JanSan Category JanSan Category Opportunity:Opportunity:

A Strategy for Growth

Market Overview

JanSan Category JanSan Category Opportunity:Opportunity:

A Strategy for Growth

Market Overview

$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.

The Opportunity

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 billion 3.9% $21.10 billion 100%

Sales By Distribution Segment

Sales By Distribution Area

Sales By Market Segment

Market 2002 Sales (000’s)

Change vs 2000

Industrial $2,891 -8%Contract Cleaner $2,602 33%Commercial $2,553 30%Health Care $2,532 17%Educational $2,426 -12%Restaurants/Clubs $2,005 28%Retail $1,899 21%Hotels/Motels $1,329 30%Government $1,245 -9%Transportation $537 -35%Residential $511 -34%Religious $380 -3%Recreation $190 -28%

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 marketStrong IDC market segments like Commercial (30%) and Retail (21%) show double digit growth in this category

Possible IDC Advantages over the

“Typical” JanSan Distributor

Technologically SophisticatedReportingInternet ordering

“Evolved” marketing strategies“Evolved” sales strategies“Evolved” stocking strategiesSingle source with office productsOverall “ease” of doing business

JanSan Category JanSan Category Opportunity:Opportunity:

A Strategy for Growth

JanSan Industry“Buzz Words”

JanSan Category JanSan Category Opportunity:Opportunity:

A Strategy for Growth

JanSan Industry“Buzz Words”

Commonly Used JanSan “Buzz Words”

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