Jan-San Distributor Valuation
Janitorial Supplies Distribution Valuation Calculator & Exit Planning Built for Jan-San Distributors
We built one platform that tracks your janitorial supply company's value monthly, identifies exit gaps early, and ensures your personal finances align with your exit timeline.
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Most Janitorial Supply Distributors Have No Idea What Their Business is Actually Worth
Current Janitorial Supplies Distribution Valuation Multiples (2026)
Janitorial supplies distribution valuations depend on customer retention and product mix. Here's the market:
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What Actually Drives Jan-San Distribution Value
Your product knowledge matters, but sophisticated buyers evaluate these factors that determine premium pricing:
Customer Retention
85%+ Annual Retention
Jan-san customers should be sticky—consumable supplies create repeat purchase patterns. 85%+ retention indicates service quality and competitive pricing. Track retention carefully and understand any losses.
High churn = unstable base
Auto-Ship / Recurring
Programmed Delivery Accounts
Customers on programmed delivery or auto-ship schedules provide predictable, recurring revenue. Building program accounts increases stability and reduces selling costs. Track your programmed versus reactive sales.
Reactive-only = unpredictable
Customer Mix
BSCs, Healthcare, Education, Commercial
Diversified customer base—building service contractors, healthcare, education, commercial accounts—provides stability. Different segments have different economics. Track customer composition and concentration.
Concentrated = dependency risk
Equipment Sales
Cleaning Equipment + Supplies
Beyond consumable supplies, equipment sales—floor machines, vacuums, cleaning systems—provide additional revenue and often lead to ongoing supply purchases. Equipment capability captures more customer wallet share.
Supplies-only = limited wallet
Private Label
Own Brand Products
Private label products often provide better margins than national brands. Own-brand offerings differentiate from competitors and create stickiness. Evaluate your private label percentage and margin contribution.
National brands only = commodity
Delivery Capability
Reliable, Efficient Delivery
Delivery service—frequency, reliability, order accuracy—affects customer satisfaction and retention. Efficient delivery operations improve profitability. Track delivery metrics and customer feedback.
Poor delivery = customer loss
How to Value a Janitorial Supplies Distributorship
The U.S. janitorial supplies (jan-san) distribution market includes thousands of distributors providing cleaning chemicals, paper products, trash liners, equipment, and facility supplies to commercial clients. The industry generates approximately $25 billion in annual revenue.
EBITDA or SDE is used depending on company size. Jan-san distributors typically sell for 3.0x to 5.0x EBITDA, or 2.0x to 3.5x SDE. Distributors with recurring delivery routes, strong private-label programs, and diversified facility management clients command the higher end.
Revenue multiples generally range from 0.15x to 0.35x annual revenue. Distributors with recurring delivery routes and dispensing system programs achieve the upper end.
The unique valuation factor for jan-san distributors is the route density and dispensing system lock-in. Distributors with established delivery routes — recurring weekly or bi-weekly deliveries to commercial accounts — create predictable logistics-driven revenue. Chemical dispensing systems installed at customer locations create product lock-in and recurring supply revenue. Private-label chemical and paper products provide higher margins than national brands. The combination of route-based delivery, dispensing systems, and a broad product catalog creates a sticky customer relationship.
Jan-san distribution has consolidated through companies like Imperial Dade, WAXIE, and Network Distribution. Independent distributors with strong local route density remain acquisition targets. Use our free calculator above to get your instant estimate, then track your value monthly with YourExitValue.
Frequently Asked Questions
What multiple do jan-san distributors sell for?
Janitorial supplies distributors typically sell for 2.5x – 5.0x SDE or 4x – 8x EBITDA. Distributors with high retention, program accounts, and equipment capability command premium multiples.
How do program accounts affect jan-san value?
Significantly. Auto-ship and programmed delivery create predictable, recurring revenue. Program accounts are valued higher than reactive sales.
Who buys jan-san distributors?
National jan-san distributors, facility supply companies, foodservice distributors adding jan-san, and PE-backed distribution platforms.
Does equipment capability affect value?
Yes. Equipment sales provide additional revenue and often lead to supply purchases. Equipment capability captures more customer wallet share.
How important is customer retention?
Critical. 85%+ retention indicates service quality. Consumables should create repeat patterns. High churn signals service or pricing problems.
What's the fastest way to increase my jan-san distribution value?
Three high-impact moves: 1) Convert customers to program/auto-ship accounts, 2) Add equipment sales capability, 3) Develop private label products for better margins.