K - 12 Products
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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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K 12 products

K - 12 Products

  • Randy Tess

  • K-12 Product Manager

  • 920-468-2723


K 12 products

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


K 12 products

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


K 12 products

K-12 Products

  • Classrooms 19941995199619971998199920002001

    • Virco53.3%54.8%55.1%54.7%53.7%51.2%51.0%49.3%

    • Artco-Bell22.6%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%

    • Other12.8% 9.4% 7.8% 8.0% 8.4% 10.8%10.3%8.7%

    • Total100.0%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


K 12 products

K-12 Products

  • Folding & Fixed Leg Conf Tables

  • Poly Fold

  • Poly Seating & Dollys

  • Fiberglass Seating

  • 500 Series Chairs


K 12 products

K-12 Products

  • Purchasing Decision Makers:


K 12 products

K-12 Products

  • Purchasing Decision Makers:

    • Business Officer / Purchasing Agent

    • School Principal

    • School Boards

    • Outside Specifier or Consultant

    • A & D Firms


K 12 products

K-12 Products

  • Customer Buying Criteria:

    • 1. Quality

    • 2. Life Cycle-Cost

    • 3. Performance Specifications

    • 4. Low Price

    • 5. Warranty / Guarantee


K 12 products

K-12 Products

  • Customer Buying Criteria:

    • 1. Quality

    • 2. Life Cycle-Cost

    • 3. Performance Specifications

    • 4. Low Price

    • 5. Warranty / Guarantee


K 12 products

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


K 12 products

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


K 12 products

K-12 Products

  • Intellect


K 12 products

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


K 12 products

Warranty Comparison

  • The Ivy League 15 Year Warranty

    • CapitolLifetime (Frames)8 Yrs. (Thermoset Plastic) 2 Yrs. (Finish/Wearing Parts)

    • Ivy League15 Yrs. (5 Yrs. on Book Box Lid Supports)

    • Columbia8 Yrs.

    • Irwin7 Yrs.

    • Artco-Bell7 Yrs. (1 Yr. on Book Box Lid Supports)

    • Virco5 Yrs.

    • ScholarCraft5 Yrs. (Frames)2 Yrs. (Other Parts)

    • American Desk1 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


K 12 products

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


K 12 products

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


K 12 products

K-12 Products

  • DuraStack

    • Exceptional Quality

    • Low price point

    • Polypropylene Shell

    • 10 Year Warranty

    • Five Sizes


K 12 products

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


K 12 products

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


K 12 products

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


K 12 products

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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