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Rich Steinberg Vice President of Sales
ProTeam Overview Rich Steinberg Vice President of Sales
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ProTeam Sales Organization
Matt Reimers VP - GM Frank Baldwin Mgr Business Dev Ryan Rittenbury Segment Mgr FS Hospitality Thomas Taylor E-Business Mgt Kristina Schardijn National Acct Mgr Tracy Elliott Sales Operations Mgr Bonnie Childers Sales Coordinator Mark Buttrum Acct Lead Lisa Boewer CS Lead Rich Steinberg VP Field Sales Ray Noonan NE Regional Mgr Bulls Eye Market Advantage Plus Buckley Assoc North Bob Cusick SE Regional Mgr Buckley & Assoc South Hinton Sales Demlow Marketing Plexus Rich Stanley Central Regional Mgr Osborne Group Apex Robert George Sales Stephanie Mackey Midwest/RM Regional Mgr Mid-America DC Brown TRC Marketing Mike Harrington Western Regional Mgr Ryan Saffel US Nexus Access Partners Marvin Mauer Canadian Country Mgr Rev Sales Ryan Saffel CAN McConnell Spadafora Jeff Stone Channel Mgr BSC Lisa Winter NAM TBA
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Mike Harrington Stephanie Mackey Rich Stanley Bob Cusick Ray Noonan
Market Advantage Washington Ryan, Saffel Minnesota Maine New York VT Montana North Dakota NH Oregon Apex Robert George D.C. Brown Mass Mike Harrington R.I. Idaho Wisconsin CT South Dakota Wyoming Michigan Stephanie Mackey Rich Stanley Pennsylvania New Jersey Bull’sEye Iowa Nevada MD Delaware Nebraska Buckley & Assoc. Nexus Indiana Ohio West Virginia California Utah Illinois Osborne Mid-America Virginia Colorado Kansas Kentucky Access Partners TRC Marketing Missouri N. Carolina Buckley & Assoc. Tennessee Oklahoma Arkansas Arizona New Mexico Hinton Sales Alabama S. Carolina Bob Cusick Georgia Demlow Marketing Mississippi Florida Louisiana Ryan, Saffel Texas Plexus . Stone – BSC Baldwin – Healthcare / Lodging Rittenbury – Foodservice Schardijn – Intl / Corp Winter – Specialty Alaska
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Marvin Mauer REV Sales Ryan, Saffel McConnell-Spadafora Nunavut Yukon
Newfoundland & Labrador Northwest Territories Ryan, Saffel REV Sales Hudson Bay Alberta British Columbia Manitoba Quebec Saskatchewan Nova Scotia McConnell-Spadafora Ontario Marvin Mauer
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ProTeam Manufacturer Representatives
Full Service Sales Agencies They work and are managed like ProTeam Sales Personnel Sales, Marketing, Customer Service, Issue resolution, Demo’s Commission based compensation Managed by our regional management team Represent 10 to 25 other non-competing manufactures Soft Conflicts / Hard Conflicts
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Quarterly Initiatives
Four Focus Areas: Promotion ProPartner Management Activity Objective Training & Education FY 2015 Quarterly Initiatives - PROMOS US and Canada Combined Q1 Promos Promo Dates $ During Promo VS $ Previous Month/s % +/- GoFree Flex Pro Oct 1 - Oct 31 $ 77,571.07 N/A ProGen/ProForce Oct 1 - Nov 30 $ 1,206,401 $ 1,310,798 -8% Filters (GL/UP) Nov 1 - Nov 30 $ ,060 $ ,949 1% ProGuard/ProBlitz Dec 1 - Dec 31 $ 89,121.11 $ ,087 2% Q2 Promos Jan1 - Jan 31 $ ,000 $ ,121 12% GFFP/Batteries Feb 1 - Feb 28 $ ,258 $ ,766 -7% ProGens $ ,375 $ ,954 71% Backpack(excl battery) Mar 1 - Mar 31 $ 1,708,641 $ 1,383,825 23% Q3 Promos Apl 1 - Apl 30 $ ,003 $ ,346 May 1 - May 31 $ ,042 $ ,024 17% ProDusters $ ,825 $ ,405 -3% Backpacks (all) Jun 1 - Jun 30 $ 1,809,717 -100% Filters (all) $ ,270 GFFP $ ,505 Q4 Promos Flooring Distributor Jul 1 - Aug 31 #DIV/0! Aug 1 - Aug 31 Sept 1 - Sept 30
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Market and Distribution
Total 2013 Cleaning Industry Distributor Sales = $24 B Diversified End-User Markets Marketing Programs for different end-user markets in commercial cleaning: Building Service Contractors Education Industrial Healthcare Foodservice Hospitality Pest Management Residential Cleaning Retail Store Cleaning Building Management Health Club Source - ISSA, End-User Segments Sold by All Industry Distributors
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ProTeam ProPartner Distributors
Purpose: 3 Levels based on volume, performance and potential Business mtgs, sales meetings, stocking, access and filter requirements, joint calls Discounts, rebates, growth program, PT Rewards U.S. Platinum – 49 Gold – 33 Growth – 32 Canada Platinum – 6 Gold – 8 Silver/Growth - 8
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Distribution Strategy
Understand, Penetrate, Grow
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ProTeam Distribution Strategy
Value Added Waxie Supply Works Box Mover Veritiv Staples National Contractor ABM Able Online Amazon E-Bay Walk-In Certified Ridley’s Management Companies Sodexo Compass
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Value Added Distributor National / Regional Distributor
Paper First Large sales force Large accounts National accounts Can be value add Walk-In Distributor No sale force on street Low pricing Product availability Fast repair and parts Bid Distributor Cost plus pricing Low or no service Specify product or equal Retail clothing stores Lodging Wood Floor Theatres Medical Specialty Distributor Fastest growing No sales force Positioning / Algorithms Price Content Online Understands user needs Higher margins Service department Bundled services True consultative selling
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ProTeam Marketing Process
Yes ProTeam Customer Buys No Workshop ABC Supply Delivers ProTeam Dist User-Customer introduced to product DSR Takes Order Representative Agency PULL Representative Agency Distributor Presentation PUSH ABC Supply Delivers ProTeam Dist DSR User-Customer is introduced to product Show Customer Product Yes No
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ProTeam Push Through Strategy
Distributor Sales Energies MFR Rep Chemicals Machines Core Line Values 1 2 GOAL Profit/Turns Brand Recognition Value Added Quality Products Customer Service ProTeam Vacuums Sales Manager Or General Manager Paper Hand Soap 3 4 Air Fresheners Restroom Systems Decision Maker Can Liners
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Customers Building Service Contractors (BSC) Franchise Contractors
Franchise Contractors College and University K-12/School Boards Healthcare Foodservice Industrial Lodging
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Building the foundation of a world class end-user coverage program
Key End-User Coverage Program Building the foundation of a world class end-user coverage program Manage a ProTeam key account coverage program that targets selected accounts National / Franchise Building Contractors Education (K-12 & Higher Ed) Industrial, Healthcare, Foodservice, Retail Cleaning Organize key territory end-users Umbrella Accounts Distributor Accounts
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Competition
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Branding, Innovation & Education
Market Education Team Cleaning Training Key Consultants
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Why ProTeam? Solution Provider
Productivity – backpack vacuums clean 3X faster & its a faster, healthier way to clean Cost of Ownership – low maintenance & long lasting Ergonomics – less than half the energy & effort Cleaning for Health – captures & contains dirt without stirring up dust improving Indoor Air Quality Sustainability – vacuums are built to last with fewer moveable parts Why ProTeam?
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Cleaning for Health and Efficiency Report
Designed to help you sell with industry data Information your customers will want to hear Answers most questions before they are asked: Indoor Air Quality Productivity Labor Savings Ergonomics Two Versions Standard (pictured) Building Owner / Mgr
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ProTeam Third Party References
The American Lung Association Carpet & Rug Institute (CRI) John Walker President of Managemen Robert Woellner, Sr. Senior Scientist President Quest, Inc Jim Harris, Sr. President of Concepts IV Environmental services and Technologies Colorado State University ISSA Battelle Memorial Institute Ohio State Michael Berry, PHD Cleaning Management Cleaning Research international Division of Health Promotion & Disease Prevention Key Industry Personalities & Organizations Have Partnered, Contributed Or Provided Information To Produce the Report
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Floor Care Facts Carpet Care Hard Floor Care
70% of Floors in the US are Carpet Carpet can hold more than its weight in soil Hard Floor Care Vacuuming is a faster, healthier, and more efficient way to clean floors Dust bunnies reappear in 24 hours when a floor has been dust mopped as compared to 72 hours when vacuumed with a ProTeam backpack
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Complaints and Indoor Air Quality
Above the floor dusting represents 42% of customer complaints Vacuuming without proper filtration is one of the main causes of poor IAQ A vacuums beater bar makes harmful fungus & spores airborne Indoor Air Quality (IAQ)
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What’s In The Air We Breath?
Problem Dust contains many harmful contaminants Viruses use dust particles as rafts to ride the air Solution Cleaning is critical Contaminant removal reduces risk A Micron is a unit of measure, used by the cleaning industry One Micron = 1/25,000 [A human hair is 70]
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Proper Filtration Makes the Difference
ProTeam’s suction only method of vacuuming, cleans without stirring up dust. Air is cleaner after vacuuming Cleaning workers can work without breathing unhealthy air In 5 passes, A ProTeam Backpack vacuum is: 43% more efficient than a upright 30% more efficient than a canister in removing soil
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Filter Efficiency ProTeam filter systems are effective in capturing and containing particles to solve most cleaning situations Four Level Filtration Efficient at filtering 99.9% to 1 micron or larger HEPA (High Efficient Particulate Air) Efficient at filtering 99.97% to 0.3 micron or larger ULPA (Ultra low Penetration Air) Efficient at filtering % to 0.12 micron or larger
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When Do You Need Truly Sealed HEPA / ULPA?
Must use: When asbestos, lead paint or mold have contaminated a facility Highly recommended: When cleaning localized areas of hazardous particles Extremely Effective: When containing hazardous materials that would be damaging or catastrophic if airborne Should: Be used in a sealed environment when sensitive equipment is in use An alternative to HEPA / ULPA in most non-hazardous situations is a vacuum w/Four Level Filtration using HEPA media.
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Ergonomics & The Cleaning Worker
Department of Surgery, Division of Orthopedics (OSU) & The Battelle Memorial Institute Allows more carpet to be cleaned in a shorter amount of time due to the natural walking motion Avoids repetitive motions Results in less body stress Increases efficiency Minimizes “hunching over” often associated with upright and canister vacuums The ProTeam Backpack vacuum cleaners ease-of-use and ergonomic design allow workers to vacuum more than twice the area in half the time with less body strain.
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Team Cleaning A Flexible, Efficient And Cost Effective System That Addresses Managements Challenges Relating To Labor, Cleaning Methods, Appearance Levels And Training Light Duty function Vacuum Function Restroom Function Utility Function All of the above are performed by specialists. A cleaning worker can perform one, two or all of the functions. A Team Cleaning System is a organized way to manage a cleaning program.
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Understanding The Cost Of Labor
Five minutes lost each day and what it means in annual labor dollars $8.00 an hour 100 employees 5 minutes lost each day = $50,800 Some cleaning organizations lose up to 120+ minutes each day!
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Case study 100,000 sq. ft. of vacuuming area
A Practical Solution Case study 100,000 sq. ft. of vacuuming area ISSA Time Study Product Annual Cost 14” Upright: $73,920 Canister (W 14” Tool): $29,919 ProTeam Backpack (W 14” Tool): $21,120 Annual savings using a ProTeam Backpack vs. a 14” Upright $52,800 or 71%! Annual savings using a ProTeam Backpack vs. a canister w/14” tool $8,799 or 29%! A 24,000 student university realized over $376,440 in annual labor savings using 42 ProTeam backpack vacuums!
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Thank You From ProTeam
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