Programs - TriMega Purchasing Association

Topics For Today’s Seminar
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Why JanSan & The Orange Project?
The JanSan Industry Benchmarks
Steps to Category Success
USI Sourcing Options
Marketing Programs
Sales Support Tools
Category Training - Education
Programs
 Private Brand Opportunity
The Orange Project Goal
Assist in expanding and accelerating a TriMega
member’s success selling the Cleaning & Breakroom
category to their customer base…by utilizing
competitive product sourcing options, combined with
proven sales support tools, and marketing programs.
We want to help you grow sales and move…
From
here...
…to
here!
Janitorial and Sanitation Industry
“Where’s my opportunity?”
The JanSan Industry
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Commercial JanSan is a $23.6 billion end-user market
The commercial business is split this way:
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$16.7B - Traditional Jan San Distributors
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$2.1B – Industrial & Safety Distributors
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$2.1B - Foodservice Distributors
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$1.7B – OP Nationals & E-Tailers
 $ 500M - OP Independents
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$ 500M – General Retail (inc Club Stores)
The SMB typically buys JanSan from multiple sources (4)
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These customers are underserviced by smaller, local JanSan
distributors
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67% of customers who buy OP supplies also buy
Coffee/Breakroom & some Cleaning products
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Category product offering of 4,500 items is needed
Your Competitive Advantages Are Real
OP Dealer
Traditional Supplier
 Technologically Sophisticated
 Current business retention
 Robust Marketing Strategies
 Deep end user relationships
 Targeted Sales Strategies
 Broader JanSan offering
 Single Source & Bundling
 Strong category expertise
 Superior Service Strategies
 Product (not program) sellers
 Overall “Ease” of Doing Business
 Unique Stocking Strategies
 Cost Saving Financial Model
 Access to proprietary/control
product
Investing To Grow the USI JanSan Business
2000
2011
Office Supplies
35%
Office Supplies
Industrial
27%
5%
JanSan
9%
JanSan
25%
Office
Furniture
13%
Technology
Products
43%
Technology
Products
35%
Office
Furniture
8%
Steps to Category Success
& Best Practices…
“What are others doing to win in
the category”?
Steps To Success & Best Practices
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Top Management Commitment Required:
 Set specific Breakroom and JanSan sales goals
 Keep a “spotlight” on the category
 Sales People Respect what the Boss Inspects
Marketing Is Key…especially early on!
 Use marketing as ‘CAC’…Category Awareness Campaigns
 Promotions can get you your first order
Learn the Categories & Products…one at a time
 Target the largest categories first
 Demonstrate Private Brand products on sales calls
 National Brands are easier to take orders…but you’ll make
more $$ selling private brands
 Know why certain products are different…including their
price differences
Steps To Success & Best Practices
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Stocking Cleaning & Breakroom can affect cash flow…do it
opportunistically
Target the Small to Medium sized customer base
 Learn the category on your “best” customers
 Leverage your service-advantage strengths
 AVOID selling on price alone…win today…lose tomorrow
Sell in quantity…picking cartons costs the same as picking an
each
JanSan is a net priced business
 Manage the excessive loads & rebates
Set REALISTIC margin expectations!
Business gap reviews identify customer opportunities
A Category Champion = Accelerated Growth
USI Sourcing Options…
“How will it benefit my business?”
United Stationers Inc. (USI)
• $3.5 Billion
• $1 Billion
• $.3 Billion
• Deerfield, Illinois
• Deerfield, Illinois
• Tulsa, Oklahoma
• 45,000 SKU Offering
• 10,000 SKU Offering
• 200,000 SKU Offering
• Nation’s largest full
stocking wholesaler of
business products
• Nation’s largest full
stocking JanSan &
Foodservice wholesaler
• Nation’s largest full
stocking industrial
wholesale supplier
• Wrap & Label/Small
Order Fulfillment
• Into Stock/Full Case
Fulfillment
• Into Stock/Full Case
Fulfillment
• Product Categories
• Product Categories
• Product Categories
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Office Products
Furniture
Jan/San
Technology
Breakroom
• 31 Distribution Centers
• Janitorial
• Paper
• Foodservice
• 32 Distribution Centers
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Welding
Industrial
Oilfield
Safety
MRO
• 15 Distribution Centers
Benefits of a Total USI Option
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Sourcing / stocking options - choose the model that
works best for you
 Blended option
 By sub-category, vendor, and/or specific items
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Singular Category Management approach @ USI
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Product & Supplier Alignment (inc. private brands)
 Boardwalk is supported from ALL platforms
Sourcing Strategy Thru USI
 Stockless Dealer Model
• USSCO - Less than carton UOM
• USSCO - Wrap and Label
• USSCO – Drop Ship (all UOM)
• Lagasse - Drop Ship (cartons only)
• United Special order – Lagasse ‘only’ items
 Into Stock & Combination Model
• USSCO - less than carton UOM (W & L)
• USSCO – Drop Ship (all UOM)
• USSCO/TriMega TMD model (carton only)
• Lagasse – Drop Ship (cartons only)
• Lagasse – Cartons & Pallets into stock replenishment
• United Special order – Lagasse ‘only’ items
Pricing & Purchase Elements
• TriMega Member Direct (TMD) Program expanded
with more products available in carton quantities
• Over 300 National and Private Label skus
• 120 Boardwalk skus
• Pallet Pricing on over 80 key product skus
• Regionally Priced – Zip Code Function
• $ 800 Prepaid Freight
• Truckload Pricing with 7 key vendors
USI Marketing Programs…
“Do they really make a difference
in growing my business?”
Full Line
Facility
Catalog
Qtr Facility,
Breakroom
and Safety
Flyers
Supplier End
User
Promotions
Electronic &
Easy Flyers
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‘The Works’
Catalog
ECDB
Content
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LagasseSweet
.com
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E
Quarterly
Promotions
Packet
- New &
seasonal
items
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USI Marketing Tool Success:
United Stationers Tools:
 OP Dealers that use the United Facility Catalog & Quarterly
Flyers…
• Average 20% annual category sales growth
• Cleaning & Breakroom represents 9% of their overall
sales
• Non-users average 2% category growth
• Cleaning & Breakroom represents 6.7% of their overall
sales
Lagasse Product Catalog:
• Customers sell 35% more Lagasse SKUs than non-catalog
users
• Average 9% annual growth in the category
Sales Support Tools…
“Are they really a difference maker?”
Cleaning & Breakroom Schematics
Solution Sell Programs
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Kimberly Clark – Dealer Elite
* Kimberly Clark pre-approval required
Office Coffee & Breakroom
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Support:
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Tools & Training:
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Coffee & Breakroom Specialist added @ United
Office Coffee University – 1Q 2013 Rollout
Web-Based OCS Training Module
Marketing Tools & Flyers
Office Coffee Solution Sell Program
Programs:
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Bunn – “My Café” – Multi Function Equipment Offering
Papa Nicholas Coffee–Free Equipment Offer
Folgers – Pallet Pricing Program
Nestles – 5 Gal Bottled Water Program
Dispenser Solution Sell Program
• Free & Discounted dispenser
offers from branded Paper,
Skincare, and Chemical
manufacturers
• BWK Green Xtra –
Proprietary Towel Dispenser
offer (USI Offering)
• “How To Place Dispensers”
Training
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RSAP – Reseller Supplier Access
Program
This United program is an alignment with key Suppliers to grow your
business, gain market share, and enhance category relationships with:
 Improved Supplier information flow to RSAP participants
 Guidance on a participant’s specific JanSan market needs
 Joint business building activities to improve marketplace execution
 Live Product Training Sessions
 Sales Tools & Market Driven Incentives
 Shared Marketing Programs & Promotions
 Access to Manufacturer Proprietary Products & Systems
 Access to Contract Pricing & Dispenser Support
 Opportunity-based End User sales support
 New Product Show Support
 We are seeing 9X’s the category growth with RSAP dealers!!!!
RSAP – Reseller Supplier Access
Program (cont)
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The 2012 Participating Suppliers:
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Towel & Tissue…Kimberly Clark & Georgia Pacific
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Can Liners…Heritage Bag (Jaguar & BWK liners)
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Chemicals…Reckitt Benckiser (Lysol)
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Foodservice Paper…Dixie, ECO Products, and Solo
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Soaps & Sanitizers…GOJO (inc BWK Soaps)
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Receptacles / Cleaning Tools…Rubbermaid
Participating Dealers must…
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Must be classified as “Category Supporting” at United
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Have a defined category growth strategy and action plan
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Be willing commit to the program for 12 months
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Be willing to make the necessary investments (time & talent)
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Have a category point person, SME, or category champion in sales
 For dealers who aren’t ready for RSAP…be on the lookout
for our upcoming Plug-N-Play program
Category Training & Education…
“Is training critical to greater
category maturity?”
Category Training & Education
Options
Live, Instructor Lead
JanSan & Office
Coffee - University
Trainings
On-Line, Web Based
Training Modules
Continuing
Education “Virtual
Classroom” Webinar
USI Web-Based (UDT) Training
Programs
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JanSan Industry/Competition
Workplace Wellness
Chemistry of Chemicals
Chemicals Types & Applications
Workplace Safety
Restroom Paper & Dispensers
Can Liners
Office Coffee Selling
Skin Care
Foodservice Paper
USI Private Brand Opportunity…
“How are you going to help me sell a
brand my customers don’t know?”
USI’s Private Brand - Boardwalk
Our Boardwalk Brand Promise
The Boardwalk brand offers consumers a
compelling lower priced, quality alternative
to the national brands on key JanSan and
Food Service products, helping our resellers
profitably maintain and grow their category
business.
USI Private Brand Support
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Boardwalk Brand
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Available on all USI Platforms
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200+ skus
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6 key categories
• Towel & Tissue
• Green & Standard Qualities
• Can Liners
• Food Service
• Chemicals, Soaps, and Wipes
• Facility Supplies
Competitively priced commodity items
Multiple BWK Marketing Tools
Boardwalk Green Xtra (Proprietary)
USI Contacts:
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United Stationers:
• TriMega programs & Training inquiries – contact Mark
Pelletier – [email protected]
• General category comments & inquires – use our help
desk e-mail box at [email protected] or contact your
United Stationers account manager
Lagasse:
• Programs & General inquiries – Contact your local
Lagasse account manager …or contact Rebecca
Mikesell – [email protected]
• To open a Lagasse account - contact Laura Cancilla
[email protected] or 1-800-989-7487 X #37317
Thank You