1. New towels and a better package
Clean & Convenient

2. Problems that distributors are facing
Slim margins
Low profit

3. Problems our customer are facing with 1-ply hand towels
High consumption
More waste
Low-quality paper, which is rough on the hands

4. Problems our customers are facing with cardboard boxes
Excessive waste
Lack of brand recognition on the shelves
Inconvenient
Handling and carrying
Difficulty on opening

5. Approach Replace the current 1-ply products
Introduce brand-new 2-ply Zig Zag hand towels
Sell 'better' rather than 'good' products
Place the launch-phase focus on distributors
Take advantage of the opportunity to establish higher hand towel quality
Strengthen, develop, and establish the Katrin brand
Boost sales by pushing volume onto the market
This launch is an extension of the washroom update and will strengthen our overall message: 'Hygiene spreads success'.
To strengthen our offer even more, we will launch the new towels with a new and inventive packaging solution: the Handy Pack! 5
7/6/2018

6. 2 is better Clean Convenient Zig Zag 2-ply Handy Pack
Katrin Distributor + + +
Better offers
Better solutions
Better business

7. Clean Convenient +
2 for better offers

8. Zig Zag 2-ply hand towels in the Katrin Handy Pack, clean and convenient:
The Zig Zag 2-ply hand towels, in combination with the right dispensers (hand-towel dispensers S, M, and L), will promote good hand hygiene (with soft paper, paper that is always at hand, and touch-free dispensing).
An additional selling point is that the hand towels are hypo-allergenic and will not irritate sensitive skin.
CONVENIENT
The Handy Pack is a smart and modern packaging solution with features that make it convenient for customers in several respects:
Carrying, transportation, handling, storage, and opening are stress-free.
The ZZ 2-ply hand towels spread success in hand hygiene, while the Handy Pack spreads success in ease of use, environment-friendliness, and financial terms. In other words, we offer complete success.
CLEAN & CONVENIENT – 2 is better 8
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9. New towels in a smart package solution
Clean & Convenient
New towels in a smart package solution

10. Zig Zag 2-ply Handy Pack +
2 for better solutions

11. 2-ply is a better solution than 1-ply
A 2-ply hand towel fulfills better the meaning of our product concept Less is More ( LiM) and our Don’t sell good, sell better - sales concept.
It brings the advantages and features that is connected to LiM:
Less consumption
Better absorbency and wet strength mean that fewer hand towels are needed.
Dispensing one at a time and use of plus self-extracting sheets mean full use of hand towel size – again saving on the number of sheets
Don’t sell good, sell better
A hand towel of better quality will cost more per towel, but less per hand drying, as a better towel leads to reduced consumption.
A hand towel with better properties performs better in the washroom.
In combination with the right dispenser it will provide better overall economy for the customer.

12. This is Less is More
Less Is More is our product concept for minimising resources through reduced consumption and reduced hygiene risks. Its foundation is firmly on paper, dispensers, and consumables that do their job properly – and therefore perform at their maximum.

13. It matters which paper you buy
The right paper in the right place reduces purchased volumes, purchasing costs and consumption.
A paper with high absorbency gives reduced consumption.
The right paper quality (size, strength and other properties) minimises the amount of waste and the impact on the environment.
Flat sheets give controlled consumption and reduce waste.
The right paper + the right dispenser reduce loss and the amount of waste – and make it easier for the visitor to maintain good hand hygiene.

14. It doesn’t cost much to choose a better hand towel
Labour represents by far the largest share of the total cleaning costs in a workplace. Hand hygiene (paper and dispensers) accounts for only 1.5% of the total cost.
Disposables 3%
of which paper 1.5%
Machines 4%
Equipment 3%
Labour 90%
7/6/2018

15. 2 is better, here is one example
Users/day
400
Toilet visits/day 3
Usage day/month 20
Total amount of visits / month
24 000
ZZ-fold Handt. 1-ply
ZZ-fold Handt.2-ply
Amount of hand dryings
24 000
Amount of paper consumed at a time
4,0 sheet
1,5 sheet
96 000 sheet
36 000 sheet
Sheets / unit 
4 000
3 150
Unit / Need per month
24,00 unit
11,43 unit
Costs / unit
16,70
20,00
Product costs / month
400,80
228,57
ZZ-fold
Total / Euro /month
SAVINGS GBP / MONTH 172,23 YEARLY 2 066,74
7/6/2018

16. 2 is better 62 % higher consumption with 1-ply hand towels
ZZ-fold Hand towel 1-ply
ZZ-fold Hand towel 2-ply

17. Less consumption New, improved quality 2-ply Zig Zag hand towels
A 2-panel towel with a larger surface for drying the hands – only one sheet needed
Better properties of absorption and wet strength, which is an advantage in demanding drying situations and lowers consumption while improving hygiene, for better overall economy
Embossing in combination with the optimal combination of raw materials, to ensure higher absorbency
Bigger sheet size
Better absorption 17
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18. Embossing
The special embossing design, DERL (Double Embossed Random Laminated) improves strength in length and width – the towel has more strength in use.
The embossing principle “DERL” combined with a special single pin design increase the softness and thickness as well as the absorption speed – the towel is more comfortable for hands
The new embossing pattern makes Katrin unique and more recognizable
Air pockets between the layers gives:
Faster absorption
Higher absorption capacity
A thicker towel

19. Softer and more skin-friendly
The quality is improved with a new, unique wave embossing and is softer, as well as skin-friendly, so ideally suited to frequent use.
The towels are skin-friendly and allergy-tested – for a fully hypo-allergenic product
User touches only one sheet (the sheet that is used)
Skin-friendly 19
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20. Improved paper quality
Diagram showing some of the key benefits of the new paper quality (absorption, softness) will come later 20
7/6/2018

21. Controlled consumption
Touch-free dispensing and self-extracting sheets making full use of the hand towel size possible
One-at-a-time dispensing
Minimisation of waste, consumption and environmental impact
Lower consumption, which also means fewer refills and less maintenance
2-panel, self extracting sheet
Money saver 21
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22. A packaging solution that strengthens our offer
The new towels will be launched with a smart packaging solution: the Handy Pack!

23. Smart packaging WHAT IS SMART PACKAGING?
The combination of materials, technology, and functionality to solve packaging problems in a new and better way, throughout a package’s life cycle.
WHAT DOES A SMART PACKAGING SOLUTION DO?
Conveys information through imagery and iconography rather than text
Combines different materials
May also feature interactivity
Makes the packaging itself part of the experience when you use the product (the Handy Pack can serve as a waste bag)
HOW IS SMART PACKAGING DEVELOPED?
Unconventional thinking
Teamwork
Adding new technology but retaining functionality
Adaptation to the environment in which it will be used
Making the packaging part of the product 23
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24. Convenient – package NEW PICTURE! Integrated handles – easier to carry
Transporting and handling large packages by hand is usually difficult.
The Handy Pack has smart carrying handles integrated into the packaging. Ergonomic grip enable the customer conveniently grab the pack from the shelf and carry to the vehicle, on the stairs, passing heavy doors an to and from the storage room. Instead of walking long distances to pick one carton at a time, with Handy Pack it is easy to carry many packages in the same time. Less awkward handling, more efficient working.
Compact packaging – convenient logistics
Towels and paper packages normally need large storage spaces.
The Handy Pack packaging in plastic is more compact and yet carries larger volumes of hand towels in each package, so less space is required along the entire logistics chain. In addition, fewer purchases are needed, for less administration and lower costs.
NEW PICTURE! 24
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25. Convenient – package
Convenient perforation – quick package opening and easy disposal
Opening traditional packages takes time and energy (and sometimes sharp edges can result in injury).
Due to its convenient perforation, the Handy Pack is easy to open.
Opening requires no tools, and the package has no sharp edges, meaning that it is ergonomic and convenient for maintenance personnel while also saving space in small storage areas (such as cleaning trolleys = savings in personnel costs, time, and total money spent.) Plastic pack requires less space when disposing it and it is also easier to carry away more Handy Packs at a time to the recycling area compared to bulky cartons.
Multipurpose bag – convenient extra uses
With traditional packaging, each empty package is another piece of rubbish.
An empty Handy Pack bag doubles as a trash bag, providing added value to the customer. It is also really easy to fold up and recycle. 25
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26. Convenient – package Plastic package – durable in bad weather
Non-plastic packaging is vulnerable to humidity and water.
Plastic packaging withstands humidity and water better. The Handy Pack minimises the risk of water damaging the paper stored inside, and that means less waste while adding to the convenience of the product.
Information icons – quick access to information
Reading information on packaging wastes time.
The Handy Pack packaging is equipped with icons that clearly indicate the paper quality, size, and the number of bundles in the package, giving you rapid and convenient access to vital product information – a quick glance and the informing is done!
Transparent package – easier to find
Finding the right product from storage too is time-consuming.
The Handy Pack packaging is partly transparent, and the bundles are visible through the plastic, so the customer will be able to recognise and identify the products sooner when they are stored in a warehouse or in low-light conditions. 26
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27. Zig Zag towel, products 3 x 7 Handy Pack
Name
Product number
Plies
No. of CP
Width x hight cm
No. of sheets
Katrin Plus ZZ 2
61649 2 21
23,4 x 23
150
Katrin Classic ZZ 2
61694
Katrin Classic ZZ 2, green
61717
Katrin Basic ZZ
61731 1
250
Katrin Basic, green
N/A 27
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28. Zig Zag towel, 1 x 5 Handy Pack
Name
Product number
Plies
No. of CP
Width x height cm
No. of sheets
Katrin Classic ZZ 2
62769 2 5
22,4 x 23
150
Katrin Basic ZZ
N/A
250 28
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29. Our complete solution
3 x 7
1 x 5 29

30. Katrin Distributor +
2 for better business

31. Doing good business together is a win/win-relation
A long-term relationship
Profitability = growth for both parties
Establishment of common goals and working together to reach them
A lot to win
More time for core business
Common sales activities
More knowledge of the markets and clients
Tailoring of solutions and service
Improvement of sales and market share
Profitable sales
Less time spent on negotiations

32. Don’t sell good, sell better
'Don’t sell good, sell better' is our sales concept.
It’s about up-selling – that is, selling a better product. By doing that, you provide the customer with a better offer and solution, resulting in better overall economy and a more pleasant washroom experience for the visitors.
Example:
Why is Zig Zag 2-ply better than 1-ply
Higher absorption capacity
Faster and more efficient absorption
A more hygienic result
Less consumption
Less waste so reduced impact on the environment
GOOD
BETTER
BEST

33. Distributor selling to the main target groups
HoReCa, smaller offices such as those used by architects, designers, lawyers, doctors and facility companies 33
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34. Ideas for incentives and give-aways
Buy and get:
A cardboard dispenser – designed Katrin-style with informative text at the back of the dispenser
A suitcase or travel bag (a handy pack of another sort)
A dispenser
Toilet paper
Inflatables
Bags
X cents going to charity
Something handy for a barbecue
A trial pack
A protective bag for a mobile phone (in Handy Pack design)
Focus on handle
Firewood box with handle
Snow shovel
Ski bag
Some of the above can also be give-aways 34
7/6/2018

35. Give-aways for 'Two is better'
Board games
Boule
Win and invite one more person
A badminton set
Dinner for two
A tennis kit – for the beach
Bath slippers
Diving flippers
A beach ball or volleyball
A pack of cards
Sushi sticks (sushi kit)
Barbecue mitts
Salt and pepper cellars
Headphones
Earplugs

36. Ideas for incentives / give-aways
A pencil
Bags
Gloves or a barbecue mitt
A travel bag or suitcase (a handy pack of another sort)
An ice-scraper
Sitting pad with handle
A lighter with 'smart handles'
Some of the above can also be incentives 36
7/6/2018

37. Ideas of POS material Insert for pallets Pallet stand Pallet rim
SHELF TAG
Upper part tol be removable and tailored to the launch
Insert for pallets
Pallet stand
Pallet rim
Shelf tags
Banner/streamer
Signs/poster adapted to the display frames in the store (if the C&C provide us with such display areas)
Locking system at the back
Easy to wrap around a new pallet when empty
Sign in life size
Real packages hanging from his hands
INSERT FOR PALLET 37
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38. Ideas of POS material Expose Katrin dispenser and paper together
Create a box for the shelf with information about the product, a dispenser, and paper inside the box
Let the customer try the dispenser in the store
Attach the dispenser to the shelf with a magnet
Dispenser stand
Pallet container 38
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39. Ideas of other units Flags Stickers on the floor – hands
FLOORSTICKERS
Flags
Stickers on the floor – hands
Signs in the shape of a hand
Embossing-shape signs, (new embossing)
Bags, cooler, and travel bag
Hanging mobile with embossing-inspired pattern
Activity on the Internet via katrin.com or banners at the C&C, or activity in external media?
FLAGS
SIGN 39
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40. Marketing materials POS cards Posters Roll-ups PR info and newsletter
Internal/external presentation
Folder
Campaign site
Pictures of the items to be added 40
7/6/2018

41. Distributor package Campaign brochure
Print templates with a focus on hand towels, and Handy Pack
Banners
HTML send-outs
Pictures of the items to be added

42. Kick-off idea
Biathlon
Let´s Dance
Tandem competition 42
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43. Sales competition
Katrin
+ Distributor
= Strong team, better result

44. Thank you! First name Last name Title, Katrin
mobile phone: phone:
Katrin. At Hand.

45. Handy Pack exercise
Part 1: starting the event with a theory-based lesson / sales presentation
Part 2: fitness exercise
Step board
Push-ups on an HP
Box ball
Dumbbells/weights
Running with an HP in each hand
Throwing HPs
Stretching
Maybe finishing by testing the towel, washing one's hands
Advantage: resistance to sweat – just wipe and clean
The option, of course, of holding this event in the open air or inside, with your personnel or your customers (at least in Scandinavia) – give-aways may be appropriate for this: training bag (towel?), water bottle, headbands in the style of the 1980s, etc.
Bonus!
Smaller love handles
Better 'package' (abs)
Gyms as potentially a very interesting target group for Katrin products in many ways: on account of level of consumption, fitness values, fashion, hygiene, etc. 45
7/6/2018

46. Activities connected with UEFA Euro 2012 in Poland and Ukraine (8 June – 1 July)
DRAFT!!
Give-aways
Hands for Handy Pack and give us a helping hand
T-shirts with fun/clever/smart message
Hand-clapper (greet your team, as with the vuvuzela in World Cup 2010 in South Africa)
Sales competition connected to UEFA Euro 2012
The chance to win tickets
Going backstage with your favourite team or player
Special sales competition for sales forces in Poland and Ukraine
Within the sales force – which country will win Handy Pack Euro 2012?
Printed message, also for use as a clapper