"Ask not what your country can do for you; ask what you can do for your country.“

-John F. Kennedy at his inaugural address, 1961

2011 in ReviewConor Curtis

Who are you?

What do you do?

Why does it matter?

Great, now what?

An introduction

•21 years old

•2 years 9 months at Flexi

• 6 months with Contact Centre

• 2 years with Workforce

Management

• 6 months with Internal Sales

What do

you

do?

Key Responsibilities

• Generate high-quality leads for the Business Development team

• Compile reports on asset classes based on multiple sources, delivering relevant

data & recommendations to assist strategic decision-making

• Be responsible for all major reporting initiatives within B2B

5022 leads generated(That’s 30.5 leads a day since June 1st!)

81 reports compiled

11 new reports created

  iBDM Weekly Calls Report             

    # Calls AHT Calls/day  

  Ben Lai 273 132.6 22.8  

  Michael Poulton 149 116.8 12.4  

  Stephan Chundoo 249 105.2 20.8  

           

Day Settled Percentage Day Percentage EXP1 EXP2 EXP3 EXP4 EXP Change Rate1 1/07/2011 $5,781 2.31% July 2011 $250,323 1 1.64% 0.01415 0.022459 2.25% 0.015521 1.55% 0.017024 1.70% 1.5872093022 4/07/2011 $2,800 1.12% August 2011 $481,671 2 1.44% 0.015522 0.024636 2.46% 0.017026 1.70% 0.018674 1.87% 1.0968992253 5/07/2011 $0 0.00% September 2011 $773,745 3 1.82% 0.017026 0.027023 2.70% 0.018676 1.87% 0.020484 2.05% 1.2031007754 6/07/2011 $3,757 1.50% October 2011 $983,422 4 2.21% 0.018676 0.029642 2.96% 0.020485 2.05% 0.022469 2.25%5 7/07/2011 $0 0.00% November 2011 $1,398,112 5 3.33% 0.020486 0.032515 3.25% 0.022471 2.25% 0.024646 2.46%6 8/07/2011 $4,000 1.60% December 2011 6 2.42% 0.022471 0.035666 3.57% 0.024648 2.46% 0.027035 2.70%7 11/07/2011 $14,975 5.98% 7 3.79% 0.024649 0.039123 3.91% 0.027037 2.70% 0.029655 2.97%8 12/07/2011 $0 0.00% 8 2.81% 0.027038 0.042914 4.29% 0.029657 2.97% 0.032529 3.25%9 13/07/2011 $7,674 3.07% 9 2.70% 0.029658 0.047073 4.71% 0.032532 3.25% 0.035681 3.57%10 14/07/2011 $0 0.00% 10 3.37% 0.032532 0.051635 5.16% 0.035684 3.57% 0.039139 3.91%11 15/07/2011 $5,045 2.02% 11 4.25% 0.035685 0.056639 5.66% 0.039143 3.91% 0.042933 4.29%12 18/07/2011 $21,912 8.75% 12 4.38% 0.039143 0.062128 6.21% 0.042936 4.29% 0.047093 4.71%13 19/07/2011 $15,236 6.09% 13 5.54% 0.042937 0.06815 6.81% 0.047097 4.71% 0.051657 5.17%14 20/07/2011 $0 0.00% 14 2.97% 0.047098 0.074754 7.48% 0.051662 5.17% 0.056663 5.67%15 21/07/2011 $12,063 4.82% 15 5.84% 0.051662 0.081999 8.20% 0.056668 5.67% 0.062155 6.22%16 22/07/2011 $13,070 5.22% 16 5.43% 0.056669 0.089946 8.99% 0.06216 6.22% 0.068179 6.82%17 25/07/2011 $7,715 3.08% 17 6.71% 0.062161 0.098662 9.87% 0.068184 6.82% 0.074786 7.48%18 26/07/2011 $0 0.00% 18 7.94% 0.068185 0.074792 7.48% 0.082034 8.20%19 27/07/2011 $0 0.00% 19 5.90% 0.074793 0.082041 8.20% 0.089984 9.00%20 28/07/2011 $74,122 29.61% 20 7.90% 0.082042 0.089991 9.00% 0.098704 9.87%21 29/07/2011 $62,175 24.84% 21 9.40% 0.089993 0.098713 9.87%1 1/08/2011 $4,700 0.98% 22 8.23% 0.0987142 2/08/2011 $2,398 0.50%3 3/08/2011 $1,299 0.27%4 4/08/2011 $7,423 1.54%5 5/08/2011 $37,800 7.85%6 8/08/2011 $6,500 1.35%7 9/08/2011 $8,028 1.67%8 10/08/2011 $48,168 10.00%9 11/08/2011 $5,368 1.11%10 12/08/2011 $0 0.00%11 15/08/2011 $7,200 1.49%12 16/08/2011 $9,845 2.04%13 17/08/2011 $26,982 5.60%14 18/08/2011 $33,929 7.04%15 19/08/2011 $2,140 0.44%16 22/08/2011 $44,774 9.30%17 23/08/2011 $0 0.00%18 24/08/2011 $13,942 2.89%19 25/08/2011 $20,000 4.15%20 26/08/2011 $3,800 0.79%21 29/08/2011 $106,262 22.06%22 30/08/2011 $13,000 2.70%23 31/08/2011 $78,113 16.22%1 1/09/2011 $18,975 2.45%2 2/09/2011 $5,720 0.74%

0.00%

5.00%

10.00%

15.00%

20.00%

25.00%

30.00%

35.00%

0 5 10 15 20 25

y = 0.0157e0.0803x

R² = 0.8836

0.00%

1.00%

2.00%

3.00%

4.00%

5.00%

6.00%

7.00%

8.00%

9.00%

10.00%

1 2 3 4 5 6 7 8 9 10111213141516171819202122

0

0.02

0.04

0.06

0.08

0.1

0.12

1 2 3 4 5 6 7 8 9 10111213141516171819202122

EXP1 EXP2 EXP3 EXP4

National Field Days Run SheetName Ben Lyons Chris Gorgis Jean-Paul du Toit Oliver Tindell

Role Team Leader Internal Business Development Manager Internal Area Manager Sales Support Officer

Tuesday 18/10 Legend:

13:00

   

              Stand coverage

              Internal dealer meet & greet

13:30              Stand setup

              Prospecting

14:00           

           

14:30           

           

15:00                       

                       

15:30                       

                       

16:00                       

                       

16:30                       

                       

Wednesday 19/10

9:00                       

                       

9:30                       

                       

10:00                       

                       

10:30                       

                       

11:00                       

                       

11:30                       

                       

12:00                       

                       

12:30                       

                       

13:00                       

                       

13:30                       

                       

14:00                       

                       

14:30                       

                       

15:00                       

                       

15:30                       

                       

16:00                       

                       

16:30                       

                       

Thursday 20/10

9:00                       

                       

9:30                       

                       

10:00                       

                       

10:30                       

                       

11:00                       

                       

11:30                       

                       

12:00                       

                       

12:30                       

                       

13:00                       

                       

13:30                       

                       

14:00                       

                       

14:30                       

                       

15:00                       

                       

15:30                       

                       

16:00                       

                       

16:30                       

                       

Why doesit

matter?

More chance to shine

Breaking down barriers

Breakdown by state:

 

NOTE: National average taken from Australian Bureau of Statistics, Jun 2009. Cleaning industry figures weighted average taken from IBISWorld, Jun 2010.

Asset breakdown by business type:

Laundry-based  General cleaning-based Industrial washers  Vacuum cleaners Industrial dryers  Scrubbers/dryers (Standing & ride-on) 

Barrier washers (hospitals only)  Street sweepers Automatic presses  Burnishers 

Irons  Spray extraction cleaners Dry-cleaning machinery  High-pressure cleaners 

  Shampoo machines  

 

 

NSW, 33.2%

ACT, 1.2%VIC, 

25.2%TAS, 1.9%

SA, 7.0%

WA, 10.4%

NT, 0.7%

QLD, 20.5%

Number of businesses, national average

NSW, 34.3%

ACT, 0.9%

VIC, 27.5%

TAS, 1.6%

SA, 6.3%

WA, 9.7%

NT, 0.5%

QLD, 19.4%

Number of businesses, cleaning industry

3.5%

-27.0%

9.0%

-14.9%-11.3%

-7.3%

-22.1%

-5.4%

NSW ACT VIC TAS SA WA NT QLD

Variance as percentage of national average

Commercial cleaning equipment

Executive summary:

Commercial  cleaning  equipment  (CCE)  represents  a diverse  asset  class  that  consists  of  a  variety  of  individual  asset types.  There  is  a  significant market  for  CCE,  as  evinced  by  the  diverse  customer  base  and  optimistic  forecasts  for relevant  tertiary  industries,  e.g.  laundries & dry-cleaners.  This  report will  provide  some  additional  detail &  context surrounding  the  asset  class,  with  the  hope  of  increasing  understanding  about  the  industry  and  its  particular idiosyncrasies. 

Revenue (estimated): $60 million Profit (estimated): $5 million Financed revenue (estimated): $3 million Average deal size:  $17,500 commercial       $6,000 retail/B2B       Deals up to $30,000 Current finance providers: The Leasing Centre, Stratton Finance, Auscom Equipment (Richard Jay Laundry only), Income share/equipment rental options (coin-op laundrettes). I believe there are no major financial players within the CCE industry. 

Target customer:

Cleaning contractors, small businesses (dry cleaners, laundrettes, etc.), aged care facilities/hospitals, industrial laundries. 

Industry outlook, based on demand determinants:

The  outlook  for  CCE  is  good,  as  the  population  ages  (and  aged  care  facilities  continue  to  grow),  as  government & corporate  entities  outsource  their  cleaning  services,  and  as  dual-income,  time-poor  households  begin  to  grow  in number, the demand for cleaning services  is anticipated to rise considerably. This  is compounded by an expectation that  the  Australian  dollar  will  remain  strong,  cheapening  import  pricing  in  an  industry  with  very  few  domestic manufacturers. This should lead to increased profitability for CCE wholesalers. 

Major players:

Name  Revenue ($000s)  Estimated market share Karcher  $50,962  8.8% 

Nilfisk-Advance  $40,536  7.0% Lux Distributors  $13,906  2.4% 

Kerrick Distributors  $10,556  1.8% Blastech  $10,000  1.7% 

Hanley Industrial Enterprises  $9,691  1.7% Kannegiesser Australia  $7,646  1.3% 

International Cleaning Solutions Holdings*  $141,500  N/A Diversey Australia*  $55,676  N/A 

NOTE: Companies marked with an asterisk (*) primarily offer products outside this asset class (chiefly detergents & other cleaning products), and no reasonable estimate can be derived from their financials. All other listed companies feature products in any combination of the consumer, commercial & industrial sectors, and as such their reported revenues take these into account.

 

74%

F2011 F2012 Projected$k

$100k

$200k

$300k

$400k

$500k

$600k

$700k

$800k

$400,621

$698,005

Great,now

what?

F2011 F2012 Projected$k

$100k

$200k

$300k

$400k

$500k

$600k

$700k

$800k

$900k

$136,587

Fitness Equipment

$702,052

414%

F2011 F2012 Projected$k

$100k

$200k

$300k

$400k

$500k

$600k

$700k

$800k

$900k

$368,113

Point-of-Sale Equipment

109%

$770,143

23rd-24th March –

Franchising Expo (POS Equipment)

17th-19th April – Melbourne

Materials Handling

27th – 29th April –

Australian Fitness Expo