Unisource minneapolis neenah paper sales meeting july 13 2010
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Unisource-Minneapolis Neenah Paper Sales Meeting July 13, 2010 PowerPoint PPT Presentation


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Unisource-Minneapolis Neenah Paper Sales Meeting July 13, 2010. Agenda . Two way conversation – WE need YOUR input! YTD Sales Performance – Q1 and Q2 Environment ® Review Conservation™ Review & Feedback Sundance ® Review & Feedback Strategic Selling of Neenah Paper Brands

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Unisource-Minneapolis Neenah Paper Sales Meeting July 13, 2010

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Unisource minneapolis neenah paper sales meeting july 13 2010

Unisource-MinneapolisNeenah Paper Sales MeetingJuly 13, 2010


Agenda

Agenda

  • Two way conversation – WE need YOUR input!

  • YTD Sales Performance – Q1 and Q2

  • Environment® Review

  • Conservation™ Review & Feedback

  • Sundance® Review & Feedback

  • Strategic Selling of Neenah Paper Brands

  • New Selling Tools

    • Simply Neenah Quick Reference

    • Classic Crest Commercial Sample

    • Conservation Commercial Sample

    • Email Blasts


2010 ytd performance

2010 YTD Performance

  • Up 7.6% in Volume

    • Flat in Sales Dollars

    • Considering the price increase – this means our mix has changed a bit.

  • Classic Crest® – largest brand

    • Up 10%

  • Classic® Linen – 3rd largest brand

    • Down 9%

  • Classic® Laid – 4th largest brand

    • Up 24%


Environment sales

Environment® Sales

  • 2010 YTD Down 48%

    • Our largest brand in 2009, now half the volume of Classic Crest®.

    • Missing about 132,000 lbs YTD

    • One piece of business accounts for a little over half of this.

  • Need to see if we can find a piece or two of business to offset this shortfall in the second half.

  • Looks like we are trading Environment® for Conservation™ sales, but…

Environment®


Conservation sales

Conservation™ Sales

  • We’ve sold 16,000 lbs YTD.

    • Half of Addison’s sales

  • We have fairly aggressive targets to maintain the exclusive status.

    • Approximately 25,000 lbs/month

  • Need feedback:

    • Are printers hesitant to try Conservation?

    • Are we missing desired items?

    • What would incent printers to try it?

    • Have they heard the info enough times?

ConservationTM


Competitive landscape

Competitive Landscape


Conservation promotions

Conservation™ Promotions


Conservation papers

Conservation™ Papers

Keep running with Conservation!

  • Every SKU is in your warehouse

  • No 10, A2, A6, and A7 envelopes in stock

  • Swatchbooks are in your sample department

  • Sell sheets are in your sample department

  • Sample sheets are available – use for trials

  • NEW Commercial Sample shows good printability

  • Email artwork – blast out again

  • Target Printer list – initial targets hit – are there others? Do we need to revisit those target printers?

ConservationTM


Sundance sales

Sundance® Sales

  • YTD we’ve sold 27,547 lbs.

  • All day-to-day sales – no contracts

  • Approximately 1 turn in 6 months

  • Many items are hitting dead and excess report.

    • 82% of the items sold to date were non-stocked colors or sizes

    • 88% of orders against stocked items were too large to fill from stock.

  • We are running a SPOT analysis.

Sundance®


Sundance sales1

Sundance® Sales

  • Inventory is driving sales – we just need to sell more so that more comes off the floor.

  • Do you have opportunities to move pieces of business to Sundance®?

  • What are you hearing in the market:

    • Is pricing competitive?

    • Is quality comparable?

    • Is availability sufficient?

Sundance®


Sundance sales2

Sundance® Sales

  • National Breakout

    • 48% Smooth

    • 44% Felt

    • 8% Linen

  • Unisource Minneapolis

    • 13% Smooth

    • 37% Felt

    • 50% Linen

Sundance®


Neenah paper strategic selling

Neenah Paper – Strategic Selling

VALUE

PREMIUM

Sundance®

Classic®

ESTABLISHED

  • Dependable performance

  • Most popular solutions: colors, textures, weights, digital, green certifications

  • Practical price

  • Green Options

  • Updated 9/09 w/promotional support

  • Absolute best print performance

  • Complete Solution: colors, finishes, weights, digital, labels, green certifications

  • Enhanced service offerings

  • Green Options

  • Updated 9/08 w/promotional support

GREEN

ConservationTM

Environment®

  • Extensive environmental attributes: multiple green certifications, PCW levels, alternative fibers

  • Comprehensive colors, finishes, weights and digital

  • Great print performance

  • Updated 2/09 w/promotional support

  • 100% PCW, FSC Certified

  • Straightforward, simple solution: one color, limited SKUS in most common sizes and weights.

  • Dependable performance, practical price


New selling tools

New Selling Tools

  • Simply Neenah Quick Reference Guides

  • Classic Crest commercial sample

  • Conservation commercial sample

  • Other ideas?

    • Notepads/promo items

    • Events

    • Printer incentives

    • Flyers or direct mail


New selling tools1

New Selling Tools

  • Email Blast files

  • Conservation™ and Sundance® envelope emails ready to go.

  • Coming:

    • Sundance®

    • Classic Crest®

    • Environment®

    • What others?

      I’d like to produce 6 new files to start with.


Thank you

Thank you!

  • Thank You for your unending support of Neenah Paper – you are an outstanding strategic partner!


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