May/Jun 2020 Maintenance Sales News Magazine

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SALES NEWS MAINTENANCE Exclusively Serving Professional Distributors

May/June 2020

Vol. 37, No. 3

Read/Download MSN At: www.maintenancesalesnews.com

MSN FEATURE STORIES Murphy Sanitary Supply, LLC • Broken Arrow, OK

Oklahoma Distributor In ‘Overdrive’ As Sales Spike During COVID-19 ............6 Overcome Fear To Become An Unstoppable Force ..........................19

von Drehle....................................24, 30 U.S. Battery........................................26 Spartan Chemical ..............................28 Aluf Plastics.......................................29 Kruger Products.................................31

Americo .............................................31 Intercon/Clearly Better......................32 The Bullen Companies .......................33 Queenaire ..........................................34 Green Seal...........35 • CDC................36

Assessing What Separates A Top Performing Salesperson From The Rest ............................40 Industry News 39 • Advertisers Index 42 • Classified Advertising 42 On The Cover: Murphy Sanitary Supply, LLC, of Broken Arrow, OK, has serviced northeastern Oklahoma since 2002. Left to right are Chief Financial Officer Glenda Bigbie, General Manager Billy Drake and President Jeannie Murphy. See story on page 6.

Industry Calendar of Events

September 1-3, 2020 — National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. For information: www.nationalhardwareshow.com.

October 26-29, 2020 — The ISSA Show - North America, McCormick Place, Chicago, IL. For information: 847-982-0800.

March 13-16, 2021 — The Inspired Home Show, IHA’s Global Home + Housewares Market, McCormick Place, Chicago, IL. For information: 847292-4200.

May 22-25, 2021 — National Restaurant Association’s Restaurant, HotelMotel Show, McCormick Place, Chicago, IL. For information: 800-9674590.

4 — Maintenance Sales News — May/June 2020

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Oklahoma Distributor In

“The secret is getting to know people by listening, listening, listening, and then trying to come up with ways to make what they do easier.” — President Jeannie Murphy

‘OVERDRIVE’ As Sales Spike During COVID-19

P

rimarily servicing northeastern Oklahoma, Murphy Sanitary Supply, LLC, of Broken Arrow, opened for business in August 2002. Broken Arrow is the largest suburb of Tulsa, as well as the fourth-largest city in the state, with a population, as of 2018, of just over 100,000 people, according to the United States Census Bureau. Tulsa is the second largest city in Oklahoma with a population of 400,669, as of 2018.

“We opened during probably one of the worst economic downturns in Tulsa,” said President Jeannie Murphy, during a recent interview with Maintenance Sales News Magazine. “Nonetheless, everything went great and we recorded sales of more than $1 million our first year.” Murphy’s husband, Billy Drake, is the company’s general manager, and her sister, Glenda Bigbie, is the chief financial officer. “Tulsa is in the heart of the oil industry, and both my sister and I spent several years in that industry. She does an outstanding job as our CFO,” Murphy said. “My husband is an electrical engineer. After several years in manufacturing, he brought new concepts and procedures to the company that have set us apart from the competition. These two highly qualified individuals have built a tremendous base for our company.” Murphy Sanitary Supply bills itself as a one-stop janitorial supply distributor. “We carry a complete line of chemicals, equipment, liners and paper products,” Murphy said. “Our vendors include a few master distributors,

but, by and large, we try to buy direct from the manufacturer. “Our floor cleaning equipment is designed for numerous applications that require commercial-grade equipment. In addition to commercial and industrial floor cleaning equipment, we offer explosion-proof vacuums for manufacturing environments that have requirements for that type of equipment. We also operate an in-house repair facility.” Murphy Sanitary Supply’s customer base runs the gamut from small mom and pops to large companies. “We sell to everybody, from a business with one employee to major employers in Tulsa,” Murphy said. “We service all spectrums of education, from private and public schools to universities, healthcare, faith ministries, and more. Manufacturing is another significant portion of our customer base.” Another important customer segment for Murphy Sanitary Supply are Native American tribes, of which there are several located within tribal complexes in northeastern Oklahoma, including a majority of the Five Civilized Tribes.

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6 — Maintenance Sales News — May/June 2020

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According to www.britannica.com, “Five Civi“We encourage our employees to have a ‘servant’s lized Tribesâ€? is the term that has been used officially approach’ to every interaction, whether it is helping someone and unofficially, since at least 1866, to designate the Cherokee, Choctaw, Chickasaw, Creek, and Semiin our showroom to find the right product, or our drivers nole Indians in Oklahoma (formerly the Indian Territory). The Indian Removal Act of 1830 accelerated going up a long flight of stairs and shelving product.â€? the westward movement of Europeans by relocating unemployment are getting up to an additional $900 a week, which makes ing Indian tribes to unsettled land west of the Mississippi River. it even more difficult.â€? “We conduct a lot of business with Native Americans,â€? Murphy said. “The Five Civilized Tribes all have their own tribal complexes. It is like serving five BUSINESS IN THE TIME OF COVID-19 individual countries.â€? On average, Murphy Sanitary Supply employs around 13 people. s a supplier of cleaning products, including soaps, sanitizers and disinfec“We have drivers, a repair tech, office personnel and salespeople,â€? Murphy tants, Murphy Sanitary Supply has been overwhelmed with orders since said. “Everybody has done a fantastic job through the coronavirus outbreak. the start of the COVID-19 outbreak. They have been amazing. The virus situation has really stretched our resources “We have just been overwhelmed as a result of the pandemic,â€? Murphy said. and personnel to the limit. “I’ve never been in a position where I couldn’t keep up, until now.â€? “We can’t find new hires right now. All of our employee placement partFor example, Murphy was recently contacted by a Head Start group with ners are telling us people are afraid to go to work. In addition, people drawnine facilities. “The caller from Head Start said, ‘Jeannie, we are preparing a grant. Put in a quote for every product you can imagine we might need as a result of COVID-19,’â€? Murphy said. “People have called and said, ‘I want to open an account with you. I don’t know you and you don’t know me, but I need to start an account.’ People are requesting much higher quantities than normal. For example, one of our healthcare accounts that averages one to two cases of sanitizer a week, has ordered up to 100 cases a week. “After the first 48 hours of news media coverage when the pandemic was declared, our company went into overdrive. The pandemic has affected every segment of our business. It has resulted in an unbelievable avalanche of growth — both with new and existing customers. “Our employees have been pushed to their individual limits, and are hanging in there. We are so proud of those who are at work every day, giving 110 percent. This crisis has created expanded marŕ Ž 2PSS VM IHJ[LYPH PU ZLJVUKZ kets for all the products related to cleanliness and personal protection. Our company has embraced new product lines that focus on the needs of cusŕ Ž ( WYV]LU ZHUP[PaLY VU ZVM[ Z\YMHJLZ tomers for disinfecting areas quickly and easily, a new and exploding demand. ŕ Ž ,SPTPUH[LZ VKVYZ SLH]PUN Z\YMHJLZ “We had the biggest month in sales recently (March) in the history of the company. All I can say ZTLSSPUN JSLHU HUK MYLZO is, this is a great business to be in, as it is truly recession-proof.â€? Indeed, it is a busy time for Murphy Sanitary ŕ Ž 5V )H[[LYPLZ \USPTP[LK \ZL Supply’s staff, but no corners have been cut to ensure their health and safety while serving cusUV JOHYNL [PTL [V ^VYY` HIV\[ tomers. All company vehicles have an abundant supply of sanitizer for drivers, who also wear masks. Drivers also have access to surface sanitizers for their vehicles. There are also many cleaning and disinfecting products available to end-users as additional public places reopen. “The latest exciting trend is fogging sprayers that disinfect in a hurry,â€? Murphy said. “For example, a church has three services, and after each one, a person will walk the sanctuary to disinfect, through the use of a sprayer. While school children are at recess, classrooms are sprayed. It is even safe to spray when children are in the immediate area. The prod(PY_ 3HIVYH[VYPLZ 7OVUL ŕ Ž ^^^ HPY_SHIZ JVT (PY_ PZ H KP]PZPVU VM ;OL )\SSLU *VTWHUPLZ uct is safe enough you can spray the skin and it dis ZLL ^LIZP[L HUK SHILS MVY M\SS LMMPJHJ` KH[H infects just like sanitizer. We offer two product lines -VY TVYL PUMVYTH[PVU ]PZP[ HPY_SHIZ JVT ZWYH`UNV of these foggers.â€? There is, however, one aspect of making deliver-

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ies during the pandemic that has put a crimp in the high level of customer service Murphy Sanitary Supply is accustomed to providing. “One downside is people don’t want non-employees in their facilities,” she said. “We spoil our customers. If a customer wants the delivery driver to take an order to the opposite end of the plant, we do it. We never just set a pallette on a dock and leave, but that is what we have had to start doing. It is just so adverse to the way we normally conduct business. One of the secrets to our success is providing a lot of extras.” Murphy is hopeful that more U.S. manufacturers can supply the products that are, and will be, essential in battling the coronavirus, rather than relying on China. “The manufacturer that makes our gloves, face masks, and personal protective equipment (PPE), had two ships full of containers that pulled out of port just as

10 — Maintenance Sales News — May/June 2020

the coronavirus hit, and China pulled them back,” she said. Murphy thinks life in a post COVID-19 world will be different in some ways. “At least in our lifetime, people will use more hand soap, sanitizers and face masks — all items that we sell,” she said.

B

WHAT WORKS — WHAT DOESN’T

efore she opened Murphy Sanitary Supply, Murphy worked 20 years for a company involved in the oil industry, the last five of which as administrative secretary to the CEO. “Those five years were comparable to gaining 25 years of business acumen,” Murphy said. “I learned so much. It was incredible.” When the company decided to transfer her to Los Angeles, CA, she opted to stay in Tulsa and pursue a different career path, working in sales at her parents’ business. “I had enough of secretarial work. I needed to do something more challenging, so I went into sales and loved it,” Murphy said. When Murphy started her own distributorship, she used prior experiences in the workplace to establish principles that she felt would give her company the best path to success. “I observed what worked at the companies where I was previously employed that helped make them successful. I also saw what didn’t work,” Murphy said. “I saw what made a great employee and a great salesperson, and used that knowledge when I started my own business. I attribute a lot of Murphy Sanitary Supply’s success to imitating what I liked, and rejecting what I didn’t like.” In this modern era of many customers preferring to bypass regular personal interactions with salespeople and conduct business by text, phone, email, or online, Murphy is somewhat of a throwback. “I’m still all about seeing people face-to-face,” Murphy said. “Our business is OK with customers buying online or calling, but we are thinking longterm by nurturing personal relationships. We have customers who have been with us since the day we opened.” Part of Murphy’s strategy in building lasting relationships often requires patience to let things develop over time. “When I make that first personal contact with a customer, I ask him/her if I can see them on a regular basis,” Murphy said. “Many times, customers have never had anyone who regularly called on them. Over the years, I’ve learned if you

are available and the customer is having a problem, he/she will tell you. If you are not available, the customer will go somewhere else. “The secret is getting to know people by listening, listening, listening, and then trying to come up with ways to make what they do easier. It’s important to help them solve problems, help them get staffing together and help them put a task force together. Those are things that are not considered a sale. They are added value, with a capital ‘A.’ “From my secretarial background, I view it as my job to make somebody’s life as easy as possible. So, when customers see me come in the door, they know I’m there to help.” General Manager Sometimes, after the initial meeting, a Billy Drake customer will say he/she is not interested, at that time, in making changes or moving to another supplier. After a professional follow-up from those initial meetings, Murphy is patient and lets the business come to her. “Six months later I might get a call from a person who wasn’t interested initially — ‘Hey Jeannie, remember when you showed me such and such?’” Murphy said. “Now, the door is open to begin building a lasting relationship. “Anything we can do to make customers’ jobs easier, we do. We encourage our employees to have a ‘servant’s approach’ to every interaction, whether it is helping someone in our showroom to find the right product, or our drivers going up a long flight of stairs and shelving product. “The most difficult challenge we have is finding and keeping good sales repre-

sentatives. Our solution is to foster a culture that realizes that nothing happens until something gets sold. Our administrative staff performs as many administrative tasks as possible to allow sales to concentrate solely on being in front of customers,” Murphy said. “All the salespeople have to do is call on customers. Our support team will do the rest. The really good salespeople don’t want to write reports, create orders, follow up with needed information, etc. If our office can relieve them of any of those tasks, it makes for a more efficient operation and a better experience for the customer, as well as the sales rep.” Murphy’s foundational customer service and sales philosophy is to “persevere Chief Financial Officer and see people regularly.” She said one of Glenda Bigbie the biggest mistakes new sales reps make is not following up on their initial interaction with a potential customer. “The first visit can be the worst time for a new salesperson. He/she is often scared to death,” Murphy said. “There is nothing magical about the interaction between a customer and a new sales rep. The salesperson is a regular person, and the customer is a regular person. “I tell new sales reps that most customers are very busy. Cut it short. Don’t talk too much. Don’t talk about yourself. Just say something like, ‘I’m here to help. I looked at your website. You guys have an incredible company, and I found some things that I think might be of value to you. If our products and services are of interest, please let me know. I would be very happy to work with you.’” One of the main reasons why good salespeople are hard to find is that selling is

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money, Murphy said. “I tell new sales reps, ‘This is what you need to do. I’m going to give you some accounts. They are already established. All you have to do is go see them,’” Murphy said. Murphy reiterated she has structured Murphy Sanitary Supply not around sales as much as offering support to sales reps. “What we are really doing is just telling sales people to go see people, find out what they need, follow up, and then go call on someone else,” Murphy said. “Again, salespeople need to realize there is nothing magical about selling. They don’t have to pull a rabbit out of their hats. “On a typical sales call, I might say, ‘I’m Jeannie Murphy. My company is right down the street. If we can ever help you with cleaning and maintenance supplies, let us know. We have some really incredible products. If you ever have five or 10 minutes, I’ll come back and we can chat about them. I know what you do, and there are some things that come to mind that might really help you.’ Then I say, ‘Have a good day,’ and walk out. What is key, is communicating that introduction to the right person at the facility.” While a salesperson may not make a sale initially, that one visit often plants a seed that results in future business, Murphy said. “Guess what? A year and a half later that customer might call and say, ‘I have this brochure you left and we are interested,’” Murphy said. “It is amazing what just one visit will accomplish. If a sales rep conducts his/her business in a professional Q-Star manner, people don’t forget. Microfiber Roll “Therefore, salespeople must 99.9% Removal of Bacteria look sharp. They should dress A Selection of every day like they are going to Bottles and meet the president of the comAll Purpose Microfiber Cloth Trigger Sprayers Can be used wet or dry pany, even though they are calling on facility support individuals such as custodians and housekeepers. You never know if the person walking down the hall toward you is the person in charge. He/she might notice you and ask the housekeeper, ‘Who was that Silvercloth - Ideal for the Hospital & Healthcare COLOUR person?’” CODE SYSTEM CONDUCTING BUSINESS WITH MILLENNIALS

different from many other career paths. There is no one set of rules, or job description, to go by, Murphy said. “It is not like somebody sets you down and says this is your job description. You take this peg and put it in this hole and you drive this screw here — you do this, you do that,” Murphy said. “In essence, you give a sales rep some product literature and say, ‘This is what we offer. Go out there and see if you can find somebody who will buy something from you.’” At many companies, 20 percent of the sales force makes 80 percent of the

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illennials now dominate the workforce and are often the most resistant to in-person contact with salespeople. Sticking to her guns in the effort to establish face-to-face relationships, Murphy seems to have cracked the code on how to win over that generation. “Most of my interactions with millennials occur in a larger company setting where they have been brought into the fold, have been

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promoted and have become part of the team,” Murphy said. “They are acclimated to how business works, because they are not by themselves. They are part of a group effort.” On the other hand, at some companies, millennial managers and buyers work more independently than their co-workers. As they often grew up sitting in front of computers and interacting with friends electronically, millennials in those positions tend to avoid face-to-face visits with salespeople, Murphy said. “They don’t want to see a sales rep face-to-face. Their attitude is, ‘I don’t need

to see you. I’ll let you know when I need something,’” Murphy said. “The minute they say that means they are going to shop around. It requires patience and innovative ways to help them better understand that relationships can be mutually beneficial. “I see many young people regularly, but it was a process to get there. Patience is golden when developing relationships with millennials.” Part of Murphy’s strategy is, after the first in-person meeting, to back off seeking too many face-to-face visits in lieu of communicating electronically. “With millennials, the first meeting is the wrong time to ask permission to visit on a regular basis,” Murphy said. “However, I reach out to them as often as I would any other customer, by phone, email, text, etc. “What often happens is, sooner or later, a millennial buyer will show some interest in one of our products. Then, I say, ‘I have some information on that item, let me just drop it by.’ “I don’t ask, ‘When can we meet? — How about 3 p.m. Thursday?’ That is suicide. Millennials don’t like to be hemmed in. They don’t want a set time, because that means they can’t go anywhere. NOW TWO GREAT DEODORIZING Rather, I say, ‘I will drop the information with security, but if you TECHNOLOGIES IN ONE UNIT! have a second, I will be glad to show it to you.’ “You have to thread the needle, being very careful to gain their trust. It is a different culture and you just have to try to figure out what makes them tick and what is important to them. “The younger generation is sharp and not to be underestimated. They will demand good information, and if they can’t get it from you, they will find it somewhere else.” PLENTY OF BUSINESS OPPORTUNITIES

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With the continual advancement of internet shopping, many large online retailers are now selling janitorial and cleaning supplies. While some longtime cleaning industry professionals may view that as a gross encroachment into the jan/san marketplace, Murphy considers it a “blessing in disguise.” “People who tend to buy online, or from big box stores, typically don’t need very much, and that channel is a perfect fit for them,” Murphy said. “I have read our industry’s articles where you can tell that the person being interviewed is scared to death of big box stores and what they think the internet is doing to his/her business.” The “blessing in disguise” for Murphy is when customers find out dealing with online retailers deprives them of the added value

a traditional distributor can customers to let me know. I offer. will make a house call to their “Customers come back to facility to resolve any issues.” jan/san distributors because Training session attendees our business is not a one-time also receive certificates, transaction,” Murphy said. which are highly valued. “It’s not like buying a car and “I’ve had janitors, custodithen not needing a new one ans and housekeepers wallfor another 100,000 miles. paper their offices with Our customers need products certificates,” Murphy said. every day. “It is really a big deal for “We have had customers them to receive something to who went a different direction validate they have completed and came back to tell us they the training, and are certiwished they had never left, fied in a particular skill set. because of all the ways we “We also offer online trainhelped them beyond the sale. ing, where people can go, at “Not everybody can show no charge, log on, watch a customers how to lay floor training video and then take a finish. Not everybody knows test. The results get emailed to what to do if a customer is the employee’s supervisor.” having problems stripping a Murphy Sanitary Supply floor. Not everybody knows will also conduct the same Administrative Clerk Karen Baker (left) and Chief Financial Officer what to do if a customer tried floor training it offers in-house Glenda Bigbie work in the company’s conference room. a new carpet spotter and it didat a customer’s facility. n’t work. That is where we have a huge edge. We have our own niche, and there Meanwhile, the distributorship’s equipment service and repair operation is anis plenty of business.” other value-added service that customers typically do not have access to when Murphy said there are many ways Murphy Sanitary Supply adds value beyond buying online. a sale. One way is to maintain inventory for larger customers. Sometimes a call The distributorship has an in-house, air-conditioned shop, lift table and the for an emergency order can be the catalyst that opens the door for Murphy Sanitary necessary tools and equipment to offer first-class service. The goal is to evaluSupply, allowing a company representative to discuss the advantages of inventory ate, repair and return equipment to the customer as soon as possible. In addition, management with a customer. the company’s service van is equipped for on-site service and repair at the cus“After helping a customer with an emergency order, I remind him/her about it tomer’s facility. the next time I visit,” Murphy said. “I will say something like, ‘You had an emer“We service a lot of equipment. There are anywhere from 15 to 25 pieces of gency and you called us Sunday morning at 9 o’clock. Those unexpected emer- equipment in our shop at all times,” Murphy said. “Our repair technicians attend gencies occur, and we will always be there for you. I know something we can do regular and mandatory training at a manufacturer’s facility. The training keeps our for you so you’ll never have to worry about that again. From your purchase history, technicians on the cutting edge of new features and technologies.” I know exactly what you use every month. We can look at establishing minimum The company also services brands of equipment it does not sell. A common sceamounts and you can approve them. I will make sure to maintain those minimums, nario is the company will service a piece of equipment until it becomes so old that and I won’t betray your trust by loading you up with too much product.’” fixing it is no longer feasible. At that point, it is not unusual for the customer to Another important value-added service is training. Murphy said the company purchase a new piece of equipment from Murphy Sanitary Supply, Murphy said. offers an extensive training “menu” for customers, which includes equipment use Providing products that are focused on health and safety is another value-added and care, comprehensive hard floor training, carpet care, and environmental clean- service available from the distributorship. ing. Training can be conducted at Murphy Sanitary Supply’s facility or at the cus“For example, our main chemical supplier put ‘safety’ as its No. 1 priority before tomer’s location. The distributor has also hosted workshops for larger groups at a the ‘green revolution’ became popular,” Murphy said. “It was the first company to outlaw butyl in its chemistries. Many of the manufacturer’s chemistries were local university. “Training is so important. We have a 200-square-foot tile floor in our warehouse. ‘green’ before green became big, and it was quickly awarded green certifications. I don’t know how many times it has been stripped and refinished during training So, rather than selling ‘green,’ we talk about selling ‘safe’ products. “In Tulsa, most of our customers, who are seeking to go green, usually have a sessions,” Murphy said. For a typical training session, Murphy Sanitary Supply will invite a group of 8- national reach. They are being directed by their corporate offices to make every one of their facilities as environmentally friendly as possible.” 10 customers. “We bring in customers who don’t compete with each other, so they will feel DELIVERY DRIVERS VITAL TO SUCCESS free to talk,” Murphy said. “They come in the morning and we serve coffee and donuts. Then we talk about what we are going to do during the training session. hile Murphy Sanitary Supply services the entire state of Oklahoma with On a white board, we list everybody’s expectations, which is absolutely vital to its equipment line, its primary jan/san distribution area is within a 13having a successful training experience.” county area in and around Tulsa. Listing customer expectations and goals on the white board helps them to remain “One advantage of our primary service area is our sales people and delivery focused so, at the end of the day, they will have gained the full value of the training. “For example, during a training session on stripping a floor, we list everybody’s drivers can be home every night,” Murphy said. “Drivers are easily identifiable to expectations. Then we demonstrate every single step of stripping a floor. After customers as the company’s logo is displayed on their clothing, as well as our dethat, we put finish on the floor and then break for lunch, which we provide. After livery vans and trucks.” Murphy Sanitary Supply has two box trucks and a couple of vans for making lunch, they go home.” deliveries. One van is dedicated for service, and the other is for making emergency Murphy Sanitary Supply does not charge customers for the training. “I tell managers when they send people to our training sessions, ‘Your employees deliveries. “We provide next-day deliveries in the immediate Tulsa area. We have a set will receive a thorough education on whatever topic the session covers,’” Murphy said. “They will not be able to say to their managers, ‘I don’t know how to use schedule for making deliveries to outlying customers. I think one of the secrets of that machine. I don’t know how to lay finish or strip a floor. We didn’t learn about our success is employing our own drivers,” Murphy said. “Drivers are encouraged to ask customers, ‘Where would you like your order placed?’ Delivery people are that.’ Our customers’ employees will be fully trained. “If there are additional questions, or something doesn’t work out, I always urge our ‘ambassadors,’ and their performance and professional approach are vital to

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May/June 2020 — Maintenance Sales News — 17

our success. The numerous compliments we receive give us confidence we are on the right track.” One of first things Murphy tells new drivers is how important they are to the company. “I tell them our positions are interlinked. I go see my customers, and they (the drivers) take care of them,” Murphy said. “Therefore, it is very important that they always look nice. I tell new drivers, ‘Do you see how sharp your shirt is right now? That is how it needs to look every day. And if you need help with a laundry tip or two to make that happen, I will help you.’ I have gone so far as to show sales individuals how to iron.” Murphy coaches drivers to keep the time they spend at a customer’s facility “short and sweet.” “I tell them to be pleasant, but to not (Above Left) Murphy Sanitary Supply operates a thriving equipment repair service. Posing in the repair shop is Technician Clayton Decker. stand around chatting. If someone on (Above Right) Working at the far end of an aisle in the company’s 15,000-square-foot warehouse is Steve Davis. the receiving dock wants to talk, I guarantee it is making his/her boss, who could be listening nearby, irritated,” Murphy from competitors because their drivers were disrespectful, or just dropped off prodsaid. “We don’t want to get a call from a customer complaining that our driver ucts, signed the ticket and left without going over the order with the customer. It talks too much, even though it is sometimes the customer’s employee who is is hard to get new business, but it is really hard to get it back once you have lost that business.” doing the talking.” Murphy Sanitary Supply also does a great deal of business in its showroom. The Drivers are encouraged to be aware of what is going on while they are at a customer’s facility. At the same time, drivers are told not to engage with a customer company had a professional designer work on developing a unique shopping area if there is an issue. They are urged instead to readily take a customer’s request to for customers. “I told our showroom designer that we have a lot of customers come in who do return an item and/or offer to let the office know that something needs attention. “For example, I will tell a driver, ‘If you hear a customer make a complaint about custodial work. It is unappreciated work, and very rarely do people tell them they us, tell that customer you are sorry to hear that, and come back and tell me. If I are doing a good job. I want to do something to make them feel like they are in an don’t know about something, I can’t fix it,’” Murphy said. “I have gained business industry that is pretty cool,” Murphy said. “As a result, we have a really colorful showroom with everything displayed. Furthermore, the floor is absolutely beautiful. It makes people feel good while they shop. People say, ‘Wow, I want my floor to look like that.’”

“I told our showroom designer that we have a lot of customers come in who do custodial work. It is unappreciated work, and very rarely do people tell them they are doing a good job. I want to do something to make them feel like they are in an industry that is pretty cool.”

Murphy Sanitary Supply is also proud of its 15,000-square-foot warehouse. “Our warehouse is kept so neat and clean you can eat off the floor,” Murphy said. “I think that is another big advantage we have. People like to walk into a clean facility.” Looking ahead as the coronavirus crisis continues, Murphy said the basic priorities for the company will not change. “The priority is still to make more money while increasing margins,” Murphy said. “I want to stay in business and build value so, if the day comes that I want to do something different, I have something of great value to sell. In the meantime, we will continue to do all the right things by staying focused and diligent. “We are in a vibrant industry, where the customer base will grow when the service is world class. People will always need cleaning supplies, towels, tissues and floor cleaning equipment. Our job is to create an environment where customers would not dream of going anywhere else.”

18 — Maintenance Sales News — May/June 2020

Contact: Murphy Sanitary Supply, LLC, 13105 East 61st St. S, Broken Arrow, OK 74012. Phone: 918-461-2200. Email: jmurphy@murphysanitary.com. Website: www.murphysanitary.com.

By Rick Mullen, Maintenance Sales News Associate Editor

In a recent presentation to an audience of cleaning industry professionals titled, “Fearless: Become An Unstoppable Force,” Alonzo Adams, owner of Busy Bee Cleaning Co., of West Chester, PA, said fear can affect anyone, especially a business entrepreneur.

“We all have fears. We all have struggles. This presentation is about facing and overcoming fear, which can make us unstoppable,” Adams said. “If we don’t deal with it and move forward, fear will hold us back. “I am a fearless person. I’m strong. I’ve had a lot of things happen in my life that brought me to a point where I had to understand there are different fears. There are going to be things coming at me, especially in business, that I have never experienced before. “I want to share a story with you about a situation that challenged me.”

arrived, he spotted his wife’s car and his cousin’s car. In a rage, Tony got out of his car and headed for the room where he thought his wife and cousin were located. “Tony started pounding on the door like a madman,” Adams said. “He was crying. He was loud.”

“We all have fears. We all have struggles. This presentation is about facing and overcoming fear, which can make us unstoppable.”

THE STORY Tony, a hard worker, with a wife and two children, was employed at Adams’ cleaning company. One day, Tony’s uncle called and asked him if his cousin, who needed to save money, could live with him. Tony agreed. Tony wasn’t the type of person to miss work. So, one morning when he didn’t show up, Adams was worried. He called Tony’s number several times throughout the morning, only to get his voice mail. Shortly after noon, Tony called the office crying. “Why was Tony crying? He was crying because he was in jail. He had been locked up,” Adams said.

THE BETRAYAL After work the evening before, Tony received another phone call from his uncle who said Tony’s wife and cousin were together at a motel. The uncle told Tony the location of the motel where his wife and cousin had a room. Angry and distraught, Tony jumped into his car and drove as fast as he could to the hotel. When he

motion, and called the police. The police arrived and began asking questions. The investigation revealed that a restraining order had been placed on Tony, stemming from a domestic incident that happened two years prior. Tony said the charges had been dropped. Nonetheless, the police informed Tony the three-year restraining order had a year to go before it expired.

The police said, if Tony’s wife, Karen, was in the room, he was going to be arrested for violating the restraining order. She was in the room, and Tony was arrested and taken to jail. Adams sent his general manager to bail him out.

Alonzo Adams

THE RESTRAINING ORDER The hotel office manager heard and saw the com-

AN UNEXPECTED TURN “After Tony was released from jail, we were faced with something we weren’t expecting — his wife kept calling and calling the office,” Adams said. Tony’s job kept him out in the field, so he was not in the office during the workday. Nonetheless, for whatever reason, Karen kept calling. “I couldn’t take it anymore,” Adams said. “I told her, ‘You know Tony doesn’t work in the office. You’ve done enough damage. Leave him alone. You know what the arrangements are with the court.’” Tony told Adams there was nothing he could do, as he had to follow the restraining order.

May/June 2020 — Maintenance Sales News — 19

Despite Adam’s plea to Karen, the phone calls kept coming. KAREN’S REVENGE One day, as the phone calls continued, Tony told Adams he might be facing more jail time. “What is the problem?� Adams asked. “It’s over. All you have to do is pay the fine. You’re probably going to get probation. It’s going to be great.� It seems Karen had gone to her lawyer and falsely accused Tony of calling and harassing her. Another day in court loomed. “Karen was so angry that Tony would not take her calls, she became vindictive, and went to her lawyer and got Tony in more trouble,� Adams said. Meanwhile, Adams had a business to run. If the situation with Tony wasn’t distracting enough, other challenges in Adams’ personal and work life had cropped up and needed to be handled. For one, Adams and his girlfriend, with whom he had started the business, had split, leaving him as the sole owner and operator of the company. “We were in a transition phase, while I was trying

“We have to keep moving despite the uncertainties and fears we are facing. One of my favorite words is ‘action.’ You have to take action. Don’t become paralyzed. Don’t freeze. Keep moving forward.�

to figure out how to run the business on my own,� Adams said. Furthermore, his office manager had health issues and was unable to work, and the general manager who bailed Tony out of jail was called to jury duty. “At this point, my office staff was depleted,� Adams said. WHO’S CALLING WHO? Meanwhile, Adams came up with a plan to hopefully resolve the Tony situation once and for all — he would tape Karen making a call to the office. “We were going to show who’s calling who,� Adams said. “Once we recorded Karen calling the office, we took the tape to Tony’s lawyer. He was ecstatic.�

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The lawyer said the tape was going to keep Tony from doing time in jail. Armed with the tape, they went to court. With Karen on the stand, Tony’s lawyer asked her if she, at any time, had tried to contact Tony. She said “no.� The lawyer asked her a second time. Again, she said “no.� The lawyer asked the judge if the tape could be heard. The district attorney (DA), representing Karen, objected. The judge overruled the objection, and Tony’s lawyer played the tape. On the recording, Karen was heard asking for Tony. “At that point, the judge said, ‘I have no time for this foolishness. This case is dismissed,’� Adams said. “Tony did not have to go to jail. We were feeling great. We were feeling awesome. We had beat this case.� After the case was dismissed, the DA walked over to Adams and said, “This is not over.� “I thought, ‘Whatever.’ We were feeling good. We were re-energized. Tony was back,� Adams said.

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CALL ME SAL A week later, detectives from the DA’s office came to Adams’ business. The lead detective’s name was Salvatore. “Salvatore introduced himself and said, ‘Call me Sal,’� Adams said. Sal was seeking the tape that was played in court. He told Adams he wanted to listen to it to see if it had been disclosed to Karen that she was being taped. Adams told Sal he needed some time to look for the tape. After a few days, Sal returned for the tape. Adams said he could not find it. Then, one morning, as Adams was getting his cleaning teams out the door, he received a phone call. It was Sal. Sal said, “Alonzo (Adams), we can do this one of two ways. I can come and arrest you in front of your people, or you can be at the DA’s office by nine o’clock. Take your choice, but you better be here by nine o’clock.� “Arrest me? My stomach dropped,� Adams said. “I started thinking about my people who didn’t know their boss was about to be arrested. At the end of the day, they were going to come back to the office and the boss might not be there.� The DA’s office was only a fiveminute drive from Adams’ business,

but it seemed like it took forever to get there. Upon his arrival, he was arrested. He was read his rights, fingerprinted and mug shots were taken. At that point, Adams was realizing the seriousness of the situation. He was released and told to be prepared for trial in the next two to three weeks. “I wasn’t afraid when they came looking for the tape, but when I was arrested, the fear kicked in,� Adams said. He went back to his business and called the DA. The person in charge of the DA’s office took the phone from the secretary who answered. “I said, ‘I’m Alonzo Adams.’ The DA chief said, ‘How are you doing, Alonzo? I know who you are.’ I said, ‘I really didn’t think you would go so far with this.’� The DA told Adams he had committed a serious crime — wiretapping. He said the problem was Adams had brought a recorded conversation to the previous court appearance. Karen had not been informed she was being taped. The DA told Adams he was facing up to six years in prison, in addition to a fine of up to $15,000. “What caused all this?� Adams asked. The head of the DA’s office said Adams’ arrest was to teach him a lesson to never cross the DA again — and he hung up the phone.

lawyer said, “We are preparing for trial.� Then, the lawyer dropped a bombshell. The DA would not accept anything short of Adams doing time. The lawyer floated the possibility of accepting a plea and getting the sentence reduced to a couple of years. “I have a business. I’m a single parent with a son. I do not have my business set up for me to go to prison. That is not possible. I just built a home, and you are telling me I could possibly face two years in prison,� Adams said. “Right now, I’m the only person running my business. I’m trying to sell to customers. I’m trying to go to work every day with a smile on

A POINT OF LAW Pennsylvania’s wiretapping law is a “two-party consent� law. That means it is a crime to intercept or record a telephone call or conversation unless all parties to the conversation consent, according to the Pennsylvania Recording Law/Digital Media Law Project. Other states have “oneparty� laws, which require the consent of one of the people on the phone call.

PREPARING FOR TRIAL Following the conversation with the DA’s office, Adams contacted his lawyer, who had once been the district judge for the county. The lawyer told Adams he couldn’t believe the DA was pressing the issue. The former judge said he had many connections and he would make some calls and get back to Adams in a few days. Two days later, the lawyer contacted Adams and said, “Come to my office. We need to talk.� When Adams arrived, his

my face, despite the pain I am experiencing.� Looking back, Adams said, “I was weak, because I was dealing with something that was uncertain. I didn’t know where my fear was going. It shook me so badly that I was not sleeping and not eating well.� Before the trial, on Fathers Day, Adams’ son gave him a card and said, “Dad, Happy Fathers Day.� “My son didn’t know his dad was possibly going to prison,� Adams said. “You talk about being choked up. You talk about your eyes filling up with tears. I opened the card and there was the Superman emblem. My son said, ‘Daddy, you are my hero.’ At Continued on Page 38

May/June 2020 — Maintenance Sales News — 21

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Deep-Cycle Battery Recycling Helps The Maintenance Industry’s Environmental Efforts From U.S. Battery:

One of the many ways the Maintenance Industry has become more environmentally conscious is by incorporating more battery-operated floor cleaning machines into their equipment inventories.

These machines offer several benefits, including a more compact and efficient design, as well as a lower cost of operation. Perhaps the most significant environmental advantage of using machines equipped with lead-acid deep-cycle batteries, though, is the fact that this type of battery is the most recycled consumer good in the U.S. According to the U.S. Environmental Protection Agency, the battery industry's recycling efforts have become the benchmark. The battery industry’s trade association of manufacturers, Battery Council International (BCI), states that all of the components of a flooded lead-acid battery can be recycled into new batteries. This creates a closed-loop system, which results in batteries that are nearly 100 percent recycled and prevents 130 million used lead batteries from reaching landfills every year. THE BATTERY RECYCLING PROCESS

The loop begins when used battery cores are sent to recycling facilities. The used batteries are broken apart in a hammer mill, where the polypropylene pieces (outer casing) are scooped away. The liquids are drawn off, leaving the lead and other heavy metals which go through a separate process. After the polypropylene pieces are washed and dried, they are melted together and put through an extruder to emerge as small pellets that can be later used to create new battery cases or other plastic products. The interior components of the battery, consisting of lead oxide and lead grids, are cleaned then melted in a smelting furnace to form lead ingots. During the process, the dross (impurities) are removed, and the ingots are left to cool. Large ingots, known as “hogs,” can weigh as much as 2,000 lbs. while smaller ones weigh 65 lbs. Battery manufacturers will use the ingots to make new lead plates, terminals, oxide, and other components of new batteries. The sulfuric acid in the battery’s electrolyte is also recycled in numerous ways. Battery recycling plants often use an industrial compound similar to baking soda to neutralize the acid and turn it into water, which is treated, cleaned, and tested to ensure it meets current EPA clean water standards and recirculated. The acid can also be recycled through a process where it is converted into sodium sulfate, which is commonly used in laundry detergent, glass, and textiles. As other battery technologies have been developed, one of the most important aspects of maintaining the high recycling rate of deep-cycle flooded lead-acid batteries is to properly identify the differences between them and lithium-ion batteries. When lithium-ion batteries are improperly included in the lead-acid battery recycling process, fire and explosions can occur. Not only does this disrupt the recycling process, but it can also cause injury to workers. Various efforts by the battery industry to decrease and eliminate lithium batteries from the lead battery recycling process includes training to properly identify leadacid and lithium batteries. For any company utilizing batteries, it is essential to properly identify and recycle batteries to maintain this delicate but powerful sustainable energy resource, which also reduces the negative impact on the environment.

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How Green Is Your Laundry? From Spartan Chemical Company:

By Nathan S. Gaubert, Manager of Research & New Product Development, Spartan Chemical Company, Inc.

Over the past several years, the idea of “Green Cleaning” has become an important concept in our marketplace. “Green Cleaning” refers to the use of cleaning products and services that reduce the overall health and environmental impact compared to similar products and services used for the same purpose.

A green approach to cleaning has not only changed the specific products we use, but it has changed the very way we clean. The Green Movement has even changed the way we design, build and maintain our office buildings and homes. Nearly all facets of our industry have been touched by the Green Cleaning Movement. Even though it has experienced exponential growth and success while touching many areas and markets, there are still a few areas that have been overlooked. Take a look at the products in your laundry room. The labels on many of these chemicals often have hazardous and potentially toxic chemicals listed as active ingredients. In our current market environment, does it make sense to clean everything under the roof with green chemicals and techniques except in the laundry room? The answer to that question is an unequivocal NO! We can look to environmentally-preferred laundry standards, but there is not agreement between these standards as to what exactly green means in laundry. For now, we can rely on our experience with other green cleaning products to decide for ourselves how to make our laundries green. To identify laundry chemicals that fit into the idea of a green, or environmentally preferable program, you only need to apply the criteria currently established for other green cleaning applications. By applying many of the universal green criteria — such as low to no VOCs, no phosphates, no toxic or persistent components and byproducts, readily biodegradable, no ozone depleting chemicals, etc., — you will begin to see which laundry products fit in as green, and which ones do not. The following sections outline specific laundry products, their uses in laundry, and chemicals to avoid in these products, as well as a few suggested environmentally-friendly alternatives to help guide you in selecting the proper chemicals for your laundry room. BUILDERS A builder is used in laundry to change the quality and properties of water, specifically water hardness and pH. By controlling the water quality, a builder allows surfactants to work more efficiently, thus ensuring optimal detergent performance. Builders can be stand-alone products, often referred to as a break or builder-type product, or they can be added to laundry detergent formulations, which are referred to as built detergents. Builders that are environmentally preferable will biodegrade to less toxic and persistent chemicals that pose no human health risks. Phosphates, chemicals containing PO4-, are used as builders in many different cleaning formulations, especially laundry, to both soften water and buffer pH. Seasoned green cleaning professionals should already know that products containing phosphates are not green or environmentally friendly due to their role in the eutrofication of waterways. Eutrofication of a waterway occurs when too much phosphate is present in the water, causing algae and weeds to first grow rapidly and then to die quickly. This sudden abundance of decomposing organic matter depletes the levels of dissolved oxygen in the water, which in turn will cause fish and other aquatic life to suffocate.1 28 — Maintenance Sales News — May/June 2020

Two very effective chelants, or water softeners, that are commonly found in laundry builder formulations, Diaminoethanetetraacetic acid (EDTA) and Nitrilotriacetate (NTA), should also be avoided. In nature, EDTA biodegrades slowly, so there is trepidation about EDTA accumulating in nature. There are also concerns about EDTA and the role it could play in the remobilization of heavy metals back into the water supply.2 On the other hand, NTA is readily biodegradable but poses other dangers. NTA is listed on several chemical inventories as being a known cause of cancer, and could possibly pose severe human health risks.3 To select builders that have a positive environmental profile, look for products that contain sodium citrate, ethylenediaminedisuccinic acid (EDDS) or tetrasodium iminodisuccinate. These chemicals are all readily biodegradable and pose fewer health and environmental concerns compared to phosphates, EDTA or NTA. SURFACTANTS AND DETERGENTS Surface active agents, or surfactants, are the active cleaning agents in most laundry detergent formulations. Surfactants work by changing the chemical and physical relationship between water and the fabric that is to be cleaned. Surfactants work to loosen, emulsify and suspend soil as well as to enhance the wetting ability of water. Environmentally-preferable surfactants will readily biodegrade to less toxic and less persistent or bioaccumulative chemicals. Alkylphenol ethoxylates are common nonionic surfactants frequently used in laundry detergent formulations. Due to their persistent, bioaccumulative and toxic nature, alkylphenol ethoxylatebased laundry detergents should be avoided when selecting an environmentally friendly laundry detergent. Research has shown that while the ethoxylate part of the alkylphenol ethoxylate biodegrades, or in other words, breaks down quickly, the parent alkylphenol biodegrades more slowly.4 In separate studies, alkylphenol has been shown to be an endocrine disruptor in both laboratory animals and fish.5,6 Instead of using a laundry detergent containing alkylphenol ethoxylates, look for laundry detergents that contains linear alcohol ethoxylates (LAEs). In contrast to alkylphenol ethoxylates, LAEs will biodegrade quickly into compounds, linear alcohols and carboxylic acids that typically have much lower environmental concerns.7 LAE-based detergents are also readily cold water dispersible. The growing trend of relying on cold water during the wash cycle, to maximize energy efficiency, makes LAE-based detergents much more preferable. To further enhance a laundry detergent’s biodegradability and overall environmental profile, also look for products containing either linear alcohol ester ethoxylates or alkyl polyglucosides (APGs). The ester linkages in linear alcohol ester ethoxylates allow for even faster biodegradation rates, compared to regular linear alcohol ethoxylates. APGs are biobased, naturally derived from corn and coconut oil, surfactants that are readily biodegradable and used in many green cleaning products currently on the market. BLEACHES Bleaches enhance laundry detergent performance by breaking down the molecular bonds of many tough stains, allowing for more rapid and aggressive stain removal. Laundry bleaching chemicals are safer for laundry room workers and the environment when they do not produce toxic or persistent byproducts. The most commonly used bleach, chlorine bleach, poses the potential to form hazardous chlorinated gases and organic byproducts.8 A more environmentally safe

Aluf Plastics, Now Greener Than Ever API Industries Inc. (DBA Aluf Plastics) Has Announced Its Go Green Initiative

“Aluf Plastics is committed to manufacturing environmentally friendly and ecologically responsible products, to help protect the environment and sustain our natural resources for current and future generations. “As a trailblazing leader in the can liner and bag industry, Aluf provides customers with a wide range of green-friendly products. “We proudly boast a number of earth-friendly lines and solutions that will minimize your carbon footprint and maximize your environmental initiatives. bleaching chemical would be an oxygen bleach containing hydrogen peroxide, which degrades into two very environmentally-friendly compounds: water (H20) and oxygen (O2). FABRIC SOFTENERS When used properly, fabric softeners will reduce fabric rigidity, control static and work to leave the fabric feeling soft and fluffy. The active ingredient in fabric softeners are cationic, or positively charged surfactants. Cationic surfactants that have ester, amide or peroxide linkages tend to biodegrade much more quickly than many other cationics. Naturally derived cationic surfactants also show faster biodegradation rates relative to traditional ones. These increases in biodegradability allows for less bioaccumulation and a more positive environmental profile. LAUNDRY SOURS Laundry sours are used to neutralize residual levels of alkalinity, leaving the final fabric pH at a safe and comfortable level. Laundry sours are also used to remove iron and rust from the rinse water and fabric. Mineral acid-based sours, those containing hydrochloric (HCl), sulfuric (H2SO4) or phosphoric (H3PO4) acid, should be avoided due to their potential to form hazardous gases and byproducts that can be harmful to both workers and the environment. Laundry sours that utilize organic acids, such as citric (C6H8O7) and lactic (C3H6O3) acids, are environmentally preferable because they are not as harsh and tend to not form hazardous byproducts. Citric and lactic acids also have the added benefit of being naturally derived. HOW GREEN IS YOUR LAUNDRY? Take a minute to consider what kind of impact the chemicals you use in your laundry room can have on the health of the environment and your workforce. These things should be of vital importance to all of us in the cleaning industry. Selecting the proper laundry chemicals is not a difficult task, especially when you consider that environmental and worker health are at stake. We are all taking steps to go green. Why does it have to stop at the laundry room door? The next time you buy that laundry detergent or bleach you have purchased for so long, look at the label closely and see what you are actually buying. Take a long look and ask yourself, “How Green is My Laundry?” Visit www.spartanchemical.com for more information. BIBLIOGRAPHY:

1. G.E. Hutchinson. “Eutrophication, Past and Present: Causes, Consequences, Correctives.” National Academy of Science (1969): 17-26. 2. J.C. Friedly, D.B. Kent, J.A. Davis. “Simulation of the Mobility of Metal-EDTA Complexes in Groundwater: The Influence of Contaminant Metals.” Environmental Science Technology 36 (2002): 355-363. 3. Nitrilotriacetic Acid and its Salts (IARC Summary & Evaluation, Volume 48, 1990). 4. M. Ahel, W. Giger, M. Koch. “Behavior of alkylphenol polyethoxylate surfactants in the aquatic environment.” Water Research 28 (1994): 1131-1152. 5. R.E. Chapin, J. Dulaney, Y. Wang, L. Lanning, B. Davis, B.

Collins, N. Mintz, G. Wolfe. “The effects of 4-nonylphenol in rats: A multigeneration reproduction study.” Toxicological Science 52 (1999): 80-91. 6. S. Gimeno, H. Komen, P.W.M. Venderbosch, T. Bowmer. “Disruption of sexual differentiation in genetic male carp (Cyprinus Carpio) exposed to an alkyphenol during different life stages.” Environmental Science Technology 31 (1997): 2884-2890. 7. J. Steber, P. Wierich. “The anaerobic degradation of detergent range fatty alcohol ethoxylates. Studies with 14C-labelled model surfactants.” Water Research 21 (1987): 661-667. 8. K.M. Vetrano. “Molecular Chlorine: Health and Environmental Effects.” Reviews of Environmental Contamination and Toxicology 170 (2001): 75 – 140.

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Post-consumer and PostIndustrial recycling collection program

“Aluf’s passion for continually upping the bar in eco-friendly attributes makes it the best partner for taking your green initiatives to the next level,” said Aluf. Aluf’s 4-R principles for making the earth cleaner include: Reduce—Hi-tech machinery minimizes material used in production; Reuse—Internal waste such as wastewater and cardboard is reused; Recycle—Over 60 percent of lineup consists of 90 percent recycled material content; and, Reclaim—Post-consumer and post-industrial recycling collection program. “Aluf’s proprietary tri-laminate process on our COEX line of bags uses less plastic than competitor’s bags reducing waste – yet providing superior strength and durability.” If you are looking to generate more LEED credits or seeking certification for an in-house recycling program, Aluf can help. Aluf’s unique COEX SuperTuff CXP line of can liners is! produced from 80 percent recycled material and 10 percent postconsumer content, to virgin film products that pass the green-friendly test by using considerably less material. ! “Aluf’s goal is to provide our customers with a robust green can liner and trash bag lineup that reduces stress on the environment, while uniting us as we proudly take a bigger step toward ! saving the planet.”

! For more information, call 800-394-BAGS or visit www.alufplastics.com.

May/June 2020 — Maintenance Sales News — 29

When it comes to sustainability and environmental responsibility, the von Drehle Corporation leads the way - and has been for over forty-five years.

S The von Drehle Corporation has received Green SealTM Certification for the majority of its towel and tissue products.

The von Drehle Corporation is an Approved Supplier on the EPA’s Comprehensive Procurement Guidelines Supplier database

The von Drehle Corporation is an Ally Member and Approved Vendor of the “Green” Hotels Association

The von Drehle Corporation is a proud Member of the U.S. Green Building Council

ince 1974, the von Drehle Corporation has been practicing environmentally sound production methods and has continued to ensure that the majority f] k_\`i gif[lZkj Xi\ dX[\ ]ifd ('' i\ZpZc\[ ÑY\i Xe[ d\\k fi \oZ\\[ <G8 ^l`[\c`e\j ]fi gfjk Zfejld\i Zfek\ek% ?Xm`e^ df[\ie# \]ÑZ`\ek ]XZ`c`k`\j and equipment allow von Drehle to produce high quality paper products consistently - and most importantly - responsibly.

von Drehle’s Paper Mills -

von Drehle’s Converting -

<XZ_ Xe[ \m\ip gXi\ek ifcc k_Xk `j gif[lZ\[ at von Drehle’s paper mills is made from ('' i\ZpZc\[ ÑY\i% @e ]XZk# k_\ JkXk\ f] Efik_ :Xifc`eX _Xj ZcXjj`Ñ\[ mfe ;i\_c\Èj Cordova facility as a “Recycling Center”. Not a single tree is harvested to supply von Drehle’s three paper machines. Kf Y\ XYc\ kf lj\ i\ZpZc\[ ÑY\i Xe[ gfjk consumer waste, a deinking and cleaning process is required to remove inks, clays, and other impurities that would discolor or Zfiilgk k_\ Ñe`j_\[ gif[lZk% DXep ]XZ`c`k`\j use harsh, hazardous chemicals in these processes – all of which create a multitude of environmental problems and concerns. von Drehle’s state-of-the-art deinking and cleaning facilities do not use any harsh Z_\d`ZXcj% I\ZpZc\[ ÑY\i `j [\`eb\[ Xe[ Zc\Xej\[ lj`e^ \oki\d\cp _fk nXk\i Xe[ pressure. Furthermore, von Drehle recycles the water over and over, resulting in using less than a third of the industry’s standard. DXep gXg\i d`ccj [ldg k_\ c\]kfm\i Yp$ gif[lZkj `e cXe[Ñccj% mfe ;i\_c\ _fn\m\i# has developed a program where they take k_`j ÑY\i Xj_ Xe[ jgi\X[ `k flk fe cXi^\ tracts of land, plow it into the soil, and grow cover crops. Not only does this improve the jf`c k\okli\ Xe[ `kj XY`c`kp kf _fc[ df`jkli\# `k \eXYc\j k_\d kf [`m\ik Xggifo`dXk\cp )#,'' [ldg kilZb cfX[j g\i p\Xi ]ifd k_\ cXe[Ñccj% Furthermore, as the sludge breaks down, it provides nutrients to the soil.

<e\i^p Xl[`kj _Xm\ Y\\e Zfe[lZk\[ Yp \e^`e\\i`e^ \og\ikj n_f i\m`\n\[ c`^_k`e^ systems – both inside and out. By upgrading c`^_k`e^ jpjk\dj kf dfi\ \e\i^p$\]ÑZ`\ek and/or motion-activated systems, von Drehle has reduced energy consumption by well over $100,000 per year. 8cc \e[ Zlkj fi ÅZffb`\jÆ Xi\ Zfcc\Zk\[ and recycled. Balers were installed to compact the recycled materials. von Drehle tracks the waste percentage monthly in each facility and are consistently below industry Xm\iX^\j% GXi\ek ifcc Zfi\j Xi\ Zfcc\Zk\[ Xe[ returned to the mill to be used again, and recycled pallets are reused or repaired.

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T: 800-438-3631 www.vondrehle.com

Kruger Products’ Cores And Bungs Are Recyclable

As humans continue to face the current challenges of COVID-19, one positive outcome that we have seen is the impact that our collective pause has had on the environment. With people isolating at home, the planet has had a chance to heal in remarkable ways, from less emissions and cleaner air, to clearer water. In an ongoing effort to take care of our planet and eliminate waste, especially as the world begins to reopen, it’s important to remember to do everything that we can (big and small) to continue to protect our environment. Kruger Products’ Away From Home Business wants to remind everyone that its tissue and towel cores and plastic bungs, found in its roll towel and jumbo bath tissue products, are 100 percent recyclable. Instead of tossing in the trash, those items can be recycled where facilities exist —because every little bit helps!

Visit www.krugerproducts.com/afh for more information.

From Americo Manufacturing:

Giving A New Meaning To ‘Green Cleaning’

Given the complexity and chemical composition of the components used in manufacturing floor pads, recycling has not been considered a feasible option. As a result, millions of floor pads are discarded into landfills each year, where it can take hundreds, or possibly, thousands of years to degrade into their basic organic and inorganic components. Americo has proven itself as a leader in “green” manufacturing and a true pioneer in jan/san markets worldwide. Its goal is to produce products that perform to the highest standards, while leaving the smallest possible impact on the environment. The fibers in the floor pads Americo manufactures are made using 100 percent recycled PET plastic. Americo saves an estimated 131 million, 16.9 oz. bottles from ending in landfills annually. Americo also only utilizes water-based resins in its binding process. No hazardous resins are used in the manufacturing process. Completing the cycle, Americo introduced an innovative floor pad technology called Full Cycle®. These floor pads are specially formulated to biodegrade in a fraction of the time once discarded into a landfill, compared to conventional pads. Americo’s Full Cycle Floor Pads were the first floor pads in the industry to receive Green Seal® Certification. Full Cycle® Products are certified by Green Seal® for Environmental Innovation, based on faster biodegradation in landfill conditions and 100 percent recycled content/natural fiber. (GreenSeal.org/GS20) With Americo floor pads, you don’t have to sacrifice quality or product performance to leave a green footprint. This innovative biotechnology does not modify Americo’s core pad formulation. These pads have the same high quality, product performance and consistency that customers have come to expect from Americo. What does this mean for the end-user and our environment? Consumers have access to high quality products with long-lasting performance — while reducing mankind’s impact on the environment. Americo is continually looking for ways to conserve and protect the environment. Americo Manufacturing Company, Inc. 6224 North Main St., Acworth, GA 30101. Phone: 800-849-6287. www.americomfg.com.

May/June 2020 — Maintenance Sales News — 31

D

Green Fly, Floor And Drain Treatment Solutions From Clearly Better Solutions™

etering fruit flies and drain flies is no longer a challenge with the Smart Drain™ Suite of Green Products. We treat the drain flies and fruit flies at the drain and in the air! Restaurant and commercial kitchens can be free of smelly, clogged drains, greasy floors and those pesky fruit/drain flies surrounding floor drains, soda fountains and beer taps thanks to the four natural and environmentally friendly products from Clearly Better Solutions™ — the Smart Beverage Tray™, Smart Drain™, Smart Trap™ and Smart Floor™.

Smart Beverage Tray™ — Sugary syrup and alcohol residue in beverage and bar sink drains is a breeding ground for fruit/drain flies and bacteria that clogs the drainage lines. The solution...simply place 1 or 2 Smart Beverage Tray™ Solution drain maintenance cartridge sleeves into the bottom of the fountain or bar trough sink. The Bug Block eliminates the fruit/drain flies and the Bio Block enzymes eliminates odors and clogs in the drain lines for 30 days. The product is available in 12 and 48 packs. “The combination of these two parts of each Smart Beverage Tray™ gets rid of clogs and organic material, while eliminating the flies and larvae. The product is designed to last up to four weeks in the beverage or beer tray and then simply replace with a new one,” Intercon Chemical Company President Jim Epstein said. “End-users simply put the Smart Beverage Tray™ under the beer tap or soda fountain grate and this will soon eradicate any issues.”

Smart Trap™ — Remember how effective fly strips were? Smart Trap™ has the same efficacy and safety and is ideal for use around food. This environmentally safe fruit fly trap is non- toxic, contains no insecticide and is very effective. Smart Traps are aesthetically pleasing and “hide in plain sight,” looking like a scent diffuser with customers even installing these traps in donut cases. The plastic holder is recyclable. Prime areas for fruit fly infestation is on or near liquor bottles where fruit No Flies Zone flies are attracted to sugars; around spilled food on the floor, behind cabinets, under tables, and on or under food prep areas. No kitchen is immune from fruit fly infestations year round as fruit fly eggs come

32 — Maintenance Sales News — May/June 2020

in on fresh produce. When Smart Trap™ is used in conjunction with Smart Beverage Tray™ and Smart Drain™ it can eliminate up to 98 percent of fruit flies and drain flies in commercial kitchens and bars. Smart Trap™ lasts 30 days and requires no batteries.

Smart Drain™ —Removing the floor drain cover in a commercial kitchen will almost always reveal a disgusting, unsanitary problem. It’s here that grease, oil, fats and organic debris can collect and rot. Because of this, it is also a favorite place for drain flies to lay their eggs. Eventually, these newly hatched flies will cause a nuisance around soda fountains and beer taps, too. This is an even worse problem during the warm seasons and for restaurants with outdoor kitchens and bars. The Smart Drain™ device works great in the kitchen and restrooms by eliminating drain clogs/odors and drain flies. Simply remove existing drain covers and install patented drain covers which house the dual action Bug Block and Bio Block drain cartridges. It takes seconds to install, lasts up to 60 days. With the Smart Key, end-users don’t have to touch the Smart Drain™ cartridge to remove it. Simply click onto the cartridge and lift it from the drain cover — then toss the cartridge and key into recycling or the trash.

Smart Floor™ — The fourth important component to Clearly Better’s focus on cleanliness of commercial kitchens is Smart Floor™ daily floor wash. The cleaner features powerful agents and grease-digesting microbes that work in partnership with the Smart Drain™ cartridges. This no rinse floor cleaner is an enzyme based floor cleaner that is very effective in cleaning greasy slippery floors. Just mop on and squeegee off. Saves a lot of water and labor since it is a no rinse floor cleaner. After 30 days of daily use end-users should see a great improvement in their floors. “As water is used during the Smart Drain™ and floor cleaning process and Smart Floor™ goes down the drain, it activates the natural compounds found in Smart Drain™,” Epstein said. “This process not only cleans the drain, but also gets rid of odors and the breeding ground for drain flies while eliminating existing larvae.” Smart Floor™ comes in single use packets as well as 1 gallon and 2.5 gallon packages…. One packet (or 2.5 ounces) is used per 3-4 gallon mop bucket of water.

Users simply mop the floor with the diluted Smart Floor™ solution, then squeegee the water down the drain and let it air dry … no rinsing, no picking up the dirty solution and no scrubbing. Smart Floor™ contains detergent combined with enzymes that digest grease and organic material found on the kitchen floor and grounded into grout. According to Epstein, major restaurant chains that have started using Smart Floor™ have been able to not only improve kitchen floor care, but reported savings of millions of gallons of water per year. One large chain tested Smart Floor™ for 9 months in 200 restaurants and now uses the product in over 2,000 facilities around the country. “There is no rinsing required with Smart Floor™, no flooding of the floor with water. End-users simply squeegee the mopped-on solution down the drain and let the floor air dry,” Epstein said. “Also, grout will return to pristine condition in a week to 10 days. “Smart Floor™ is a great companion to Smart Drain™, Smart Trap™ and Smart Tray™. The four products in the program complement one another when it comes to proper floor maintenance, odor, grease and fly control while saving customers labor, water and time. Grease traps also don’t have to be pumped as often.” There is also a safety factor involved, according to Epstein. Most slip and fall accidents in kitchens happen due to greasy floors. Smart Drain™ and Smart Floor™ work together to take away grease, leaving drains clogfree and floors cleaner and safer. Clearly Better Solutions™ is the latest branding venture of the innovative team at Intercon Chemical Company, of St. Louis, MO. Intercon, founded by Epstein in 1982, employs over 150 chemists, engineers, production workers, office and customer service team members at its 300,000-square-foot facility. Consumers not familiar with Intercon will be familiar with the Intercon-created chemical lines of leading cleaning product brand successes. This includes Method Home Care in retail and national and global customers in the industrial/institutional/ commercial market. “Our Clearly Better Brand of products and programs is designed to bring breakthrough technologies to market in cleaning, disinfection, sanitation, skin care, air treatment and odor control,” Epstein said. “Our mission is to deliver innovative, customer friendly and environmentally responsible solutions that solve problems not adequately addressed by current options.” Clearly Better Solutions™ offers programs under its Smart Beverage Tray™, Smart Trap™, Smart Drain™, Smart Floor™, Smart Air™, PURE Hard Surface™, Clearly Better Scents™ and Clearly Better Medical brands™.

Visit www.clearlybetter.com and www.interconchemical.com for more information.

From The Bullen Companies

Serving The Jan/San Industry Since 1939 e-clean® Floor Finish

The product features zinc-free interlock polymer coating that dries to a deep gloss and is extremely durable under heavy traffic. When used with e-clean® Dri-Buffer, the finish is easily repaired, cleaned and restored to a brilliant gloss. e-clean® Floor Finish is Green Seal approved. Use with the companion e-clean® Stripper, Dri-buffer and Floor Cleaner to produce a safer, clean floor surface.

e-clean® Deep Scrub & Stripper

An aggressive, non-ammoniated, emulsifying stripper that is concentrated, fast acting and very low in odor. Powerful stripping action means real labor savings. e-clean® Deep Scrub & Stripper is especially designed to remove zinc-free floor finishes and achieved a rating of “excellent” in independent laboratory testing, according to ASTM D-1792. e-clean® Deep Scru & Stripper is Green Seal approved. The Bullen Companies is a manufacturer and an industry leader in the floor care, carpet care and odor control market, and has been serving the janitorial supply industry with pride since 1939. Its line of branded products include: Airx, Truekleen, Clausen, e-clean®, SanoVerde, Road Off and One Up, along with hundreds of private label programs world-wide.

LONG KNOWN AS A MARKET INNOVATOR, THE BULLEN COMPANIES HAS MARKED A NUMBER OF INDUSTRY FIRSTS INCLUDING: To Market - A patented non-butyl cleaner and degreaser; • First To Market - An EPA registered sanitized carpet cleaner; • First To Market - A high speed polishing crème; and, • First • First To Market - An anti-bacterial hand soap.

To learn more about The Bullen Companies, send an email to sales@bullenonline.com or visit www.bullenonline.com. May/June 2020 — Maintenance Sales News — 33

T

From Queenaire Technologies:

Advice On Ozone And Hydroxyl Use In Relation To COVID-19

he use of ozone for eliminating foul odors is well established. Ozone generation can rid properly treated areas of smoke, mildew and a wide assortment of other offending gases. The same is true when using hydroxyl technology. In the wake of the COVID-19 pandemic, however, interest has intensified on whether products used to produce ozone and/or hydroxyl radicals can also kill this particular virus — and to do so safely.

Ozone, in high enough levels, and hydroxyl technologies are known to eliminate various types of bacteria and viruses in certain situations. The main question is, what about COVID-19? “There have been recent articles published suggesting ozone — when used in very high levels — and/or hydroxyl technology may be effective in removing the COVID-19 virus,” Queenaire Technologies President Susan Duffy said. “To date, however, I am not aware of any actual studies, using ozone or hydroxyl technologies against COVID-19. “It is imperative that distributors avoid recommending the use of high levels of ozone while people are present in the space being treated. To safely use ozone in high levels, all humans and animals must be vacated from the treated area. After application, it’s important to wait an equal amount of time before re-entering that area.” As for hydroxyl technology, although it’s safe to use in occupied spaces to remove certain pathogens from the air, unlike ozone, this technology has no effect on surfaces, according to Duffy. Very high levels of ozone are used for sterilization purposes, such as with medical and dental equipment. Ozone chambers, consisting of a container with a sealed top, also work well when sanitizing such items as fruits and vegetables. They are used as well by restoration companies to eliminate smoke and mildew odors. The Rainbowair Activator 1000 Series II Ozone Generator (5401-II), from Queenaire Technologies, can create such an ozone chamber, when used with a hose kit. “As a company, it’s our greatest desire that the nationwide quarantine will help slow the spread of COVID-19,” Duffy said. “For those who do use ozone and hydroxyl technologies for any purpose following all manufacturer guidelines is imperative to ensure safe use of the technology.” With established brands Newaire, Rainbowair and Queenaire in place, and a management team with over 30 years of air quality and odor control experi-

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ence, Queenaire Technologies, Inc., provides various products that incorporate up-to-date ozone generating technology, as well as hydroxyl air treatment, to an expanding marketplace. “The main purpose of our products is to get rid of

Newaire™ HO3 - 2500 Air & Surface Treatment System

bad odors. That is what we are known for, and we have enjoyed much success due to our expertise and products in odor control,” Duffy said. “As far as treating open areas for bacteria or viruses, it’s hard to know how high a level of ozone would be effective, if at all. Our position is, if you are going to use ozone for any reason, you should use it responsibly. “Distributors should ask for research and testing results from any company claiming to have an ozone product that specifically kills the COVID-19 virus before making specific claims to their customers.”

Q

POPULAR PRODUCTS FROM QUEENAIRE TECHNOLOGIES

ueenaire Technologies continues to receive a lot of interest — and success — with such items as its Newaire™ HO3 - 2500 Hydroxyl and Ozone Generator Air and Surface Treatment System, as well as its Newaire™ Plugin Air Purifier.

Helping Queenaire Technologies serve as a “one stop shop” for solving odor and air quality issues, the Newaire™ HO3 - 2500 provides the benefits of both hydroxyl air treatment and ozone generation. “We took the best characteristics of each type of air and surface treatment when designing that product,” Duffy said. “It can be used as a hydroxyl generator, in areas where people are present, to rid of odors, bacteria and viruses. It can also be used to generate ozone in the same location, with the use of a timer, while people are not present, for a more indepth odor treatment and cleaning.” Duffy explained that hydroxyl radicals are formed in nature. They are diatomic molecules that are highly reactive and very short-lived. Discovered in 1963, hydroxyl radicals are often referred to as the “detergent” of the troposphere (the lowest part of the atmosphere), because they help destroy many pollutants. Atmospheric hydroxyl radicals should not be confused with free radicals that are produced inside living organisms. Atmospheric hydroxyl radicals are so reactive that they are instantly neutralized when making contact with any substance, and would be impossible to ingest as a complete ion. That makes using hydroxyl radicals, which are found in the outside air at all times during the day, one of the safest processes for deodorizing an occupied area. Ozone, meanwhile, is often referred to as nature’s own purifier. It’s most evident at the seashore, near a waterfall, in a rain forest and after a thunderstorm. Ozone makes up approximately 20 percent of the air being breathed everyday, and has been used over the past century to purify water and eliminate odors. Ozone is not used as a reodorant, but rather totally destroys offending gases, reacting with contaminates in air, water, and on fabrics, walls and ceilings. And ozone is green. “What can be greener than Mother Nature’s very own air cleaner?” Duffy asked. “We can all relate to the idea of freshening our home, office and vehicle by opening the windows and letting fresh air blow through. That leaves the area smelling fresher and cleaner. What many people don’t realize is that the ozone being generated naturally in the air outdoors, is what provides the deodorizing effect when the breeze blows through.” She added that ozone generation is a simple and clean technology that helps naturally eliminate odors,

without the use of harsh chemicals. With an ozone machine, basically all that is being done is manipulating indoor air by splitting oxygen molecules. The process eliminates odors. “A good ozone generator is, and always will be, the best way to deodorize air, surfaces and to reach cracks and crevices. However, limitations to this process occur in areas where people are present,” Duffy said.

Measuring Cleaning Product Performance By Brie Welzer, Program Manager, Science & Standards Department, Green Seal

At Green Seal, we often hear the question: how do I know green cleaning products work as effectively as conventional ones? With coronavirus prompting more frequent use of cleaning products (and more inhalation of cleaning chemicals), here’s a window into Green Seal’s performance requirements for certified green cleaning products. Defining Clean Amid the coronavirus epidemic, it is important to remember that proper cleaning is a critical first step in the disinfecting process. Disinfectants are less effective when applied directly to dirty surfaces because germs can hide behind bits of dirt.

Newaire™ Plugin Air Purifier

“A hydroxyl generator can be used to fill that void for superior air quality. With the Newaire™ HO3 - 2500, Queenaire Technologies offers two types of odor elimination — ozone and hydroxyl — within the same machine. Those technologies complement one another.” Another popular product from Queenaire Technologies is the Newaire™ Plugin Air Purifier. It’s designed to naturally deodorize rooms up to 500 square feet, eliminating odors caused by smoke, mold and mildew, pets, chemicals, garbage, cooking, etc. The Newaire™ Plugin incorporates a patented ion wind technology that allows ozone to be circulated from the machine without the use of fans or moving parts, ensuring silent operation. The product features a compact design and there are no parts or chemicals to replace. End-users just plug the product into a wall socket for years of silent and uninterrupted springtime fresh air. It’s perfect for continually removing odors in kitchens, restrooms, laundry rooms, hallways, pet areas, hotel rooms, offices, classrooms, hospitals, nursing homes, recreation vehicles, fitness centers and day care centers. “The Newaire™ Plugin crosses all lines and markets related to odor control. It can be used in occupied spaces and runs continously,” Duffy said. “Due to its smaller size, the Newaire™ Plugin is also great for distributor sales rep demonstrations.”

Visit www.ozoneexperts.com or call 1-866-676-9663 for more information.

Proper Cleaning Is Critical To Disinfection To clean is to remove visible soil from objects and surfaces where germs can hide. How you measure effectiveness depends on the kind of surface you’re trying to clean. Shortly after launching, Green Seal worked together with hundreds of cleaning industry and public health experts to agree on how to evaluate the effectiveness of cleaning products in a way that can be tested in a lab, so we can clearly see what works and what doesn’t work. For example, glass cleaners should be able to remove toothpaste splatters and hairspray from your bathroom mirror while avoiding leaving behind unsightly smears and streaks. Carpet cleaners should be able to remove dirt and stains and to avoid re-soiling, which is where soapy, sticky residue from the cleaner ends up attracting more soil and dirt. General-purpose cleaners, like the kind used on kitchen counters, should be able to remove a minimum of 80 percent of dirt from a surface. If It Doesn’t Work, It Won’t Be Certified By Green Seal A foundational belief at Green Seal is that a product is not green if it doesn’t work as consumers expect it to. The odds are that an under-

performing product will be thrown away and replaced with one that works better, which is a terrible waste of resources. All of our standards include strict performance requirements so that consumers can be confident that Green Seal-certified products are proven healthier and proven as effective as conventional alternatives. When it comes to performance, not all certifications are created equal. Purchasers and consumers should always check whether a certification body includes performance requirements in its standard. Green Seal’s Testing Requirements Before achieving Green Seal certification, general purpose cleaners are rigorously tested and re-tested to prove that they can successfully and consistently remove dirt and grime from surfaces. How does this test work? Green Seal requires testing based on a nationally developed method for evaluating cleaning products. The standard, from ASTM (formerly known as the American Society for Testing and Materials), details the steps to take to evaluate a cleaner’s efficacy in removing test soil from white vinyl tiles. This test method was not specially designed for green cleaning products. Many conventional cleaners have been tested this way as well. The standard provides a recipe for the test soil, which acts as a stand-in for dirt that most of us encounter in real life. The recipe includes ingredients such as natural humus (organic material that includes decayed leaf litter), used motor oil, iron oxide (rust), kerosene, vegetable shortening, and olive oil. First, a set amount of the test soil is applied to vinyl floor tiles and air dried for 24 hours. Then, a fresh sponge that has been soaked with the cleaning solution is attached to the cleaning apparatus, which scrubs the tile exactly 10 times at the same applied pressure. Next, the tile is rinsed off with water. The amount of soil removed is determined by using a reflectometer that measures light reflected off of the tile (0=black, 100=white). The more light that is reflected, the cleaner the tile. Each tile is measured three times and the average is used as the final cleaning score. This process is repeated with at least three different sets of tiles and sponges. The cleaning product must receive an average score of 80 percent soil removal to be considered effective and to qualify for Green Seal certification.

May/June 2020 — Maintenance Sales News — 35

From Centers For Disease Control And Prevention (CDC)

Reopening Guidance For Cleaning And Disinfecting Public Spaces, Workplaces, Businesses, Schools, And Homes

This guidance is intended for all Americans, whether you own a business, run a school, or want to ensure the cleanliness and safety of your home. Reopening America requires all of us to move forward together by practicing social distancing and other daily habits to reduce our risk of exposure to the virus that causes COVID-19. Reopening the country also strongly relies on public health strategies, including increased testing of people for the virus, social distancing, isolation, and keeping track of how someone infected might have infected other people. This plan is part of the larger United States government plan, and focuses on cleaning and disinfecting public spaces, workplaces, businesses, schools, and can also be applied to your home. Cleaning and disinfecting public spaces including your workplace, school, home, and business will require you to: • Develop your plan; • Implement your plan; and, • Maintain and revise your plan. Reducing the risk of exposure to COVID-19 by cleaning and disinfection is an important part of reopening public spaces that will require careful planning. Every American has been called upon to slow the spread of the virus through social distancing and prevention hygiene, such as frequently washing your hands and wearing face coverings. Everyone also has a role in making sure our communities are as safe as possible to reopen and remain open. The virus that causes COVID-19 can be killed if you use the right products. EPA (Environmental Protection Agency) has compiled a list of disinfectant products that can be used against COVID-19, including ready-to-use sprays, concentrates, and wipes (www.epa.gov/pesticideregistration/list-n-disinfectants-use-against-sars-cov-2). Each product has been shown to be effective against viruses that are harder to kill than viruses like the one that causes COVID-19. This article provides a general framework for cleaning and disinfection practices. The framework is based on doing the following: • Normal routine cleaning with soap and water will decrease how much of the virus is on surfaces and objects, which reduces the risk of exposure; • Disinfection using EPA-approved disinfectants against COVID-19 also help reduce the risk. Frequent disinfection of surfaces and objects touched by multiple people is important; and, • When EPA-approved disinfectants are not available, alternative disinfectants can be used (for example, 1/3 cup of bleach added to 1 gallon of water, or 70 percent alcohol solutions). Do not mix bleach or other cleaning and disinfection products together. This can cause fumes that may be very dangerous to breathe in. Bleach solutions will be effective for disinfection up to 24 hours. Keep all disinfectants out of the reach of children. Always read and follow the directions on the label to ensure safe and effective use. • Wear skin protection and consider eye protection for potential splash hazards; • Ensure adequate ventilation; • Use no more than the amount recommended on the label;

36 — Maintenance Sales News — May/June 2020

• Use water at room temperature for dilution (unless stated otherwise on the label); • Avoid mixing chemical products; •Label diluted cleaning solutions; and, • Store and use chemicals out of the reach of children and pets You should never eat, drink, breathe or inject these products into your body or apply directly to your skin as they can cause serious harm. Do not wipe or bathe pets with these products or any other products that are not approved for animal use. Always wear gloves appropriate for the chemicals being used when you are cleaning and disinfecting. Additional personal protective equipment (PPE) may be needed based on setting and product. For more information, see CDC’s website on Cleaning and Disinfection for Community Facilities. Practice social distancing, wear facial coverings, and follow proper prevention hygiene, such as washing your hands frequently and using alcohol-based (at least 60 percent alcohol) hand sanitizer when soap and water are not available. If you oversee staff in a workplace, your plan should include considerations about the safety of custodial staff and other people who are carrying out the cleaning or disinfecting. These people are at increased risk of being exposed to the virus and to any toxic effects of the cleaning chemicals. These staff should wear appropriate PPE for cleaning and disinfecting. To protect your staff and to ensure that the products are used effectively, staff should be instructed on how to apply the disinfectants according to the label. For more information on concerns related to cleaning staff, visit the Occupational Safety and Health Administration’s website on Control and Prevention. Develop Your Plan Evaluate your workplace, school, home, or business to determine what kinds of surfaces and materials make up that area. Most surfaces and objects will just need normal routine cleaning. Frequently touched surfaces and objects like light switches and doorknobs will need to be cleaned and then disinfected to further reduce the risk of germs on surfaces and objects. First, clean the surface or object with soap and water. Then, disinfect using an EPA-approved disinfectant. You should also consider what items can be moved or removed completely to reduce frequent handling or contact from multiple people. Soft and porous materials, such as area rugs and seating, may be removed or stored to reduce the challenges with cleaning and disinfecting them. It is critical that your plan includes how to maintain a cleaning and disinfecting strategy after reopening. Develop a flexible plan with your staff or family, adjusting the plan as federal, state, tribal, territorial, or local guidance is updated and if your specific circumstances change. Determine What Needs To Be Cleaned Some surfaces only need to be cleaned with soap and water. For example, surfaces and objects that are not frequently touched should be cleaned and do not require additional disinfection. Additionally, disinfectants should typically not be applied on items used by children, especially any items that children might put in their mouths. Many disinfectants are toxic when swallowed.

In a household setting, cleaning toys and other items used by children with soap and water is usually sufficient. Find more information on cleaning and disinfection of toys and other surfaces in the childcare program setting at CDC’s Guidance for Childcare Programs that Remain Open. The following questions will help in deciding which surfaces and objects will need normal routine cleaning: Is The Area Outdoors? Outdoor areas generally require normal routine cleaning and do not require disinfection. Spraying disinfectant on sidewalks and in parks is not an efficient use of disinfectant supplies and has not been proven to reduce the risk of COVID-19 to the public. You should maintain existing cleaning and hygiene practices for outdoor areas. The targeted use of disinfectants can be done effectively, efficiently and safely on outdoor hard surfaces and objects frequently touched by multiple people. Certain outdoor areas and facilities, such as bars and restaurants, may have additional requirements. More information can be found on FDA’s website on Food Safety and the Coronavirus Disease 2019 (COVID-19). There is no evidence that the virus that causes COVID-19 can spread directly to humans from water in pools, hot tubs or spas, or water play areas. Has The Area Been Unoccupied For The Last 7 Days? If your workplace, school, or business has been unoccupied for 7 days or more, it will only need your normal routine cleaning to reopen the area. This is because the virus that causes COVID-19 has not been shown to survive on surfaces longer than this time. Determine What Needs To Be Disinfected Following normal routine cleaning, frequently touched surfaces and objects can be disinfected using a product from EPA’s list of approved products that are effective against COVID-19. Implement Your Plan Once you have a plan, it’s time to take action. Read all manufacturer’s instructions for the cleaning and disinfection products you will use. Put on your gloves and other required personal protective equipment (PPE) to begin the process of cleaning and disinfecting. Maintain Safe Behavioral Practices We have all had to make significant behavioral changes to reduce the spread of COVID-19. To reopen America, we will need to continue these practices: • Social distancing (specifically, staying 6 feet away from others when you must go into a shared space); • Frequently washing hands or use alcohol-based (at least 60 percent alcohol) hand sanitizer when soap and water are not available; • Wearing cloth face coverings; • Avoiding touching eyes, nose, and mouth; • Staying home when sick; and, • Cleaning and disinfecting frequently touched objects and surfaces. Consider practices that reduce the potential for exposure. It is also essential to change the ways we use public spaces to work, live, and play. We should continue thinking about our safety and the safety of others. For more information, visit www.cdc.gov.

Maintaining High Hygiene Standards Amid COVID-19:

Introducing Tork Safe At Work Toolkits By Mike Berkowitz, Director of Customer Marketing – North America, Essity Professional Hygiene

Regions across the world are in different stages of the COVID-19 pandemic. While some businesses remain in quarantine, others are beginning to reopen after a closure lasting several weeks. It is still unclear what workplaces, or society, will look like as a result of the COVID-19 pandemic, but corporate leaders are beginning to explore how workplaces must change to keep employees safe, as facility managers are tasked with drafting reopening plans.

For the past 50 years, Tork has been committed to improving hygiene in facilities around the world, and that is especially true today. To help facility managers through these uncharted waters, Tork has developed the Tork Safe at Work: COVID-19 Office Building Toolkit. It shares Tork hygiene expertise, including guidelines on proper hand hygiene and surface cleaning protocols, to maintain healthier workplaces. To help offices stay safe, there are several specific recommendations related to COVID-19 that facility managers should keep in mind as they prepare buildings to welcome workers. First, encouraging the use of personal protective equipment among all employees will become the new normal. Facility managers must now adapt to ensure that protective equipment is available, and communicate what type of equipment is needed and where it is needed. Cleaning staff also must have access to an adequate supply of personal protective equipment to execute their tasks. This equipment includes such items as face masks, paper hand towels, soap, sanitizer, disinfectant wipes — as well as closed trash bins to facilitate hygienic disposable of paper towels and wipes. Second, high touchpoint surfaces and surface cleaning will receive new scrutiny from employees as they return to offices, and facility managers now face the task of sanitizing those areas throughout the day. With increased hygiene expectations, facility managers should consider reducing the number of high touchpoint surfaces, where possible, to mitigate the possibility of cross-contamination and decrease the burden on cleaning teams. It’s impossible to eliminate all high touchpoint surfaces, so ensuring an adequate supply of disinfectant wipes is available for employees to clean specific areas, when needed, is essential. Hand hygiene and surface hygiene protocols will also be under increased scrutiny when facilities open to employees, and facility managers need to be prepared. Handwashing areas should be well-stocked with fresh paper hand towels, soap and hand sanitizer. For facilities that offer air dryers, a switch to paper towels should be considered. Paper towels are the most hygienic way to dry hands, and are recommended in hygiene-critical environments1 because the friction from drying with paper towels removes more bacteria than other methods of drying2. Facilities should make the safer choice by stocking restrooms with paper hand towels — jet air dryers can spread up to 10 times more germs3. In fact, 70 percent of survey respondents state that they wish more facilities offered paper hand towels as an alternative to air dryers4. When choosing a paper hand towel solution, facility managers must ensure it includes one-at-a-time dispensing, so people only

touch the towel they take to maintain a hygienic environment. Management can also promote proper hand hygiene with signage, such as a Tork Healthy Hands poster, hung throughout the facility, and especially around sinks, restrooms and other high-traffic areas. Next, the proper placement of dispensers is critical to boosting adherence to proper hand hygiene protocol. Facility managers should take care to place hygiene equipment, like hand sanitizer stands, in visible and easily accessible areas within a natural traffic flow. If employees have to go out of their way to access these dispensers, it can reduce compliance. Every office is unique, but these guidelines can help facility managers optimize their dispenser placement to reduce the spread of germs, and boost hygiene within a facility.

Last, operational adjustments will also be required to limit the contact between employees within the building and mitigate the spread of infection. These can include: ■ Extending office hours and staggering arrival and departure times to reduce the volume of people entering and leaving high-traffic areas of the building; ■ Alternating between staff working remotely and on-site to reduce the number of employees in the building on any given day; ■ Staggering workstations where possible to physically separate employees; and ■ Limiting in-person group meetings where possible. When inperson meetings occur, practice physical distancing (e.g., swapping out handshakes for a wave from afar) and maintain proper hand hygiene protocols. With the renewed focus on hygiene, facility managers and cleaning teams have never been more important or faced more scrutiny. For more resources to stay safe and carry on, visit www.torkusa.com/safeatwork

SOURCES 1. Huang, C Mayo Clinic, 2011. 2. Todd, J Food Prot, 2010. 3. Best et al, J Hosp Infection, 2014. 4. 2020 Survey conducted by United Minds in cooperation with CINT in April 2020. The survey covered the U.S., with a total of 1,012 respondents.

May/June 2020 — Maintenance Sales News — 37

Overcome Fear: Continued From Page 21

that moment, I knew I had to be who I needed to be. “If you are dealing with fear. If you are going through a challenge and uncertainty, you have to be who you need to be at that moment. “I went back to work. I didn’t know how things were going to turn out, but I thought of something I always said — ‘It is what it is.’ The situation was out of my control at that moment, and I was going to have to figure out how to make the best of it.”

“Fear works like this: you start thinking about, and focusing on, something you cannot control,” he added. “Fear is causing you to change your focus.” The good news is, properly dealing with fear can help make a person unstoppable, Adams explained. “People are always searching for predictability to combat uncertainty. Everybody wants conditions to be predictable, and it is not always going to be that way,” Adams said. “We have to keep moving despite the uncertainties and fears we are facing. One of my favorite words is ‘action.’ You have to take action. Don’t become paralyzed. Don’t freeze. Keep moving forward.”

have heart. I’ve seen too many people lose heart. You have to stand and face fear. If you want to be unstoppable, you have to have a little grit.”

DON’T BE AFRAID — BE TRUE TO YOURSELF Many people fear what other people think or say about them. That can be unhealthy, according to Adams. “I don’t worry what people think. I don’t have that fear,” Adams said. “When you worry about what other people think or say about you, you have lost THE TRIAL your edge. My heroes were people like Muhammad The day of the trial, Adams pulled up to Ali. You know why? Ali wasn’t afraid to the courthouse in the rain and fog and sat be himself. People didn’t like him. People “You have to be true to yourself. in the car for a few minutes, gathering his wanted to lock him up. Follow his example You have to be the authentic you. The thoughts. and be yourself. You have to be true to “I was thinking maybe I will come back yourself. You have to be the authentic people you are leading — your family, out and maybe I won’t, but I got to go in,” you. The people you are leading — your Adams said. “While I was waiting in the your staff, etc. — can tell if you are a fake.” family, your staff, etc. — can tell if you car, I saw a black car pull up. It was Sal. are a fake.” He opened the back door and Karen stepped out. She In the late 1980s and early 1990s, “Iron” Mike Adams shared an incident from several years ago was there to testify that she was not told she was Tyson was one of the most feared heavyweight chamwhen he was true to himself, his values and his embeing recorded. My heart dropped.” pions in the modern era. ployees, in the face of losing a high-profile customer. On the stand, under examination by Adams’ “Mike Tyson was a fearless fighter,” Adams said. One day, during a large snowstorm, the client’s wife lawyer, Karen held her ground, insisting she was not “He was also feared by his opponents.” wanted the client’s house cleaned. told she was being recorded. Before a punch was thrown, Tyson psychologically Adams told her, “I’m sorry, I don’t put my people Then, Adams’ lawyer addressed the judge, pointing disarmed his challengers with his fearsome presence at risk. We will not be at your home today.” out there was no evidence, other than her testimony, alone. Tyson strode purposely into the ring with no The woman said, “If you are not at my home to clean that Karen was not told she was being recorded. fancy fanfare. He wore solid black trunks and black before my noon luncheon, don’t ever come back.” The judge said, “Good point.” shoes, with no socks, and a white towel cut to fit over Adams replied, “I guess we won’t be back.” He asked the DA, “Where’s the tape?” his head. He had the aura of a gladiator of old. He He was true to his word, resulting in the end of the The DA said, “We don’t have the tape.” seemed invincible. relationship with that customer. The judge said, “No tape, no case — we’re done.” At the meeting in the center of the ring at the be“My employees said, ‘Alonzo is not afraid of the And, just like that, it was over. ginning of a bout, he would stare down his opponent, truth. He’s not afraid of his customers,’” Adams said. who would look down, averting his gaze. “I say what I have to say when I need to say it. I’m FACING FEAR AND UNCERTAINTY “Tyson was ‘taking the heart’ out of his opponent,” going to do what I need to do as a leader. We all think we have it together — that we are on Adams said. “Don’t let anyone take your heart. You “Whatever your fears, whatever your struggles, top of things, Adams said. When something blindwant to be an entrepreneur? You have to have whatever is holding you back, fight through it. sides us, however, how do we react? heart. You want to be a salesperson? You need to Find a way to succeed in uncertainty. As an entrepreneur, you owe it to yourself. Don’t forget you got into this thing because you wanted to create your own destiny. “Entrepreneurs are courageous. Be ambitious. Take risks. Don’t back up. Go toward the fear and face it as a business professional. Don’t be that small business owner who gets comfortable. “Go to the office with your energy. Your employees need to feel that entrepreneurial spirit inside you.” Adams is the chairperson of the 2019-2020 ISSA Residential Cleaning Council.

38 — Maintenance Sales News — May/June 2020

Contact: Busy Bee Cleaning Company, 18 Wilson Ave, West Chester, PA 19382. Phone: 610-430-6888. Email: aadams@busybeecleaningcompany.com. Website: www.busybeecleaningcompany.com.

New Pig Non-Slip Floor Signs, Markers And Mats Promote Social Distancing

New Pig has introduced anti-slip floor signs and markers to visually reinforce the three health precautions — proper social distancing, hand washing and sanitizing. Recommended for entrances, grocery lines, lobbies, temperature stations and other queues, the mats can be sanitized with mop or floor scrubbers, vacuumed or swept frequently, without affecting performance. The signs stay in place and will not damage floors, peel or curl up. “Unlike vinyl floor decals or tape, the adhesivebacked PIG Social Distancing Floor Sign features a non-slip surface that stays down in the heaviest foot and cart traffic, and won’t leave residue or damage floors upon removal. The 17-inch x 24-inch floor sign (sizes vary) peels up and repositions easily, making it customizable to changing business patterns,” said New Pig. “PIG anti-slip floor markers also stay in place, won’t damage floors, peel or curl up, but are more directional in nature. The 17-inch x 24-inch PIG® One-Way Directional Arrow Floor Sign & Marker directs foot traffic in indoor lines, and features messages like One Way for Social Distancing Please. The 10-inch x 10-inch PIG® Social Distancing Floor Sign & Markers feature messages like Play it Smart Keep 6-Feet Apart, and work well at indoor temperature stations and checkout lines. PIG floor markers are recommended for reinforcing the message of physical and social distancing in aisles and waiting areas. “In addition, the PIG Social Distancing Floor Mat with adhesive backing creates a safe, slip-resistant surface virtually anywhere to promote social distancing every 6 feet with clear, durable, high-contrast marking. The unique mat not only stays in place, but also traps any liquid to keep it contained from creating a slip and fall hazard for employees, guests and visitors. In addition, it can be cut easily into individual 6- or 12-foot sections, or rolled out for a long runner,” said the company. “New Pig’s safety message mats stick to most commercial floor surfaces including concrete, VCT, linoleum, ceramic tile, quarry tile and laminate flooring. Proprietary adhesive backing keeps them exactly where they are placed — no shifting, bunching up or flipping over. Safety-message mats are available in a variety of message choices and mat sizes.” For more information on PIG safety mats, call 1-800-HOT-HOGS or visit www.newpig.com.

Michigan Brush And Dorden Squeegee Continue Operations Through Pandemic

Michigan Brush Mfg. and Dorden Squeegee are open and operating following all directives and requirements of the state of Michigan and the United States Center for Disease Control (CDC). “Lead times are a bit longer, but our focus on quality, service and value for our customers’ products are still our guiding principles,” according to the company. For more information, visit www.michiganbrush.com.

Dan Bauer Promoted To General Manager For WAXIE’s Colorado Branch

WAXIE has promoted Dan Bauer to general manager of the WAXIE Denver, CO, branch April 1, 2020. “Bauer started his career with WAXIE in December 2006 at the Santa Ana, CA, branch as a night warehouse worker. He worked his way up in the warehouse, holding titles such as inventory analyst and warehouse lead, before moving into sales in 2009. In 2012, he relocated to WAXIE’s Denver branch. Once in Denver, he was moved into sales management in February 2013,” according to WAXIE. Mike Midas, executive vice president of WAXIE, said, “He is a dynamic leader and provides inspiration to his team daily. As a manager, Dan inspires his people to have confidence in themselves.”

From ACS Industries:

Duala Low Speed Clean & Shine Pad

The dual-purpose Low Speed Duala Clean & Shine Pad, from ACS Industries, Inc., will clean and shine in the same step with only water. Made with a proprietary infusion of uniquely added composites, the product increases shine with repeated use, is long lasting and durable for many application possibilities and is colorcoded to indicate when the pad is worn. A high-speed version of this pad is also available. Cost effective floor maintenance is easy with just water and this dual-purpose, clean & shine floor pad under a low-speed or autoscrubber floor machine. The Low Speed Duala Clean & Shine Pad will take a dull floor and give its surface a clean, bright look, removing surface marks and buffing to a bright shine. The Low Speed Duala Clean & Shine Pad can be used on a variety of floors including: VCT, terrazzo, natural stone, concrete, vinyl and rubber. With each use, this pad will increasingly bring back the brightness and shine to floors. Call toll free at 800-222-2880 or visit www.acs-cp.com for more information.

Distributor, The M. Conley Co., Pays Staff Bonus During Coronavirus Pandemic By Mike Klem, M. Conley sales and marketing manager

“The M. Conley Company, Canton, OH, has rewarded its workers during the coronavirus crisis with a $500 bonus. The company’s janitorial, packaging and food service supplies have been flying off the shelf, keeping staff extraordinarily busy,” according to a release. “We are most appreciative of our staff’s loyalty and dedication during this time,” Robert Stewart, chief executive officer, said. “We realize it has been a stressful time for them and their families, so we are thankful for their hard work.” The company is taking the necessary steps to properly manage the business during a time where most virus-related products have been put on strict allocations. Despite this, the company works diligently to provide its customers with the same products as they bought before the crisis. The customers at the top of the list include healthcare facilities. Across the U.S., manufacturers and distribution channels are facing the allocation situation. Therefore, The M. Conley Company asks for the continued patience of its customers. Employees are working with manufacturers to get the normally purchased products in a timely fashion. The M. Conley Company has been updating the public on its stance with the virus and how to keep safe and knowledgeable during this time. Learn more by visiting www.mconley.com/blog-mike-covid19.php. The M. Conley Company has more than 100 years of experience distributing paper, packaging, janitorial and food service materials and supplies. The wholesale distributor has created lasting relationships with its vendors while serving manufacturers, contract packagers, healthcare facilities, education and government facilities, contract cleaners, food processing plants and more. For additional information, visit www.mconley.com. May/June 2020 — Maintenance Sales News — 39

I

By Rick Mullen Maintenance Sales News Associate Editor

n Connects with people; feel this is necessary to validate n Is coachable; the training I offer. When I teach n Is caring; somebody about selling skills, I n Is convincing; have literally used those same n Exhibits tenacity; skills in the field. I have worked n early October 2019, southern Illinois was hit by n Actually listens; with many different salespeople, a freak storm that dumped up to 4 inches of snow. n Has drive; so ideally someone I am training During the snowstorm, sales coach, consultant n Likes to solve problems; is going to get something that and author Jeff Gardner, founder of Maximum Pern Likes people; works more often than not.” formance Group, LLC, was working with a jan/san n Is likeable; In his presentation, Gardner distributor salesperson, making “cold” calls in the n Shows persistence; cold weather. asked the question, “Why are n Shows trustworthiness; “I told the guy he should get an order for just showsome salespeople more successn Is numbers driven; and, ing up,” Gardner said with a laugh, while addressing ful than others?” n Is goal oriented. an audience of cleaning industry professionals during “I’ve worked with hundreds a recent educational session. of salespeople in the streets, on “Making a similar list is someThe title of his presentation was “Recognizing the the road, on the phone, and thing you should do in your own ‘Ideal’ Salesperson.” I’ve seen top salespeople who organization,” Gardner said. “In my work as a sales consultant, teacher and make five times more in sales “Turn it into an exercise with Jeff Gardner, founder of coach, I actually go on the street and work with salesthan other salespeople in the your salespeople. Listen to what Maximum Performance Group, LLC people. I don’t want to be the guy who is talking to same company,” Gardner said. they have to say.” them about sales who hasn’t ever made a sales call,” “Why is one salesperson sellGardner suggested applying Gardner said. “I like to get out in the field to see what ing five times more than the others?” the “80/20 rule” to help pinpoint the characteristics salespeople are doing and what they are not doing. I Gardner said he wanted to know how many that can often make a salesperson a top performer in salespeople there are in the United a particular company. States. He checked with the U.S. Bureau The 80/20 rule, also known as the Pareto Principle, of Labor and Statistics and learned there is attributed to the Italian economist, Vilfredo Pareto. are about 14.5 million, with 1.7 million Applying it to the business world, the 80/20 rule sugselling for wholesalers, manufacturers, gests that 80 percent of a company’s sales come from businesses, government agencies and 20 percent of its customers. other organizations. Gardner said when it comes to the characteris“I don’t know what slice we have in the tics of a top performer, the 80/20 rule can also be cleaning industry, but there are probably at applied. least hundreds of thousands. What percent“There is a small number of those characteristics age of those are top performers? I don’t that will have a significant impact on the success know exactly, maybe 2 or 3 percent,” of a salesperson,” he said. “Look at your list. Have Gardner said. everybody vote. If there are 20 items on the list, Phone Number: 1-800-992-0181 He asked the audience to think about the that means four (20 percent) of the characteristics Fax Number: 316-267-2930 e-mail address: gscjansplymfr@juno.com characteristics/abilities a salesperson must will have a higher value than the rest. They all are website: giftsalescompany.net have to make him/her successful. He comimportant. They are all significant, but four of them 67217 KS Wichita, P.O. Box 17082 piled the following list of their answers: will have a higher impact than the others.”

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40 — Maintenance Sales News — May/June 2020

KEY COMPETENCIES OF SELLING tion (selling skill), coachable (motivation), caring knows his stuff. He knows how to sell. But when it n Knowledge: Products, company, sales tools, (motivation), convincing (selling skill), persuasivecomes to motivation, he’s only a two,” Gardner said. customer, marketplace, competition, business acuness (selling skill), tenacity (motivation), drive (mo“Unfortunately, I work with a lot of sales people like men; tivation), and so on. Norman. Maybe they have been on the job a long n Selling Skills: Prospecting, objections, question“Listening can also be considered a selling time. Maybe they have a lot of skills, but, for some ing, presenting, negotiating, closing, planning; and, skill,” Gardner said. “Even though I know how to lisreason, they are just not making the numbers. n Motivation: Positive attitude, drive, tim/self “On the other hand, Monte is only a two in ten, like many salespeople, I have trouble doing it. It management, professionalism, assertiveness, confiknowledge. He’s new to the industry, but he has is so hard to listen because I get so excited about what dence, responsibility. four on selling skills and motivation. His result is I am selling — ‘I have such great products and solu“The key competencies of selling are: Knowledge, 24, which means he is more likely to be a top pertions, you got to buy from me, let me tell you all Selling Skills and Motivation,” Gardner said. “You former than Norman. about them.’” have to have knowledge “I suggest you assess your top about your products, the marsales performers and your below ketplace, customers, sales average sales performers. Work Even though I know how to listen, like many salespeople, I have trouble doing tools and the competition. with them. Look at their skills. it. It is so hard to listen because I get so excited about what I am selling.” General business acumen inSee where they excel.” volves understanding marGardner suggested that busigins, financial ratios, etc., that are all part of selling nesses also use pre-hire assessments. Gardner offered the following scenario for the auin today’s world.” “Eight of the top 10 companies use assessments,” dience to consider. Under selling skills, Gardner said being able to Gardner said. “If you don’t, you should. Make sure “You have three candidates sitting in the lobby of overcome objections is an important attribute to deto use an assessment that is specifically for salesyour office. You have to hire one of them,” Gardner velop, when working to become a top performing people. said. “The first person has job knowledge. He/she salesperson. “Researchers on top sales performers in both the knows all about the products, but doesn’t have selling “How many times has one of your salespeople United States and Europe have found there is a recipe. skills and motivation. called a new prospect and said, ‘I would like to talk It involves a behavioral assessment we call ‘DISC.’” “The second candidate has all the selling skills, but to you about my company and the services and prodDISC is a behavior assessment tool based on the he/she doesn’t have job knowledge and motivation. ucts we offer,’ and the prospect answers, ‘Come on DISC theory of psychologist William Moulton “The third person has motivation, but doesn’t have in. That would be awesome. We would love to see Marston, which centers on four selling skills or job knowledge. you?’ The answer is ‘never.’ That only happens in different personality traits — Which one do you hire?” “I don’t make sales calls just to your dreams. Dominance (D), Influence (I), The answer is the person be friends with somebody. I like “What really happens is the prospect says, ‘I have Steadiness (S), and Conscienwho has motivation. my customers. I’m friendly with a supplier and I am happy with him/her.’ Then, the tiousness (C). “Why?” Gardner asked. “We also want to look at salesperson who doesn’t have the skills to overcome “You can teach skills and prodthem, but I want to make a sale. what we call driving forces,” objections, hangs up the phone. We have to be able uct knowledge. Motivation is Top performers don’t make calls Gardner said. “Researchers to overcome objections.” powerful. It predicts success just to visit with people.” have determined that 72 perThe selling skill of negotiation is also one that top better than intelligence, ability, cent of high performing sales performers understand and master, Gardner said. or salary, according to a study people in the United States have a driving force called “Most salespeople don’t know how to negotiate. A published in Time Magazine in 2014.” ‘resourcefulness.’ customer asks, ‘Can you do a little better on this?’ Gardner said the sales performance equation — “Resourcefulness is driven by practical results, and the lesser skilled sales rep answers, ‘Sure,’” ability (knowledge, selling skills) x motivation = remaximizing efficiency and returns on the salesperGardner said. “That’s not negotiating. That’s giving sults — is an effective way to assess both current son’s investments of time, talent, energy and rea concession without any return.” salespeople and potential new hires. He gave the folsources. Positive attitude, drive, time/self management, prolowing examples of how two salespeople fared on a “I don’t make sales calls just to be friends with fessionalism, assertiveness, confidence and responsiscale of 1 to 5, with 5 being the highest score: somebody. I like my customers. I’m friendly with bility are listed as parts of the third key competency: Norman Knowledge them, but I want to make a sale. Top performers don’t motivation. Knowledge (4) + Selling Skills (4) x Motivation make calls just to visit with people. “The motivation aspects are what I call the ‘inner (2) = Potential results (16); “The opposite of resourceful is ‘selfless’ — the ungame’ of selling,” Gardner said. Monte Motivation derperforming salesperson is driven to complete tasks Referring to the desirable characteristics of a top Knowledge (2) + Selling Skills (4) x Motivation for the sake of completion, with little expectation of performing salesperson compiled earlier, Gardner (4) = Potential results (24). personal return.” classified some of them under one of the three key “Norman has a knowledge level of four, which is Visit www.maximumperformancegroup.com. competencies of selling as follows: Making a connecvery good. In selling skills, he also got a four, so he

“Listening can also be considered a selling skill.

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Many different Eco-Friendly products in water-soluble pouches. Find out at:

www.meterpak.com meterpak@bellnet.ca (905) 624-0366

John Connell Lewis Jr., age 84, died April 10 at Mertens House in Woodstock, VT. He was born August 4, 1935 in Atlantic City, NJ, the son of John C. and Ella Lewis. He is survived by his children, Laura Brockett, of Randolph, NH; John C. Lewis III and his wife, Jennifer, of Raleigh, NC; Douglas Lewis and wife Kelley, of Park City, UT; Jason Lewis, of Boulder, CO; his sisters, Bonnie von Wettberg; Elizabeth Roberts; and Glen Ellen Menard; his grandchildren, Christopher Brockett; Sarah Brockett; Audrey Lewis; Olivia Lewis; and Russell Lewis. He was predeceased by his wife and his brother, Grey Lewis. He attended the Peddie School. He met his wife of 58 years, Susan Lockwood Lewis, while attending Middlebury College, where he graduated in 1958 with a masters degree in chemistry. They and their four children settled in downtown Middlebury, not far from where they met on campus. He started his own business, Tucel Industries, and held over 20 patents. He was known as a caring employer who took pride in creating jobs, and crafting a positive atmosphere where employees thrived. His hobbies included becoming a master gardener, a skilled artist in stained glass and a birder. John was a strong supporter of, and actively involved in, many local groups and organizations including the MUHS School Board, Elderly Services in Addison County, other non-profit organizations and his alma mater Middlebury College. The family suggests donations to Elderly Services of Vermont (http://elderlyservices.org/make-an-online-gift/) where both Sue and John enjoyed attending the Project Independence program for many years. Arrangements were under the direction of the Sanderson-Ducharme Funeral Home, www.sandersonfuneralservice.com. Dan Pecora President Of Erie Brush

MAINTENANCE SALES NEWS ADVERTISERS’ INDEX Aluf Plastics................................................9

Bullen Companies, The.............................8 FatIvan......................................................15

Gift Sales Company ..........................40, 41 Ha-Ste Manufacturing, Inc. ...................38

Haviland Corporation.............................10 Intercon Chem./Clearly Better ........22, 44

J&M Technologies.....................................2

Kruger Products..................................3, 43

Daniel Pecora was born October 23, 1944 in Milwaukee, WI. He died Sunday, April 26, 2020. He was the longtime president of Erie Brush, Chicago, IL. He was married to his wife, Patricia, and is the father of Laura Moses and Robert (Terri) Pecora. He is the grandfather of Danielle (Dan) Robinson; Ian, Jessica and Michael Moses; Jacob and Ethan Pecora; Fiona and Colin McNamee; and, he is the great grandfather of Brave Robinson. Private services were held with interment at St. Michael the Archangel Cemetery in Palatine, IL. Memorials may be made to donor’s choice.

A FOND FAREWELL To all our friends and long time business associates, the time has come. After forty five years as the

founder of Aldran Chemical and twelve years with

M2 Professional Cleaning Products ......14

Selig Chemical in Atlanta, I'm throwing in the towel.

Performance Plus ....................................11

It's been a great journey in a fantastic industry.

Mor-Value Parts Co. ...............................20 Newaire (Queenaire Technologies) ........16

Sellars Company......................................13

Sörbo Products ........................................21

If for any reason that you may want to reach me,

U.S. Battery ..............................................27

Mitch Drangle

St. Nick Brush..........................................12 Tork.............................................................7

Universal Business Systems......................5

von Drehle ................................................25

WOW Brand Products ...........................18

42 — Maintenance Sales News — May/June 2020

P.O. Box 1668, Burlingame, CA 94011-1668.

Interclean Amsterdam Announces New November Date

Following the announcement that Interclean Amsterdam would not take place in May due to the Covid-19 outbreak, a new date has been announced. The exhibition will now take place from November 3-6. “We are very pleased RAI Amsterdam has been successful in obtaining the best possible dates for Interclean 2020,” says Rob den Hertog, director of Interclean Amsterdam. “With the new dates, we have ensured visitors will still be able to see all of the original major exhibitors. We strongly believe that bringing these major exhibitors and others together will allow us to profit from their presence as well as that of the visitors they bring with them.” www.intercleanshow.com

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