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