Redistribution
The four largest Jan San Redistributors
Who are Essendant, Bunzl, RJ Schinner, SP Richards?
(Dot is the largest foodservice Re-D)
Historical average size of a Jan San company 10 years ago and what has happened since then to change this
What is 5-20 Million? What is industry consolidation?
Word that P&G uses INTERNALLY to describe a distributor that buys from a redistributor (Re-D)
What is an associate distributor?
Potential sources of AD business information
What is Salesforce, AD website, field contacts, Re-D reps, etc.?
The reason we should be talking to AD's
What is the large GIV, profit potential?
P&G Re-D pricing is located here
What is the PLOG (Price List Order Guide) found in Salesbook?
(and I only use it if I have a re-distributor that I sell...which is basically none of you)
ISSA stands for this
What is the International Sanitary Supply Association?
Person who can help me with all AD questions
Who is Ted Cavagnaro?
Location to record AD call activity of ANY level
What is 15the AD tracker in Teams?
The selling tool designed specifically for initial AD call
What is the AD Sell-in Deck template, found in Teams?
Some Ways that a Re-D makes money
What is on the buy side from P&G?
What is TL (truckload pricing)?
What are terms?
What is buying at ReD price and selling at D price?
Margin is calculated this way
What is the cost/1-margin %?
(who uses margin and who uses markup)
Type of cleaning chemical assortment designed for AD's
What are RTU products?
The KDM (Key Decision Maker) for the AD's in your market
Who is the Owner, General Manager, Sales Manager, Purchasing Manager, etc.?
Person who can help me with all AD questions
Who is Ted Cavagnaro?
Typical pricing used for P&G products by a Redistributor for their customers
What is P&G bracket 1 price?
Jan San "Center of the Plate"
What are paper, liners, and chemicals?
(Foodservice center of the plate is meat, veggie, potato)
Potential $$ impact to PGP with the 138 targeted AD's.
What is $2MM to $4MM GIV, or $1MM profit?
Tools available to support the AD business opportunities
What are the Distributor rebate, end-user rebate, deviated billing/rebates, Re-D support as needed, etc.?
Internal process needed to allow an AD to utilize a contract
What is deviated billing?
Products that a Re-D can sell a distributor customer
What is any combination and any amount of various products from various manufacturers to form an order?
Largest National Jan San distributor consolidations
Who are Imperial Dade, HD Supply, Envoy Solutions, and IFS/Brady?
Potential business impact to PGP for the AD's out of coverage
What is $00MM?
The target list of products I sell the AD
What is the Associate distributor gap analysis tool??
Current ways to discuss advantages of buying through a Re-D vs going direct
What is buying minimum?
What is P&G credit process?
What are inventory turns?
What is similarity in pricing through a Re-D vs direct?