer • Fewer “cookie cutter” typicals • LEED Certifications

  17. Success Stories • Weathernews • Federal Reserve • Lucas Arts

  18. Weathernews • Rod Guinn

  19. Federal Reserve • Brad Lowe

  20. Lucas Arts • Linda Flournoy

  21. Conclusion • In 2000, business was the largest for KI • Still the largest segment in BIFMA • Greatest $pFT @ $8000 • Greatest projected growth of 15%

  22. Know how to position KI in each segment • Know where to find & focus your efforts • Know when to turn away • Know and use your resources • Build on your A&D

  23. F, W, K – Jack Welch & GE • F - Find more • Targeted account list • W - Win more • Focus on our positioning • K - Keep more • Maintain and build on customer share

  24. Exemplars • Know how to differentiate KI • Engaged with their A&D • Know the product and tailored stories • Leverage their Pallas rep • Leverage their showrooms • Understand and execute the GTM • Listen and understand the needs

  25. Thank You WORKING FOR YOU

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