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Business Market ISM 2005. Small Business. Business. Science & Technology. Objective. Better understanding of KI position in each business segment Create a less competitive environment Market & design trends Forecast for 2005. Small Business: Non-Core. 1-249 Employees 1-19 $.625

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Business market ism 2005
Business MarketISM 2005

Small Business

Business

Science & Technology


Objective
Objective

  • Better understanding of KI position in each business segment

  • Create a less competitive environment

  • Market & design trends

  • Forecast for 2005


Small business non core
Small Business: Non-Core

  • 1-249 Employees

    • 1-19 $.625

      • 8.9m companies

    • 20-249 $2.140

      • 3.8m companies

  • Total = $2.765 billion

    • Dealer, Catalog, Mail Order & Dealer Rep



Business opportunity
Business: Opportunity

  • 250+ employees

    • 250-999 $1.229 billion

    • 1000+ $3.687

  • Total = $4.916 billion



Science tech core
Science & Tech: Core

  • New Name

    • Fast Growth

      • $192 million

        • 2,000 companies

    • Technology

      • $348 million

        • 5,000 companies

    • Technical Professionals

      • $348 million

        • 2,900 companies

  • Total $1.140 billion



Business market construction

-13%

-15%

-1%

+10%

+10%

Business Market Construction


Office starts recover after sharp decline
Office Starts Recover After Sharp Decline

2004 +8%

2005 +10%

53% Decline


Top 10 metro areas total square feet
Top 10 Metro Areas (total square feet)



Success in these markets
Success in these Markets:

  • Field controlled with top accounts

  • Product advantage

  • Client relationship

  • A&D relationship

  • Build customer share with current accounts


Know products to lead with to differentiate ki
Know Products to lead with to differentiate KI

  • Architectural Walls

  • Adjustable Solutions

  • Training Solutions

  • Storage Solutions


Market business trends
Market & Business Trends

  • Improving Financial Performance

  • Recruitment & Retention of staff

  • Single Source Resource

  • Leasing and bundling

  • Wireless Technology

  • Use of technology in the workplace


Design trends
Design Trends

  • Laptops & Flat Screens

  • Flexibility & Mobility, 24/7 areas

  • SKU reductions

  • Multi-functional solutions

  • Relationship with Manufacturer

  • Fewer “cookie cutter” typicals

  • LEED Certifications


Success stories
Success Stories

  • Weathernews

  • Federal Reserve

  • Lucas Arts


Weathernews
Weathernews

  • Rod Guinn


Federal reserve
Federal Reserve

  • Brad Lowe


Lucas arts
Lucas Arts

  • Linda Flournoy


Conclusion
Conclusion

  • In 2000, business was the largest for KI

  • Still the largest segment in BIFMA

  • Greatest $pFT @ $8000

  • Greatest projected growth of 15%



F w k jack welch ge
F, W, K – Jack Welch & GE

  • F - Find more

    • Targeted account list

  • W - Win more

    • Focus on our positioning

  • K - Keep more

    • Maintain and build on customer share


Exemplars
Exemplars

  • Know how to differentiate KI

  • Engaged with their A&D

  • Know the product and tailored stories

  • Leverage their Pallas rep

  • Leverage their showrooms

  • Understand and execute the GTM

  • Listen and understand the needs


Thank you
Thank You

WORKING FOR YOU


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