Distributor Sales Survey 2000: Exclusive Results

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.