Tap into the Opportunities in FMRebecca Stallard

Addressable Market Opportunities

£5bn

£5bn

£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