1. JanSan Category Opportunity: A Strategy for Growth Market Overview

2. The Opportunity $21 billion end-use market.
IDC customers are already buying JanSan from other distribution.
Penetration of existing accounts helps reduce the risk of competition within the account.
Penetration of existing accounts costs less and is less time consuming than acquiring a new account.
JanSan included in the consumable commodities category.
Most buyers are the same as your current contacts.

3. The Market Breakdown Paper/Plastics $8.799 billion 41.7%
Chemicals $7.638 billion 36.2%
Supplies $2.363 billion 11.2%
Power Equipment $1.477 billion %
Other Janitorial $0.823 billion % $21.10 billion 100%
Source: ISSA 2002 Report on Sanitary Supply Distributor Sales

4. Sales By Distribution Segment
Source: ISSA 2002 Report on Sanitary Supply Distributor Sales

5. Sales By Distribution Area
Source: ISSA 2002 Report on Sanitary Supply Distributor Sales

6. Sales By Market Segment
Change vs 2000
Industrial
$2,891
-8%
Contract Cleaner
$2,602
33%
Commercial
$2,553
30%
Health Care
$2,532
17%
Educational
$2,426
-12%
Restaurants/Clubs
$2,005
28%
Retail
$1,899
21%
Hotels/Motels
$1,329
Government
$1,245
-9%
Transportation
$537
-35%
Residential
$511
-34%
Religious
$380
-3%
Recreation
$190
-28%
Source: ISSA 2002 Report on Sanitary Supply Distributor Sales

7. Current Market Conclusions
Market dominated by Janitorial Distributor (63%)
Majority of accounts are local -- within a 60 mile radius (56%)
IDC included in “other Specialty Distributors” that service less than 4% of the market
Strong IDC market segments like Commercial (30%) and Retail (21%) show double digit growth in this category

8. Possible IDC Advantages over the “Typical” JanSan Distributor
Technologically Sophisticated
Reporting
Internet ordering
“Evolved” marketing strategies
“Evolved” sales strategies
“Evolved” stocking strategies
Single source with office products
Overall “ease” of doing business

9. JanSan Category Opportunity: A Strategy for Growth JanSan Industry “Buzz Words”

10. Commonly Used JanSan “Buzz Words”

11. Other potential contacts
Who To Call On?
Vision 2004 data shows that over 60% of OP buyers also purchase JanSan items
Other potential contacts
Custodial Engineer
Facilities Manager
Director of Environmental Services
Maintenance Department Manager
Safety Coordinator
Director of Housekeeping