Presentation on theme: "Welcome to the San Jamar WebEx We will be starting shortly."— Presentation transcript:
Welcome to the San Jamar WebEx We will be starting shortly
Agenda Launch Program on new chemicals “Nobody Can Touch Us” Campaign
Saf-T-Ice Descaler For Perfect Ice and Maximum Ice Machine Efficiency
Building the Bundle Water scale is a naturally occurring problem with ice machines. – Scale buildup will affect the efficiency of machine and the quality of your ice. Depending on the hardness of the water; you will see the production rate drop 20-35% within 6 months Your ice cube size will reduce over time Ice cube clarity changes as lime deposit residues show up in the cube
Our Product Saf-T-Ice Descaler – Most effective and concentrated solution (phosphoric acid) Why acid? Because that is the only thing to remove hard water, rust, scale, etc. Phosphoric is safer – Nickel safe – so it won’t damage ice machines – Super Concentrated formula A dilution of 3-6 oz. per gallon. One pint will do 4 gallons of product. – Convenient 6 pack of pints – Highest quality Increase your ice handling bundle… – We have the complete program. Bundled with our other Saf-T Ice Products…Totes, Scoops, etc. One stop shopping.
Leveraging our leadership in Ice Handling We have a large market share of ice totes We sell into approximately 1400 different accounts with these totes. We also sell 12,000+ ice scoops per year. – If we can sell 1 case for ½ the scoops per year we would sell 36,000 pints of product year 1. – And these products will be used and reordered.
Adding to the Bundle Opportunity – Untapped Market Low awareness Can become an easy sale as part of any regular maintenance program with operators – Filters – Descaler – Sanitizing solution Educate – Tell them why they need it and how it helps. – Recommended at least every 6 months to maintain peak efficiency
Market Overview Lime & Scale removers were $30M in 2008 in food service segment. Who are our Competitors? – Lots of descaler out there….but none of them have the complete ice system like we do. – Phosphoric acid best solution, we have the highest quality – List Prices per pint will range from a $12-$19….We are in the range at $17.75 List In addition, with dilution at 4oz per gallon our price per gallon is $4.43. When using list price. Easy to sell 6 pack of pints bottle
Value to Distributors Low awareness, easy add-on product Discuss the value of maintaining ice quality and production rates and the cost of not. Play up the strength of our product. We have the best formula out there. Point out the strength in bundling all ice products together…if you like our ice totes…you’ll love our ice descaler
Program and Pricing Marketing support materials – Saf-T-Ice Descaler Video Saf-T-Ice Descaler Video – Saf-T-Ice Descaler Interview Saf-T-Ice Descaler Interview – Sell Sheet – Demo of Product Promotion to launch and support Product Pricing – List $17.75
Saf-T Drain Thickened Bacterial Drain Treatment Specially formulated for Bars, Restaurants and Institutions
Basic Positioning Bar and Soda Drains accumulate sugars, residue, organic mater, buildup, yeast, syrups – This buildup can create bad and unpleasant odors – The buildup can cause costly backups – The drains can attract fruit and drain flies Position in conjunction with our Bar Supplies – Kleen Plug system sell for protecting beer taps – Other products: bar boards, versa mats, speed rails, etc.
Our Solution Saf-T Drain – Highest quality natural bacteria formula – 16 billion bacteria per bottle – Thickened formula to easily coat the drain…long lasting contact time – Pleasant Mint Fragrance – Safe to use on all type of pipes
So why sell it? Opportunity – Forgotten Area Customers spend a lot of time treating traditional drains…..but neglect the soda and beer lines Great Niche business….customers understand the need, but a lot of them don’t address the problem. Works as a drain maintainer and deodorizer Won’t harm plumbing or fixtures – Guaranteed Re-Order Business 4 oz. for 5 days then 8 oz. per week. Can’t overuse. Product goes right down the drain.
Leveraging our strength in bar supplies We sold approximately 30,000 Kleen Plugs in 2012 – Our target is every customer who bought Kleen Plugs – If we could sell 1 quart for every 3 Kleen Plugs, we could sell 10,000 quarts of product per year.
Product Benefits User Benefits – End User Helps remove odors in drains Helps drains remain free flowing Helps eliminate organic matter and breeding ground Helps us with our safe/sanitary story and ties in with everything else we do. – Rep/Distributor Increase in sales by bundling all bar products Increase in sales by having a reorder product in place.
Market Overview Who are our competitors? – There are other companies that have drain products and bacterial products. – List product pricing will fall in the $3-$20 per quart range…..we are in the range at $10.15 per quart list Lots of variables (# of bacteria in products, lots of fillers, not all gels, watered down formulas)
Market Overview Continued How do we address the competition? – Play up the strength of our product. We have the best formula out there. 600 billion bacteria count from accredited lab. – Ours is thickened. So it clings to the walls of the drain. – Point out the strength in bundling all bar products together…if you like our Kleen plugs, cutting boards…you’ll love our Saf-T Drain product. – Talk to the fact that we are experts and industry leaders in the bar, restaurant and sanitation business.
Pricing Marketing support materials – Sell Sheet – Demo of Product Promotion to launch and support Product Pricing – List $10.15
BluNaturale Natural Grit Cleanser…..Cleans without scratching
Basic Positioning There are lots of applications in food service and jan/san that demand a grit cleanser. – Kitchens, bathrooms, fixtures, behind the bar, stainless steel, etc. There are lots of improper cleaners used in these areas. – Bad odors – Poor performing – doesn’t work – Formula settles out – non-stable formulas – Too rough of a grit…damaging surfaces
Our Product BluNaturale Industrial Grit Cleanser – Cleans without scratching….jewelers rouge – Industrial grit is more powerful and safer to use than Soft Scrub. – Super concentrated lemon fragrance – Cleans and polishes without scratching Natural Fit for our lineup – Product that can be used in both food service and Jan/San – Perfect in back of the bar, kitchen and restrooms
Market Overview Scouring Cleaners were $38M in 2010 in janitorial segment. Who are our Competitors? – Lots of scouring cleansers out there….but ours is a little different with all natural, lemon, blue color. – List prices per quart will range from a $2-$15….We are competitive at $8.50/quart list.
Objections/Answers Objection – This is covered in Ecolab contracts we can’t compete. – Answer - At best Ecolab market share of this particular product is 30%...........most of the liquid cleansers are either bought from warehouse stores(Costco type) or private label suppliers.This is especially true in non-chain restaurants…..and there are a lot of those out there.
Objections/Answers How does this compare to Softscrub? – Softscrub tends to solidify when on the shelf for extended periods of time. When this happens the bottle is normally disgarded ….which is a huge waste factor. BluNaturale has a builtin dispersion formula that prevents solidification of the ingredients on the bottom of the bottle. – A lot of end users don’t like scent of Soft Scrub. BluNaturale has a pleasant lemon scent.
Value to the Distributor Play up the strength of our product. We have the best formula out there. We have a unique product with jewelers rouge, blue color and all-natural lemon fragrance. Industrial product vs. retail versions like soft scrub. Product that won’t separate out like Soft Scrub will.
Program & Pricing Marketing support materials – Sell Sheet – Demo quart of product to each rep Promotion to launch and support Product Pricing – List $8.50
Promotional Support Effective August 1 – September 30 th 25% off …. – Saf-T-Ice Descaler (S19800) List $17.75 ea/ 6 per case – Saf-T-Drain (BDR1000) List $10.15 ea, 6 per case 10 case minimum 15% off Ice Totes, Versa-Mats and Kleen Plugs with any 10 case order of Saf-T-Ice or Safe-T- Drain Prepaid freight on all orders
Promotional Support Effective August 1 – September 30 th BluNaturale Natural Grit Cleanser – Buy 3 cases get 1 free – Chem1000, 12 per case, list price $7.30 ea – Prepaid freight on all orders
Rep Webex Sample Kits All Kits are shipping by 7/24/13 T7500TBK – Compact Simplicity1 ea Z080812E – New Touchless Brochure25 ea SI9800 – Saf-T-Ice Descaler6 ea BDR1000 – Saf-T-Drain Treatment6 ea CHEM1000 – BluNaturale12 ea Z051013E – Saf-T-Ice Descaler Sell Sheet 18 ea Z050313E – Saf-T-Drain Sell Sheet 18 ea Z051213E – Blunatural Sell Sheet18 ea Demo Kits Saf-T-Ice Descaler – 1 Test Tube, 1 Pipet (eye dropper) and 1 bag Coral Gravel Saf-T-Drain Treatment – 1 Test Tube
ISSA sales Meeting Date: November 18th Time: Monday AM Place: Las Vegas Hotel (formerly the Las Vegas Hilton)