Mar/Apr 2014 Maintenance Sales News by Maintenance Sales News

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MAINTENANCE

SALES NEWS Exclusively Serving Professional Distributors

March/April 2014

Vol. 31, No. 2

Read/Download MSN At: www.maintenancesalesnews.com

MSN FEATURE STORIES Company Founded In 1946 Currently Under Third Owner

Keep Clean Products Serving Los Angeles Basin ............6 Eli Finkelberg, President Of Gold Coast Chemical, Explains How To Work With Engineers To Increase Sales

There’s A Gold Mine Downstairs...................................18 MSN Exclusive Distributor Roundup: Distributors Tell MSN

How They Bring Value To Their Customers....................20 ëkcos innovations Introduces

EZT-1 “EZ TRAP™” Waterless Urinal Replacement Cartridge................28

March/April 2014

RANKIN PUBLISHING CO. www.rankinpublishing.com Co-Publishers Don Rankin Linda Rankin

Editor Harrell Kerkhoff

Associate Editor Rick Mullen Advertising Don Rankin Linda Rankin

Graphics David Opdyke Reception Misty Douglas

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MSN Interviews Executives Of AfH Paper Manufacturers...30

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Maintenance Sales News Focus On Odor Control ................................48 Supply Line 2014 In Atlantic City April 30, May 1...............................51

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Industry News/Products 26 • Advertisers Index 54 • Classified Advertising 54

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On The Cover: Keep Clean Products President Robert Boyle and Sales & Marketing Manager David Boyle are shown in front of the company's facility in Gardena, CA. The jan/san distributorship's main service region is the Los Angeles Basin. See story on Page 6.

Maintenance Sales News (ISSN 1040371X) is published bimonthly by Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130. Publisher assumes no liability whatsoever for content of any advertisement or editorial material contained herein. Copyright 2014, Rankin Publishing, Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form without written consent of Rankin Publishing, Inc. Periodical postage paid at Arcola, IL, and additional mailing offices. POSTMASTER: Send address changes to Maintenance Sales News Circulation, 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130

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MSN Cover Feature

Company Founded In 1946 Currently Under Third Owner

Keep Clean Products Serving Los Angeles Basin And California

Shown standing, left to right: Letty Alcala, accounting manager; Joe Sguigna, operations manager; and David Boyle, sales & marketing manager. Seated is Robert Boyle, president.

By Rick Mullen Maintenance Sales News Associate Editor

When he purchased Keep Clean Products, Inc., of Gardena, CA, in 1992, the company’s president, Robert Boyle, entered the cleaning industry full time, after having some hands-on experience during his younger days. “I actually worked my way through college as a janitor, so I had some familiarity with the janitorial/sanitation segment,” Boyle said, during a recent interview with Maintenance Sales News at the company’s headquarters in Gardena. “I think it is probably tougher to be a janitor today than it was in the past. Standards are higher now. There are more health issues with the number of pathogens that exist, such as MRSA (Methicillin-resistant Staphylococcus aureus). “There seem to be many more food-borne illness outbreaks today because somebody was not paying attention at the poultry plant, or the packing plant or the produce mart. “Cleanliness is key to health. We can have all the laws in the world, but we also have to have common sense and do the training necessary to be able to have healthy communities.” Keep Clean’s product categories include floor care equipment, paper towels, tissues, dispensers, carpet cleaning chemicals, floor mats, soaps, cleaners, wipers/rags, vacuums, mops, brooms, floor finishes, disinfectants, deodorizers, trash receptacles, sweeping compounds and more. “I like to call Keep Clean a community-based ‘boutique’ distributorship; we are small but we can compete with any of the majors, and we probably carry more floor care equipment than most of them,” Boyle said. “We offer several types of riding scrubbers, of which we have more than one kind at any given time in inventory. We probably have 10 different walk-behind scrubbers, from small electric to big battery units. “Our equipment offerings and sales have really distinguished us the past four years.” Equipment is a market niche in which not every jan/san company chooses to become established, Boyle explained. “A distributor can sell a machine, but he/she has to be able to service that machine after the sale, otherwise the distributor will first alienate, then ultimately lose the customer,” Boyle said. “We service what we sell. We have three lines of equipment to meet the needs of our customers and prospective customers. We stock two domestic equipment brands and one import brand. “Our niche is really in floor care, in that we can offer value to both large and small customers. We offer technology in these autoscrubbers that people don’t quite understand until they actually see a machine demonstrated. “Also, Keep Clean is very service-oriented, which fits in with its community identity. We have a range of customers, both large and small, and serving those small ones sometimes entails shipping small orders. Customers, both large and small, appreciate the fact that we do not enforce a minimum order, but we do ask that they be kind to us. No other distributor is going to do that — which makes our customer base

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very loyal.” Not only does Keep Clean have multiple brands of floor care equipment, it also maintains a wide range of products in the other jan/san categories, all with multiple sources. “There are a lot of suppliers of jan/san products in the marketplace and certain large retailers are trying to take a chunk out of our business,” Boyle said. “We distinguish ourselves from those companies because we have depth in our inventory and we know the products in each category. If a large retailer sells one type of roll towel or one type of folded towel, we may have five or more types of each of those items. We give the customer a choice to meet their needs, from budget to highest quality. They (retailers) may not have a dispenser for the type of towel they sell. In contrast, we can supply our customers with the right dispenser and show them how to use it.” In addition to having depth in its inventory, Keep Clean’s location, in a part of the country that is no stranger to natural disasters, makes it prudent to have redundancy in suppliers.

“We need a second source for every product we carry — just in case,” Boyle said. He told of one such example, as a result of the devastating Northridge Earthquake, which struck on Jan. 17, 1994. A recent article commemorating the 20th anniversary of the event (www.nbclosangeles.com) reported the 6.7 magnitude earthquake struck underneath the San Fernando Valley community of Northridge, killing 57 people and causing $20 billion in damage, including collapsed buildings and freeway overpasses, snapped water and gas lines, rampant fires and landslides. “We had a supplier in the San Fernando Valley where we purchased multifold towels and toilet tissue,” Boyle said. “We didn’t hear from that company for a week after the quake because their phone service was down, and the Valley was literally a disaster area. Keep Clean, at that time, was an LTL (less than truckload) user; therefore, we only had two or three day’s inventory of the quick-moving towels and toilet tissue. Fortunately, we had a second source for those products.” A Perfect Location To Serve The Los Angeles Basin

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hen Keep Clean was founded in 1946 — Boyle, and his wife Gail, are the third owners — its mission was to service gas stations. The company’s personnel would go on-site to fix air hoses and sell products such as cleaners, degreasers and windshield towels, etc., Boyle said. In those days, gas station attendants would clean a customer’s windshield as part of the service; therefore, windshield towels were another hot item that Keep Clean provided. “When my predecessor bought the company in 1962, he took it in a different direction,” Boyle said. “He wanted a ‘brick and mortar facility’ from which to go out and deliver goods to a more diverse group of companies other than just gas stations.” In 1992, Boyle was exploring purchasing a business. He was interested in various industries, but ultimately decided the jan/san distributorship segment was the best opportunity. “The previous owner was selling the business for the right reasons,” Boyle remembered. “He was 62 years old and ready to retire, it was not a distressed sale. “I really wanted a distribution type company, where I could buy low and sell high and, if need be, buy low and sell low — but sell. I didn’t want a manufacturing company where if someone in assembly got yelled at by his girlfriend or had a bad hair day, I would end up with a product I couldn’t sell. I was interested in a number of industries, but jan/san was one I thought was most attractive. I also thought it would be a recession-resistant industry.” Until about seven years ago, Keep Clean was located in Lomita, about seven miles south of Gardena. Both Lomita and Gardena are located in what is known as the Los Angeles Basin, particularly the South Bay, in the Greater Los Angeles Area. “At the Lomita location, we had one building, which was three storefronts that we combined into one,” Boyle said. While the Lomita location had a traditional showroom, Boyle opted to not include one in the new Gardena facility. “If a person is interested in something, we will walk him or her down the aisles to where the item is located,” Boyle said. Boyle explained having a showroom in the Lomita facility meant there was inventory in two locations, which caused problems. “We had inventory in the back and the

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ning are critical aspects of Keep Clean’s operation. “Traffic is always a problem,” Boyle said. “It is important to understand traffic flows, which can be frozen in a particular location at a certain time. We can’t afford to have a truck at that particular part of the city at that time stalled in traffic for an hour and a half. Hopefully, if we were to find ourselves in that situation, it would be at the end of the day when we wouldn’t have customers waiting for deliveries. “However, by properly routing our trucks, they get to where they are supposed to go efficiently, avoiding serious traffic issues. It takes experience, and also communication with our drivers.” Keep Clean’s operations manager, who plans the routes, antici“A distributor can sell a machine, but he/she has to be able to pates where problem areas are located and makes sure drivers know service that machine after the sale, otherwise the distributor where they are going and the best way to get there, Boyle said. He added: “Being cognizant of these issues results in a happy will first alienate, then ultimately lose the customer.” customer and also saves gas.” — Keep Clean Products, Inc. President, Robert Boyle In addition to traffic congestion, weather can also cause problems for Keep Clean’s delivery operation. Within five years, as the distributorship grew, virtually every vendor was making deliver“Weather is one of those issues that can really create havoc, as we saw throughout the naies with large semi-trailer trucks. Without dock-high loading, the big trucks had to park on tion this winter with the ice storms,” Boyle said. “Rain is our ice storm. It slows things down the small community street where the facility was located, which often didn’t sit well with dramatically on the freeway as everybody has to drive a little slower, including our delivery the neighbors. drivers, but it is the accidents that really take a toll on driver productivity.” “It eventually became time to move as we really needed dock-high, as well as ground level, Keep Clean is primarily a next-day delivery company, Boyle said. However, there are times loading capabilities,” Boyle said. “We were spending too many man hours re-palletizing and when a delivery can be made the same day. stacking inventory to make it fit in the building.” “Everyone wants products delivered quickly in today’s marketplace,” he said. “We have Keep Clean’s primary service area is the Los Angeles Basin. some capacity to be able to deliver the same day. We load our trucks in the morning, so that “We also have customers in Oxnard (about 60 miles up the coast from Los Angeles) and gives us a little more flexibility to try and shoehorn one more order onto a truck. Also, we may down in San Diego,” Boyle said. “Typically, these are floor care customers who purchase machines and are not where we send a truck on a daily basis. “Our primary customer base is in the manufacturing segment. However, be“There are a lot of suppliers of jan/san products in cause of our size and because we are a community-based company, we also sell the marketplace and certain large retailers are trying to private and public schools, churches, property management companies, city governments and some public venues. We really cover all the bases, and I think to take a chunk out of our business. We distinguish our major competitors know who we are. ourselves... because we have depth in our inventory.” “We are in a perfect location, logistically, to serve the Los Angeles Basin. We are located at the center of several freeways just south of downtown Los Angeles, and within 15 minutes from LAX. send a warehouse person out in a van if the order is not too big, and it meets a critical cus“With our deliveries, we try to create regional routes. The Greater Los Angeles Area is a tomer need. We try to deliver to a customer the same day if a need arises. group of communities and each one has its own identity. The South Bay is kind of beach ori“Sometimes people check their supply closets infrequently or somebody might miss a note ented. Downtown Los Angeles is completely different. It is more congested and it is difficult that was left on the desk of the person who does the ordering.” to get to during certain parts of the day.” In such scenarios, the result can be a customer has to go without a critical item until the The Greater Los Angeles Area, which includes the counties of Los Angeles, Orange, Ven- delivery truck arrives the next day, Boyle explained. tura, Riverside and San Bernardino, has an estimated population of 18.2 million people. It is “If a customer needs a product right away and he or she can’t come to our facility, we will an area notorious for its traffic congestion; therefore, delivery route management and plan- try to get it to them,” Boyle said. “This is something we have always done, and we find this kind of service is more appreciated now than in the past.” front. Trying to maintain inventory in two places created a lot of conflict in terms of finding products and getting them on a truck, both for us and customers.” When Boyle purchased the business in Lomita, most of the vendors were delivering with trucks small enough to back into Keep Clean’s driveway, where they would be unloaded with forklifts. “The facility wasn’t a very good distribution model as it had no dock-high loading,” Boyle said.

Training A Key Element Of Value-Added Service

oyle reported that business has been “very good” at Keep Clean in recent times, particularly in the area of floor care machine sales. “We are selling many more machines than we have sold in the past, which is contributing to a much higher growth rate for the company,” Boyle said. “During the recession, we repaired more machines than we sold. Many people didn’t want to spend the money for new equipment, so they sent the ones they had to be serviced. “Now that the economy is a little more robust, they are purchasing new equipment. In many cases, we are now obtaining a lot of first-time customers, who we access through advertising on the Web. We also generate leads organically through referrals, as well as receive some leads from our machine vendors. “This has also given us an open door into selling other supplies, while we are out there selling and demonstrating machines. We establish our credibility by selling a machine and solving fairly significant problems, such as a dirty, filthy floor.

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“In a manufacturing facility, for example, in a short period of time the floor will be cleaned vanced glass material) battery. “An AGM battery requires no maintenance,” he said. “It is sealed; therefore, the end-user to such an extent that the customer can see the pores in the concrete. At that point, we can say, ‘You can seal it, which will make it easier to clean, and give it a better appearance with a never has to add water.” The second type is the traditional wet cell battery. higher gloss,’ which opens the door to sell floor seal.” “A battery should last three to four years with proper maintenance,” Boyle said. “In a traThe bottom line is, according to Boyle, Keep Clean’s reps are selling the improved apditional wet cell battery, there are four to six cells per battery. For end-users, it takes time to pearance of a facility. “When we sell a machine, we try to get the employees of the customer to buy into the use water the batteries, because they have to take the cap off and then pour in the distilled water. We recommend that they fill using a of the machine,” Boyle said. “We battery watering can with distilled want them to operate the machine and water on a weekly basis to service to understand it, because if they don’t, their batteries. they are likely to damage it in short “In many cases, however, people order, or not achieve the results that just don’t service their batteries propare possible. Furthermore, it is going erly. The batteries run dry and then to create conflict between the owner they complain, ‘I’m only getting a half or manager and us because the cusan hour of run time.’ The reality is they tomer will ask, ‘Why is the machine cooked their batteries by letting them always breaking?’ In such cases, we run dry. Batteries cost anywhere from will go back and train again.” $150 to $400 a pop — that will get a The key word, according to Boyle, person’s attention in a hurry.” is “training,” on which the company To help make it easier and more efplaces a great deal of emphasis. Boyle ficient for customers to maintain their said Keep Clean reps might conduct wet cell batteries, Keep Clean offers training in a manufacturing plant, reKeep Clean representatives are: front row, left to right, James Boyle, Joe Sguigna, Letty Alcala, an option to install a battery watering turning to train three shifts, if needed. David Boyle, and Yahir Rojo; second row, left to right, Donnie Hudson, Raymond Juarez and Robert Boyle. system. For a plant running two shifts, it might Seated in the truck is Joseph Johnson. “A customer can purchase a battery be possible to train both shifts at the watering system for $300 to $400, depending on the battery pack,” Boyle said. “An end-user same time, he said. “We would try to be there at the shift change, allowing us to train two shifts at the same can just stick the end of a tube into a bottle of distilled water, squeeze a filling bulb, and the time,” he said. “There are not many companies right now on a three-shift rotation. We also system will automatically fill each battery all the way down the line. It is an easy and simple always return in a week and see how the machine looks. We can pretty much see how it is process. There is no exposure to battery acid because all the caps remain on the batteries, so being operated and make corrections by re-training or additional training, eliminating higher it’s safer for the employees, and reduces potential injuries. We offer this and it is as good as the customer’s diligence to service the machine once a week.” cost maintenance issues before they happen.” Boyle also alluded to another area that Keep Clean is adept at helping customers, and that Although Keep Clean’s reps are skillful and diligent when it comes to training in the proper use and maintenance of floor care machines, sometimes customers learn the hard way. Take is properly cleaning restrooms. “One of the biggest problems customers have is a smelly restroom,” Boyle said. the batteries used for floor care machinery, for example. The problem is not that people don’t clean restrooms, Boyle said, but that they do not clean Boyle explained there are basically two types of batteries in scrubbers. One is an AGM (ad-

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“We never negatively sell. It is just a turn-off... We just won’t go down that path. We stress the positive at Keep Clean. We bend over backwards to try and help customers.” them properly. “Most people don’t want to spend a lot of quality time in a restroom. They don’t want to spend much time with their head in a toilet,” Boyle said. “People who are cleaning restrooms aren’t trained janitors, for the most part, and, as a result, they don’t know how to do the job right. They are either using the wrong product or they are not effectively cleaning those areas that will trap odors. “Improper cleaning is going to yield an incredible odor in a short period of time. Odor is indicative of poor cleaning techniques.” To help educate customers on the proper techniques of cleaning a restroom, Keep Clean BUILDING SERVICES MAGAZINE AD 3/10/14 3/10/14 3:55 PM Page 1 offers training videos. The company will also do an on-site analysis to pinpoint problem areas.

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“We have an inspection mirror we can stick into a toilet and look under the rim to see if there are mineral and uric acid deposits, which cause odors,” Boyle said. “We will educate customers on what their problems are and how to cure them. Odors can be masked to a certain extent, but training is needed to get rid of them completely. We don’t charge customers for this service.” While a training or conference room at Keep Clean’s facility to conduct in-house seminars and training sessions is in the future, the company is planning to conduct training on floor care later this year at another site. “We will rent a facility and invite our customers, prospects and people who want to learn more about how to maintain floors and carpets to a seminar that will last probably four or five hours,” Boyle said. “We will also have some door prizes. We feel people will definitely get their money’s worth by attending this event.” The seminar will feature sessions conducted by Keep Clean personnel, as well as machinery manufacturer and vendor reps. “There will be workshops, covering such floor care subjects as resilient floor care, hard floor care and carpet care,” Boyle said. Resilient flooring is defined by the Resilient Floor Covering Institute as flooring that is firm, yet has a “give or bounce back” property. It usually refers to several types of flooring, including various categories of vinyl tile, linoleum, cork and rubber. ‘We Never Negatively Sell’

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eep Clean differentiates itself from the competition in several ways, Boyle said, such as its expertise in floor care machines, by being a community-oriented company and by offering training. The company’s sales and customer service philosophies are also ways it strives to stand out among competitors. “We never negatively sell,” Boyle said. “It is just a turn-off. It is obvious in every election cycle. We just won’t go down that path. “We stress the positive at Keep Clean. We bend over backwards to try and help customers. Our reps will conduct a walkthrough inspection of a customer’s facility. We will see what products the customer is using. “For example, is the customer using the right gauge of trash can liner? Trash can liners are effectively purchased by the pound. If we can reduce the gauge of a liner, and still get the performance the customer is looking for, that can achieve significant savings. “It is often not necessary to use a heavy gauge trash can liner. Some people do, but they may be spending up to 40 percent too much.” Another important differentiating factor in recent years is offering products that promote health and safety in the cleaning process. These types of products usually fall under the “green” or environmentally friendly labels. “(Keep Clean) embraced Green Seal products about 10 years ago,” Boyle said. He added it has been his experience

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that the “green” movement has been traditionally driven by federal, state and local governments in an effort to improve the health and safety of communities and that of the environment. This effort, he said, has trickled down to larger institutions. The challenge has been how to sell green to smaller entities, such as those that make up a portion of Keep Clean’s customer base. “The ‘standard’ for the use of green chemical products involves dilution control,” Boyle explained. “Small community users typically cannot afford a blend system. Their usage of green products amounts to maybe two or three gallons a year. It would be a misuse of product for them to purchase a case from us that is going to last three years, during which time the efficacy of the product would be diminished. This issue is one we are focusing on this year to be able to downstream green to small company end-users.” Keep Clean is also aware of, and avoids, products that fall

“When it comes to slow-paying customers, we show them respect as we try to judiciously use service charges as a means of keeping them in line. Eye contact with the customer, such as during training sessions, is key. We have found the more we see them, there is less chance that they will waver and/or go somewhere else.” example, investing in software that gives us the ability to better manage our customers. There is technology today that will allow us to give an answer to customers when they ask, ‘What did I receive on this date?’ “The technology is out there and we need to embrace it, but we need to embrace it judiciously. A company can spend a lot of money on technology and not get anything in return.”

“The technology is out there and we need to embrace it, but we need to embrace it judiciously. A company can spend a lot of money on technology and not get anything in return.” under the “greenwashing” category, which are products that claim to be environmentally friendly, but, in reality, are not. “We need to focus on products that are truly green and aren’t just branded as green,” Boyle said. “We offer products that have value and offer benefits at the price customers are seeking.” Still another way companies separate themselves from their competitors is the willingness to embrace new technologies. Such is also the case at Keep Clean. “Technology is a driving force throughout the entire economy and we need to invest in it as well,” Boyle said. “For

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Keep Clean’s employees have also played a critical role in the company’s ability to stand out in the LA Basin marketplace over the years. The company currently has nine employees, most of whom are warehouse/delivery specialists. The company also has one accounting clerk and three sales people, including Boyle, and a tech for machine servicing. “I am looking to bring in another salesman, and when he or she gets on his or her feet, another,” Boyle said. “A good sales person is someone who is curious, inquisitive, listens

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well, is a problem solver, and is self-motivated. That is the kind of person I’m seeking. I want someone who has ‘a fire in his or her gut.’ “When a sales person calls on me, I want him or her to be organized, because I haven’t got all day. I recently had a guy come in at 4:30 p.m. on a Friday trying to sell me trash liners. He stayed until 5:30 p.m. I gave him an order, but he didn’t follow up. I’d like to think that my sales people are going to follow up on an order. “I need someone who is curious and observant. A good sales person is able to go into a warehouse or a manufacturing operation or a school or a church and see the big picture. The sales person needs to see what is being used in a facility and determine how Keep Clean can enhance and add value for a potential customer. We also want to make sure we are taking on a customer who will be loyal to us from the outset, because we are investing our time in them.” While they may not be visible to people who walk into the front of a distributorship, delivery drivers are many times the most visible employees to customers in the field. “They are our frontline communicators, because they see our customers much more than other employees,” Boyle said. “Keep Clean’s delivery drivers maintain a neat appearance, are cordial and are efficient. They are trained to follow company procedures when loading and unloading products.

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Maintenance Sales News

“They check items as they are loaded into their trucks, and they check them off when they are unloaded. If there is a question concerning an order, they will break down the pallet and make sure everything is noted. With this procedure, if something is missing, we will know about it right away. The driver will radio or telephone the office to make us aware of any issues that may arise.” Keep Clean invests in time, training and technology to ensure warehouse and delivery personnel are up to speed on the products they handle on a daily basis. “With this product knowledge, they become junior sales people and customer reps for the company,” Boyle said.

“I think our success is primarily because of the dedication of our employees, especially Keep Clean’s Operations Manager Joe Sguigna,” Boyle said. “They put in a hard day’s work every day, while solving problems on the fly. This is our safety net — the fact that we have employees who can solve problems or, if they can’t solve a problem, ask for help. “Also, Keep Clean offers a wide range of products that are available the next day. We are not expensive and we have no minimums. “Another key is the personal touches we offer. For example, we don’t have an automated voice answering system, except when every phone is busy. We have a live

person answer the phone. “It is an interesting business. I think there is a certain amount of pride in what we do. We offer the community cleanliness, which is health. We can solve problems for people, who otherwise might flounder. I like the industry and I like the people. We have a lot of fun.” Contact: Keep Clean Products, Inc., 15014 Staff Court, Gardena, CA 90248. Phone: 310-327-7418. Email: keepclean@earthlink.net. Website: www.keepclean.com.

Keeping A Watchful Eye On Cash Flow Is Critical

uring the recession years, and now as the economy has been slow to rebound, access to capital and managing cash flow are critical to a company’s ability to grow and prosper. While Keep Clean goes the extra mile to help customers prosper and stay in business, it must also keep a sharp focus on accounts receivable. “The toughest thing to maintain when the economy goes bad is cash flow,” Boyle said. “We are not the ‘Bank of Keep Clean.’ When it comes to slowpaying customers, we show them respect as we try to judiciously use service charges as a means of keeping them in line. Eye contact with the customer, such as during training sessions, is key. We have found the more we see them, there is less chance that they will waver and/or go somewhere else. “In one case, we had a customer who was notorious for not paying. We levied a service charge and, after that, the customer paid like clockwork.” Boyle added that relationships between Keep Clean and customers based on mutual respect most often ensure those relationships will continue. “We have a fairly wide range of customers and we are community based; therefore, we don’t have some of the problems in the area of cash flow and accounts receivable that other companies might have. “We’ve seen distributors fail because one customer that represented a large percentage of their business went away without paying. Our largest customer accounts for just 8 percent of our overall business. As a result, we are a very bankable company.”

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there’s no better way to start than with an easy-sell product like a drain-pan de-slime Eli Finkelberg, President Of Gold Coast Chemical, Explains How To Work With Engineers To Increase Sales treatment. To overcome any remainA multitude of sales op- line is small. ing reluctance you may have about selling them, take an an(5) Slime can easily clog the drain, causing the pan to alytical view of condensate drain-pan treatments. First, think portunities awaits salespeople who venture downstairs overflow. of all the things that you don’t have to know to sell it: How it (6) A drain pan over-flow can be very costly. For ex- works; what is a condenser; what is a compressor; what is a to the boiler rooms to meet the engineers. Two amaz- ample, if a pan overflows in a motel room, and goes handler; or even where the drain pan is! (Although, from the ing things will happen: unnoticed, it could leak down to the room below caus- above, you already know this). First, you’ll find out that ing damage to the floor, ceiling, walls, draperies, and Here are the only questions you need to be concerned engineers are not ogres just waiting to chew up unsuspect- carpeting. about when selling drain pan treatment - followed by their (7) Foul odors can emanate from drain pans. ing salespeople. Secondly, most engineers have their own easy answers. (8) Legionnaires disease has been attributed to air conpurchase orders, not just requisitions. Engineers can, and Q. What are the benefits? will, buy on the spot, if you show them a product that’s ditioning systems. A. It prevents slime build-up, pan overflow, odors, scale, Add this up, and there’s only one conclusion you can and corrosion. service-value justifies the purchase. Given this great sales potential waiting for you beneath the vast majority of ac- come to: There’s a big viable market for drain-pan treatQ. How long does the treatment last? counts, isn’t it time for you and your salespeople to start ment, and you’re not getting your share. A. A good treatment lasts up to six months. working the mine? Q. There’s a lot of talk lately about “sick building synMARKET SIZE drome.” What will this do for the building, in addressing GETTING STARTED Just how big is the market? As I mentioned earlier, every- the problem? The first prerequisite for success in selling downstairs is to one of your accounts that has air conditioning, other than the A. As you know, sick building syndrome can have many rid yourself of the unfounded fear of engineers. Here’s my window type, has a condensate drain pan. It could be the in- root causes: A good no-slime product contains a broad spectheory on why most sanitary-supply salespeople are afraid of dividual type, called fan units. With this kind of system, pop- trum EPA-registered biocide that is highly effective against a them to begin with: After five or so years in the sanitary-sup- ular in many hotels and motels, pans are placed in every room, wide range of bacterial strains including Legionella, Pneuply field, most people feel pretty confident. Even in the worst usually along the window wall. They heat in the winter and mophila, which causes Legionnaires disease. The bottom line case scenarios of dealing with housekeepers, knowledgeable cool in the summer and use small drain pans. Or, it could be is, all condensate drain pans are breeding grounds for bactesalespeople feel on equal ground, and, in many cases, a step a central system such as those found in larger office build- rial and therefore should be treated. or two above them when it comes to product expertise. But ings. In this case, they have air handlers and large drain pans. Q. How much is needed? There’s a good chance that some of your customers are alwhen they go downstairs to see the engineer, they feel the A. That is determined by your tonnage and the size and tables are reversed; it’s the engineer who stands a step or ready using a de-sliming product. The question you must ask strength of the de-slimer. Take Gold Coast’s No Slime strips, yourself is, “Why shouldn’t I be selling my customers the for example. The regular size covers up to 5 tons, and the two above them in expertise The truth of the matter is, engineers are no different from condensate drain-pan treatments they need?” jumbo covers up to 10 tons. So a 1,000 ton unit would require There are many excuses you could use. “We only sell jan- 200 regular or 100 jumbo strips. the people you’re calling on for custodial supplies. They just have a different set of responsibilities and needs. Often, their itorial supplies,” or, “We don’t call on engineers because we Besides the price, which, as a distributor you can set yourcrucial responsibilities leave them less time for small talk. have nothing to sell to them and I don’t think we want to get self, that is all you need to know to sell drain-pan treatment. Thus, the first rule of successful selling to engineers is to be involved in something like this.” But consider this scenario: THE SALES CALL A salesman from the ABC industrial supply company calls concise and to the point. This time factor also serves as one of the many advantages on the engineer of one of your accounts. On his way to the The drain-pan treatment sales call itself could well be the of selling to engineers. Normally, the time from product pres- engineer’s office, he passes the housekeeping storage area. easiest call you’ll ever make. Here’s an example: entation to procurement of the purchase order is minimal. The door to the storage room is open, he stops, looks in and “Good morning Mr. Finkelberg. Knowing how busy you With housekeeping departments, you often find yourself talk- stares. Now, as he stares, he starts thinking, “If we started are, I’ll get right to the point. I stopped by this morning to ing for days, weeks, and, sometimes, even months to make a stocking some of these items, I know I could sell them to show you an easy, effective and economical way to treat all sale. Yet in many cases, an engineer will write you a purchase this account.” He then continues on to the engineer, with your condensate drain-pans. This is an EPA-registered bioorder on the spot. Another timesaving advantage is the total whom he has a good relationship, and gets his order for con- cide in a solid form that will last four-to-six months. By the time spent making the call. From the initial hello to the part- densate drain-pan treatment. Order in hand, he asks “Do you way, this biocide is effective in preventing Legionnella Pneuing goodbye, a lot more is accomplished in less time with an do any buying of janitorial supplies?” The engineer may say, mophila, which you probably know better as Legionnaires engineer. Of course, less time spent per call means more calls “No, I don’t. But come on, I’ll take you and introduce you disease. Now, here’s what it does for you: (1) prevents slime to the housekeeper.” — and more sales — can be made. build-up which can clog up the drain and cause the pan to Another of the many things I like about engineers is that The moral? You may not want to go downstairs and sell to overflow; (2) eliminates offensive odors; (3) prevents scale they’re not sample addicts. And, when they do request a sam- the engineer, but more and more salesmen who sell to him are and corrosion; and (4) lessens the risk of sick building synple, they generally try it out promptly. It’s rare to return three coming upstairs to sell to the housekeeper, your customer - drome. How many drain pans do you have, Mr. Finkelberg, or four weeks after you gave an engineer a sample, only to perhaps soon to be ex. and which size would serve you better, the regular or jumbo?” discover it taking up space on the desk. In these competitive times, there’s no room for hesitation. Short, sweet, simple, and it sells. You must embrace any product that can increase sales to new MAKING THE CALL ADDED SALES BONUS markets and existing accounts. Easy-sell, necessary products, While these advantages explain why you should approach like de-slimers, make a great entree to an engineer’s domain: While targeting a new market is your primary goal, reThe product is uncomplicated and nontechnical, and the sales member; just as engineers use many of the products you alengineers, the question of how to approach them remains. There are many products facilities use to keep their heat- presentation is short. The only way you couldn’t sell it is if ready stock, the same pan de-slime product used downstairs ing and cooling operations functioning at maximum effi- you don’t try. by the engineer is used upstairs. For example, large computEqually detrimental to your business and profit is hiding ers which have cooling systems and drain pans, need to keep ciency. While many of these products require some technical expertise, others require little - or none. A good example of behind the argument that you only sell janitorial supplies. those pans clean. Then, there is the grocery field. The last one that requires no expertise to sell is a de-sliming product Janitorial supply companies can and do sell de-slimers, some thing in the world any grocery store wants is to have foul used in air conditioning and refrigeration drain pans to catch 100 gross and more a year. Not only do they sell the engineer odors coming from around the dairy case. Other areas where condensation. Selling this requires less technical knowledge drain-pan treatment, but, once in the door, they sell other pan de-slime products are needed include refrigerated vendthan most of the products you’re already selling. Consider stock items. For example: rag/wipers, waterless hand cleaning machines, walk-in coolers, and dehumidifiers. Again, this ers, cleaner/degreasers, aerosol, buckets, brooms and is not to deter you from approaching the engineer, but be asthese facts: (1) With the exception of window units, all air-condi- brushes, and so on. Think about it. You have to maximize sured, the potential customers are endless. tioning systems have condensation drain pans. your sales opportunities, and you’re not accomplishing this As I see it, the only problem salespeople have in selling to (2) All refrigeration systems have condensate drain pans. when you and your salespeople leave a client without paying engineers is overcoming their own fear. If you’re going to (3) Because these pans are always moist, bacterial slime the engineer a visit. Further, you have a big advantage over climb the ladder of success, you have to get off the commodgrows in them. your competitors because you’re already in your customers’ ity treadmill and seek new horizons, wherever you can. So (4) Because condensation is formed by drops dripping computer bases as a vendor. In some cases you’ll end up sell- get going. Climb down into the gold mine and start working into the drain pan, pans are very shallow, and the drain ing more to the engineer than the housekeeper and, again, your way up. Call 800-333-3403.

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SURVIVAL OF LEGIONELLA PNEUMOPHILA IN AIR CONDITIONER DRAIN PANS CONTAINING NO SLIME STRIP An evaluation of the ability of NO SLIME STRIP to control Legionella in air conditioner condensate water was carried out. The duration of the test approximated the load for three months x 8 hours per day of air conditioner use in high humidity and high condensation conditions.

organic build-up, scale and corrosion deposits in the above systems.

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The active ingredient released by the NO SLIME STRIP was maintained at an effective p.p.m. concentration in the simulated condensate water, for the entire length of the test. The rate of kill of Legionella pnuemophila by the NO SLIME STRIP active, was rapid and effective. During all of the testing period there was at least a 99% kill of Legionella. Legionella pneumophila has been frequently detected in cooling water systems and has sporadically resulted in the outbreak of Legionnaires disease with its pneumonia-like symptoms. Although there is no direct or interpretable relationship between the presence of this bacteria and the potential for human disease, minimizing the potential for disease outbreak is the recommended action.

ton units. Jumbo size for 10-15 ton units. For larger units. use multiple strips.

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2357 STIRLING ROAD, FORT LAUDERDALE, FLORIDA 33312

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TOLL FREE 800-333-3403 Circle 20

March/April 2014

By Harrell Kerkhoff, Maintenance Sales News Editor

The world will always need cleaning supplies. It’s up to quality janitorial/sanitary distributorships, however, to help the world understand how to properly use these supplies for the betterment of health and cleanliness. Maintenance Sales News Magazine recently interviewed three jan/san distributors to find out how they are bringing value to their wide customer base, thus securing future business.

rom great snow skiing in the winter to visiting some of the most beautiful Rocky Mountain scenery in the summer, there is a lot to do in northwestern Montana. With a strong influx of tourism throughout the year, there is an ever-present need to keep hotels, ski lodges, restaurants and many other types of buildings clean and healthy. Janitors World Supplies, of Kalispell, MT, has been successfully meeting this demand by conducting business as a jan/san supplier to a wide variety of customers. “Along with traditional jan/san products we have branched out to also service the warewash and laundry side of business,” Janitors World Supplies President Dennis Bennett said. “This was done to be ‘all things to all people’ considering the rural nature of our location.” Bennett also opened a branch office in Missoula, MT, about a year ago. It’s approximately 120 miles to the south of his Kalispell location. “We already had business in Missoula, and now have a facility in place where two sales people are working. There are five sales people at our Kalispell office,” Bennett said. “We pretty much call on any type of customer, such as those involved with hospitality, health care, schools and the government. “We provide the whole spectrum of business in the jan/san industry. This includes full equipment repair.” Kalispell, with a population of slightly over 20,000 people, is considered the gateway to Glacier National Park, which is 23 miles to the north. Kalispell is also 15 miles south of Whitefish Mountain (ski) Resort “The hospitality industry is a large part of our customer base. We sell products to ski resorts and ( Glacier National) park. The restaurant business is also huge because of the area’s draw on tourism. This draw includes Flathead Lake, which is 15 miles south of Kalispell and the largest natural freshwater lake in the continental United States west of the Mississippi River,” Bennett said. “Despite the popularity of winter sports in the area, sum-

Dennis and Almae Bennett are shown at their Kalispell, MT, distributorship. The company provides traditional jan/san products while also servicing the warewash and laundry business.

mer is actually a busier time for our company.” Bennett and other representatives from Janitors World Supplies depend on six delivery trucks to get products to the company’s customer base in a timely fashion. This is not always easy as many of the distributorship’s clients are located in rural areas. “Our delivery routes are like spokes in a wheel. There are customers in a lot of little towns located in every direction. And so, some of these customers are part of a weekly delivery schedule, while the ‘hub’ area has daily delivery service,” Bennett said. “Deliveries can be difficult, especially during winter weather. For example, it has snowed for the past couple

Maintenance Sales News

of days in our area. There can often be winter weather travel warnings, but our drivers are used to such weather. They know how to react. It really doesn’t stop our delivery system. Our drivers just have to be more cautious.” When asked what has worked well for Janitors World Supplies over the years, Bennett responded that the company’s business model of “everything to everybody” has made a difference. Being focused as the local supplier is key. “We are a local company that is easily accessible to those customers in our area. We don’t entertain the philosophy that Janitors World Supplies services the entire state of Montana. Instead, we focus on being a major player in our area,” Bennett said. “The local geography helps this focus. Kalispell is located in a valley surrounded by mountains. Whether somebody is a tourist or a competitor, he/she really has to want to come here and make an effort. We are off the beaten path. “It’s difficult for a competitor to do business in (the Kalispell area) as he/she has to spend a minimum of two or more hours one way just to drive here. That person’s sales day is dramatically diminished. It also limits how long he/she can demonstrate, teach and train.” Providing education is very important for representatives at Janitors World Supplies. As Bennett describes it, “we just don’t sell products. We are here to explain to the custodians how to properly strip their floors and clean things.” This training is done both on-site and at the Janitors World Supplies facilities. Company officials also provide training seminars during an annual customer appreciation day. “We take suggestions from the community to find out what people want to learn. For instance, with the changing of MSDS regulations, we will be offering a class in April to explain the new rules. This is an especially important issue for medium sized and smaller businesses,” Bennett said. “We also provide classes all of the time on restroom and odor control, stripping and refinishing floors, etc. There is an area in our Kalispell warehouse that is tiled for the purpose of demonstrations. “We don’t focus on a selective specialty when it comes to training. Because of our more remote location, we have to be able to teach all aspects of the cleaning industry.” The company also has a showroom at both its Kalispell and Missoula facilities. Bennett reported that overall business has been good at Janitors World Supplies. “We don’t usually see dramatic growth as our business is limited by the mountains. But we are happy with our growth, margins and customer base. We remain very focused,” Bennett said, who has been in the jan/san industry for 45 years. Bennett orignally operated a jan/san distributorship in the state of Washington. In search of another challenge and change of scenery, he sold his Washington distributorship and re-

located to Kalispell in 1993. Today, his Montana company is very much a family business. “My wife, (Vice President Almae Bennett) makes sure all of our customers are treated very well. She is a very integral part of the company,” Dennis Bennett said. “Meanwhile, one of my sons is the warehouse manager, another son oversees the dish and laundry service department, a daughter is in charge of customer service, and a son-in-law is our sales manager.” Although Janitors World Supplies does have a website, Bennett said he is not sold on the idea that the Internet is the best way to buy and sell jan/san products. “I see people buy things over the Internet and then become dissatisfied with what they have received. This often is because of freight or quality issues,” Bennett said. “These people get confused because they think they are saving some money, but often are not. “Janitors World Supplies does have a website and does take orders (from that site), but I don’t always see it as a real positive process.” Looking back at four-plus decades in the jan/san industry, Bennett said he is very proud to be a supplier of cleaning-related products and services. “It’s a good industry to be in because you are always learning. I don’t pretend to know half of what there is to know, but I am always learning. It’s not about the money, it’s about the challenges that the industry puts before you. It is stimulating for me to go to work everyday,” Bennett said. “I’m proud of this industry. In one of my classes that I teach, I make it a point to tell custodians that, aside from doctors and the rest of the medical industry, this is the most important type of business to be in. We make sure cleaning is done in a sanitary way and diseases don’t spread.” Bennett is also thankful for his years of ISSA membership. “I have been an ISSA member for 45 years with 2 different companies. I wouldn’t have been able to accomplish what I have without going to the ISSA conventions. It has been a tool that has helped me all these years,” he said. Contact: Janitors World Supplies, 235 United Drive, Kalispell, MT 59901. Phone: 406-257-9428. Website: www.janitorsworld.com.

t’s quite an accomplishment for a company to be in business for 100 years. It’s even more unusual when the company has been in the same building for this entire time span. Such is the case for Paper Products Co., of Pittsburgh, PA. For 100 years the business, which turned the century mark last November, has been located not far from the Monongahela River and has enjoyed easy access to downtown Pittsburgh.

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March/April 2014

“Our location allows for multiple trips for many of our delivery trucks everyday. We are located right in the middle of our main markets,” Paper Products President Paul Lackner said. “The company actually started as a manufacturer of paper cups and over the years was transformed into a distributorship for sanitary products. We entered the packaging industry (in the 1970s) and began selling maintenance products in the 1980s. “Today, we are a commercial products company, a packaging and packaging equipment company, and a sanitary maintenance and maintenance equipment company. We sell into such fields as education, health care, office buildings, heavy and light industrial, retail ... pretty much every market.” The distributorship covers a 150-mile region in western Pennsylvania, but also has customers located throughout the United States. “Our business has grown every year since I have been here, going back to 1980. Of course,

some years are better than others. It’s a good business to be in, but it’s also a challenging market. There are currently non-traditional competitors getting into this (jan/san) industry,” Lackner said. “Therefore, we must have a value proposition in place that these competitors can’t match. This can involve focusing on our service technicians who work on sanitary maintenance and packaging equipment. We also have marketing and sales specialists in place for certain equipment and product lines. What has worked for us is creating more value than our competition.” This value includes delivery. “Good delivery drivers are critical in our industry. They have as much, if not more, contact with accounts than anyone,” Lackner said. “Our delivery people are exceptional in that they make sure products are delivered properly and look for any problems that need to be addressed. Trucking will be a key differentiator in the not too distant future.” Keeping up with the Internet age is also essential at Paper Products Co., as company officials lead the business into its second century of operation. “Although the Internet is not currently a large portion of our busi9 Unaffected by Moisture ness, it is growing. We have to provide a website that gives cus9 Unaffected by Humidity tomers the look and feel of larger Internet suppliers,” Lackner said. “However, competing with pro9 Unaffected by Extreme viders that offer a website as their sole means of marketing is not awTemperatures fully difficult, no matter how large they are as a company. Customers 9 Powerful Ozone Output realize that providing quality service and value can save much more in the long run than just a 9 Portable & Lightweight few pennies saved by shopping online. It’s important to have contact with customers as frequently as possible. “We focus on not just selling products, but educating people on how to use these products. This is done through seminars, online tools and training at our customers’ facilities.” The company also adds value by servicing equipment, Lackner said. “It’s important to offer customers something other than price, although Fire & Flood Restoration price is also essential to us,” he said. “Therefore, having that service techFood Storage & Transportation nician available within a day or two to work on equipment can lead to future sales time and time again.” Garbage & Compactor Areas When asked about specific trends he is seeing in the jan/san industry, Lackner discussed the proliferation Facilities Maintenance of companies trying to sell the exact same lines of products in a specific area. “This has challenged everybody,” he said. “One positive trend I’m seeing, however, is more companies seem concerned about the chemicals they are putting into their facilities. They are much more careful of the chemicals that

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Maintenance Sales News

people are being exposed to and using on a regular basis. “This can be a problem but also an opportunity. Sometimes we, as a distributorship, can defend a specific chemical very easily and sometimes it’s very hard to defend a certain chemical. It’s a problem that can create an opportunity.” Looking ahead as Paper Products Co. begins its 101st year, Lackner said it’s vital that the distributorship remain competitive on price. However, looking for new customers and not just orders is what helps the company grow. “We want relationships where we supply a large portion of the goods that a particular customer buys. In return, we work to give that customer extra service and technical expertise,” he said. “This is a meat and potatoes-type of business. If you work hard, then good things will happen.” Contact: Paper Products Co., Inc., 36 Terminal Way, Pittsburgh, PA 15219-1285. Phone: (412) 481-6200. Website: www.paperproducts-pgh.com.

tarting mainly as a disposables and grocery store supplier in 1966, the family-owned and operated D & E Supply Co., of Bismarck, ND, has evolved into a full jan/san house that includes chemicals, equipment sales, paper products, disposables, laundry and warewash supplies. “Chemicals and equipment have become the backbone of our business. We have grown into many different areas of the industry, becoming a full one-stop shop,” D & E Supply Co. Vice President Troy Delzer said. D & E Supply Co. Vice President Troy Delzer The company also provides service on jan/san equipment such as floor machines. “We stock the majority of the parts for the equipment that we sell. There is a lot of pride in this part of our business,” Delzer said. “It’s important that our customers have a

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March/April 2014

Although winters in North Dakota place to come back to for equipcan be long and cold, the state’s ment repairs.” overall economy has been anything Among the different types of D but frosty. According to the U.S. De& E Supply customers are those inpartment of Labor, North Dakota has volved with education, health care, the lowest unemployment rate in the building service contracting, genUnited States. Part of this reason is eral office buildings, government, the state’s oil boom. restaurants, hospitality, retail and “The oil industry has certainly convenience stores, churches and blessed North Dakota. Business has industrial. been pretty good. We (D & E Sup“We cover the entire state of ply) are really not located in the midNorth Dakota, but the majority of dle of the oil patch area, but as the our business is in the western part state does well, so does everybody in of the state. We mainly cover a it no matter the industry,” Delzer 100- to 150-mile radius of Bissaid. “For our company, customer marck, but we have the capabilities service is key. We cater as much to to go beyond this region,” Delzer the customer as we can. It’s imporsaid. tant to follow up a sale with training. Making deliveries from its own We work to out-service our comvehicles, which includes a truck petitors, which include big box and smaller vans, does present stores. We have people in the field some challenges for the jan/san who show customers how to do distributorship. things, such as properly applying “North Dakota is very rural, so floor finish or using a piece of it can be hard to cover a lot of terequipment. We will walk a cusritory. We don’t have the luxury of tomer through a process. conducting all of our business Shown are representatives of D & E Supply Co. The distributorship services North Dakota and beyond. “We also work with a lot of good within an inter-city area. There can also be some nasty winters from time to time in our area, but this is where we were born and factory reps to help us provide inservice training. These reps can help us train customers on raised and are used to doing business in this part of the country. The same holds true for our how to properly use a specific chemical or cleaning process. And of course, there is always customers,” Delzer said. “You learn to adjust. If we can’t get out on a given day to make a online training that we can lead customers through, whether from our website or the website of one of our suppliers.” delivery, we communicate that with customers and adjust.”

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Maintenance Sales News D & E Supply also has a showroom at its facility for the benefit of customers, one with a wide variety of equipment. “When a customer expresses a real interest in equipment, it’s nice to be able to show him/her how that machine works. We can do that from our showroom,” Delzer said. “We can also showcase chemicals, floor pads – all types of cleaning supplies.” Besides training options, officials at D & E Supply rely on the company’s website to inform customers of what the distributorship has to offer. “It certainly helps to have a company catalog (on the site) at our customers’ fingertips, along with online ordering. We are able to reach more people, especially those in our rural pockets, thanks to the Internet,” he added. “It’s also important that our sales people make sales calls and follow up on business leads with good, oldfashioned and ethical business practices.” When asked if there are particular parts of a facility where customers often have the hardest time cleaning, Delzer said North Dakota’s wide range of weather conditions can lead to many floorcare issues. This is especially true in the winter.

25 “There are obviously challenges with the entryways, such as when ice melt is tracked in from the outdoors. We have products that will neutralize the pH level to take care of problems,” Delzer said. “There are often challenges with all types of flooring in the entry areas, whether it’s grout lines on a stone floor, finish on a VCT floor or carpeting. We work with our customers to clean these areas. This is done with proper education and having the right products on hand.” Contact: D & E Supply Co., P.O. Box 2633, Bismarck, ND 58502. Phone: 701-255-4755. Website: www.desupply.com.

From Chemical Universe:

‘Closed Loop’ Dispensing The Lock-N-Load Jr. system from Chemical Universe requires no installation so customers can instantly dilute as many products as needed. Switch between products using the quick connection hose to fill secondary bottles, mop buckets, autoscrubbers and extractors. All products are color and number coded with matching secondary labels. Each half-gallon of Lock-NLoad Jr. concentrate makes 32 gallons of RTU product.

Circle 100 The “Closed Loop” Lock-N-Load cleaning products come with a factory installed dispensing insert in each bottle. The insert connects to the dispensing system and draws chemical from the bottom of the container allowing for complete evacuation of the product with no waste. The Lock-N-Load systems completely eliminate contact with the concentrated chemicals, can prevent spills, and ensures that the product is properly diluted.

Contact: Chemical Universe at 816-471-3602 or visit www.chemicaluniverse.com.

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March/April 2014

From Spartan:

ACS Industries Produces Cyclone-D™ Diamond Floor Pads Cyclone-D™ Diamond Floor Pads are productive, cost effective and environmentally friendly stone care pads, say company spokespeople. They are designed to clean and polish, only needing water, according to a release. The non-woven pads are made from 100 percent recycled materials. Diamond shape wear indicators allow the operator to see when the pads need to be replaced. They are available in all pad sizes in grits of 400, 800, 1,500 and 3,000.

Cloud-based CompuClean® Can Simplify Accessibility To Professional Maintenance Software Spartan Chemical Company, Inc., a formulator and manufacturer of sustainable cleaning and sanitation solutions for the industrial and institutional market, has announced the availability of its nextgeneration CompuClean software. CompuClean®, Spartan’s custodial maintenance management software (CMMS), offers workloading and staffing estimation, process documentation and standardization, quality assurance monitoring, inventory management, capital equipment tracking, and more.

tage of this incredible tool, whether they have a sophisticated IT department, or not.” Enhanced with enterprise level security, CompuClean subscriptions include unlimited data storage, secure program access via the internet, data backup, complimentary upgrades, free training, and data migration assistance. The latest release also offers new features including an upgraded reporting package and enhanced data templates with new tasks and inspection lists. There is nothing to install or maintain.

Now, CompuClean is offered as a cloudbased service. CompuClean can be accessed from any web-enabled device. “CompuClean is designed to help customers manage and deploy effective cleaning programs, but was limited in use to only the organizations that had technical resources available,” Spartan Chemical Company President John Swigart said. “Now, every one of our customers can take advan-

Spartan offers this for an annual fee which covers ongoing maintenance of the hosting equipment and enhancement of the program. Cloud-based CompuClean licenses are available through Spartan’s distributor network. Contact a Spartan authorized representative. For more information about CompuClean or to find a distributor, visit www.spartanchemical.com.

Visit www.acsindustries.com for more information.

Circle No. 102

Nexstep Commercial Products Offers Bi-Level Floor Scrub Brush With Squeegee Circle No. 101

Nexstep Commercial Products (exclusive licensee of O-Cedar) has introduced the Bi-Level Floor Scrub Brush. Available with a molded-in squeegee for water control, and also with a 54-inch black metal threaded handle, this brush can scrub baseboards and floors with one stroke. The curved head effectively scrubs corners. The heavy-duty, hygienic, non-absorbent plastic block will not crack, warp or mildew, and the washable 2-inch red polypro bristles can prevent the spread of germs, according to a product release. The Bi-Level Floor Scrub Brush is manufactured in the USA. Visit www.ocedarcommercial.com, or call 800252-7666.

Triple S Adds HD Janitorial As New Member/Dealer HD Janitorial Supply, of Santa Clarita, CA, has been recently appointed as a Triple S (SSS®) member-dealer. Under the agreement, HD Janitorial Supply has the right to market the complete line of SSS® brand cleaning products and systems as well as access to the Triple S Achieve Workloading analysis tools. SSS® products are used to clean and maintain health care facilities, hotels, schools, colleges, offices, malls, airport terminals, government and many other types of facilities. Triple S President Alan Sadler said, “We are pleased that Stanley Arnold, president of HD Janitorial Supply, and his team are now a member of the Triple S family. We look forward to a long-term relationship as well as the opportunity to assist them in their efforts to provide improved solutions to their customers through the application of professional products, systems and world class logistics.”

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Based in Billerica, MA, Triple S is a member-owned, national distribution, networking, sales, marketing and logistics company in the facility maintenance industry. With 124 member-dealers and three regional distribution centers across the United States, Triple S offers nationwide service to the education, healthcare, commercial, industrial, and government markets.

Visit www.triple-s.com for more information.

Send News Of Your Company To Maintenance Sales News At:

drankin@consolidated.net

Maintenance Sales News

From Kaivac:

Tips On Selecting Spray-And-Vac Cleaning Equipment It was not that long ago that cleaning professionals had very few choices when selecting a spray-and-vac cleaning system. However, over the years as the benefits of this type of cleaning have become better known, more manufacturers have introduced their own models. Generally, these systems work by applying chemicals on the surfaces to be cleaned and then rinsing the area, removing the chemicals, soils, and contaminants. With some machines, the surfaces are either vacuum dried, thoroughly removing moisture or soils from surfaces cleaned, or are cleaned using a squeegee and allowed to air dry. However, because there are several types of spray-and-vac cleaning machines now available, Rex Morrison, president of the nonprofit Process Cleaning for Healthy Schools (PC4HS) Consortium, Inc., suggests the following tips on how to select the right machine for your needs: n Size the machine to the area cleaned. If cleaning large restrooms—for instance, in a sports arena—select as large and powerful a machine as possible; for medium to small areas, select a smaller machine accordingly; n Check the power. Some systems have fairly low p.s.i. of around 100, which may prove insufficient to loosen and remove soil buildup in smaller, lightly soiled; however, a machine with higher p.s.i., 200 or more, will prove more effective at removing contaminants; n Problem areas. Related to power issues, if cleaning grout lines is a key cleaning concern, systems that depend on squeegees to remove soil and moisture may spread contaminants back into grout lines; machines that vacuum up residue will likely prove more effective; and, n Be cost-conscious. Costs can vary considerably and higher-quality machines do cost a bit more. Select machines with a lower price point if they will only be used occasionally; for machines used regularly or for more heavy-duty cleaning, the higher-end machine will likely be more durable, effective, and likely cost effective. “Finally, I would suggest doing some online research before making any purchase decisions,” says Morrison. “There has been a lot written about this technology from a variety of sources. Learn all you can, then decide.” Headquartered in Hamilton, OH, Kaivac, Inc. delivers complete sciencebased cleaning systems designed to produce healthy results and outcomes while raising the value of cleaning operations and the professionalism of the worker. Visit www.kaivac.com for more information.

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ADVERTORIAL

March/April 2014

ëkcos innovations Introduces EZT-1 “EZ TRAP™” Waterless Urinal Replacement Cartridge

ounded in 2006 by Ed Ramirez and Abel Velazquez, ëkcos innovations specializes in the manufacture of anti-splash urinal screens. The company’s flagship product is its ëkcosreen anti-microbial urinal screen, featuring patent-pending Sealed Bristle Technology™. “ëkcos innovations is the inventor of the ëkcosreen that is changing the urinal screen industry and is raising hygiene standards,” said the company’s vice president of operations, Guillermo A. Ramirez. The company’s newest addition to its product lineup is the EZT-1 “EZ TRAP™” Waterless Urinal Replacement Cartridge. “The EZT-1 ‘EZ TRAP™’ was introduced earlier this year and is certified by CSA to meet standards in the United States and Canada,” Ramirez said. According to Ramirez, the EZT-1 “EZ TRAP™” saves money for end-users, as company tests show the product lasts up to three times longer than other brands. “EZT-1 ‘EZ TRAP™’ also doesn’t contain a gel, which eliminates bad odors associated with gel cartridges,” Ramirez said. “In addition, the seal doesn’t become compromised by people throwing coffee, soda, etc., into the urinal, as is often the case with gel-based units.” According to the company, the EZ TRAP™not only controls bad odors, but also allows a urinal to be cleaned using unlimited water and cleaners. The patent-pending cartridge system allows the natural flow of urine through the trap, and renews the liquid seal with each use, getting rid of old urine in the system. Also, the end-user can use the cleaner of his or her choice to sanitize the urinal and keep it in proper working condition, providing significant savings. The ëkcoscreen, meanwhile, is an anti-microbial urinal screen designed to prevent splashback and the spread of disease-causing microbes caused by urine impacting the back wall or still water of a public urinal.

The ekcoscreen is flexible and fits any urinal model, helping make a cleaner public restroom possible. According to the company, product benefits include: n Patent-pending Sealed Bristle Technology™to eliminate urine splashback; n Anti-microbial technology engineered into ekcos innovations’ proprietary resin; n Emits a fresh, clean scent; n Designed for heavily used public restrooms; and, n Is perfect for waterless urinals. In addition to its 60-day ëkcoscreen, ëkcos innovations also offers the patent-pending powër screen, which is a 30-day anti-splash urinal screen. According to the company, the powër screen features: n Patent-pending Sealed Bristle Technology™ to eliminate urine splashback; n Flexible design that conforms to all urinals; n Proprietary resin infused with time-release deodorant; n Effective anti-microbial technology; n Emits a fresh, clean scent; and n Is ideal for waterless urinals. “With our anti-splash urinal screens we are offering new colors and more fragrances,” Ramirez said. Both the ëkcoscreen and powër screen come in the following colors and associated fragrances: purple, berry; green, apple; blue, mint; orange and clear, tropical fruit; and black, ice mint. “We have a 100 percent satisfaction rate — anyone who uses our products smiles and is appreciative of the hygiene benefit of our screens,” Ramirez said. “In addition, there is less damage in the restroom because of less urine on the floor and partitions. This results in savings for the end-user in the long term. This is why a lot of companies desire our urinal screens, including a large com-

puter technology company that placed our screens in their buildings nationwide.” According to Ramirez, ëkcos innovations’ customer base consists of strategic and innovative distributors who pride themselves on carrying premium products. A typical client of the company is one who wants to solve two common problems found in restrooms — cross-contamination at urinals and urine splatter. Ramirez explained ëkcos innovations’ primary marketing strategy is selling its products through janitorial/sanitation distributors. “We have distributors throughout the country, including Hawaii,” Ramirez said. “Outside of the United States, we normally have one distributor who offers exclusivity for a particular country.” The main distribution center for ëkcos innovations is located in Livermore, CA. “We offer same-day shipping for orders received by 2 p.m. (Pacific time),” Ramirez said. “When an order comes in, it is shipped the same day and tracking is provided by the end of the day. “The company has been experiencing incredible growth, not only domestically but also abroad, and we expect this growth to continue.” One major contributing factor of the company’s growth, Ramirez said, is the high visibility of its products in high-traffic public venues, such as in several large airports throughout the country, which results in high end-user demand. “Our product exposure in such high visibility locations generates a large amount of interest,” Ramirez said. “As end-users become more aware of our urinal screens and their benefits, they demand that their distributors carry our products. It takes a little time, but it is happening now internationally, as well as domestically. We have had people from Australia contacting us saying, ‘I saw your urinal screens at the Sydney airport. How can I get them?’ “Word of mouth has been a tremendously successful avenue of growth. When end-users get a chance to use our products, they demand them from their distributors.” Contact: ëkcos innovations, 1001 Shannon Court, Suite B, Livermore, CA. 94550. Email: guillermo@ekcos.com. Website: www.ekcos.com.

ADVERTORIAL

March/April 2014

By Harrell Kerkhoff, Maintenance Sales News Editor

Demands, challenges and opportunities remain high for those companies involved with the commercial/away-from-home (AfH) paper/tissue marketplace. Paper company executives recently interviewed by Maintenance Sales News Magazine discussed what is new within their organizations, as well as what to expect in the near future for the overall janitorial/sanitary (jan/san) paper marketplace.

SCA AfH Professional Hygiene

elping industry professionals expand their search for product alternatives in an effort to reduce an environmental footprint – while also being cognizant of the bottom line – remains an important objective for SCA. “Innovation, and the ability to customize solutions to address future customer needs, will be essential moving forward. These are areas that we, at SCA, will continue to put forth in our products and services,” Joseph Russo, vice president sales and marketing for SCA’s AfH Professional Hygiene business in North America, said. SCA is a global hygiene and forest products

hand towels – for the Class A Building and Fine Dining segments. Designed to match customer expectations for best-in-class image, these high-end towels feature a Tork leaf design which identifies and represents simple elegance. “These products are compatible with our 2013 ISSA Innovation Award-winning Xpress Countertop dispensers, which offer one-at-a-time dispensing and help reduce waste usage by a guaranteed 25 percent when compared to a loose stack of towels,” Russo said. SCA also stresses practical solutions, such as redesigned packaging that focuses on making it easier for customers to complete cleaning tasks, Russo said. “Tork Easy Handling product packaging is a patented assortment of innovative and ergonomic packaging solutions designed to ease the workload of facility staff, while saving time and money,” he added. “The new packaging makes it easier to lift, carry, open and dispose of the empty cartons and packs.” Having a strong environmental commitment in place is also important at SCA. Russo said, “Choosing the Tork brand means partnering with a company that is committed to sustainability. This is evident in our sustainable solutions. Most of our Tork products are manufaccustomer needs, will tured from 100 percent recycled fiber; and our dispensing solutions control usage and waste, re— Joseph Russo ducing cost and landfill burden. Our products are produced and developed using safe, resource efficient and environmentally sound processes.” According to Russo, product certification is also important to customers. Therefore, SCA has worked with some of the world’s most trusted environmental groups to certify the company’s products and solutions. These include the Biodegradable Products Institute (BPI)™, ECOLOGO® and Green Seal™. Additionally, a selection of premium SCA products containing both virgin and recycled fibers allow them to be FSC® (Forest Stewardship Council) certified while meeting EPA guidelines for recycled content. To help customers reach their business goals, SCA provides information about sustainability and hygiene through its online Tork Better Business Center (http://betterbusiness.torkusa.com/). This site provides insights on some of the latest topics that are relevant today, Russo said, such as renewable energy, sustainability in foodservice and green buildings. “Sustainability is a point of pride for SCA. Our focus has been recognized by a number of reputable third-party organizations. For example, globally SCA has earned inclusion in

“Innovation, and the ability to customize solutions to address future be essential moving forward.”

company that develops and produces personal care, tissue and forest products. The company’s many brands include Tork®, a global brand of AfH products. “By communicating with our customers, and Joseph Russo continuing to improve on our products based on those conversations, Tork has become a market leader in many segments, and a committed partner to businesses in more than 80 countries,” Russo said. SCA provides professional hygiene products and services to such segments as foodservice, office buildings, health care, educational and industrial facilities. Product lines include dispensers, napkins, paper towels, toilet tissue, soap and wipers. Russo said that while SCA’s products span multiple segments, restrooms have always been a key focus for the Tork brand. Last year, SCA launched its Tork high-end hand towel line – which includes Tork Premium Extra Soft, Tork Premium and Tork Advanced Soft

Maintenance Sales News

and investment in our businesses. Sofidel America remains committed to improving and growing the company’s AfH business,” he added. Case-in-point are significant recent investments in two new state-of-the-art converting lines in the Florida facility. The first line produces multifold hand towels and started in Q1 2013. The second line is currently finishing its commissioning phase. Its focus is on the jan/san sector and is capable of producing center-pull towel, hard-wound towel and jumbo bath tissue products with value-added quality benefits. “These new lines will increase our AfH capacity by more than 10 percent overall, and offer our customers the opportunity to receive superior product quality and differentiation,” Curtis said. “Sofidel America is a customer-focused company. Everything we do is designed to improve customer satisfaction with our services and our products. “To that aim, during the previous 12 months, we have been very attentive to our internal processes, introducing new business systems and procedures, which in the long term will improve service levels and customer satisfaction.” He added that the transition to new processes is always challenging, but Sofidel America officials have now completed that transition and are ready to continue the company’s growth with improved service levels and are now working on speeding up response times to customer requests. It remains a main objective at Sofidel America to market premium products that come with a value proposition. “Even though there is currently a surplus of AfH tissue products available in the market, the majority of those products are manufactured using recycled paper as the raw material. We measure all products on the market and our products overall have higher quality versus the average suppliers’ products. Product benefits such as higher absorption rate and capacity, higher softness and higher brightness are very important for product performance. We believe from this quality perspective that we have a noticeable advantage versus other products on the market when the efficiencyof-use is observed and measured. There continues to be many customers who know that end-users notice these differences and want to maintain customer satisfaction. Additionally we believe that superior product quality reduces the annual costs of our customers due to better product performance. Only looking at cost per case can be misleading.” Providing environmentally friendly products and practices is also a major objective for representatives at Sofidel Group. According to Curtis, “Sofidel Group is the only tissue company in the world to be a member of the WWF International Climate Savers Initiative. There are strict criteria in place in order for our Group to meet these standards. This includes more than an 11 percent decrease Soﬁdel America in CO2 emissions since 2007, and 99.9 percent use of fiber sourced from sustainably manofidel America continues “to add product and customer value in a currently over- aged and certified forests.” The Sofidel Group philosophy and approach to environmental issues has been transferred supplied AfH market,” according to Sofidel America CEO Tony Curtis. He reported to Sofidel America. on the overall surplus of paper in the North American AfH marketplace. “For example, earlier this year we received an award for using 100 percent recycled pack“The majority of the new paper machines that have started up in the last 12 months use TAD or TAD-like technology, and the new volume has displaced some of the conventional aging. Water consumption in our paper making process in North America is among the lowpaper volume used in both Consumer and AfH sectors,” Curtis said. “Therefore, there is a est in the industry, with a consumption rate around 1 gallon per short ton produced. Last year general surplus of conventional paper. Some of that remains available on the open market we approved a major investment in a CHP (Combined Heat and Power) plant at our Florida in jumbo reel format, but some has also been pushed into additional finished product ca- facility. This will start in the latter part of Q2 this year and will reduce our CO2 emissions pacity. This has resulted in an overall surplus of capacity in the finished product sector. by more than 20,000 tons per year. “Our company focuses not There also continues to be cononly on using sustainable raw matent reduction in products, seen terials but on managing sustainas sheet dimension and basis able processes too.” weight reductions. way of maintaining good personal hygiene... those “As the annual growth rate Curtis clearly believes the in the market is around 2 per- involved in the tissue industry have become experts in making jan/san segment is one of the cent, it takes time to reach equi- products more practical and easier to use.” fastest growing sectors in the AfH librium again when several new tissue market today. “The economy — Tony Curtis is playing a big role, as existing paper machines come on stream during the same period.” businesses grow and new ones start With 3 manufacturing locations in the United States — employing more than 400 people up, the use of tissue products in public areas increases accordingly. and selling around 100,000 metric tons of finished product per year — Sofidel America “Tissue products are proven to be the most hygienic and practical way of maintaining manufactures, sells and distributes hygienic tissue paper products to the AfH and consumer good personal hygiene in public washrooms. This has been proven by the well-known clinsectors in North America. ical studies and those involved in the tissue industry have become experts in making prodSofidel America is 100 percent owned by Sofidel Group, which is the 6th largest tissue ucts more practical and easier to use,” he said. “And Sofidel America is playing its part. We company in the world. are enabling our customers to reduce labor costs in the jan/san industry. Sofidel is not only “Sofidel America is relatively small in North America, being the 12th largest manufac- a supplier, we are aiming to be a qualified consultant for jan/san businesses as well.” turer. We are investing in both AfH and Consumer markets, with over 70 percent of sales in Looking ahead at the remainder of 2014 and beyond, Curtis said Sofidel America will the AfH sector,” he added. “Since acquiring Cellynne/Stefco at the end of 2012, we have in- continue to do what it has started, investing in people, improving the company’s sustainvested over $20 million in our AfH business. Sofidel America remains focused on overall ability model, and focusing on customer service, quality and innovation. improved sustainability with new AfH converting capacity and product quality, lower car“We will continue to look for growth opportunities and speed up our learning curve in the bon emissions and targeting improved service. The remainder of our business is focused on North American market,” he said. the private label retail sector, which is also experiencing healthy growth. Contact: Sofidel America. Email: tony.curtis@sofidelamerica.com. “We are planning to continue the trends of quality improvement, service improvement Website: www.sofidelamerica.com. the Dow Jones Sustainability Index 2013, and has been among Ethisphere’s most ethical companies in the world for seven years,” Russo said. “SCA has also been recognized for leadership in transparency for disclosing the company’s ecological footprint in the WWF Environmental Paper Company Index 2013.” Russo said SCA has experienced success by offering free product trials to potential customers. This includes a free consultation with one of the company’s Tork Solutions Experts. “There is a real advantage to putting our products and dispensers in people’s hands. They can experience the benefits first-hand before making a purchasing decision. We’ve found that once customers try Tork, there is a very high likelihood that they will want to stay with Tork,” Russo said. Customer service is another area that helps SCA succeed in the competitive AfH paper marketplace. “Customer service is the foundation of any good business. It is the essence of what we do, and is the root of SCA’s culture,” Russo said. “Everything we say or offer is part of the customer experience, and everyone who represents the Tork brand has a part to play in its growth. It starts with better understanding our customers, through research and consultations, so we can best address their unique needs and concerns.” He added that Tork’s value proposition — innovation, value creation, image and sustainability—will continue to help SCA place value-added products and services into the hands of consumers and industry professionals, and deliver the brand’s promise which is, “To make working life surprisingly simple.” On a side note, Russo discussed SCA’s participation in the 2014-2015 Volvo Ocean Race, which he said is the toughest offshore sailing race in the world. The race includes 9 legs around the world, covering more than 40,000 nautical miles. “Team SCA” is the only all-female crew to compete in the race. This provides a unique global platform to raise the profile of SCA and the Tork brand. “This will, in turn, help customers selling SCA’s brands on the company’s behalf. SCA’s participation also represents our company’s support of empowering women,” Russo said. “While the Volvo Ocean Race does not begin until later this year, many preparations are underway as the team gets ready to face the world’s most challenging oceans and conditions.” Visit www.teamsca.com to follow Team SCA’s activities. Contact: SCA AfH Professional Hygiene, Cira Centre, Suite 2600, 2929 Arch St., Philadelphia, PA 19104. Phone: 610-499-3700. Email: joe.russo@sca.com. Website: www.torkusa.com.

“Tissue products are proven to be the most hygienic and practical

March/April 2014

“Manufacturers must help by providing training and sales services that support our customers and enhance solution selling,” Gscheidmeier said. “von Drehle is committed to improve training and sales services to its distributor partners. We have innovated a three-tier mployee ownership, community stewardship and putting the customer first remain training program that will be introduced later this year. This program will provide the neckey beliefs at von Drehle Corporation. The company’s core values focus on peo- essary assistance and education to build confidence, skill and knowledge to identify the cusple and customers and embrace the philosophy that, “Integrity is our most important tomer’s environmental and demographic needs. This includes a well matched paper and asset,” according to von Drehle Corporation dispenser solution.” According to Gscheidmeier, von Drehle has also invested in sales and marketing resources Marketing Director Jason Gscheidmeier. aimed at helping the company’s distributor partners sell into the health care market. “We have hired experienced experts in how to assist our customers in growing their business in health care and managing they deliver products and consulting services to end-users. the opportunities from national and von Drehle believes we must continuously evolve and improve global GPOs,” he said. “We greatly appreciate the business our customers in order to help our customers in these trying times.” have provided us throughout the years. — Jason Gscheidmeier All of von Drehle’s employee owners are committed to being a trusted long“We take very seriously the trust our distribu- term supplier of towel and tissue products into the AfH market. “It is our promise to maintain responsible business practices that earn trust, conduct busitors bestow upon us to supply towel and tissue products responsibly. These beliefs and philoso- ness with integrity, apply capital responsibly, deliver quality products, and help our distribphies have been the cornerstone of our success and utors with sales support and opportunities. We thank each customer for allowing us to bring will continue to drive the company moving for- these values to their business, and believe together we can continue to succeed in this increasingly competitive market.” ward,” Gscheidmeier said. Jason Gscheidmeier Contact: von Drehle Corporation - An ESOP Company, Trust, flexibility, and responsibility are para612 Third Ave., NE, Hickory, NC 28601. Phone: 828-322-1805; mount in today's rapidly changing market landscape. The towel and tissue market continues Email: jason.gscheidmeier@vondrehle.com. to evolve and change at the end-user, distributor and manufacturing levels with the greatest Website: www.vondrehle.com. change being the number of suppliers, he added. “More than any other time, end-users are being targeted by an increasing number of towel and tissue suppliers. Businesses are trying to grow share within existing customers and have Cascades Tissue Group targeted facility operations and maintenance as a new/growth segment. This has placed a great deal of pressure on traditional jan/san distribution,” Gscheidmeier said. “This increased ith half a century of recycling experience already in place, Cascades Tissue competition will stretch distributors and manufacturers to be more efficient in how they deGroup produces, converts and markets packaging and tissue products comliver products and consulting services to these end-users. von Drehle believes we must conposed mainly of recycled fiber. The company’s research, innovation, envitinuously evolve and improve in order to help our customers in these trying times.” ronmentally responsible practices and products He added that von Drehle should remain a good cost steward on behalf of customers in are what uish it from the competition, according order to supply towel and tissue as competitively priced as possible. As businesses continue to Cascades Tissue Group Vice President of to face increasing costs, the company must constantly find new ways to manufacture or disSales, AfH Products North America, Sandra tribute products more efficiently. Hudon. “We believe it’s our responsibility to invest in processes that reduce costs without comShe added that Cascades is the fourth largest promising performance or quality,” Gscheidmeier said. “von Drehle has invested wisely in producer of tissue paper in North America, and improvements and expansions in its converting and paper mills. Our converting operations provides the commercial and industrial sectors continue to improve with the purchase and installation of state-of-the-art high speed conwith a complete line of quality paper products — verting lines and automation in three of our facilities. ranging from the most affordable to the most lux“We have also opened our fourth converting facility and delivered on our promise to add urious. jobs in Natchez, MS. We are very excited to communicate the purchase of our third paper “Our products include paper hand towels, machine to be installed in Natchez. This machine will include the latest technology in paper bathroom tissue, facial tissue, paper napkins, permaking that will increase forated roll towels, wipers and dispensers,” capacity and provide new Hudon said. “We offer brands that meet the and improved product perneeds of all market segments. Cascades Tissue formance.” Group employs over 2,200 people within 18 In addition to preparing Natchez for this new paper machine, von Drehle officials have manufacturing and converting facilities throughalso made investments in the company’s Cordova, NC, mill. One of the machines in the out the United States and Canada.” Cordova paper mill will be fitted with a new Yankee that will increase productivity and drySandra Hudon Officials at Cascades are currently working ing performance, according to Gscheidmeier. “Furthermore, our Cordova operation continues to challenge itself with weekly im- on significantly increasing the company’s market share in North America, Hudon said, provement initiatives that maximize machine capacity and quality,” he said. “We have made and are on track to reaching its goals. “With our acquisition of Papersource, in Granby, QC, as well as expanded capacities these investments because we are committed to providing excellent value to our customers for the long term. We wish to earn and keep our customers’ trust by staying lean, maintain- for our IFC wiper division, we are targeting new business and expanding new markets ing our entrepreneurial spirit, and spending our money wisely. We must fulfill these prom- throughout the United States,” she said. “Our focus is centered around being a full-offering supplier to customers. Flexibility, consistency, quality and service are key.” ises in order to deliver goods competitively with great service and customer focus.” Cascades’ expansion plans include the recent announcement of the company’s H2 maInvestments have also been made in von Drehle’s dispensing systems by adopting monthly chine in Oregon that is expected to be operational in September 2014. continuous improvement practices that drive increases in reliability and performance. “Our converting facility in the U.S. Southeast is also going extremely well,” Hudon “These efforts are critical because collectively, our reputations rely on dispenser performance and quality, and ultimately drive customer satisfaction and retention,” Gscheid- said. She noted, however, that the outlook for the overall janitorial paper/tissue business in meier said. “In addition to helping our distributor partners deliver paper products at competitive prices, we must help our customers provide the best paper/dispenser systems for the coming years shows challenges are ahead. “The industry dynamics and new non-traditional suppliers will require distributors and the specific opportunity they are selling. Competitively priced paper is ineffective if delivmanufacturers to redefine themselves. There will continue to be pressure on offering inered by an incorrect system for the target environment or demographic.” He added that choosing the right system for the right environment and application is chal- novative cost saving systems and services to maximize profits. Selling on price alone lenging when considering the thousands of items distributor sales reps are asked to sell. An- will not be a sustained endeavor,” Hudon said. “Distributors and manufacturers will be other challenge is the increasing tenure of the average distributor sales person and the need required to update their systems to keep up with the growing evolution of touch screen devices such as android phones and iPads. Customers will be looking for more userto attract new and young sales talent.

von Drehle Corporation

“Increased competition will stretch distributors and manufacturers to be more eﬃcient

Maintenance Sales News

standardization required for us internally to support each distributor successfully.” friendly apps to find information and conduct business.” Focusing on the environment is another important objective for representatives of CasHudon said she also believes there will be more acquisitions and business consolidacades Tissue Group and the company’s customer base. Hudon noted that making paper tions in mid-size distribution. “Pressure will be great to grow to a larger size or sell out to a national or large regional consumes vast amounts of air, water and energy resources. player. Costs will continue to rise to keep up with changes in the health care laws and needed investment in technology,” she said. “We have already seen a rising number of acquisitions by national players in the jan/san industry.” Hudon also addressed the current availability of paper for the There will continue to be pressure on jan/san marketplace. She said that with recent announcements and new paper machines coming on board, paper supply has not oﬀering innovative cost saving systems and services to maximize been an issue. “What is often an issue with non-integrated suppliers is the vari- proﬁts. Selling on price alone will not be a sustained endeavor.” ation of paper quality. When paper is readily available in the in— Sandra Hudon dustry, converters tend to shop around to find the best deal on parent rolls. This can cause variation in consistency for finished products,” “The paper industry, which is still dominated by virgin fiber products, is the fourth Hudon said. “When it comes to Cascades Tissue Group specifically, the company has spent significant time and resources improving its supply chain. This includes imple- largest generator of greenhouse emissions and the largest user of industrial process water. menting demand-planning systems. Everything from parent roll production through fin- Recycling has been part of Cascades’ DNA since its inception in 1964, 50 years ago,” she ished goods forecasts has been greatly improved in order to have the right product at the said. “Ever since then, Cascades has remained a leading producer of paper products made mainly from recycled fibers. The company has also pioneered the use of chlorine-free right time for our customers. “This has helped us attain a 99 percent fill production processes; used bio-gas to meet its energy needs; and has actively supported rate on products, while increasing by double various environmental organizations and causes. “At Cascades, we deploy a lot of effort to rethink our manufacturing process. This has digits both unit and dollar growth in 2012. We will continue to monitor this, and look at enabled us to substantially reduce our water and energy consumption. As a result, our fawhere we are producing products to maximize cilities use five times less water and two times less energy than the industry average.” Overall, Cascades is the 10th largest user of recycled fibers worldwide, she added. both supply chain efficiency as well as prof“In 2012, by recovering 2.9 million short tons of recycled fiber, we avoided cutting itability.” Continued product development also remains important for officials at Cascades Tis- down more than 44 million trees. Our 100 percent recycled towel and tissue products, sue Group. Hudon noted, for example, that with the need for greater hand hygiene and often made from a majority of post-consumer material, divert valuable fiber from the the increase of infection control concerns, Cascades’ antibacterial paper towels are in- landfill and require no harvesting of new trees,” Hudon said. “Since our own products are creasingly becoming innovative tools for better hand hygiene. These towels, she added, primarily destined for the landfill or sewer system, and therefore not recycled after their provide a simple and effective way to further reduce bacterial contamination and trans- end-use, Cascades has chosen to reduce the company’s ecological footprint of both its products and processes.” mission. Contact: Cascades Tissue Group. “When the Cascades’ antibacterial paper towel comes into contact with water on hands Phone: 514-949-5995 or 450-444-6477. being dried, it releases an active ingredient that kills over 99.99 percent of bacteria (based Email: sandra_hudon@cascades.com. on third-party laboratory testing),” Hudon said. “Hand hygiene is a concern for every Website: www.afh.cascades.com. market. This includes education, office buildings, manufacturing facilities and health care. This product, which has won awards such as a gold medal at the 2013 Edison Awards, is made from 100 percent recycled fiber, easily fits anywhere and doesn’t require Wausau Paper Towel & Tissue, LLC any additional steps or change of habits.” Cascades is also offering a free mobile app for distributors and customers in the AfH s environmentally friendly products, services and hygienic issues continue to market. Available exclusively on the Apple iOS platform, the new app features access to evolve and grow in importance for those involved in the jan/san industry, offiupdated product catalogs and cross-reference guide tools. It also allows users to search cials at Wausau Paper Towel & Tissue, LLC, say they will remain committed for different products by category and brand, and is integrated with the company’s to offering certified “green” solutions across the company’s entire product portfolio. This YouTube channel. Users can build and save a product list for future use, according to includes Wausau Paper’s legacy EcoSoft™ and DublNature® brands. Hudon. It is currently available in French and English, and does not require Internet ac“Our vision is to be the complete provider of Green Seal™-certified products across cess. This free iPhone and iPad app can be found by searching “Cascades AfH” in the App our brand spectrum — with each brand having a unique image and providing the most Store. ecological, high-quality solution for the given While new products and advanced technology remain critical, Hudon explained that a markets it serves,” Wausau Paper Director of key to ensuring a company stands out from the pack is how it treats customers. Marketing Mark Stanland said. “As people be“On-time delivery and fill rates are only two aspects of customer service. We need to come more environmentally conscious, end-buycare about each and every customer. Every single request they have is important,” she ers want products that not only meet quality and said. “Anticipating their needs is also critical. We have implanted many Key Performance functionality requirements, but those that also Indicators (KPIs) that we monitor to become best-in-class to our distribution base. Cassupport environmental initiatives.” cades Tissue Group has already reduced its lead time to seven days, and is looking for From the hygiene perspective, all facilities ways to potentially reduce that further in key geographical locations. want to prevent cross-contamination and mini“We have also implemented a KPI for our fill rates. Cascades has accomplished a betmize risk of spreading germs, he added. ter than 99 percent fill rate within the past 12 months.” “Poor hygiene can lead to absenteeism in Hudon also addressed trends she is seeing in the jan/san industry, including, “A defischools, infections in health care environments nite trend toward private label products. and a negative image for a facility. Wausau Paper “Many customers have a strong desire to market their own brands versus manufacturhas various green products – as well as touch-free ers’ brands. This is a challenge as we value the quality of our brands and the efforts we and hands-free dispensing systems – that address have put into them,” Hudon said. “Our brands are still very strong when speaking of prothese concerns,” Stanland said. prietary products. As Cascades has the distinct ability to provide both customer brands From a company perspective, Wausau Paper is and our own brands, we are well-positioned to respond to the markets’ needs. also focused on environmentally sound practices. “One cannot ignore, however, the strong value demonstrated in a manufacturer’s brand. “For example, we have in-house recycling Mark Stanland This includes marketing and promotional support.” programs of paper and other materials in place. Cascades’ go-to-market strategy, since its very beginning, has been to work closely In addition, Wausau Paper is a partner with the U.S. EPA SmartWaySM Transport prowith distribution partners. Hudon said officials at the company value distributors’ knowl- gram, and has instituted practices to improve the environmental performance of our edge, experience and support. freight operations,” Stanland said. “We need to supply them not only the products and prices required to meet an ever Wausau Paper manufactures and offers a complete line of towels, tissue, wipers, soap competitive marketplace, but also the sales support and industry knowledge to help them and dispensers for the AfH market. The company’s product line feature three paper grow their businesses alongside ours,” she said. “Our goal is to remain flexible to their brands: DublSoft®, DublNature® and EcoSoft™. needs. We attempt to adapt to each distributor personally, while maintaining the level of “Each brand, with its own attributes and benefits, offers customers high-quality prod-

“The industry dynamics and new non-traditional suppliers will require distributors and manufacturers to redeﬁne themselves.

March/April 2014

ucts with exceptional performance. We offer premium, 100 percent recycled and Green Seal™ certified products, coupled with controlled-use dispensing systems,” Stanland said. The company’s products service a variety of market segments, including: office buildings, schools/colleges, factories, health care facilities, hotels, airports and other hightraffic locations. As part of Wausau Paper’s expansion project, Stanland said, the company has invested in innovative papermaking technology to offer new premium green towel end-buyers want products that not and tissue products. only meet quality and functionality “In May 2013, we introduced our new and im- requirements, but those that also proved DublNature® line support environmental initiatives.” featuring ATMOS technol— Mark Stanland ogy. These products have exceptional plushness, softness, strength and absorbency,” he said. “The state-of-the-art ATMOS papermaking machine came on line in late 2012. From this new papermaking technology, Wausau Paper was able to enhance its existing DublNature® towel and tissue line with new premium green substrates. “We have plans to further leverage our new papermaking technology by introducing a high-end premium Green Seal™-certified line later in 2014.” In addition, according to Stanland, Wausau Paper is developing new towel and tissue dispensing systems that will feature added capacity. These new dispensers are slated for introduction in 2014 as well. “Wausau Paper has experienced growth momentum from the 2013 introduction of its DublNature® product line, and we believe this growth will continue throughout 2014 with the introduction of additional new and innovative paper products and dispensers,” Stanland said. “Overall, the AfH towel and tissue market grows on average between 1 to 2 percent a year. We expect this trend to continue.” Meeting the various needs of jan/san distributors is another focus for representatives of Wausau Paper, he added. “Wausau Paper is a distributor-centric company, and we value the jan/san distributor as our customer. We focus on working with our distributor partners,” Stanland said. “Wausau Paper seeks feedback and conducts focus groups with distribution in order to develop innovative products. These products ultimately allow our distributor partners to be successful in providing solutions for their end-buyer customers.” In addition, Wausau Paper focuses on providing quality customer service professionals, he added. “We take pride in personalized service and collaborate with distributors at every level. Our customer service staff is caring and committed, with an average experience rate of 12 years,” Stanland said. “Wausau Paper features knowledgeable and consultative sales professionals who are focused on providing personalized solutions for jan/san distributors and end-buyers. “Wausau Paper is a company with a long history of innovative ideas and solutions for the AfH market. We strive to introduce innovative products to create value. This will continue in 2014 and beyond.” Contact: Wausau Paper Towel & Tissue, LLC, 1150 Industry Rd., P.O. Box 189, Harrodsburg, KY 40330-0189. Phone: 800-723-0001. E-mail: contactbaywest@wausaupaper.com. Web site: www.wausaupaper.com.

“As people become more environmentally conscious,

NPS Corporation

major acquisition within the AfH paper industry was announced in February as NPS Corporation acquired National Tissue Company, which itself had recently purchased Merfin Systems. NPS Corporation is a diverse company with a large variety of product lines, now including: Spilfyter® Spill Control; Merfin® premium grade tissue and towel products with a large selection of proprietary dispensing systems; and Response® and Retain® lines of tissue and towel products. With the acquisition, NPS now has five manufacturing sites in North Carolina and Wisconsin, with converting operations in North Carolina and Wisconsin, a tissue mill in Patterson, NC, and a Spill Control Products manufacturing facility in Green Bay, WI. Along with various product lines, several former National Tissue Company officials

are now working at NPS Corporation. This includes former National Tissue President Mike Graverson, who now holds the position of Senior Vice President – Operations / Towel and Tissue Division for NPS Corp. Graverson works closely with Dan Coonan, Senior Vice President - Sales / Towel and Tissue Division for NPS Corp. “We are integrating products from all three companies (NPS, National Tissue Company and Merfin Systems) into one full offering that will be of value to our distributor customers,” Coonan said. “We will be expanding that offering to include major strengths from both NPS and National Tissue. This includes napkins, wipers and spill control items to allow even more product choices for our distributor customers. “And, we will be offering more sales tools to distributors, helping them take our new package of products to their end-user customers to further build sales. We feel our combined company will be successful in bringing all the good parts of the former companies and putting them together to become one larger, great organization.” He added that growth for the “new” NPS Corporation will occur in a manner similar to what made both NPS and National Tissue strong in Mike Graverson the past. “This growth will be achieved by partnering with distributor customers and creating an environment where the process of doing business is simplified. This allows all sides to be focused on successful selling to accomplish mutual goals,” Coonan said. In his new role at NPS Corporation, Graverson said he remains optimistic about the overall janitorial paper and tissue business for 2014. “The growth in the industry typically has mirrored the overall growth in the U.S. economy. The fact that companies have announced investments in tissue machines and new converting equipment during the past few years is an example of the optimism that ex-

“We think there will be more consolidation in the distributor market in 2014. We also see more demand taking place for value-added products, allowing distributors to oﬀer items to their end-users that have greater staying power.”

— Dan Coonan

Dan Coonan ists in the industry,” Graverson said. “With the acquisition (of National Tissue Company by NPS Corporation) we are very excited about the ability to cross-sell to customers of the combined companies. “National Tissue and NPS both enjoyed good growth over the past year and we see the growth trend continuing. Obviously, the weather in this first quarter has had a negative impact on everyone, but the economy has improved, travel is up and we think the AfH market will experience further improvement in 2014 versus 2013.” Graverson also expressed confidence when providing a rundown on the current availability of toweling and tissue products from NPS Corporation. “We are very confident there won’t be any issues with toweling and tissue supply. Our manufacturing facility in North Carolina, known as Blue Ridge Tissue, provides backwards integration of parent rolls, thus helping to ensure a strong competitive position in the marketplace,” Graverson said. Company officials are also keeping their eyes on future trends and challenges taking shape in the AfH marketplace. This includes future consolidation at both the manufacturer and distributor level. “We think there will be more consolidation in the distributor market in 2014,” Coonan said. “We also see more demand taking place for value-added products, allowing distributors to offer items to their end-users that have greater staying power. “Distributors are also looking to expand into new market segments. For instance, many distributors are starting to sell safety related products. Between our Merfin® product of-

Maintenance Sales News

fering, our Spilfyter® Spill Control Line and our expanded wiper offering, we are aligned to answer those trends for our distributor customers.” Another trend Coonan reported on concerns the emergence of bigger non-traditional distributorships. He said these distributors are approaching end-users with a larger bundle of products and an increased level of service. “This trend will continue in 2014 and beyond. The traditional jan/san distributor will need to offer some of these same services to be competitive,” Coonan said. “Obviously, we feel we can help due to the breadth of our line. This allows distributors to go after different segments, such as the safety market.” Helping customers become, and remain, “green” is another objective at NPS Corporation. Graverson explained that like NPS, National Tissue and Merfin Systems also featured environmentally friendly products. “Currently, our Blue Ridge Tissue mill uses almost exclusively recycled fiber in its manufacturing process. NPS Corporation also belongs to the U.S. Green Building Council, many of its products are certified EPA compliant and we offer Green Seal-certified products that are environmentally friendly, including high levels of recycled polypropylene in our meltblown spill control products,” Graverson said. “In addition, our Spilfyter® and Sustayn® product offerings were specifically created to clean-up, absorb and decontaminate spills that could threaten the environment. It’s exciting to be part of a company who’s spill control products were used to help clean the BP oil spill a few years ago.” Ensuring continued high level of customer service is another focus area as two companies become one. “With the acquisition, the combined sales force from NPS and National Tissue has quite a few more tools to provide our distributor partners,” Coonan said. “In addition, we are expanding our inside sales team to again give distributor customers what they are looking for – answers to their questions so that they can stay focused on the selling process. “As the year goes on, we also will be upgrading our website to give customers more meaningful information. This will help them stay focused on their businesses. At the end of the day, the more we communicate effectively with our distributors the more they will value us. This includes utilizing social media. We pride ourselves on our customer service and we measure it daily to make certain we’re performing at a high level.” Coonan explained that it’s important to keep the manufacturer/distributorship relationship process simple and effective. This better allows distributors to stay focused on selling. Being a onestop manufacturer is also beneficial. “For example, our Merfin line provides a proprietary and premium offering, the Response® line satisfies the mid-grade/industry standard offering and our Retain® line hits the value segment. This all comes from one company willing to listen to its distributor customers,” Coonan said. “NPS Corporation also allows distributors to expand their offerings into other segments due

to its Spilfyter® product line as well as its Versa-Pak® packaging. “Again, our distributor customers are looking for options and the “new” NPS has a much broader bundle of products and services that our distributors can now get from one source.” Contact: NPS Corporation, 3303 Spirit Way, Green Bay, WI 54304. Phone: 920-983-9223. Email: info@npscorp.com Websites: www.npscorp.com and www.nationaltissue.com.

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March/April 2014

Starco Chemical Expands Its So-KleenÂŽ Line With Lye Drain Cleaner Starco Chemical of East Rutherford, NJ, a national manufacturer of warewash, laundry, floor care, housekeeping and industrial products, has announced the addition of So-KleenÂŽ Lye to its So-KleenÂŽ line of products. So-KleenÂŽ Lye Drain Cleaner, packed in 12 x 18 ounce jars, clears tough clogs from pipes, destroys grease and keeps drains clear. It contains 100 percent lye, white crystals, according to the product release. Starco Chemical is a developer, manufacturer and supplier of floor care, housekeeping, warewash, and industrial products, systems and services to meet the needs of the foodservice, institutional, commercial, and industrial markets. Starco also offers both liquid and powdered private label product lines.

Dade Paper Celebrating 75th Anniversary In 2014 Circle No. 103 In addition, Starco has partnered with the United States Environmental Protection Agency and manufactures a full line of DfE approved â&#x20AC;&#x153;Green Keyâ&#x20AC;?ÂŽ products. Call 201-935-4300 for more information.

Miami-based Dade Paper has achieved an important milestone of 75 years in business, owned and operated by the same family. Founded in 1939 by Harry and Irving Genet, the companyâ&#x20AC;&#x2122;s current president is third generation owner, Lenny Genet. A distributor of foodservice disposables, janitorial supplies and equipment, Dade Paper serves businesses throughout the entire Eastern United States, Puerto Rico and the Caribbean. To commemorate Dade Paperâ&#x20AC;&#x2122;s 75th An-

â&#x20AC;&#x153;Volunteer Of The Yearâ&#x20AC;? For HRGBC Frank Oncken, vice president of business development for Cavalier, Inc., a jan/san Frank Oncken distributor in Norfolk, VA, was recently named â&#x20AC;&#x153;Outstanding Volunteer of the Yearâ&#x20AC;? at the Hampton Roads Green Building Council Annual So-

niversary, the company has created a scholarship program to honor late chairman, Irving Genet. The Genet Family & Dade Paper Scholarship Fund will provide college scholarships in each region that the company serves. â&#x20AC;&#x153;My father and grandfather were both school teachers before starting the company. Educational programs and community service have always been part of Dade Paperâ&#x20AC;&#x2122;s culture,â&#x20AC;? said Lenny Genet. A benefit dinner will be held on Sept. 10, 2014 as part of the fund raising efforts. Additional plans include communication campaigns reaching out to customers, suppliers and associates thanking them for their participation in the companyâ&#x20AC;&#x2122;s growth and success. Headquartered in Miami, FL, Dade Paper has nine distribution branches and seventeen sales support centers located strategically throughout the Eastern United States, Puerto Rico and the Caribbean. The company has over 1,000 employees, 275 delivery vehicles, and over 1 million square feet of warehouse space. Visit www.dadepaper.com for more information. cial Party, held at the Five Points Community Farmer's Market in Norfolk. Last year, Oncken volunteered at a number of events the chapter sponsored, including the regional Hampton Roads Industrial & Facility Maintenance Show and the â&#x20AC;&#x153;Green in the Militaryâ&#x20AC;? Convention. He was at every â&#x20AC;&#x153;Monthly Buzzâ&#x20AC;? meeting held at various LEED buildings throughout the area. It was also announced that Oncken will serve on the 2014 Hampton Roads Green 1 2014-03-18 Building Council Board of Directors.

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1:04 PM

ADVERTORIAL

SCA It’s In The Details: Bringing Luxury To The Forefront By Joseph Russo, Vice President Sales And Marketing For SCA’s AfH Professional Hygiene Business In North America Much like owning a fine car or sitting first-class on an international flight, luxury experiences have become a high priority for consumers. We see this from those individuals who are willing to invest more to ensure they receive top-notch services and accommodations, whether that’s a spectacular view from an of-

It’s no surprise that luxury amenities are on the rise in the commercial buildings sector. The demand for high-end solutions range from the lobby to the restrooms, where every room impacts the overall perception of a business. fice or a golf course at a resort. The ambiance and décor of a business can impact that crucial first impression when a customer walks into a building, and set a tone for the rest of the experience. It’s no surprise that luxury amenities are on the rise in the commercial buildings sector. The demand for high-end solutions range from the lobby to the restrooms, where every room impacts the overall perception of a business. For distributors, understanding what and where the biggest factors come into play is important, as they are consultants to facility managers and asked to find the right solution to meet the demand for high-end amenities. For example, restrooms are often assessed by visitors and can unintentionally become a determining factor for driving or hindering repeat business. Often coined as the “forgotten workstation,” restrooms are a key component to establishing the full luxury experience visitors seek when they step into an upscale building. In fact, 88 percent of people agree that restroom cleanliness reflects on an establishment’s hygiene standards, and 29 percent would never return if the restroom is extremely unclean or unsanitary, according to a survey conducted by Harris Interactive and sponsored by SCA. So what is it that makes or breaks a luxury restroom experience? It’s the little details that count.

A high-end restroom must always be clean and clutter-free in order to meet visitor expectations. Overflowing trash, wet and dirty surfaces and unpleasant odors can turn off visitors instantly, and leave a negative memory of the establishment where dissatisfaction is likely to be shared with friends and family through word of mouth. Furthermore, small details — such as the perfect lighting and music, the finishing of the faucet to add a vintage or contemporary flair, the scent of the hand soap, and even the softness and absorbency of Businesses look to facility managers the hand towels to incorporate environmentally — can have sigresponsible amenities to help them nificant impact on the overall experireduce their ecological footprint. ence. Additionally, businesses look to facility managers to incorporate environmentally responsible amenities to help them reduce their ecological footprint. By paying attention to the small details, facility managers can, in turn, help create a bigger and better experience for visitors while also carefully taking into consideration the environmental impact. To help achieve this, SCA provides an extra soft and absorbent option in its latest Tork® brand high-end paper hand towel line for improved comfort and hygiene. The Tork Premium Extra Soft, Premium and Advanced Soft hand towels feature the Torkleaf design and help improve restroom aesthetics while upholding the luxury image that Class A buildings, fine dining and other topend establishments require. Furthermore, SCA’s 2013 ISSA Innovation Awardwinning Tork Xpress Counter dispensers offer substantial cost savings, using one-at-a-time dispensing and guarantee 25 percent reduction in paper usage.* Patron expectations are higher than ever when visiting an upscale building. It’s imperative that distributors, and their sales teams, help facility managers leverage the areas where changes can be made easily, but also have a larger impact in the long run. For more information about Tork’s high-end hand towels, and to get a free trial for a restroom, visit http://TorkUSA.com/FeelFree. * when compared to a stack of loose towels.

ADVERTORIAL

von Drehle Corporation

Circle 41

Cascades Tissue Group

ADVERTORIAL

March/April 2014

Paper products for all Cascades Tissue Group is the fourth largest paper tissue producer in North America, providing the commercial and industrial sectors with a complete line of quality paper including paper towels, bathroom tissue, facial tissue, napkins, perforated roll towels, wipers and dispensers. The company offers brands that meet the needs of all market segments, ranging from the most affordable to the most luxurious.

Cascades Antibacterial Paper Towels

Cascades Antibacterial Paper Towel Picks Up Multiple Honors

80% of infections are transmitted by hands. Cascades Antibacterial paper towels provide a simple and effective way to further reduce bacterial contamination and transmission by killing over 99.99%* of harmful bacteria almost instantly, unlike ordinary paper towels. By integrating a safe active ingredient (benzalkonium chloride) into a dry format, these innovative paper towels compensate for peopleâ&#x20AC;&#x2122;s imperfect hygiene habits without changing the way they wash or dry their hands. The towels are safe, non-irritating and non-allergenic for employees that wash their hands often. Moreover, Cascades Antibacterial paper towels are manufactured using the best environmental practices. Made from 100% RECYCLED lBER THESE PAPER TOWELS ARE MANUFACTURED WITH lVE TIMES LESS WATER than the North American paper industry average (source: AF&PA 2009) and are Processed Chlorine FreeÂŽ CERTIlED

Cascades Antibacterial paper towels recently won a Gold Medal in the Consumer Packaged Goods category at the 2013 Edison Awards Annual Gala, held in Chicago. The paper towels have also been honored with a 2013 4-Star Technology Review Score from Environmental Leader, and in 2011 won the Stevie Award (8th Annual International Business Awards) for Best New Product or Service of the Year.

CascadesÂŽ MokaÂŽ Tissue Products Line Who Says Tissue Paper Has to Be White? CascadesÂŽ MokaÂŽ tissue products are made from 100% unbleached recycled lBER AND ARE THE MOST ENVIRONMENTALLY responsible choice on the market. By ADDING CORRUGATED BOX lBER INTO THE pulp mixture and eliminating bleaching chemicals, Cascades has reduced the environmental impact of its raw materials by 25% without compromising the softness OF THE lNAL PRODUCT 4HIS INNOVATIVE RECIPE reduces greenhouse gas emissions by 30% compared to Cascadesâ&#x20AC;&#x2122; greenest white tissue, also made from 100% recycled lBER %ARLIER THIS YEAR #ASCADES EXTENDED its Moka product line with the launch of a facial tissue motivated by the success and growing demand for the bathroom tissue.

Innovation at the Service of Environment

*based on 3rd party laboratory testing.

The Cascades Moka tissue products line was recently named â&#x20AC;&#x153;Innovative Product of the Yearâ&#x20AC;? by Pulp & Paper International at the 2013 PPI Awards. These internationally-renowned awards are the only global recognition dedicated to the

Cascades Tissue Group

800-246-0711 (USA)

ÂŽ

achievements of companies, mills, and individuals in the pulp and paper sector. Honored in the â&#x20AC;&#x153;Best New Product or Service of the Yearâ&#x20AC;? category, Cascades Moka bathroom tissue won a Bronze Stevie at the 2013 International Business Awards, the worldâ&#x20AC;&#x2122;s premier business awards program. The judges praised Cascades for offering uncompromised softness and hygiene qualities with a recipe that reduces environmental impact.

NEW! Download Cascades AFH Mobile App in the App Store! Cascades Tissue Group unveiled its free mobile application, named Cascades AFH, on the App Store for Apple devices. Cascades launched this new mobile app to provide customers with a complete product catalogue and many useful tools ACCESSIBLE OFmINE WITHOUT AN INTERNET connection. With its refreshed and stylish design, this app is the perfect tool to discover Cascadesâ&#x20AC;&#x2122; wide range of innovative and sustainable products. To experience the AFH app and stay in touch with Cascades, download it on the Apple App Store!

www.afh.cascades.com

CascadesÂŽ MokaÂŽ bathroom and facial tissue products are designed with your concerns in mind, from your bottom line to the environment and ultimately to your comfort. Cascades Moka bathroom and facial tissue products use at least 80% post-consumer material, to CREATE UNBLEACHED RECYCLED lBER 7HAT DOES IT MEAN #HOOSING #ASCADES -OKA TISSUE represents 30% less greenhouse gas emissions, 0% bleaching chemicals and 100% of the electricity to manufacture these products is offset with Green-eÂŽ certified wind energy.

Circle 8

ADVERTORIAL

Cascades Tissue Group – IFC Disposables, Inc. CASCADES TISSUE GROUP – IFC DISPOSABLES, INC. GREEN BY NATURE

Cascades Tissue Group - IFC Disposables, Inc. is an active and dynamic North American supplier of top-quality disposable wiping cloth products throughout the United States, Canada and abroad. Like-Rags® 700 / 800 series Spunlace — The Better Alternative to rental rags & shop towels Like-Rags 700 / 800 towels are created through a hydro-entangling process that interweaves highly absorbent cellulose with super strong polypropylene fibers to make an exceedingly strong, solvent resistant towel that outperforms rental shop rags and standard disposable wiping cloth products. They provide a higher tensile strength and more abrasion resistant towel for the toughest cleaning jobs.

Multifold Pop-up — Easy Access & Portability • Portable, compact pop-up boxes place towels where you need them, when you need them • Quick and easy one-at-a-time dispensing eliminates over use and waste • Premium substrates with towel size options • Strong, corrugated pop-up box provides added protection to keep towels clean & usable • Dispensers available for wall, workbench or service truck mounting to hold pop-up box

Busboy® Foodservice Towels — Better Functionality

Flex Wipes® - Wiper and Bucket System — Cleaning and Disinfecting Solutions Made Simple Statistics demonstrate the importance of surface cleaning in reducing the transmission of infectious disease in all types of healthcare and commercial facilities. Cascades-IFC’s Flex Wipes® is an easy-to-use, refillable wiper and bucket system that simply allows user to pour in preferred disinfectant, sanitizing, bleach or cleaning solutions to create a wet wipe for hard surface cleaning. Flex Wipes eliminate the need for open solution buckets, cleaning sprays and dirty rags. A fresh, clean, pre-saturated towel every time!

IFC addresses the challenges that foodservice establishments face daily with improper cleaning tools for their sanitation programs. The Busboy color-coded towel system is designed to help eliminate the risks of cross contamination with providing an essential tool in educating employees on identifying certain wiping tasks with specific towels by keeping wiping functions separate and visually easy to monitor. . To meet all application needs, the Busboy line offers a diverse selection of towel sizes.

For more information, visit Cascades Tissue Group’s site at www.afh.cascades.com

Cascades Tissue Group - IFC Disposables, Inc. 1 800 432-9473 | 1 800 246-0711 (USA) Circle 9

ADVERTORIAL

Soundview Paper New Light On A Landmark In The Towel And Tissue Industry

Iconic Marcal Sign Relit As Soundview Revitalizes An Industry Stalwart After sitting dark “We know the since 2009, the iconic history and herMarcal sign atop itage of the Marcal name in the indusSoundview Paper try, and we’re Company’s Elmwood proud and pleased Park, NJ, facility was to continue that relit on January 30, positioning in the signaling a revitalizamarketplace,” tion of both the facilSoundview Senior ity and the Marcal Vice President of brand. Sales and MarketErected in 1948, ing John McLean the Marcal sign has said. “Within the been a prominent first six days of feature for motorists owning the comtraveling along the pany, we began a I-80 Express for process to modify decades. Strategically our product packlocated just 15 miles aging to highlight northwest of New Marcal in every York City, the Marcal way, and began the sign sits atop Soundprocess of revitalview’s facilities that izing the brand encompass more than with a link to its 1 million square feet historical, iconic of manufacturing and (c) 2014 Don Smith / northjersey.com position.” storage space on a 30Erected in 1948, the Marcal sign has been a prominent feature for motorists traveling Today, Soundacre site. along the I-80 (New Jersey) Express for decades. view Paper ComIn addition to its pany’s customer New Jersey location, Soundview also manufactures towel and tissue products at the company’s Putney, commitment is evidenced by how the company articulates its core values: VT, facility, which was acquired in early 2013. n Sound People – From an experienced leadership and manThrough its New Jersey and Vermont facilities, Soundview manufactures a agement team with more than 150 years combined expertise in full suite of recycled and virgin fiber towel and tissue products for the Away- the tissue and recycled fiber-based business to the safety and from-Home and At-Home markets throughout the Northeast and across North well-being of every employee, everyone at Soundview is comAmerica. mitted it its success; The company also prides itself on its heritage and history of innovation, dating to 1932, when Nicholas Marcalus founded what would eventually become n Sound Products – Soundview offers an innovative portfolio Soundview Paper Company. Over the years the company has received numerous that meets and exceeds customers’ needs, from virgin fiber to awards for its innovation and dedication to the recycled manufacturing process, recycled, in both quality- and value-positioned products; and, and today remains one of the most respected environmentally-conscious companies in the industry. n Sound Planet – Since its inception and to this day, SoundFor Soundview President and Chief Executive Officer George Wurtz, relight- view remains focused on reducing the environmental impact of ing the Marcal sign was about more than just a landmark for motorists. its products and activities by optimizing energy, materials and “Relighting the sign was also a way to celebrate Soundview’s efforts to re- water use; minimizing air emissions; and maintaining transbuild the Marcal name,” said Wurtz. parency across all aspects of the company’s operations. Under the Marcal brand, Soundview offers a range of bath tissue, paper towel Much like the Marcal sign that once again serves as a daily landmark to moand facial tissue products. torists, Soundview’s products are relied on daily by customers ranging Soundview, which bought Marcal Paper from hospitality and commercial foodMills in 2012, wanted to have the sign service businesses to retail office gishining in time for the 2014 Super Bowl, ants, convenience food operations, which was held just minutes away at distributors and many more. MetLife Stadium in East Rutherford, NJ.

Over the last 80 years, our name isn’t the only thing we changed.

In 1932, a Sicilian immigrant named Nicholas Marcalus revolutionized the paper industry with recycling technology, making Marcal one of the most respected, environmentally-conscious companies in America. Today, as Soundview Paper Company, we are a fully integrated manufacturing facility led by industry veterans who are committed to producing high-quality, affordable products that are right for your customers and the environment. We offer: • Fully integrated manufacturing and converting in towels, bath tissue, napkins and facial tissue • Multiple product lines, including Eminence and Essentials, designed to address all your towel and tissue needs • 100% recycled fiber that meets or exceeds EPA standards • All products made in the USA Soundview. It’s the new name for innovation and excellence in paper.

www.soundviewpaper.com Circle 39

March/April 2014

LW46 Battery Floor Cleaning Scrubber/Dryer, LS50 Battery Wide Area Vacuum Cleaner

With Charge On The Go Technology The new Lindhaus LS50 with Charge On The Go and LS50 Electric powered upright hard surface and carpet vacuum cleaners are designed for wide area cleaning. The LS50 with Charge On The Go and LS50 Electric are closely related (with the same frame line) to the Lindhaus LW46 Battery floor cleaning scrubber/dryer – featuring the same design, durability, maneuverability and cleaning efficiency. The LW46 Battery floor cleaning scrubber/dryer with Charge On The Go technology means the LW46 can operate while simultaneously charging. This allows for much greater square footage to be cleaned per charge. “While battery floor scrubbers offer a higher level of productively than corded models, it can be frustrating when they lose their charge,” according to Lindhaus. “Most times this is due to human error by not plugging in the charger properly; meaning an entire day of productivity can be lost.” Hybrid technology gives users the best of both worlds as the product will operate for a full hour and a half in battery mode which can clean up to 24,000 square feet and can be plugged in at anytime for simultaneous operating and charging. This means it can clean over 30,000 square feet before

needing a recharge. At 69 decibels, which is considered a conversational level, the LW46 is perfect for day cleaning as it is quiet, cordless and instantly dries floors. Weighing in at a nimble 126 pounds, the LW46 was designed with agility and speed of cleaning in mind. “It provides over nine times the productivity of a mop and bucket, according to industry standards,” company spokespeople say. This means the return on investment for LW46 owners is immediate. Also, the front end base height of only 6 inches allows the LW46 to get under fixtures. Designed to be compact and maneuverable with its 160 degree adjustable handle, the LW46 will “turn on a dime” and fit into places that users would never envision possible when using an auto scrubber/dryer. This is perfect for bathrooms, kitchens, shower and sauna facilities, restaurants, convenience stores and storage rooms. While the LW46 offers dexterity, it is also excellent for speed and coverage, according to Lindhaus. With its 1200 RPM dual wave brush, the LW46 can clean 16,000 square feet in 60 minutes. This makes the LW46 perfect for high schools, hospitals, showrooms, churches, airports and any hard surface from

The Lindhaus LW46 200 to 24,000 square feet. The LW46 has no limits when it comes to the cleaning of any hard surfaces such as marble, granite, slate, wood, laminate, ceramic, concrete, tile, vinyl, rubber, stone, etc. The LW46 uses a high speed brush roller (1200 RPM) exposed in front for baseboard cleaning. The brush pressure is adjustable, and Lindhaus offers a large selection of brushes and abrasive rollers to handle anything from the delicate to the difficult. Small enough to be transported in most vehicles and big enough to clean a high school basketball gym in 15 minutes, the LW46 scrubber/dryer is the product distributors should be showing their customers, according to Lindhaus’ officials. The company offers its distributor base “exclusive territory, great factory support and central U.S. distribution.”

Now In A Wide Area Vacuum Cleaner The LS50 with Charge On The Go and LS50 Electric are closely related (including same frame line) to the Lindhaus LW46 Battery floor cleaning scrubber/dryer – featuring the same design, durability, maneuverability and cleaning efficiency. The LS50 features include: ■ High efficiency motors for long running time; ■ Very maneuverable and light, allowing end-users to guide both models of the LS50 along with user-friendly fingertip controls; ■ Includes a dust bag tank that is removable from the body frame; ■ Large dust bag capacity (16lt.); ■ Features low base housing profile of 230 mm (9 inches) to easily navigate under tight spaces; ■ Battery option provides superior working capacity of 1500 sqm/h (16,000 sqft/h). The battery charger for the LS50 Hybrid is on board the unit;

The Lindhaus LS50

■ Self adjusting suction nozzle is easily removable for cleaning; ■ Equipped with full set of cleaning tools on board; ■ No tools required for easy brush roller replacement and maintenance; ■ Body frame can be turned to fold the machine for easy transportation and storage; and, ■ Lightweight and low noise level. The bag housing of the LS50 models comes with two comfortable handles for easy transport and cleaning. A large paper bag and washable motor protection filter are standard, while a reusable washable bag and S Class HEPA washable filter are optional. The LS50 models can also be equipped with a DCS converter (optional), allowing these vacuums to become dry carpet cleaners for any type of carpeting. According to officials at Lindhaus, end-users with large spaces to clean in an efficient manner will benefit the most by using the LS50 Hybrid and LS50 Electric models.

For more information on the LS50 Hybrid, LS50 Electric, LW46 Hybrid and other Lindhaus products, call 1-800-498-7526, email al@lindhaus.com or visit www.lindhaus.com.

THE WORLDâ&#x20AC;&#x2122;S LIGHTEST 2-MOTOR COMMERCIAL UPRIGHT VACUUMS

New: Dual-Core Technology Vacuums Hard Floors & Carpets Plus Converts To Shampooer LS50 HYBRID WIDE AREA MULTIFUNCTION UPRIGHT VACUUM s 5SE WITH BATTERY AND CORD FOR extended running time

RX Hepa 500

s (IGH EFFICIENCY MOTORS FOR THE longest running time s -ANEUVERABLE AND LIGHT JUST GUIDE IT AND IT GOES BY ITSELF

RX Hepa 450

RX Hepa 380

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LINDHAUS LW46 HYBRID SCRUBBER

Dynamic 300

Dynamic 380

Activa 30 Pro (Single Motor)

LINDHAUS LW 38 PRO HIGH TECH FLOOR SCRUBBER ,INDHAUS MANY YEARS OF EXPERIENCE IN THE MANUFACTURING OF PROFESSIONAL CARPET CLEANERS HAS LEAD TO THE CREATION OF THIS REVOLUTIONARY FLOOR SCRUBBER ,INDHAUS MANUFACTURED THE ,7 PRO MACHINE WITH ALL THE QUALITIES AND PERFORMANCE OF LARGE INDUSTRIAL SCRUBBERS ELIMINATING THE BULKY DESIGN HEAVY WEIGHT AND DIFFICULT MANEUVERABILITY #OMBINES LIGHTWEIGHT AGILITY AND PRACTICALITY BY UTILIZING SIMPLE WATER LOADING AND UNLOADING OPERATIONS WITH THE AMAZING POWER TO REMOVE THE MOST STUBBORN DIRT AND GRIME

5SE WITH BATTERY AND CORD FOR NON STOP WORKING ,IGHTWEIGHT AND LOW NOISE LEVEL 6OLTAGE 6 HZ 4OTAL 0OWER 7 "ATTERY CHARGER ON BOARD 6$# ! 7ATERLIFT ( / #&- #ABLE ON BOARD g

#USTOM DESIGNED MOTORS CREATED EXCLUSIVELY FOR THIS MACHINE BY SISTER COMPANY 2OTAFIL WORLD RENOWNED FOR PRODUCING THE HIGHEST QUALITY MOTORS

3CRUB AND DRY TO THE WALL ON THE SIDE AND IN FRONT $RIES PERFECTLY ON TURNS THANKS TO THE EASY GLIDE SUCTION NOZZLE 1UICK BRUSH ROLLER AND SQUEEGEE REPLACEMENT WITHOUT TOOLS 4HE BODY FRAME TURNS TO FOLD THE MACHINE FOR TRANSPORT IN A VEHICLE ,IGHT WEIGHT AND LOW NOISE LEVEL Circle 28

Serving The Industry For 26 Years

ADVERTORIALS

From Clearly Better Solutions

The Smart Beverage Tray Solution®, Smart Drain®, Smart Floor™, And The Smart Trap No Flies Zone™ Restaurant and commercial kitchens can become free of smelly, clogged drains, greasy floors and pesky drain/fruit flies (surrounding floor drains, soda fountains and beer taps) with the use of three patented natural and environmentally friendly products from Clearly Better Solutions — the Smart Beverage Tray Solution®, Smart Drain®, Smart Floor™, and Smart Trap No Flies Zone™. “When used together, these products can eliminate 98 percent of fruit flies in a normal kitchen and bar area,” Clearly Better Solutions Business Development Manager Jory Montgomery said. “These products eliminate all food sources that the flies need.” When it comes to Smart Drain®, each kitchen cartridge contains one bug block and one bio block; while each restroom cartridge includes one bio block and one fragrance block to freshen the air as well as clean the drain line. Each cartridge takes seconds to install, lasts for 30 days or more and is quickly removed and replaced with the patented Smart Key. Smart Drain® cartridges are combined with high-strength, ultra-concentrated grease-digesting microbes that keep the drain line clog and odor free as well as a bug block that defends against drain/fruit flies. As water goes down the drain, it activates the chemical compounds found in Smart Drain®. This process not only cleans the drain, but gets rid of odors and the breeding ground for fruit flies, while killing existing larvae. With the Smart Key, end-users don’t have to touch the Smart Drain® cartridge during removal. Simply click onto the cartridge and lift it from the drain cover — then toss the cartridge and key into recycling or the trash. Visit www.clearlybetter.com.

From Clearly Better Solutions

From Clean Control Corp.

The Smart Air™ HVAC System

OdoBan®

People in charge of commercial establishments know that a pleasant ambience builds repeat business. Cigarette smoke, stale food smells and other unpleasant odors can drive patrons away. Clearly Better Solutions offers a proven solution with its Smart Air™ HVAC system. Smart Air™ provides a hypoallergenic scent to eliminate odors in large and small spaces. The scent is delivered through a HVAC air handling system (for the product’s larger models) via cold air micro mist defusion to such areas as lobbies, casinos, restaurants and retail stores. The smaller Smart Air™ models are portable. A timer device allows a facility manager to determine how much scent is delivered at a given time. The benefits of the Smart Air™system include: n Enhances customer experience; n Provides the positive power of scents to relax, energize, sooth, help increase purchases and create customer loyalty; and, n Neutralizes unpleasant odors from such sources as smoke, mildew, garbage and food. The Smart Air™ comes in four sizes (Smart Air™ 1.0, Smart Air™ 2.5, Smart Air™ 6.0 Single System, and Smart Air™ 12.0 Duo System) to service various levels of square footage. “The main selling point behind odor neutralization is that people linger longer if the surrounding atmosphere includes a pleasant smell,” Clearly Better Solutions Business Development Manager Jory Montgomery said. “We also find that up to 100 percent of complaints regarding cigarette smoke are eliminated after installation of the Smart Air™ system. This includes casinos and cruise ships. “The Smart Air™odor neutralizer attacks odors in the air and eliminates their smell. The scent, however, is not overpowering.” Visit www.clearlybetter.com.

Clean Control Corp. has manufactured OdoBan® The Original Odor Eliminator since 1980, as well as multiple high quality cleaning, deodorizing and specialty products for families and industry professionals worldwide. While the original OdoBan® has been on the market for more than 30 years, Clean Control National Sales Manager Bill Frazier points out that many people are unaware of all the product’s benefits. Frazier explained OdoBan® is not only an odor control product, but is also an effective cleaner and disinfectant. Products in the OdoBan® line can be used in such varied segments as health care, petrol chemical, industrial manufacturing, waste management, restoration and disaster relief. Another popular product offered by Clean Control is the Fogging Deodorizer, an odor-eliminating liquid with a fresh, natural scent. The deodorizer is best applied by using the Fogmaster jr.™, a hand-held spraying device with a 38-ounce reservoir available through the company. According to Frazier, the Fogmaster jr.™ can spray such a fine mist that it will not wet or stain items such as bedding, curtains, lamp shades, etc., when used in such applications as disinfecting a hotel room or a room in a residence. Once product is applied, it dries to a virtually invisible powder. When the powder is vacuumed, the end-user is literally vacuuming odors and disposing of them. The product is also effective without vacuuming. Other products in the OdoBan® lineup include 3-in-1 Carpet Cleaner Concentrate, Vacuum Bag Refresher Beads, and A/C Duct Solid Odor Absorber. Visit www.cleancontrol.com.

Maintenance Sales News

The Airx Line Of 3-Dimensional Pathogen & Odor Control

From Queenaire

Airx Laboratories is the only line of odor control products that offers solutions in 3 dimensions: Airborne, Surface and Sub-Surface. “By operating in 3-dimensions, Airx is able to deal with any odor situation. If odor control products are only working in the air, they are missing the source of many odors,” according to the company. What makes Airx unique? All of the products in the Airx line contain Airicide®, a proprietary odor counteractant. How does Airicide® work? In simplified terms, odors float in the air as molecules. When breathed in, these molecules reach the nasal cavity containing thousands of hair-like antennae called cilia that receive these molecules and trigger impulses to the brain identifying the smell. Airicide® links with the foul odor and changes the shape of the molecule so it is no longer perceived as a foul odor. “Airx is well known for its expertise in pathogen control. Its latest product, the RX75 Pathogen Compliance Center, is a state-of-the-art system for total blood and body fluid cleanup in one unit,” according to the company. With spring right around the corner, meanwhile, RX34 is a great product for keeping the worst odor and cleanup problems under control, including in trash and refuse areas. With its auto-dilution foam gun, the user just sprays RX34 and its surfactants clean while Airicide handles the worst odors and mess. Visit www.airxinfo.com.

The Rainbowair Humidity Busters Introducing Rainbowair Humidity Busters, designed specifically for fire and flood restoration; food storage and transportation; garbage and compactor areas; and facilities maintenance. “We are pleased to be launching a new ozone generator technology for use in humid areas like you would find in fire and flood restoration projects,” said Queenaire Technologies President Susan Duffy. “It is a brand new technology that we designed, making the Humidity Busters unaffected by moisture, humidity and extreme temperatures.” According to Duffy, Humidity Busters come in three models — HB 1000, HB 2000 and HB 5000. The units emit a powerful ozone output. They are also portable and lightweight, which makes them very affordable. In addition, because Humidity Busters are not made with generator plates, they will not corrode or shut down in humid environments, which is a “huge” technological breakthrough for ozone generators. She added: “Humidity Busters are going to be ‘game-changers’ for end-users, such as contractors, flood restoration companies and housekeeping and engineering departments, that often take units in and out of facilities that are air-conditioned into a warm or hot outdoor environment. This is a giant leap for ozone technology.” Visit www.OzoneExperts.com.

From Charlotte Products/Enviro-Solutions

Actually Eliminating Odors Cleaning professionals typically have two options when eliminating odors in many areas of a facility: n Mask odors; and, n Remove odors. When removing odors, cleaning workers often turn to powerful chemicals that may be effective, but are potentially harmful to the user and the environment. However another option, bio-enzymatic cleaners, are available to eradicate odors. They can be especially effective because many odors are the result of bacteria buildup, often in hard-to-reach areas, such as ceiling and wall grout. Bio-enzymatic cleaners are derived from agricultural products, such as corn, soybeans, coconuts, and citrus, making them very sustainable products. Some are also green-certified. Formulated with specific enzymes, these cleaners “eat” aerobic bacteria, which require oxygen to survive, and anaerobic bacteria, which require little or no oxygen. Both can produce odors. The bio-enzymatic cleaners feed on and digest soils, eliminating them along with their odors. An example of just such a product is Enviro-Solutions’ ES120 from Charlotte Products, a leading manufacturer of green and conventional cleaning products. As soon as ES120 is misted on a surface, it begins consuming odor-causing bacteria. Further, this process continues for up to 80 hours after application. Rather than masking odor, it is removed. That is why it is so effective in restrooms and locker rooms where odors are an ongoing problem. Jennifer Meek is the director of marketing for Charlotte Products, a manufacturer of conventional and green cleaning products. Visit www.charlotteproducts.com.

March/April 2014

From Air Spencer

The PeePod

From Inspired Tec/Puradigm

Advanced Technology Addresses Mold And Odor Issues At Universities The University of Richmond discovered mold in one of its buildings last summer which led to ripping out walls, replacing drywall, and installing new carpet in three rooms to the tune of $10,000. Recently, the University of Missouri discovered mold damage to about 600,000 library books stored at an off-campus storage site. The estimate to save all the books is about $1.8 million, so the university is planning to only save the oldest volumes. The university has previously dealt with another mold issue in two other book collections that cost $100,000 to fix. High Energy Cluster Ion Technology If only these universities had known about the “High Energy Cluster Ions” being used to successfully eliminate mold in the University of Louisville athletic department. This university is using Puradigm Air and Surface Purification Technology, which virtually eliminates mold spores in the air and on surfaces throughout the sprawling athletic department complex. The Puradigm Air technology is safe and contained within small devices easily placed on shelves or installed on walls. The devices work silently to purify the air while effectively reducing levels of mold, bacteria, viruses, odors and volatile organic compounds (VOCs). At the same time, offensive odors are removed at their source. The result? Using this advanced technology, the University of Louisville is providing a safer, healthier, clean air environment for its student athletes, coaches, staff and visitors. Mold Count Reduced To Zero Chris Schotz, sales rep for Diversified Distribution Co., in Clarksville, IN, and distributor of Inspired Tec’s Puradigm products, was a key player in the team that installed the Puradigm units. “We conducted a pilot program in two of the locker rooms, the training facility and one of the coach’s offices,” he explains. “We did a careful swabbing of surfaces before the installation, and then afterward to measure mold and bacteria.” The swabs were sent to an independent laboratory for analysis. When the results came back, they confirmed the effectiveness of high energy cluster ion technology. “All levels of mold and bacteria were significantly reduced,” explains Schotz. “In some cases the number of mold spores were literally reduced to zero.” Strong Athletic Odors Eliminated It didn’t take long, however, for the coaching staff to immediately see results that are not measured by swabbing, but by smell. “The day after we installed the Puradigm units, the coaches noticed how fresh and clean the air in the locker room was,” notes Schotz. “They called me and said, ‘Hey, these really do work! That locker room smell is gone.’” Proven Performance Technology The performance of the Puradigm Air devices is confirmed by third-party laboratories regarding the reduction of mold, bacteria and viruses in the air and on surfaces. “Puradigm Air Technology is truly remarkable,” notes John Hammond, president of Inspired Tec, provider of Puradigm Air Technology to ISSA members and the janitorial supply industry. “The real proof in using high energy cluster ions is unveiled in performance, as measured by laboratory tests, real-life results and customer confirmation.” Visit http://inspiredtec.puradigm.com for information on high energy cluster ions.

Which came first, the chicken or the egg? That sums up the problem we often see in the men’s restroom. Does the odor occur because of poor cleaning or because of poor urinal drainage? The answer is both. Nowadays, most building cleaning crews are expected to do more cleaning, with fewer resources and less time. When people are pressed for time, they can only clean as well as the products they have on hand. No one can afford to have a worker stand next to the urinal, scrubbing it after each use. So cleaning the urinal is important, however, the odors from the urinals usually occur from facilities with poor ventilation and drainage. That’s where the amazing “made in Japan” invention called the PeePod comes to the rescue. It does that cleaning for you. Imagine a battery free product that uses the gravity flow of water to clean the urinal after each use. Imagine a product that works retroactively on the dirtiest, odor filled, slow draining urinals. With a simple 7 second installation, a person can start smelling 14 Days the difference in just 7 minutes. Installation is so easy that no tools, tapes or screws are required. The PeePod even comes with a plastic bag for glove free installation and disposal of the old unit after 60 days of use. For further information, watch this 4 minute video at: http://airspencerusa.com/peepod.html. Since a picture speaks a thousand words, check out the photos at left, and you be the judge: http://airspencerusa.com/testimonials.html. 45 Days What makes the PeePod, a U.S. patented product, work so well? After years of research, Japanese engineers learned some very important facts about urinals. There is a chemical reaction that results when body fluids, such as urine, mix with atmospheric gases and cause uric acid to form. This uric acid then becomes the food source for bacteria in the urinal. When bacteria grows on the uric acid, the result is the foul odor that we smell and identify as urinal odors. 3 Months Dirty urinals are not only unsightly, but they can also cause minerals in the water to harden. This leads to blocked pipes and poor drainage. When a urinal starts to drain slowly, a maintenance worker will usually turn the flow of water down to prevent the urinal from flooding. This reduction of water then causes a faster build up of uric acid and minerals in the drain. This vicious cycle repeats itself until the urinal ceases to work. PeePod can eliminate all of these issues. With each flush of the urinal, a special formula of “AS-ESA™” cleaning agent is released into the urinal and down the drain. This helps liquefy the rock hard uric acid in the drain and pipes. Without the uric acid, bacteria is reduced and the drain becomes free flowing and odor free. Visit: www.airspencerusa.com. Copyright 2014.

From SurcoTech

Scatter® Granular Odor Counteractant Scatter® Odor Counteractant Granules™ contain Metazene® odor destroying additive. The granules are formulated to handle the toughest odors from restaurant, institutional, commercial and municipal waste. Scatter® offers a solution to odor problems from trash containers, garbage dumpsters and compactors. Apply liberally to odor sources in and around: garbage dumpsters, trash compactors, landfill sites, sewage treatment plants, rendering plants, manure piles, urine and emesis, decaying carcasses, food waste, meat, fish and poultry processing areas, etc. Good for use aboard cruise liners and sailing vessels. Scatter® granules offer a triple-phase odor control system: 1) absorbs rancid, odor-causing spills, 2) counteracts odors with Metazene® odor counteractant and 3) controls and freshens airborne malodors. Suppresses gaseous malodors associated with decaying carcasses and organic wastes. Easy to apply, economical, biodegradable, non-corrosive and contains no acids.Visit www.surcotech.com.

Maintenance Sales News

Supply Line 2014 In Atlantic City April 30, May 1

upply Line 2014, The New Jersey Sanitary Supply Association’s (NJSSA) biennial convention and trade show, will return to the Trump Taj Mahal Estess Arena in Atlantic City on Wednesday, April 30, and Thursday, May 1. This year’s event is co-sponsored by the New England Sanitary Supply Association and the New Jersey Chapter of the U.S. Green Building Council. Supply Line 2014 provides the tools to educate employees and customers on best practices for today’s cleaning professionals. NJSSA will again co-sponsor the ISSA CIMS I.C.E. Workshop on Tuesday, April 29, in conjunction with this year’s Supply Line. The I.C.E. Certification provides attendees and their staffs with information to help customers meet operational and budgetary management demands. Cleaning professionals can also “earn while they learn” by attending a special seminar presented by the Cleaning Management Institute on Thursday, May 1, from noon to 1 p.m. The first 20 attendees will receive a free Hoover vacuum. Many exhibitors will also have special show discounts and prizes to win and take home. New at this year’s convention and trade show are: n Prizes to win from exhibitors; n Education for distributors and cleaning professionals on the show floor; n Tickets to Red Bulls soccer for first 100 attendees; and n New product showcase and presentations. Supply Line 2014 is open to distributors Wednesday, April 30, from 10 a.m. to 5 p.m., and Thursday, May 1, from 9 a.m. to 3 p.m. Cleaning contractors and facilities managers may attend Wednesday, April 30, from noon to 5 p.m. and Thursday, May 1, from 9 a.m. 3 p.m. On Tuesday, April 29, NJSSA’s annual golf outing will take place at Harbor Pines Golf Club and Estates, Egg Harbor Township, NJ. Registration and a continental breakfast will kick-off activities at 7 a.m. A shotgun start will begin at 8 a.m. Golfers will play a scramble format. Also, on Tuesday, from 6 to 9 p.m., NJSSA members and Supply Line exhibitors are invited to join NJSSA President Steve Lentini, of Borax Paper, New York, NY, for the President’s Reception. Attendees will hear an update on NJSSA activities and have the opportunity to congratulate the recipient of the NJSSA Bob Stader Lifetime Achievement Award. This year’s recipient of the 6th NJSSA Bob Stader Award is Jon Scoles, president of Scoles Floorshine Industries, of Wall Township, NJ. Scoles will receive the award during the NJSSA President’s Reception. In 1981-82, Scoles was elected president of the NJSSA and repeated that role from 1999-2002. He served on the Board of Directors for Preferred Distributors (Prolink) from 1987-1990. In 1993, along with Barbara Casse-Bender, Bob Bushansky and David Holtzman, he helped create Operation Clean Sweep, which is still a major community action event carried on by Jon Scoles NJSSA today. Scoles was elected district director of ISSA from 2005-2007 and served on the ISSA Stakeholder Committee that reviewed the GS-42 Green Seal Cleaning Standard. In 2011, he was elected vice pres-

ident/president elect of ISSA, serving as president in 2012 and international director in 2013. In 2012-2013, he also served on the Executive Committee for the ISSA Clean Standard for K-12 Schools. Scoles has been married to his wife and partner, Eileen, for 42 years. They have three sons, Dan and his wife Coleen, Matt and his wife Jennifer, and Phil. They have four grandchildren, Caitlyn, Evan, Barron and Bennett. NJSSA will host a CIMS (Cleaning Industry Management Standard) I.C.E. (ISSA Certification Experts) Workshop on Tuesday from 8 a.m. to 5 p.m., in conjunction

with Supply Line 2014. I.C.E. certification provides information cleaning professionals can use to help customers meet demands from the highest management levels. Attendees will be taken on a tour of the Standard, including the CIMS-Green Building (CIMS-GB) criteria, to equip themselves with specific management, operations, and green cleaning knowledge to help customers or their own organization develop quality, customer-focused and sustainable cleaning programs and save money. Continued on Page 54

You don’t want to miss the only East Coast Trade Show for Cleaning Supplies. ETESS ARENA in the TRUMP TAJ MAHAL ATLANTIC CITY, NJ • April 30–May 1, 2014 Supply Line 2014 is the most efficient and effective way for you to reach distributors and cleaning professionals from Maine to Florida and every state in between. Over 2,000 industry professionals attended the 2012 show. You will save time and money with Supply Line 2014 and hotel accommodations all under one roof. ROOM RATES: All rooms are in the beautiful Chairman’s Tower at the incredible rate of $85 per single/double “The NJSSA show has performed above our expectations again. It is a nice mix between the U.S. ISSA show and the ISSA Interclean show for us as suppliers to the jan/san market.”

—Scott Jarden, The Bullen Companies

Special Features of Supply Line 2014 O Golf Outing at Harbor Pines Golf Club, CIMS Training on April 30 O President’s Reception on April 30

For additional information on exhibiting or attending Supply Line 2014, call the NJSSA office at

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March/April 2014

From Enviro-Solutions:

What Distributors Should Teach Custodial Workers About Floorcare From Paul Wildenberg, vice president of sales for Charlotte Products, a manufacturer of conventional and green-certified cleaning products. He may be reached through his company website at http://www.charlotteproducts.com/.

n the professional cleaning industry, we often hear about the importance of training and education for custodial workers to help them carry out their duties in a safer and more productive manner. What is often not discussed is exactly where they should get that training. Is there some custodial university somewhere for them to go in North America? The answer, as we know, is no. While it can vary, most cleaning workers get the bulk of their training and education on how to perform cleaning tasks safely and effectively from their local jan/san distributors. This applies to all cleaning tasks, but one that seems to get the most calls is floorcare. There are actually several reasons for this. However, the two most important reasons are: • Floorcare is costly – As much as 90 percent of floorcare costs are due to labor. The better trained these workers are, the fewer problems they will have and the faster they will complete floorcare tasks—a big cost savings for employers; and, • Floorcare can be dangerous – Some of the most powerful chemicals in the industry are used in floorcare. And, what is often surprising is how many cleaning workers are unaware of this fact and how dangerous floorcare chemicals can be if

used improperly or without proper protective clothing. The following are some important items that distributors, as educators, should teach custodial workers to help them perform floorcare tasks in a safer and more effective manner: • Read the label – Invariably, cleaning workers do not read product labels and this can be a major oversight when working with floorcare products; • Dilute properly – Over diluting or under diluting can be hazardous and can impact the performance of the product; • Use cold water – Especially when working with strippers, cold water should always be used. Heat can cause fumes to be released that not only may prove unhealthy for the worker, but it also may cause the product to evaporate faster, rending it less effective and requiring more applications; • Protective gear – Gloves and goggles should always be worn. Too many custodial workers have suffered skin burns or lost an eye due to a stripper spill; • Place warning cones out for custodial workers – Once applied to floors, some strippers and other chemicals can make the floor very slippery. Because floorcare work is often performed after hours, warning cones should be placed not necessarily for building users, who most likely are not in the building, but for other custodial workers to help prevent an accident and potential worker’s compensation claim; • Green – There are Green-certified strippers available that are proving to be very effective. However, if a traditional product is being used, instruct cleaning workers to look for strippers without such ingredients as butyl cellosolve, alkylphenols, ethoxylates or that have excessive alkalinity; • Synergy – Many distributors work with manufacturers that produce all types of floorcare products, from strippers to finishes. Workers should know that there is often a synergy among these products and they are designed to work together, which can make floorcare tasks easier and faster; • High quality products – Because of the many safety and cost concerns, one goal of an effective floorcare program is to reduce refinishing cycles. Recommend, in most cases, high quality floorcare products, which may cost more initially, but in the long run, will likely prove to be a cost savings; • Complete program with matting – Floorcare actually starts outside the facility. Teach workers that immediate outdoor areas must be kept clean and an effective matting system must be in place. This is part of a complete floorcare program; and, • Ultra-high floor finishes – Ultra-high floor finishes have high solids content, meaning less of the product may be needed to finish the floor; this can be a cost savings and reduce the worker’s exposure to chemicals, repetitive motions when applying the products, and slip-and-fall accidents. The final suggestion involves floorcare equipment. There is no need to go into the various types of autoscrubbers and other machines now available. What is important for distributors is to convey the need for these machines to custodial workers. Quality floor machines invariably cause sticker shock to potential buyers. However, these machines can reduce floorcare time and costs so much that they are one of the best returns on an investment in the industry. Conveying this fact sometimes takes a little work, but custodial workers and their employers will be so happy you took the time.

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Maintenance Sales News

DDI System Appoints Aung Latt As Vice President Of Corporate Strategy DDI System, a provider of enterprise resource planning software for the distribution industry, announces the appointment of Aung Latt as the vice president of corporate strategy, working directly with Adam Waller, president and founder. Latt has been in the distribution industry for over 20 years, most recently as a strategic account executive for Infor. Prior to that, Latt held multiple roles within the Prophet 21 / Activant / now Epicor organizations, including director of sales operations for the wholesale distribution group where he Aung Latt

oversaw both the pre-sales and sales operations teams. In his new role with DDI System, Latt will be the primary contact for Johnstone Supply members converting from the DDI-DSPro Software to DDI’s Inform Software solution. He will also have a focus on increasing DDI System’s footprint throughout the United States and Canada. He will also be responsible for working with current customers. DDI System's inform distribution management software is an all-inclusive industry specific solution for wholesale distributors. The software combines everyday operational benefits in accounting, inventory, sales, purchasing and pricing with the latest sales driving tools such as CRM, direct marketing, real-time e-commerce and mobile apps. Visit www.ddisys.com or call 877-5994334.

Americo Introduces Full Cycle™ Floor Pad Line

From Fuller Industries/ Franklin Cleaning Technology:

The Spray And Wipe Cleaner/Degreaser The Spray and Wipe (F430212 – 12 / 32 oz.) from Franklin Cleaning Technology is a ready-to-use, all-purpose cleaner/degreaser. Sprays on and wipes off with no rinsing required. The company says it removes common soils and stubborn oily soils from most surfaces without streaking or leaving a film. The product features a pine fragrance. Each case includes two trigger sprayers. It is safe to use on most hard surfaces including tools, machinery, cabinets, stoves, ovens, painted surfaces, tile, porcelain, bathtubs, shower stalls, walls and floors, according to the company. Circle No. 107 Visit www.fullerind.com.

biodegrade after being placed in an A global producer in the jan/san anaerobic (without oxygen) environindustry for 45 years, Americo ment and in the presence of certain Manufacturing Company, has antypes of microorganisms that exist nounced the reformulation of their One hundred percent of the polyester fiber used in primarily in active landfills.” floor pads with enhanced biodegraThe company reported that inde- pads manufactured by Americo is produced using recydation. pendent laboratory testing* of ASTM cled material from post-industrial and post-consumer Americo has been making floor D5511 showed up to 78 percent waste and the binders use water-based technology. pads from 100 percent recycled biodegradation of Americo’s Full Americo products are sold in 70 countries worldwide fiber and water based resins in their Cycle™ floor pads within one year, as the company enters its 45th year of operation. binding process for over a decade. as compared to less than 4 percent on Visit www.americomfg.com. The company is introducing an inAmerico’s conventional pads. novative technology in developing *Laboratory tests represent optimized conditions, often showing faster “Selling eco-friendly products as floor pads that have been specially results than might be found in actual landfill environments. The actual rate well as promoting environmentally of biodegradation of Americo’s Full Cycle™ pads, as well as the rate of all formulated to biodegrade. friendly manufacturing practices is Americo Manufacturing Complastic materials in landfills, will be slower and will vary, depending upon Circle No. 106 actual landfill conditions. part of our corporate culture and it pany Director of Technical Services Tom Owens said, “This innovation does not modify our core is one of the many reasons we’ve enjoyed record sales pad formulation. Our Full Cycle™ pads will only begin to growth over the past seven straight years. When consumers see our Full ® Cycle™ label, they will know they have a quality product while at the same time reducing mankind’s impact on the environment,” said For Americo Manufacturing Company • Schools President Richard Rones. • Hospitals Americo Manufacturing Company • Motels Chief Executive Officer Leonard Shutzberg said, “Reusing post-con• Restaurants sumer waste to produce products • All Commercial isn’t a new concept; it’s what we’ve Establishments been doing for over 10 years at Americo. Now we’re simply comEach dozen comes with a 7” x 8” pleting Americo’s green position with clip-on dust pan our Full Cycle™ floor pads. Americo’s customers don’t have to Absorbs and sacrifice quality or product performDeodorizes Vomit ance to leave a green footprint. Being and Other Smelling good stewards of the environment is Liquids or Solids Solvent nt resistant istant simply our corporate responsibility — Cover the problem area with a With Handle Cleans oil, grease, and grime layer of GSC-MINT. Allow time and it’s what sets us apart from other Combines versatility and economy WEIGHT ONE POUND for absorption. Sweep residue into manufacturers in our industry.” one dozen per case dustpan for easy removal. For more information regarding Americo’s Full Cycle™ floor pads, P.O. Box 17082 visit AmericoFullCycle.com. Wichita, KS 67217 Americo Manufacturing Com1-800-992-0181 Bro-Tex Inc pany is a manufacturer of environHEADQUARTERS WISCONSIN DIVISION www.brotex.com pho: 316-267-0671 4907 S. Howell Avenue 800 Hampden Avenue mentally friendly cleaning products info@brotex.com Milwaukee, WI 53207 St. Paul, MN 55114 fax: 316-267-2930 such as synthetic and natural fiber 1.800.548.2338 1.800.328.2282 414.481.6655 651.645.5721 email: gscjansplymfr@juno.com floor pads, hand pads, utility pads 414.481.0085 fax 651.646.1876 fax www.giftsalescompany.net and floor matting.

GSC MINT ABSORBIT

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PROKNIT WIPERS

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March/April 2014

MSN CLASSIFIEDS

MAINTENANCE SALES NEWS ADVERTISERS’ INDEX ACS Scrubble.............................................5

Haviland Corporation.............................25

Air Spencer USA LLC ............................27

Intercon Chemical/Clearly Better, LLC...56

Americo ......................................................9

ITW Professional Brands .......................16

Away Chemical ........................................52

JanSanOptimize.com ..............................52

Berk Wiper International, LLC ............21

Lindhaus...................................................47

Bro-Tex Inc...............................................53

Moerman Americas Inc. .........................36

Bullen Companies, The.............................8

Nexstep Commercial Products...............13

Cascades Tissue Group...........................41

NJSSA Supply Line 2014........................51

Cascades Tissue Group-IFC Disposables, Inc..43

NPS Corp..................................................35

Charlotte Products/Enviro-Solutions....36

Puradigm..................................................26

Chemical Universe ..................................23

Queenaire Technologies ..........................22

Clean Control Corporation......................2

RD Industries...........................................12

DDI System ..............................................15

Royal Paper..............................................11

Dinesol Commercial Products ...............23

SCA Tissue .................................................7

Fuller Comm. Pds (Franklin Cleaning) ..14

Sheppard Redistribution, Inc. ...............24

Fullriver Battery Mfg. Co. Ltd ..............55

SOFIDEL America....................................3

Gift Sales Company.................................53

Soundview Paper Company...................45

Gold Coast Chemical Products..............19

von Drehle Corporation..........................39

Ha-Ste Manufacturing, Inc. ...................10

VPR Impex (Vapore) ..............................17

Supply Line 2014: Continued From Page 51 On Wednesday, April 30, professional educational seminars will be conducted, beginning with “Ensuring a Clean, Healthy and Green Indoor Environment with CIMS” from 8 to 9 a.m. This session will provide attendees with an understanding of the elements of effective, customer- focused cleaning management and green cleaning as implemented through CIMS and CIMSGreen Building criteria. The speaker will be ISSA’s Director of Facility Service Programs and Legislative Affairs Dan Wagner. He is primarily responsible for leading the association’s CIMS and CIMS-GB Certification Program, and was one of the primary authors of the CIMS Certification Guide. From 9 to 11 a.m. will be “Successful Sales Communications.” This session will lead atten-

Select Care™ Hand Cleaners From Warsaw Chemical

Harvard Chemical Research, Inc..........27

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MAINTENANCE SALES NEWS CLASSIFIED ADVERTISING RATES 40 words for $40 per insertion Additional words - $1 per word (min charge) Bold face headings - $5.00 • Blind Ad - $25.00 Display Classifieds $70 per column inch (2 inch minimum)

Classified Ad deadline date is 1st of preceding month. Additional charge for blind classified advertising. PAYMENT SHOULD ACCOMPANY ORDER.

Maintenance Sales News

201 E. Main St. • P.O. Box 130 • Arcola, IL 61910 Ph. (217) 268-4959 • Fax: (217) 268-4815 drankin@consolidated.net Circle Number Replies Are Now Online @ www.maintenancesalesnews.com/circles.htm

Warsaw Chemical Co., Inc. offers Select Care™ Hand Cleaners, Warsaw Chemical’s first industrial hand cleaner line created using totally natural, renewable ingredients. This line of hand cleaners is VOC compliant and features concentrated, water activated formulas that were developed with soy, d-Limonene and walnut shell scrubbers for extra deep cleaning. Select Care Hand Cleaners dissolve heavy soils, such as grease, tar, resins, paints, adhesives, carbon and inks. This line includes Citrus Select and Soy Select Premium Industrial Strength Hand Cleaners. These cleaners utilize renewable natural resources, helping to conserve non-renewable resources such as petroleum. Biodegradable soy oils, detergents and walnut scrubbers are also used. The Select Care line is enriched with skin softening ingredients and aloe to prevent hands from drying out. For more information contact Warsaw Chemical Co., Inc. Phone: 800-548-3396. Website: www.warsaw-chem.com.

dees through an interactive session to help them improve their communication skills to build stronger relationships with customers and close more sales. The speaker will be NJSSA President Steve Lentini, who is a nationally known speaker, author and teacher. He has spent 30 years in sales, sales training and sales management as well as 5 years as a licensee for the Sandler Sales Institute. A third educational seminar, “Top Your Competition by Adding the Word ‘Value’ to Your Product Line” will be conducted from 1 to 2 p.m. During this seminar, attendees will learn ways to strengthen their marketing by adding a “value” to customers. They will learn the value of “Let me be your Google.” Attendees will also learn how to sponsor educational programs for the end-user at a minimum cost, but with a high value to a company’s marketing presence. Also discussed will be how to increase revenue through networking techniques unique to a particular market. The speaker will be Tim Kerin, who is an author, speaker, business coach, networker and entrepreneur. He has published a series of books, titled, “10 Lessons Learned ... How to Build a Successful Business.” Also, on Wednesday, the Exhibit Hall will be open to distributors from 10 a.m. to 5 p.m. and from noon to 5 p.m. for cleaning and building services professionals. In addition, there will be a free lunch at noon and a happy hour from 4 to 5 p.m., both on the show floor. On Thursday, May 1, three professional education seminars will be presented, beginning with “Making Networking a Lifestyle for You and Your Business” from 8 to 9 a.m. This seminar will show attendees the value of networking and how to use it effectively to benefit their business and lives. The speaker will be Tim Kerin. From 9 to 10 a.m., “Customer Dispute Resolution for the Contract Cleaner” will be presented. Those attending will learn how to deepen relationships with current and potential clients while avoiding the communications problems that can lose you business. Communications is the key to business growth and success. The speaker will be Steve Lentini. The third educational seminar will be “Program Management: Managing Time and Expenses” from noon to 1 p.m., on the show floor. This seminar is about creating a comprehensive organizational solution to the two most costly functions of a maintenance department: hard floor care and carpet care. The speaker will be Matt Moberg, an account representative for the Cleaning Management Institute (CMI). Attendees can earn certification credits by attending this class. Also, on Thursday, there will be a breakfast with exhibitors from 9 to 10 a.m. The Exhibit Hall will be open from 9 a.m. to 3 p.m. For more information on Supply Line 2014 and the golf outing, visit www.njssa.net or call 973-283-1400.

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