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K - 12 Products. Randy Tess K-12 Product Manager 920-468-2723. K - 12 Products. Learning Objectives Understand the market size and sales potential of K-12 Know which products are considered K-12 Be able to professionally describe key features & benefits

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slide1

K - 12 Products

  • Randy Tess
  • K-12 Product Manager
  • 920-468-2723
slide2

K - 12 Products

  • Learning Objectives
      • Understand the market size and sales potential of K-12
      • Know which products are considered K-12
      • Be able to professionally describe key features & benefits
      • Be capable of properly demonstrating the product
slide3

K-12 Products

  • K-12 - Why Bother?
      • $ 21 Billion spent in 2000 on school construction
      • $ 20 Billion spent in 2001
      • $ 20 Billion starting construction in 2002
      • $ 59 Million in forecasted K-12 sales for KI in 2002
      • Dollars per face time hour = $6,000 in 2000
      • Dollars per face time hour = $5,000 in 2001 & 2002
slide4

K-12 Products

  • Classrooms 1994 1995 1996 1997 199819992000 2001
    • Virco 53.3% 54.8% 55.1% 54.7% 53.7% 51.2% 51.0% 49.3%
    • Artco-Bell 22.6% 22.6% 22.6% 22.4% 22.0% 22.0% 22.2% 22.0%
    • KI 1.0% 2.8% 3.9% 4.2% 4.3% 5.4% 5.8% 10.1%
    • Scholarcraft 6.4% 6.5% 6.5% 6.5% 6.3% 6.4% 6.4% 5.8%
    • Columbia 3.9% 3.9% 4.1% 4.2% 4.3% 4.2% 4.3% 4.1%
    • Other 12.8% 9.4% 7.8% 8.0% 8.4% 10.8% 10.3% 8.7%
    • Total 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.1%
k 12 products
K-12 Products
  • Ivy League
  • Intellect
  • Uniframe
  • Stools
  • Steel Folding Chairs
slide6

K-12 Products

  • Folding & Fixed Leg Conf Tables
  • Poly Fold
  • Poly Seating & Dollys
  • Fiberglass Seating
  • 500 Series Chairs
slide7

K-12 Products

  • Purchasing Decision Makers:
slide8

K-12 Products

  • Purchasing Decision Makers:
      • Business Officer / Purchasing Agent
      • School Principal
      • School Boards
      • Outside Specifier or Consultant
      • A & D Firms
slide9

K-12 Products

  • Customer Buying Criteria:
      • 1. Quality
      • 2. Life Cycle-Cost
      • 3. Performance Specifications
      • 4. Low Price
      • 5. Warranty / Guarantee
slide10

K-12 Products

  • Customer Buying Criteria:
      • 1. Quality
      • 2. Life Cycle-Cost
      • 3. Performance Specifications
      • 4. Low Price
      • 5. Warranty / Guarantee
slide11

K-12 Products

  • Key KI Selling Features:
      • Some K-12 people have never heard of KI
      • $600 Million international company
      • ISO 9000 compliant
      • KI is a leader in Business Solutions
      • Warranty & life cycle costing
slide12

K-12 Products

  • Intellect
      • Manufactured in Bonduel, WI
      • Released as a new product in June of 2000
      • First year sales $4,500,000.
      • 2002 sales projection: $8,000,000
      • Freight Program - PKB
      • Benefits / Features
slide13

K-12 Products

  • Intellect
slide14

K-12 Products

  • Ivy League
      • Manufactured in Tupelo, MS
      • Purchased in 1995 and moved from Worcester, MA
      • Well respected high, quality product line
      • Freight Program - PKB
      • Features / Benefits
slide15

Warranty Comparison

  • The Ivy League 15 Year Warranty
    • Capitol Lifetime (Frames) 8 Yrs. (Thermoset Plastic) 2 Yrs. (Finish/Wearing Parts)
    • Ivy League 15 Yrs. (5 Yrs. on Book Box Lid Supports)
    • Columbia 8 Yrs.
    • Irwin 7 Yrs.
    • Artco-Bell 7 Yrs. (1 Yr. on Book Box Lid Supports)
    • Virco 5 Yrs.
    • ScholarCraft 5 Yrs. (Frames) 2 Yrs. (Other Parts)
    • American Desk 1 Yr.

I M P R O V I N G Y O U R Q U A L I T Y O F L I F E

slide16

K-12 Products

  • Ivy League Chair vs. Virco Chair
      • Ivy League Virco
      • Warranty: 15 Years 7 Years
      • Average Sell Price: $29.50 $14.00
      • Cost Per Year: $1.97 $2.00
slide17

K-12 Products

  • Ivy League, IL Max & IL Plus
      • IL - Initial product offering in all “Hard Plastic”.
      • IL Plus - IL Frames with “ABS” plastic seating surfaces.
      • IL Max - IL Frames with ABS Seats & Backs and hard-plastic work surfaces
slide18

K-12 Products

  • DuraStack
      • Exceptional Quality
      • Low price point
      • Polypropylene Shell
      • 10 Year Warranty
      • Five Sizes
slide19

K-12 Products

  • Uniframe
      • Manufactured in Tupelo, MS
      • Redesigned & Improved in 1999 & 2002
      • Excellent price point compared to competition
      • Shipping methods and liftgate service
      • Features / Benefits
slide20

K-12 Products

  • Steel Folding Chairs 100 Series
      • Cross Braces: 1
      • Price Point: Low ($22.00)
      • Welded Frames
      • Last Years Sales:
          • $3,500,000
          • 370,000 units
slide21

K-12 Products

  • Steel Folding Chairs 300 Series
      • Rear Cross Braces: 1
      • Price Point: Mid ($26.00)
      • Riveted Frames
      • Last Years Sales:
          • $3,200,000
          • 290,000 units
slide22

K-12 Products

  • Steel Folding Chairs 700 Series
      • Rear Cross Braces: 2
      • Price Point: High ($27.00)
      • Welded Frames
      • Last Years Sales:
          • $2,700,000
          • 165,000 units
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