1. Facilities & Breakroom
Category Focus for 2014:
Paper towels:
SMB Market $965MM
Quill share: 2.5%
Bath tissue:
SMB Market $534MM
Quill share: 2.5%
Hand Soap:
SMB Market $340MM
Quill share
SMB Market
Quill share 0.3%
Coffee:
$6.4B
1.4%
Why Quill?
 Price reductions on destination items
Paper Towels
#44817511
 TopBath Tissue
Seller, Best Price
Cleaner
 No membership fees
#963795
 Compare product specifics #15949Q
(ex: sheets per roll, rolls per case)
 Buy More, Save More (end column
pricing)
 Fast, free delivery on every order –
No minimums!
 Why carry heavy packages?
 Why wait in lines and search aisles?
 Why not enjoy your personal time?
 Read Customer Reviews
Hand Sanitizer
#40090
Coffee
 Variety of pack sizes
Snack
#80273
 More brands
#22888
 Own brands (Dunder Mifflin, Brighton Pro)
 Guided navigation on Quill.com
Supports of
 A growing assortment the recycled and
Environment
green cleaning products (paper towel, bath
tissue, facial tissue, cleaning supplies)
Side 1

2. Facilities & Breakroom
Common Objections
“I just run out to Costco or Sam’s Club on my lunch break” / “I just purchase products for the office while
I’m doing my personal shopping”:
Rebuttal:
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Keep personal time personal
Don’t waste time waiting in long lines
No need to juggle big heavy boxes to your car and into your office -Quill ships FREE right to your door
No membership fees at Quill.com
Quill carries a larger assortment than the big box stores, including more pack sizes
“My office uses a cleaning service”
Rebuttal:


Does your cleaning Service provide hand sanitizer and facial tissue for your desk?
There could be inflated costs with services
o
Customers could be charged full price for items the service purchases on sale
o
Customer could be charged a flat monthly rate that is more than the monthly sum of the supplies they
need
“Quill’s prices are too high compared to my other suppliers”
Rebuttal:

Quill.com is always lowering prices to be competitive in the market.
awhile, encourage them to check again

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Monthly specials, sales, and coupons help make our low prices even lower!
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Top Seller, Best Price items
If a customer hasn’t compared pricing in
Educate the customer on different pack sizes
o
A higher price may be explained by a larger pack size
o
Break pricing down to cost per each or a cost per roll (bath tissue, paper towels) for the customer
Buy More, Save More – end column pricing
Introduce Quill or Brighton brand alternatives to your customers for their cleaning and break room needs
Quill’s Rewards program offers 5% back in Quill cash for all purchases over $100
Quill’s Preferred customer’s have the ability to customize pricing on the items used in the office most often,
without having to wait for coupons or specials
 You receive freeoffice, I don’t need really big pack sizes” shipping charges or mileage expenses
“I’m just a small shipping on every order, reducing any current
Rebuttal:
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
Quill.com has a wide assortment of pack sizes
Small packs to large bulk packs
“Our office doesn’t purchase snacks and beverages for employees; they’re expected to buy their own”
Rebuttal:
 1 out of 20 employees leaves the office for coffee daily, leading to lost productivity
o


Each trip takes around 20-40 minutes
Snacks are important for providing energy and staying focused during the workday
Quill offers a vast variety of snack products, from healthy snack alternatives like trailmix to different M&M candy
flavors to supply both your employees and any clients/customers
Side 2