Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10 Page 11 Page 12 Page 13 Page 14 Page 15 Page 16 Page 17 Page 18 Page 19 Page 20 Page 21 Page 22 Page 23 Page 24 Page 25 Page 26 Page 27 Page 28 Page 29 Page 30 Page 31 Page 32 Page 33 Page 34 Page 35 Page 36 Page 37 Page 38 Page 39 Page 40 Page 41 Page 42 Page 43 Page 44 Page 45 Page 46 Page 47 Page 48 Page 49 Page 50 Page 51 Page 52 Page 53 Page 54 Page 55 Page 56 Page 57 Page 58 Page 59 Page 60 Page 61 Page 62 Page 63 Page 64 Page 65 Page 66 Page 67 Page 68 Page 69 Page 70 Page 71 Page 72 Page 73 Page 74 Page 75 Page 76 Page 77 Page 78 Page 79 Page 80 Page 81 Page 82 Page 83 Page 8428 2016 | TECH REGIONAL SALES SNAPSHOTS (continued) Setting materials ––––––––––––––– • Premixed grouts are continuing to grow. We have been selling premixed grout for almost 10 years. We sell Custom Building Products – Fusion and also Bostik’s premixed grout. • Sound control products such as Protecto Wrap’s WhisperMat is 12% of our company’s revenue, due to many high-rise buildings. • We sell a great deal of the LHT mor- tars due to the large format. We promote and sell more premium/ best grade of mortar setting mate- rial due to the high volume of por- celain we sell in the market. Tools and accessories–––––––––––– • Tools are approximately 10% of our company sales, and an important part of servicing our contractors’ needs. • We are selling large cutters and saws due to the large-format tiles we sell, – and are sold – in this market. Tile and stone–––––––––––––––––– • Large-format 24”x 24” is most com- mon floor tile, and sizes continue to gain ground. Tile measuring 32”x 32” to 48” x 48” is about 28% of our tile business today. • Planks and wood-look tiles measur- ing36”longandupto60”longtoday are gaining ground and amount to about 40% of our tile business. • Ceramic is dominated by porcelain. Ceramic as a category is only about 5% of our tile sales. • Glass tile is 7% of our company’s revenue. This category has con- tinued to grow over products like tumbled marble • We sell very little metal tile. • Technology has improved the abil- ity to copy anything that can be copied. Fashion dictates rustic, stone looks, or wood. There are combinations, and today we sell mostly versions of marble copies more than rustic. Ten years ago, it was the opposite. • Given the factories that have been built in the U.S., approximately 60% of our tile is now purchased domestically. • We sell Crossville’s Laminam thin panel porcelain tile. We have been growing sales each year with this largest-tile format. We are working with many commercial specifiers and have been received well in our market – and growing. Tools like the Back Butter Buddy, from Primo Tools, make con- tractors' jobs easier and more ergonomic. D&B sells large cut- ters and saws, like this Primo Tools 30" Big Red Cutter, due to the large-format tiles that are preva- lent in the market and sold by D&B. Tools are about 10% of D&B's business and an important part of servicing the needs of the contractor. Technology allows tile to appear to be any material as fashion dictates: rustic, stone looks, or wood, like this Spirit Nirvana floor and wall tile from Ilva. Planks and wood-look tile measuring 36" long up to 60" long are about 40% of D&B's business. Shown is SpeakEasy, by Crossville. Glass tile is 7% of D&B's revenue. Shown is Sideview Glass, from Crossville. Large-format floor tile like this Alpine White floor tile, is trending at D&B. Primo Tools' plastic suction cup allows for easier handling of large thin panel porce- lain tile. Lippage control sys- tems are becoming more essential with the proliferation of large-format tile and large thin panel por- celain tiles. D&B sells Primo Tools' Vortex Tile Leveling System.