American Drycleaner - June 2016

© Copyright 2016 American Trade Magazines All rights reserved.

® June 2016

The

Sporting Life

Cleaning the ‘Perspiration Nation’

■ DROP IT LIKE IT’S HOT ■ CLEANSTREAMS FLOW PROFITS

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drycleaner drycleaner A M E R I C A N

June 2016

Vol. 83, No. 3

(Cover image licensed by Ingram Publishing)

FEATURES

DEPARTMENTS Pre-Inspection

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Talk of the Trade

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Regulatory Alert: Deadline Passes 24 June 1 was the deadline to comply with OSHA for standardized chemical labels, and hazardous chemicals training for employees. Ignore and you risk big fines.

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COVER: The Sporting Life Cleaning the “perspiration nation” is what it’s all about in today’s sporty world. Looking good is always on our minds.

Diana Vollmer

Cleanstreams Profits are there on the countertop for the taking in wet cleaning and shirt laundry.

This revenue stream is flowing. Learn what to watch out for and where the challenges and margins are from voices across the industry.

Tim Burke, Editor

Drop It Like It’s Hot Drop stores are being reinvented. In this feature, you’ll find out what innovators are doing in different parts of the country to update the image of the drop (or dry) store for curb appeal and great services.

Tim Burke, Editor

American Drycleaner, June 2016

Closer Look Union Drycleaning Products, USA

26

Spotting Tips Summer Stain Solutions Martin Young

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Industry Observations Gen Y for the W Howard Scott

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(Cowboy) Hats Off to SDA Show

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Around the Industry

36

Classified Advertising

38

Advertiser Index

39

Wrinkle In Time The Slacks-napper

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NEED HELP FINDING THE HIDDEN HANGER? Scan this QR Code for help in finding the hidden hanger on this month’s cover.

Good luck!

www.americandrycleaner.com

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“Business “Business has never been has never been better.” better.”

“The support from CBS was great. Even before Since consistent updates we2003, signedCBS up, has theygiven were me responsive and flexible andineasy understandThey techhave support, all our at ateam price theirtoapproach. helped that become our industry afford. I would recommend CBS, morecan efficient.” and I have, to anyone who is still wasting their time Brentsystems.

Ramenofsky and money on those over priced POS Boston Cleaners Dan Loesher Sunshine Cleaners

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P RE - I N SP E CT I O N

Reality Checked

T

he gap between perception and reality is particularly important in business.

It never hurts to “take stock.” Market conditions change, as we all know. The economy, the state of the industry and your own drycleaning operation need constant review.

I’m recalling a popular book from the 1990s by author Robert Kriegel titled If It Ain’t Broke, Break It! (And fix it better than before.) In it, he indicates that you should always be fine-tuning your business. Don’t ever stand pat.

He used to say, “Sacred cows Tim Burke make the best burgers.” (That’s a book now, too.) He’d talk about the need for businesses to continually self-evaluate.

In today’s competitive jungle, you don’t want to be

Publisher Charles Thompson

National Sales Director Donald Feinstein

cthompson@ATMags.com

dfeinstein@ATMags.com

Editorial Director Bruce Beggs

Digital Media Director Nathan Frerichs

312-361-1680

312-361-1683

312-361-1682

312-361-1681

bbeggs@ATMags.com

nfrerichs@ATMags.com

Editor Tim Burke

Production Manager Roger Napiwocki

312-361-1684 tburke@ATMags.com

surprised by new wrinkles in your market. We’re giving you some thoughts along those very lines in this issue.

Talk of the Trade looks at ‘Extras’ dry cleaners offer customers to up their in-store experience. Do you know more than 50% of you offer added values like these?

OSHA Alert wants you and your employees aware and educated about hazardous chemicals. New OSHA Quick Cards, Labels and Pictograms should now be handy on your premises and visible on your products.

Calling it the “new normal” in revenue opportunity, Cleanstreams features wet cleaning and shirt laundry.

Innovators who are changing the face of dry stores take the stage in Drop It Like It’s Hot. Our columnists tackle topics on sports opps (Our Sporting Life cover story this month), summer stain removal and getting that Gen Y business.

It’s summer. It’s American Drycleaner. It’s all about ADC the pulse of your business. That’s reality!

Advisory Board Steven Dubinski Lawton Jones Mike Nesbit Herron Rowland Fred Schwarzmann

Main: 312-361-1700 Fax: 312-361-1685

Subscriptions 630-739-0900 x100 www.american drycleaner.com

Contributing Editors Howard Scott Diana Vollmer Martin Young

American Drycleaner (ISSN 0002-8258) is published monthly except Nov/Dec combined. Subscription prices, payment in advance: U.S., 1 year $46.00; 2 years $92.00. Foreign, 1 year $109.00; 2 years $218.00. Single copies $9.00 for U.S., $18.00 for all other countries. Published by American Trade Magazines LLC, 566 West Lake Street, Suite 420, Chicago, IL 60661. Periodicals postage paid at Chicago, IL and at additional mailing offices.

POSTMASTER, Send changes of address and form 3579 to American Drycleaner, Subscription Dept., 440 Quadrangle Drive, Suite E, Bolingbrook, IL 60440. Volume 83, number 3. Editorial, executive and advertising offices are at 566 West Lake Street, Suite 420, Chicago, IL 60661. Charles Thompson, President and Publisher. American Drycleaner is distributed selectively to: qualified dry cleaning plants and distributors in the United States. The publisher reserves the right to reject any advertising for any reason. © Copyright AMERICAN TRADE MAGAZINES LLC, 2016. Printed in U.S.A. No part of this publication may be transmitted or reproduced in any form, electronic or mechanical, without written permission from the publisher or his representative. American Drycleaner does not endorse, recommend or guarantee any article, product, service or information found within. Opinions expressed are those of the writers and do not necessarily reflect the views of American Drycleaner or its staff. While precautions have been taken to ensure the accuracy of the magazine’s contents at time of publication, neither the editors, publishers nor its agents can accept responsibility for damages or injury which may arise therefrom.

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TAL K OF T HE T RA D E

In-Store ‘Extras’ Favored by More Than Half of Dry Cleaners, Survey Shows

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e asked: “What ‘extras’ does your business offer your customers who come into your store?”

More than half (56%) of respondents to American Drycleaner’s Your Views survey this quarter indicate they provide extras such as beverages, food, snacks, entertainment, a comfortable waiting area and/or music. Also, more than half are in favor of extras, be it candy, a toy, or a dog treat.

“We give complimentary toys to all kids,” says one respondent. “Bubble gum, hot tea, coffee, chocolate.”

Another respondent says, “We give lollipops for kids and treats for dogs.”

Of those who say they offer food, one-third (34%) give candy and 10% give seasonal items such as apples in the fall or cookies at holiday time. But half of dry cleaners who responded offer no food items at all.

Almost half of respondents (48%) offer electronic entertainment in the form of music, TV or Internet service. One cleaner indicates the business runs “in-store video signage of our services.”

As far as music “soothing the savage beast” in stores, 50% of cleaners polled indicate they crank rock/pop or a mix. One respondent plays “upscale rock and contemporary.”

Concerning the waiting area, about one-third (32%) provide either tables/chairs or a lounge area, while 43% of survey respondents say their customers stand at the counter. “We have a small retail area,” writes one respondent.

When asked about giveaways, half of respondents say they give items such as calendars, pens, lint rollers, potholders or jar-grippers, with one respondent giving “cupcakes at Christmas.”

“Discount school cards,” writes another survey respondent about giveaways.

Overall, regarding how they feel about “extras,” 56% of survey respondents either favor extras or provide them.

The remainder (44%) say they don’t do extras or it simply isn’t for them.

One respondent to the survey says, “Our goal is to make every customer feel welcome and feel that they are important.” A second says, “Good work is way more important than extra gimmicks.”

The American Drycleaner Your Views survey is a snap6

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American Drycleaner, June 2016

shot of the audience’s views and should not be considered scientific. Qualified subscribers to American Drycleaner e-mails are invited to participate in a survey they can complete anonymously online.

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leanstreams (Image licensed by Ingram Publishing)

How wet cleaning and shirt laundering are becoming the ‘new normal’ in revenue opp

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By Tim Burke, Editor

hey are definitely profitable in several ways,” says Bob King, owner of B & C Cleaners in Marshall, Texas, of wet cleaning and shirt laundering being the next big things for growing a business.

“First, when you have two ways to clean a garment, either traditional dry cleaning and/or wet cleaning, your quality goes up and therefore your customer service experience is increased, helping to retain customers,” says King.

“Second, your risk goes down,” he continues. “Some items may have higher risk of problems in a drycleaning process, so wet cleaning helps you minimize that. Third, oftentimes there is less pre-spotting of dry-clean garments that are going to be wet-cleaned, saving time.”

We know that wet cleaning is a water-based cleaning process that uses special detergents and conditioners. It has controlled agitation, specific time exposure for the garments and specific water temperatures during the cleaning process.

Customers, however, need to know why some garments can be wet-cleaned as a safer alternative to dry cleaning. There is some education that takes place about the process. They don’t walk in asking for their clothes

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American Drycleaner, June 2016

to be wet-cleaned, he explains.

“Most customers assume it is a laundry process and are skeptical it is the process they want used for their garments,” says King, who runs B & C with wife Laura in serving two east Texas counties.

“You have to have a conversation with them explaining what it is and how it differs from traditional dry cleaning and laundry. The goal is to create the trust that assures them you know what you are doing and it will provide the results they want,” he explains.

“We have been in business for over 50 years with 16 employees,” King adds. “We are a professional dry cleaner and wet cleaner certified by the Drycleaning & Laundry Institute (DLI).”

Wet cleaning and shirt laundering are not the same.

They differ in the four basic components of cleaning: time, temperature, mechanical action and chemical action. And they are finished differently, notes King.

Brian Johnson, director of education and analysis at DLI, notes that wet cleaning is a professional process using water where all aspects of the process are precisely controlled, including the water level, water temperature, agitation and the use of special additives to reduce shrinkage, color loss and fabric distortion.

“The water level, water temperature, agitation and additives are different in laundry versus wet (continued) www.americandrycleaner.com

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is required, it seldom has the same appearance after becleaning,” says Johnson. ing handled, according to King.

Nearly all dry cleaners perform some amount of wet “We receive a wide variety of sizes to be laundered cleaning on a regular basis. Johnson estimates 30-40% of from small to 5X and it is a challenge to get the same the items a cleaner receives have wash labels in them. appearance on the very small or very large shirts,” says “A cleaner may opt to wet-clean instead of dry-clean King. “In east Texas, we process a lot of starched shirts because of the level or type of soiling on the item,” he and that crispness that is produced from the press works says. “Or, wet cleaning may be a safer alternative to dry against you if touch-up is required.” cleaning due to the construction and design of the item Along the same vein, and probably the second chal(dyes, beading, sequins).” lenge, is making the shirt look good under the “poly.”

This market segment is not without hurdles, as John“If you have a three- or four-shirt order, with today’s son indicates: “Finishing and restoring wet-cleaned blown sleeve, it is a challenge to make the order look garments can be a challenge. The biggest differences good and not wrinkle while being packbetween water and solvent cleaning is aged and put away. water causes wrinkling and shrinkage.

“When we went to the blown sleeve, These effects do not occur nearly to the In the wetcleaning we had to reduce our pieces per order extent in dry cleaning as they do in wet process, no harmful and in some cases use a wide-gusset cleaning.” or toxic solvents poly to keep from wrinkling each Regarding shirt laundering, he says are used... piece.” that “the most basic points of shirt launWet cleaning and shirt laundering dering still pose the biggest challenges.

— Scott Worgo, is a segment of the business that is atThose points being: presenting a clean, owner, Courtesy tracting more attention as the technolwell-pressed shirt without broken Cleaners ogy steadily improves to increase the buttons.” margins.

STREAMING TO CLEANVILLE The excitement comes from getting better and better at The challenges are unique to both wet wet cleaning, insists King. cleaning and shirt laundering.

“While we have been doing wet cleaning for some For wet cleaning, the biggest challenges are consumer time, there are always unique situations that require a education first, and care label approval second. “Because little more expertise or that you had hoped for a little there are no care labels allowing garments to be wetbetter result. So, you are constantly challenged to learn cleaned, you have to take calculated risks at times when more and increase your abilities.” making a decision to wet-clean an item,” notes King.

He adds: “For shirt laundry, I love seeing what the “You can test in many cases, but you do not have time manufacturers are doing to address the problems and to test every garment. One of the biggest problems we challenges for a garment that is probably the lowestface today is proper dye setting and colorfastness of garmargin item we deal with. Each time I attend a [trade] ments,” he warns, “and if a care label says dry-clean, you show, there are new products and machines that are may have that risk of dye migration and possibly shrinkvastly improved.” age.”

PROFIT AND PRIDE King indicates that time and experience help to offset Rahim Maknojia, president and CEO of Oaks Cleanthis, but it comes at a bit of a price. ers in Houston, Texas, has been in business for 20 years, For shirt laundry, the problem is to produce a greatwith 25 full-time employees. His business is located in looking shirt without touch-up. Today’s presses can proone of the wealthiest neighborhoods of (continued) duce a beautiful shirt right off the press, but if touch-up

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or toxic solvents are used, so it is 100% enviro-friendly.

Houston, River Oaks, and offers full-service dry clean“All of our wetcleaning agents are biodegradable,” ing and laundry.

Worgo points out.

“Some stains are dry-cleaning-soluble and some are “Wet cleaning differs from dry cleaning in many ways only water-soluble, thus the garment has to be wetbut mostly by using new or fresh water for each load cleaned in order to produce a better-quality result,” notes versus reusing filtered or distilled solvent for each load,” Maknojia. he says. “Also, wet cleaning does not produce hazardous Wet cleaning is enviro-friendly, and his customers waste.” come in his store knowing this. “We always hear the When laundering shirts, notes Worgo, comment from customers saying, ‘We “we use hot or warm water to wash and only bring our couture garments to your an alkaline soap to raise the pH so that cleaners because you take good care and For shirt laundry, soils are suspended and washed away. get all the stains out without us pointing I love seeing what The laundered shirts are dried while them out.’” the manufacturers being pressed on a shirt press.”

Wet cleaning and shirt laundering are are doing to address Conversely, when wetcleaning delimostly one and the same for him, as the the problems and cate garments, “We use a cool or cold “new-generation machine has functionalchallenges... water to wash with a slightly acidic ity to do both. You don’t have to have — Bob King, owner, soap to help hold the color and protect separate cleaning, however, it requires B & C Cleaners wools and silks. programming for the wetcleaning pro“We use a moisture-controlled dryer cess; I recommend finishing machines to heat the clothes, which activates a fabric conditioner which are designed to press and finish a garand helps remove wrinkles before air-drying. This proment with good quality after wet cleaning.” cess prevents overdrying that leads to shrinkage,” says This service, according to Maknojia, is “profitable beWorgo. cause you can and should charge more for wet cleaning, DLI’s Johnson advises cleaners looking to add these because it does require special attention and extra care.” services to gain as much knowledge as they can. Due As far as shirt laundering, the only challenge he sees is diligence is key. the blend of fabrics, which makes it difficult to decide if “Go visit wet cleaners,” says Johnson. “Take various it should be dry-cleaned or laundered, as there is signifigarments with you. Talk to the owner, the pressers and cant difference in price. the wet cleaner. They will each have a different perspec“Sometimes a customer can get upset if you choose to tive on the process. Talk to equipment distributors as dry-clean because of the care label, when the care label well. The equipment you choose can make the entire is recommending warm iron or steam.” process much easier to manage.”

What gets Maknojia excited about the wetcleaning/ King has this tip: “Read all the trade journal articles on shirt laundering segment of the business? wet cleaning you can and talk to your peers when pos“We get satisfaction when our guests leave happy and sible. There is always room for improvement.” compliment our cleaning job, even after paying premium Worgo believes the use of wet cleaning “helps us to for the quality work we produce.” be more profitable by removing some of the large waterScott Worgo, owner of Courtesy Cleaners in Atlanta, soluble stains that cannot be removed by dry cleaning, shares that excitement for a job well done. and caring for ornately trimmed garments, which extends “I love getting clothes bright white and getting clothes the life of the garment.” to their ‘like new’ appearance. We do this several ways Finally, Worgo says, “I love to hear, ‘How did you get but many times by wet cleaning,” says Worgo. my white shirts so bright white?’”

In the wetcleaning process, he explains, no harmful ADC

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The

Sporting Life

By Diana Vollmer

Looking good in your sport means cleaning opportunities abound (Image licensed by Ingram Publishing)

J

ust as the excitement surrounding the Olympics will continue beyond the upcoming events in Brazil, so do your opportunities continue to capitalize on the enthusiasm for sports in your market.

The height of summer is a good time to plan for ways to attract business from fall and winter sports. It is a perfect time to reach out to all the decision-makers who influence and determine who gets the related business in your area.

Like other opportunities, capitalizing on the sports possibilities involves a dedicated ongoing sales effort both inside your business premises and outside in the community.

INSIDE-OUTSIDE The internal effort can be reinforced by professionallooking displays that remind your customers that they have many sports uniforms, gear, and fan and spectator items that you can clean.

The uniforms, the fan jerseys, the stuffed mascots, the winner pennants, and sports-themed streetwear all serve to prompt their thinking about what you have to offer them for maintaining and preserving their sports-related pieces.

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with the additional business they bring in and the competition and change from the normal routine for your own team(s).

Try building the stuffed-animal business by using a mascot-centered theme. Give a spirit prize to the team that has the most mascots cleaned. Your customer sales and servicepeople can act as cheerleaders to encourage their favorite team fans to participate. Give coveted professional sports event tickets to the staff member that generates the most stuffed-animal business for the month.

Your external sales efforts can benefit from this same promotion because it is a natural fundraiser for any team and will build your community image and visibility.

Joint-venture promos are great for expanding your reach in your market. These promos can take many forms, including the obvious and beneficial team sponsorships.

Some of the most visible and impactful joint ventures have included collecting donations from the fans at the games with the cleaner’s logoed van on the field as the collection receptacle. Imagine the impact of fans bringing a mascot to the arena to fill your van during halftime and then to later be donated to sick kids at the hospital or given to the traumatized at-risk kids by authorities responding to domestic violence calls.

These community efforts allow you to “do good” for your hometown and also for your company at the same time.

PERSPIRATION NATION Direct outreach selling to the sports teams themselves is an obvious source of business for capturing the active “sweat side” of sports.

The list of prospects is almost endless between schools and community teams and their feeder sources. The mar(continued) ket covers the entire age spectrum from www.americandrycleaner.com

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toddler swimming to octogenarian mountain climbing.

The schools’ own teams are strong candidates, and schools with residence dorms are particularly fertile territory since they become training camp facilities during the school vacations. Search the Net for any sport for training sessions and the potential business becomes clear.

There is business to be had from the uniforms and clothing the trainees wear, but beyond apparel, there is the enormous amount of linen that needs to be cleaned for these temporary residents on campus and in summer camps everywhere.

The quasi-private sports teams of all ages are also great opportunities for business for you. Think of how many teams travel near and far to compete with advanced teams in their sport. The available poundage for washand-fold is enormous.

Sports gear retailers are a good source of information about the possibilities, the contacts, the calendars and specific events for joint-venture promotional tie-ins.

Focusing on running alone, check out the number of competitive, charity and fun runs in every city.

Ski resorts also have active calendars of events, and their clientele match both the traditional drycleaning profile and the younger generations you need to capture to sustain the future business.

Ice rinks attract a wide audience between hockey and figure skating.

Gymnasiums, too, attract a broad range of participants from gymnastics to basketball and volleyball as well as their devoted spectators.

Sports training complexes provide facilities for an even wider range of participants, reaching out to individual and team players with squash, tennis, racquetball, weight training, aquatics, yoga, Zumba, Pilates, and a continuing and expanding list of traditional and new forms of training to keep fit.

Opportunity: Do you have a drop box and “clean closet” in the training facilities in your market?

SPORTY-LOOKIN’ With all those fit bodies being tuned and toned, an obvious adjunct is looking good off the field as well.

Designers like Ralph Lauren, a staple in almost every cleaning plant, have long capitalized on the fashion influence of sports. How many RL rugby shirts or yachtinginspired sweaters have you cleaned?

Sports viewers are emotional about their attire, whether it is fan gear or fashionable spectator. The fan gear may be casual but the emotional impact demands care to extend the longevity of a favorite garment.

As to the fashionable spectator, one only has to conjure images of Homecoming, the Kentucky Derby or Ascot, 16

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or a Great Gatsby charity croquet event to appreciate the impact of sports on fashion.

Theme promotions are popular in this “experienceseeking” society and afford you terrific possibilities for joint-venture events that will impress your customers and prospects alike.

One of the best advantages to you is the co-mingling of current clients who love and trust you with prospective clients who may need a nudge to switch to your services.

The current clients provide a resounding endorsement that carries a great deal of weight with the prospect invitees that you have targeted.

These events can be unique experiences for seekers of ever more exclusive and unusual activities.

ADD-ONS ADD FUN Your creativity will generate lots of publicity and buzz about you and your company. Let your imagination run wild or hire an event planner with a reputation for attention-grabbing ideas.

General themes that offer attractive ties-ins with sports fashion could include The Colorful World of Tennis, A Day at the Races, How Sports Influences Fashion (showing the authentic sports attire and the corresponding fashion variation), Sports Heroes Off the Field, and more.

An easy event to produce and that draws a crowd is a pep rally on your parking lot, complete with the team, the band, cheerleaders and fans.

Any of these themes adapt easily to add-on promos, i.e. “Bring in 5 golf shirts and get the 6th one free,” or “Let us clean your riding habit and get a complimentary boot shine.” Always make the add-on something more that the customer would not automatically receive without the promotion and/or targeted services that your customers may not know you provide.

Publishing a “sports calendar” of events on your website increases customer (and prospect) interaction and contacts, giving you more opportunities to connect and adding to the number of touch points with the audience you want to reach. The touch points that they seek with you are always more valuable than those sought by the business.

As in all of your business-building efforts, the more thought you give to the opportunities, the more the possibilities will become obvious. Build in fun and excitement and the response will be rewarding – you, too, can win the gold!

ADC Diana Vollmer is a managing director for Methods for Management (MfM), which has served the drycleaning and laundry industry with affordable management expertise and improved profitability since 1953. For assistance with promotional tie-ins and joint ventures, contact her at dvollmer@ mfmi.com or call her at 415-577-6544. www.americandrycleaner.com

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Drop It Like It’s

Game changers are reshaping the drop store to be modern, convenient, friendly— and that’s hot!

By Tim Burke, Editor

C

Firethorne’s a-burnin’ with style! The sharp, modern-looking storefront of MW Cleaners in the Texas town typifies the new order—with as much curb appeal as great service and friendly attitude. (Photo: MW Cleaners)

an the drop store (or dry store) as we know it be redefined? There are businesspeople today who think so — and are laying it all on the line to change image and perception.

“Drycleaning plants will take on a new role, primarily servicing smaller outlets on a wholesale basis, drastically reducing environmental problems,” says Bob Devaney, president and CEO of All Things Drycleaning, South Weymouth, Mass.

Devaney, who started Lapels Dry Cleaning before selling the business, now finds ways to make drop stores profitable for owners who pay no royalties. He makes his money selling stores and building stores and has 70 stores to date, mostly in Massachusetts, but is looking to expand.

“Less plants servicing the right number of outlets will increase their volume and profitability,” says Devaney.

“Plants would be located away from residential areas but still able to provide quality and same-day service to the local outlets.”

Today, business models for drop stores are varied and unique and out to forge new definitions. These businesses not only in Massachusetts but in places like Houston and Seattle are rewriting the rules.

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These aren’t your grandfather’s dry stores. No more are they categorized as stores of possibly lesser quality.

Innovators are changing the rules and creating a fresh, new look for dry cleaners.

REINVENTORS Devaney’s concepts are making believers out of his new business owners who buy into the model, literally, and achieve unexpected levels of profitability.

“Our vision is one of smaller, conveniently located garment care centers that are locally owned and managed,” he explains. “All processing is done off-site, eliminating any environmental concerns.”

These stores offer add-on services and related products such as tuxedo rental; clothing items such as ties and men’s shirts; grooming accessories; clothing care products; and travel-related items.

Devaney identifies locations he deems great using sophisticated analysis. His company will then “build out their stores with state-of-the-art equipment including custom counters, flooring, SPOT POS computers, conveyors, supplies, signage and more.” (continued) He provides complete training and a www.americandrycleaner.com

5/20/16 9:42 AM

D & K Equipment 3715 Northcrest Road, #30 Atlanta, GA 30340 Phone: 678-873-2623 Fax: 770-910-7170 Email: sales@dnkequipment.com

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comprehensive marketing package and matches the owners up with “top-notch” wholesale vendors who provide guaranteed quality services such as dry cleaning, laundry, tailoring, shoe repair, tuxedo rental and more, he explains.

“Because our stores require less space,” says Devaney, “less overhead, payroll, utilities, etc., our owners can quickly create financial independence and job security close to where they live.”

He calls his model the “un-franchise.” This is because, according to Devaney, he doesn’t charge a royalty fee or marketing fee that can cut into a store’s profits. Also, there are no strict operational guidelines to adhere to.

“This gives our owners the freedom to operate and grow their business independently without interference and oversight by a third party,” indicates Devaney.

Wholesale arrangements are key to his business model.

“It’s important that both the wholesaler and the retailer are able to make an acceptable profit. We work together as a team to accomplish this,” says Devaney.

“Systems and pricing that make it less expensive for wholesalers to process allowing for enough margin for the retailers to make a profit,” he adds. “It’s a win-winwin for the wholesaler, retailer and customer.”

Great customer service keeps customers coming back, Devaney adds. He also wants to change the image of the dry cleaner and fix what he sees as the inconsistent quality of stores. Drop stores, he says, “don’t take away, they add to business.”

Owner-operated outlets can offer the highest quality that only an owner can provide, he indicates.

“Our owners, who care the most, are personally inspecting every garment that is returned, assuring that their customers will receive the absolute best quality.”

ATTRACTIVE “We work hard on picking the right location and making the customer experience at a dry store just like coming to a plant,” says Mike Nesbit, CEO, MW Cleaners, Spring, Texas. His company serves the Houston-Austin area with 37 stores, 26 of which are are drop stores.

(Editor’s note: In the interest of full disclosure, Nesbit currently serves on the American Drycleaner Advisory Board.)

This is another business that is changing the mindset of what the dry store is supposed to be, redefining the label.

“I won’t put a store into a small space that is 15 feet wide and 70 feet deep,” says Nesbit. “We need a bigger presence. Real estate is our marketing. We want to be as attractive from the street as possible.”

Industry trends in old-school speak would tell you the drop store is a secondary business due to less volume.

There’s typically a storefront and some racking, and there are logistical challenges. But that’s not how today’s new business model looks at it.

“Our message is don’t treat the dry store like a secondary store. Treat it like a plant facility,” notes Nesbit.

“We have 26 dry stores and they all have drivethrus. We make five deliveries each day to those stores. We staff our dry stores like a producing plant to make the experience as close as possible to the production facility service,” says Nesbit.

Location and look are recurring themes, and these stores are visible and attractive, but there are other players throughout the country, too.

Mark Scott, owner of Bakker’s Fine Drycleaning, serves the Seattle area with pickup and delivery via East Coast chic! All Things Drycleaning’s fresh store interior shows off its sharp threads and distinctly mod and welcoming environs. Nothing in next-day service. His busihere says “old cleaners” and that’s how they like it. ness processes all items in (Photo: All Things Drycleaning) the order of (continued)

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correspond with a reasonable rent-to-income ratio.” their delivery back to each drop store.

The top priority is customer service. “We welcome He says the keys to his business’ success are based clients into a well-kept, clean store, and we meet and exon customer service and personality. Bakker’s know its ceed their expectations, and make them feel important.” market in the Seattle area and its customers.

Do his customers agree?

“We have been around a very long time, our roots are “We frequently poll our clients for feedback about traced back to 1947. We have been, and are currently, their experience with our business, both new and old. family-owned and -operated,” says Scott.

We have made several minor changes based on this feed“Dry cleaning is a very personal business, (and) hanback,” says Scott. dling clients’ personal/favorite garments needs to be a He believes in listening to his clients and responding great experience for them. We find, hire, and train our quickly. “The companies that evolve will be in business front-counter staff to reflect this with each client we for a long time,” he adds. serve.”

The drop store model offers flexibility.

The employee base that faces the customer each day is “We can create an environment like anything we critical, and he says his biggest challenge is finding, hirwant,” Scott says. “There are no issues with the heat or ing and keeping staff. noise of equipment. We like to think of them as conve“We are always thinking of ways to attract and keep nient, easily accessible ‘cleaners’ that don’t look, sound good people. We have incentivized many positions with or smell like a cleaners.” performance goals so the staff feels rewarded for their When the “look” changes and the business soars, the extra efforts,” says Scott. game has officially been changed as well.

“We also have company parties and treat the staff to Innovators of drop stores strut with style and get nolunches, all to make working with our company more ticed — and that’s what’s hot today.

ADC enjoyable,” he continues. “Another key feature is communication. We meet with staff as a whole and in groups to review concerns and objectives.”

His company serves Seattle, which can be viewed as a progressive city.

“Seattle is very environmentally aware,” indicates Scott, “and many customers will choose a business based on their environmental image. We received the highest award for a green business, and use it in all of our marketing.”

The city has a strong local economy with many industries, and the populace is growing. He points out that the living expenses in Seattle are significantly higher than the “average” nationwide. “This commands higher rents, particularly in desirable locations. With regards to This All Things Drycleaning store allows views from the sidewalk that drop stores, we look for are bright and clean and say step right in and do business. (Photo: All efficient spaces that can Things Drycleaning) generate dollar volume to 22

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R E GU L AT ORY AL E RT

OSHA Standardized Labels and Employee Hazardous Chemicals Training: June 1 Deadline Passes June 1 wasn’t D-Day — but, then again, it sort of was as far as global chemical labeling standards and your business are concerned.

According to the Occupational Safety & Health Administration (OSHA), Hazard Communication Standard (HCS) (29 CFR 1910.1200(g)) requires that the chemical manufacturer, distributor or importer provide Safety Data Sheets (SDS) (formerly known as MSDS, or Material Safety Data Sheets) for each hazardous chemical to downstream users, such as dry cleaners, to communicate information on the hazards.

To clarify, OSHA has new standardized labels and forms and requirements for training your employees on hazardous chemicals. The OSHA deadline: June 1.

In regards to the OSHA Hazard Communication Standard, “these regulations are written and designed to protect the workers,” says Fred Schwarzmann, president, A.L. Wil-

son Chemical Co. “By being compliant, dry cleaners are working to protect their workers and businesses.”

Operators must have new OSHA Safety Data Sheets (SDS) available, pictograms for individual products, new standard labels and employee training on hazardous chemicals in their work area.

“We don’t want to have an inspector come into a dry cleaner and pick you as the ‘canary in the coal mine’ and get cited and fined,” says Schwarzmann.

“Pre-existing OSHA data sheets, employee training and labeling requirements have been around for decades,” he points out. “Today, we’re obligated to comply with the Hazard Communication Standard, but on June 1 a new updated standard becomes mandatory.

“We are evolving from an old standard to a new one.”

An OSHA newsletter indicates the agency wants its materials “presented in a consistent, userfriendly way.”

QUICK } “For some time, CARD OSHA has wanted } Hazard Communication Standard Labels to look at a more effective way to com} municate hazards,” notes Jon Meijer, membership director, Drycleaning & Laundry Institute As of June 1, new Occupational Safety & Health Administration (OSHA) Safety Data Sheets (SDS) must be made (DLI). available and new standardized labels in English (above) “Because chemiand Spanish must be displayed for hazardous chemicals cals are blended and of any kind at your business. Dry cleaners with questions come from all over about this are encouraged to contact OSHA at 800-3216742 or visit www.osha.gov. (Image: OSHA) the world, Material SAMPLE LABEL

CODE _______________________________ Product Name________________________

Product Identifier

Company Name_______________________ Street Address________________________ City_______________________ State_____ Postal Code______________Country_____ Emergency Phone Number_____________

Supplier Identification

OSHA has updated the requirements for labeling of hazardous chemicals under its Hazard Communication Standard (HCS). As of June 1, 2015, all labels will be required to have pictograms, a signal word, hazard and precautionary statements, the product identifier, and supplier identification. A sample revised HCS label, identifying the required label elements, is shown on the right. Supplemental information can also be provided

Keep container tightly closed. Store in a cool, well-ventilated place that is locked.

Keep away from heat/sparks/open flame. No smoking.

Only use non-sparking tools.

Use explosion-proof electrical equipment.

Take precautionary measures against static discharge.

Ground and bond container and receiving equipment.

Do not breathe vapors.

Wear protective gloves.

Do not eat, drink or smoke when using this product.

Wash hands thoroughly after handling.

Dispose of in accordance with local, regional, national, international regulations as specified.

on the label as needed.

In Case of Fire: use dry chemical (BC) or Carbon Dioxide (CO2) fire extinguisher to extinguish.

For more information:

(800) 321-OSHA (6742) www.osha.gov

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First Aid If exposed call Poison Center.

If on skin (or hair): Take off immediately any contaminated clothing. Rinse skin with water.

}

Hazard Pictograms

Signal Word Danger

Highly flammable liquid and vapor.

May cause liver and kidney damage.

Hazard Statements

Precautionary Statements

Supplemental Information

Directions for Use __________________________________ __________________________________ __________________________________

Fill weight:____________ Lot Number:___________ Gross weight:__________ Fill Date:______________ Expiration Date:________

American Drycleaner, June 2016

OSHA 3492-02 2012

TM

Safety Data Sheets were inconsistent and always looked different,” says Meijer. “What OSHA is doing is making one format to make it easier to communicate these hazards.”

In a small random sampling, American Drycleaner asked some owners of drycleaning businesses around the U.S. about their knowledge of and compliance with the OSHA standard.

Speaking anonymously, several indicate an awareness of OSHA’s new standardized labels and describe efforts under way prior to the June 1 deadline to gain compliance. One notes globalization is “everybody’s issue,” not just that of dry cleaning.

Schwarzmann emphasizes that “responsibility falls with dry cleaners.”

Both Schwarzmann and Meijer indicate that businesses can face steep fines, possibly in the $10,000$15,000 range, if an OSHA inspector visits and cites a business for failure to comply.

American Drycleaner phoned OSHA headquarters in Washington, seeking comment on the Standard and its enforcement. Ultimately, the agency referred the publication to its Office of Communications. Multiple phone messages left there were not returned by press time.

As an operator, you may already be in full compliance. But as Meijer insists, “If you’re not getting SDS, go out and get them.”

Information about the Hazard Communication Standard is available by visiting the OSHA website, www. osha.gov. The agency’s phone number is 800-321-6742.

ADC www.americandrycleaner.com

5/20/16 10:01 AM

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C L OS E R L O O K

Union Drycleaning Products, USA I

n this month’s Closer Look, which profiles manufacturers, distributors or other businesses that serve the drycleaning industry, American Drycleaner shines its spotlight on Union Drycleaning Products, USA, McDonough, Ga., a drycleaning machinery manufacturer.

Q: How long has your business been serving the drycleaning industry?

A: In the United States since 1990, internationally since 1976.

Q: Tell our readers, generally, about your company’s current product and/or service offerings.

A: We offer new drycleaning machines, parts for all of our machines, and technical

Proudly sporting their company logo is the headquarters building of Union Drycleaning Products, USA, located in McDonough, Ga. (Photo: Union Drycleaning Products, USA)

■ AT A GL ANCE Company name: Union Drycleaning Products, USA Location: McDonough, Ga. Number of employees: 12 Type of business: Manufacturer of drycleaning machines Products/services: Drycleaning machines, parts, technical service Area(s) served: United States, Canada Company HQ address: 1900 Meredith Park Drive, McDonough, GA 30253 Phone number, local: 404-361-7775 Phone number, toll-free: 1-800-433-9401 Fax number: 404-361-2454 Corporate e-mail address: info@uniondc.com Website URL: www.uniondc.com Social media addresses (Facebook): https:// www.facebook.com/Union-Drycleaning-ProductsUSA-149079591792/?ref=hl

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service to keep the machines running like new.

Q: Where are your company’s products made, and how are they sold/distributed to end-users?

A: Our machines are manufactured in Italy. We sell to distributors who then sell to the end-user and provide local support.

Q: What is the biggest news at your business right now?

A: We debuted the CLOUD machine and I-Connect systems at Clean 2015 and the feedback received has been outstanding.

Q: Why is your company successful?

A: Our dedicated team of employees that are always willing to help, combined with the best distributor network in the industry.

Q: What makes your business different from other businesses like it?

A: We are here for our customers and give 110% to make them feel comfortable with their purchase. That’s what sets us apart from other manufacturers. (continued on page 35) www.americandrycleaner.com

5/20/16 9:29 AM

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S P OT T I N G T I PS

Summer Stain Solutions Here we are back in the grasp of warm weather!

A

fter being cooped up, the cookout, picnic and barbecue are all excuses to gather outside and eat some messy food. But somebody has to deal with the drips and dribbles.

That person is the professional cleaner.

Each summer stain needs to be solved. It is up to you to find that solution. These gatherings produce stains across the entire spectrum: solvent-soluble, water-soluble, chemically soluble and insoluble.

This column will focus on the stains that require wet-side supplemental stain removal, spotlighting a tannin stain, a protein stain and a combination stain.

Hot dogs are a staple of summer. It seems that once you get past two condiments, there are always leaks and Martin Young drips. That is good for the cleaner.

MUSTARD ATTACK Mustard on an aqua silk blouse is the classic tannin stain.

Now it is your job to restore that blouse to pre-stain condition. Mustard is not solvent-soluble. Far too many cleaners hit the mustard with a mild POG, dry-clean, hang a “Sorry” tag, and put the blouse on the conveyor. They are virtually giving away that customer.

First, lightly brush any solid stain away with a dry brush.

Place the stain over the vacuum nose of the board, then flush the area with steam. Pull the stain over the solid portion of the board and apply a few drops of Neutral Synthetic Detergent (NSD), followed by extremely light

(Image licensed by Ingram Publishing)

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mechanical action.

Place the stain over the vacuum nose of the board and, again, flush the stain with steam. In most cases, this will remove that “glancing blow” from the mustard, and at worst leave you with no more than 25% of the original stain. Removing 75% of the stain without risking a pH-related color change is a safe and effective way to begin supplemental stain removal.

If there are still faint remnants, place the stain over the solid portion of the board and apply a few drops of your tannin formula, followed by mechanical action. I prefer to tamp the stain over the solid portion of the board followed by flushing the area over the vacuum nose.

There are several options if this application of your tannin stain removal does not completely remove the stain.

Taking into consideration the dye and the construction of the garment, I will proceed to a more aggressive chemical tool, but the operational protocol will remain the same.

More aggressive tannin removers include, but are not limited to, a pre-mixed tannin formula that is known to be chemically stronger; general formula; acetic acid; oxalic acid; hydrofluoric acid; and spot-bleaching.

CHILI FAST If the chili “outruns” the mustard to the garment, it will require a different approach for removal.

Chili contains a large volume of oil and grease given off when the meat is cooked. This is a combination stain: dryside oil and greases and wet-side condiments.

Many cleaners and spotters will go directly to the drycleaning machine with this stain. A few will pre-spot the stain with a POG and then go to the drycleaning machine.

In most of these cases, the cleaner will be dealing with the task of post-spotting an orange or brown area that has been exposed to the heat of drying.

There are good wet-side POGs that can be used at the spotting board. Once the oil and greases are solubilized by your wet-side POG, the water-soluble portion of the stain can be addressed with the proper chemical tool. The need to use wet-side stain removal (post-spotting) far exceeds the chance of the stain being removed by a one-shot process. (continued) Take the garment wet-side and spend the www.americandrycleaner.com

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Apply a good laundry degreaser to the stain over the solid portion of the board, tamp lightly, then flush with steam over the vacuum nose of the board. Now apply tannin formula over the solid portion of the board and tamp lightly, then flush over the vacuum nose.

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ICE CREAM DRIPPER Ice cream can create a mess on a warm day — dripping down the front of a blouse or onto dress pants.

The protocol for a protein stain is much the same as a tannin stain, only the chemical tool is based on alkali rather than acid pH. If the stain has “aged,” you should lightly fog the stain to moisten and heat it and then apply an enzyme digester.

If the stain is fresh, you can proceed to flush the stain over the vacuum nose of the board, then apply NSD and light mechanical action over the solid portion of the board.

Place the stain over the vacuum nose and flush with steam. If a hint of the stain remains, apply protein remover over the solid portion of the board, then light mechanical action.

Place the stain over the vacuum nose and flush with steam; you should repeat this step until the stain is fully removed.

Patience is your greatest asset in stain removal. When you work through your progressions of chemical tools, you will remove a far greater number of stains with minimum risk of mistakes and damage.

ADC Martin L. Young Jr. has been an industry consultant and trainer for 20 years, and a member of various stakeholder groups on environmental issues. He grew up in his parents’ plant in Concord, N.C., Young Cleaners, which he operates to this day. Phone: 704-7863011, e-mail: mayoung@vnet.net. www.americandrycleaner.com

5/20/16 9:26 AM

A machine that uses no solvent at all, just water and detergent.

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I N D U S T RY OB S ERVATI ONS

Gen Y for the W T

he Millennial Generation can be a difficult market to crack because there is a lot of diversity in the group.

This is a challenge, but as the saying goes, “One man’s challenge is another’s opportunity.” The Millennial Generation, also called Generation Y, are young adults born between 1980 and 2000. The oldest today is 36. The youngest is 16.

A portion in that age group are professionals—hard-working physicians, lawyers, small-business owners, administrators and executives who need to present well. These Millennials are interested in their appearance. In total, this grouping comprises 30% of the adult working Howard Scott population 65 years old or under.

That’s a big demographic, which translates to a lot of business. Millennials are trying to figure out how to work within the system in their own unique way.

Some other characteristics: They don’t follow traditional media, like the daily newspaper or radio. They’re the most educated group ever—projected 36% college graduates. They’re marrying and having families later.

There’s a strong environmental and save-the-world impulse, and that includes minimizing chemical use.

Try to employ students—high school and college—as counter staffers. These young Millennials will have an easier time talking with their older brethren. Also, you could use your counter staffers as research subjects.

From your research, map out a plan. For example, you might determine that college students don’t like doing their laundry. If you are near a college, you might set up a pickup and delivery service for students in dorms.

Keep in mind that many of these kids have money.

Not that it’s theirs, but their parents provide funds so that their children have plenty of opportunity for study, sports and having a good time. Such parent-supported students would make ideal dry-clean/laundry customers.

The Millennial Generation is concerned about the environment, too: global warning, land despoliation, chemical abuse and animal exploitation.

Emphasize your concern about the environment. Become an environmentally friendly dry cleaner. Proclaim

ECHO ECO-MINDED Your first job is to reach out to Millennials. Get to know them. Sit down and talk. What are their career and personal dreams? What drives them crazy?

Of course, you can’t just stop a person in the street and ask if he is a Millennial and interview him. So go where they hang out. If my business were in Manhattan, I would visit several bars and clubs in Brooklyn (a Millennial enclave) and chat with strangers.

Ask questions and listen to what they say. Another approach is to speak to members of your family who are Millennials. Not your own children (too close a relationship), but perhaps your nephews and nieces.

Getting into the mindset and understanding Millennials’ needs will help you figure out how to win their business.

to everyone that you have gone to great lengths to minimize bad custodianship.

Tell customers you have searched out the cleaning system and cleanser that uses minimal chemicals and does the least harm. You refuse to use cleaning additives that harm the environment. Appropriately, you process clothes in an environmental cleaning machine that uses the least harmful chemicals.

Make your finishing processes ones that aerate garments as well as expose them to sunlight. Make your plant clean, well-lit and free of contaminants.

Train your staff to treat clothes with gentle hands.

Possibly you have created a term for your process: “EcoCleaning,” “Apparel Greening” or “Microfiber Wash.”

Make signs, put up posters, and hand out cards describing the service. When dealing with Millennials,

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When dealing with Millennials, have your counter staff communicate the store’s commitment to the environment.

www.americandrycleaner.com

5/20/16 9:21 AM

have your counter staff communicate the store’s commitment to the environment. They might say something like, “We only use chemicals that completely dissolve in the spinning cycle. That means, when you put on your clothes, there’s nothing but pure fabric.”

Being sincere is important. In time, you will become the No. 1 environmental cleaner in town. Before long, a greater number of Millennials will be customers.

WIN THE FUTURE Since Millennials have a strong interest in balancing work and personal lives, it would be a good idea to introduce pickup and delivery. When soliciting, emphasize that this service will free up time, be more convenient.

Describe the service in terms of its simplicity. Pitch: “If you give us a try, in a short time, the procedure will become automatic. Freeing up an hour every Saturday enables you do what you want to do. That’s freedom.”

Finally, devote some marketing budget to Millennialfocused advertising. Connect with their values. Spend marketing money to target their patronage. Perhaps it’s a local club. Possibly it’s the type of magazine they read.

For example, ads in programs for cultural events/ musical venues might be the right vehicle. Or then again, it might be the public transportation they ride on. For

example, if you figure out that a large number of Millennials travel on a certain subway line both in the morning and the evening, run a subway ad that says that your dry cleaner is the most environmental cleaner in town.

In bullet form, provide reasons: You don’t use nonbiodegradable chemicals, your cleaning machine is especially gentle for quality garments. Be bold in these messages, for otherwise, you won’t catch their interest.

Another approach is to have a targeted mailing to neighborhoods where there is a high Millennial concentration. In your letter, say something like, “We understand that you’re busy and that it’s important for you to balance work with personal life. We appreciate your commitment to be a positive impact on the environment, despite all the compromises one must make. That’s why we offer you our ‘busy people’s pickup-and-delivery service,’ where we make your life less hassled.”

Win your share of the Millennial market. They are the ADC future.

Howard Scott is a longtime industry writer and drycleaning consultant. He welcomes questions and comments, and can be reached by writing Howard Scott, Dancing Hill, Pembroke, MA 02359, by calling 781-293-9027, or via e-mail at dancinghill@gmail.com.

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American Drycleaner, June 2016

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(Cowboy)

Hats Off

to SDA Show in Ft. Worth Attendee describes Cleaners Showcase as ‘unique,’ offering more ‘one-on-one time’

H

undreds of cowboy hats forming a giant star hanging high overhead the entranceway greeted attendees to the Southwest Drycleaners Association (SDA) Cleaners Showcase, held in late April at the Ft. Worth Convention Center.

Attendee Danny Bahlman, owner of Bahlman Cleaners, San Angelo, Texas, has a plant and four drop stores in the region.

He arrived in town expecting “a regional show where I could experience more access to exhibitors,” giving him more time to discuss equipment and the state of the industry. He wasn’t disappointed.

“This is a unique show,” Bahlman says. “You get one-on-one time and more personal time here with vendors than some bigger shows. I enjoy this show for that reason.”

Exhibitors indicated that, overall, the show had plenty of substance with a steady flow of attendees both Friday night for the special sneakpeek opening and socializing, and on Saturday. Plenty of people got reacquainted during Friday’s buffet, with laughter filling the air.

On Saturday, the first full day of the show, the show floor was always busy. Every booth had attendees talking with company representatives.

Over a loudspeaker came announcements of product and equipment demonstrations going on in a special area toward the front of the hall. There were giveaways, too, with one lucky attendee winning a shot34

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gun as a prize.

NIE’s Scott Simpson, one of his company’s fabricare insurance specialists, noted shortly after the ribbon-cutting on Saturday that “when the doors opened, the attendees streamed in and the traffic was solid.” He added that “the show is good so far.”

“The Texas area is good for us,” says KJ Sung, owner of Computer Connections. “It’s a good place to do business, and we have customers in this area and they are here.”

While she spoke with American Drycleaner, several cleaners walking by greeted her.

Tom Stites, sales manager at Unipress, stood near a group of people watching his company’s various live equipment demonstrations. Asked how the show was going, he says, “This show is good for us. You can learn a lot just by watching the equipment being operated.”

Booth workers continuously demonstrating shirt pressing and ironing drew several groups of attendees. Up and down the aisles, outside several booths, there was plenty of traffic.

Dave Perry, regional sales manager for Leonard Automatics, reiterates what others have said about a good show, adding, “This is our third show ever in dry cleaning for our pressing equipment. We are seeing lots of interest here at this show.”

Keynote speaker Glenn Shepard discussed real examples of how to better manage employees. He woke

American Drycleaner, June 2016

everyone up early in his presentation when he vigorously jumped on stage to ask loudly, “Let’s see a show of hands, how many of you have employees who are psychos?!”

Hands shot into the air throughout the laughter-filled audience numbering more than 100. Everyone quickly became fully engaged in his animated, high-energy speech.

During his talk, which centered on how to fix lost productivity by managing troublesome employees, Shepard connected with the audience through expressive mannerisms. As he mimicked inappropriate employee behavior, attendees responded with nods, grins and applause.

After the keynote concluded, audience members were overheard saying as they exited through the lobby that his talk was “real-world” and “no BS.” Breakout sessions followed in rooms along the main entranceway to the exhibit hall and were noticeably filled with attendees listening intently to industry leaders.

A nugget that Shepard shared during his keynote also seemed to fit the show itself: “Managers get employees to do what they are suppose to. Leaders get them to do more!”

Many attendees took note of the star-shaped decoration covered in cowboy hats and hanging from the ceiling in the lobby. Some took photos, while one gentleman strolling past tugged at his own hat as if to doff it. It was a fitting nod to this show in the Lone Star State.

ADC www.americandrycleaner.com

5/20/16 9:19 AM

C LO SE R L O O K

(continued from page 26) Q: Which is more important to your organization— mission, core values or vision—and why?

A: Our core values support our mission and vision.

Q: How does your company keep up with the industry to ensure it is offering the products and/or services that potential customers want or need?

A: We have a wide range of machines to suit any customer’s needs. We also love to get feedback on what our customers think of the machine purchases.

Q: What is one thing that American Drycleaner readers would be surprised to learn about your company?

A: Prior to 1990, Union was an unknown in the United States. Union has continued to grow over the years.

Q: How would you characterize the current state of the

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drycleaning industry?

A: We can see the market turning around since the slowdown in 2007. Many customers are replacing older perc machines with new alternative-solvent machines.

Q: What do you think will change about the drycleaning industry in the next five years?

A: We will continue to see a phase-out of perc machines and plants, due to the environmental concerns with the solvent.

Q: If there is one thing you could change about the drycleaning industry, what would it be?

A: A better understanding of the alternative solvents and machines in the market today. This would calm the nerves of some customers who are worried about having to change solvents and machines to comply with new environmental regulations.

ADC

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A R O U N D T H E I N D U S T RY

Mulberrys launches on-demand service in Minneapolis Mulberrys Garment Care, which describes itself as a 100% toxin-free dry cleaner, has launched the Twin Cities’ first on-demand drycleaning and laundry service, the company reports, available to its Minneapolis-area customers via the Mulberrys Dry Cleaning mobile app.

“Thanks to Uber, consumers are now accustomed to using their mobile devices to do everything from requesting a ride to ordering a meal to booking a massage, and enjoying that ride, meal and massage in an hour’s time or less,” says Dan Miller, president of Mulberrys.

To reap the benefits of Mulberrys’ on-demand garment care, customers need only download the free Mulberrys Dry Cleaning mobile app, available now on the Apple App Store and Google Play Store, and request a garment pickup, notes the company.

“Providing on-demand garment care further heightens Mulberrys’ customer service by allowing us to serve our customers where they are—which is on their mobile devices,” says Miller.

Mulberrys’ on-demand service is an enhancement to its popular mobile app, which already provides Mulberrys customers with real-time access to their drycleaning account.

The app allows customers to receive alerts when their

Mulberrys, 100% toxin-free dry cleaner, now offers on-demand garment care in Minneapolis.

(Photo: Mulberrys Garment Care) 36

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order is ready for pickup; monitor and track their account information and order history; pay their bills; and receive in-store promotions and coupons.

The on-demand service, available only to Minneapolis residents, complements Mulberrys’ existing pickup and delivery service, which is available to customers within range of one of its six Twin Cities locations.

In addition to launching its on-demand service, Mulberrys says it is pursuing an expansion opportunity in the Sherman Oaks community of Los Angeles. The store, which could open this year, would be Mulberrys’ first outside of Minnesota, the company indicates.

In memoriam: L. Ross Beard, R.R. Street & Co. L. Ross Beard, CEO and president of drycleaning chemicals manufacturer R.R. Street & Co., Naperville, Ill., died April 20 at the age of 68.

Beard had held a leadership role in the company for 34 years and had the distinction of being one of Street’s longest-serving chief executives, the company says.

Whether fighting off litigation and leading the company to precedentsetting victories before the Texas SuBeard preme Court and the United States Court of Appeals for the Ninth Circuit, or most recently, completing the acquisition of Street’s oldest competitor, Adco, Beard was a devoted and loyal company leader, Street adds.

In a press release, R.R. Street & Co. says it has been fortunate, throughout its history, to have been led by some “exceptional individuals,” and that Beard shared in a long legacy of excellence that started with founder Robert R. Street.

“Street simply would not be the successful company it is today without Ross’ innumerable contributions to all aspects of the business. Ross’ tireless dedication to Street, his leadership in the industry, his wisdom, humor and perseverance will be long remembered with gratitude.”

Surviving Beard is his wife of 38 years, Judy; four www.americandrycleaner.com

5/20/16 9:16 AM

children, Christopher Beard, Jane Smith, Marc Beard and Jon Beard; and seven grandchildren.

Funeral services were held in Naperville.

In lieu of flowers, the family had asked that memorial donations be made to The University of Chicago Cancer Research Foundation, 5841 S. Maryland Ave, MC1140, Chicago, IL 60637; online at donatetocancer.uchicago. edu.

FRSTeam celebrates 10th anniversary Fabric Restoration Service Team Inc. (FRSTeam), a national provider of textile restoration services, recently celebrated its 10th anniversary during its annual RESToration Retreat at the Silverado Resort and Spa in Napa, Calif.

The event hosted nearly 100 franchise owners, managers, sales representatives and industry guests, and awarded top performers with the FRSTeam Recognition Awards.

At the 10-year anniversary celebration, FRSTeam of North and Central Georgia and owner Ron Patrie were presented with the Franchisee Leader Award, the highest honor within the company.

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Patrie and his team have been a part of FRSTeam since 2006, and he was previously awarded the FRSTeam Presidents Award.

FRSTeam by Tri State, and owners Jeff Gervasi, Suzanne Stefanelli and Art Katz, were the recipients of this year’s FRSTeam President Jim President’s Award, Nicholas and CEO Courtney Nicholas. (Photo: FRSTeam) which lauds the franchisee that provides exceptional service and embraces the brand values.

“Each of our franchisees is integral to our success as a brand, and we are proud to honor our top performers in front of their peers,” says Jim Nicholas, FRSTeam president.

“As we transition into our second decade as a national brand, we are more committed than ever to providing outstanding service in textile restoration to those in ADC need,” he adds.

5/4/16 1:06 PM

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5/20/16 9:16 AM

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Leonard Automatics. . . . . . . . . . . . . . 33 Magicool . . . . . . . . . . . . . . . . . . . . . . 38

Maineline Computer Systems . . . . .IFC MTH Boilers . . . . . . . . . . . . . . . . . . . 38 Mustang Enterprises. . . . . . . . . . . . . . 29

Newhouse Specialty Co. . . . . . . . . . . 39

Parker Boiler Co. . . . . . . . . . . . . . . IBC Poseidon Textile Care Systems . . . . . 25 PROS Parts. . . . . . . . . . . . . . . . . . . . . 38 Realstar . . . . . . . . . . . . . . . . . . . . . . . 31 ScanQ. . . . . . . . . . . . . . . . . . . . . . . . . 13 SPOT Business Systems . . . . . . . . . . . 7 Union Drycleaning Products . . . . . . . 17 Unisec USA . . . . . . . . . . . . . . . . . . . . 21

American Drycleaner, June 2016

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12/8/14 4:13 PM 5/20/16 9:57 AM

W R I N KL E I N T I M E

The Slacks-napper 10 YEARS AGO. Gold is shining in world markets, along with other precious metals. Prices jumped to a 26-year peak of $271.50 per ounce May 9, and gold futures have risen 36% this year. Silver traded near a 25-year high of $15 last month. Seen as a hedge against inflation, precious metals thrive in times of financial and political uncertainty. … A 22-year-old Catholic Charities worker returned more than $15,000 in cash last month to a former dry cleaner whose house was damaged beyond repair during Hurricane Katrina. Working with a team of volunteers to gut damaged New Orleans houses, an Operation Helping Hands volunteer found envelopes and bags stuffed with cash at the home of the former dry cleaner who had stashed more than $15,000 because he didn’t trust banks. His granddaughter said her family couldn’t believe that the money was still there.

25 YEARS AGO. Legislation drafted to increase Florida tax revenues includes two alternatives for taxes on dry cleaners. One is called a transaction tax and affects business-to-business sales only, yielding an estimated $1.9 million. Alternative two, taxing all drycleaning services, yields $41.4 million, according to the same estimates. Drycleaning industry leadership, which successfully campaigned to rescind the previous service tax in 1989, has sparked the formation of a new coalition to prevent new taxes. … To keep the Federal Trade Commission informed about manufacturers who repeatedly disregard the Care Label Rule, the International Fabricare Institute has completed its third annual summary of manufacturer responsibility garment failures. Over the last four years, IFI’s Technical Services Division has been tracking the reasons for garment failures (manufacturer responsibility) that have been sent to the Garment Analysis Laboratory.

50 YEARS AGO. A customer recently phoned Kingshighway Cleaners in St. Louis and asked, “Where do you store your cleaning bags?” Owner Howard Hopkins said, “That’s rather an odd question, why do you ask?”

To read more of American Drycleaner’s chronicling of the industry over the years, visit www.americandrycleaner.com.

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American Drycleaner, June 2016

“I found a garter snake in my hallway,” said the woman, “and I thought your driver might have brought it in.” …

A man’s experience with a new pair of slacks suggests a small service that cleaners might offer as a selling point.

Early in March, the Chicago man got a beltless, cuffless, tailor-made pair of slacks.

June 1966 He’d worn them only a few times when they were stolen from his apartment, along with a TV set and other items. He planned to replace the pants but didn’t get around to it. Then recently when he was out walking, he saw his slacks being worn by a young stroller. He phoned the detectives who had investigated the looting of his apartment. Police took him and the slacks-napper to detective headquarters. “Look in the inside rear pocket,” the victim said, “and you’ll find my name and the name of the tailor.” He proved to be right. But he didn’t get the pants back — they were needed as evidence at the hearing.

75 YEARS AGO. Well-informed persons in the cleaning industry have told the Rambler that U.S. Army officers in some training camps are grumbling about the service and quality of work turned out by cleaners who are handling camp business. There is plenty of reason to believe that unless drycleaning work shows a big improvement in these areas, camps may be forced to put in their own drycleaning plants. Most training camps now have their own power laundries. Adding drycleaning units would be a comparatively easy job. … Last February, very few cleaners were worried about replacing employees lost in the draft or absorbed by defense industries. The situation has completely changed in the last 60 days. Chicago union officials announced that 793 laundry employees in the city during the month of April had either been drafted or had accepted higher-paying ADC jobs in the defense industries.

— Compiled by Tim Burke, Editor www.americandrycleaner.com

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