Sales by sanitary supply distributors rose to $19.6 billion in 2000 — a 17.36 percent increase from the 1997 figure, according to a new survey conducted by Sanitary Maintenance and the International Sanitary Supply Association. The same survey in 1995 reported sales of $15.2 billion, and $16.7 billion in 1997.

The paper and plastics category accounted for the largest sales volume for distributors at 42.5 percent, or $8.3 billion. The figure is up 3 percent from 1997’s 39.5 percent. Chemicals were the second biggest seller, generating $6.3 billion — 32.5 percent of total sales.

Supplies and accessories and power equipment accounted for $2.6 billion (13.7 percent) and $1.5 billion (8.1 percent) respectfully.

Following suit with the 1997 survey, the industrial market was distributors’ largest market segment accounting for $3.1 billion in sales. The educational, health care, contract cleaner and commercial markets rounded out the Top 5.

This study was designed, prepared and conducted by the Research Department of Trade Press Publishing Corp., publisher of Sanitary Maintenance magazine, in conjunction with the International Sanitary Supply Association. Its primary purpose was to gather information on distributor sales of chemicals, janitorial supplies, paper/plastic products and power equipment. Data shown in this report was derived from non-duplicated questionnaires returned from a random sample of Sanitary Maintenance readers and 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 distributor to another.

2000 DISTRIBUTOR SALES VOLUME
TOTAL SALES - $19,600,000,000
Percentage of Total
Paper/Plastics $8,330,000,000 42.5%
Chemicals $6,370,000,000 32.5%
Supplies & Accessories $2,685,200,000 13.7%
Power Equipment $1,587,600,000 8.1%
Other Janitorial Products $627,200,000 3.2%

2000 DISTRIBUTOR SALES BY MARKET SEGMENT
Industrial (manufacturing plants/food processing/utilities/warehouses) $3,136,000,000
Educational (schools/colleges/universities) $2,744,000,000
Health Care (hospitals/nursing homes/clinics/medical/dental offices) $2,156,000,000
Contract Cleaners $1,960,000,000
Commercial (office buildings/property management firms) $1,960,000,000
Retail (grocery/shopping malls/department stores/auto dealers/misc retail) $1,568,000,000
Restaurants/Clubs (stand-alone/country clubs) $1,568,000,000
Governmental (municipal/county/state/federal) $1,372,000,000
Hotels/Motels $784,000,000
Residential (apartment buildings/condominiums) $784,000,000
Transportation (airports/public transit/airlines/bus and rail stations) $784,000,000
Recreation (stadiums/health clubs/movie theaters/casinos/bowling alleys) $392,000,000
Religious (churches/convents etc. EXCLUDING hospitals & schools) $392,000,000
$19,600,000,000

BREAKDOWN OF 2000 PRODUCT SALES
CHEMICAL SALES $6,370,000,000
Percentage of Total
Bench Products (lubricants / solvents / parts cleaner / cutting fluids) 5.8% $369,460,000
Bio Enzymes (drain openers / drain cleaners / etc.) 3.3% $210,210,000
Carpet Care Chemicals (shampoos / pretreats / spotters / etc.) 6.4% $407,680,000
Cleaners & Degreasers (glass / wall) 15.9% $1,012,830,000
Deoderants (blocks / liquid / powder /etc.) 5.2% $331,240,000
Disinfectants & Sanitizers (bowl / porcelain cleaners / etc.) 11.2% $713,440,000
Hand Cleaners (bar/liquid / powder / etc.) 13.9% $885,430,000
Ice Melts 4.9% $312,130,000
Insecticides, Herbicides & Pesticides 1.0% $63,700,000
Laundry Detergents 3.1% $197,470,000
Pool/Spa Care Products 0.3% $19,110,000
Resilient & Hard Floor Chemicals (strippers / neutralizers / seals / finishers /restorers / spray buffs / etc.) 20.7% $1,318,590,000
Warewash Compounds 2.8% $178,360,000
Water Treatments 0.4% $25,480,000
Other chemicals not listed above 5.1% $324,870,000

POWER EQUIPMENT SALES $1,587,600,000
Automatic Scrubbers 18.7% $296,881,200
Battery Powered Floor Machines (polishers / burnishers) 5.4% $85,730,400
Carpet Extractors 11.6% $184,161,600
Electric (Corded) Powered Floor Machines (polishers / burnishers) 16.7% $265,129,200
Pressure Washers 1.1% $17,463,600
Propane Powered Floor Machines 4.7% $74,617,200
Power Sweepers 3.0% $47,628,000
Replacement Parts 7.9% $125,420,400
Robotic Cleaning Equipment 0.3% $4,762,800
Ultrasonic Cleaners 0.1% $1,587,600
Vacuums (backpack) 3.8% $60,328,800
Vacuums (tank and wet/dry) 3.7% $58,741,200
Vacuums (upright/wide area) 18.2% $288,943,200
Other Power Equipment not listed above 4.8% $76,204,800

SUPPLIES/ACCESSORIES $2,685,200,000
Absorbents/Spill Containment 2.0% $53,704,000
Brooms & Brushes 8.3% $222,871,600
Dusters, Dust Mops, & Applicator Pads 8.1% $217,501,200
Floor Pads 10.6% $284,631,200
Floor Machine Brushes 3.1% $83,241,200
Gloves (light weight/disposable NOT safety) 8.2% $220,186,400
Hand Tools (scrapers/screwdrivers/pliers/hammers/flashlights) 1.8% $48,333,600
Mats & Matting 8.2% $220,186,400
Wet Mops 11.3% $303,427,600
Mopping Equipment (buckets/wringers/etc.) 9.2% $247,038,400
Protective clothing/equipment 7.2% $193,334,400
Signage/barricades 1.0% $26,852,000
Squeegees 1.4% $37,592,800
Warewashing Equipment 0.8% $21,481,600
Waste Handling Equipment (carts/receptacles NOT liners) 8.7% $233,612,400
Washroom Fixtures (dryers/dispensers/toilet partitions) 3.1% $83,241,200
Window Washing Accessories (buckets/holsters/etc.) 1.8% $48,333,600
Other Supplies/Accessories not listed above 5.2% $139,630,400

PAPER/PLASTICS $8,330,000,000
Food Service Disposables (napkins/plates/bowls/cups/cutlery/wraps) 14.0% $1,166,200,000
Industrial Wipers 8.9% $741,370,000
Liners & Bags (paper or synthetic/plastic 24.0% $1,999,200,000
Towels/Facial Tissue/Toilet Tissue 48.8% $4,065,040,000
Other Paper/plastics not listed above 4.3% $358,190,000

GROSS MARGIN SALES
BY PRODUCT CATEGORY
Chemicals 46%
Supplies & Accessories 34%
Paper/Plastics 29%
Power Equipment 26%
Other Janitorial Products 32%

NUMBER OF EMPLOYEES
On average, survey respondents have 44 employees in their firm.

NUMBER OF SALESPEOPLE
EMPLOYED FOR JANITORIAL / SANITARY / PAPER PRODUCT SALES
The survey respondents have 4 inside salespeople, and 7 outside salespeople in their firm on average employed for Janitorial/Sanitary/ Paper product sales.

BRANCH LOCATIONS
The survey respondents have 2 branch locations, on average.

RESPONDENTS PROFILE
TYPE OF DISTRIBUTOR
Janitorial Supply Distributor 63%
Industrial Distributor 13%
Food Service Distributor 9%
Paper Merchant 9%
Other Specialty Distributor 6%

Distributors’ SALES TERRITORY
Locally (within a 60 mile radius) 51%
Regionally (more than one state) 24%
Statewide 15%
Nationally 7%
Internationally 3%




POSTED ON: 11/1/2001