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Pallas

Pallas. Partnering with A&D. Why Leverage Pallas?. Increase sales volume & commissions 18 – 30%. Why Leverage Pallas?. Textiles sell furniture 90% of what you see when looking at furniture is fabric. Why Leverage Pallas? . Build A&D Relationships

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Pallas

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  1. Pallas Partnering with A&D

  2. Why Leverage Pallas? • Increase sales volume & commissions • 18 – 30%

  3. Why Leverage Pallas? • Textiles sell furniture • 90% of what you see when looking at furniture is fabric

  4. Why Leverage Pallas? • Build A&D Relationships • Color, texture, & pattern are their business… and ours • Textiles- “…most cost effective way to make an impact in a space.”

  5. Why Leverage Pallas? • Build A&D Relationships • Long term relationship, not 1 night stand • Often submitting proposals for new jobs • Don’t immediately ask “What projects are you working on?” • Build trust

  6. Reaching Designers Today ATTRIBUTES THAT DESCRIBE THE PREFERRED VENDOR SALES REPS • Respond quickly to requests/complaints 83% • Demonstrates product expertise 77% • Provide quick answers to design problems 63% • Understand my specific project needs 56% • Knowledgeable about the specification process 47% • Partner with me to brainstorm design solutions 42% Source: Interior Design Research: 2013 Designers Today IV Study

  7. Reaching Designers Today • PERCENTAGE OF THE WEEK SPENT ON EACH ACTIVITY • Source/Specify products 12% • Research products on the Internet / social media 10% • Research products in the library 4% • Meet with vendors 4% Source: Interior Design Research: 2013 Designers Today IV Study

  8. Reaching Designers Today • Forward new intro e-mails or add them to the Pallas e-mail database

  9. Reaching Designers Today • Online resources • Show them the Pallas website tools • Pallas designer bios • Search by color, pattern, or name • “Pallas Preview” • Download image • Check yardage availability • Pallas Color Wheel for alternates • Website re-design late 2014

  10. Reaching Designers Today • Online resources • Social media • Facebook, Pinterest, Twitter, etc. • Install photos • #iSpyPallas • A&D events • Purse parties • Fortune Teller promo

  11. Reaching Designers Today • TOP 10 PRACTICE ISSUES MOST AFFECTING BUSINESS • Increasing billable hours 40% • Keeping up with product knowledge 39% • Source: Interior Design Research: 2013 Designers Today IV Study • Make the most of face time • A&D firms requiring maximum billable hours • Genslerand Perkins & Will require 95% of designer’s time to be billable to clients

  12. Make Your Presentations a “10”2014 Pallas New Intro Schedule

  13. Make Your Presentations a “10”2014 Pallas New Intro Schedule Om Collection for Cubicles • Inspired by Yoga, Meditation and Incredible beauty of Thailand. • 3 Styles / 24 Sku’s • Shanti, Sun Salutation, Kriya • Launched 2.4.2014

  14. Make Your Presentations a “10”2014 Pallas New Intro Schedule From Above Collection for Upholstery • Inspired by the views of Earth from above: an airplane, a high rise, or the tallest peak. • 4 styles / 55 sku’s • The Burbs • Rooftops • Urbanized • Highway Patrol • March 15th

  15. Make Your Presentations a “10”2014 Pallas New Intro Schedule Facades Collection for Panels • Inspired by the inherent beauty of classic architectural materials, metal, wood, and stone. • 3 styles / 25 sku’s • Rattan • Travertine • Glissade • Intro date May 13th.

  16. Make Your Presentations a “10”2014 Pallas New Intro Schedule Valetudo Collection for Upholstery • Inspired by the idea that a healthy lifestyle is a balance of mind, body, and environment. • 4 styles / 57 sku’s • Trellis • Flame Stitch • Mosaic • Petal • Intro date June 17th

  17. Make your presentation a “10” • Need to get creative to get facetime • Rep meetings at 4:30 – 5 at Starbucks • Leave behind rotation of new textiles • Pallas Featured Textiles tent fold

  18. Make your presentation a “10” • “How To Sell” webinars • Reinforce brand essence • Inspiration verbiage for collection • How to layout samples

  19. Make your presentation a “10” • “How To Sell” webinars • Style essentials • Descriptive phrases • Pattern repeat • # colors • Additional presentation pieces • Finish • Fibers • Abrasion • Environmental responsibility • Price • Available on Pallas Portal

  20. Make your presentation a “10” • “Cross Sell” • Maximize face-time • Show breadth of Pallas line in addition to new collection • Panel fabrics • Cubicle curtains

  21. Make your presentation a “10” • Cross Selling Effectiveness In 2013 • Y/Y Cubicle Curtain Sales +44% • No new cubicle introductions 2013 • New cubicle “Om” Feb.4th

  22. Make your presentation a “10” • Cross Selling Effectiveness In 2013 • Y/Y Panel Fabric Sales +27% • No new panel introductions in 2013 • New panel “Façade” May 17th

  23. Why Leverage Pallas? 2013 TOP 100 A&D GIANTS Design Fees BREAKDOWN BY MARKET SEGMENTS • Market:2013 Giants: • Corporate office $924 • Hospitality $474 • Healthcare $378 • Government $202 • Retail $185 • Education $177 • Others • Total Design Fees: $2.6B Source: Interior Design Research: 2013 Designers Today IV Study

  24. Make your presentation a “10” • “Cross Sell” • Solid / Near Solid Ring Sets • Two ring sets of Pallas’ best selling solids/ near solids • Holy Cow / Holy Cow Too complete ring set • Heritage ring set • Sent to each Pallas rep Jan. 31st

  25. Make your presentation a “10” • Reinforce The Pallas Brand • Pallas is Smart • Beautiful • High performance • Environmentally responsible • Well priced

  26. Make your presentation a “10”Freehand – Nightingale Gold Winner

  27. Make your presentation a “10”Drift - 2013 Best Of Neocon Silver

  28. Make your presentation a “10”Contract Magazine’s 2013 Brand Report • Reinforce The Pallas Brand • Pallas ranked Top 10 Brand in “fabrics & textiles category • 2012 #10 • 2013 #8

  29. Make your presentation a “10” • Reinforce Pallas Brand • HOK Partnership • “Valetudo / Vivendi” collections • coordinating products for the healthcare environment • Pallas “Valetudo” cubicle curtains • Mannington carpet & vinyl flooring • Prudential Lighting • Joint presentations with Mannington & Prudential reps • Neocon to highlight collaboration • Future partners – Acrovyn and Clarus Glass

  30. Make your presentation a “10” 2014 Color Trends

  31. Make your presentation a “10” 2014 Color Trends

  32. Make your presentation a “10” • Pallas Textiles Custom Branding program • weave your logo, symbol or icon into the upholstery • 200-yard Minimum Order Quantity • Standard warp and fill yarn colors of mill • Price is $35 to $45/yd. net • Custom Branding present online

  33. Make your presentation a “10” • Bleach Cleanable Constructions • Infection control in healthcare is # 1 concern • As facilities become increasingly concerned with controlling infections (staph; H1N1; Avian Flu; etc.), they are turning to bleach and other harsh cleansers which can ruin the upholstery • LEED • Emphasis on natural lighting has created need for textiles with greater colorfastness (ie. bleach cleanable)

  34. Make your presentation a “10” • Pallas Bleach Cleanable Constructions • Pallas website • “High Performance Textiles” tab • Bleach Cleanable Digital Card • Website • Pricing & Specs • Products • Bleach Cleanable

  35. Make your presentation a “10” • Bleach Cleanable Constructions • Solution Dyed Nylon Fiber • 100% High Energy Polyester Cryptons • SDN & High Energy Polyesters • Polyurethanes

  36. Make your presentation a “10” • Bleach Cleanable Offering • Coated Fabrics • One of the fastest growing product segments • Vinyls • Polyurethanes

  37. Make your presentation a “10” • Bleach Cleanable Constructions • Pallas Polyurethane Evolution • Pallas has developed an enhanced polycarbonate construction to better withstand today’s infection control / cleaning and disinfecting • Pallas Polyurethanes have a Jungle Test Rating of 7 • Vs. New ACT Industry standard Jungle Test Rating of 5 • S ta-clean ink cleanable finish standard on Bounce • Built in resistance to permanent damage from stains • Anti-microbial and anti-bacterial

  38. Make your presentation a “10” • Bleach Cleanable Constructions • Educational Resources • “High Performance Textiles” White Paper • Available Q1 2014 • “Pallas Coated Fabrics” webinar • Webex late Feb. – early March

  39. Be A Partner To A&D • Why Leverage Pallas? • Sell more furniture, increase sales volume & commissions • Build A&D relationships • Reaching Designers Today • Online resources • Website resources • Social media • Make Your Presentation a “10” • “How To Sell” webinars • “Cross Sell” • Reinforce Pallas brand • Color trends • Custom capabilities • Bleach cleanable

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