2012 Sanitary Supply Distributor Sales

Transcription

1 Report On 2012 Sanitary Supply Distributor Sales Results of a joint research study conducted by Sanitary Maintenance Magazine and the ISSA the leading association for the cleaning industry worldwide October 2013 Cost: $349

2 About the Study This study was designed, prepared and conducted by the Research Department of Trade Press Media Group Inc., publisher of Sanitary Maintenance Magazine in conjunction with the ISSA. Its primary purpose was to gather information on distributor sales of chemicals, janitorial supplies, paper/plastic products and power equipment in the U.S., and Canada. Data shown in this report was derived from non-duplicated questionnaires returned from a random sample of Sanitary Maintenance readers which includes ISSA members. Projected market totals were computed using weighted means. Dollar figures presented represent sales by distributors after markup. Estimates for manufacturer sales based on these figures are difficult to make since markup varies from category to category and from one distribution to another. SOME HIGHLIGHTS FROM THIS SURVEY Distributor sales grew 1.7% from 2010 to Sales now total $24 billion. The majority of distributors sell locally (within a 60 mile radius). Health Care, Industrial, Contract Cleaners, and Educational market segments accounted for 57.7% of distributor sales in Paper and plastics are the leading product category by sales volume. Towels, Facial Tissue, Toilet Tissue continues to be the product that sold the most by dollar volume. Sanitary Maintenance magazine, and ISSA PAGE 1

3 Respondents Profile SURVEY RESULTS Type of Distributor Janitorial Supply Distributor 73% 11% Industrial Distributor 7% Foodservice Distributor 6% Paper Merchant 3% Other Specialty Distributor DISTRIBUTORS SALES TERRITORY 18% Statewide Locally (within a 60 mile radius) 41% 27% Regionally (more than one state) Internationally 2% 12% Nationally ANNUAL SALES VOLUME Under $5 Million 60% $5 Million - $10 Million 16% $10 Million - $25 Million 12% $25 Million - $50 Million 6% Over $50 Million 6% PAGE 2 Sanitary Maintenance magazine, and ISSA

4 Distributor Sales 2012 DISTRIBUTOR SALES VOLUME Product Category Sales Percentage of Total Paper/Plastics $13,080,819, % Chemicals $6,492,318, % Supplies/Accessories $1,947,696, % Power Equipment $1,707,239, % Other Janitorial Products $817,551, % TOTAL SALES $24,045,623, DISTRIBUTOR SALES BY MARKET SEGMENT Market Segments Sales Percentage of Total Health Care (hospitals, nursing homes, clinics, medical, dental offices) $3,582,798, % Industrial (manufacturing plants, food processing, utilities, warehouses) $3,510,661, % Contract Cleaners $3,486,615, % Educational (schools, colleges, universities) $3,294,250, % Governmental (municipal, county, state, federal) $2,019,832, % Retail (grocery, shopping malls, department stores, auto dealers, misc. retail) $1,899,604, % Restaurants/Clubs (stand-alone, country clubs) $1,635,102, % Commercial (office buildings, property management firms) $1,611,057, % Recreation (stadiums, health clubs, movie theaters, casinos, bowling alleys) $865,643, % Hotels/Motels $817,552, % Religious (churches, convents, etc., excluding hospitals & schools) $601,140, % Transportation (airports, public transit, airlines, bus and rail stations) $529,004, % Residential (apartment buildings, condominiums) $192,365, % Total $24,045,623,000 Sanitary Maintenance magazine, and ISSA PAGE 3

5 2012 chemical SALES BREAKDOWN OF 2012 product SALES Products Sales Percentage of Total Bio Enzymes (drain openers, drain cleaners, etc.) $188,277, % Carpet Care Chemicals (shampoos, pretreats, spotters, etc.) $259,693, % Cleaners & Degreasers (glass, wall, counters, etc.) $1,051,756, % Disinfectants & Sanitizers (bowl, porcelain, counter, other surfaces) $616,770, % Hand Cleaners (bar, liquid, powder, etc.) $785,570, % Hand Sanitizers $363,570, % Ice Melts $266,185, % Insecticides, Herbicides & Pesticides $32,462, % Laundry Detergents $279,169, % Odor Control (blocks, liquids, gels) $376,554, % Resilient & Hard Floor Chemicals (strippers, neutralizers, seals, $1,506,218, % finishers, restorers, spray buffs, polishing compounds, etc.) Warewash Chemicals $480,432, % Other Chemicals not listed above $285,662, % Total $6,492,318,000 Green products accounted for 25% of chemical sales in POWER EQUIPMENT SALES Products Sales Percentage of Total Automatic Scrubbers (walk behind & rider) $394,372, % Carpet Extractors $129,750, % Floor Machines (battery powered) $92,191, % Floor Machines (electric powered-corded) $215,112, % Floor Machines (propane powered) $27,316, % Parts (replacement) $285,109, % Parts (vacuum bags & filters) $71,704, % Power Sweepers $22,194, % Pressure Washers (not including restroom cleaning machines) $10,244, % Restroom Cleaning Machines (not including pressure washers) $44,388, % Vacuums (backpack) $68,290, % Vacuums (tank and wet/dry) $73,411, % Vacuums (upright, wide area) $209,990, % Other Power Equipment not listed above $63,168, % Total $1,707,239,000 Green products accounted for 30% of power equipment sales in PAGE 4 Sanitary Maintenance magazine, and ISSA

6 2012 Supplies/Accessories Sales Products Sales Percentage of Total Absorbents/Spill Containment $48,692, % Brooms & Brushes $128,548, % Cloth Rags (not microfiber) $60,379, % Dusters & Dust Mops, & Applicator Pads (not microfiber) $74,013, % Floor Machine Brushes $15,581, % Floor Pads $200,613, % Gloves (lightweight, disposable & safety) $299,945, % Hand Tools (scrapers, screwdrivers, pliers, hammers, $33,111, % flashlights, etc.) Mats & Matting $173,345, % Microfiber Products (mops, clothes, etc.) $120,757, % Mops (wet, all types except microfiber) $185,031, % Mopping Equipment (buckets, wringers, etc., not mops) $124,652, % Protective clothing (ear plugs, eye care, masks, safety $40,902, % glasses, etc., excluding gloves) Safety Products and Equipment (back supports, cleanup kits, $44,797, % first aid kits, safety treads, etc.) Signage/barricades $19,477, % Squeegees $21,425, % Traditional Washroom fixtures (non touch-free hand dryers, $50,640, % dispensers, toilet partitions) Touch-Free Washroom Fixtures (hand dryers, dispensers, $46,745, % flush valves) Warewashing Equipment $17,529, % Waste Handling Equipment (carts, receptacles, not liners) $93,489, % Window Washing Accessories (buckets, holsters, etc., not $42,849, % squeegees) Other Supplies/Accessories not listed above $105,176, % Total $1,947,696,000 Green products accounted for 20% of supplies/accessories sales in Sanitary Maintenance magazine, and ISSA PAGE 5

7 2012 PAPER/PLASTIC SALES Products Sales Percentage of Total Disposable Wipes $287,778, % Foodservice Disposables (napkins, plates, bowls, cups, $1,229,597, % cutlery, wraps) Liners & Bags (paper or plastic) $2,629,245, % Packaging Products $1,935,961, % Towels, Facial Tissue, Toilet Tissue $6,671,218, % Other Paper/Plastics not listed above $327,020, % Total $13,080,819,000 Green products accounted for 44% of paper/plastics sales sales in OTHER JANITORIAL PRODUCT sales NOT LISTED IN ANY PREVIOUS CATEGORY Sales $817,551,000 PAGE 6 Sanitary Maintenance magazine, and ISSA

8 2012 AVERAGE GROSS MARGIN Chemicals 36% Paper/Plastics 30% Supplies/Accessories 29% Power Equipment 23% Miscellaneous Products 29% Additional Sales information (Total exceeds 100% because multiple mentions were allowed.) AVERAGE NUMBER OF SALESPEOPLE EMPLOYED Outside Salespeople 11 Inside Salespeople 3 PERCENTAGE OF SALES ORDERS Orders placed in by phone 44% 27% Orders placed in person 18% Orders placed online Other 5% 6% Standing order Sanitary Maintenance magazine, and ISSA PAGE 7