Flevum Executive Innovation Community | Best Practices Industrial Innovation meeting Jalema B.V. | 130122

1. Welcome!
Innovation Meeting | Jalema B.V.
Innovation Community Meeting |
A Changing World
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2. Jalema BV
• Established in 1947 as manufacturer of File folders
• Family owned company
• Headquarters and production sites in the Netherlands
• Subsidiaries in Belgium, France, Italy (new), Germany (new),
Germany Office (new) and the USA
• Two Business Units:
1. Information Management – IM Services directly to the end-user
2. Office Supplies – Resellers only
• 170 employees
• Yearly turnover 25 million EUR

3. Production sites
Cardboard and polypropylene folders,
Reuver lateral suspension files, Jalema Clip,
file boxes, archive storage and digital archiving
solutions

4. Production sites
Reuver Injection Molding Products:
lettertrays, memo cubes, drawer units, magazine
files, waste bins and planning boards
New Injection
Molding production
site in 2012!

5. Production sites
Hoogezand (Atlanta)
Business forms, notebooks, accounting books,
suspension files and cardboard folders
Atlanta acquisition in
November 2010

6. Mission, Vision and Core Values
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7. 1 september 2011
• Omgevingsverkenning en intern onderzoek
– Waar zijn de cijfers, de forecast, het business plan
• Familiebedrijf, 65 jaar, archivering, kantoorartikelen
– Lange dienstverbanden, hoge gemiddelde leeftijd, veel kennis,
product en productie georiënteerd
• Oprichting I-FourC
• Overname Avanti
• Overname Atlanta
• Dochterbedrijven in de VS, Indonesië, Frankrijk en Belgie
• Ambitie om een Europese speler te worden
• Dalende omzetten, technologische substitutie
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8. The Vision and Mission of Jalema
• Vision
– Jalema manages information, documents and archives more effectively and more
sustainable
– We enable offices to work more efficiently and more sustainably with unique and
innovative solutions
– We guarantee that doing business with Jalema is convenient and profitable for every
customer
• Mission
– Jalema aims to offer its customers the best and most sustainable products and
services to manage their complete flow of information.
– We want to provide the most innovative and sustainable solutions that enable offices
to work smarter and more efficiently.
– We strive to gain 100% customer satisfaction
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9. The Core Values Jalema
• Integrity – We wish to excel with respect to integrity
– We expect our employees to handle company data and information from customers, suppliers and
colleagues with integrity
• Innovation – We shall endeavour to be even more innovative every day
– Jalema wishes to continue to make advances and to occupy a leading position in the development of
products and services .Each Jalema employee is expected to make an active contribution in this respect
• Customer focus – Our objectives include achieving 100% customer satisfaction every day
– All Jalema employees target 100% customer satisfaction. We simply want to do better for our customers
and continually surprise them positively with our fantastic products and services
• Involvement – We wish to be involved and participate in the development of Jalema
– All Jalema employees know what our targets are and what we stand for and work actively on rolling out
the company's strategy and achieving our objectives
• Responsibility – We always take responsibility for our actions
– We are all individually responsible for everything that happens within the Jalema organisation and call
each other to account in this respect
• Respect – We treat our colleagues, customers and suppliers with respect
– We respect our colleagues, customers and suppliers and speak plainly about what we do and do not want
as individuals and as a company
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10. The Core Values Jalema
 Corporate Social Responsibility (CSR)
o Employment We strive to achieve a balanced workforce and offer people with
physical or mental handicap a stimulating, sheltered work environment
o Elimination of poverty We like to do business with suppliers from developing countries
o Biodiversity We actively support FSC, C2C and SO quality labels for products
o Health We implement a preventive medical care plan for our employees
o Climate change, energy and the environment We save energy, use sustainable power,
collect waste in separate streams and always use raw materials and supplies efficiently
o Sustainable purchasing and production We purchase sustainable products, machines,
means of transport and raw materials for our personal use and our products and
services
o Adaptive to customer requirements We actively adapt to our customers' requirements
regarding the sustainability of our products and services
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11. Jalema all over Strategy
1. Fact: Sales in traditional filing products and services are
declining because of substitution by electronic solutions
2. Fact: We are the smallest of the biggest European players in the
production of Office Supplies
All-over strategy: becoming an real European supplier of Office
Supplies and Information Management Solutions, delivering
differentiating products and unique Services. Being the most
Customer Centric company operating at low costs, delivering smart
cost saving solutions. We will built strong brands and deliver clear
added value for our customers
Servitization and Customer Centricity will be the key words
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12. Jalema Production Strategy
• Our own Product development:
– Dutch Design, Good looking, At home and in the Office, Unique
products, Effective in use, Sustainable
• We will produce it ourselves in the Netherlands, but will
subcontract, or buy when it makes sense
• CSR: Sustainable production, professional people, balanced
• Strategic partnerships in production and distribution
• ‘Last men standing’ strategy for the production of Files &
Folders in Europe
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13. Office Supplies:
Services, products, marketing, sales
• Enlarge the product range and product categories in order to get
more relevant for our business partners and dealers
• Products need to have clear usp’s fitting in to our strategy and
positioning as a company: Dutch design, Sustainable, Efficiency,
Flexibility, Mobility, HNW ready..
• Support our business partners and dealers with pull marketing,
POS material, Sales promotion video’s
• We want to be where the office supplies are bought
• How to come from production to the end user
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14. Sales strategy
• We will never deliver Office Supplies directly to end users
• Information Management Products and Services will be sold
directly to customers in defined vertical markets
• We will coop with dealers on Information Management
Products and Services on small and mid-sized companies
• We will inform and advise Information Management
customers about Office Supplies to support our dealers
• Our IM Account Managers will train our Office Supply
dealers on Information Management
• We will work with both Jalema Business Units in all European
Countries we have a presence in
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15. Office Supplies: new logistic solutions
• The whole Jalema - Atlanta assortment available in delivery
platforms in the focus countries
• Assortment published in the web shop of our dealers
• Jalema ships overnight to customers of our dealers (drop-ship) or
to the dealer that ships to his customer (cross-dock)
• We sell availability and logistic solutions that bring our customers
more sales and more profit!
• Less dependence on wholesalers and buying groups
• Logistic solution for E-commerce / E-Business platforms
• Clear competitive advantage
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16. Our proposition: the model
Jalema
Cross-dock Drop-ship
3.500
What resellers have in stock tot + Jalema 1.200 What we have in stock
9.500
Invoicing done by the reseller
The reseller will publish the whole assortment in the web shop
Customers of our Resellers
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17. Information Management:
Products, marketing, sales
• We offer a complete portfolio of products & services
• We will differentiate ourselves being the Information
Management solutions specialists
• Physical, Digital, Tailor made, Sustainable, Cradle to Cradle
• We make information available on the time and place it’s needed
• Information kept by us, is in safe hands and always secured
• We focus on defined vertical markets with customized
Information Management solutions
• Consultive selling, Multi level approach, Pipeline, Planning
• Marketing: fairs, seminars, network events
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18. One stop organizing
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19. One stop Organizing
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20. One stop organizing
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21. One stop organizing
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22. One stop organizing
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23. One stop organizing
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24. Archive Storage

25. Injection Moulding
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26. Central Distibution Centre and shipping area

27. New products / product
development
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28. Looking for new products and services
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29. Product development
• The role of Marketing
– Customer wishes and demands
– Trends and technology developments
• In house department
– R&D
– Project Management
• Network with external product developers / designers
• Universities
• Own staff
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30. Jalema products certificates
Jalema’s objective is to structure its products and processes
according to the C2C (Cradle-to-Cradle) principle. The central
thought behind the C2C philosophy is that all materials used can
be put to good use for a different product following their life in a
previous product.
A lot of Jalema products are certified for sustainability and/or for
save storage of important documents for more then 100 years

31. What can we expect from new products and
services?
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32. Notes Executive
• Executive presentation
• International feel
– London
– Barcelona
– Milan
– Paris
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33. Flex-O-Frame
• Clear range hardware and software
– 4 colours Infofolders icm with hardware
• Focus on products that sell
• Good, better, best
– Premium (good)
– Superior (better)
– VIP (best)
• Good, better, best package
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34. Premium Line
• Finally available
• Stock still limited
• First reaction from customers?
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35. Serie-E with Jalema Clip
• 5 colours similar to the original Serie-E
• 230 grams Recycled cardboard
• Box of 25 pieces
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