EXCLUSIVE SURVEY RESULTS
DISTRIBUTOR SALES 2012
T
DISTRIBUTORS’ SALES TERRITORY
he “Report on 2012 Sanitary Supply Distributor Sales” was designed, prepared and conducted by the Research Department of Trade Press Media Group Inc., publisher of Sanitary Maintenance in conjunction with ISSA. Its primary purpose was to gather information on distributor sales of chemicals, janitorial supplies, paper/plastic products and power equipment in the United States 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 STUDY »» Distributor sales grew 1.7 percent from 2010 to 2012. 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 percent of distributor sales in 2012. » » 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.
ANNUAL SALES VOLUME 60%
50%
40%
30%
20%
10%
Under $5 Million
$5 - 10 Million
$10 - 25 Million
60%
16%
12%
0% 18 • October 2013 • SANITARY MAINTENANCE
$25 - 50 Million
6%
Over $50 Million
6%
Internationally 2%
Nationally 12%
Locally (within a 60 mile radius) 41%
Statewide 18%
Regionally (more than one state) 27%
2012 DISTRIBUTOR SALES VOLUME Paper/Plastics
$13,080,819,000
54.4%
Chemicals
$6,492,318,000
27.0%
Supplies/Accessories
$1,947,696,000
8.1%
Power Equipment
$1,707,239,000
7.1%
$817,551,000
3.4%
Other Janitorial Products
Total
$24,045,623,000
2012 DISTRIBUTOR SALES BY MARKET SEGMENT Health Care (hospitals, nursing homes, clinics, medical, dental offices) Industrial (manufacturing plants/ food processing/utilities, warehouses) Contract Cleaners Educational (schools, colleges, universities) Governmental (municipal/county/state/federal) Retail (grocery/shopping malls department stores/auto dealers/ miscellaneous retail) Restaurants/Clubs (stand-alone, country clubs) Commercial (office buildings, property mgmt firms) Recreation (stadiums, health clubs, movie theaters, casinos, bowling alleys) Hotels/Motels Religious (churches, convents/etc., EXCLUDING hospitals & schools) Transportation (airports/public transit/ airlines/bus and rail stations) Residential (apartment buildings/condominiums)
Total
$3,582,798,000
14.9%
$3,510,661,000
14.6%
$3,486,615,000 $3,294,250,000
14.5% 13.7%
$2,019,832,000
8.4%
$1,899,604,000
7.9%
$1,635,102,000
6.8%
$1,611,057,000
6.7%
$865,643,000
3.6%
$817,552,000 $601,140,000
3.4% 2.5%
$529,004,000
2.2%
$192,365,000
0.8%
$24,045,623,000
SURVEY RESULTS 2012 CHEMICAL SALES Bio Enzymes (drain opener/drain cleaner/etc.) Carpet Care Chemicals (shampoos/ pretreats/spotters/etc.) Cleaners & Degreasers (glass/wall) Disinfectants & Sanitizers (bowl/porcelain cleaners/etc.) Hand Cleaners (bar/liquid/powder/etc.)
$188,277,000
2.9%
$259,693,000
4.0%
$1,051,756,000 $616,770,000 $785,570,000
16.2% 9.5% 12.1%
Hand Sanitizers
$363,570,000
5.6%
Ice Melts Insecticides, Herbicides & Pesticides Laundry Detergents
$266,185,000 $32,462,000 $279,169,000
4.1% 0.5% 4.3%
Odor Control (blocks/liquids/gels)
$376,554,000
5.8%
$1,506,218,000
23.2%
$480,432,000 $285,662,000
7.4% 4.4%
Resilient & Hard Floor Chemicals (stripper/ neutralizers/seals/finishers/ restorers/spray buffs/etc.) Warewash Chemicals Other Chemicals not listed above
Total
$6,492,318,000
25%
of chemical sales in 2012 were green products
2012 POWER EQUIPMENT SALES Automatic Scrubbers
$394,372,000
23.1%
Carpet Extractors
$129,750,000
7.6%
$92,191,000
5.4%
$215,112,000
12.6%
Floor Machines (battery powered) Floor Machines (electric power-corded) Floor Machines (propane powered)
30%
of power equipment sales in 2012 were green products
Parts (replacement) Parts (vacuum bags & filters)
$27,316,000
1.6%
$285,109,000
16.7%
$71,704,000
4.2%
Power Sweepers
$22,194,000
1.3%
Pressure Washers (not including restroom cleaning machines)
$10,244,000
0.6%
Restroom Cleaning Machines (not including pressure washers)
$44,388,000
2.6%
Vacuums (backpack)
$68,290,000
4.0%
Vacuums (tank and wet/dry)
$73,411,000
4.3%
$209,990,000
12.3%
$63,168,000
3.7%
Vacuums (upright and wide area) Other Power Equipment not listed above
Total
$1,707,239,000
2012 PAPER/PLASTIC SALES Disposable Wipes
$287,778,000
2.2%
Foodservice Disposables (napkins/plates/bowls/ cups/cutlery/wraps)
$1,229,597,000
9.4%
Liners & Bags (paper or plastic)
$2,629,245,000
20.1%
Packaging Products
$1,935,961,000
14.8%
Towels/Facial Tissue/ Toilet Tissue
$6,671,218,000
51.0%
Other Paper/Plastics not listed above
$327,020,000
2.5%
Total
$13,080,819,000
20 • October 2013 • SANITARY MAINTENANCE
44%
of paper/plastics sales in 2012 were green products
SURVEY RESULTS
20%
ADDITIONAL SALES INFORMATION 2012 OTHER JANITORIAL PRODUCTS NOT LISTED IN ANY PREVIOUS CATEGORY
of supplies/accessories sales in 2012 were green products
Sales
$817,551,000
2012 AVERAGE GROSS MARGIN 40%
2012 SUPPLIES/ACCESSORIES SALES Absorbents/Spill Containment
$60,379,000
3.1%
Dusters & Dust Mops, & Applicator Pads
$74,013,000
3.8%
Floor Machine Brushes
$15,581,000
0.8%
Floor Pads
$200,613,000
10.3%
Gloves (light weight/disposable & safety)
$299,945,000
15.4%
$33,111,000
1.7%
30%
29%
23%
29%
10%
Hand Tools (scrapers/screwdrivers/ pliers/hammers/flashlights) Mats & Matting
$173,345,000
8.9%
Microfiber Products (mops, clothes, etc.)
$120,757,000
6.2%
Mops (wet, all types except microfiber)
$185,031,000
9.5%
Mopping Equipment
$124,652,000
6.4%
Protective Clothing (ear plugs, eye care, masks, safety glasses, etc., excluding gloves)
$40,902,000
2.1%
Safety Products and Equipment (back supports, cleanup kits, first aid kits, safety treads, etc.)
$44,797,000
2.3%
Signage/Barricades
$19,477,000
1.0%
Squeegees
$21,425,000
1.1%
Traditional Washroom Fixtures (non touch-free hand dryers, dispensers, toilet partitions)
$50,640,000
2.6%
Touch-Free Washroom Fixtures (hand dryers, dispensers, flush valves)
$46,745,000
2.4%
Warewashing Equipment
$17,529,000
0.9%
Waste Handling Equipment (carts/receptacles, not liners)
$93,489,000
4.8%
Window Washing Accessories (buckets/holsters/etc., not squeegees)
$42,849,000
2.2%
$105,176,000
5.4%
Other Supplies/Accessories not listed above
Total
20%
Misc Products
Cloth rags (not microfiber)
Power Equipment
6.6%
Supplies/Accessories
$128,548,000
Brooms & Brushes
30%
Paper/Plastics
2.5%
Chemicals
$48,692,000
$1,947,696,000
22 • October 2013 • SANITARY MAINTENANCE
36%
0%
AVERAGE NUMBER OF SALESPEOPLE EMPLOYED
11
OUTSIDE SALESPEOPLE INSIDE SALESPEOPLE
3
PERCENTAGE OF SALES ORDERS
Orders placed by phone 44%
Other 5%
Orders placed in person 27% Orders placed online 18% Standing Order 6%