Tap into the Opportunities in FM Rebecca Stallard

Addressable Market Opportunities £5bn

Why Buy From an OP Reseller? One Order One Delivery One Invoice Your Service Consolidation

Establishing & Qualifying Leads Who holds the purse strings? Who has the authority? Who has the need?

Establishing Leads Key Contacts to establish – dependant upon the business sector you are approaching these can include: Canteen / Restaurant / Kitchen Managers Occupational Health Managers Health & Safety Officers Unions Representatives Procurement Managers Building, Facilities and Estates Mangers / Offices Warehouse / Logistics Managers Technical Managers Operations Managers Commercial / Finance Managers Laundry Managers Reception Desk / Office Managers

Qualifying Leads Annualised Spend How many in the Workforce? Blue / White Collar Are there a current contracts in place? If so, When is the next tender due? Who is the incumbent? Spend by Category Number of locations? Number of Buying Points? Where do they currently buy from?

Valuing Opportunities £60 £48 £26 £29 Source: FM Supplies: Martin Wilde Associates Report Oct 2013 Basket spend per employee head per annum

Business Sector Product Priorities

Talk about Pro-active Account Management Investigate current processes & products Highlight cost-savings due to efficiency Highlight Green alternatives Consolidated Solution Less Paperwork Reduction in Supplier Base Order from single source Fewer deliveries Reduced Administration More time to focus on core business Integrated Logistics Stationery & Workplace delivered together Reduce Carbon Footprint Reduced Packaging where possible

Handling Objections You are a stationery company – I want a proper Workplace distributor Our supply chain partners have been active in the category for the past decade Product selection has been made from leading manufacturers Own brand alternatives provide great way of being able to demonstrate savings against branded lines Our Contract Cleaners look after that Contract cleaners may well invoice separately for consumable products such as hand towels and toilet tissues with may make high margins. As such you can be competitive in these instances

Case Study Example Multiple order entries Multiple suppliers Multiple invoices Consolidated Delivery 1 Invoice 95% Reduction in man hours supplies order processing

Thank you & any questions