44
September/October 2011
cleaning-related supplies and equipment. The company partners with a business located next door, which services the distributorship’s equipment. “We are in a unique situation when it comes to equipment service. Because our trucks are always going to different locations delivering products, we are able to bring back equipment from clients for servicing, which is done next to our own facility,” Barnes said. “We then return this equipment to the client soon after the repair is made, usually while delivering more products to that customer. Being able to take care of two functions in one trip helps to reduce costs.” Action Chemical stocks its products from a 12,500-square-foot warehouse. It also works with wholesalers to help deliver products outside of the company’s main service region of Tennessee, Arkansas and Mississippi. “We are capable of shipping products throughout the country due to our strategic relationships. These companies have distribution centers all across the country. For instance, when we sell a product in California, that product is shipped from California and not from our own warehouse. We do a lot of this type of work for clients in the government,” Barnes said. Action Chemical has earned 8(a) certification with the Small Business Administration, is a women-owned company and has a GSA (U.S. General Services Administration) schedule contract. When it comes to satisfying his company’s customer needs, Barnes believes solid relationship building it critical to success. “Most companies can provide good service. In my opinion, what separates our company are the relationships we have built. This comes from our sales people as well as our customer service team of Lori Denton and April Mason,” Barnes said. “We have customers who will not budge from us because of these relationships. We also make
Carolina Mop Manufacturing Co. "By Test - The Best Mops Made"
www.carolinamop.com E-mail: info@carolinamop.com Toll Free: 1-800-845-9725 Fax: 1-864-225-1917 P.O. Box 5072 Anderson, SC 29623
sure our pricing is as good, if not better, than everybody else. You can normally do this when you have good relationships in place.” Barnes has noticed a trend in place as of late where larger distributorships have tried to extend their reach into areas of business that have traditionally been left to smaller jan/san houses. He blames today’s economical times for this change. “These larger companies are trying to keep their trucks loaded and the flow of products going. However, this trend is not healthy for anybody,” Barnes said. “Hopefully, some of these larger companies will realize that smaller markets are not where they want to be, and find areas that are more profitable.” Customer training is another important funcAction Chemical President Charles Barnes tion of doing business for Action Chemical. Barnes explained that many of his company’s clients need continual training options in place to help employees properly do their jobs. “For instance, we do business with a lot of day care providers. These customers have employees who must be properly trained on how to use chemicals. This is a lot of what we do,” Barnes said. He added that there have been times when a client has taken a lower bid from another company that did not include educational training, only to seek out Action Chemical’s help down the road. Despite losing this initial business, Barnes has been willing to provide the training. “These customers usually find a way to give us additional business because we did not leave them hanging,” Barnes said. “You have to be accountable for the products that you sell, and you have to make people feel they are getting a good service other than just receiving a low price.” The same philosophy holds true for Action Chemical when seeking relationships with jan/san manufacturers. “We don’t look for the cheapest price, just the fair price,” Barnes said. “I also look for quality products that will be delivered when promised. This is the same type of service that
New Products: Hand Pads Floor Pads Utility Pads Trash Cans Trigger Sprayers Dust Pans Microfiber Dust Mops WET MOPS
BROOMS
BRUSHES
SQUEEGEES
MOP BUCKETS
Cut-end, Screw Connector, Looped-end
SPECIALTY PRODUCTS
DUST MOPS
FRAMES & HANDLES
Deck Mops, Sponge Mops, Wedge Mop
Launderable and Disposable
Metal, Plastic, Threaded & Tapered
Carolina Mop Manufacturing Co. Circle 14
Circle 55 • See Us At ISSA Booth #3597