State of the Industry Overview: Dealer Support Live 22nd November 2018
Martin Wilde Associates, established in 2006, specializes in researching the OP and associated industries. They conduct various research studies and publish reports on market trends and perceptions. The State of the Industry Report provides insights from CEOs in major OP organizations globally. Key data focusing on the UK chapter shows changes in the core OP market value from 2015 to 2018. The company's recent published reports cover surveys on OP buyers and dealers, offering valuable industry perspectives.
Download Presentation
Please find below an Image/Link to download the presentation.
The content on the website is provided AS IS for your information and personal use only. It may not be sold, licensed, or shared on other websites without obtaining consent from the author.If you encounter any issues during the download, it is possible that the publisher has removed the file from their server.
You are allowed to download the files provided on this website for personal or commercial use, subject to the condition that they are used lawfully. All files are the property of their respective owners.
The content on the website is provided AS IS for your information and personal use only. It may not be sold, licensed, or shared on other websites without obtaining consent from the author.
E N D
Presentation Transcript
The View From The Top: The View From The Top: A State Of The Industry Overview A State Of The Industry Overview Dealer Support Live Dealer Support Live 22 22nd November 2018 ndNovember 2018 Martin Wilde: MD, Martin Wilde Associates Ltd Martin Wilde: MD, Martin Wilde Associates Ltd
Martin Wilde Associates Martin Wilde Associates Established 2006 by Martin Wilde, who has been researching the global OP market since 1993 Specialise in researching the OP and associated industries Adhoc research: Market size & structure studies Market access research Customer perception/needs research Due diligence work Published research reports (in conjunction with OPI)
Recent MWA/OPI Published Reports Recent MWA/OPI Published Reports Swimming With Piranha (2014): survey of UK OP buyers The Spider Report (2016): survey of UK online OP buyers The Phoenix Report (2016): survey of UK OP dealers Piranha Business (2017): survey of US Amazon Business customers The State Of The OP Industry (2018): survey of global OP company CEOs
State Of The Industry Report State Of The Industry Report Annual in-depth telephone and internet survey of OP industry CEOs Fifth edition published in March 2018 Aims to summarise the OP market perceptions of the key people that know in major manufacturer and distributor organisations in: Australia Benelux Canada France Germany UK USA 66 interviews carried out for 2018 study Sixth edition about to be launched for publication in April 2019.
Key Data Key Data This is data from the UK chapter only
Change In UK Core OP Market Value 2015 Change In UK Core OP Market Value 2015- -18 18 Predicted For 2018 Reported For 2017 Reported For 2016 Reported For 2015 Change 0% 0% 0% 13% 19% 38% 25% 6% 0% 10% 20% 5% 20% 25% 10% 10% Increase by 6-10% Increase by 3-5% Increase by 1-2% Unchanged Decrease by 1-2% Decrease by 3-5% Decrease by 6-10% Don't know 0% 15% 15% 10% 10% 25% 15% 10% 15% 8% 0% 8% 0% 38% 15% 15% 100% 16 100% 20 TOTAL Base 100% 20 100% 13 Core OP = traditional stationery, paper, ink and toner and office furniture
Market Value Estimates Market Value Estimates The value of the UK core OP market value at end-user prices was estimated by respondents to be 5.1bn on average in 2017. The most frequently-cited valuation of the UK addressable FM supplies market was 5bn, of which: Catering/breakroom supplies was estimated to be 1-2bn. Cleaning/janitorial supplies was estimated to be 1.3-3bn.
Change In UK Respondents Sales 2016 Change In UK Respondents Sales 2016- -18 18 Predicted For 2018 Reported For 2017 Change Reported For 2016 0% 10% 10% Increase by more than 20% 0% 0% 0% Increase by 16-20% 10% 0% 0% Increase by 11-15% 5% 15% 15% Increase by 6-10% 35% 10% 15% Increase by 3-5% 10% 10% 23% Increase by 1-2% 15% 20% 8% Unchanged 10% 5% 8% Decrease by 1-2% 5% 5% 15% Decrease by 3-5% 0% 0% 0% Decrease by 6-10% 0% 5% 0% Decrease by 11-15% 0% 0% 8% Decrease by 16-20% 0% 0% 8% Don't know 100% 100% 100% TOTAL 20 20 13 Base
Change In UK Respondents Gross Margins Change In UK Respondents Gross Margins 2016 2016- -18 18 Predicted For 2018 55% Reported For 2017 30% Reported For 2016 33% Change Increase 36% 30% 33% Unchanged 9% 40% 33% Decrease 100% 100% 100% TOTAL 11 10 6 Base
Fastest Fastest- -Growing UK Product Categories 2016 Growing UK Product Categories 2016- -18 18 Predicted For 2018 Reported For 2017 Reported For 2016 Product Category 65% Catering/breakroom supplies 75% 69% 65% Cleaning/janitorial supplies PPE/workwear/signage products Ergonomic & wellbeing products 70% 46% 60% 60% 46% 40% 35% 38% 35% Office furniture Business gifts/promotional products Mailroom & packaging supplies 35% 62% 20% 20% 8% 20% 15% 0%
Fastest Fastest- -Declining UK Product Categories 2016 Declining UK Product Categories 2016- -18 18 Predicted For 2018 Reported For 2017 Reported For 2016 Product Category Traditional stationery products 79% 75% 62% Cut office paper Printer/IT consumables and accessories 63% 55% 54% 47% 50% 62% PCs and printers 16% 10% 23% Mailroom & packaging supplies 11% 10% 0% Tablets/iPads & accessories Business gifts/promotional products 11% 5% 23% 5% 15% 8%
Average Share Of UK Distributor Sales 2017 Average Share Of UK Distributor Sales 2017- -18 18 Predicted For 2018 8.2% Reported For 2017 6.8% Category Base Janitorial/cleaning supplies 5 Breakroom/catering products 7.4% 5.6% 5 Workwear/PPE/signage products 4.8% 3.4% 5 Business gifts/promotional products 2.7% 2.2% 6 Wellbeing/ergonomic products 2.6% 2.0% 5 Managed print services (MPS) 2.5% 2.0% 4
Fastest Fastest- -Growing UK Distribution Channels 2016 Growing UK Distribution Channels 2016- -18 18 Predicted For 2018 Reported For 2017 Reported For 2016 Channel Amazon/Amazon Business Large independent OP dealers/resellers Other internet-only OP resellers eBay 84% 90% 77% 68% 60% 31% 47% 26% 55% 20% 69% 23% Facilities supplies specialists 16% 15% 15% Education sector specialists 16% 5% 8%
Estimated UK Share Of Amazon 2017 Estimated UK Share Of Amazon 2017 Indicator Average Reported For 2017 16.3% Maximum 30.0% Minimum 2.0% Base 12
Fastest Fastest- -Declining UK Distribution Channels 2016 Declining UK Distribution Channels 2016- -18 18 Predicted For 2018 Reported For 2017 Reported For 2016 Channel National contract stationers Small independent OP dealers/resellers 58% 60% 85% 47% 45% 54% OP wholesalers 47% 40% 46% OP (B2B) superstores 26% 30% 38% Paper merchants Consumer mass market (B2C) retailers 21% 20% 15% 16% 20% 8%
Average Share Of Private Label In UK 2017 Average Share Of Private Label In UK 2017- -18 18 Predicted For 2018 Reported For 2017 Indicator Average 12.6% 11.8% Base 10 10
Acquisition Intentions 2017 Acquisition Intentions 2017- -18 18 Predicted For 2018 Predicted For 2017 Intention Yes, definitely 30% 8% Yes, possibly 30% 38% No 20% 54% Don t know 20% 0% TOTAL 100% 100% Base 20 13
What Will Be Acquired In 2018? What Will Be Acquired In 2018? Intention OP specialists Furniture specialist IT/consumables specialist Breakroom/catering specialist PPE/safetry products specialist Other Don t know TOTAL Base Predicted For 2018 42% 17% 17% 17% 17% 33% 17% 100% 12
Thank You Thank You
![The Exciting World of Live Music Through [Insert Town/City] Census!](/thumb/148894/the-exciting-world-of-live-music-through-insert-town-city-census.jpg)
