Sanitary Supply Wholesaling Association What Distributors Want… Wholesalers Deliver!

Understanding JanSan Redistribution SSWA Wholesalers partner with manufacturers to develop and provide services that anticipate the changing needs of the market place, maintaining high standards of efficiency and integrity. Wholesalers: An SSWA Wholesaler is a company that is engaged in the business of purchasing products in large volumes from manufacturers, then selling and shipping them to distributors in smaller lots, in combination with other manufacturers’ products. SSWA Wholesalers resell only to distributors who then sell or service the products to end- users.

MANUFACTURERS: Why Use Wholesalers? Outsourced Management of small, high-cost-to-serve customer orders Access to New Customers who are otherwise difficult to reach and serve Reduced Credit Risk Simplified Logistics Additional Sales Support & Training Accelerated Sampling Response

Cost Avoidance When a customer is sold through a wholesaler, the manufacturer avoids most if not all logistics costs, as well as all of the activity and Order Management Costs associated with receiving and entering the order, billing, managing credit, and collecting. Because these costs flow “per order” regardless of order size, the cost per case or per pound is very high on your smallest orders.

Revenue Impact Compare total logistics and order management cost to gain a new understanding of the profitability of various order sizes. Reduce your costs while building volume.

Marketing Value Distributors have access to more complete product lines without keeping it all in stock. Faster recovery from out-of- stocks and shorter lead times. Rapid sample fulfillment and fill-in orders = improved service levels and opportunities. New access to hard-to-reach customers.

Wholesalers Help Distributors Profit ROI=GP% x Inventory Turns For each dollar invested in inventory, a distributor will make a return of $8.32 if purchased through a wholesaler vs. $3.00 if purchased direct. Purchased via: Direct Wholesaler Avg. Order 100 cs 25 cs Avg. Cost/Case $25 $28 Inventory Investment $2,500 $700 Weekly Sales Turnover Time 4 weeks 1 week Inventory Turns 12 52 Gross Profit 25% 16% ROI $3.00 $8.32

Free Guide to Redistribution How Wholesaling Works Economics of Redistribution Building an Effective Program Barriers & Enablers “Understanding Jan-San Redistribution: A Guide for Manufacturers, Distributors, and Wholesalers in the Sanitary Supply Industry” Author Dave DeWalt, Franklin Consultants, Redistribution Specialist Pinpoints real economic and supply chain efficiencies with definable and measurable benefits Available online at sswa.com

Sanitary Supply Wholesaling Association MEMBERSHIP

Membership SSWA current membership includes Wholesalers and Manufacturers focused on Profitable Growth Improved Efficiencies Emerging Trends

Membership Wholesaler Membership Manufacturer Membership Annual Dues a firm whose principal function is to buy merchandise(sanitary and maintenance supplies) on its own account for resale to distributors in the course of which it warehouses the merchandise, promotes its sales, counsels the distributor on inventory control, and merchandising programs, and publishes a price list of the goods offered to the distributors in the area in which it operates a firm which manufactures (sanitary and maintenance supplies) and whose plans and policies include the sale of their products through wholesalers Annual Dues Dues for all members are $995/year Contact us for membership application

Executive Conference Our 3-day Executive Conference is held annually each fall Next scheduled @ The Enchantment Resort Sedona, AZ August 27-30, 2018 Networking, Educational, and Social opportunities along with Person-to-Person Conferences Contact us for Registration

Our Sponsors

Contact Us! If you would like to be a part of this dynamic group, contact us for more information or feel free to talk to any member of our Board of Directors if you have questions about the organization! Donna Frendt Executive Director 419-878-2787 dfrendt@sswa.com President: David Pierro, Cascades Vice President: Steve Quay, Sheppard Redistribution Immediate Past President: Tom Zatkulak, R3 Redistribution Treasurer: Gordon Eanes, R.J. Schinner Secretary: Christopher Ford, Diversey/Sealed Air Directors at Large: John Siegel, Saalfeld Todd Gatzulis, Dial/Henkel John Molidor, S.P. Richards Mac Redfern, Heritage Bag

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