unisource minneapolis neenah paper sales meeting july 13 2010
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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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Presentation Transcript
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

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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