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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


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    1. K - 12 Products • Randy Tess • K-12 Product Manager • 920-468-2723

    2. 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

    3. 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

    4. 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%

    5. K-12 Products • Ivy League • Intellect • Uniframe • Stools • Steel Folding Chairs

    6. K-12 Products • Folding & Fixed Leg Conf Tables • Poly Fold • Poly Seating & Dollys • Fiberglass Seating • 500 Series Chairs

    7. K-12 Products • Purchasing Decision Makers:

    8. K-12 Products • Purchasing Decision Makers: • Business Officer / Purchasing Agent • School Principal • School Boards • Outside Specifier or Consultant • A & D Firms

    9. K-12 Products • Customer Buying Criteria: • 1. Quality • 2. Life Cycle-Cost • 3. Performance Specifications • 4. Low Price • 5. Warranty / Guarantee

    10. K-12 Products • Customer Buying Criteria: • 1. Quality • 2. Life Cycle-Cost • 3. Performance Specifications • 4. Low Price • 5. Warranty / Guarantee

    11. 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

    12. 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

    13. K-12 Products • Intellect

    14. 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

    15. 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

    16. 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

    17. 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

    18. K-12 Products • DuraStack • Exceptional Quality • Low price point • Polypropylene Shell • 10 Year Warranty • Five Sizes

    19. 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

    20. 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

    21. 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

    22. 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