1. Tap into the Opportunities in FM Rebecca Stallard

3. Addressable Market Opportunities £5bn

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

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

7. 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

8. 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?

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

10. Business Sector Product Priorities

11. 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

12. 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

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

14. Thank you & any questions