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