Sep/Oct 2014 Maintenance Sales News by Maintenance Sales News

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Simply, preferred See our article in this issue or visit SCA booth #1817 at the ISSA show.

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Circle 99 • Visit Us At ISSA Booth #721

MAINTENANCE

SALES NEWS Exclusively Serving Professional Distributors

September/October 2014

Vol. 31, No. 5

Read/Download MSN At: www.maintenancesalesnews.com

MSN FEATURE STORIES MSN’s 2014 ISSA/INTERCLEAN North America Preview A Letter Of Welcome From ISSA President Fritz Gast.......................................6

Maintenance Sales News Interviews Incoming ISSA President Alan Tomblin ..8 2014 ISSA/INTERCLEAN Show Heads To Orlando, Florida.............................14 ISSA Exhibitor Showcase • Product Showcase ............................................64 ISSA Convention Seminar Schedules...........................................................97

September/October 2014

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

Editor Harrell Kerkhoff

Associate Editor Rick Mullen Advertising Don Rankin Linda Rankin

Graphics David Opdyke Reception Misty Douglas

_______________ ADVERTISING Arcola, IL Don Rankin Linda Rankin Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130 Arcola, Illinois 61910-0130 (217) 268-4959 Fax: (217) 268-4815

_______________

Maintenance Sales News Cover Feature

Miner Supply Company

EDITORIAL AND CORPORATE OFFICES

Old-Fashioned Full-Service Distributorship.............24

Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130 Arcola, Illinois 61910-0130

4 Distributors:

Each With A Unique Approach To Success.............40

(217) 268-4959 Fax: (217) 268-4815 www.rankinpublishing.com e-mail: drankin@consolidated.net

Booth Numbers Courtesy Of ISSA, October 1

Advertisers Index 106 | Classified Advertising 106

On The Cover: Miner Supply Company has been owned by James "Jim" Manni Sr. (left) and Ron Buursma since 1989. See story on Page 24.

Circle Number Replies Are Now Online @ www.maintenancesalesnews.com/circles.htm

Industry Calendar of Events November 4-7, 2014 — ISSA/INTERCLEAN® - North America, Orange County Convention Center, Orlando, FL. For information: 847-982-0800. March 7-10, 2015 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200.

MOVING? Old Address: Affix old mailing label or print old address here: Name _______________________________________________ Company ____________________________________________ Address _____________________________________________ City, State, Zip ________________________________________

April 28-29, 2015 — Canadian Sanitation Supply Association’s Can Clean 2015, Mississauga, ON. For information: 866-684-8273.

New Address: Print new address here: Name _______________________________________________

May 5-7, 2015 — National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. For information: www.nationalhardwareshow.com.

Address _____________________________________________ City, State, Zip ________________________________________

May 16-19, 2015 — National Restaurant Association’s Restaurant, HotelMotel Show, McCormick Place, Chicago, IL. For information: 800-424-5156.

Clip and return to Maintenance Sales News P.O. Box 130, Arcola, IL 61910 • Fax: 217-268-4815 • Email: drankin@consolidated.net

Maintenance Sales News (ISSN 1040371X) is published bimonthly by Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130. Publisher assumes no liability whatsoever for content of any advertisement or editorial material contained herein. Copyright 2014, Rankin Publishing, Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form without written consent of Rankin Publishing, Inc. Periodical postage paid at Arcola, IL, and additional mailing offices. POSTMASTER: Send address changes to Maintenance Sales News Circulation, 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130 Subscription Rates in United States: 6 issues $25 Single Copy rate: $5 plus postage/handling; Buyer’s Guide $15 plus postage/handling International rates: 6 issue annual Air Mail Subscription $60 U.S. dollars net

Circle 1 • Visit Us At ISSA Booth #1465

September/October 2014

A LE T T E R O F W E L C O M E F R OM ET

ISSA President

Fritz Gast

term . My ars t n e d presi ur ye ISSA s been fo 4 1 0 2 . It ha at. s the an ing a lando, FL day form v r ore th r e s m i r f r o g O F n l e di fu th e gh ur eauti pleas throu red, inclu r as five o db t y c n a i n , i d rs e th e giste 2014 Tues e dist (Buil Reade ad th America ed to the already re dustry tog , BSCAI EHA h N e S v ) a n n I M North ave retur ompanies leaning i ernational ciation), nd I h ) Dear c t h c o ast, a LEAN® s n e e I G 0 r s iation i 0 c s t w z A t 7 o e n i d s e C c r e r i s n d e F R e v a a A v r s h r E , ith o /INT ent T ng Se ando ame i in g s t aning My n s at ISSA ion in Orl ion ever w nt that br tial Cleani g Equipm ndow Cle art ate en un st eve ibit Wi nin ibit n d g i a h l e i t h e a s x h o x l m t . e e n l e h o C ( st cu tio .s orfR est u ly nd our la e the larg This is tr ociation o al), CETA A (Interna ts in Orla 12:30 p.m tional opp e c n s p si even ito r s . IWC ation duca ith a will b I (As ng, o This time exhib — ARCS tion Intern ide), and and other mber 3, w edented e , marketi rldw prec ove ir s tlling ams ocia ions 100 f y associat ctors Ass nagers Wo ing progr onday, N ays of un siness, se Susan d a n u r M a i t r l b with s of g n indus vice Cont Facility M ntions, tra Club, on s four ful facets of i lf e in eginn mmit er g ll ing S — Unitin their conv Creek Go esday beg overing a kers b endary su Kinkos, a e p s g A t. Tu n leg ops c ingle dEx/ note (IEH co-locatin at Sh ournamen d worksh r key d the seve Qwest, Fe u s o n e f i r g a n g T e e a r — ms at idual Golf eek b sentin nque inars indiv a y e pre o have co e sales tea r e The w nual ISSA an 45 sem a h t e h nc ,w ed ify e an re th ple w performa ident e s t a r t t h show o s o e ’ t r p for th with mo a w Ray 0 high ing. es ast ye ly 30 on ho Friday, w ith Sugar ill t h g i tuniti s and train ccess of l one of on ce to build n s his w n. O ish w de in n s su en provi innovatio e will fin remony. T can be eratio wing the day. She i at experi l l i w e hich ham orate and w Follo n Wednes he used th n. ard c cking to incorp ll coach, lence Aw r ahead, w he speakS o o u . z r i g B e r l n s e i l a lt V m te cu tb ce Ersh in climb regis hies on al s and thor Mar u t i l i z e t h e ille baske ISSA Ex e o i t a t g d n o grap mou ss au hnol uisv t the o nee best tting d Tec ay, busine ers, and sity of Lo o will hos tendees d vidual bio g, ge n e t n i i n k i r t b d r U i o em r wh . Ind hurs nive but a netw ers in our On T o f t e a m m mpion U trepreneu s no cost oth 1281) e for d l l b o a a i l n h o s i e , ch gth stake s ava ter, B (there r and s t r e n ick Pitino unitie time with boxe attendees ource Cen t r y o r R p a Res ality with d, legend h for all ith op ISSA c or, w ending qu ar n o e n l u f h l o t e e t L a sp ow re . .com de sh on or de a f s, and rivate inclu registrati www.issa n is the tra d product eed p ght n u t t o o n a a i i done available in attract uipment a 0, if y rvations r t a oth 9 q e e o es e s r m b e a B e r w t s h o e er eon ), t en b, a rse t h p h u t c u p H l n o a l / c u el m ha ing Of 0, for w.issa.co he ISSA R ” wit Meet 8 n 4 o A 3 s S t e IS (ww isit le to ooth “hand out th istro, at B bile App orget to v es availab . k y c r e t f s h o c B t c r du don’ re to SA M ISSA resou Be su pace; the n d t h e I S ntion. And valuable ope ;a gs ve r this h r t n n o i o f l o t l o c e l e a me the wf see clean gazin igate e sho 1, to s Ma t” of our w d e o n t h le and nav ooth 128 N n Worl ve es B u e Sal l “Main E Way the c sched Center, at year. n a the nua e he inten sourc oughout t h a n k M a e t o t h e a n “ C h a n g e t n to hr you t u l d l i k e t o m e e v e r y o o u r q u e s t o o e c l w u I o we ontin nity t we c portu ustry, as ” nd in g i Cleaning. s w Vie

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Fritz Gast ISSA President

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September/October 2014

INTRODUCING

THE NEW STANDARD Visit MIDLAB in Booth 2252 at ISSA North America in Orlando, Florida November 4th - 7th and see how we are ready to conform YOUR Private Brand to the new GHS labeling requirements!

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Incoming ISSA President

Alan Tomblin Alan Tomblin, sales manager, North America, at Procter & Gamble Professional, will be introduced as the new ISSA president during the ISSA/INTERCLEAN® North America 2014 annual convention, which will take place November 47 at the Orange County Convention Center, in Orlando, FL. The following is a recent interview with Maintenance Sales News Magazine, where Tomblin discusses his background and goals for his upcoming one-year term.

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Alan Tomblin Incoming ISSA President MSN: Please provide your background as it pertains to your company and the jan/san industry.

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Tomblin: I am in my 34th year with Procter & Gamble. I’ve had various assignments of increasing responsibility across several U.S. geographies in several divisions of P&G. I’ve been a part of P&G Professional, the Away-from-Home Division, for about half of my career. My current responsibility is to further develop our business in North America. We serve the health care, education, building service contractor, hospitality, restaurant, and food/drug/mass/retail segments of business.

MSN: How long have you been aﬃliated with ISSA — from both a company and a personal perspective? Tomblin: My company has been affiliated with ISSA for about 30 years. I attended my first U.S ISSA show (now ISSA/INTERCLEAN) in 1997. I've attended every show since. I also served on the ISSA board previously as a director (2008-10) and on several ISSA committees, participated in the University of Industrial Distribution program, and earned

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ISSA Certification Expert (I.C.E.) certification. My affiliation with ISSA over the years has enabled me to see the association's dedication to being a leading resource in the cleaning industry, and I’m honored to be a big part of that in 2015.

MSN: What made you decide to seek the post of ISSA president? Tomblin: Well, in two words, it would be “to serve.” ISSA is a terrific association. Its mission is critical: “ISSA will be the leading resource for information, education, networking, and commercial opportunities, as well as the leading voice in government and the community for firms within the cleaning industry worldwide.” As the worldwide association for the cleaning industry, I am excited to serve the membership in ways that promote cleaning for health, advances the recognition of the professionalism within our membership, and encourages a cohesive global community of cleaning.

MSN: What are some of the qualities that will make you an effective ISSA president? Tomblin: Judgment of my effectiveness will come from the members at the end of my term. However, I’m hopeful that my ability to listen comes through. We have so many successful people within our membership. Can you imagine what we can be if we harness the power of truly listening to our members and then executing, with excellence, just a few of their ideas? In addition, I’m hopeful that my experience and skill-set in strategic thinking is an asset to the membership. As mentioned previously, I’ve been an active member of ISSA for several years, and when I served on the ISSA Board of Directors previously under the terrific leadership of industry stalwarts such as Kyle Ogden, Jim Chittom and Bob Stahurski, I made it a practice to learn from them. I also have had the privilege of serving as vice president under Fritz Gast, whom I’ve known for many years. Finally, my interactions with John Garfinkel have prepared me well. John brings a wealth of knowledge to his job as ISSA executive director. He willingly shares insights and experiences that can make us all more effective. He has also developed a staff around him of top-notch talent. Finally, my position as associate director at P&G Professional has given me hands-on experience in the cleaning industry that will enable me to help execute ISSA’s mission.

MSN: How do you plan to utilize your leadership experience with your company during your term as ISSA president?

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Tomblin: Having been employed by Procter & Gamble for 33-plus years has afforded me many opportunities for growth. I’ve been exposed to many businesses and worked for many talented managers. I’ve endeavored to learn from each manager, each team and each experience. I plan on using my leadership experience with P&G to bring to life ISSA’s mission, follow the association's strategic plan and develop ideas for an even brighter future.

MSN: What, from your perspective, is the role of the ISSA in the cleaning/maintenance industry? Tomblin: Our mission statement makes our role clear: “ISSA will be the leading resource for information, education, networking and commercial opportunities as well as the leading voice in government and the community for firms within the cleaning industry worldwide.” This is an awesome statement. It makes ISSA's role very clear. From my perspective, it’s important that we keep this mission in mind during our day-to-day activities.

MSN: What improvements can be made to the ISSA? Tomblin: There is a lot going right with ISSA. We have a rich history. We’ve enjoyed terrific success. I believe we can build on our success to become even more effective at achieving our mission. The ever changing government regulatory environment provides us with an opportunity to refine our message and help our membership be heard in Washington, D.C. The changing landscape and consolidation of suppliers and customers provide us with an opportunity to improve our reach for both large and small companies.

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September/October 2014 MSN: What are some of the most prominent challenges and concerns in the cleaning/maintenance industry today, and how can these issues be addressed by the ISSA and its members? Tomblin: I believe the ever changing government regulatory environment represents a huge challenge for our members. Legislation concerning immigration, the minimum wage and health care impacts each and every business. These issues can be addressed by providing our membership with information and education as to how it will impact our constituents. We can harness the power of our broad and far-reaching membership to influence Washington, D.C. We can also share best practices among our members. We can learn from our collective successes as well as mistakes.

MSN: How is the “green” movement impacting the cleaning/ maintenance industry? Tomblin: The “green movement” has made us better! It has enhanced our awareness of how our decisions impact the environment and our employees. It has made for a safer work environment for the many cleaning professionals who go to work every day. It has helped us have a “longer view” of our day-to-day decisions. And, it has helped us better utilize our resources through conservation, recycling and reuse. I wouldn’t really call it a “movement.” It’s simply a reality. It is here to stay, and we will do well to embrace it.

MSN: Please discuss the importance of the ISSA reacting to ongoing industry changes. Tomblin: To fulfill our mission, we must not only react to industry changes, but we need to anticipate changes and prepare our membership to proactively prepare for them. Many of our members are thriving. Some are struggling. ISSA is a membership for all. We cannot do the work “for” our members, but we can be a resource for them. We can provide education, networking and commercial opportunities for all.

MSN: What plans do you have as ISSA president for the coming year? What would you like to see accomplished? Tomblin: I’ve spent the current year serving on the board as vice president/president elect. It has afforded me the opportunity to listen to the new board of directors, ISSA staff and the membership. I don’t plan on stopping this listening component. To me, it is critical that I seek input from the members and listen to their concerns, their ideas and their opportunities. In addition, I will carry out, to the best of my ability, the strategic plan in place. The plan is solid. It is also dynamic. It allows us to be flexible, and to capitalize on opportunities as they arise for continual improvement.

MSN: Is there anything else that you would like to speak about? Tomblin: I’d love to share what’s “hot” at the ISSA Show in Orlando this year. ISSA continues to seek ways to help members do their jobs better, increase the industry's professionalism and help change the way the world views cleaning. With this in mind, at this year's show, the association is launching several exciting new programs. Below are just a few of them: • The Cleaning Industry Training Standard (CITS) — This sister program to ISSA's popular Cleaning Industry Management Standard (CIMS), is designed to address the growing need for training, improved professionalism and increased pride across all segments of the industry. CITS provides an option for cleaning operations to train their frontline workers using third-party verified courses. Meanwhile, industry organizations that offer training — whether manufacturers, distributors, consultants or cleaning operations — can have their programs verified as meeting core industry standards. In doing so, they are able to provide cleaning workers with CITS Advanced Pro courses, which ISSA will promote as options to achieve advanced cleaning worker designations. Individual trainers also can utilize CITS to become third-party accredited, allowing them to proctor and grade CITS verified exams; • Value of Clean Safety Tool — This newly developed tool provides useful data to help make the business case that cleaning helps create a safer workplace, which lowers liability and risk, ultimately improving a business' bottom line. The tool, which compiles valuable information into a slide presentation format, will be available to all ISSA members as part of their 2015 membership; and, • The Official ISSA 612 Cleaning Tasks & Times — ISSA has updated one of its most indemand products. It provides essential information for determining the time it takes to clean a facility based on space, tasks and tools used. These are just a few of the new programs and products ISSA is prepared to offer members in 2015, all in an effort to help change the way the world views cleaning, while enhancing the bottom lines of members.

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Circle 40 • Visit Us At ISSA Booth #3261

September/October 2014

2014 ISSA/INTERCLEAN SHOW

Heads To Orlando, Florida T

hree tradeshow days, educational and networking opportunities and four keynote speakers will highlight ISSA/INTERCLEAN® North America 2014. The event is scheduled for November 4-7 at the Orange County Convention Center, in Orlando, FL. ISSA says, “The event will feature a week where executives in the global cleaning industry meet to drive innovation, productivity and profitability. The event will bring together five colocated events, 700-plus global suppliers from over 30 countries, and an estimated 16,000 attendees from approximately 78 countries.” This year’s convention will follow a Tuesday through Friday format. ISSA convention seminars start on Tuesday, November 4, and continue through Friday, November 7. Additional sessions will take place on the tradeshow floor during exhibit hours. Over 45 seminars and workshops are scheduled during the event. There will also be three days of keynote addresses. They will feature a mix of motivational advice and take place on the tradeshow floor at Keynote Stage, Hall A1. The event’s first keynote speaker is Susan Ershler, from 8:15 to 9:30 a.m. on Wednesday, November 5. Ershler, who will discuss “Conquering the Seven Summits of Peak Performance,” is one of fewer than 300 people who have conquered the seven major summits of mountain climbing. “She has also excelled at building and leading teams that have achieved exceptional results. Drawing on her knowledge and experience, Ershler’s presentation will show why the best leaders are much more than top performers themselves. They enable every member of their teams to overcome perceived limitations by learning to commit to a shared vision of success,” according to ISSA. Throughout her 23-year corporate career at Qwest, United Technologies, FedEx Kinko’s and Verizon, Ershler earned 11 President’s Club sales awards. Outside of the business world, Ershler has scaled the Seven Summits — the highest peaks on each of the world’s seven continents — and written a book, Together on Top of the World, documenting the climbs. Ershler’s new book, Conquering The Seven Summits of Sales; From Everest to Every Business, Achieving Peak Performance, will be published this year. The second keynote speaker, from

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September/October 2014

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for Buckingham’s books is the work he did over two decades as a senior researcher for Gallup, the international analytics and consulting firm, as well as in his own business consultancy. He says he has spent a career focused on collecting information about what makes successful managers, then honing strategies for how to best turn talents into performance. The Cambridge graduate has worked with Facebook, Toyota, Coca-Cola, Wells Fargo, Microsoft and Disney. From 9 to 10 a.m. on Friday, November 7, the third keynote address will be presented by Rick Pitino, head men’s basketball coach at the University of Louisville. In 28 seasons as a collegiate head coach, Pitino has compiled a .735 winning percentage that ranks him 11th among active coaches. Pitino is the 14th college basketball coach to win multiple national championships, and the first to win national championships at more Why just clean the surface when you can deep clean than one school. During the session, with every pass? The VT1200’s high speed rotary spray jets Pitino will share lessons simultaneously agitate soils and blast grime loose while the that have led him to succovered spray head ensures high extraction rates. Ideal for tile cess in different environand grout, natural stone, terrazzo, travertine and more. ments, how to get the most out of teams of any kind, Unsurpassed cleaning with every pass. and how to inspire amazing work ethic. Pitino got his start as a head coach at Boston University when he was 25 years old. By the time he left, he was the most successful coach in BU history. After a few years, Pitino was invited to join the NBA’s New York Knicks as an assistant coach. In 1985, Pitino left the Knicks for the Providence College Friars, where he guided the team to a run during the 1987 Final Four. In eight seasons See it in action at with the University of KenISSA – Booth #2517 tucky, Pitino amassed a 219-50 record, and led the Wildcats to three Final Four appearances. He won his first NCAA National Championship with Kentucky in 1996. Pitino then served as president and head coach of the Boston Learn more about this new streamlined system Celtics, until accepting his www.versacleansystems.com current position as head

8:15 to 9:30 a.m. on Thursday, November 6, will be Marcus Buckingham. A best-selling author and consultant, Buckingham will share how to put ideas into practice without stifling the personal strengths that give each person on a team an edge. Buckingham wrote a best-selling 1999 book, First, Break All the Rules. Buckingham offers strategies that emphasize creative strengths, even if they involve breaking from traditional techniques. Since his first best-seller, Buckingham has published or co-authored additional best-sellers, helping people to identify their personal strengths. The backbone

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coach of the University of Louisville Cardinals. With the Cardinals, Pitino has reached the Final Four three times, and won the NCAA Championship in 2013. In addition to his team wins, 26 of Pitino assistant coaches or players have gone on to become successful collegiate coaches. The fourth and final keynote speaker during ISSA/INTERCLEANÂŽ North America 2014 will be boxing great Sugar Ray Leonard. He will speak on Friday, November 7, during the ISSA Excellence Awards Luncheon from 1 to 2 p.m. Leonard will discuss what it took to reach his dream of being an Olympic gold medalist, and later being named the 1980s Boxer of the Decade. In 40 professional boxing appearances, Leonard lost only three times and became a champion boxer in five weight divisions. Outside of the ring, Leonard published an autobiography, The Big Fight: My Life In and Out of the Ring, in 2011; launched an athletic clothing line in 2013; and maintains an active role in the Sugar Ray Leonard Foundation, which is instrumental in the fight against obesity and diabetes. In addition to ISSAâ&#x20AC;&#x2122;s own annual convention, five other industry conventions are scheduled during ISSA/INTERCLEANÂŽ North America, along with other industry training and member events. They are: the Association of Residential Cleaning Services International (ARCSI), the Building Service Contractors Association International (BSCAI), the Cleaning Equipment Trade Association (CETA), IEHAUniting Facility Managers Worldwide, and the International Window Cleaning Association (IWCA). Visit www.issa.com/show for more information.

ISSA/INTERCLEAN 2014 Schedule Monday, November 3 12:30 p.m. ISSA Golf Tournament benefiting the ISSA Foundation (at Shingle Creek Golf Club)

Tuesday, November 4 Noon to 1 p.m. ISSA Networking Lunch 1:15 to 5 p.m. ISSA Convention Seminars Wednesday, November 5 8:15 to 9:30 a.m. Susan Ershler Keynote Address

9 a.m. to 5 p.m. Exhibit Hours (including tradeshow floor seminars) Thursday, November 6 8:15 to 9:30 a.m. Marcus Buckingham Keynote Address

9 a.m. to 5 p.m. Exhibit Hours (including tradeshow floor seminars) 5 to 7 p.m. ISSA Manufacturer Rep Forum & Reception (at the Hyatt Regency) Friday, November 7 8 a.m. ISSA General Meeting

9 a.m. to 1 p.m. Exhibit Hours 9 to 10 a.m. Rick Pitino Keynote Address 1 to 2 p.m. ISSA Excellence Awards Luncheon Featuring Sugar Ray Leonard Keynote Address 2:15 to 4 p.m. ISSA Convention Seminars ISSA Announces 2015 Board of Directors Elections for open positions on the 2015 ISSA Board of Directors closed Aug. 7, 2014. The following individuals were elected to the new board, which will be led by incoming ISSA President Alan Tomblin, of Procter & Gamble Professional. Vice Pres./Pres. Elect: David Sikes, Sikes Paper Co.; Executive Officer: Ken Bodie, Kelsan, Inc.; Manufacturer Director: Mark Jackmore, Rubbermaid Commercial Products, Inc.; Distributor Director West: Nick Spallone, Tahoe Supply Co. LLC; and, BSC Director: Taylor Bruce, IH Services, Inc.

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Returning Board Members In addition to Tomblin, returning from the 2014 board to serve in the following positions on the 2015 board are: Past President/International Director: Fritz Gast, PB Gast & Sons/Allied Eagle Supply; Treasurer: John Barrett, Eurest Services; Secretary: John Swigart, Spartan Chemical Co., Inc.; Director Canada: Paul Goldin, Avmor Ltd.; Manufacturer Representativesâ&#x20AC;&#x2122; Director: Craig Miller, Apex; Distributor Directors: North â&#x20AC;&#x201C; Mark Warner, Americhem International, Inc.; South â&#x20AC;&#x201C; Mercer Stanfield, Brame Specialty Co., Inc.

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Presents

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Manufacturer Directors: Matt Wood, ProTeam, Inc.; Steve Lewis, Golden Star Inc.; Latin America Council Chair: Mauricio Chico Cañedo, Distribuidora Lava Tap, S.A. de C.V.; and, Europe Council Chair: Andrew Dunning, Numatic International Ltd. Outgoing Board Members The following individuals completed their service on the board in 2014: Lydia Work, American Paper Converting; Ted Stark, Dalco Enterprises, Inc.; Jeffrey Packee, Marsden Holding LLC; Chris Martini, Central Sanitary Supply Co.; and, Brendan Cherry, Bobrick Washroom Equipment, Inc. ISSA members are invited to personally greet the new board members when they officially take office at the ISSA General Meeting, scheduled at 8 a.m. on Friday, November 7, during ISSA/INTERCLEAN® North America 2014 at the Orange County Convention Center. ISSA Announces 2014 Achievement Award Winners

SSA will present the following awards to these achievers in the professional cleaning industry during ISSA/INTERCLEAN® North America 2014, which takes place November 4-7 at the Orange County Convention Center in Orlando, FL.

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After finishing his international marketing degree and working in various sales and marketing positions, in 1992, Boersma started working at Amsterdam RAI, ISSA’s trade show partner. Within RAI, he has held several event-management positions, all closely related to organizing exhibitions, including the forerunner of ISSA/INTERCLEAN®, Amsterdam. From 2000 until 2003, he was responsible for the digital media department. In 2003, he was appointed RAI’s director of international exhibitions, where he was responsible for the portfolio of RAI’s market-leading international trade shows held in Amsterdam. During this period, he also developed and oversaw the geo-adaptation strategy for the events. A key aspect of this strategy was the creation of international alliances and joint ventures. He was RAI’s main point of contact with ISSA and played a vital role developing the special relationship that now exists between the two. He also chaired the ISSA/INTERCLEAN Committee for ISSA/INTERCLEAN Amsterdam. In December 2007, he was appointed managing director for RAI Exhibitions and took a place on the Amsterdam RAI Board of Directors. RAI Exhibitions is the division of Amsterdam RAI responsible for all trade and consumer shows organized by Amsterdam RAI. Despite these additional responsibilities, he has remained in close contact with ISSA and frequently shares thoughts and ideas concerning ISSA/INTERCLEAN and future developments with the association.

Manufacturer Reps’ Distinguished Service Award This award recognizes a person within the industry who has had a positive impact on the industry and the association and who has been supportive of manufacturer representatives. This award is presented on behalf of all independent manufacturer Jack D. Ramaley Industry representatives. This year’s award recipient is John Stroud. Distinguished Service Award Stroud is president of the O’Dell Corp., Ware Shoals, SC, The Jack D. Ramaley Industry Distinguished Service Award may be conferred by the board to those individu- which has been an ISSA member since 1999. He began workals who have demonstrated outstanding service to the ing in the jan/san industry in 1977. He joined O’Dell in 1989, cleaning and maintenance industry through their innova- and under his leadership O’Dell has become a leading manution, professionalism, leadership, elevation of industry stan- facturer in the wet mop, dust mop, microfiber, and broom catdards, promotion of the Association’s growth and egories. He attributes O’Dell’s success to his manufacturer development, unselfish dedication without personal gain, representatives. and emulation of the ISSA Code of Ethics. This year’s Stroud is an active member of the First Presbyterian award recipient is Ids Boersma. Church of Greenwood, SC, where he serves as a deacon, an elder and a trustee. He currently serves on the board of trustees for his alma mater, Presbyterian College, Clinton, SC, and is actively involved in conservation efforts throughout South Carolina Visit us to learn more about our cleaning programs at the ISSA Show through Looped E Farm. He has served on the board of the South Carolina Waterfowl ES72/ES64 gen Peroxide Hydrogen ISSA Sh Assoc. for 17 years and curo Multi-Purpose & Disinfectant at Boot w rently serves on the board of 2 PRODUCTS, 1 DISPENSER directors at Countybank and No. 23 h 58 JCB Holdings. Clean and disinfect approximately 95% of an entire facility

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YES Industry Special Achievement Award The award honors an individual or company from our industry who has made substantial contributions to the advancement of the cleaning industry and ISSA and who has demonstrated strong support of the Young Executive Society (YES). This year’s award recipient is James Ammons. Ammons started in the industry in 1994, working for Scott Paper, where he stayed for two years. When Scott Continued on Page 101

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Miner Supply Company

September/October 2014

Old-Fashioned Full-Service Distributorship By Rick Mullen, Maintenance Sales News Associate Editor

“People still want service, they want a quality product and they want it fast.” Emphasizing selling quality products with go od serv ice and timely deliveries , Miner Supply Co mpany of Wyoming, MI, a s uburb of Grand Rapids, co nsiders itself an o ld-fashioned, full-service janito rial/s anitation supply ho use. The company’s two main principal owners since 1989 have been, pictured above left, James “Jim” Manni Sr. and Ron Buurs ma. “To this day, an emphasis at Miner Supply is to find products that meet customers’ needs,” Buursma said during a recent interview with Maintenance Sales News Magazine at the company’s facility in Wyoming. “We stock $230,000 in inventory and purchase products from major paper, chemical and soap companies.” During their years together, Buursma, whose official title is treasurer of the company, and Manni Sr., whose official title is president, have developed a working relationship whereby Buursma oversees sales and Manni Sr. runs the warehouse and purchasing operations. “It has been a fabulous relationship because of the fact that Manni Sr. is a very hard worker,” Buursma said. “Many times over the years, he would come to work at 4 or 5 a.m. just to make sure the warehouse was set up properly. A times, he would even come back at night and straighten up the warehouse, etc.” Today, Manni Sr. continues to run the purchasing, office and warehouse segments of the business with his son, Jim Manni Jr. Since the recent recession, Miner Supply’s sales have picked up significantly, according to Buursma. “We have really emphasized offering quality products,” he said. “People like quality products, and they also want systems, all at a fair price. In addition, our sales force is willing to install dispensers — towel, soap, chemical, etc. — as a service to customers.”

Miner Supply sales people will also help customers keep track of their cleaning supplies inventory, which is especially popular among its factory clients, Buursma said. “Some people trust us and give us a blanket purchase order,” Buursma said. “For some customers, we are required to leave a copy of what we are going to ship. This is a really easy and nice way to initially approach factories. We tell them we can upgrade restrooms with new equipment, and we can install touch-free paper towels and tissue dispensers. Customers love these types of value-added services. “We have installed more than 8,000 towel and tissue dispensers during the past 3 years. “In addition, we have installed more than 6,000 soap dispensers of either foam or industrial types. We now have, more than ever, a lot of happy customers who really appreciate the fact that the dispensers cut costs, look nice, and, in most cases, are better for the health of employees. “One of our vendor reps has commented many times that he is ‘shocked’ at the number of dispensers we install, for a company our size.” Miner Supply’s largest customer segment, with several hundred accounts, is industrial plants with 500 or fewer employees, according to Buursma. In its early days, before Buursma and Manni Sr. took over the company, Miner Supply’s primary customer base was schools and some large industrial accounts.

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“Western Michigan has more industry than people might think. I could tell several years ago that the tool and die shops and small job shops were getting busy,” Buursma said. “Recently, a local newspaper reported on a survey that indicated Western Michigan industry is actually on the rebound. I could have predicted that from what I have learned by just calling on customers.” In all, according to Buursma, Miner Supply has about 1,200 active accounts, some of which have more than one location. Another growing customer segment for Miner Supply, that has manifested itself in today’s economy, is contract cleaners. “When I got into this business, everybody had their own cleaning staff,” Buursma

said. “I can’t think of any company nowadays that has its own cleaning people — it is all contracted out.” Along these lines, the governor of Michigan has urged public schools to do away with unionized cleaning staffs and opt for contract cleaners. “We probably have 120 contract cleaners who buy their janitorial items from Miner Supply,” Buursma said. “Some of them have 2 employees and some have up to 100 or more employees.” Buursma said most of Miner Supply’s walk-in customers are contract cleaners. “Also, as the school business has dropped off, we have picked up many office building clients,” Buursma said. “However, we still sell to about 55 parochial schools. There are many parochial schools in this area and they like service. Ninety-eight percent of them still employ custodians, however they do not receive as high wages as union employees in public schools. We still have some public school customers, but that emphasis isn’t near what it used to be. Miner Supply also sells to some major colleges.” Another important customer base for Miner Supply is large churches. “I’m pleasantly surprised at how many large churches we service,” Buursma said. “It is fairly easy to get a $300 or $500 or $800 order from a church. In the 1970s, when I started in this business, a sales rep from one of the major soap lines in the country would come to the Grand Rapids area once a month. He would work with me for a day while promoting his hand soap line. “He had been in the business * for around 30 years and he would say, ‘You can take me any place you want, but I will not go to a church because they don’t buy enough products.’ At that time, I could kind of see what he was thinking. However, today there are quite a few churches that have many weekly activities. A lot of janitorial cleaning and restroom products are used.” Miner Supply Company’s namesake is Larry Miner, who is now in his 80s and resides in Florida. Miner was raised in Detroit, MI, where his father worked for a jan/san supply company. When Miner finished high school, he wanted the same type of job as his father. “He got a job selling janitorial equipment for cleaning in Detroit, and within a couple of years, he moved into selling a full line of chemicals, paper towels and cleaning products in Detroit,” Buursma said. In the 1960s, the company for which Miner worked asked NI-26670 him to move to Grand Rapids and take over a branch there. A

Entry

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September/October 2014

few years later the parent company Miner worked for began having financial difficulties. As a result, Miner bought the assets of the Grand Rapids branch and called it Miner Supply Company. Manni Sr. started working for Miner in the mid-1970s, and Miner brought Manni Sr. in as a shareholder in the 1980s. Miner had suffered polio as a child. In 1986, he had a reoccurrence. Miner’s doctor told him, because of health issues, he should sell his company and retire. He was only in his early 50s. Miner, who is retired, moved to Florida around 1990, and still comes back to Michigan to visit his children and grandchildren, Buursma said. In May 1988, Miner sold Miner Supply to several other janitorial sales people, in-

cluding Manni Sr. and Buursma. Buursma had been working for another company in the jan/san segment in Grand Rapids since 1974. Up to that time, Miner Supply had never had more than 4 employees. Within a few months following the sale, the company had 11 employees and had quadrupled sales. “The first year (1988) was somewhat of a struggle, but we kept growing and making a profit,” Buursma said. “Sometimes it is hard to believe, all these years later, we have the same management team and have been blessed with such good employees and great brand name products.” Training, Repairs Done At Customers’ Facilities

iner Supply has been in its current facility for 20 years, Buursma said. The building that was purchased now includes 25,000 square feet of warehouse space and another 2,000 square feet of office space. “It is a great location, and we added 12,000 square feet after we moved in,” Buursma said. “We can load our vehicles inside the building in the middle of winter and in the rain. We have plenty of room. “Twenty years ago we were leasing a building. A real estate agent came to us and asked, ‘Would you have any interest in buying a building?’ We said we would under the right circumstances, but we don’t know if we can afford a building.” A couple of weeks later, the agent came back and suggested the owners look at a building that was for sale. When the agent indicated the location of the building, Miner officials doubted the company would be able to afford a facility in that location. “Even though we thought we would probably not be able to buy this building, we looked at the property, and were impressed,” Buursma said. In the end, Miner Supply was able to purchase the property, realizing it was located in a prime area for a distribution business. “Two years before we bought this building, UPS spent millions of dollars for research on where to put its main hub in Western Michigan,” Buursma said. “The company settled on a location just one mile south of Miner Supply. “From our facility, a person can see the traffic on U.S. 131, which runs from the Indiana border to Cadillac, MI. We are located just north of the M-6 (freeway) by a mile, and are also close to I-96, which goes to Muskegon, MI. I couldn’t ask for a better location.” Miner Supply’s primary service area is within a 50-mile radius of Grand Rapids. “There are exceptions to every rule,” Buursma said. “We have a few customers who are farther away. Some accounts have a sister company, or another of their offices or manufacturing plants in a different location. We will either ship by UPS, or, if it is worth it, we will put products on our truck and deliver ourselves. “We offer next-day deliveries, five days a week, in the greater Grand Rapids area. We stock just under a quarter million dollars worth of items, and orders go

Circle 96 • Visit Us At ISSA Booth #1064

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September/October 2014

two or three weeks from other vendors.’ In every area we have customers, we at least deliver one day a week. We have two, 32-foot trucks with hydraulic lifts and three vans.” Miner Supply’s warehouse employees typically wear two hats. They take care of the warehouse, picking orders and loading trucks, and they also are the drivers making the deliveries, according to Buursma. Drivers also wear a third hat, and that is of a front-line ambassador for the company. As is the case with many jan/san distributorships, delivery drivers are oftentimes seen by customers more than any other employee of their respective companies. Miner Supply drivers are trained to be aware that they are often perceived by customers as the “face” of the company. “We put all the orders up in the afternoon between 12:30 and 5 p.m. and then we deliver from 6 a.m. to noon the next day,” Buursma said. “We rarely deliver in the afternoon. We have found that it is easier to get into a lot of places early in the morning when the factories aren’t busy.” Miner Supply drivers are also trained to be aware of what is going on at the companies they service. A sharpeyed delivery driver can often pick up on information that Miner Supply staff members include, left to right, Ron Buursma, co-owner, secretary, outside sales, sales manager; Wayne Mejeur, could result in additional sales. Drivers oftentimes give outside sales; James Hensley, part-time outside sales; Carrie Lovett, outside sales; Bill Reid, outside sales; Emilee Lubbers, outside leads on what additional products or services the comsales and part-time office person; Michelle Manni, office manager; Mike Lubbers, outside sales; and Whitney Becker, office person. pany can offer customers. out with a 98 percent fill rate. While not necessarily a service that is heavily touted at Miner Supply, delivery driv“We deliver to the Holland and Zeeland, MI, area four days, if not five days, a week. ers will also place products where a customer desires in his or her facility. We have many accounts in the Holland/Zeeland area. We deliver to the Muskegon and “I can think of several accounts I had called on repeatedly, and after about a year Grand Haven areas along the lakeshore (Lake Michigan) every Tuesday and Thursday. and a half they said to me, ‘If I start ordering from you, would your delivery guy take We also deliver other areas that are farther out from Grand Rapids one day a week. products down the steps, down the hallway and put them in my closet, because that is These outlying customers are on a regular route and they know the day they are going what my vendor used to do?’” Buursma said. “I told them we would. We’d rather not to receive orders. do that for every single account. But, there are some instances, such service is the only “In some of these cities, people have told us, ‘We only receive deliveries once every way we can obtain and keep a customer’s business.”

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September/October 2014

“Customers know that if they call, email, fax, or online order, we will still touch base with them. I say to our sales staff and delivery staff, ‘We don’t make anything — it is service that we offer. We can’t expect people to keep on buying if they never see us.’”

Back at the warehouse, Miner Supply manages inventory and other business by using state-of-the-art software. “Our software program tells the purchasing department what we need to order,” Bu-

ursma said. Buursma gave an example of how, through experience and the warehouse staff’s ongoing commitment to offer the best service to customers, adjustments are made to make the operation more efficient. “We stock different kinds of disposable gloves in six different areas of our warehouse,” he explained. “We used to stack them all in the same area and the warehouse employees would end up pulling the wrong glove. “Now we separate them and put them in different parts of the warehouse. This one of the reasons when we take a yearly inventory, our counts are just fabulous compared to years ago. We used to be so far off that we would have too many of one thing and not enough of another. The software program does a nice job helping us to order properly.” Last year’s harsh winter kept the warehouse crew on its toes as demand for floorcare cleaning products, as well as ice melters, was high. This was especially true for effective ice melters that left very little residue in buildings. “Last year’s winter notwithstanding, ice melt sales have just skyrocketed in my years in the jan/san business,” Buursma said. “I was happy in 1975 if somebody ordered four bags of ice melt. These days, a good ice melt sale is two or (powder) three skids. I am surprised at how much concern there is these days about customers and/or employees slipping and falling. (liquid) The amount of ice melt we sell has really increased. “During the best winter of ice melt sales Miner Supply has ever had prior to last year, we sold 36 semi truckloads of ice melter. Normally, we maybe sell around 22 truckloads. Last winter, we sold 56 truckloads of ice melter. “As a jan/san distribu-

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

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September/October 2014

torship, we must have ice melter on hand. Some days we can sell 18 skids of ice melter, therefore we have found suppliers that ship within a day or two.” When it comes to offering training for customers, Miner Supply does occasionally conduct seminars at its facility, but, for the most part, training sessions at the customer’s site is the preferred way to go. “All members of Miner Supply’s sales force have been trained to conduct seminars,” Buursma said. “We also have manufacturer reps who work with sales people. This is another advantage of offering major lines.” Manni Jr. and his son, Doug Manni, are highly trained machinery service technicians. Manni Jr. has been Miner Supply’s service manager for 25 years, according to Buursma. Doug Manni has worked as a service technician for the past 7 years. Both

have attended various service schools. “We fix many brands,” Buursma said. “Miner Supply is an authorized parts distributor for several companies. We also sell a couple of lines of floor machinery.” Miner Supply technicians will travel to the customer’s location to work on equipment, primarily during regular business hours, Buursma said. “We are not like some companies that will show up on Sunday afternoon at 1 p.m. or at 2 a.m. in the morning. We like making repairs during regular business hours,” Buursma said. “For factories, schools, churches and some contract cleaners that have bigger equipment, we will go out to their facility to fix an item. We would rather fix it at the location than trying to put it on a truck and haul it in here and then haul it back. Over the years, we have found there are more possibilities of damage, and it is hard on equipment hauling it in and out of places.” For certain customers, however, bringing a broken piece of equipment to Miner Supply’s facility makes more sense. “We have customers every week who drop off their vacuums for repairs,” Buursma said. Most of Miner Supply’s warehouse personnel have been with the company at least 10 years. “We have had some wonderful employees and the warehouse people have been especially great,” Buursma said. “I think they like it because we are not on 9 Unaffected by Moisture their backs and we try to be fair with them. I’m sure they could all find a job somewhere else, but I 9 Unaffected by Humidity think we run the business somewhat like a family. 9 Unaffected by Extreme “The same can be said for our sales force. We have had a few Temperatures leave, going to larger companies or for higher wages, but they al9 Powerful Ozone Output ways say when they meet me someplace later, ‘I really liked working at Miner Supply. It was 9 Portable & Lightweight the best place I ever worked.’ “I never would have thought, when I took this job over 40 years ago selling cleaning supplies, that I would still be in this business. “The first job I ever had I worked for a huge corporation. After a while, I realized I would rather work for a smaller company. This was a big turning point in my life.”

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Circle 71 • Visit Us At ISSA Booth #1284

‘We Don’t Make Anything’

hen imparting Miner Supply’s sales philosophy to its staff, Buursma emphasizes a hands-on approach. “We teach our sales staff to show customers what Miner Supply can do for them by demonstrating actual products and services,” Buursma said. “I don’t think just bringing in a piece of literature or showing a product on a tablet is the best way to approach sales. I think a sales person has to bring in and demonstrate a soap dispenser, for example, in front of the customer and say, ‘Can I place a trial sample on your wall?’

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“This industry has really suffered trying to hire younger people because of the fact that many of them think it is too hard to knock on people’s doors, getting a name and calling them back.” Among members of Miner Supply’s sales staff are two people in their 30s — Buursma’s daughter, Emilee Lubbers, who started working summers at the company while in high school, and son-in-law Mike Lubbers — one person in his 40s and several in their late 50s or early 60s. “I would really like to hire two or more people who are in their 20s or 30s,” Buursma said, “as some of us are going to be retiring in the next four to seven years. “It used to be I would have the colleges call me every spring and ask, ‘Are you looking for a sales person? We would be glad to send somebody down.’ About 15 years ago they quit calling. I have called some of them and they tell me they just don’t have anybody looking for this kind of job anymore. It is a problem.” Buursma said one of Miner Supply’s manufacturing customers told him it might be a good idea to bypass human resources departments at colleges and speak directly with some educators. “It was suggested to go to some different professors and say, ‘If you happen to have some students who might have an interest in a supply company where you actually knock on doors, tell them to come and see us.’ Maybe I’ll try that. “I have talked to other competitors who have hired some younger people and they only last for two or three months and they quit. “I think part of the problem is today’s young people think it is too hard or that jan/san is not an attractive field to get into. “We know things change, but if Miner Supply is going to do well for the next 15 to 20 years, we must show people how we can be a good vendor and keep costs down with a quality product. We do need employees with sales skills to tell this story. I believe every successful janitorial house needs a quality sales force.

Miner Supply warehouse and purchasing staff members include, left to right, Jim Manni, purchasing; Steve Esch, warehouse/driver; Doug Manni, warehouse manager; and Derrick Peters, warehouse/driver.

“Over the years, I have hired some sales people who were sales managers in other industries. They tried this business and after initial success, within two or three years their sales began to go down because they just kind of ignored people, thinking customers were going to keep on buying. Let’s face it, you can buy janitorial supplies from thousands of sources nowadays.” With the coming of the Internet and related technologies, end-users have, indeed, a wider range of choices when it comes to ordering cleaning items. In addition, other non-traditional sources, such as big box stores, have moved into territory traditionally occupied by jan/san distributorships. However, as Buursma pointed out, “choice” may be in the eye of the beholder in some instances. “I really think non-traditional jan/san players were more of a problem for us 15 years ago,” he said. “I think so many people have found that “Customers know that if they call, email, fax, or online order, we will still touch base big box stores don’t offer near as many choices as might appear on the surface. “Take 55-gallon trash bags, for example. Miner Supply stocks at least 12 differwith them. I say to our sales staff and delivery staff, ‘We don’t make anything — it is service that we offer. We can’t expect people to keep on buying if they never see us.’ ent types. A customer might desire a light, medium, high density or low density trash bag. A really thick bag, like those used in parks and factories that doesn’t tear when pulled out of a 55-gallon drum, might be the best choice. “A big box store may have a very limited choice. Furthermore, the next time a person shops at a big box store, it might have a different type of trash bag than what was available previously. Many of our customers may go to box stores to pick up coffee, paper plates, etc., but they are buying cleaning supplies from Miner Supply.” In speaking of trends he sees in the jan/san segment, Innovations today for a cleaner tomorrow. Introducing Buursma said one issue that our newest product: Nova. Our new blended is having a positive impact is microfiber mop includes microfiber and traditional yarn end-users backing off from for greater longevity and cleanliness. consolidating their vendors. “Many people are really wanting quality products at a fair price and fabulous service,” he said. “In our industry, there was a big movement 10 or 15 years ago to seek fewer Golden Star Inc | 6445 Metcalf Ave. | Overland Park, KS 66202 sources for products and www.goldenstar.com | 816.842.0233 | 800.821.2792 services. Miner Supply lost some major factory business

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*Hand Washing Practices in a College Town Environment. (2013). Journal of Environmental Health, 75(8), 18-24. Retrieved September 4, 2014, from http://msutoday.msu.edu/_/pdf/assets/2013/hand-washing-study.pdf

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because people would say, ‘I am very sorry, you were a great provider for years, but we have been dictated to cut two-thirds of our vendor list to reduce costs.’ “I haven’t heard anybody say that, in probably six years. Customers are more concerned about having a quality product that comes in the door as quickly as possible, at a reasonable price. “Again, we don’t make anything. We provide a service and we are fair to people.” Although Miner Supply sells a lot of green products, the green movement has not taken hold among Miner Supply’s customers as much as Buursma once thought it would. “While the company offers leading lines of environmentally friendly products, hardly anybody is buying ‘green’ just for green’s sake,” Buursma said. “Western Michigan is supposed to be among the top three areas of the country for most LEED (Leadership in Energy and Environmental Design) certified new buildings. However, our sales force says if you talk ‘green, green, green’ to end-users, most of them quit listening. End-users want a high quality product that works, and if it is green, fine.” Looking ahead, Buursma is confident his company has a bright future as long as things continue to be done the Miner Supply way. “We are trying to compete with the box stores of the world, and if we try to compete in their world, we will drive ourselves out of business. We need to continue to do business our way,” Buursma said. “I’m not a visionary, but I think it is going to be that way for at least the next 10 to 20 years. People still want service, they want a quality product and they want it fast. “I think we have to continue showing people what we have to offer, and the benefits of doing business with Miner Supply. “The industrial part of Western Michigan isn’t going away. We have a lot of good manufacturing concerns that have from 15 to 7,000 employees in Western Michigan. “Western Michigan will continue to be a good place to find a job and raise a family.” Contact: Miner Supply Company, 922 47th St. S.W., Wyoming, MI, 49509-5104. Phone: 616-531-5002. Email: info@minersupply.com. Website: www.minersupply.com.

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Made in USA

By Harrell Kerkhoff, Maintenance Sales News Editor

Janitorial/sanitary distributorships come in many sizes and oﬀer a wide variety of products. The common goal for most of these companies, however, is providing a quality level of service after the sale. Maintenance Sales News Magazine recently interviewed several distributors to learn how they are beating the competition by truly taking care of customers.

ocated next to Interstate 75 in the foothills of the Blue ton and the surrounding area. If it hadn’t been for Dalton, I tomers,” Griffin said. Another key to success for Griffin and his business partner Ridge Mountains in northwestern Georgia, Dalton, don’t know if we would have entered this business. It’s gone is focusing on service after the sale. GA, is home to many of the nation’s leading manufac- pretty well.” “We always want to show gratitude to our customers. It’s Mid-South Industries’ current coverage centers around a 50turers of floor coverings. The city of 33,000-plus residents is important to circle back after a sale and find out a litoften referred to as the “Carpet Capital of the World.” It’s esti- mile radius of Dalton. tle bit more about that customer. We try to thank “There are some customers we ship to beyond our mated that over 90 percent of the functional carpet produced in • him/her in a more personal way. Social media has service region, but primarily we focus on Dalton and the world today is made within a 65-mile radius of the city. Dalton, helped,” Griffin said. “For example, we found out It’s safe to say, then, that many facilities in the region use Calhoun, GA, (approximately 20 miles away). Our GA through Facebook that a customer, who just purcarpeting. Helping customers keep their carpeting, and other company also has some business in Chattanooga and chased a large order of degreaser, liked moon floor coverings, clean and healthy is Mid-South Industries, a Cleveland, TN. Both cities are about 30 miles to our pies. We bought a box of moon pies, put a north,” Griffin said. jan/san distributorship located in Dalton. ‘thank you’ note with it, and sent this to her. He added that business has been steady for Mid“We are a full jan/san supply distributor. This includes a “This type of action helps people restrong focus on degreasers and industrial cleaners,” Mid-South South Industries over the past year and is “picking up.” member our company. And, we always “The company has started to grow in areas where Industries President Mike Griffin said. “Our company feamake sure to throw in a company catalog tures delivery vehicles and a warehouse — pretty much the we did not necessarily anticipate. I feel this speaks to and our business cards. I have found that it whole gamut minus a showroom. We don’t have a lot of walk- our flexibility as a distributorship,” Griffin said. “I’m can be easy for people to forget you in this sure there are distributors who get stuck selling a in business.” certain type of product and start industry. Therefore, we find ways to help customers reAlthough the distributorship is stepping over dimes to pick up member Mid-South Industries.” fairly new, having started two years As the company grows, so does the need to add employees. nickels. ago, Griffin and his business partner “We have uncovered some decent Right now, the distributorship has a staff of four people. have been in the cleaning industry “We are getting to the point where our staff needs to be business that is somewhat unconvenfor many years. tional as far as jan/san distribution is larger. This will help my business partner and I wear fewer “Mid-South Industries was started hats,” Griffin said. concerned.” from scratch. I had previously When asked about recent trends in the jan/san industry, GrifMid-South Industries has been worked for a large building service successful with some types of prod- fin addressed the consolidation issue. contracter as well as a chemical “A lot of small and mid-size distributors are being puructs that Griffin said can be a little bit manufacturer,” Griffin said. chased. It seems like I hear every three or four weeks that some difficult to sell. After years of being involved in Mid-South Industries “A lot of companies don’t want to company in our market has been bought out by a bigger player. the cleaning market, Griffin and his President Mike Griffin sell these types of items. For exam- And then, sometimes the company that purchased the smaller business partner felt there was a ple, we really push equipment and distributorship has been purchased itself,” Griffin said. “The need locally for an area jan/san supchemicals. Even though the volume pool of distributorships seems to be getting smaller. This is one plier. for these items may not be as high of the reasons why we, at Mid-South Industries, take a very “After years of seeing the right compared to other products, the mar- local approach to our sales strategy. A lot of competitors from and wrong way of doing things, it gins are still good,” Griffin said. “As Atlanta and Chattanooga are among those companies that have came to the point that we decided a jan/san distributorship, we offer been consolidated. to enter the distributorship busi“We truly are a local company and locally owned. This is a wide variety of products, but ness ourselves,” Griffin said. “A lot of our decision was market driven. The Dalton area is focus on what makes us more money. By being a smaller something we really push. Obviously, it’s a challenge to sell where most of the carpet in the country is made. It’s not a huge company and having lower overhead, our business philos- against bigger companies. Their volume is huge and their pricophy has worked very well. We can get a little bit more bang ing is hard to compete against in some areas of business. That city, but it’s very industrial. is another reason why we focus on chemicals and equipment. “We felt this was a good market for the kind of business we for our buck, sales wise.” Another key to success for Mid-South Industries during its These are items that many larger competitors don’t typically wanted to start, one where there were few local options in place. Just about everybody who was selling jan/san supplies in young history has been that of cultivating positive relationships. push. They have these items and will be happy to sell them to “Obviously, we try to have a personal relationship with each a customer, but they would prefer selling $100,000 worth of this market was based out of Atlanta, GA, or Chattanooga, TN. We looked at the area and felt that by providing a more customer. It helps to be located in a smaller city where there is paper.” Another important selling point at Mid-South Industries inlocal option, we could achieve a good market share in Dal- more common ground between our company and our cus-

Circle 8 • Visit Us At ISSA Booth #2158

September/October 2014

volves the company’s expertise in cleaning. This is especially helpful for the distributorship when solving issues of great concern, such as found in restrooms and with floorcare. Griffin said many problems develop due to misinformation that circulates around the cleaning world. “We try to help new customers use the right products and stay away from redundancy. For example, it’s not uncommon to find new customers purchasing two or three different disinfectants. These are basically the same type of products. We also see people who have been taking care of carpeting with outdated methods. These methods may have been the right way to clean 30 years ago, but times have changed,” Griffin said. “Helping people solve such issues has opened a lot of doors for our business.” When it comes to carpet care, Griffin said it’s a must that his company provide the right answers. “We can help people with hard floors, too, but carpeting is king in the Dalton area. After all, it’s the carpet capital of the world. For example, there are school systems here where 90 percent of the floors within a facility are covered with carpeting,” Griffin said. “I’m sure this is unheard of in other parts of the country.” Working within niche segments of the jan/san industry, such as carpet care, equipment and chemicals, has helped Mid-South Industries grow after two years in business. “Finding niches and trying to capitalize on them has helped. Any distributor can sell commodity products. The problem is, margins for these products keep getting smaller,” Griffin said. “We try to do a little more digging, even if it’s with an unconventional or niche product. This can lead to bigger profits. It helps us to find niches, and then develop a marketing strategy to expand upon these niches.” Having a strong background in the building service contractor industry has helped Griffin provide customer training as well. “A lot of times, training a customer on how to clean a certain part of a facility helps further entrench our company into that account,” Griffin said. Contact: Mid-South Industries, P.O. Box 6544, Dalton, GA 30722. Phone: 706-996-1877. Website: www.mid-southindustries.com.

t’s not always easy living on a tropical island, surrounded by palm trees, warm ocean breezes and beautiful beaches. Buildings can get dirty in this environment, too. Therefore, the need for quality jan/san distributorships, like Cardan, Inc., located in Carolina, Puerto Rico, is strong. “We provide different types of services, but specialize in restroom care. There is so much in this business to do,” Cardan, Inc., President Daniel Hurst said. “We offer odor control and cleaning products as well as general jan/san supplies such as hand towels and bathroom tissue. I started this business

“Looking ahead, I plan to expand Cardan, Inc. We spent the first year introducing ourselves to the market, and now we are ready to build the company.” Deliveries are made by the distributorship, which Hurst said is very interesting as this helps the company build better relationships with customers. “We also install and service everything we sell, further helping increase our customer service offering,” Hurst said. He laughed when asked if Cardan, Inc., focuses only on Carolina and the surrounding area, explaining that the main island of Puerto Rico is just 110 miles in distance from east to west and 40 miles from north to south. “We have customers all over the island. The longest time it takes to drive in one direction here is two hours. You then better make a turn or you will end up in the ocean. You can’t go very far,” Hurst said. “We are trying to build our customer base

Left, Cardan, Inc., President Daniel Hurst, is shown next to a newly installed hand dispenser with customer Jaime Rivera, of World Fitness Centers.

two years ago, and plan to expand our product offering to include a larger number of maintenance supplies for factories, auto mechanics, etc.” The company’s office and warehouse are in Carolina, a city of 176,000-plus residents located on the northeastern coast of Puerto Rico. The city is not far from San Juan, the capital of Puerto Rico. Hurst has relied on his 40-plus years of business experience to succeed during the first two years of Cardan, Inc. “I have worked many years in Puerto Rico and Brazil, mostly in the chemical business. I’ve held a number of managerial positions, such as vice president of sales,” Hurst said. “My background is centered on training people to become successful sales managers.

in each of the larger towns in Puerto Rico. Therefore, when we start to add new sales reps, we will have some business already in place for a particular location.” Puerto Rico is an unincorporated territory of the United States, located in the northeastern Caribbean. It’s east of the Dominican Republic and west of both the U.S. and British Virgin Islands. With Florida being over 1,000 miles away, receiving supplies from the United States takes planning, according to Hurst. “We really have to take care of our inventory. This means making sure we have enough on hand. It takes two to three weeks to get supplies down here,” Hurst said. “Otherwise, it’s a lot like selling in the United States. We go out and show people good products and what we can do for them as a distributorship. It’s all about providing quality service.” Hurst has found many clients in Puerto Rico are willing to

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“Customers really get to rely on us visit for 30 to 60 minutes. This helps • after six months of providing this type the company conduct business with Carolina, PR of service.” small and mid-size customers. These Due to its location in the Caribbean, are the types of customers who often hurricanes and other tropical storms are a pay on delivery or within 30 days. yearly threat to Puerto Rico. With each passing “Business has been good. We have found that people really need the type of products that we storm, special challenges must be overcome in order for cussell. We then go in and provide a good service. They know tomers to resume business. This sometimes requires these custhat after running out of a product, they can call us and re- tomers to seek out niche products. “Right now we, at Cardan, Inc., are seeking products that ceive a new order the next day. This helps our customers keep their own inventory down. They only order what they can help with odor control after a storm strikes and power is need,” Hurst said. “It’s important for us to talk with cus- interrupted. There are a lot of problems that can take place tomers, and let them know that we are here to help them with odors, such as in restrooms, during and after an outage. find solutions. We not only help identify problems, but We are working to help customers resolve these types of issues,” Hurst said. resolve them as well.

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He added that “green” cleaning is starting to catch on in Puerto Rico, but mostly in the more urban areas. One problem is with Puerto Rico’s economy, which has struggled as of late. “There have been some rough times the past couple of years with the economy. This has influenced the sale of ‘green’ products,” Hurst said. “In order for these types of products to be successful right now, it’s important to show customers how money can be saved by using them over the long run.” Providing customer training is also vital for Hurst and his distributorship. This is where his past experience as an employee trainer has greatly come into play. “Training is part of our customer service focus. We show people our products, how to use these items and, after a period of time, go back to their places of business and make sure they are still using our products correctly. It’s all about helping customers properly clean their facilities,” Hurst said. He added that the jan/san industry continues to grow in Puerto Rico. With this growth, however, comes change. “Years ago, you could easily sell 55-gallon drums of a product. Now, most customers purchase smaller cases. This is due to higher pricing,” Hurst said. “Therefore, concentrated products and dilution control systems are very important. They help customers make sure that a case of something will last a long time, similar to a drum.” Contact: Cardan, Inc., P.O. Box 810078, Carolina, PR 00981-0078. Phone: 787-513-7193. Website: www.cardaninc.com.

amily businesses continue to dot the jan/san distributorship landscape. Their success comes after building long and solid relationships with many types of customers. One such company is Hy-Grade, Inc., located in Seymour, IN. “My father-in-law, Norman Eggersman, started the company in 1970. It’s a family-owned business that sells janitorial maintenance items, including equipment,” Hy-Grade Office Manager Linda Eggersman said. “We service about a 60mile area around our facility. Our sales people also serve as delivery drivers. After delivering products they often pick up orders and talk to customers. Norman’s three sons have now taken over Hy-Grade.” The distributorship’s customer base includes factories, schools, municipalities, churches, government facilities, health care offices and cleaning contractors. Linda Eggersman described Seymour, which has a population of 17,500-plus residents and is located in the southern part of the state, as a “small, rural city.” “Business has been going very well over the past three to four years,” she said. “We are excited to have launched a new company website (www.hygradeseymour.com), which is designed to help people place their orders more efficiently. We are hoping potential customers will see the site as well. “By being able to track those logging on to the site, we can hopefully contact them in some way to see if we can help with anything.” As with any successful small business, Hy-Grade officials know that the “secret”

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September/October 2014 changed since I started working with the company in atrick Carson knows how to get around. As 2000,” she said. “For example, a lot of our schools, founder and owner of Green Diamond Disand a few government agencies, are trending toward tributors, located in Corpus Christi, TX, using more recyclable and ‘green’ products. They are he strictly concentrates on outside sales, traveling becoming more earth-friendly. to over 21 counties on a regular basis in south “Many of our towel and tissue items are made from Seymour, Texas. IN recycled paper. We work with a supplier that has a full “I deal almost exclusively with governmental en• line of ‘green’ cleaning items available. This helps tities such as schools, cities, counties, housing auus satisfy more customers. I believe the demand for thorities, etc. I supply all types of jan/san products as ‘green’ will increase. The down side is that some of well as hardware items. I also provide safety-related these products are more expensive, but a lot of govproducts including safety glasses, safety vests, traffic ernment agencies are required to use them anyway.” cones, rain wear, first-aid kits, etc,” Carson said. “It takes Helping customers successfully take care of “problem me 4 weeks to make one loop when visiting all of my cusareas” while cleaning a facility is also an essential part of being tomers. I travel between 800 to 1,000 miles a week, and a full-service jan/san distributorship, according to Eggersman. will ‘go through’ a vehicle every two to three years.” This includes strong knowledge in general floorcare, such as Once a jan/san order is completed, various Green Diawaxing and stripping. General restroom cleanliness is also im- mond suppliers will then drop ship that order to a cusportant. tomer’s facility. Meanwhile, hardware and safety supplies “Many customers who need help controlling odors in rest- are usually sent via a private shipper. rooms don’t realize that an unclean floor is often the main cul“It takes me about half a Saturday to get my UPS shipprit,” she said. “They can use all the different air fresheners ments ready,” Carson said. “My wife and I work from a they want, but if the floor is dirty they will ultimately not get home office. Business has been pretty good thus rid of the odor. We spend a lot of time explaining this to peofar in 2014. Many of my city and county governple. The floor has to be clean for the smell to truly go away.” ment customers are at the end of their budget year, Hy-Grade also has succeeded through the years by servwhich means business is a little icing jan/san equipment that the distributorship sells. In fact, lean in September. However, all three Eggersman brothers who own the comtheir new budget year begins pany also work on equipment. October 1.” “We also provide in-service training for the Carson started Green DiaCorpus equipment that we sell. It’s essential that a customer’s mond Distributors 25 years ago Christi, employees know exactly how to use a particular maby selling a specialty hand TX chine. We will show them how a piece of equipment works, cleaner that was manufactured by a • Dallas, TX, chemical company. Eventuand the best way to use it while cleaning,” Eggersman said. Contact: Hy-Grade Inc., 1691 S. 400E, Seymour, IN 47274. ally, the manufacturer stopped formulating Phone: 812-358-3872. the hand cleaner, but helped Carson get in Website: www.hygradeseymour.com. touch with other suppliers. Eventually, Green Diamond’s

to the company’s success after 44 years in business is really no secret at all. It’s all about building relationships through quality service. “We offer a more hometown feel. Hy-Grade provides a very good delivery turnaround rate. Many of our customers have been doing business with us for years. It’s important to take pride in customer service,” Eggersman said. This isn’t to say that changes don’t occur, even in rural Indiana. “It’s been amazing to me how certain parts of business have

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48 product offering expanded to other jan/san related items. “I now have a catalog imprinted with my company logo. This allows customers to have something in their hands to view my jan/san product offering. They also know I can provide them with a full line of hardware and safety products,” Carson said. Over the years, he has been able to build a strong relationship with his customer base. This involves more than simply filling order sheets.

September/October 2014 “If a customer is not sure about something, he/she will contact me and I will make suggestions. This includes helping with changes regarding MSDS sheets,” Carson said. “A lot of customers, such as schools, have issues with sanitizing certain parts of a facility. This can also include school buses, especially during the cold and flu season. “I offer a disinfectant fogger, for example, that can be set off inside the bus to totally disinfect its interior. Other

issues can take place in classrooms and locker rooms. Being able to successfully disinfect and sanitize surfaces is a big deal for a lot of my customers.” One challenge Carson reported on pertaining to his business operation, concerns price increases, particularly those involving the cost of shipping products. “I have been seeing a lot more fuel surcharges and price updates with shipping. The result can be negative customer feedback. I will either have to absorb these price increases myself or pass them on,” Carson said. “This has been my biggest problem as of late.” Due to his company’s small size, Carson also faces a constant challenge of reaching new customers. “I do try a few cold calls, but at the end of the day I don’t have a lot of time to generate new business,” he said. “However, I have found success with referrals that originate from my customers. I have a lot of customers who help me out. They know I’m dependable and will take care of those people who purchase what I have to sell.” Despite various challenges that always seem to be present while running a small company, Carson feels the jan/san industry continues to hold its own. This is because there are always buildings that need cleaning and problems with germs that never fully go away. “Keeping a building, such as a school or county courthouse looking good, is a full-time job. This involves using the right kind of floor finish and high-speed buffer. I also sell many door and floor mats,” he said. “It’s important for me to be on the lookout for problem areas while visiting a facility. I make suggestions along the way.” Although competition from larger jan/san players in the marketplace remains an issue, Carson finds solace in the fact that many longtime customers would rather do business face-to-face than by other means. “There are a lot of my customers in south Texas who will say, ‘If you can’t take the time to visit me personally, I will find somebody who will,’” Carson said. “I also try not to overload my customers with high-pressure sales tactics, while still keeping them informed about new developments that can benefit their facilities in the long run. “I will point out to customers when a new chemical formula has been introduced or a new equipment design is available. This may help them down the road.” Contact: Green Diamond Distributors, P.O. Box 260578, Corpus Christi, TX 78426. Phone: 361-241-7881.

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September/October 2014

DPA’s Industrial Division Grows Since its inception late last year, 27 industrial manufacturers have partnered with DPA. They include: Louisville Ladder, International Fasteners, and Krylon. DPA has also signed-up over 70 industrial supply houses to pioneer the new group.

“Many DPA distributors are already selling tools, fasteners and industrial-related items, so this is a natural progression for our organization,” DPA Executive Director Zachary T. Haines said. The DPA Buying Group has stand-alone

divisions in the Janitorial, Safety, Packaging and Restoration markets, and now seeks to become one of the nation’s premier industrial supply groups. “The growth has been nothing short of remarkable,” DPA Director of New Business Development Jarred Kennedy said. “Many distributors are already taking advantage of the new programs and opportunities.” For more information contact Jarred Kennedy at jkennedy@DPABuyingGroup.com.

The DPA Buying Group Has New Distributor Members The DPA Buying Group (Cincinnati, OH) has welcomed six new distributor members to its janitorial products division. They are: A-1 Vacuum & Janitorial Supply (Kalispell, MT); Aim Distribution, Inc., (Rockford, IL); American Paper & Chemical (Richmond, VA); Atco International (Marietta, GA); Fikes Puget Sound (Kent, WA); and New-

port Chemical (Oakwood Village, OH). The group also has five new safety distributors: Ark Safety (Millersburg, PA); Clark-McKibben Safety Products, Inc., (Erie, PA); Leonard Safety Equipment (East Providence, RI); McDonald Safety Equipment, Inc., (Newport, DE); and On Demand Safety (Knoxville, TN). DPA is a national buying and networking organization of over 570 distributors and preferred suppliers. Visit www.DPABuyingGroup.com or call 800-652-7826 for more information.

Bullen Announces MAP Program For Locating, Identifying, Contacting And Selling To Specific Markets Bullen’s Marketing Assistance Program (MAP) is designed to aid the distributor in locating, identifying, contacting and selling to specific markets and customer groups. The program follows specific steps to ensure success. They are: • Identify the product or products to be marketed;

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Circle No. 197 • Identify the target group or market defined by a 4-, 6- or 8-digit SIC code; • Identify the geographic area of a potential customer defined by state, county, metro area or zip code; and, • Identify the size of the target customer. After the above parameters are defined, Bullen says it will then prepare the needed support materials for a customized marketing effort. This includes: • Create specific literature for the product or products that would be appropriate for the campaign; • Using Bullen’s MAP program, locate the target group by the decided parameters. Depending on the campaign, future credit and financial information could be gathered; • Work with distributor to implement a sample test of the marketing program; • Review the success of the test marketing effort; • Refine any changes needed based on the test market; and, • Work with customers to implement the marketing program. For more information on MAP, send an email to sales@bullenonline.com.

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Come visit us at ISSA Booth 1567

September/October 2014

QuestVapco Expands Specialty Chemical Offering With 7 New Products QuestVapco Corporation has expanded its specialty chemical offerings with seven different specialty grease products for industrial, HVAC and fleet maintenance needs. The new Specialty Grease Program is comprised of lubrication products for a wide range of temperature and lubricant needs. The line includes greases with various formulations including moly and calcium sulfonate, lithium complex, bentone, extreme pressure lithium complex, food grade white grease, ultra-high temperature anti-seize and copper-based antiseize. These new grease products are available in various packaging including 14.5-ounce cartridges, 35-pound pails, 120-pound drums and 400-pound drums. “As competition from the big boxes increases, successful distributors understand the need to differentiate themselves and have discovered the financial benefits of bundling specialty chemicals with their commodities,” said David Muir, vice president of sales for

QuestVapco Corporation. “Specialty chemicals fill specific needs and can provide easy access into different departments within a facility. Having the right niche product is a real door opener and makes it easy for your primary contact, such as the housekeeping supervisor, to walk you across the building for a personal introduction to facility or fleet maintenance.” The new grease line is also available as private label. QuestVapco can meet short run needs and create packaging and labeling, which enables distributors to obtain margins not found in the industrial distribution channel. QuestVapco offers over 400 specialty chemical formulations including products for automotive, industrial, HVAC, jan/san and foodservice markets. The line includes aerosols (2 oz. to 24 oz.), ready-to-use and concentrate liquids (3 oz. to rail cars), powders and wipes. QuestVapco Corporation is a manufacturer of specialty chemicals including aerosols, liquids, powders, and wipes for use in sanitary supply, HVAC, industrial specialties, foodservice and automotive industries. The company manufacturers over 400 different products, with most available for private label, including aerosols (2 oz. to 24 oz.) and liquids (3 oz. to rail cars). Custom packaging is also available reflecting standard acceptable case packs. The company is headquartered in Brenham, TX, with a secondary production facility in Valley Park, MO. Visit www.questvapco.com for more information.

From DDI System:

Mobile Sales Solution Designed For Distributors DDI System has released MobiOrder for Inform ERP, a mobile, e-commerce and customer driven sales tool. “MobiOrder delivers the ability to present a visual product catalog with current inventory and alternate product suggestions,” according to the company.

Circle No. 196 This technology solution allows distributors’ sales teams to gain additional access to company data anytime, anywhere, and from any device. “Additional access without workload duplication will streamline operations, save time, increase customer service and ultimately boost your bottom line,” said spokespeople. To learn more about MobiOrder for Inform ERP, call 877-599-4334, visit www.DDISys.com, or email Sales@ddisys.com.

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September/October 2014

ADVERTORIAL

Revealing The Keys To Success For Brightwell Dispensers Brightwell Dispensers is a global designer and manufacturer of the most advanced and innovative chemical dosing and dispensing systems in the industry. Created in 1947, the company started in the UK as a manufacturer of industrial paste dispensers for hand washing and protection in production areas, and then expanded its washroom range to include commercial washroom accessories. In the 1970s, Brightwell hit a milestone, when it introduced dosing and dispensing systems for other commercial environments. Since then, it has gained a strong reputation in the housekeeping sector as a very reliable provider and partner for chemical manufacturers worldwide. Brightwell Dispensers has always been proud to be a successful family business driven by strong values: customer focus, innovative design, high quality and reinvestment of profits are the pillars of Brightwell as a business today. This is why the company puts great emphasis on innovation and quality, and its headquarters, innovation center and primary manufacturing facilities are still based in the UK where it all started.

Brightwell And Brightwell Inc. Backed by a highly skilled, technical sales team, Brightwell exports to 85 countries worldwide, supported by a network of exclusive distributors and strong commercial partnerships on all continents. Brightwell opened a U.S.-branch Brightwell Dispensers Inc., in Kansas in 2011, headed by a highly experienced member of the sales and design engineering teams. Also a family business, Brightwell Dispensers Inc. is responsible for the growth of the

Brightwell group in North America. Its premises in Lenaxa, KS, offer fully-equipped training facilities, chemical testing laboratories, a warehouse and a distribution center to cater for customer needs.

Brightwell Product Lines As an active member of an ever-changing industry, Brightwell has always made it one of its missions to remain forward-thinking and to continue to design new products, building on the great success of its existing ones. The Brightwell product lines cover all hygiene environments, including washrooms, health care, leisure facilities, professional kitchens, onpremise and industrial laundries: Housekeeping: The Brightwell line of chemical dosing and dilution systems enable user-friendly onsite preparation of cleaning solutions from concentrates. Designed to deliver chemicals with ultimate precision, Brightwell’s ECOrange is a one-fits-all line of venturi and dosing systems. The proportioner ECOMIX has a dilution range from 500:1 to 2:1, and comes with a unique patented dilution ring that allows for dilution ratios to be changed easily without any tools. The latest addition to the line is the ECOMIX COMPACT, which can easily fit in all locations due to its small size. For environments where water pressure is not always stable or water mains are not easily accessible, Brightwell offers a dosing system called ECOSHOT. The ECOSHOT unit is completely independent from water mains and doses a shot of chemical between 0.2 oz (5ml) and 1 oz (30ml) into a container, ready to be topped-up with water. All three systems work with the same lockable chemical cabinet. The use of these systems significantly reduces waste and operation costs, and provides a safer environment to users by preventing chemical spillage; and, Washroom: Brightwell offers stylish, high-end soap and paper dispensers designed to give any wash-

room a modern finish. Soap dispensers include the robust and stylish white or black Modular line, the upmarket stainless steel Mercury dispensers and an advanced, fully-customizable soap system called the MultiFlex. Easy to operate and maintain, these versatile dispensers provide cost effective hygiene with a multitude of variations. Mix and match pumps and containers for use with foam soaps, liquids, sprays, creams, or disinfectants. Brightwell also offers lines of laundry and warewashing dispensers under the name BrightLogic, both featuring advanced technology and mechanical design. Our new BrightLogic iPhone app has just been launched to allow users to see reporting data and send modified formulas to save on costly site visits. Thanks to Brightwell’s product flexibility, you benefit from the perfect combination of systems to match any of your customers’ environments. Brightwell continuously works with customers to develop its product lines, building up a strong knowledge of industry-specific needs and manufacturing products in tune with customer requirements. Bespoke branding and dispenser design are also possible, helping you increase your brand exposure.

Intrigued by our products? Want to know more about Brightwell? Check out our website on www.brightwell-inc.com, or contact us on sales@brightwell-inc.com. Looking forward to hearing from you.

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Starco Chemical To Exhibit Full Line Of Liquid, Solid And Powdered Specialty Chemical Products During 2014 ISSA/INTERCLEAN Starco Chemical, a division of Diamond Chemical Co. Inc. of East Rutherford, NJ, will be exhibiting its full line of liquid, solid and powdered specialty chemical products at ISSA/INTERCLEAN booth 2581. Management attending the show will be Harold Diamond, President; Martin Zaret, Vice President; Harvey Wasserman, Vice President Sales; Robert Dattoli, Eastern Regional Sales Manager; Scott Koenings, National Sales Manager; Tom Strnad, South-

eastern Regional Sales Manager; Barb Riehle, Midwest Regional Manager and Tony Lau, New Account Asian Specialist. Others set to attend and represent Starco will be SHM Sales Associates, Plainview, NY; SNE Sales, Philadelphia, PA; Progressive Marketing, Rochester, NY; Sharpe and Perkins, West Palm Beach, FL; Walsh Sales Co, Nashville, TN; Krehbiel and Associates, Strongsville, OH. and Repke Sales Associates, Alexandria, VA.

Starco has recently introduced its 1000 Solid Series of solid warewash products. Those products being displayed are a solid manual dish detergent, a solid machine dish detergent and a solid flatware presoak and tarnish remover. Also on display will be a broadened DfE Green Key® product line. Eighteen DfE products are now available for all housekeeping and floor care chores. Starco has also introduced new bulk fill, foaming, antibacterial hand soaps as well as cartridge systems. Starco Chemical will offer its complete line of kitchen and laundry chemical products. Diamond Chemical, Starco Chemical’s parent company, can provide full service laundry and warewash programs as well. Experts will be available at the show to answer questions about full service programs. Starco will also be promoting its complete powder and liquid product lines. With its powder manufacturing facility, Starco produces powdered laundry, dishwashing and general purpose powders. Starco Chemical invites attendees to look up for the STARCO banner blimp floating 20 feet over booth 2581 and to stop by.

Zephyr Offers 2 New Metal Handles Zephyr Manufacturing is expanding its selection of threaded handles by adding two new metal handles to the company’s product offering.

Available in 54- and 60-inch lengths, these handles are constructed with heavy-duty metal and a steel-reinforced plastic threaded tip. Visit www.zephyrmfg.com for more information.

Circle 55 • Visit Us At ISSA Booth #1288

s n o i t u l o S g n Cleani y n a p m o C e v li o lm a P e from Colgat o t g n i n a e l C e c Hard Surfa e r a C d n a H g n Foami

Colgate-Palmolive Company has the right solutions for your professional cleaning and personal care needs. Our high-performance products make cleaning easy and deliver consistent results. From floor cleaners, degreasers and bathroom cleaners to dishwashing liquids, sanitizers, foaming liquid hand soaps and more. Look to Colgate-Palmolive Company for all your cleaning solutions. Call 1-888-276-0783 to speak to a customer service representative.

Circle 25 â&#x20AC;˘ Visit Us At ISSA Booth #2501

September/October 2014

Spartan Chemical Presented With The 2014 Eastman Chemical Sustainability Award Spartan Chemical Company was awarded the Eastman Chemical Company Supplier Excellence Sustainability Award on Monday, August 11, 2014. Annually, Eastman honors suppliers who have demonstrated significant and new improvements for Eastman in one or more of the following areas: waste and recycling; natural resources and/or material content; and energy and emission. “Eastman has thousands of suppliers globally and only four suppliers earned the Sustainability Award for 2013 performance,” said Willie Frye, global sourcing manager at Eastman. “Spartan’s concentrated Biorenewables® products provide an environmentally preferred cleaning solution that allowed us to reduce waste while contributing cost savings. “We developed our Biorenewables formulas to deliver a sustainable alternative that really works,” said Greg Ford, vice president of sales, Spartan Chemical. “For many years now, Spartan has been advancing the production and use of sustainable cleaning products; it gives us great pride to be acknowledged for our efforts.” The award was presented to Spartan by Willie Frye at the Spartan’s headquarters in Maumee, OH. Spartan Chemical was represented by Ford; Dave Reed, vice president of national accounts; Dale Lujan, southeast divisional manager; Doug Peterson, national account manager; and Josh Belcher, regional manager. Spartan Chemical Company has been a formulator and manufacturer of sustainable cleaning and sanitation solutions for the industrial and institutional market since 1956. A U.S. employer, Spartan manufactures products from its manufacturing facility in Maumee, OH, and sells both domestically and internationally through a network of distribution. Spartan’s chemical products and services are used in building service contracting, education, health care, food service and processing, lodging/hospitality, and industrial markets. Visit www.spartanchemical.com for more information.

Pictured left to right, are Dave Reed, Spartan VP national accounts; Dale Lujan, Spartan southeast divisional manager; Greg Ford, Spartan VP of sales; Willie Frye, global sourcing manager at Eastman Chemical Company; Josh Belcher, Spartan regional manager; and Doug Peterson, Spartan national account manager.

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IndustryHuddle Gains More Than 20,000 Users, Improves User Interface Cincinnati-based social trade network IndustryHuddle.com has announced it has gained more than 20,000 users, and is experiencing approximately 100 new signups each day. “IndustryHuddle.com has more than 20,000 users after a few months of hard work and the addition of several new features. The most important of these includes a revamped jobs platform where users can post and apply for job listings that tie in with one of the world’s largest online job portals. Users can also access this feature from their top navigation bar which allows them to connect with other companies and visit all areas of the site,” said company representatives. In addition to these features, IndustryHuddle.com offers users access to a directory of

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business expenses. “We want to revolutionize how companies find leads and do business,” said Zachary T. Haines, president & CEO. Upcoming features include a comparison shopping engine, “HuddleMall,” that is industry specific and outfitted for the entire supply chain. According to the company, this feature will host products directed for consumers at lower-than-retail prices. IndustryHuddle.com is a free social trade network for B2B companies and professionals to connect with suppliers and customers in their industry to increase product sales and generate new business leads.

companies and professionals in over 60 product and service industries.

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Circle 41 • Visit Us At ISSA Booth #116

866-321-6612 www.GroutGator.com Patent Pending

ISSA And CIRI Announce Improvements To Clean Standard ISSA and the Cleaning Industry Research Institute (CIRI) have announced improvements to the ISSA Standard for Measuring the Effectiveness of Cleaning in K-12 Schools (Clean Standard) that enhance its use in evaluating cleaning processes at school facilities. The Clean Standard provides K-12 schools with a tool to help evaluate and monitor the effectiveness of cleaning processes using both a quantitative measure (i.e., ATP meters) and traditional inspection methods. “The ability to objectively evaluate cleaning processes and products is critical to providing a safe and healthy indoor environment for school-age children,” according to ISSA. The recent enhancements to the Clean Standard include updated values that define “effective cleaning,” which are central to the standard. “Revisions have been made to the table at Section 5.5 that set forth the values that define ‘effective cleaning’ for the range of ATP values with Hygiena SystemSure Plus. The values for other ATP systems in the Clean Standard (Charm Sciences NOVALUM and 3M Uni-Lite NG) remain the same. These revisions are the result of intensive field study during 2014, and are now reflected in the latest edition of the Clean Standard at www.issa.com/cleanstandard,” according to a release from ISSA. The standard’s quantitative and qualitative measurement tools have been used by schools, cleaning service contractors, distributors, and others in the commercial cleaning marketplace as a way of evaluating and improving their cleaning processes. “ISSA and CIRI consider the Clean Standard a living document and invite users’ feedback regarding the ATP values and any other aspects of the standard—including its applicability to other indoor environments including office buildings and other institutional facilities. Send comments and feedback to ISSA Environmental Affairs Director Bill Balek at bill@issa.com,” said ISSA. The Cleaning Industry Research Institute’s (CIRI) mission is to raise awareness of the importance of cleaning through scientific research. Its goal is to expand on existing research, help its members to be more effective, improve people’s understanding of the importance of cleaning, and influence the development of public policy. Visit www.ciriscience.org, or www.issa.com. Call 800-225-4772 (North America) or 847-982-0800 for more information.

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Circle 101

September/October 2014

Nittany Paper Offering 100 Percent Recycled Paper Products Nittany Paper Mills, Inc., is located along the Juniata River, deep within the Appalachian Mountains of central Pennsylvania. Although rural in setting and culture, the company prides itself on serving major metropolitan regions across the country. In 2005, Nittany produced quality grades of towels, tissue and napkins, which have

evolved into over 80 skus of commodity and high-grade through-air-dried (TAD) products today. Nittany believes that the consumer wants these products in the form of touch-free systems, environmentally friendly, economically priced and purchased though a distribution channel that best facilitates their needs.

Mill rolls ready to go into production.

Carolina Mop Manufacturing Co. "By Test - The Best Mops Made" Finished products getting ready to be palletized.

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

“In the ongoing task of fulfilling consumer needs, Nittany provides distribution all of the tools necessary. This includes a complete line of touch-free dispensers, a broad range of product selection, one of the shortest lead times in the industry, personal service and, of course, economical pricing,” said company officials. The Pennsylvania Department of Agriculture has certified Nittany Paper Mills as a preferred vendor. The company is ISO 9001-certified, and has received awards from the governor of Pennsylvania for new job creation. Call Nittany Paper Mills at 1-888-288-7907 and ask for Emily or Chris, or visit them in Orlando, FL, during ISSA/INTERCLEAN at booth 2790.

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 17 • Visit Us At ISSA Booth #3061

Ream contains unique citrus scented granules that clean and maintain drains. This thermochemical drain line opener and maintainer destroys the main causes of slow moving and blocked drains (hair, soap scum & slime); therefore, it eliminates many other debris from also becoming tangled, matted, and trapped. Simple and safe to use in pipes 2” or less. pH 14

Kansas City, KS 66106 800.423.9861 www.performmfg.com

Circle 77 • Visit Us At ISSA Booth #259

Circle 73

Intercon Chemical

Booth 849

Intercon Chemical, a leader in closed loop systems and formulations, is proud to highlight Pro-Con Systems EZ FLOOR™. It’s ultra concentrated, with closed loop for high yield and low use cost. Utilizing the latest cleaning technology, Pro-Con Systems EZ FLOOR™ employs bioactive enzymes to digest oils and food soils without the use of caustic chemicals. Its powerful surfactants and builders help penetrate the pores in quarry tile and grout, carrying the bioactive enzymes along to accelerate cleaning. As the bioactive enzymes digest food soils, they reduce odor caused by decay. When excess EZ FLOOR™ is ﬂushed down the drain, the bioactive enzymes go to work on soils and greases that are present in the drain. The product provides positive traction and results in a cleaner, safer work environment. Closed loop systems also guard against spilling and employee contact. Visit www.interconchemical.

Bar Keepers Friend

Compass Minerals

Booth 621

Compass Minerals, headquartered in Overland Park, KS, is North America’s leading producer of deicing minerals. It’s also a leading salt producer in North America and the United Kingdom. For jan/san professionals, Compass Minerals offers the Safe Step® Pro Series® brand of ice melt products. The Safe Step line uses a variety of ingredients and blends to meet maintenance professionals’ varying needs for price and performance, creating a “Good, Better, Best” approach to melting ice. The line also includes two products that have received the EPA’s Design for the Environment certiﬁcation. Call 877-462-7258 or visit www.nasalt.com.

Circle 200

Booth 250

Maker of premium-quality name-brand powder & liquid scouring cleansers, plus a New Spray + Foam. For over 130 years, Bar Keepers Friend (BKF) has been a trusted brand preferred by millions of satisﬁed users. “Once tried, always used” is our motto. Now available in Institutional sizes and NSF-registered formulas for expanded sales & proﬁt opportunities for distributors. Stop by Booth 250, visit and learn more!

Circle 201

Haviland Corp.

Booth 2401

Delta Marketing

Booth 277

Trusted by professional carpet cleaners for nearly two decades, Pet Stainoff is a special blend of bacteria and enzymes that, under proper conditions, will eliminate organic matter and the odors caused by animal waste. This product’s bacterial action will digest materials that are causing odors such as urine, fecal matter, vomit and other pet related odors. In carpet cleaning, Pet Stainoff can be used as a carpet deodorizer and digestant of organic waste, such as urine and fecal matter and odors from many sources. Pet Stainoff can be used in conjunction with many types of carpet cleaning equipment and methods. The product can be added directly to the solution tank or used in a pump-up sprayer. Pet Stainoff works extremely well with hand, bonnet and extraction cleaning methods. Visit www.hcronline.com.

Kleenrite Equipment

Circle 202

Booth 3243

Microbe SpikerT Squeegee New from Haviland Corporation is the Microbe SpikerT Squeegee. This squeegee is the revolution to stretching cleaning dollars. Microbe SpikerT provides revolutionary cleaning, with percentage change of bacteria on surfaces, anywhere from 55% to 99.9% reduction, without use of additional chemicals/water. This is accomplished through the use of NANOTECHNOLOGY. For more information, visit www.havilandcorp.com.

info@barkeepersfriend.com • 1-800-433-5818 www.barkeepersfriend.com

Harvard Chemical Research

Circle 203

Booth 134 Nature’s Air Sponge Odor Absorber

For fresh clean air indoors. Environmentally Safe, NonToxic and Biodegradable. Absorbs pollutants and eliminates odors. Air Sponge has been successfully utilized as an anitdote for offensive odors and fume pollution in a variety of large-scale commercial applications. Among others, it has been used in sewer gas treatment facilities, municipal bus and subway systems, commercial airlines, hotels, hospitals and the restoration of buildings damaged by ﬁre and other disasters. For use in Hotels, Hospitals, Commercial-Industrial Buildings, Home, Ofﬁce, Car, Boat, Camper, Garage. Call 800-926-1633 for more information.

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Circle 204

Dirt Killer Pressure Washers

Booth 3249

Kranzle’s new K1122TST replaces the K1120 and K1120T, featuring an improved AZ Kranzle pump as well as total-stop capability. Now when you let go of the trigger, the pressure washer shuts off, saving wear and tear on the pump and motor. Another major difference is a new, more rugged one piece frame. This makes the K1122TST more durable and easy to repair. The 110 volt, 15 A, electric cold water pressure washer can be plugged into any standard household circuit and produces 1,400 PSI at 2 GPM. The unit comes with a Dirt Killer rotary nozzle for maximum cleaning performance, as well as a Variojet nozzle for low pressure soap application and high pressure rinse. Standard features include a hose reel with 50 feet of high pressure hose and a ground fault interrupter for safety. Call 800-544-1188 or email info@dirtkiller.com. Circle 207

The Kleenrite M.A.C. (Muti-Area Surface Cleaner) uses proven technology to provide a completely self-contained system for cleaning carpets and hard ﬂoors. With little or no effort, the MAC glides over the carpet, cleaning forward and backward, even reaching the hard-to-reach areas. The MAC is a must-have to increase efﬁciency and productivity. Visit www.kleenritemfg.com. Circle 205

Carolina Mop

Booth 3061

Carolina Mop offers products which include hand pads, floor pads, utility pads, trash cans, trigger sprayers, dust pans, microfiber dust mops and microfiber wet mops. The company also makes a full line of mops, brooms, dust mops, handles, squeegees, hardware, frames and plastic products. Established in 1945, Carolina Mop is a full line manufacturer of quality products with a dedication to excellent service. Contact: Carolina Mop Inc., Phone: 800-845-9725; Fax: 864-225-1917. E-mail: info@carolinamop.com; Visit www.carolinamop.com. Circle 208

Circle 21

von Drehle Corp.

Booth 2772

The von Drehle Corporation has announced its new Elegance™ line of premium towel products. von Drehle’s new Elegance™ line of Premium TAD products is the perfect solution for high-end markets such as front ofﬁce spaces, upscale restaurants or anywhere a premium towel is needed. Through Air-Dried (TAD) technology is a process by which a sheet is dried by passing air through it, as compared to the conventional dry or wet crepe paper machine process which uses heated dryer rolls. This TAD process results in a softer, stronger and more absorbent sheet. Available in a variety of hardwound roll towels and folded towels.

Visit www.vondrehle.com for more information.

The Gift Sales Co.

Circle 209

Booth 151

Among the wide variety of janitorial supplies available from The Gift Sales Co., is the 12-inch, 20-gauge metal dust pan. The product, manufactured in the USA, is made with one-piece reinforced construction and is powder coated. A single pack contains 1 dozen, while 50 dozen are available per pallet. The Gift Sales Co., is located in Wichita, KS, the center of the continental United States, for more reasonable freight rates and shorter delivery times. Visit www.giftsalescompany.net or call 1-800-992-0181 for more information. Circle 212

Queenaire Technologies, Inc. Booth 1284

Fullriver Battery Mfg.

Booth 3261

Morgro, Inc.

Booth 465

Fullriver Battery Manufacturing specializes in the production of sealed, maintenance-free, deep cycle AGM (Absorbed Glass Mat) batteries for the ﬂoor cleaning market. AGM batteries are non-spillable, non-hazardous and maintenance-free. They also have a signiﬁcantly lower self-discharge rate compared to conventional batteries, providing a longer shelf life and making them less prone to freezing. AGM batteries have lower internal resistance as well, allowing them to be charged faster than a conventional battery. Fullriver Battery’s distributor network consists of highly experienced battery dealers equipped to provide service and technical support. Call 800-522-8191 or visit www.fullriverdcbattery.com. Circle 210

Morgro’s Sno-Plow ice melter is formulated to meet those situations where maximum performance as well as pricing demands are critical. The product is a combination of sodium chloride and magnesium chloride. Sno-Plow works in temperatures as low as -27º F. Each particle of Sno-Plow is coated, not blended, with magnesium chloride, creating product uniformity and efﬁciency. Also, the inhibitor in Sno-Plow’s Liqui-Fire™ melting enhancer helps reduce corrosion on exposed metals. Sno-Plow is safe to use on concrete and will not harm trees, shrubs or other vegetation when used as directed. It’s also safe on carpets and ﬂoors, leaving no oily residue. Sno-Plow’s green colored granules reduce the possibility of over-application. The product comes in a wide variety of packaging sizes. Other Morgro ice melter products include: Ice Fighter Plus, Cal-Melt and Deep Thaw. Visit www.morgro.com for more information. Circle 211

Golden Star, Inc.

Marathon Solutions, Inc.

Booth 1315

Microfiber has become an important tool in the cleaning industry. However, not all microfiber mops are created equal. Traditional 100 percent microfiber string mops shrink more than other wet mops and are more fragile in the laundering process. The new Nova mop is the perfect blend of microfiber and traditional yarn, giving Nova the deep cleaning power of microfiber and the strength and longevity of a traditional blended mop. This attractive candy striped yarn is a 4-ply blend that glides easily over floors, and can be used in all general cleaning applications. Contact Golden Star today for more information on the new Nova mop. Visit www.goldenstar.com.

Testimonial “TCD Parts Inc., switched to Marathon almost two years ago. We had previously used our local bank to process our credit cards. Deb came out for a visit to explain how the process would work with Marathon and we were sold. Marathon has saved my company time, and has been very helpful with any questions that come up with any of our staff. I would highly recommend Marathon Solutions.” Matt Fisher, President of TCD Parts Inc. —————— Selling Features For The Marathon Gateway: • Easy Card Storage And Fast Processing; • Easy Access And User Controls; • Detailed Reporting; and, • Fraud Prevention Features. For more information, contact Deb Bruns at 940-627-8844 or deb@marathonsi.com.

Circle 213

Magnolia Brush

Booth 100

Booth 2885

Circle 214

Briarwood Products

Booth 1162

Manufacturing quality brooms and brushes since 1907, we carry a complete line of floor brushes, garage brushes, brooms, dust mops, wet mops, squeegees, wire scratch brushes, as well as microfiber cleaning products. The Rainbowair Activator 2000 Series ll – for advanced electronic deodorizing technology – is a powerful, compact unit designed for big jobs and quick turnaround. This model has been used internationally for over 30 years in a wide range of applications including car detailing, facility maintenance issues, carpet cleaning and fire and flood restoration work. Ask about the optional Dual Auto Kit for hosing ozone into the area being treated. All Rainbowair models have a 5-year warranty and 15 to 20 year life expectancy. All models available in 110 or 220 volt configurations. Shipments are made worldwide. Thirty day money back guarantee. Visit www.rainbowair.net. Circle 215

Stop by

Booth 100

Briarwood Products has released a new Microfiber Surface Cleaning Mop in 18-inch and 24-inch sizes. The mop features a strong molded case and two super-aggressive Velcro® strips that securely hold pads in place for heavy-duty cleaning. The wide base provides flexibility to reach under furniture and equipment with ease. Streaking is eliminated because the mop maneuvers evenly over the floor. The versatile mop accepts any standard threaded handle. Visit www.briarwoodproducts.com or call 800-266-1680 for more information.

and see all of the products we have for the janitorial industry.

Circle 216

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Circle 60

Wausau Paper

Booth 2901

Charlotte Products

ES72 Hydrogen Peroxide Multi-Purpose Cleaner

Introducing Allianceâ&#x201E;˘ High-Capacity Roll Towel System Wausau Paper has announced the launch of its Allianceâ&#x201E;˘ high-capacity electronic roll towel dispensing system, featuring twice the capacity of typical roll towel dispensers. The design of the Alliance accommodates two full rolls â&#x20AC;&#x201D; up to 1,000 feet each. Alliance offers seamless transfer by automatically switching to the second roll when the ďŹ rst is completely depleted. This transfer feature results in fewer service interruptions and reduced maintenance time. Combined with Wausauâ&#x20AC;&#x2122;s EcoSoftÂŽ, DublNatureÂŽ or Artisanâ&#x201E;˘ Green Sealâ&#x201E;˘-certiďŹ ed toweling, Alliance offers a new, unique hand-drying experience. Alliance is ideal for airports, commercial ofďŹ ces, lodging, health care facilities, colleges/universities, stadiums and other heavy trafďŹ c areas. Visit www.wausaupaper.com. Circle 218

Universal Business Systems

Booth 2087

Booth 2358

ES72 is a high grade, readily biodegradable surfactant enhanced with the power of hydrogen peroxide. Itâ&#x20AC;&#x2122;s fully effective to clean a wide variety of surfaces with multiple dilutions. â&#x20AC;˘ Light Dutyâ&#x20AC;&#x201D;Glass & Hard Surface: Includes glass, plastic, laminates, trim, walls and partitions. Effective in mopping, autoâ&#x20AC;?scrubbing Visit Charlotte and carpet extraction. Dilution is 1 oz./gallon; Products Ltd â&#x20AC;˘ Mediumâ&#x20AC;&#x201D;Soiled Surfaces: For hand at Booth 2358. cleaning of porcelain, stainless, chrome, desks, counters and more. This dilution also makes a very effective carpet preâ&#x20AC;?treat for trafďŹ c areas. Dilution is 4 oz./gallon; and, â&#x20AC;˘ Heavyâ&#x20AC;&#x201D;Spots & Stains: For the toughest removal of soap scum and some hard water stains. Will remove most ink and marker from walls and desks. For carpets, effective for spotting spots of wine and juice. Dilution is 12 oz./gallon. Visit www.enviro-solution.com or call 1-877-745-2880.

Royal Paper Inc.

Feature products in multiple categories and/or group by industry or department, allowing you to target speciďŹ c audiences. Responsive design allows your site to be viewed on all mobile devices and web browsers extending your reach to potential customers.

Booth 317

Royal Paper Inc. has the ability and commitment to provide quality products and exceptional service. Royal Paper has high-speed paper converting machines with the capability to manufacture and package all sorts of sizes and counts. With a highly-aggressive sales force situated in Southern California, Royal Paperâ&#x20AC;&#x2122;s products are thoroughly distributed, both domestically and internationally.

Booth 1173

CHEFS SELECTÂŽ FOOD FRESH â&#x20AC;&#x153;Keeps Takeout food Restaurant freshâ&#x20AC;?

â&#x20AC;&#x153;Keep your customers coming back for moreâ&#x20AC;?

â&#x20AC;˘ Absorbs Moisture in a takeout container â&#x20AC;˘ No more soggy food â&#x20AC;˘ No more disappointed customers â&#x20AC;˘ Easy stick-on application â&#x20AC;˘ Patent Pending For more information, visit us at www.BerkWiper.com to view our complete line of wiping products. Please call for samples and pricing: Circle 272 866.222.BERK(2375) or 610.369.0600.

Kleenrite Equipment offers the MEGAx series ďŹ&#x201A;ood water extractor, giving the power of a truckmount in a portable. Itâ&#x20AC;&#x2122;s powerful enough to handle the toughest water damage job. Designed with superior vacuum and discharge performance, the new clear lid for visibility is also included. The product raises the industry standard in ďŹ&#x201A;ood water removal. Kleenrite is the ďŹ rst, and only, choice for portable cleaning equipment. Whether looking for portable extractors, hard surface cleaning, ďŹ&#x201A;ood water removal or escalator cleaning equipment, Kleenrite has what you need. Kleenrite Equipment provides the quality and reliability customers have come to trust over the past 40 years. Kleenrite has been engineered to be the best since 1973, and manufactured in the USA. Visit www.kleenritemfg.com. Circle 220

Warsaw Chemical

Booth 200

Warsaw Chemical Co., Inc., offers a line of earth-conscious products known as Green Time Systemâ&#x201E;˘. This environmentally friendly product line focuses on cleaning, health and the environment, without losing product performance. The Green Time System includes an all-purpose cleaner/degreaser, total restroom cleaner, glass cleaner concentrate, H2O2 citrus all-purpose cleaner, neutral ďŹ&#x201A;oor cleaner, ďŹ&#x201A;oor ďŹ nish and ďŹ&#x201A;oor ďŹ nish stripper. Each product offers different environmental and health beneďŹ ts. This includes being phosphate free, zinc free, using no added dyes or fragrances, containing no ammonia, and using environmentally preferred solvents and bio-degradable surfactants and ingredients.

For more information, call 1-800-258-9007 or visit www.royalpaper.us. Circle 222

For more information, call 908-725-8899 or visit www.ubsys.com. Circle 221

Berk Wiper International

Booth 3243

Circle 219

Increase Online Sales With Universal Business Systems SYNERGY.NET OMNI

Searching for an on-line ordering system that handles both B2B and retail/B2C? If so, then SYNERGY OMNI is the solution. SYNERGY OMNI allows you to promote and sell products 24/7 by giving you your own custom website with: â&#x20AC;˘ Integrated Online-Ordering â&#x20AC;˘ Real-Time Pricing â&#x20AC;˘ Promo Codes â&#x20AC;˘ Shipping & Freight Options â&#x20AC;˘ Credit Card Processing â&#x20AC;˘ Order History â&#x20AC;˘ Custom Shopping & Re-Order Lists with Par Values â&#x20AC;˘ Marketing Content â&#x20AC;˘ Product Images â&#x20AC;˘ Videos â&#x20AC;˘Search Engine Optimization & More.

Kleenrite Equipment

EES

Booth 1123

NEW! Bed Bug Detector & Bed Bug Killer Combo Pack Yes! Now you can determine if there are bed bugs present before guests even suspect there could be a problem.Â If you operate a hotel/motel, bed & breakfast, college dorm, jail or any other establishment where people gather and sleep, this is a tremendous new product for you. Simply place the Bed Bug Detector pads under mattresses, behind curtains or other inconspicuous places.Â If there are bed bugs present, they will be attracted to the detectors by speciďŹ cally formulated pheromones designed to target and attract bed bugs.Â Upon entering the Bed Bug Detector, bed bugs will be stuck to the glue paper indicating that it is time to start treatment.Â Each detector is good for 6 months of continuous use. Â The â&#x20AC;&#x153;Bed Bugs No More!â&#x20AC;? bed bug killer has been formulated from naturally derived plant-based ingredients, which destroy bed bug eggs, larvae, nymphs and adult bed bugs on contact, immediately. Â Call 1-800-473-9467. Circle 225

Circle 223

Kissner Group

Booth 455

ICE

â&#x20AC;&#x153;Iâ&#x20AC;&#x2122;m Nasty!â&#x20AC;?

BEETER

â&#x201E;˘

TREATED ICE MELTER

WHY USE ICE BEETER FOR deicing? Â&#x2021; 2UJDQLFDOO\ 7UHDWHG ,FH 0HOWHU Â&#x2021; 6SHFLDOO\ )RUPXODWHG ZLWK %HHW ([WUDFW 6ROXWLRQ Â&#x2021; (IIHFWLYH WR 9HU\ /RZ 7HPSHUDWXUHV :KHQ 1RWKLQJ (OVH :RUNV Â&#x2021; $FWLYDWHV WKH 'HLFLQJ 3URFHVV ,PPHGLDWHO\ Â&#x2021; 5HGXFHV %RXQFH DQG 6FDWWHU 'XULQJ $SSOLFDWLRQ Â&#x2021; 3UHYHQWV %RQGLQJ RI ,FH WR :DONZD\ 6XUIDFHV Â&#x2021; (QKDQFHV WKH 'HLFLQJ 3HUIRUPDQFH RI 6DOW

ZZZ LFH EHHWHU FRP

Circle 226

SA Vis â&#x20AC;&#x201C; it U Bo s ot at h #2 98

ake advantage of Pro-Linkâ&#x20AC;&#x2122;s programs and grow your business, even under the harshest conditions. Contact us to learn how we can help your business thrive and become the healthiest jan/san distributor in your market!

Pro-Link delivers: Sales Generating Programs Field Support and Training Proprietary Branded Products Professional Literature Selling Tools Strong Peer Support Network Industry Leading Rebates

To watch videos of our members talking about the benefits of belonging to Pro-Link, go to: www.prolinkhq.com/thrive To find out more about joining Pro-Link, contact: Russ Seybold Vice President of Sales russell.seybold@prolinkhq.com 877-LINK 2 PL (877-546-5275) Circle 81

DDI System

Booth 2759

Bullen Companies, Inc.

Booth 1213

DDI System has released MobiOrder for Inform ERP, an unparalleled mobile, e-Commerce and customerdriven sales tool. MobiOrder delivers the ability to present a visual product catalog with current inventory and alternate product suggestions. Unique customer data, including past and present order status, account status, contact information and the ability to change pricing on-the-ﬂy, has streamlined the way ﬁeld sales teams operate. This powerful technology solution allows distributor sales teams to gain additional access to company data anytime, anywhere and from any device. Additional access without workload duplication will streamline operations, save time, increase customer service and, ultimately, boost the bottom line. Call 877-599-4334, visit www.DDISys.com, or send email to Sales@ddisys.com. Circle 227

The RX Refresh® Aerosol Replacement System is the alternative to aerosol cans. RX Refresh® is a concentrated space deodorizer designed to work with a new type of trigger sprayer to produce a greater parts-per-million spray than conventional aerosol cans. All RX Refresh® products contain Airicide® odor counteractant. The end-user cost-per-ounce of $0.09 is around half the cost of comparable aerosols and space deodorizers. One bottle of RX Refresh® Concentrate ﬁlls 32 RX Refresh® Sprayers. The RX Refresh® System comes in two fragrances: Blue Skies and Mountain Mist, making it an ideal space spray for hotel rooms, homes, kitchens, living rooms and other living spaces. Concentrate bottles have built-in measuring devices, allowing for quick and easy dispensing into RX Refresh® Sprayers. Non-aerosol means no propellants, making RX Refresh® great for the environment. Visit www.bullenairx.com. Circle 228

Cascades-IFC Disposables

Trojan Battery

Booth 1767

Clear Sleeve™ Floor Protectors from Expanded Technologies prevent damage normally caused by moving furniture. The transparent, flexible sleeve securely forms to the size and shape of chair or table legs, eliminating the need for adhesive. The cushioned felt tip lasts longer than standard felt pads, dampens noise and distributes weight evenly for better furniture wear. Clear Sleeve™ Floor Protectors are recommended for all hard floor surfaces and have a versatile design that fits multiple shapes and sizes of furniture legs. The transparent sleeve also blends in with most furniture for an attractive solution. Four new larger sizes of Clear Sleeve™ Floor Protectors fit leg sizes 1 7/8”-2”, 2”-2 1/8”, 2 1/8”-2 1/4” and 2 1/4”-2 3/8”. Visit www.expandedtechnologies.com for more information. Circle 229

Sky Systems

Booth 1064

Trojan Battery’s HydroLink™

Like-Rags® 700 / 800 Spunlace Heavy Duty Towels Cascades – IFC Disposables, Inc., announces a new line of heavy-duty Spunlace towels developed for maximum durability and performance — Like-Rags® 700 / 800 series. Created through a hydroentangling process that interweaves highly absorbent cellulose with durable polypropylene ﬁbers, LikeRags 700 / 800 towels are exceedingly strong, absorbent and outperform rental shop rags and standard disposable wiping cloth products. This process uses no binders or adhesives, creating a towel that is highly resistant to solvents with superior wet strength, wipe dry performance and reusability properties. Like-Rags are inherently low linting for critical wiping applications in aerospace, furniture manufacturing, automotive and printing environments. Abrasion resistant and creped to deliver maximum absorbency, towels are ideal for heavy-duty use and reusability for the toughest cleaning jobs. Convenient, easy-to-access pop-up dispenser boxes and jumbo roll formats, along with their applicable dispensing systems, eliminate overuse and waste. Visit www.afh.cascades.com or call 1-800-432-9473 for more information.

Regular watering of deep-cycle flooded batteries is critical for maximum performance and life. Trojan’s HydroLink™ singlepoint watering system simplifies this process, and can save money by helping avoid premature battery failures and the cost of successive battery replacement due to lack of consistent watering. HydroLink’s built-in water level indicators provide accurate reading of electrolyte levels, and its valve shut-off feature accurately controls the electrolyte level within each cell. HydroLink includes dual flame arrestors, a safety feature not standard on many other watering systems, which prevent internal sparks from passing through the watering system to neighboring cells. With HydroLink, a single set of Trojan batteries can be watered in less than 30 seconds, saving time and money when on the job. Visit www.trojanbattery.com.

Booth 1772

The Sky-Slender™ high speed hand dryer dries hands completely in 10 to 15 seconds. Sky-Slender™ is a true slim hand dryer. The product provides a smooth appearance with cover screws on the bottom. Patented parallel dual air outlets allow high drying efficiency and quiet operation. Thin profile protrudes less than 4 inches (10 cm) from the wall. The product is Americans with Disabilities Act-compliant. Sky-Slender™ provides a wide drying area and allows users to dry hands more naturally and comfortably. There is an air speed adjustment and on/off heater switch. Standby power is less than 0.5W. Blue action light indicates sensor range and maximum drying efficiency. The product is easy to service. Visit www.skysystemscoinc.com.

Circle 231

Circle 230

IPC Eagle

Booth 111

Introducing RX Refresh® Aerosol Replacement System

Mobile Sales Solution Designed For Distributors

Booth 2941

Expanded Technologies

Perform Manufacturing

Booth 259

Circle 232

ABCO Cleaning Products

Booth 1465

Products That Perform!

The Cleano is a high-productivity flat surface cleaning tool which can improve everyday cleaning, reduce labor time and provide superior ergonomics. The Cleano unleashes the green cleaning power of pure water and microfiber, to clean table tops, mirrors, walls, restroom partitions, windows and virtually every smooth surface above the floor. Visit www.IPCEagle.com.

Ream contains unique citrusscented granules that clean and maintain drains. This thermochemical drain line opener and maintainer destroys the main causes of slow moving and blocked drains (hair, soap scum and slime); therefore, it eliminates many other debris from also becoming tangled, matted and trapped. Simple and safe to use in pipes 2 inches or less (pH 14). Visit www.performmfg.com.

Circle 233

Circle 234

The ABCO Dual-Cavity Bucket & Wringer Combo The ABCO Dual-Cavity bucket combo — available in four colors for zone cleaning — is designed with a molded-in divider to separate clean and dirty water. This, in turn, provides optimum results for cleaner and safer floors when used in everyday floorcare maintenance. The product is National Floor Safety Institute certified. Visit www.abcoproducts.com or call 1-888-694-2226 for more information.

Circle 235

Circle 53

Clean Control Corporation

Booth 104

OdoBan® One Shot Bombs One Shot Fire Odor Bomb is a fast-acting “total release fogger” that eliminates fire, smoke and other odors from burned rubber, fabrics, wiring, plastics and paint without leaving a sticky residue. It’s the perfect solution for heavyduty odor problems on watersafe upholstery, carpet and fabric surfaces. One Shot Food Odor Bomb is a concentrated blend of water-soluble odor neutralizers, formulated specifically for one shot application for the elimination of curry, smoke, pet, bathroom and other hard-to-remove odors in living spaces and public areas. Use on water-safe surfaces in autos, homes, offices, hotels, motels, restaurants, bars, office buildings, buses and other enclosed areas. Both available in 5 oz. aerosol can, case of 12. Use 1 can for every 10,000 cubic feet of space. Visit www.OdoBanProfessional.com.

Kleenrite Equipment

Booth 3243

Kleenrite Equipment offers the patented escalator cleaning solution for a new century. The 2240 escalator cleaner is the most versatile escalator/moving sidewalk cleaner in the industry. The mobility, simple operation and adjustability for any escalator makes the 2240 a must-have tool in any escalator maintenance program. The 2240 provides additional features such as a spray tank to address spills, vacuum attachments, spray bottle holders, disposable ﬁlter bags and on-board storage. Both restorative and maintenance brushes are included standard with every 2240 (U.S. Pat. No. 8555461). Visit www.kleenritemfg.com. Circle 237

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R&B Wire Products

Booth 349

U.S. Battery

Booth 1567 More Power And Longer Operating Time In Commercial Floor Cleaning Equipment Applications

R&B Wire Products introduces “The First” complete top rim non-marking bumper system – fully sewn, for its line of Fully Sewn Vinyl Basket Trucks. No more marked walls or shredded vinyl basket trucks! R&B has been evaluating options for the past year for the right bumper material and sewing machine to make this great product option a reality. This is truly a game changer, and these trucks will be in very high demand in hospitality and health care. R&B will offer the bumper system on its fully sewn line of basket trucks 6-24 bu. sizes as an option. It will not be available on the knocked-down line of trucks due to the fact that it must be sewn in the factory.

U.S. Battery deep cycle flooded lead-acid batteries for commercial floor cleaning equipment applications provide higher peak capacity, longer cycle life, and increased reliability to help extend performance and operating time. Manufactured in the U.S.A., the company offers several different size and capacity flooded lead-acid batteries, covering both 6- and 12-volt configurations. U.S. Battery also offers a complete line of sealed AGM 6- and 12-volt batteries for equipment applications with tight battery compartments that are more difficult to access for routine battery maintenance. These batteries are also available in a variety of sizes and amp-hour ratings.

Americo Manufacturing

Booth 2158 Biodegradable Full Cycle™ Floor Pads

Once discarded into a landfill, Americo’s Full Cycle™ floor pads will begin to biodegrade in a fraction of the time when compared to conventional pads. Independent laboratory ASTM D5511 tests show Americo’s Full Cycle™ floor pads biodegraded up to 78 percent in less than a year, as compared to traditional pads which biodegraded less than 4 percent. (The actual rate of biodegradation of Americo’s Full Cycle™ pads, as well as the rate of biodegradation of all materials in landfills, will be slower and will vary, dependent upon environmental factors. The D5511 laboratory tests often show faster results than actual landfill conditions. The rate of breakdown also varies with conditions in a particular landfill.) The enhanced biodegradation pads also offer quality and competitive pricing. Visit www.AmericoFullCycle.com. Circle 238

Air Spencer USA, LLC

Booth 1372

The “PeePod,” a truly amazing 21st century urinal cleaning system that was invented in Japan, is now available. Beneﬁts include: • The PeePod installs in seven seconds in the upper part of urinals; • Its battery-free system uses the gravity ﬂow of water to clean inside the urinal; • It restores the drain and eliminates odors quickly. You can smell the difference in seven minutes; • No tools, tapes or screws are needed for installation; • After 14 to 45 days, the stains in the drain are washed away; no more urinal odors (watch testimonial video including amazing before and after pictures at: http://airspencerusa.com/testimonials.html; • Banish forever the janitor’s nightmare of ugly urinals, now all restored with no scrubbing.

Visit www.rbwire.com. Circle 239

Royce Rolls Ringer Co.

Booth 477

Tired of losing tools off your cart? The Royce Rolls Ringer Company introduces the Snap Rack handle holder. It’s now standard on all carts! The Snap Rack offers a more efﬁcient way to keep mop sticks and tools in place. It’s composed of four stainless steel hooks and Royce Rolls’ stretch mount, latex-free rubber toggle strap. The Snap Rack ﬁts on any cart from Royce Rolls, and is installed in place of the existing tool rack. For questions regarding this product, call 800-253-9638 or visit www.roycerolls.net to see a demo. Circle 242

Visit www.usbattery.com.

KL Designs

Circle 240

Booth 158

KL Designs proudly brings you outdoor cigarette receptacles. Its innovative design takes cigarette butt disposal to a whole new level. You'll never have to lay eyes on a tray of revolting cigarette butts again. These receptacles’ ecofriendly, custom designs can complement any environment. They are new and unique cigarette receptacles that will add charm and character to an establishment or home. KL Receptacles are made of steel construction and are powder coated for weather resistance. They can be secured easily to prevent theft. Many custom designs are available and the receptacles are made in the USA. Visit www.kl-receptacles.com or call 888-552-7870. Circle 243

Visit www.AIRSPENCERUSA.com.

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Moonsoft International

The MEDPRO+ mop pads are designed for hospital and care facility applications. They are designed to have a long service life in a commercial laundry environment. The pads are created to be a green product for hospital applications by using less cleaning solution. They are bacterial resistant and do not promote bacterial growth. MEDPRO+ is also a green product for the commercial laundry due to its construction. It uses less energy to launder and has the ability to dry quicker. MEDPRO+ is a construction evolution, resolving many issues related to the laundry environment as well as cleaning chemicals needed to reduce cross-contamination and HAI (Healthcare Associated Infections). Circle 244

Circle 57

Fuller Commercial Prod.

Booth 2301

VANQUISH™ No Rinse Stripper

Moerman Americas, Inc.

Booth 3542

Introducing Profi+ Heavy-Duty Plastic Floor Squeegee

Vanquish™ is a highly concentrated, powerful stripper that is also very versatile. Vanquish™ is very effective in the removal of normal finish build-up at 1:10. The low foaming formula is designed not only for use as a mop-on stripper, but also for use in automatic scrubbers. The no rinse formula reduces the labor required during the stripping process. Vanquish™ leaves the floor with a neutral pH and ready for finish application. It works well in tandem with Fuller Professional’s new hard floor coating: 3v6™. Vanquish™ is also low odor, with a slight lemon scent, making it excellent for use in areas where odor is a problem. Use on vinyl, VCT, asbestos, terrazzo, ceramic and quarry tile floors. May be used on some rubber and asphalt floors as well. Available in 4 x 1 gallon, 5-gallon pail, and 55-gallon drum. Vanquish layers of floor finish with VANQUISH™!

The Profi+ floor 30-inch floor squeegee is designed to move more liquid, with less effort, thanks to proprietary Dura-Flex® natural rubber blades. The high-density plastic frame is designed with maximum strength and cleaning power. It has a female ACME thread handle socket and dual splash guards. The Dura-Flex® natural rubber blades are durable, strong and flexible, have excellent elasticity and dig deep into uneven surfaces. They are recommended for use in commercial kitchens, hospitality and foodservice environments. Available in white and four HACCP color frames.

Nexstep Commercial Prod.

Booth 1023

Nexstep Commercial Products (exclusive licensee of O-Cedar) has announced its new MaxiRough® Janitor Cart. This cart is lightweight and features 3-inch nonmarking swivel casters in front, and 8-inch non-marking wheels in back. They provide excellent maneuverability in conﬁned areas and on any surface. The special molded features provide convenient storage for a variety of tools and equipment. The Flip’N Store™ trash cover with metal pinch bars securely holds trash liners in place. The cart’s durable vinyl bag has a “half-moon” zipper for easy trash removal, and the front platform holds a 26- to 36-quart mop bucket and wringer. Visit www.ocedarcommercial.com.

Visit www.moermangroup.com. Visit www.fullercommercial.com.

QuestVapco Corporation

Circle 245

Booth 249

Having the right niche product makes it easy to access different departments within a current customer’s facility. In response to requests for more specialty chemicals to bundle with commodities, QuestVapco Corporation has expanded its specialty chemical offering with its new Grease Program for Operations and Fleet Maintenance, unveiling seven new grease products for industrial, HVAC and ﬂeet maintenance. These specialty grease products address a wide range of temperature and lubricant needs with various formulations. This includes moly and calcium sulfonate, lithium complex, bentone, extreme pressure lithium complex, food grade white grease, ultra-high temperature anti-seize, and copper-based anti-seize.

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Starco Chemical

Booth 2581

Starco Chemical®, a division of Diamond Chemical, introduces the Diamond 1000 lineup of solid kitchen warewashing products. The three items are: • Pot & Pan 1000 — (solid manual dishwashing detergent), packed in four, 6-pound capsules per case; • Solid Machine Dish 1000 — (solid machine dishwashing detergent), packed in four, 8-pound capsules per case; and, • Detarnish 1000 — (ﬂatware presoak and silver tarnish remover), packed in four, 6-pound capsules per case. Each product provides maximum performance with enhanced economy. By using these concentrated, high-performance products, foodservice operators will be able to control chemical use costs, while at the same time receive superior results. All of these products are available under the Starco label or private label.

Visit www.QuestVapco.com.

Padco, Inc.

Booth 3162

Padco Introduces The NanoFlock™ Smoother 6" & 12" Padco’s popular Smoother Applicators are now available with NEW NanoFlock™ material, the finest flocked applicator material available. Ultra-thin NanoFlock™ material is mounted onto a comfortable, lightweight 12- or 6-inch foam handle. NanoFlock™ provides a consistant, smooth, bubble & streakfree finish. For use on counter tops, stair risers, in bathrooms and other small areas. NanoFlock™ is excellent for all solvent and waterborne finishes and waxes. The NanoFlock™ Smoother can be cut to fit custom spaces for individual projects. Made in the USA. Item 6130 - NanoFlock™ Smoother. Item 6131 - NanoFlock™ Smoother 6".

Call 800-654-7627. Circle 248

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Bro-Tex, Inc.

Clift Industries

Booth 310

Multi-Surface Disinfectant & Cleaner Beyond Green Cleaning™ Multi-Surface Disinfectant & Cleaner is a new EPA-registered one-step, broad-spectrum hospital-grade disinfectant and cleaner. It kills 99.99 percent of germs (bacteria, viruses and mold) in 3 minutes or less as well as sanitizing in 30 seconds. It provides excellent streak-free cleaning performance, and is tough on dirt by cutting grease and grime. It deodorizes foul odors while leaving areas fresh and clean, is safe on multiple surfaces and does not require rinsing or wiping. It is botanicallybased and has a low toxicity with a Category IV rating, and does not include any warnings or precautionary statements on the label. The product is ideal for disinfecting and cleaning high-contact surfaces found in day cares, schools, gyms, mold remediation, hospitality, correctional and health care facilities. Visit www.beyondgreencleaning.com. Circle 251

ProKnit wipes are solvent resistant, perfect for manufacturing and maintenance, and an excellent replacement for cloth rags. Combining versatility and economy, these wipes effectively and efﬁciently clean oil, grease and grime. Visit www.brotex.com to learn more about ProKnit wipes and other paper products offered by the company. Circle 252

Visit www.padco.com.

J&M Technologies

Circle 250

Booth 2721

Distributors can boost their e-commerce sales with J&M Technologies’ “Shop-by-Room” feature that provides a sophisticated online buying experience, unlike any other currently available in the industry. The program, called the Facility Product Selection Guide, immediately recognizes customers as they log-on to a distributor’s e-commerce website. It then provides a “shop-by-room” interactive experience that suggests products speciﬁc to their needs, facility type and the room they are viewing. Once a product selection is made, the system automatically suggests similar items that others have purchased to further increase sales. Available exclusively from J&M Technologies, the leader for jan/san e-commerce solutions. Visit www.jmcatalog.com. Circle 253

Simply Intelligent. What’s better than a stylish electronic towel system with a high-capacity roll? Well, how about one with two! Yes, the new Alliance™ dispenser accommodates two full-size roll towels for unprecedented capacity. Alliance™ holds up to 2,000 linear feet – more footage than the height of One World Trade Center – to ensure traffic stays moving in the busiest washrooms. This means fewer run-outs and maintenance visits.

Visit us at ISSA Booth 2901

Maximum capacity in a reasonable footprint – that’s the new Alliance™.

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Cascades

Booth 2941

The Tandem+ hardwound roll towel and bath tissue dispensing systems were created to help facilities improve hygiene and lower operating costs. Tandem+ dispensers meet the challenges of the modern facility and the public demand for sustainability. Cascades-branded paper products were designed for exclusive use with Tandem+ dispensers. Tandem+ system beneﬁts include: • Lower cost-per-use, decrease labor costs and eliminate stub roll waste; • Offer ease-of-use, reliability and durability; • Help to deliver a healthy and clean-looking environment; • High-capacity dispensers improve cost-per-use, dispenser loading and upkeep; • Wide selection of quality paper including Cascades’ Antibacterial paper towels and Cascades’ Moka JRT; and, • Customizable OnDisplay™ advertising window. Visit www.afh.cascades.com. Circle 254

Brightwell Dispensers Inc.

Booth 3324

The new ECOMIX COMPACT is part of the smart and ﬂexible ECOrange of chemical dilution equipment offered by Brightwell. It comes with a unique patented dilution ring that allows for dilution ratios to be changed easily without tools. The compact size makes it easy to ﬁt in all locations, and it can be installed in minutes, thanks to its user-friendly and versatile design. Lockable chemical cabinets, color coding and private label branding are available. Brightwell, a long-established family business with UK headquarters, is a global designer and manufacturer of the most advanced dosing and dispensing systems in the industry. Its in-house design and manufacturing in the UK guarantees ultimate product quality. Visit ISSA booth 3324 to learn more and also visit www.brightwell-inc.com. Circle 257

Gator Cleaning Products

Booth 116

The Grout Gator Pro Extender is designed to ﬁt tile sizes from 1 to 24 inches. Gator Cleaning Products starts with the original Grout Gator cleaning brush, and adds a 25-inch wide powdercoated aluminum extension bar. This is the perfect grout cleaning tool for tile sizes from 14 to 24 inches. The ergonomic handle is comfortable to use on its own or add a standard threaded extension pole for easy reach cleaning. Contact jmh@groutgator.com or call 866-321-6612 for more information. Circle 260

Chase Products

Booth 1519

Disinfect! Choose the Champion Sprayon® disinfectant that meets many needs from three effective and convenient aerosols. Chase Products’ Spray Disinfectant kills 99.9 percent of germs in 20 seconds and 100 percent in 10 minutes. It’s ideal for disinfecting hightouch surfaces such as telephones, light switches and doorknobs as well as toilet seats, shower stalls and garbage cans. Foaming Cleaner cleans, disinfects and deodorizes in a single step. Safe to use on tubs, sinks, plastic and ceramic tile, stainless steel, baked enamel, painted walls/woodwork and many other surfaces, it’s ideal for bathroom and kitchen disinfecting. And Phenol Disinfectant is a hospital-type formula ideal for those who require a phenolic disinfectant. All three kill HIV-1 (AIDS virus) on precleaned environmental surfaces. See product labels for complete efﬁcacy list and directions for use. Visit www.chaseproducts.com. Circle 255

Clorox® Professional Prod. Co. Booth 2265

Tough Jobs Demand Smart Solutions. Clorox® Professional Products Company provides high standards of cleanliness and a comprehensive product line-up to help meet challenging and diverse commercial cleaning needs. Whether it’s disinfecting hightouch surfaces, cleaning naturally without harsh chemical fumes, sanitizing soft surfaces or tackling urine stains and odors — the Clorox® Complete Clean product portfolio will help users achieve their high standards while providing a high return on investment. Whether it’s ofﬁces, schools, hotels or any other commercial setting, Clorox is committed not only to understanding the everchanging demands of the professional environments found with distributors and end-users, but to developing solutions to help them excel in their businesses. Learn more by visiting ISSA booth 2265 and at www.cloroxprofessional.com. Circle 258

CP Industries

Booth 975

CP Industries is proud to annouce that Superior Sno-N-Ice Melter® and Premiere Ice Melter® have earned the U.S. Environmental Protection Agency’s Design for the Environment (DfE) recognition.

Whether you need to protect your front walk, your loading docks, or your multi-million dollar parking structure, CP Industries has developed a full line of ice melters for every job and every budget. For over 30 years, our distributors have appreciated our dedication to excellent customer service and providing educational material to help them understand our products better. Our products are available in boxes or tough poly bags. Call CP Industries at 1-800-453-4931 or visit www.cpindustries.com. Circle 261

Bissell

Booth 601

The Bissell BigGreen Commercial Lightweight upright is the newest member to the tools of an end-user’s trade and comes with a two-year warranty. The virtually indestructible reinforced fan has a lifetime warranty. With a 13-inch cleaning path and a brush roller that spins at 7,000 RPM’s, cleaning comes easy. The lowproﬁle design makes moving around obstacles a breeze, and with the large rear wheels, moving from room to room is an ease. For a sneak peak (before the ISSA Show) of the new Bissell BigGreen Commercial Lightweight upright. Contact 800-242-1378. Circle 256

Discover Energy Corp.

Booth 3053

The Discover Energy Corp. innovates and optimizes worldleading battery technologies, like the EV Traction Dry Cell and Lithium Advanced Energy solutions. The company’s inventiveness and ingenuity are stimulated by the never ending demands customers face in competing in an ever more productive, competitive, lower-carbon, greener economy. Discover® Clean & Green® EV Traction Dry Cell Batteries provide superior high integrity and reliability. The sealed VRLA maintenance-free, traction plate construction is designed to deliver excellent run times and very good cycle life in hard, high rate deep cycle applications. This includes ﬂoor machines and cleaning equipment. Discover® designs products to eliminate user-related issues, reduce maintenance costs and provide measurable productivity and performance gains. This is how the company meets the world demand for quality power within lower economic and environmental footprints. Visit Discover Energy Corp. at booth 3053 at ISSA Orlando and visit www.discover-energy.com. Circle 259

Anderson Chemical Co.

Booth 2873

Introducing Simpliﬁed Dilution Control! The NEW DOSE by SURFLEX® Housekeeping System is engineered to be simple, accurate and cost competitive. DOSE’s unique design offsets the shortcomings of the two dominant applications of the housekeeping chemical market — the high usecost of RTU products and the high set-up and maintenance costs of water proportioning devices. DOSE simpliﬁes YOUR cleaning process, providing safe, convenient and reliable chemical dispensing, along with products users can count on from a company that has been providing cleaning solutions since 1911. DOSE does not need to be hooked up to a water source, does not rely on water pressure or metering tips and training is as simple as 1.) Fill quart with water, 2.) Dispense product... Visit www.theintegraprogram.com.

Circle 262

Over 40 YEARS of quality and durability made in the USA ISSA, booth 3243

Horizon-hard surface cleaning MEGAx flood extractor

X-Vac pile lifter

M.A.C. Multi Area Cleaning

Edge-carpet and upholstery

Sphere-carpet and upholstery

1122 Maple St. Madera, CA 93637 www.kleenritemfg.com 559.673.5700 800.241.4865 fax 559.673.5725 Circle 59

Koblenz

Booth 2859

The new Koblenz SP-2815 Orbital ﬂoor machine helps users prepare large areas quickly with less effort. This machine has a 28" x 14" pad size with a powerful 1.5 H.P motor at 3,500 rpms, a 50-foot 14gauge line cord, safety switch, cast iron frame and aluminum base plate. Optional accessories available are: 22pound weight, dust control kit, 4 gallon water tank, and 6" pigtailed outlet. Included are a one-year warranty on parts and a twoyear warranty on the motor.

SCA Tissue

Booth 1817

Tork Xpress® Premium Soft Multifold Hand Towels are larger, stronger towels that don’t tab or break apart, providing reliable one-at-a-time dispensing. Customer hands dry faster thanks to greater absorbency and overall better performance. High-performance towels help customers use fewer, resulting in greater cost savings. Maintain a high-end image with reduced waste and clutter. Combine softness with sustainability for quick dry performance. This product contains a minimum of 50 percent recycled fiber content, and a minimum of 40 percent post consumer fibers. It’s also EPA compliant. Available in an easy handling carry box. FSC® certified.

Zephyr Manufacturing is expanding its selection of threaded handles by adding two new metal handles to the company’s product offering. Available in 54- and 60-inch lengths, these handles are constructed with heavy-duty metal and a steelreinforced plastic threaded tip. Visit www.zephyrmfg.com for more information.

Visit www.TorkUSA.com. Circle 263

Booth 1529

Spartan Chemical Company, Inc., offers Peroxy 4D™ Disinfecting Cleaner, a hospital grade, one-step cleaner/disinfectant that delivers fast, effective cleaning performance with the power of peroxide. Peroxy 4D™ offers four dimensions of clean: it effectively disinfects, deodorizes, can be diluted and has the dual-action chemistry of quaternary ammonium and hydrogen peroxide. Effective against a broad range of bacteria and viruses, Peroxy 4D™ can be used on washable, non-porous surfaces in many environments. At 1:64 dilution, Peroxy 4D™ economically and efﬁciently disinfects and deodorizes. It kills 100 percent of germs of high concern including HIV1, Pseudomonas aeruginosa, Staphylococcus aureus, Salmonella enterica, Escherichia coli, MRSA and Community-Associated MRSA, and H1N1 Inﬂuenza A. Visit www.spartanchemical.com.

SKM Industries Inc.

Booth 2651

Zephyr Offers 2 New Metal Handles

Visit www.koblenz-electric.com.

Spartan Chemical Company

Zephyr Manufacturing

Circle 266

Booth 1286

Spray Nine

Circle 264

Circle 265

Booth 2417

XYNYTH Manufacturing Corp. Booth 3174

Spray Nine® Multi-Purpose Cleaner & Disinfectant: 44 Kill Claims 1 Wipe, 9 Uses 1. Cleans dirt and grime 2. Degreases 3. Disinfects against viruses including the cold and ﬂu virus 4. Kills 99.9 percent of bacteria 5. Sanitizes in 15 seconds 6. Kills fungus 7. Deodorizes 8. Kills mold and mildew 9. Removes stains

Visit www.itwprofessionalbrands.com for more information.

Lambskin Specialties

Circle 267

Booth 1169

SKM Industries Inc., is a leading manufacturer of industrial, home and ofﬁce products since 1980. Grout-Aide markers have sold in the millions of units per year into the home improvement, do-it-yourself market. The company is now launching its new 4-ounce bottle size with new, faster application tips. This new size is for larger commercial and janitorial projects. SKM Industries will be exhibiting this product at booth 1286 during ISSA/INTERCLEAN in Orlando, FL, on Nov. 4-7. Visit www.skmproducts.com or call 800-851-8464 for additional information and/or free samples.

Lambskin Specialties has introduced two amazing new dusting solutions — the DMDM-100 Disposable Dusting Mitt and the DSDS-100 Disposable Dusting Sleeve. Both products are manufactured from an unscented spunlace fabric with a pillowy waffle-like surface, designed to capture and hold dirt, dust and hair, and then are discarded. The one-size-fits-all mitt effectively dusts railings, phones, picture frames, computers and other surfaces within hands reach. The dusting sleeve easily slips over all popular wool dusters including our 312FH, 350EX and 360 models. This duo is another great tool for attacking so many types of hard surfaces including blinds, ledges, light fixtures, plants and electronics (just to name a few). They are ideal for use in hotels, hospitals, residential cleaning, bottle shops and more. They are the perfect addition for any cleaning cart. Visit www.lambskin.com.

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Circle 270

NEW SIZE XYNYTH is proud to announce the addition of the Arctic ECO Green® 50 lb. pail. Arctic ECO Green® Icemelter is a powerful, all-natural deicer that is gentle on the environment and the surfaces it is applied to, and is harmless around children and pets. This ice melter is designed for the organically inclined. Arctic ECO Green® Icemelter works in temperatures as low as -29°C (-20°F). It is manufactured using encapsulating technology, and uses a multi-layered, anti-corrosive formula which includes CMA. Visit www.XYNYTH.com for more information. Circle 268

Step 1 Software Solutions

Booth 2820

Circle 271

! NEW !

ProTwin

The ProTwin is a cleaning and sanitizing station that automatically mixes and dispenses concentrated chemicals.

Detachable Foam Wand with Retention Ring for easy switching between Foam, Rinse & Sanitize.

Performance

Adjustable spray pattern with Thick Foam

Pressure

Dilutions Ratio

Max

85 PSI

6.5:1

Min

22 PSI 1429:1

East Coast:

West Coast:

866-651-4323

866-740-7623

Clean Professional Appearance with Built-in hose storage.

Circle 93 â&#x20AC;˘ Visit Us At ISSA Booth #2967

www.sekousa.com

SEKO Dosing Systems Corp. 1103 Branagan Drive, Tullytown, PA 19007 Fax: 215-945-0937

Berk Wiper International

Booth 1173

PROTECTIVE PRODUCT/PARTS BAGS

“The Thickest Protective Bag Available” • Heavy Duty Fabric • Strong construction • Custom Sizes Available Excellent for shipping and protecting: • Lenses of all type • Medical Instruments • Highly Polished Hardware • Sensitive Electronic Parts For more information, visit us at www.BerkWiper.com to view our complete line of wiping products. Please call for samples and pricing: 866.222.BERK(2375) or 610.369.0600.

ACS Industries

Booth 3149

Sofidel America Introduces Dissolve Tech Paper Towels

Scrubble® Products, division of ACS Industries, Inc., producers of hand pads, floor pads, mops, brooms, brushes, steel wool and screen disks introduces a Pro Quality Microfiber Mop Line. This product line is made up of 3 types; Dry, Wet and Fringe Mop pads in two sizes; 18-inches and 24-inches. It is made using the proper blend of polyamide and polyester. ACS says these flat mops will withstand hundreds of launderings and dry quickly. Aluminum frame with hook and loop strips secures pads firmly while allowing for easy changes. All pads and frames come in trapezoid shape for improved edge and corner cleaning. Aluminum ergonomic handle is lightweight and a perfect fit.

Sofidel America’s Dissolve Tech paper hand towels are resistant and dissolvable. During use, Dissolve Tech behaves like a normal paper hand towel and with the same wet strength, providing absorbency. Once used, it can also be disposed of in the toilet system. The towel will dissolve with no risks of clogging, just like regular toilet paper, according to a Sofidel release.A line of paper hand towels that dissolve faster when in contact with water, Dissolve Tech prevents risks of pipe drainage clogs when disposed of in the toilet system. Because it dissolves in water, Dissolve Tech also prevents the risk of pipe drainage clogs in any public facility restroom.

Airosol

Booth 454

Airosol Company, Inc. has been developing and packaging aerosol products since 1943. One of the featured products in the company’s Jan/San line is the Metered Air Fresheners. Each metered spray releases a fine mist of fragrance with odor eliminating power. One can adequately freshens up to 6,000 cubic feet and delivers more than 3,000 metered sprays. Available in many popular fragrances and sizes.

Wall Mounted Dispensing The Wall Mounted Dispensing System from RD Industries provides end-users with quick, easy installation, one-touch operation and is ASSE-1055B certified. This economical dispensing solution offers the flexibility of one- or two-port modules, choice of flow rates, and dilution control. Custom configuration and color-coding are also available.

For additional information, contact Sofidel at 800-835-1854 or visit www.sofidelamerica.com/dissolvetech/.

Circle 273

Circle 272

Booth 459

Booth 721

ACS Industries Offers Pro Quality Microfiber Mop Line

For more information, call 800-222-2880 or through the company website at www.scrubble.com, or ISSA Booth #3149.

RD Industries

Sofidel America

Airosol offers a full line of products for Jan/San professionals. For more information, call 800-633-9576 or visit www.airosol.com.

Circle 291

SEKO Dosing Systems Corp.

Booth 2967

Seko’s ProTwin provides a superior solution for multiplesurface cleaning applications. It incorporates a space saving, integrated hose holder. Ease of maintenance is realized with removable venturi cartridges, which can be cleaned or replaced without the use of tools. It also features a single dial to select detergent, fresh water and sanitizing functions, and is available with a new heavy-duty spray gun and wide angle foam attachment for improved coverage. The product is very effective in supermarket meat, seafood, produce and deli departments, where foaming detergent, fresh water rinse and final sanitizing spray rinse are required. Visit www.sekousa.com.

Visit www.rdindustries.com for more information. Circle 275

Sigma Plastics

Booth 2729

Sigma Plastics has over 38 polyethylene manufacturing facilities in North America. Institutional can liner products are produced in 5 of these strategically located plants. These 5 Sigma companies will be joining forces at the Orlando ISSA show in November. So please visit Beta Plastics, FlexSol Packaging, Omega Plastics, Poly Plastic Products, and Republic Bag at booth 2729. Our strength as sister companies under common ownership, assures service of your every need. In-house laboratories, chemical engineering and quality assurance programs guarantee consistent quality of high- and low-density can-liners, produce bags, ice bags and infectious waste bags. Private label, stocking, custom bags and special packaging programs are also available. Circle 299

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Legend Brands

Booth 2517

Starco Chemical

Booth 2581

New VersaClean™ Low-Moisture Cleaning System Designed to fill the gap between routine vacuuming and deep extraction, VersaClean’s new lowmoisture cleaning system utilizes the superior encapsulation chemistry of Power Encap Plus and the CRB-series counter-rotating brush machines to deliver visibly cleaner results and fast turnaround. Power Encap Plus uses a mild acid pH encapsulating polymer formulation fortified with hydrogen peroxide to remove spots, spills and stains. Power Encap Plus clings to soils, “encapsulating” them through electrostatic attraction. The captured particles dry into an easy-to-vacuum crystalline powder. Power Encap Plus is safe for all fibers and delivers superior results on upholstery. The industrial-grade VersaClean CRB1580 and CRB2380 counter-rotating brush machines agitate Power Encap Plus to ensure maximum contact with soils. Visit www.versacleansystems.com. Circle 274

Circle 293

Circle 90 Visit Us At ISSA Booth #3369

September/October 2014

Brady Industries Has New Director Of Marketing Brady Industries has announced Michelle Harrison as its director of marketing. She has over 10 years of B2B marketing experience. Specializing in communication planning and brand management, she oversees marketing plans for Brady Industries’

10 western U.S. distribution centers. Brady Industries has supplied facility supplies and commercial cleaning equipment throughout the Las Vegas, NV, marketplace since 1947. With locations in Utah, Nevada, Arizona, Idaho, New Mexico and

Texas, Brady Industries has expanded its offerings to include a complete dish machine and laundry machine service to its other facility offerings. The company provides specialized solutions for customers in commercial market segments including hospitality, education, health care, government, building service contractors and more.

TRUST THE TOOLS OF YOUR TRADE. Michelle Harrison

HAS GONE LIGHTWEIGHT!

Visit www.bradyindustries.com or call 800-293-4698 for more information.

Nexstep Commercial Products Now Offers MaxiRough® Grill Screen COME SEE THE NEW LIGHTWEIGHT UPRIGHT AT ISSA BOOTH 601.

Nexstep Commercial Products (Exclusive Licensee of O-Cedar) has announced its new MaxiRough® Grill Screen.

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TO INQUIRE BEFORE ISSA SHOW CALL 800-242-1378

CALL TODAY TO BECOME A DISTRIBUTOR

The lightweight for heavy jobs. A unique versatile battery scrubbing machine developed for professionals. Great for restrooms, carpet spot cleaning, grout cleaning, floor stripping, stairs, kitchens, counters, windows, around the swimming pool, and much more.

Battery Powered! Last up to 3 Hours Swedish Technology

FOR DETAILS OR TO BECOME A DISTRIBUTOR CALL 855-797-0477

Visit Caddy Clean at ISSA - Booth 3201 Circle 102

Some of the features include: • Tough aluminum oxide abrasive that removes burnt-on foods; • Open mesh design that resists clogging; • Used with 4" x 6" Grill Pad that maximizes screen life and minimizes loading; • Grill Pad Holder is available. For more information on Nexstep Commercial Products: Telephone: 1-800-252-7666 Fax: 1-217-379-9901 Email: customerservice@ ocedarcommercial.com. Website: www.ocedarcommercial.com.

Shopping for value? It pays to compare. At The United Group (TUG) we want you to know what you’re getting when you join. Unlike some groups that don’t practice truth in labeling, we share information with our Members about vendor contracts and operating costs. Being Member-owned means that any of our owners can serve on committees, sit on the Board of Directors, and help make decisions about the group.

Take a closer look at The United Group and you’ll also find collaborative suppliers, frank and cooperative fellow Members, a supportive executive staff, complimentary or low-cost Member services, and high rates of return. Whether you want to improve your company’s well-being or just boost its immunity to a volatile marketplace, The United Group could be a healthy addition to your diet.

Contact Bob Klief, Vice-President of Marketing (318-348-0806) or Ty Huffer, Vice-President of Sales (318-331-6762) Circle 112 • Visit Us At ISSA Booth #2181

September/October 2014

Special Events Held To Honor

Dade Paper’s 75 Years In Business Miami-based Dade Paper has achieved a milestone of 75 years in business, owned and operated by the same family. Founded in 1939 by Harry and Irving Genet, the company’s current president is third generation owner, Lenny Genet.

Lenny Genet

To commemorate Dade Paper’s 75th Anniversary, Lenny Genet created The Genet Family & Dade Paper Scholarship Fund to honor his father and Late Chairman, Irving Genet. On Sept. 10, 2014, 320 people attended School Night Out for Education, a dinner benefitting the fund at the Marriott Harbor Beach Resort in Ft. Lauderdale, FL. Fundraising efforts to date have raised over $250,000.

Dade Paper also hosted its 8th Annual Innovations Expo on Sept. 11, at the Broward County Convention Center in Ft. Lauderdale, FL. Over 700 people attended the event including customers, supplier partners and affiliates from across the United States, Puerto Rico and the Caribbean as well as international delegates from Honduras and Germany. The Expo featured 100 exhibits, product demonstrations, in addition to breakout sessions. Special entertainment included a 75th anniversary themed dance routine, presented by a flash mob. In 2015, Dade Paper will host Expos in Puerto Rico and in Princeton, NJ. A distributor of foodservice disposables, janitorial supplies and equipment, Dade Paper serves businesses throughout the entire Eastern United States, Puerto Rico and the Caribbean. Headquartered in Miami, FL, Dade Paper has nine distribution branches and 17 sales support centers located throughout the East-

Dade Paper’s nine branch managers.

320 people attended School Night Out for Education.

ern United States, Puerto Rico and the Caribbean. The company has over 1,000 employees, 275 delivery vehicles, and over

1 million square feet of warehouse space. Visit www.dadepaper.com for more information.

Use with CUTNDRY® One Pull Dispensers

ONE PULL NO TOUCH SANITARY DISPENSING STRONG AND ABSORBENT USES LESS TOWELS THAN THE COMPETITION ELIMINATES COST AND TIME OF CHANGING BATTERIES

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CUTNDRY-600-CP

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For more information, call 866.222.BERK (2375) or 610.369.0600 Visit us at www.BerkWiper.com to view our complete line of wiping products

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Innovation - from the floor to the sky with the Greenest Machines on the Planet.

The First High-Speed, Chemical Free scrubber that cleans and polishes floors at the same time

Chemical Free cleaning up to 5 stories safely from the ground

From The Floor The ECS high-speed automatic

cleaning tool which can improve everyday cleaning, reduce labor time, and provide superior ergonomics. The Cleano unleashes the green cleaning power of pure water and microfiber, to clean table tops, mirrors, walls, restroom partitions, windows, and virtually every smooth surface above the floor. The result is spot free windows at a fraction of the cost and time of any other system.

scrubbers are uniquely designed to mechanically clean and polish sealed and non-sealed floors. This chemical free mechanical cleaning approach physically removes the soil as it polishes the surface drastically cutting the cost of labor and chemicals.

www.ipceagle.com 800.486.2775

To The Sky The Cleano is a high-productivity

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Visit Us At Booth #1772

ADVERTORIAL

From Warsaw Chemical

New Product Branding Program, Maintenance Product Guide, And Enzyme Degreaser/Deodorizer Full Line Maintenance Product Guide Warsaw Chemical Co., Inc. is offering a 16-page Full Line Product Guide featuring its maintenance line of products. Full descriptions for food service and laundry, disinfectant, washroom sanitation, maintenance, floor care and carpet, transportation and hand cleaner products are available. The literature also provides details on customer benefits, laboratory services and the private branding program. Several products are a part of the Green Time Systemâ&#x201E;˘ line of earth-conscious, environmentally friendly products, focusing on cleaning, health and the environment without losing product performance. Each Green Time System product offers different environmental and health benefits. Many of the hand cleaners are VOC Compliant.

Warsaw Chemical Co., Inc., P.O. Box 858, Warsaw, IN 46581. Phone: 800-548-3396, Fax: 574-267-3884. Website: www.warsaw-chem.com.

See us at ISSA Booth #200.

New Bio-Force Enzyme Degreaser/Deodorizer Warsaw Chemical Co., Inc. is now offering Bio-Force, an enzyme-fortified degreaser/ deodorizer designed for cleaning hard porous surfaces such as concrete, quarry tile, ceramic tile, brick or any grouted floor surface. Bio-Force removes embedded grease and grime, improving slip resistance. It also controls unwanted pests like fruit flies by digesting organic waste on floors and in drains that may attract insects. Bio-Force contains no NPEâ&#x20AC;&#x2122;s, phosphates, acids or caustics. It is rinse free and will not leave buildup or residue. Recommended for use in food preparation and service areas, restrooms, shower rooms, schools, hotels, hospitals and nursing homes. Available in a case of four plastic gallons or a 5gallon pail. Warsaw Chemical Company, Inc. offers over 200 Industrial and Institutional Maintenance cleaning products, Car Choice automotive detail products and truck wash products throughout the United States and internationally.

Private Branding Program Warsaw Chemical Co., Inc. is introducing a new Custom Formulating and Private Branding Program. The in-house graphics department of Warsaw Chemical assists distributors in creating their own private brand, including custom designed labels, literature and data sheets. Private label minimums allows distributors to sell their own brand while maintaining a low inventory of each. This private branding program helps companies create growth opportunities, eliminate same brand competition, reach potential customers and increase profit margins. With this program Warsaw Chemical offers its over 70 years of manufacturing and marketing experience and field support and on-site training from Regional Account Managers. Features include: research and development laboratory, full graphic arts department, small minimum order quantities and quick turn around.

Universal Business Systems Software Helps Distributors Reduce Costs And Increase Profits A letter from Chris Raffo, president of Universal Business Systems: Universal Business Systems (UBS) has been busy over the past several years updating our software offering to incorporate new and upcoming technology such as Mobile/Smart Devices and Cloud Computing. Our new products, called The Synergy Suite, were developed by listening to the needs of distributors and include all the tools needed to run your distribution business efficiently and effectively. One of the most innovative features of Synergy Suite is that it is completely web browser based and does not require you to install troublesome third-party software. All you need is an Internet browser (such as Internet Explorer), which your computer or mobile device already has, and you’re ready to go. This means Synergy will run on your smartphone, tablet, laptop or any device that connects to the Internet from anywhere you are. The Synergy Suite features: Synergy ERP: Complete Enterprise Resource Planning System — Finance/accounting, customer relationship management (CRM), sales, distribution and logistics tools that are very intuitive, powerful and provide information easily and effectively, all through your web browser; Synergy.Net: Custom Website/Online Catalog & Ordering/Content Management — The most intelligently designed B2B/eCommerce solution currently available, Synergy.Net allows you to create and customize your own unique website with a fully integrated product catalog and online ordering. It’s complete with product images and detailed marketing text with MSDS, videos, etc., to enhance your customers’ experience. An intuitive Admin Area lets you easily maintain your site, product content and search engine optimization; Synergy.Net OMNI: B2B & Retail B2C eCommerce — Are you in search of an online ordering system that handles both B2B and retail ordering? If so then SYNERGY OMNI is your solution. SYNERGY OMNI allows you to promote and sell your products 24/7 by giving you all the features of Synergy.Net plus real-time pricing, promo codes, shipping and freight options, credit card processing, order history, custom shopping and re-order lists with par values, enhanced search engine optimization and more. Feature products in multiple categories and/or group by industry or department, allowing you to target specific audiences. Responsive design allows your site to be viewed on all mobile devices and web browsers extending your reach to potential customers; Synergy SalesPro: Fast, Accurate, Real-Time Sales Force Data & Productivity — Real-time solution providing productivity analysis and the customer information your sales reps need, along with the capability to enter quotes and orders out in the field without having to call the office. This mobile dashboard works on smartphones, tablets, laptops or any device that has a web browser; and,

total solution made them the only vendor we would need. Since going live, we have enjoyed great service, great performance and a flawless system they continue to evolve based on our needs. Our experience with Universal has been excellent and I recommend them to anyone looking to make a change.”

Synergy Phocas: Find Sales, Purchasing & Rebate Opportunities — Simple and easy to use business intelligence tools for managing the information you need to The Benefit of Over A Quarter-of-amake important business decisions and find Century of Industry-Specific Experience opportunities you may have missed. When you buy software from a company Here’s what TUG Member Todd M. Murphy, president of United Paper Corporation, that specializes in your specific industry, you are buying the company as much as the has to say about us ... “It was clear to me from the start that Uni- software. You are also buying a comfort versal’s professionalism, commitment to lis- level based on their longevity. Universal Business Systems is a family-owned busiten to our needs and their ability to provide 10.6.14 10:05 AMa Page 1

ADVERTORIAL

ness that has successfully installed solutions for businesses just like yours for over 40 years. Our fundamental philosophy and mission is to place the customer first. This belief and commitment has enabled us to successfully bring distribution software solutions to businesses of all sizes. As a family-owned business, we go the extra mile to make sure the customer is taken care of. Please visit our website, www.ubsys.com and contact us at any time for more details on all our products and services. Contact: Phone: 908-725-8899. Website: www.ubsys.com. Email: synergysuite@ubsys.com.

Sign Up For Your Free Subscription To Maintenance Sales News For our Print Edition: To sign up for a free subscription to the Maintenance Sales News Print Edition, visit www.maintenancesalesnews.com. Click the “Subscribe to MSN” red button at the top of the homepage and fill out the form. Valid in the United States and Canada.

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drankin@consolidated.net 800-598-8083 www.maintenancesalesnews.com

Exclusively Serving Professional Distributors

September/October 2014

ADVERTORIAL

SCA, maker of the Tork® brand of Away-from-Home professional hygiene products in North America, announced results of independent third-party market research indicating Tork Premium Hand Towels (Tork MB572, MB574, MB576, MB578) are preferred by Class A building employees over competing products. The Premium towels, which were introduced last year, are some of the company’s most luxurious high-end hand towels. Featuring a signature Tork Leaf design, the soft and strong hand towels are designed to match customer expectations in Class A buildings, fine dining restaurants and other top-end establishments. “When managing a Class A building, there are a lot of details to take care of every day,” said Cheryl Rickert, washroom marketing director for SCA’s Away from Home Professional Hygiene business in North America. “We know every impression counts for busy building managers, and that’s why our Premium Hand Towels have become the preferred hand towel for our customers who demand a superior restCircle No. 199 room experience.” In a competitive market, tenants and customers are looking to feel more at home with best-in-class solutions. In restrooms, where details matter, Tork Premium Hand Towels

can help elevate patrons’ experience and overall impressions. These Tork towels, available in 3- or the unique 4-panel multifold, provide reliable one-at-a-time dispensing and are both large and absorbent. The test compared four of the most elegant and soft Tork Premium hand towels — MB572, MB574, MB576 and MB578 — to select established competitive products. In side-by-side comparisons, all four Tork Premium towels were preferred over the tested competitive products for both appearance and overall preference. “When we set out to develop our premium line of hand towels, we strived to deliver Circle No. 194 the best product in terms of performance, hand feel and appearance,” said Rickert. “And now, we have the data to show that customers agree – our premium towels make a great impression.” The Tork Premium towels, as well as the rest of the high-end towel collection, offer a variety of solutions to deliver on the promise of simple elegance, with nine paper varieties and six dispensing options, including the new Tork Xpress® Countertop dispenser – the winner of the ISSA 2013 innovation award. Offered in three options – white, black and stainless steel – the Xpress dispensers are designed for high-end restrooms where style and performance are essential. All three finishes offer a sleek, easy to load design, anti-slip pads to protect and stay secure on countertops, and hygienic, one-at-a-time dispensing backed by the Tork guarantee of a 25 percent reduction in paper usage when compared to a stack of loose towels. Tork offers free product trials for business owners and building managers so they can feel the difference – and the luxury – themselves. Visit www.torkusa.com/feelfree for more information. In North America, SCA produces the Tork line of dispensers, towels, tissue, soap, napkins and wipers used in commercial settings such as office buildings, restaurants, schools and health care facilities and the TENA® line of incontinence care products used by consumers at home and in health care facilities. TENA and Tork are the global leading brands in their categories. Visit www.sca.com/us for more information.

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From SCA:

The Results Are In: Tork Premium Towels Are Simply Preferred

Circle 78 • Visit Us At ISSA Booth #414

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Maintenance Sales News

New Manufacturers Rep Group Formed Jim Street and Randy Lane have started a new manufacturers rep group in the North Carolina, South Carolina and Virginia marketplace. “Parkway Sales will provide high quality sales representation for select paper, chemical, and packaging manufacturers. Both Street and Lane believe that work at the end user level is just as important as distributor calls in order to serve our principals’ best interests in the marketplace and increase sales. We are committed to working side by side with customer’s DSRs in the field, teaching them how to sell our product lines and spending at least 50 percent of our time in the field making enduser calls,” according to a release. Parkway Sales will employ CRM technology from Salesforce.com. Street has over 25 years of industry experience in the paper, chemical and packaging business including sales as a manufacturers rep, sales at the manufacturer level and also experience in distribu-

tion management. He has worked for the last 4 years as a manufacturers rep in the South Carolina and Charlotte markets. Street has won sales awards for his work with manufacturers, distributors and end-users covering the southeastern United States. Lane has over 35 years of industry experi-

ence in the paper/chemical/packaging business including sales as a manufacturers rep, regional and national account sales at the manufacturer level and experience in distribution management. He has worked for the last seven years as a manufacturers rep in the Carolinas and Virginia markets. Street lives in the Greenville/Spartanburg area and will cover South Carolina, the

From CFR:

The Healthy Way To Clean Carpet CFR (continuous flow recycling) representatives say carpet extractors are the healthy way to clean carpets. These systems minimize the amount of water necessary to do the job, and the unique atomization wand leaves behind less moisture, so carpets dry faster with little chance of mold, mildew, or bacteria development.

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“With the Perfect-Pro 500 CFR system with Perfect Heat,™ cleaning effectiveness and efficiencies are improved significantly. As a bonus, the CFR system also offers an optional in-line ozone-assisted model to help eliminate odors, leaving carpets and rooms clean and fresh,” according to the company. Visit www.cfrcorp.com or call 800533-2557 for more information.

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Charlotte metro market along with Western North Carolina. Lane lives in the Raleigh, NC, area and will cover central and eastern North Carolina along with the central and eastern Virginia markets. They can be contacted at: Jim Street – jstreet@parkwaysales.com or 864-6168432; Randy Lane – rlane@parkwaysales.com or 980-254-0152.

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

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

The Lindhaus LS50

needing a recharge. At 69 decibels, which is considered a conversational level, the LW46 is perfect for day cleaning as it is quiet, cordless and instantly dries floors. Weighing in at a nimble 126 pounds, the LW46 was designed with agility and speed of cleaning in mind. “It provides over nine times the productivity of a mop and bucket, according to industry standards,” company spokespeople say. This means the return on investment for LW46 owners is immediate. Also, the front end base height of only 6 inches allows the LW46 to get under fixtures. Designed to be compact and maneuverable with its 160 degree adjustable handle, the LW46 will “turn on a dime” and fit into places that users would never envision possible when using an auto scrubber/dryer. This is perfect for bathrooms, kitchens, shower and sauna facilities, restaurants, convenience stores and storage rooms. While the LW46 offers dexterity, it is also excellent for speed and coverage, according to Lindhaus. With its 1200 RPM dual wave brush, the LW46 can clean 16,000 square feet in 60 minutes. This makes the LW46 perfect for high schools, hospitals, showrooms, churches, airports and any hard surface from 200 to 24,000 square feet. The LW46 has no limits when it comes to the cleaning of any hard surfaces such as marble, granite, slate, wood, laminate, ceramic, concrete, tile, vinyl, rubber, stone, etc. The LW46 uses a high speed brush roller (1200 RPM) exposed in front for baseboard cleaning. The brush pressure is adjustable, and Lindhaus offers a large selection of brushes and abrasive rollers to handle anything from the delicate to the difficult. Small enough to be transported in most vehicles and big enough to clean a high school basketball gym in 15 minutes, the LW46 scrubber/ dryer is the product distributors should be showing their customers, according to Lindhaus’ officials. The company offers its distributor base “exclusive territory, great factory support and central U.S. distribution.” For more information on the LS50 Hybrid, LS50 Electric, LW46 Hybrid and other Lindhaus products, call 1-800-498-7526, email al@lindhaus.com or visit www.lindhaus.com.

The Lindhaus LW46

Now In A Wide Area Vacuum Cleaner The LS50 with Charge On The Go and LS50 Electric are closely related (including same frame line) to the Lindhaus LW46 Battery floor cleaning scrubber/dryer – featuring the same design, durability, maneuverability and cleaning efficiency. The LS50 features include: ■ High efficiency motors for long running time; ■ Very maneuverable and light, allowing end-users to guide both models of the LS50 along with userfriendly fingertip controls; ■ Includes a dust bag tank that is removable from the body frame; ■ Large dust bag capacity (16lt.); ■ Features low base housing profile of 230 mm (9 inches) to easily navigate under tight spaces; ■ Battery option provides superior working capacity of 1500 sqm/h (16,000 sqft/h). The battery charger for the LS50 Hybrid is on board the unit; ■ Self adjusting suction nozzle is easily removable for cleaning; ■ Equipped with full set of cleaning tools on board; ■ No tools required for easy brush roller replacement and maintenance; ■ Body frame can be turned to fold the machine for easy transportation and storage; and, ■ Lightweight and low noise level.

The bag housing of the LS50 models comes with two comfortable handles for easy transport and cleaning. A large paper bag and washable motor protection filter are standard, while a reusable washable bag and S Class HEPA washable filter are optional. The LS50 models can also be equipped with a DCS converter (optional), allowing these vacuums to become dry carpet cleaners for any type of carpeting. According to officials at Lindhaus, end-users with large spaces to clean in an efficient manner will benefit the most by using the LS50 Hybrid and LS50 Electric models.

New: Dual-Core Technology

LINDHAUS LW 38 PRO HIGH TECH FLOOR SCRUBBER ,INDHAUS MANY YEARS OF EXPERIENCE IN THE MANUFACTURING OF PROFESSIONAL CARPET CLEANERS HAS LEAD TO THE CREATION OF THIS reVOLUTIONARY FLOOR SCRUBBER ,INDHAUS MANUFACTURED THE ,7 PRO MACHINE WITH ALL THE QUALITIES AND PERFORMANCE OF LARGE INDUSTRIAL SCRUBBERS ELIMINATING THE BULKY DESIGN HEAVY WEIGHT AND DIFFICULT MANEUVERABILITY

Vacuums Hard Floors & Carpets PLUS Converts To Shampooer LS50 HYBRID WIDE AREA MULTIFUNCTION UPRIGHT VACUUM

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September/October 2014 ADVERTORIAL

From Procyon:

Green Lighting Soap-Free Carpet Care - Then And Now Rex Morrison first used soap-free Procyon eight years ago as a custodial trainer at Washoe County School District (WCSD) in Reno, NV, and in his professional carpet care business as a trained IICRC Certified technician. “I’ve always believed in using the right process, equipment, and product in advancing the 5 Ps — Performance, People, Pets, Planet, and Profits,” he said. “Procyon, used properly, cleans carpet cost-effectively, while helping protect the health of customers, such as the elderly, vulnerable, young children and pets that spend so much time close to carpet. “I strongly recommended it then and still do because it is fragrance-free, soap-free, approved by the Carpet and Rug Institute (CRI) and importantly, provides an essential green standard of protection while providing a platform upon which to build a business.”

“Procyon was the first product to be certified under Green Seal’s GS-37 Standard, and carries certification under the 7th Edition of GS-37, offering strong environmental benefits,” according to the company. Morrison said he believes that success is in a “recipe” that includes using the right equipment, such as 500 psi application and effective extraction for optimum “punch” and performance when using Procyon. He likes that Procyon has never changed its own successful recipe. “This product has not changed its formula for 30 years, and I believe products like Procyon that have always offered a green standard of protection are now vitally important to use in schools where our young people spend their vital growing years. It is just the right thing to do,” he said. Visit Procyon at ISSA Booth # 414.

The Natural Way to Dust...

During ISSA

Lindhaus USA Will Showcase Single And 2-Motor Commercial Vacs Lindhaus USA will be showcasing its new for 2015 line up of single and two motor commercial vacuum cleaners at the upcoming ISSA/INTERCLEAN trade show, November 5th -7th in Orlando, Florida. Attendees who are looking for the best in commercial floor care should make it a point to stop by our booth - #3281. Lindhaus will also be featuring its wide area battery vacuum cleaner and extremely popular floor scrubber/dryers. The new Lindhaus products feature the most advanced concept in motor design from the Lindhaus parent company Rotafil. The Eco Force motor has increased the performance of the entire line-up by as much as 20 percent while running at a much cooler temperature, thus providing the

longest average motor lifespan in the industry. The new motor will also boast a 100 CFM performance rating. The new line up, with its eye catching royal blue accents, features a fresh new exterior design which has solved one of the age old issues with all corded vacuum cleaners, the twisted cord. By adding a new combination carrying handle and mega sized upper and lower cord hook the new Lindhaus uprights provide the perfect cord management system. The new one touch quick cord release has no pivoting or moving parts to break and room to spare for care free cord winding, eliminating the desire to “arm wrap” the cord which causes curling and knotting. Simply put, this new line up will clean better, run longer and require less maintenance!

Please stop by the Lindhaus booth #3281 for a demonstration during the 2014 ISSA/INTERCLEAN show or call us at 1-800-498-7526 for more information.

Visit Booth #477

Soft, supple genuine Ostrich feathers dust effectively, by gently pulling away the dust from fine objects, bottles DQG LWHPV \RX GRQ¶W ZDQW WR PRYH RU GLVWXUE )HDWKHUV

- Durable, Stainless Steel Carts & Fixtures - 10 Year Guarantee Against Breakage - All Carts are Shipped Assembled

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P 800.665.0202

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Www.lambskin.com

P 204.586.8097 info@lambskin.com

Circle 61 • Visit Us At ISSA Booth #1169

Request your free catalog today! www.RoyceRolls.net

toll free 800-253-9638

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fax 616-361-5976

Maintenance Sales News

ISSA Convention Seminar Schedule (Listings And Descriptions Courtesy Of ISSA) The following is a schedule and ISSA description of educational offerings for 2014 ISSA/INTERCLEAN. The seminars begin on Tuesday, November 4, and continue through Friday, November 7. Additional sessions will take place on the trade show floor from Wednesday, November 5 through Friday, November 7. TUESDAY, NOVEMBER 4 8 a.m. to 11:45 a.m. IICRC Basic Skills Commercial Carpet Care Maintenance Certificate Program Speaker: Richard Bodo Gain a basic understanding of how to maintain and restore carpeting in commercial and residential settings. A certificate is provided to those who meet session requirements. Separate registration required of $129. Noon to 1 p.m. Lunch and Learn: Perform Like a Champion Speaker: Aaron Davis Courage, mental toughness and the ability to adapt quickly are just a few characteristics that all champions possess. As a member of the Nebraska 1994 National Championship football team, Davis has a keen understanding of what it takes to achieve incredible results. Today’s corporate environment is more competitive than ever before, and it’s those who are able to focus when others fold, who consistently stay at the top. You will learn: Strategies to remain mentally tough in a competitive environment; The importance of impeccable integrity and the power of passion; How to adapt to change quickly while still enjoying

the ride; and How to never lose the ability to laugh at yourself and have fun. 1:15 to 5 p.m. IICRC Basic Skills Hard Floor Maintenance Certificate Program Speaker: Bill Griffin Develop a comprehensive understanding of how to clean, maintain and care for hard floors. Be able to identify each floor type and learn maintenance, restorative and routine tasks, as well as cleaning, polishing, and spot and stain removal tips. Separate registration is required of $129. 1:15 to 2 p.m. Advanced Distributor Program: Selling Has Nothing to Do With Selling Speaker: Rick Farrell Most sales organizations are very good at a game no longer being played. They have perfected the ability to consistently hit “the target,” but the problem is that it is the wrong target in today’s new economy. The way customers buy, select suppliers, build relationships, and view sales people has dramatically changed with the Internet. Yet most sales organizations continue to sell as if they were in a quaint Norman Rockwell painting. Learn about alternative sales strategies that help minimize commoditization,

reduce long selling cycles and decrease rampant sales force inefficiencies. 1:15 to 2 p.m. From Boomers to Zoomers: Crossing the Generational Divide Speaker: Bob Wendover We all know about the generations in the workplace. The Boomers are hanging around. The Millennials are pushing hard to advance. The Xers are squeezed in between. The generational transition is here to stay, but what can you do to manage them today? This entertaining and interactive session shows you how to foster engagement and enhance productivity among those from different generational groups. Become a master at identifying the conflicting expectations and different approaches to work that are common to each group. Discover ways that encourage digital immigrants and digital natives to work better together. Walk away

with simple, but powerful, strategies for integrating the most diverse workforce the nation has ever seen. 1:15 to 2 p.m. Advanced Distributor Program: Make Your Service Department a Competitive Advantage Speaker: Jim Pancero Would your customers describe your sales support and service departments as amazing and the reason they buy from you? We know your service team is good, but are they good enough to become better than your competitors and a major contributor to your competitive selling advantage? Today’s buyers expect immediate answers from all members of your sales and support team. Even your delivery drivers and receptionists are now talking to, and trying to help, your customers. How much attention, coaching, and training have you in-

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1:15 to 2 p.m. Sustainability: A Pro-Business Path to Success Speaker: Mark Kozak If businesses don't make enough money, they can't last, no matter how great their ideas are or how much they're helping others. The same is true with sustainability practices. Being â&#x20AC;&#x153;sustainableâ&#x20AC;? means much more than being concerned about, or acting in, the interest of the environment. It needs to be about the Triple Bottom Line: People, Planet and Profit. True sustainability requires balance and benefit across all three areas for effective support that can last. The true definition of sustainable isn't just about a planet. Join this discussion on how the Triple Bottom Line can build upon your businessâ&#x20AC;&#x2122;success, benefit employees and customers and continue the environmental gains your company and our industry have made.

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1:15 to 2 p.m. Communication: 800.881.4611 You're an Aerosol, sales@infinitibrands.com Be Careful What You Spray Speaker: Fred Broder www.infinitibrands.com www.infinitibrands.com Broder challenges attendees with a provocative exploration of the positive and Circle 48 negative impact that your attitude, communivested in building the competitive edge of your sales sup- cation style, value system, and business and life philosophies port team? Analyze and refocus your sales support and have on your personal and business environment. Learn to service departments, utilizing the latest structures and have an attractive packaging, the right propellant and effecprocess templates that elevate your team to â&#x20AC;&#x153;Amazing,â&#x20AC;? tive content, so that you can spread and achieve greater sucturning them into your strongest differentiator. A detailed cess and happiness. electronic workbook and coaching guide will be provided to all attendees. 2:15 to 3 p.m. Advanced Distributor Program: Branch and Operations Effectiveness for Distributors ÂŽ Speaker: Michael Workman One key to prospering in an unstable economy is to operate your business with goals and clarity. If you feel youâ&#x20AC;&#x2122;ve removed all the unnecessary costs; now you must focus on enhancing opportunity. This means rethinking traditional systems for branch and operations effectiveness. Find new tools for performing the basic functions of distribution, and methods to structure and manage those functions for single or multiple branch organizations. Profit focus in the industry must be more local than global, therefore you'll address branch management Solvent nt resistant roles in the local market. This Cleans oil, grease, and grime Combines versatility and economy includes services offered, optimal pricing, internal collaboration, market initiatives (from buy-hold-sell to sellsource-ship), company brandBro-Tex Inc WISCONSIN DIVISION HEADQUARTERS ing over product branding and www.brotex.com 4907 S. Howell Avenue 800 Hampden Avenue info@brotex.com scenario building for profit Milwaukee, WI 53207 St. Paul, MN 55114 1.800.548.2338 1.800.328.2282 enhancement. Your ability to 414.481.6655 651.645.5721 position your organization for 414.481.0085 fax 651.646.1876 fax the next phase of business

Phone Number: 1-800-992-0181 Fax Number: 316-267-2930 e-mail address: gscjansplymfr@juno.com website: giftsalescompany.net P.O. Box 17082 Wichita, KS 67217

Circle 42 rests with local branches; consequently, local talent, skills and relationships are crucial. 2:15 to 3 p.m. CIMS: The Professional Standard for Clean, Healthy, and Sustainable Facilities Speaker: Dan Wagner Cleaning holds the power to deliver a healthy and pro-

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Maintenance Sales News

ductive indoor environment, and serves as one of the foundations of “going green and providing a sustainable facility.” One way to position your organization as a partner in protecting occupant health is by taking advantage of the ISSA Cleaning Industry Management Standard (CIMS) and CIMS-Green Building (GB) program, which sets forth the key elements of a quality, customer-focused and sustainable cleaning operation, and serves as a roadmap for effective operations. Regardless of whether you are a distributor, manufacturer, building service contractor, in-house cleaning organization or consultant, you’ll learn how CIMS, and CIMS-GB, can serve as a rallying point around which you can work toward delivering an unprecedented level of professionalism and customer value. 2:15 to 3 p.m. Behind the Broom: Cultivating Positive Relationships Speakers: Kevin Keeler, Judy Gillies and Lance Witschen

Whether you are a service contractor or an in-house manager, solid client relationships are key to maintaining and growing your business. Join Behind the Broom authors Kevin Keeler, of Keeler Consulting; Judy Gillies, of The Surge Group; and Lance Witschen, of 1 Class Consulting, to learn how to develop, nurture and grow relationships with current and potential customers. 2:15 to 3 p.m. Advanced Distributor Program: Stand Out! Selling From a Position of Power Speaker: Larry Mersereau In a world where buyers want to commoditize vendors, your brand has to stand out from the crowd as a different, better option. To truly answer the question, “Why should I buy from you?” your sales team must be armed with powerful value propositions and the skills to use them effectively. Following this session, your sales conversations, marketing communications and blog

posts (even tweets) will clearly position you as the ideal vendor for your prime prospects. In this session, you’ll learn positioning and differentiation strategies that will help you stand out from the crowd. You’ll also be able to turn prospects from stranger to evangelist, as well as manage each step in the sales process, using Larry’s Brand Ladder. Plus, you’ll learn the Five Traits of a Sales Superstar to gain more customers and bigger orders.

loring products and programs to the mindset of these fickle and demanding buyers. This session will highlight proven strategies for connecting with this new generation. 3:15 to 4 p.m. Advanced Distributor Program: Effective Negotiation Skills for Distributors Speaker: Michael Workman

2:15 to 3 p.m. Advanced Distributor Program: Leveraging Analytics to Improve Your Distributorship Speaker: Greg Borer Benchmarks and analytics are integral to any business. Access to timely, relevant information is a must in order to take a business to the next level. In today’s competitive environment, executives need immediate and up to the minute detailed reports on KPIs such as profit margin, return on assets, cost of goods sold and more. Further, a company owner needs to know whether his/her numbers are good compared to industry averages or if they are falling behind the competition. Come find out what the most innovative distributors are using for business analytics, and how a company can take advantage of those tools today. 2:15 to 3 p.m. Avoid Greenbush When Promoting Your Environmental Initiatives Speaker: Jacquie Oatman Led by Jacquie Oatman, author of New Rules of Green Marketing and co-author of How To Make Credible Green Marketing Claims, this presentation brings participants up to speed on the latest guidance from the Federal Trade Commission. They will learn how to create communications that drive consumers to sustainable products and initiatives, while helping to avoid accusations of greenfishing as well as challenges from competitors and the FT. 2:15 to 3 p.m. Industry Women's Forum Accomplished industry executives will discuss the opportunities and trends women should be aware of as they pursue careers in this industry, what skills are critical to their success and what they believe is needed next to increase the number of female leaders in the cleaning profession. 3:15 to 4 p.m. Selling Emerging Generations Speaker: Bob Wendover Emerging generations are transforming business-to-business selling. With billions in purchasing power and access to boundless information, young consumers have learned how to shop and spend from an early age. Now they are applying this savvy to the business marketplace. Possessing technology, impatience and an expectation of 24/7/365 convenience, they are challenging most current marketing conventions. They make faster buying decisions and expect companies to anticipate their needs even before they know them. A continued sales success will depend upon tai-

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Negotiation is an art that is a timeless and valuable asset in business and personal relationships. Many of the once valued skills and techniques have been lost to a new-age communications process that diminishes the value of give and take, reduces “need to know,” replaced with instant answers from the Internet. While communication required to interact with customers and suppliers has become less personal, the underlying information required to be effective, and the processes for leveraging that information, are as critical today as 50 years ago. Workman will share ways to increase a person’s current skill set, and enhance his/her ability to influence relationships with tools that work. 3:15 to 4 p.m. Federal Procurement:

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Threats and Opportunities Speakers: Bill Balcke, Walter Cotton Fundamental changes in the realm of federal procurement are presenting both threats and opportunities to the jan/san industry, and the private sector in general. Specifically, the U.S. General Services Administrations (GRAN) Federal Strategic Sourling Initiatives (FRIES) poses an economic threat because it limits the opportunities available for small entities to obtain federal contracts. At the same time, a new set of regulations are coming on board that will create new pathways to work with the federal government. These new opportunities are largely based on the Small Business Job Act of 2010, and the SBA Mentor Protégé Program, which will take effect in the latter part of 2014. ISSA’s Director of Legislative & Regulatory Affairs

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Bill Balek, and federal procurement expert Walter Cotton, will describe these changes and provide recommendations for how to best navigate today’s shifting playing field to help maintain or grow federal accounts. 3:15 to 4 p.m. Conquer the Screen, Corner the Market Speaker: Larry Mersereau In an age where buyers spend more time staring at a screen than sleeping, business owners need to connect with their target audience on the buyers’ turf. When its time to select suppliers, this is where most buyers learn who is credible and trustworthy, and where they form the basis for buying decisions. But how does a company stand out from the content and clutter that crosses a prospect’s multiple screens every day? Attendees will look at the complete planning, execution and measurement process for a content marketing program. At the end of this session, attendees will have sketched out a plan that they can implement in a reasonable amount of time and on a sensible budget.

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3:15 to 4 p.m. Build a Powerful Team Speaker: Fred Broder Whether making cleaning products, selling solutions and/or delivering services, a company’s employees are its power. Learn how to successfully harness this valuable resource and foster the best teams possible. 3:15 to 4 p.m. Career Coach: Those Darn Kids: Hiring and Working with Millennials Speaker: Panel Watch out, here comes the next generation. They’re entering the workforce now and will represent 75 percent of the workforce by 2025. Join the Young Executive Society (YES) for this Career Coach panel discussion on Millennial employees. Learn the best strategies for recruiting and retaining talent from the Millennial generation. And learn how to work with them once you’ve hired them. 4:15 to 5 p.m. Mastering the Five Most Critical Skills for Selling Success Speaker: Jim Pancero Attendees will learn how to take their sales teams to the next level by mastering the most critical selling skills needed to increase long term success and profitability. This program also provides a coaching and testing guide to help effectively implement and lead. 4:15 to 5 p.m. Advanced Distributor Program: The Art of Strategic Thinking Speaker: Doug Williamson The crazy, fast-paced, turbulent world, in which we live, is urgently requiring leaders to develop their organizational strategy in radically new and unconventional ways. The long-held strategic planning bias, practiced by most organizations, and the rigid

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methodologies and processes of the past, have given way to a new emphasis on the power and benefits of putting the quality of an organizations strategic thinking first. Incremental change no longer is good enough to survive, let alone thrive, requiring company executives to radically shift their thinking if they want to be a leader in the new business order. They will need a new set of lenses to better see the world that is emerging, not the world that was. They also need to be thinking about how to disrupt the market and create the type of opportunities which only flow from a mind-set of exploration. A premium is being placed on combining a Strategic Intelligence (SQ) with a Contextual Intelligence (CQ) in a suite of leadership competencies which will define the way business is done in the future. Williamson will explain the forces that are conspiring to create this change, and will address the specific mind-sets and behaviors required of today’s leaders. 4:15 to 5 p.m. Green Initiatives: 2015 and Beyond Speaker: Steve Ashkin The Green Movement is accelerating both in the United States and internationally. The proliferation of green buildings, changes in consumer attitudes, new government requirements, advances in technology, and other issues create both barriers and opportunities for cleaning product manufacturers, distributors, service providers and purchasers. Find out what those in the jan/san industry need to know regarding USGBCs LEED requirements and the U.S. Environmental Protection Agency’s Guide on Standards & Ecolabels. As well as learn the latest from Green Seal, EcoLogo/UL and the EPAs Design for the Environment. Plus, discover how sports could change the world’s view of green, based on the Green Sports Alliance “playbook” on cleaning sports facilities and much more. WEDNESDAY, NOVEMBER 5 8:15 to 9:30 a.m. Conquering the Seven Summits of Peak Performance Speaker: Susan Ershler

Leading teams can feel like an uphill battle. Now imagine leading a successful business team while simultaneously working to climb the seven highest mountains around the globe. Susan Ershler is one of less than 300 people who have conquered the Seven Summits of mountain climbing lore. At the same time, she has excelled at building and leading teams that achieved exceptional, sometimes life-changing results. Drawing on her knowledge and experience, Ershler shows why the best leaders are much more than top performers themselves. They enable every member of their team to overcome their perceived limitations by learning to commit to a shared vision of success. Attendees will walk away with the leadership skills they need to help their teams win the recognition and rewards that accrue to top performers. 11 to 11:45 a.m. ISSA Frontline: Strengthen Your Service-Profit Chain Speaker: Will Reed Frontline cleaning service workers are the industry’s most valuable asset, expected to protect public health, facility assets and the environment. But they are often the most unpredictable asset. Learn how to help employees with direct customer contact to develop professionalism and pride in their work, using the elements of ISSA’s new Frontline training validation and professional certification program. From cleaning task competency to advanced task certification, Reed will discuss training best practices, proper study materials, effective examination options and more. Also, learn how to leverage training to differentiate an operation from low-performing, low-service competitors. This session also is valuable for manufacturers, distributors and facility service providers interested in understanding how they can gain third-party validation for their cleaning worker training to

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ISSA Awards: Continued From Page 20 Paper was sold, he moved to Baywest Paper, serving as an area manager. In 1996, he was hired by Angel Cotton, where he worked for 18 years (1996-2013), the first eight as an associate and the last 10 as a partner and director of sales, during which time the company won more than a dozen sales awards. This year, wanting to relocate to Texas, he sold his interest in Angel Cotton to his partners and started work as the general sales manager at Peerless Marketing. An active supporter of ISSA, Ammons served six years on the YES Coordinators Committee (2004-10), including as 2006 Chair. He served twice as a panelist for ISSA’s Career Coach (2007, 2009), including one year as its panel moderator, and he served two years on ISSA’s Manufacturer Representatives’ Council (2009-10). Outside of ISSA, Ammons served on the Southern California Sanitary Supply Association board for eight years (1999-2006), including as president (2006). And in 2014, he received the Vendor of the Year Award from Matera Papers.

Circle 58 • Visit Us At ISSA Booth #158 differentiate themselves as a solution provider. Noon to 12:45 p.m. Defining Your Personal Brand Speaker: Gretchen Roufs Some say that a personal brand is “what people say about you when you walk out of the room.” It is the clear impres-

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sion that comes to mind when other people think of a person — something unique and, hopefully, unforgettable. While everybody has a personal brand, not everyone is in control of it, or even recognizes that it requires deliberate defining and managing. Attendees learn to define, audit and manage their personal brand including: What a personal brand is and isn’t. Why, where, and when a personal brand is important. Personal branding challenges. How to combine personal branding and social media. Personal branding do’s and don’ts. Aligning a personal brand with a company’s brand. A list of suggested techniques and action items. 1 to 1:45 p.m. Technology Wake-Up Call Speaker: Gene Marks Innovation happens so fast that people may not even realize they’re working in the old world, or see that they’re losing a competitive edge. This session will help attendees identify which technology already is impacting their business today, and which will make them more profitable over the next five years. National columnist, best-selling author and successful business owner Gene Marks will discuss the latest tools, technologies and web-based services that smart companies are investing in today to make themselves more efficient, productive, and profitable in the years to come. Marks will also discuss how certain future technologies, like 3D printing, big data, drones, platforms as a service and the “Internet of Things” will impact future business. THURSDAY, NOVEMBER 6 8:15 to 9:30 a.m. Find Your Edge Speaker: Marcus Buckingham Successful companies are made of successful teams—and these teams need leaders that understand the individual team members strengths. Yet, when companies try to reproduce what their best performers do differently, the result is another lifeless policy that ends up constraining people instead of freeing them to do their best work. Join author and consultant Marcus Buckingham as he shares how to put innovative ideas into practice without stifling the personal strengths that give a company its edge. Buckingham will

offer a simple, easy-to-remember scheme to identify each person’s unique combination of strengths, plus tips and techniques on how to put his/her particular advantages to use. 11 to 11:45 a.m. Selling Clean as Risk Management Speaker: Dianna Steinbach Cleaner facilities equal safer facilities that then equals savings. Learn how to make the case for the value of proper cleaning as a way to invest in reduced workplace safety risks, using the newly released ISSA Value of Clean tools. Attendees will discover ways to tie improved workplace safety to increased savings, often paying multiple times over for the initial cleaning investment. This session provides the data, connections and vocabulary to express a company’s value in new and enlightening ways to upper management or key stakeholders within customer organizations. Cleaning is more than a cost to be minimized. It is an investment worth making. Attendees will learn how to differentiate themselves as a solution provider who is looking out for a customer’s bottom line. Noon to 12:45 p.m. Advanced Distributor Program: Get Noticed, Get Found, Get Leads Speaker: Jason Filler An effective online marketing strategy has a significant and measurably positive impact on sales, particularly in B2B commerce. The paradigm has shifted from a company finding its next customer to that next customer finding the company. But most manufacturers, distributors and contract cleaners have not deployed effective online marketing strategies due to lack of understanding, expertise or resources. Stop wasting time on thousands of cold calls. Discover the most important pieces of the online marketing puzzle — mobile responsive websites, content development, local maps optimization, pay per click marketing and social media — plus how to utilize these tools to drive traffic to a company’s website, generate leads and increases profits. 1 to 1:45 p.m. It’s Time to Cross the Delaware Speaker: Fred Broder George Washington demonstrated many significant strategic, tactical, and attitudinal traits that are applicable to the success of any current business leader. Faced with a unique, and nearly insurmountable set of obstacles and crises, Washington utilized his personality, vision, a chess masters set of leadership skills, plus a little luck, to successfully lead the American Revolution, the Constitutional Convention and serve two terms as the First U.S. President. Attendees will learn how to apply those same 18th century winning principles when leading a cleaning industry organization in the 21st century. 2 to 2:45 p.m. GreenTech: Advances in Green Cleaning Technology Speaker: Steve Ashkin Today, innovation abounds in every category, which creates real opportunities for those who bring these innovations to their clients. For those interested in maintaining their position as an innovative solution provider, this program will provide them with the newest and most promising developments. In-

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formation will be shared on green chemical updates, devices that convert water into an effective cleaning solution, paper towels and toilet tissue made from alternative and renewable fibers, equipment designed to reduce energy and water consumption and greener plastic can liners. 3 to 3:45 p.m. Employee Commitment: The New Secrets to an Engaged Workforce Speakers: Liz Trotter, Derek Christian A well-developed employee engagement program can increase quality, decrease turn over, increase profits and create a unique service experience for clients. Employee Engagement expert Liz Trotter and Employee Growth and Promotion leader Derek Christian share the core elements of a successful employee engagement program. FRIDAY, NOVEMBER 7 9 to 10 a.m. The One Day Contract Speaker: Rick Pitino Learn the secrets behind Rick Pitino’s basketball championships and successful records, including how to get the most out of teams and how to inspire an amazing work ethic. Plus, he’ll reveal how day-to-day achievements are the key to exceptional victories. 11 to 11:45 a.m. It is Your Responsibility to Provide a Safe Work Environment Speaker: John Poole Your responsibility as a manager extends well beyond a organization’s results. It’s also imperative that a safe work environment is provided for employees. Poole will break down the most important points every manager needs to consider based on the key areas of the U.S. Occupational Safety & Health Administration (OSHA) Act of 1970, known as the General Duty Clause. Attendees will learn what to consider in safety planning, how safety fits into everything from worksite analysis to hazard prevention to health planning, as well as emergency preparations and action planning.

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Famed boxer Sugar Ray Leonard will make a powerful case for using his principles of success to help people win in the workplace, as he headlines the ISSA Excellence Award Luncheon. Leonard will paint a vivid picture of what it took to reach his dream of Olympic gold. For Fresh Clean Air Indoors. Environmentally Safe, Non-Toxic Learn what strengths he drew on to get to the top & Biodegradable. Absorbs Pollutants & Eliminates Odors. in his professional career - and stay there. Plus, hear about the lessons he learned when transitioning from life as an athlete to that of an entrepreneur. 1 to 2 p.m. The Power to Win! Speaker: Sugar Ray Leonard

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2:15 to 3:45 p.m. Advanced Distributor Program: 10 Trends Shaping the Cleaning Industry Speaker: Dave Frank Faced with economic pressures, increased competition, and the challenge of being asked to do more with less, the cleaning industry is at a crossroads. As a result, building service contractors, manufacturers, distributors and facility managers need to rethink the way they operate in order to survive. Plus, business leaders need to consider new ways of setting themselves apart through professionalism and standards. Attendees will analyze trends that are shaping the industry and take a hard look at what is on the horizon to best prepare, as well as identify courses of action, and ways to capitalize on emerging opportunities. 2:15 to 3 p.m. Exit Strategy: Treat Your Business like an Investment Speaker: Peter Holton Learn how to treat a business like an investment rather than just a career, with examples from actual transactions involving janitorial businesses. Solid investments grow over time,

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generating both annual income and a long-term gain. The presence of a market allows business leaders to sell their investments for a gain as long as they represent an attractive investment to someone else. But what can a person do to make a business attractive enough that someone will pay a premium for it? Attendees will learn to address the four aspects of exit strategy, each of which will help them to manage their business like an investment. These concepts will better position a business owner to achieve a successful sale, and at the same time make the company more sustainable for the duration of his/her ownership. 3:15 to 4 p.m. Put the Pro in Professionalism Speaker: Anthony Trombetta What does it take to be a true professional? Professionalism permeates everything a person does —from the vocabulary he/she uses to the way in which he/she trains. Attendees will learn simple, easy-to-implement ideas that will take their organizations to the next level.

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The BR ESC Escalator Cleaner For Easy And Effective Cleaning

Circle No. 193 “The BR ESC Escalator Cleaner from Tornado® is a ‘nifty and effective’ escalator cleaning system. Simply place the unit at the base of an escalator, and the BR ESC takes it from there,” according to the company. “With a choice of nylon or Tynex brushes (for added cleaning power and agitation), and a powerful vacuum motor, the BR ESC thoroughly cleans all types of escalators in any facility,” according to the company. To make the end-user’s job easier, the unit offers automatic brush-height adjustment for uniform cleaning as well as easy-to-change disposable bags. Visit www.tornadovac.com or call 800-VACUUMS for more information.

New DOSE, A 2014 ISSA Innovation Award Nominee The INTEGRA Program® is one of three marketing arms of Anderson Chemical Company which specializes in laundry, warewash, and housekeeping products and systems. INTEGRA® will introduce the NEW DOSE by SURFLEX® Housekeeping System at this year’s ISSA/INTERCLEAN. DOSE is one of the nominees for this year’s ISSA Innova“DOSE is engineered to be simple, accurate, and cost competitive. DOSE’s unique design offsets the shortcom- tion Award Program in the Dispensers category. ings of the two dominant applications of the housekeeping For more about the Anderson Chemical Company, the chemical market — the high use-cost of RTU products and INTEGRA Program® and the NEW DOSE by SURthe high set up and maintenance costs of water proportionFLEX® Housekeeping System, visit ISSA booth 2873. ing devices,” according to a spokesperson. The company said DOSE benefits include: • Safety—DOSE capsules are factory sealed and product is only dispensed when properly installed in the DOSE Activator; OEM SUPPLIERS TO THE • Convenience—No water hook up is reBROOM & MOP quired for this system to operate; INDUSTRY • Costs—DOSE Systems significantly reduce equipment costs and service calls; • Simplicity—Training employees how to operate the DOSE System is quick and easy; • Accuracy—Since the DOSE System does not rely on water pressure and metering tips, Push Brooms product is accurately dispensed EVERY time; Street Brooms • Reliability—With only one moving part, there is no maintenance or calibration ever required on a DOSE System, eliminating service calls; • Consistency—Because of the accuracy Utility Brushes Concrete Finishing Brushes and reliability, be assured that cleaning solutions will always be properly mixed; • Sustainability—DOSE's concentrated products reduce the impacts of transportation. The inverted installation of the DOSE capsule ensures that all product is used for the proper Bi Level Scrub Brushes Galvanized Pails cleaning application. Product capsules are recyclaDirect importers/distributors of hot dipped ble; and, galvanized pails, tubs, chip brushes, corn brooms, • Versatility—If dehandles and other quality products. sired, DOSE Systems P.O. Box 932 * 1001 N. Cedar * Clarksville, TX 75426 can be easily set up for (903) 427-2261 phone * (903) 427-5230 fax continuous flow tasks email: sales@magnoliabrush.com like mop bucket, auto http://www.magnoliabrush.com scrubber, and sink filling applications.

Marathon

Circle 64 • Visit Us At ISSA Booth #100

Processing Credit Card n Easier Bee Has Never

The bottom line was a monthly savings from Marathon of

several hundred dollars per month. Tom Field Sr. TOMAR INDUSTRIES Freehold, NJ

Contact Deb Bruns at 940-627-8844 for your cost savings analysis. Circle 65 • Visit Us At ISSA Booth #2885

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September/October 2014

MSN CLASSIFIEDS

MAINTENANCE SALES NEWS ADVERTISERS’ INDEX

THE GLOVE YOUR CUSTOMERS ARE ASKING FOR Black Vinyl 55 Premium Powder-Free Gloves by Emerald EXTRA THICK 5.5 MIL ʹ Not the usual wimpy 4 mil Call Joe today for free samples and a price quote!

Joe@emeraldppp.com Fax: 732-805-9401

1-800-652-2558 www.emeraldppp.com

Statement of Ownership, Management and Circulation (Requester Publications Only)

13. 14. 15.

Publication Title: Maintenance Sales News Publication No.: 1040-371X Date of Filing: 10/8/2014 Issue Frequency: Bi-Monthly No. of Issues Published Annually: 6 Annual Subscription Price: $25/$60 Complete Mailing Address of Known Office of Publication (Street, city, county, state, and ZIP+4®) (Not printer): 204 E. Main St., P.O. Box 130, Arcola, Douglas County, IL 61910-0130 Complete Mailing Address of Headquarters of General Business Offices of the Publisher: Same Full Names and Complete Mailing Addresses of Publisher, Editor, and Managing Editor: Don and Linda Rankin Publisher (Name and Complete Mailing Address): 204 E. Main St., P.O. Box 130, Arcola, IL 61910 Editor (Name and Complete Mailing Address): Harrell Kerkhoff 204 E. Main St., P.O. Box 130, Arcola, IL 61910 Managing Editor (Name and Complete Mailing Address): None Owner: Full Name: Rankin Publishing Co. Complete Mailing Address: 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130 Known Bondholders, Mortgagees, and Other Security Holders Owning or Holding 1 Percent or More of Total Amount of Bonds, Mortgages, or Other Securities: None Tax Status (For completion by Nonprofit Organizations Authorized to mail at nonprofit rates) (Check One) The Purpose, Function, and Nonprofit Status of This Organization and the Exempt Status for Federal Income Tax Purposes: Has Not Changed During Preceding 12 Months Has Changed During Preceding 12 Months (Publisher Must Submit Explanation of Change With This Statement) Publication: Maintenance Sales News Issue Date for Circulation Data: July-August 2014 Average No. Copies No. Copies of Extent and Nature of Circulation:

a. b.

Total Number of Copies (Net Press Run) Legitimate Paid and/ or Requested Distribution

1. 2. 3. 4 5. 6. 7.

8. 9.

10.

11.

12.

Each Issue During Preceding 12 Months

Single Issue Published Nearest to Filing Date

7,622

8,243

15,667

(By Mail and Outside the Mail)

1. Individual Paid/Requested Mail Subscriptions Stated on PSForm 3541. (Include direct written request from recipient, telemarketing

and Internet requests from recipient, paid sub-scriptions including nominal rate subscriptions, advertiserʼs proof copies, and exchange copies)

Copies Requested by Employers for Distribution to Employees by Name or Position Stated on PS Form 3541 3. Sales Through Dealers and Carriers, Street Vendors, Counter Sales, and Other Paid or Requested Distribution Outside USPS® 4. Requested Copies Distributed by Other Mail Classes Through the USPS (e.g. First-Class Mail®) c. Total Paid and/or Requested Circulation (Sum of 15b. (1), (2), (3), and (4)) d. Nonrequested Distribution (By Mail and Outside the Mail) 1. Nonrequested Copies Stated on PS Form 3541 (include Sample copies, Requests Over 3 years old, Requests in-duced by a Premium, Bulk Sales and Requests including Association Requests, Names obtained from Business Directories, Lists, and other sources)

2. Nonrequested Copies Distributed Through the USPS by Other Classes of Mail (e.g. First-ClassMail, Nonrequestor Copies mailed in excess

of 10% Limit mailed at Standard Mail® or Package Services Rates)

3. Nonrequested Copies Distributed Outside the Mail

15,000

0 7,622

0 8,243

6,761

6,231

(Include Pickup Stands, Trade Shows, Showrooms and Other Sources) 340 0 Total Nonrequested Distribution (Sum of 15d (1), (2), and (3)) 7,101 6,231 14,723 14,474 Total Distribution (Sum of 15c and e) Copies not Distributed (See Instructions to Publishers #4, (page #3)) 944 526 15,667 15,000 Total (Sum of 15f and g) 51.8% 57.0% Percent Paid and/or Requested Circulation(15c divided by f times 100) Publication of Statement of Ownership for a Requester Publication is required and will be printed in the September / October 2014 issue of this publication. 17. Signature and Title of Editor, Publisher, Business Manager, or Owner

e. f. g. h. i. 16.

Publisher

Date: 10/8/2014

I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this form or who omits material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment)and/or civil sanctions (including civil penalties).

ABCO Cleaning Products ........................5 AbsorbCore..............................................59 ACS Scrubble...........................................11 Air Spencer USA LLC ..........................101 Airosol Company, Inc. ................16, 18, 20 Americo ....................................................41 Anderson Chemical Co...........................25 Bar Keepers Friend.................................32 Berk Wiper International, LLC ............86 Bissell ........................................................82 Briarwood Products ................................90 Brightwell Dispensers Inc.......................55 Bro-Tex, Inc..............................................98 Bullen Companies, The...........................10 Caddy Clean.............................................82 Carolina Mop Mfg. Co............................62 Cascades Tissue Group...........................37 Cascades Tissue - IFC Disposables, Inc. ..45 Charlotte Products ................................20 Chase Products Co. .................................65 Clean Control Corporation......................2 Clift Industries Inc. .................................50 Clorox Professional .................................26 Colgate-Palmolive ...................................57 Compass Minerals...................................17 CP Industries .........................................107 DDI System ..............................................53 Dead Sea Works.......................................56 Delta Marketing Int’l., LLC ................104 Dirt Killer Pressure Washers .................98 Discover Energy.......................................23 Distributor Partners Of America ..........46 Draco Hygienic Products, Inc. .............104 EES Industrial LLC................................43 Expanded Technologies ..........................39 Fuller Commercial Products..................44 Fullriver Battery Mfg. Co. Ltd ..............13 Gift Sales Company.................................98 Golden Star ..............................................36 Grout Gator .............................................60 H & S Manufacturing.............................99 Ha-Ste Manufacturing, Inc. ...................60 Harvard Chemical Research, Inc..........38 Haviland Corporation.............................14 Infiniti Brands..........................................98 Intercon Chemical/Clearly Better, LLC...108 IPC Eagle..................................................87 ISSA/INTERCLEAN............................103 ITW Professional Brands .......................35 J & M Technologies.................................71 JanSanOptimize.com ............................105

Kissner ......................................................73 KL Designs .............................................101 Kleenrite ...................................................77 Koblenz.....................................................67 Lambskin Specialties ........................96, 97 Lindhaus...................................................95 Magnolia Brush .....................................105 Marathon Solutions, Inc.......................105 Midlab Incorporated.................................8 Moerman Americas Inc. .........................58 Moonsoft...................................................12 Mor-Value Parts Co. ...............................99 Morgro, Inc. .............................................31 Nexstep Commercial Products...............47 Nittany Paper...........................................63 NPS Corp..................................................50 Padco.......................................................101 Perfect Products ......................................19 Perform Manufacturing .........................62 Plus Mfg./Procyon .............................91, 92 Pro-Link ...................................................69 Queenaire Technologies ..........................34 Quest Vapco Corporation.......................52 R&B Wire.................................................21 RD Industries...........................................30 Rep Toolkit ...............................................97 Royal Paper..............................................29 Royce Rolls Ringer Co............................96 Salt Depot .................................................81 SCA Tissue .............................................1, 7 SEKO Dosing Systems............................79 Sigma Plastics Group, The .....................90 SKM Industries, Inc..............................102 Sky Systems Co., Inc. ..............................28 SOFIDEL America....................................3 Soundview Paper Company...................33 Spartan Chemical....................................61 Starco Chemical.......................................49 STEP1 Software Solutions .....................58 SurcoTech .................................................93 Transmacro Amenities ............................38 Triple S......................................................42 Trojan Battery ...........................................9 U.S. Battery ..............................................51 United Group, The ..................................83 Universal Business Systems....................48 VersaClean ...............................................16 vonDrehle .................................................15 Wausau Paper..........................................75 Xynyth ......................................................27 Zephyr ......................................................18

MSN CLASSIFIED ADVERTISING RATES 40 words for $40 per insertion • Additional words - $1 per word (min charge) Bold face headings - $5.00 • Blind Ad - $25.00 Display Classifieds $70 per column inch (2 inch minimum) Classified Ad deadline date is 1st of preceding month. Additional charge for blind classified advertising. PAYMENT SHOULD ACCOMPANY ORDER.

Maintenance Sales News

201 E. Main St. • P.O. Box 130 • Arcola, IL 61910 Ph. (217) 268-4959 • Fax: (217) 268-4815 • drankin@consolidated.net

6:35 PM

Approved by DfE Abhorred by Ice and Snow

Circle 16 â&#x20AC;˘ Visit Us At ISSA Booth #975

GREAT CHEMISTRY with our Distributors Since 1982 Please visit the Intercon Chemical/ Clearly Better Solutions

Booth #849 at ISSA 2014

Innovation | Value | Commitment | Superior Customer Service Unique Product Development Expert Contract Manufacturing Sales, R & D, Training Support EPA Registered Formulations In-House Label Design Please contact us for Competitive Private Label Programs or Intercon Branded Products.

InterconChemical.com

314.771.6600

St. Louis, Missouri

Since 1982, Intercon has been a broadline manufacturer serving the institutional, janitorial, healthcare and specialty chemical industries. As an industry innovator, we produce the highest quality formulations for warewash, laundry, housekeeping, foodservice, janitorial, floorcare, restroom care, hand care, general cleaning, sanitizing and disinfection.

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