Report On
2012 Sanitary Supply
Distributor Sales
Results of a joint research study
conducted by Sanitary Maintenance Magazine
and the ISSA – the leading association
for the cleaning industry worldwide
October 2013
Cost: $349
About the Study
This study was designed, prepared and conducted by the Research Department of Trade
Press Media Group Inc., publisher of Sanitary Maintenance Magazine in conjunction with the
ISSA. Its primary purpose was to gather information on distributor sales of chemicals, janitorial
supplies, paper/plastic products and power equipment in the U.S., and Canada. Data shown
in this report was derived from non-duplicated questionnaires returned from a random sample
of Sanitary Maintenance readers which includes ISSA members. Projected market totals were
computed using weighted means. Dollar figures presented represent sales by distributors after
markup. Estimates for manufacturer sales based on these figures are difficult to make since
markup varies from category to category and from one distribution to another.
SOME HIGHLIGHTS FROM THIS SURVEY
• Distributor sales grew 1.7% from 2010 to 2012. Sales now total $24 billion.
• The majority of distributors sell locally (within a 60 mile radius).
• Health Care, Industrial, Contract Cleaners, and Educational market segments accounted for 57.7% of distributor sales in 2012.
• Paper and plastics are the leading product category by sales volume.
• Towels, Facial Tissue, Toilet Tissue continues to be the product that sold the most by dollar volume.
Report on 2012 Sanitary Supply Distributor Sales
Sanitary Maintenance magazine, and ISSA
PAGE 1
SURVEY RESULTS
Respondents’ Profile
Type of Distributor
Janitorial Supply Distributor 73%
11%Industrial Distributor
7% Foodservice Distributor
6% Paper Merchant
3% Other Specialty Distributor
DISTRIBUTORS’ SALES TERRITORY
18% Statewide
Locally (within a 60 mile radius) 41%
27% Regionally (more than one state)
Internationally 2%
12% Nationally
ANNUAL SALES VOLUME
Under $5 Million 60%
$5 Million - $10 Million 16%
$10 Million - $25 Million 12%
$25 Million - $50 Million 6%
PAGE 2
Over $50 Million 6%
Report on 2012 Sanitary Supply Distributor Sales
Sanitary Maintenance magazine, and ISSA
Distributor Sales
2012 DISTRIBUTOR SALES VOLUME
Product Category
Paper/Plastics
Chemicals
Sales
$13,080,819,000
$6,492,318,000
$1,947,696,000
$1,707,239,000
$817,551,000
Supplies/Accessories
Power Equipment
Other Janitorial Products
TOTAL SALES
Percentage of Total
54.4%
27.0%
8.1%
7.1%
3.4%
$24,045,623,000
2012 DISTRIBUTOR SALES BY MARKET SEGMENT
Market Segments
Health Care (hospitals, nursing homes, clinics, medical,
dental offices)
Industrial (manufacturing plants, food processing,
utilities, warehouses)
$3,510,661,000 14.6%
Contract Cleaners
$3,486,615,000
$3,294,250,000
$2,019,832,000
$1,899,604,000
Educational (schools, colleges, universities)
Governmental (municipal, county, state, federal)
Retail (grocery, shopping malls, department stores,
auto dealers, misc. retail)
Restaurants/Clubs (stand-alone, country clubs)
Commercial (office buildings, property management firms)
Recreation (stadiums, health clubs, movie theaters,
casinos, bowling alleys)
Hotels/Motels
Religious (churches, convents, etc.,
excluding hospitals & schools)
Sales Percentage of Total
$3,582,798,000 14.9%
14.5%
13.7%
8.4%
7.9%
$1,635,102,000 6.8%
$1,611,057,000 6.7%
$865,643,000 3.6 %
$817,552,000 3.4%
$601,140,000 2.5%
Transportation (airports, public transit, airlines,
bus and rail stations)
$529,004,000 2.2%
Residential (apartment buildings, condominiums)
$192,365,000 0.8%
Total
Report on 2012 Sanitary Supply Distributor Sales
Sanitary Maintenance magazine, and ISSA
$24,045,623,000
PAGE 3
BREAKDOWN OF 2012 product SALES
2012 chemical SALES
Sales
Products
Percentage of Total
Bio Enzymes (drain openers, drain cleaners, etc.)
$188,277,000
2.9%
Carpet Care Chemicals (shampoos, pretreats, spotters, etc.)
$259,693,000
4.0%
Cleaners & Degreasers (glass, wall, counters, etc.)
$1,051,756,000
16.2%
Disinfectants & Sanitizers (bowl, porcelain, counter, other surfaces)
$616,770,000
9.5%
Hand Cleaners (bar, liquid, powder, etc.)
$785,570,000
12.1%
Hand Sanitizers
$363,570,000
5.6%
Ice Melts
$266,185,000
4.1%
$32,462,000
0.5%
Laundry Detergents
$279,169,000
4.3%
Odor Control (blocks, liquids, gels)
$376,554,000
5.8%
Insecticides, Herbicides & Pesticides
Resilient & Hard Floor Chemicals (strippers, neutralizers, seals,
finishers, restorers, spray buffs, polishing compounds, etc.)
$1,506,218,000
23.2%
Warewash Chemicals
$480,432,000
7.4%
Other Chemicals not listed above
$285,662,000
4.4%
Total
$6,492,318,000
Green products accounted for 25% of chemical sales in 2012.
2012 POWER EQUIPMENT SALES
Products
Sales
Percentage of Total
Automatic Scrubbers (walk behind & rider)
$394,372,000
23.1%
Carpet Extractors
$129,750,000
7.6%
$92,191,000
5.4%
$215,112,000
12.6%
Floor Machines (battery powered)
Floor Machines (electric powered-corded)
Floor Machines (propane powered)
Parts (replacement)
$27,316,000
$285,109,000
1.6%
16.7%
Parts (vacuum bags & filters)
$71,704,000
4.2%
Power Sweepers
$22,194,000
1.3%
Pressure Washers (not including restroom cleaning machines)
$10,244,000
0.6%
Restroom Cleaning Machines (not including pressure washers)
$44,388,000
2.6%
Vacuums (backpack)
$68,290,000
4.0%
Vacuums (tank and wet/dry)
$73,411,000
4.3%
Vacuums (upright, wide area)
$209,990,000
12.3%
$63,168,000
3.7%
Other Power Equipment not listed above
Total
$1,707,239,000
Green products accounted for 30% of power equipment sales in 2012.
PAGE 4
Report on 2012 Sanitary Supply Distributor Sales
Sanitary Maintenance magazine, and ISSA
2012 Supplies/Accessories Sales
Products
Absorbents/Spill Containment
Sales
Percentage of Total
$48,692,000
2.5%
$128,548,000
6.6%
Cloth Rags (not microfiber)
$60,379,000
3.1%
Dusters & Dust Mops, & Applicator Pads (not microfiber)
$74,013,000
3.8%
Floor Machine Brushes
$15,581,000
0.8%
Floor Pads
$200,613,000
10.3%
Gloves (lightweight, disposable & safety)
$299,945,000
15.4%
$33,111,000
1.7%
Mats & Matting
$173,345,000
8.9%
Microfiber Products (mops, clothes, etc.)
$120,757,000
6.2%
Mops (wet, all types except microfiber)
$185,031,000
9.5%
Mopping Equipment (buckets, wringers, etc., not mops)
$124,652,000
6.4%
Protective clothing (ear plugs, eye care, masks, safety
glasses, etc., excluding gloves)
$40,902,000
2.1%
Safety Products and Equipment (back supports, cleanup kits,
first aid kits, safety treads, etc.)
$44,797,000
2.3%
Signage/barricades
$19,477,000
1.0%
Squeegees
$21,425,000
1.1%
Traditional Washroom fixtures (non touch-free hand dryers,
dispensers, toilet partitions)
$50,640,000
2.6%
Touch-Free Washroom Fixtures (hand dryers, dispensers,
flush valves)
$46,745,000
2.4%
Warewashing Equipment
$17,529,000
0.9%
Waste Handling Equipment (carts, receptacles, not liners)
$93,489,000
4.8%
Window Washing Accessories (buckets, holsters, etc., not
squeegees)
$42,849,000
2.2%
$105,176,000
5.4%
Brooms & Brushes
Hand Tools (scrapers, screwdrivers, pliers, hammers,
flashlights, etc.)
Other Supplies/Accessories not listed above
Total
$1,947,696,000
Green products accounted for 20% of supplies/accessories sales in 2012.
Report on 2012 Sanitary Supply Distributor Sales
Sanitary Maintenance magazine, and ISSA
PAGE 5
2012 PAPER/PLASTIC SALES
Products
Disposable Wipes
Sales
Percentage of Total
$287,778,000
2.2%
Foodservice Disposables (napkins, plates, bowls, cups,
cutlery, wraps)
$1,229,597,000
9.4%
Liners & Bags (paper or plastic)
$2,629,245,000
20.1%
Packaging Products
$1,935,961,000
14.8%
Towels, Facial Tissue, Toilet Tissue
$6,671,218,000
Other Paper/Plastics not listed above
Total
$327,020,000
51.0%
2.5%
$13,080,819,000
Green products accounted for 44% of paper/plastics sales sales in 2012.
2012 OTHER JANITORIAL PRODUCT sales NOT LISTED IN ANY PREVIOUS CATEGORY
Sales
$817,551,000
PAGE 6
Report on 2012 Sanitary Supply Distributor Sales
Sanitary Maintenance magazine, and ISSA
10
Additional Sales information
2012 AVERAGE GROSS MARGIN
Chemicals 36%
Paper/Plastics
30%
Supplies/Accessories29%
15
20
25
Power Equipment 23%
Miscellaneous
Products 29%
35
40
30
(Total exceeds 100% because multiple mentions were allowed.)
AVERAGE NUMBER OF SALESPEOPLE EMPLOYED
Outside Salespeople
11
Inside Salespeople
3
PERCENTAGE OF SALES ORDERS
Orders placed in by phone 44%
27% Orders placed in person
18% Orders placed online
Other 5%
Report on 2012 Sanitary Supply Distributor Sales
Sanitary Maintenance magazine, and ISSA
6% Standing order
PAGE 7