American Laundry News - December 2020

DECEMBER 2020

Clean Show postponed to summer 2022 ATLANTA — The 2021 edition of The Clean Show has been postponed due to the continued global impacts of COVID-19, according to Messe Frankfurt. The next edition is now scheduled for July 30-Aug. 2, 2022, in Atlanta.

After months of strategic conversations with Messe Frankfurt’s global leadership, partner associations and representatives from the show’s key exhibiting groups, the team has decided that pushing the show and its subsequent edition is in the best interest of the industry as a whole.

Organizers say the move has been met with a positive response from exhibitors.

The decision will affect at least the next two editions, with Clean 2023 also being moved to take place in August 2024.

“Although this has been a tough decision to make, we are confident that moving The Clean Show will allow us to provide the quality experience and return on investment our exhibitors and visitors have come to expect from Clean,” says Greg Jira, show director. ALN

Artificial intelligence: Future of laundry operations?

How far will technology that replaces human thought, action go in laundries?

BY MATT POE, EDITOR CHIC GO — rtificial intelligence.

Most people have heard the phrase, but what does it mean, exactly?

David Netusil, manager-sales support and marketing for laundry e uipment manufacturer ENSEN S , says, “ e simply define I as the ability to perform typical human intelligence tasks such as visual perception and decision-making.’”

“On a systems level, I is the decisionmaking process of automated devices based a series of inputs or sensors to achieve a successful or desired output,” adds Ed Kire c yk, president of laundry e uipment manufacturer Sea-lion merica Company. hat about artificial intelligence in a laundry operation?

Bill Brooks, director of customer solutions and business development for laundry e uipment manufacturer lliance Laundry Systems, which focuses on on-premises laundry OPL machinery, says I is defined as technology used to learn, plan and problem-solve a productive laundry operation.

“ n on-premises laundry OPL is not a great setting for expensive robotics, but it is a very good example of how analytic data can provide great operational savings,” he points out.

“In the laundry, I could be a shuttle of a tunnel washer system making the decision of what dryer to choose to transfer its load,” Kire c yk adds.

“On a machine or device level, I is the intelligent learning of processes through a collection of data compiled by the running of algorithms. In the laundry, this could be a machine collecting data on its own operations to improve its performance.” “ rtificial intelligence is a broad term but in general it is referring to automating tasks that would normally re uire human intelligence to accomplish,” says Carol yler, director of marketing for Chicago Dryer Co., a provider of separating, feeding, ironing and folding flatwork finishing e uipment. “ obotics, for instance, to accomplish these tasks will be one of the technologies laundries will be considering in the future.”

(Image licensed by Ingram Image)

AI VS. AUTOMATION he difference between automation and I can be subtle or vast, yler says. utomation indicates the replacement of human tasks via automated e uipment. I See AI on Page

Running laundry routes effectively, profitably, safely Two laundry service route experts offer their insights into route technology, rep training

BY MATT POE, EDITOR CHIC GO — Bob Doran, routing specialist for lsco, a linen and uniform rental service head uartered in Salt Lake City, says the most important part of running laundry linen service delivery routes is providing customers with the best products and service re uested safely and efficiently.

“Of course making complete deliveries with uality products as promised will always be extremely important, but we also expect our customer sales representatives to maintain the highest level of communications with all of their customers,” adds eff Nelson a director of operations at Prudential Overall Supply, a provider Laundry route technology can improve delivery plans, efficiency, costs and much more for an operation. (Image licensed by Ingram Image)

Volume 46, Number 12

INSIDE Your Views Recent survey shows laundry companies hopeful despite 2020 challenges.

www.americanlaundrynews.com

[2]

Panel of Experts In this issue, the Experts write about creating laundry/linen services success in 2021.

See ROUTE on Page 8 The Newspaper of Record for Laundry & Linen Management

[[14]]

[12] PRODUCT SHOWCASE

Late News

Detergents, Chemicals and Injector Systems

2 DECEMBER 2020 | AMERICAN LAUNDRY NEWS

Your Views Survey:

•••

Managers’ 2021 outlooks trend toward positive CHIC GO — fter all that has happened in 2020, it would only be natural for folks to be a bit leery of the coming year.

Especially in laundry and linen services.

COVID- , recession, social unrest these factors, and more, have negatively affected much of the industry this year.

Still, respondents to the recent merican Laundry News Your Views survey are trending toward a somewhat positive outlook for 202 . lmost of managers surveyed indicate that their laundry business will be good in the coming year, while . say it will be “neutral.”

More than say their business will be excellent in 202 .

Only . of respondents say 202 doesn’t look good for their laundry operation, with . saying it will be poor. hen asked, “ hat is your reason for your operation’s 202 outlook,” here are some of the answers given: e learned some lessons and will be able to ad ust uicker than before.

Negative today, but should improve. fter a steep decline in volumes in early 2020, things have started to rebound. e’ve been hit hard, and it will take time to get back to where we were.

Business will never get back the days lost ... our best and few have gotten out of the industry to better-paying obs ... he public has to be willing to go to large meetings, otherwise, the industry will be badly affected. Everyone likes face-to-face meetings, not Zoom.

Our industry is somewhat recession-proof but not pandemic-proof.

Healthcare will never go away. e will ust have to be flexible.

Customer mix.

Large scale and broad customer base reduces risks. he unknown of COVID and the economy.

Good in the sense that our location and trade area is within a state that is pro-business and believes shutting everything down is more harmful than implementing Draconian guidelines, even if a of its population will not follow Centers for Disease Control and Prevention CDC guidelines.

Don’t have another option. hether a laundry has a positive outlook for the coming year or is simply hoping to survive, it makes sense, then, that laundry manager respondents will be focusing on keeping and increasing customers in 202 .

Nearly of respondents say their company’s No. priority in the coming year is to “attract more business,” while almost 0 indicate they’ll be working to “maintain business.”

Other No. goals indicated are “retain improve staff” . , “increase

INSIDE:

December 2020 • Vol. 46 | No. 12 [4]

Several Important Lessons from 2020

[9]

ALM IMPACT 2020 Hybrid In-person/Virtual

Contributor-at-large Eric Frederick writes about lessons from the past year: stay flexible and adapt to future changes Association for Linen Management holds annual conference live in Colorado Springs, while offering virtual attendance

[10] TRSA Elects Richardson Chair

First female chair in association’s 108-year history introduced during limited hybrid Annual Conference

[11] TXCA & CLE 2020 In-person, Online

Organizers say event supported pandemic industry recovery, highlighted market opportunities to live, virtual attendees

[16] Career Track [18] Classified Advertising [22] Trade Ticker

www.AmericanLaundryNews.com

[19] Source Directory

Your Views

Publisher

Charles Thompson Phone: 312-361-1680 E-Mail: cthompson@ ATMags.com

Associate Publisher/ National Sales Director Donald Feinstein Phone: 312-361-1682 E-Mail: dfeinstein@ ATMags.com

Editorial Director

Bruce Beggs Phone: 312-361-1683 E-Mail: bbeggs@ ATMags.com

Editor

Matt Poe Phone: 866-942-5694 E-Mail: mpoe@ ATMags.com

Production Manager Mathew Pawlak

Digital Media Director Nathan Frerichs Phone: 312-361-1681 E-Mail: nfrerichs@ ATMags.com

Advisory Board

David Barbe • David Carter Janice Ayers Davis • Nick Fertig Deana Griffin • Steve Kallenbach Edward McCauley Main Phone: 312-361-1700 Fax: 312-361-1685

Subscriptions productivity” . and “upgrade e uipment” . .

Of the . who say they have “other” No. goals for 202 , they are: Enhance customer service.

Sell the business to ma or chain they seem to think the business will grow.

Decrease labor costs. nd what do respondents think their chances are to achieve these No. goals?

More than 8 say they have a “good chance,” and nearly indicate they “will accomplish it, without a doubt.” lmost 0 give their laundry operation a 0- 0 chance, and ust . say there’s a “slim chance” the company will achieve its goal.

Of course, COVID- remains top of mind, with . indicating the pandemic will most affect the industry in 202 . lmost say the economy will impact laundries the most, followed by the results of the 2020 election .0 , customer confidence . and international relations . . ust over percent respond that other factors will affect the industry, including: Inflation.

Government shutdown. neducated people in key positions in our industry continue to drag it down to a point where “who cares.”

Our governor.

“Everyone will need to rethink normal,” writes one respondent. “ hings will change and the industry will need to change to stay in line with the new normal.’” nother writes: “Changes in processes and adding inventory iso gowns are costly, and COVID brought significant change. he reali ation that we cannot rely on a ,000-mile supply chain has resulted in an opportunity for reusable products, which is beneficial in the long-run but costly and disruptive in the short term.” nd a final thought from a respondent: “Looks like a tough year ahead, but we will be fine if government leaves us alone.” hile the Your Views survey presents a snapshot of readers’ viewpoints at a particular moment, it should not be considered scientific. Due to rounding, percentages may not add up to 00 .

Subscribers to American Laundry News e-mails are invited to take the industry survey anonymously online each uarter. ll managers and administrators of institutional OPL, cooperative, commercial and industrial laundries are encouraged to participate, as a greater number of responses will help to ALN better define operator opinions and identify industry trends.

847-504-8175 ALN@Omeda.com www.americanlaundrynews.com merican Laundry News ISSN 0 - 20 is published monthly. Subscription prices, payment in advance: .S. year .00 2 years 2.00. Foreign, year 0 .00 2 years 2 8.00.

Single copies: .S. .00 Foreign 8.00.

Published by merican rade Maga ines LLC, 0 est Lake Street, Suite 20, Chicago, IL 0 .

Periodicals postage paid at Chicago, IL, and at additional mailing offices.

POS M S E , Send changes of address and form to merican Laundry News, Subscription Dept., 0 uadrangle Drive, Suite E, Bolingbrook, IL 0 0. Volume , number 2. Editorial, executive and advertising offices are at 0 est Lake Street, Suite 20, Chicago, IL 0 . Charles hompson, President and Publisher. merican Laundry News is distributed selectively to ualified laundry and linen management and distributors in the nited States.

Copyright ME IC N DE M G ZINES LLC, 2020. Printed in .S. . 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. merican Laundry News 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 merican Laundry News or its staff. hile precautions have been taken to ensure the accuracy of the magaine’s contents at time of publication, neither the editors, publishers nor its agents can accept responsibility for damages or in ury which may arise therefrom.

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Let’s all take a breath L

ooking back over the past year, ust one thought comes to mind: “ hat the heck ust happened? ” Okay, that’s more a weak attempt at humor after the year well, maybe we should ust call it “the year that shall remain unspoken.”

Or maybe you’re thinking, “ hank goodness this year is over.” hatever thought comes to mind, it’s most likely an emotional response, which is understandable. Emotions usually occur first when traumatic events happen.

But emotions are not what usually get us through these events, the challenging times. e can hope that exiting this

From The Editor’s Desk MATT POE year and entering 202 will bring relief, but, in truth, only the calendar changes. he thought “ hat the heck ust happened? ” is more helpful in my mind, since there’s at least a hint of analy ing the events of the past

year.

Part of this issue of merican Laundry News examines the events of this year and offers ideas for the coming year. he Your Views survey on page 2 asked readers to look ahead to 202 in their businesses.

Our Panel of Experts page 2 end their year looking back and making suggestions to create as much success as possible in 202 . nother way this issue looks into the future is through the artificial intelligence feature on page , in which experts share about the technology and benefits of computers that can scan, sense and learn. e’re here in print, online and via podcast to help everybody ALN keep it clean in 202

ALM, AHLA collaborate to support hotel industry during pandemic ICHMOND, Ky. — Since the beginning of the COVID- pandemic, the ssociation for Linen Management LM says it has fielded hundreds of uestions from the hospitality industry surrounding issues related to hotel textiles, as well as the safety of laundry and housekeeping employees.

In response, LM assembled a ask Force of sub ect matter experts to provide guidance on best practices and also partnered with the merican Hotel & Lodging ssociation HL on that group’s Safe Stay Initiative.

HL President and CEO Chip ogers welcomed LM’s expertise in hotel laundry services as travelers begin returning to HL member properties. In a recent national survey commissioned

by HL , travelers overwhelm-

ingly indicated their priorities are on safety, and the oint efforts between HL and LM address those needs. “ he top priority for the hotel industry has always been the health and safety of guests and employees, and we are proud to work alongside our partners at the ssociation for Linen Management on implementing Safe Stay’s rigorous health and safety protocols,” says ogers. “ s the only professional trade organi ation providing training and guidance to both in-house and contracted hospitality laundry service providers, their support of Safe Stay is vital to ensuring a streamlined and comprehensive approach to hotel cleanliness and safety protocols.”

“It has been a pleasure to

work alongside HL ,” says LM Executive Director Linda Fairbanks. “ e commend their dedication to supporting the hotel industry during this challenging time and LM is pleased to endorse the HL Safe Stay program for enhanced industry-wide hotel cleaning standards.”

Given HL ’s responsibility to support every aspect of hotel service, including myriad touchpoints for employees and guests besides textiles, LM’s Hospitality ask Force focused solely on providing detailed guidance pertaining to COVID- and textile care. he LM “Best Practices for Hospitality extile Collection, Processing, and eplenishment” document is linked within HL ’s latest revision of Safe Stay released ALN at the end of October.

Top Stories Appearing on AmericanLaundryNews.com for the 30 Days Ending November 15 (WE) = WEB EXCLUSIVE

NEWS

COLUMNISTS/FEATURES

OUR SISTER WEBSITES

• In Memoriam: Dave Flattem, MIP Inc.

• Boiler Selection for Today’s Laundry Operations

From AmericanDrycleaner.com:

• Lilley Promoted to President of UNX Industries

• How Boiler Burners Impact Your Wallet

• Miller’s Textile Services Names COO, Director of Sales & Service • Beck Named CEO of Ecolab • Lavatec Hires Southeast Regional Sales Manager

• Efficient, Thorough Customer Education • Eric Frederick: Do Not Look the Other Way on Safety • Delivery Fleet Maintenance Essentials

• In Memoriam: Kenney Slatten • Vended Laundries: Why Dry Cleaners Want One From AmericanCoinOp.com: • Daniels Equipment Hosts Hybrid Profit Symposium • Delaware Laundromat Project Earns Sizable Investment Rebate

COLUMNIST AT LARGE Eric L. Frederick, RLLD

Lessons from 2020 T

his year has reemphasi ed several very important lessons. he first lesson is that it is the nimble and easily adaptable organi ation that survives and even prospers in a time of crisis. hose organi ations that are not open to change or new products suffered greatly during the past year. hose textile care providers who were able to provide reusable barrier protection gowns found this portion of the business soar while the rest of their business suffered.

Many healthcare laundries have felt they were immune to problems caused by recession or a worldwide pandemic. he healthcare business was considered a safe harbor in times of trouble, but the lesson from 2020 is that this is a false sense of security. hen the government mandated that all non-essential surgeries and procedures be canceled to ensure ade uate beds for potential COVID cases, the laundry volume from this industry plummeted. Healthcare systems faced unexpected revenue shortages and almost all areas saw their work hours reduced. his is the first time in my lifetime that this has happened, but I cannot say that it will be the last. he broader the products offered by the laundry department, the less the impact will be. he healthcare laundry that provides mops, cleaning cloths, walk-off mats and the processing of cubicle curtains will be better off than the laundry that does not. he laundry that has learned how to process, package and deliver reusable isolation gowns will be better off than the laundry that does not. he laundry that processes and prepares linen for use in the surgical suite will be better off than the laundry that does not. e have learned through other emergencies that global supply lines can be easily interrupted. e saw this again when the rapidly increasing demand for masks and disposable isolation gowns could not be met by overseas suppliers. hat implications does this have for other textile products? he ma ority of our textile products come from faraway places. global pandemic that interrupts the normal supply chain can have devastating effects.

Next year, we will see many products that were made overseas once again be made in the nited States. Critical products like essential drugs will be moved back into the country, and this will cause a rapid rise in the cost of these products, but it is an essential move for national security. hat will happen to the textile market how stable is your supply line? his is the time to double-check the security of your textile products. e learned that when you must reduce worked hours, crosstraining is essential. Large laundry facilities have many speciali ed obs, while smaller laundries have staff that does a wide variety of obs. Effective cross-training is essential to survival in a sudden market downturn. s I write this article the result of the 2020 presidential election is still unclear. COVID cases are on the rise and a vaccine is still somewhere in the future. ill we face another lockdown in various areas of the country? I do not know. ill business return to pre-COVIDlevels soon? hat is also unclear. hen will life get back to normal? hat is anyone’s best guess.

Going into 202 it is essential that we learn from the past, stay flexible and try to adapt to the numerous changes that may ALN take place in the near future.

Eric Frederick served years in laundry management before retiring and remains active in the industry as a laundry operations consultant. You can contact him by e-mail at elfrederick cox.net, or by phone at 0- 20- 288.

770-928-0080 • www.selaundry.com

6 DECEMBER 2020 | AMERICAN LAUNDRY NEWS

AI

www.AmericanLaundryNews.com

Continued from Page 1

suggests computerized systems that replicate human thought.

“Visual recognition would be a good example of I—advanced electronic linen inspection systems, for instance, that grade linen uality and will re ect substandard linen based on programmed criteria are already in existence,” she shares. “ he technology employed is a form of AI and can perform these tasks better and faster than humans can.

“Linen that is unacceptable to the customer will then be removed from the inventory and eliminated or repurposed, making laundries more efficient and creating a higher level of customer satisfaction. herefore there is legitimate value to this technology and it is affordable for most.” yler goes on to say that predictive maintenance, data recording systems and automated feeding of towels into smallpiece folders are forms of automation technology that cross the threshold into AI. “ e’ve had automation in laundries for decades,” says Netusil. “ his is simply the placement of machinery to perform a repetitive human task that re uires no visual perception or decision-making process—for example, manually feeding a flatwork ironer versus the use of an automated spreader/feeder. “ I, on the other hand, is the placement of machinery to perform repetitive human tasks that re uires visual perception or a decision-making process— for example, the use of a linen scanning system, like Jenscan Plus, which uses high-speed, hires cameras to perform a visual quality inspection of a piece of linen looking for stains, tears or imperfections.”

According to Netusil, the system can be “taught” what each piece of linen is and decide what is acceptable based upon the customer’s re uirements.

“Once the system has analy ed the data, which only takes milliseconds, it decides how that piece will be handled whether it is acceptable or whether it is a re ect,” he says. “ ithout a scanning system, a human at the feed end of the ironer is required to visually inspect the piece linen and decide whether to accept or re ect that piece. “ he issue with human intervention is that each human can have a different opinion of what’s acceptable and what’s not. I can be taught the acceptable parameters, removing the human opinion intervention.”

Essentially, AI eliminates the human component, opinion and error, to certain tasks in a laundry operation.

(Image licensed by Ingram Image)

AI LAUNDRY OPERATION BENEFITS So, what are the potential benefits to laundries that make use of I technology to “replace” human thought and action? “ he benefit of improving efficiency and worker safety, reducing labor costs, and performing processes faster and more accurately are some of the goals,” yler shares. “ stable workforce is a critical component to a functional and profitable laundry, but it is not always available. utomation and I will benefit in these cases.”

Brooks says AI can assure that the laundry operation is running at best-in-class efficiency.

“History shows many OPLs are extremely inefficient simply because of a lack of good data,” he says. “ he corrective actions, when identified, are often very low-cost and high return.”

However, Brooks points out that it is important to differentiate an OPL from a large, automated plant.

“In an OPL, the e uipment is typically a pair of washerextractors and tumblers,” he says.

“However, when those pieces of equipment are properly used, the quality and efficiencies are unmatched in the industry. “ he technology is made up of features that save time and utilities (G-force, spray rinse, moisture sensing, etc. , combined with the intelligence to assure the processing times and quality measures are being met or exceeded.” dded safety can be another benefit for laundry operations that use AI. “In addition to our enscan system, in the case of our JENSEN/ Inwatec soil sorting systems, I is used to create a much safer

working environment for the employees by utili ing - ay, high-speed hi-res cameras, and FID scanning,” Netusil points out. “ he system can detect hidden foreign ob ects such as needles, scalpels, knives, etc. that could in ure an employee during the sorting process and discharge the item/garment for safe handling.

“In addition, it can also detect ballpoint pens, markers, scissors, etc. that could damage a load of goods or machinery in the wash, extract, or drying process, saving the cost of lost/damaged goods or machinery repair.” he VEG Systems S team, which provides e uipment and services to the laundry industry, says the company is working with AI for hospital industry garments. “ e are producing systems with an -ray scanner to detect metal and pencils that are in pockets,” they say. “ hese have to be re ected from the working process. his will help the customers with damage to washers and presses, and the workwear. “ e see that hospitals are spending thousands of dollars on exchanging garments if pencils are going through the washing process. his would be helpful with rental where the products are the same most of the time at the moment, mostly healthcare.”

Finally, I can help with laundry equipment maintenance. “ I would be helpful, servicewise, where the machines would send out data,” says the VEG Systems S team. “ ith true I, the decision would be made if maintenance is needed.”

TAKING THE AI PLUNGE yler says that laundries will have to evaluate what is practical

and logical for them when deciding whether or not to invest in e uipment with I technology.

I and high levels of automation are not right for everyone, and everything comes at a cost.

“Laundries will have to evaluate the cost to purchase, install and operate the advanced technologies,” she says. “ hey will have to consider the internal and external support necessary as well as maintenance costs. “ true OI return on investment will have to consider the support personnel required. If I and higher-level maintenance people are re uired vs. a traditional laundry where this is not as necessary, is the OI in line with their goals? hat is a case-by-case situation.” “ ith our soil-sorting systems, our healthcare customers typically weigh the added safety factor against their workman’s comp claims, as well as their struggle with the increasing minimum wage and reduced available workforce,” shares Netusil. “ ith our enscan Plus linen scanning system, our healthcare and hospitality linen producers weigh the ability to virtually guarantee that each piece of linen delivered is going to be a usable piece of linen, virtually eliminating linen re ects.”

“Owners should invest in I that is most appropriate for their operation,” Kire c yk says. “ his determination should be based on a number of factors, including improvements in uality, efficiency and OI.” I isn’t industry-specific for laundry operations, yler points out, but some services will find better rewards for employing these technologies. “ he higher volume the laundry processes, the more likely it will be that it will make sense for them,” she says. “Due to the cost and support that will be re uired, much of the advanced technology will not be practical for smaller laundries and OPL laundries but some will. “ utomation is already employed in many of these cases. n OPL that adds a small-piece folder can be an example. s additional technologies become available and affordable then they will be utili ed.” “ n appetite for change is the biggest obstacle, not cost,” Brooks says. “ n OPL is often only the focus when a problem occurs, and historic costs are the benchmark. Establishing if the benchmark is best-in-class or worst-in-class is the needed step.

“Establish OPL best practices by using technology, and then monitor and measure the best practice to assure the OPL is operating correctly. Savings in the tens of thousands of dollars yearly have occurred in regular capacity OPL that embraced change with technology information.”

However, Brooks shares, in an OPL setting, the cost ustification typically re uires a volume only seen in very high room count properties and not the average OPL. “ I, or simply process intelligence, can be gained on today’s e uipment with minimal costs, and help to improve operational efficiency,” he says.

“Examples like processing times, which can be reduced through a moisture-sensing feature in a dryer, spray rinse, high G-force and proper load sizing in a washer, also predictive analytics, all when properly used can provide operational intelligence, perhaps not true I, that can save an OPL time, and assure wash uality, which e uals money saved.”

FINAL THOUGHTS Brooks says the OPLs will continue to evolve and become more efficient with the rapidly changing pace of technology, combined with lowering of costs. “ he simple phrase of you can’t improve what you can’t measure’ will hold true,” he says. “ s technologies advance, the OI story will evolve with the technology.”

Netusil says the future of AI in the laundry and linen services industry is “ uite bright.” “ e at ENSEN-G O P and Inwatec are moving forward daily to improve and increase the use of I,” he shares. “ here will be several new products available from the ENSEN-G O P as time marches forward. “ I can change the way you look at linen processing for the better, not only from a safety point of view, but from an employee count point of view. he need for fewer full-time employees is usually a good thing.” “ he integration of Big Data and Io ’ Internet of hings will drive companies to invest in the capabilities of I to improve their operations,” Kire c yk says. “Smart robotic devices will replace humans in more and more menial, repetitive tasks and allow machines to become intelligent through the collection and analysis of operating data.” yler agrees that technology, in general, has advanced in the laundry industry and will continue to do so.

“Barcoding and FID in linen is not new technology and has certainly been successful,” she says. “Is that I or automation? o an extent, it is both. So I will have a place in the right applications. “ e will never totally replace the physical workforce nor should we want to. But when necessary, it will be important to further automate tasks to stay profitable and viable in the future.

“Successful laundries will find that balance as they always ALN have.”

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Route

Continued from Page 1

of uniforms and reusable textiles with a corporate office in Irvine, California.

“So often, our ability to retain customers boils down to the relationship between our representative and our customer’s staff.”

To accomplish these goals, route reps/drivers need the latest technology, and the proper training.

ROUTE TECHNOLOGY Doran says that in the past, technology focused mostly on customer placement. Then it shifted to how to service all customers per day in an efficient manner.

He says today’s programs incorporate much more technology and features. Not only is routing software utilized, but it is also used in con unction with GPS—where a service team can see, in real-time, where their route personnel are.

Over time, the program records the route information and that information can be analy ed to check if the route is running as efficiently as possible, and then it can be used to reroute to improve efficiency if necessary. “ he first program I used had been in existence since the late 1980s and performed well but needed periodic updates to maps, which is costly,” Doran shares. “ lso, the process was more of a plot the customers and route the days.’ e could tell the program how much time we needed per stop based on the products being delivered. “ he newer programs allow us to put in so much more information, like time windows for servicing the account, such as accounts that do not serve breakfast and/or lunch. e can tell it not to go there between the hours of 1 and 4 p.m.

If a customer does not want disruptions during the lunch hours, we can tell the program to not service that particular account between the hours of 11 a.m. and 1 p.m.

“Many medical offices are closed on Monday or Friday, and we can input that as well. The list can go on, but with all that, the program takes into consideration the information provided and routes the days in the most efficient manner.”

Doran adds that newer programs also give route planners the ability to monitor the number of pieces of product, as well as the weight, to see how it all impacts the trucks.

Nelson says there are many excellent tools available to laundries that did not exist even five years ago in terms of route planning, adding that Prudential has continued to research and invest in programs that provide guidance in efficient routing. “ ith the continued increases in costs of equipment, fuel and labor, we have spent much time at each of our locations to ensure

Today’s route technology can help with customer service and even laundry production. (Image licensed by Ingram Image)

our routes are properly routed,” he says. “ oday, we are in the process of introducing a new system that will not only ensure our routes are properly routed while also providing information on such things as fast starts and stops, fuel mileage, electronic pre-trip inspections.

“Our new system also includes front- and cab-facing cameras so that we can constantly monitor safe driving and address any unsafe behaviors.” ccording to Nelson, a laundry operation can make the best use of new technology by starting with a proper rollout. “ he entire team has to be committed to the new technology and that will only happen if they are thoroughly trained from the outset,” he points out. “ he entire team also has to understand the whys and the benefits to themselves and the organi ation. lack of understanding and support from the users will easily nullify the benefits of the new technology.”

For Doran, making the best use of route technology involves using the program on an annual or semiannual basis, analy ing routes and making adjustments. “ outes are constantly evolving,” he says. “New customers are added and others either go out of business or go with another supplier. outes need to be looked at and ad usted for efficiency.

“Fuel costs are high and route labor can be affected if a route is operated in an inefficient manner.” ith the right technology and effective support, Nelson says Prudential’s routes are more efficient, allowing the company to add more stops and revenue to each route and, ultimately, reduce costs.

“One of the many and most important benefits of an efficiently

routed organization is more revenue on routes providing more income for our customer sales representative, allowing us to recruit and retain better talent,” he shares.

“Beyond ust route technology, our handheld units contain all of the information necessary for our field staff to make any ad ustments necessary to ensure customer satisfaction.”

Doran shares that he has used lsco’s route technology to assist the production side of the operation as well.

“For example, while optimi ing routes, we also isolate accounts using certain high use’ items, such as 0-inch by 0-inch white table linen, -inch by -inch white linens, and black and white napkins,” he says.

“Many accounts that use large amounts of these products are usually delivered to more than once a week, typically Monday- hursday or uesday-Friday. sing the program to isolate these accounts, we can see if there is an imbalance or a time of the week that has a higher demand on production to get the product out.

“By changing the delivery days on said accounts to a more even schedule, moving several accounts from the Monday- hursday schedule to uesday-Friday, we can better control the flow of product through the branch from soil to wash to finish, which can also assist the service department by minimi ing shortages and special deliveries.”

Doran also says the technology can assist the sales team by creating defined sales territories, providing maps of sales territories based on zip codes. “ hen used properly, we can assist our sales team by providing

an area we currently service and they can focus on that area,” he shares. “In many markets, we can have several branches that may be adjacent to each other and have one salesperson for that area. ith a detailed map, we can avoid placing a new customer on the wrong branch.” lso, Doran says that because route technology can isolate accounts based on products used, the company can also see accounts by what they are not using.

“I have provided a list of accounts currently not using, for example, dust products, mats, mops,” he says. “ he program can assist the route person and/or salesperson in an effort to increase sales within current customers. It’s very useful during sale contests.”

DRIVER TRAINING s technology moves forward and information available increases, one of the most significant changes Nelson has seen in the role of a driver recently is improved tools to monitor safety—not only in terms of such things as ergonomics and safe behavior. He says that the company’s ability to monitor driving safety has increased tenfold. “ hen we consider the type of driving we do where we’re in city traffic and in and out of very tight parking lots, safe driving behaviors are extremely important and now we have the means in which to monitor those behaviors,” he shares.

Doran points out that the role of the driver is no longer ust delivery and pickup. The emphasis is on service.

“I once had a service manager who fre uently said, “I need you to service the account, not just be

a delivery person. I can get a chimp to do that ’” he shares. “ oute persons are asked to do so much more, from better communication between themselves and the customer to anticipating the needs of the customer, inventory control, assuring the product is delivered in the best condition in a safe efficient manner—all while operating the route safely.”

To train drivers on route technology, Doran suggests that if the branch is using a GPS program, study the data and optimi e the route if possible.

“For the branches ust using the routing software, perform the route in the manner provided by the program,” he says. “It is easy for some route persons to go back to old habits, which can cost branches in the end.” “ henever Prudential contracts with a company offering updated technology, a part of that agreement includes a significant number of hours of training provided by the experts who developed the technology,” shares Nelson. “ e as an organi ation have also created some additional positions and hired staff whose responsibilities include monitoring the new technology and identifying those who may re uire additional training and focus.”

Beyond training on new technology, route drivers also need effective training on other factors, such as efficient vehicle operation and customer service. “ hat begins from day one when once hired, our drivers complete an intense, eight-week training program that includes all of the above and then some,” Nelson shares.

Once completed, he says the leadership team conducts hundreds of “route observations” every year, where the representative is evaluated on about 30 separate items. The route observation includes evaluations of all the previously mentioned elements. “ nother effective method to identify those customer sales representatives requiring additional training is our internal customer visitation process where our leadership team evaluates the condition of the account and meets with the key contact to gain their perspective of our level of service,” Nelson adds. “ e also make use of an outside company that conducts over-the-phone interviews with each of our customers once per year.”

Doran recommends a laundry insist the route person run the route in the manner provided by the software.

“It has taken into consideration the most efficient manner to perform the route in an effort to save as much fuel and route labor as possible,” he points out. “ here are always issues that arise after a reroute has been performed. There can be a need to adjust due to the ALN issue.”

AMERICAN LAUNDRY NEWS | DECEMBER 2020

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ALM celebrates first hybrid IMPACT Conference success ICHMOND, Ky. — he ssociation for Linen Management LM says that like most things for 2020, this year’s IMP C Conference was a new adventure.

Set in one of the most beautiful and adventure-loving areas of the nited States, Colorado Springs, Colorado, it was also one of the most difficult LM has ever produced, the association says.

Canceling would obviously have been easier, but the encouragement to hold a hybrid event, both in-person and virtual, was overwhelming from across the industry.

First-time IMP C attendee, Paolo Idurot, production manager at Ottawa egional Hospital Linen Services, was impressed by his virtual experience, “ hat an IMP C this conference has made on my ourney of learning in this industry ” In-person attendees were clearly delighted to be in the presence of industry colleagues after months of isolation and were especially enamored by the setting of the one-of-a-kind Broadmoor Hotel among the breathtaking ocky Mountains. he hotel, a laundry member of LM, was responsive to last-minute changes, enabling us to adhere to social distancing re uirements and safety recommendations, as well as handling technology needs.

“I thoroughly en oyed the hybrid 2020 IMP C Conference in Colorado Springs,” says Kathy Harris, an in-person attendee from Sea Island esort in Georgia.

“Because the sessions were available for virtual attendees as well, it enabled all attendees, including hospitality, the opportunity to continue learning.

“It was great to hear what others are doing to help manage COVID challenges and what measures various operations have put in place. nd it was nice to see people in person after being uarantined, even if it was in a socially distanced manner.”

Beautiful weather in Colorado Springs facilitated outdoor networking events in the evenings.

Providing a cohesive experience for both in-person and virtual attendees was extremely difficult and not at all ideal, LM says. Due to COVID numbers climbing again across the nited States ust before the conference began, many who were planning to attend in person switched to virtual the last week of October to provide their customers with necessary textile services.

LM says its educational programming produces one of the more favorable buyer seller ratios at its events. Fifty-five percent of companies who participated in IMP C overall were from laundry linen entities, as were of the companies attending in-person.

In comparison, the ratio at its

20 8 conference in Savannah was 61%. “ ll things considered, we think this is an excellent turnout,” says LM. LM leadership is looking to host the next IMP C Educational Conference in fall 202 . Full details on the location and dates will be forthcoming. ith the Clean Show moving to uly 2022 multiple options are ALN being considered.

Linda Fairbanks, executive director of the Association for Linen Management, poses a question during a session on the future of the industry post-COVID-19. (Photo: Matt Poe)

The new Little GiantsHandle the load.

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TRSA elects Richardson chair First female chair in association’s 108-year history introduced during limited hybrid Annual Conference

LE ND I , Va. — S , the association for linen, uniform, and facility services, reports that No l Hammer ichardson, president, CEO and owner of Shasta Linen Supply Inc. in Sacramento, California, has been elected the association’s chair for 2020-22.

Richardson, along with other new officers and directors were sworn in (elected by a mail-in vote of a quorum of its members) during S ’s nnual Business Meeting on Oct. 22 as part of its 0 th nnual Conference here.

Due to travel restrictions stemming from the ongoing COVIDpandemic, S hosted its conference with limited content on Oct. 2 -22. he hybrid in-person and virtual events included the Board of Directors Meeting with several board members attending in-person and an in-person and virtual nnual Business Meeting New TRSA Chair Noël Hammer Richardson addresses attendees of TRSA’s Annual Business Meeting on Oct. 22. The meeting was held both in-person and virtually. (Photo: TRSA) at he estin in lexandria, Virginia. was held on Oct. 22 with about “It has been my pleasure servS ’s Board of Directors for Oct. 22. tions ambassador, ohnson 0 linen, uniform and facility ing on the S Board and I the past seven years and has been S says its board repreService Group PLC, Preston services executives attending in am honored to be elected active in a variety of sents the industry’s most diverse, Brook, nited Kingdom. person, with an additional 0 the first female chair in S task forces and inclusive membership with more oe Sullivan, Spotless Facility joining via a Zoom video conferS ’s 08-year hiscommittees, includthan 0 linen, uniform and facilServices Pty Ltd., Melbourne, encing link. tory,” says ichardson. ing S ’s omen in ity services companies in North Australia.

S President & CEO oseph “My father, the late om extiles Committee merica, as well as nearly 0 comames im Vaudreuil, Ricci kicked off the meeting with a Hammer, served as chair (recently renamed and panies operating outside of North president & CEO, Huebsch rundown on the industry by marfor S in 8 . He expanded as the S America.

Services, Eau Claire, ket sector following the impact always talked about the Diversity, Equity and S membership also includes isconsin. of the COVID-19 pandemic, as importance of supportInclusion Committee). nearly 0 supplier partners, who BYLAWS REVISION ON well as a recap of the association’s ing our industry and givAdditional officers offer the industry’s most innovaRichardson SUPPLIERS AFFIRMED response in guiding the industry ing back to the commuand directors sworn in at tive equipment, chemicals, linens, In other action taken earlier through the COVID-19 crisis and nity that supports our the meeting include: uniforms, and other products and this year, the S Board of economic shutdowns. businesses. im Kearns, officer-vice chair, services.

Directors voted unanimously to im Buik, S chair, detailed “ hose are lessons that he executive vice president, CFO Additional members serving on amend the S Bylaws to better S ’s strategic planning propassed on to me, and I am very and C O, lsco Inc., Salt the S board include: reflect the importance and supcess and several initiatives movproud to follow in his footsteps Lake City, Utah ohanna mes, presiport of its vendor/suppliers by ing forward into 202 . and the footsteps of all the other andy Bartsch, officerdent, mes Linen Service, changing the membership categoKevin Schwalb, S ’s vice chairs who have given their time treasurer, CEO, Ecotex Cortland, New York. ry from “ ssociate” to “Supplier president of government relaand invaluable direction to our Healthcare Linen Services Brad Drummond, COO, Partner” as an initial step, as well tions, followed Buik with an inassociation.”

Corp., Vancouver, British Aramark Uniform and as a recent addition to S ’s depth recap of the association’s ichardson served as S Columbia, Canada Career pparel, Burbank, Mission, toward better integratresponse to the COVID-19 panvice-chair in 20 8-20. ï Vicky Cayetano, director, California. ing and representing their advodemic from an advocacy standShasta Linen Supply, a fourthpresident, Hawaii region, P. . Dempsey, president, cacy concerns. point. generation commercial laundry nited Laundry Services Inc., Dempsey Uniform and Pursuant to the S Bylaws Schwalb highlighted several company founded in 2 , serves Honolulu Linen Supply Inc., essup, rticle II, Section 2 this change meetings, including a briefing on restaurants, healthcare and hotels ï Liz Remillong, director, vice Pennsylvania. was submitted for a vote and the benefits of reusable healthin Sacramento and the San oa uin president, strategic alliances, obert Bob G. Dudley, ratification by two-thirds of the care textiles with Vice President Valley. nder ichardson’s leadCrothall Laundry Services, president, APPEARA, active operator members.

S Mike Pence and the COVID-19 ership, Shasta Linen Supply has Scottsdale, ri ona Norfolk, Nebraska. members voted via mail-in and ask Force, that S held to earned the Hygienically Clean Steve Sintros, director, CEO, Scott Finkelstein, co-presielectronic balloting in September keep its member operator and Healthcare and Food Service cerniFirst Corp., ilmington, dent, ce niform Services with further discussion and consupplier partner companies opertifications in addition to the Clean Massachusetts Inc., Baltimore. firmation on Oct. 22. ating when the pandemic hit.

Green certification for environOfficers are elected to one twoyler Fowler, president, M o further enhance the value fter Schwalb’s review of mental stewardship. year term and directors serve a Matting, LaGrange, Georgia. of industry suppliers in the assogovernment relations initiaRichardson is active in the three-year term with eligibility oger Harris, president ciation, S also has created a tives, S Vice President of Sacramento community, serving for a second three-year term. In & CEO, Metro Linen, new “Supplier Council” to replace Operations om Newell briefed as a board member of the Center addition, Dan Farnsworth, vice McKinney, exas. the former Associate Committee attendees on the current financial for Advancing Pain Relief at the president, sales and marketing, ose Luis ac ues, CEO, model. he Supplier Council will state of the association, as well as University of California at Davis, Leonard Automatics Inc., Denver, L V E S PI de CV, provide a boost for the associaits outlook moving forward into School of Medicine. She recentNorth Carolina, was elected to Miguel Hidalgo, Mexico. tion’s Supplier Partners, giving 202 . ly oined the Board of Directors represent Supplier Partner comuha Laurio, president & them an expanded role in advoBuik then wrapped up the meetof El Dorado Savings Bank and panies for one three-year term.

CEO, Lindstr m Group, cacy and association governance. ing with a recognition of individuis a past volunteer of omen’s Due to travel limitations by its Helsinki, Finland. als cycling off the board, as well Empowerment, a nonprofit orgamembers, the elections were held Dan Sanche , vice president, ANNUAL BUSINESS as an introduction to the board’s nization helping homeless women via mail-in and electronic ballotcorporate sales, Medline MEETING SUMMARY new chair, as well as several new in the Sacramento area. ing in September, with further extiles, Mundelein, Illinois. he nnual Business Meeting ALN officers and directors.

Richardson has served on discussion and confirmation on Chris Sander, industry rela-

AMERICAN LAUNDRY NEWS | DECEMBER 2020

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TXCA & CLE 2020 attracts in-person, online attendees Organizers say event supported pandemic industry recovery, highlighted market opportunities SH NGH I — Organi ers of excare sia and China Laundry Expo 2020 C & CLE , the dedicated trade fair for textile laundry, leather care, cleaning technology and e uipment, report the show drew , visitors and 22 exhibitors Oct. - at the Shanghai New International Expo Centre.

C & CLE is an annual event organi ed by the China Laundry ssociation and the China Light Industry Machinery ssociation, as well as Messe Frankfurt Shanghai Co. Ltd. and nifair Exhibition Service Co. Ltd. Being the only large-scale exhibition in the global textile care industry in 2020, and despite the uncertainties the industry has faced in 2020, organi ers indicate many participants reported an optimistic outlook in the Chinese market, particularly in light of emerging opportunities in fields such as medical laundry and automation.

Helping participants to capture these opportunities, the threeday fair presented the latest technologies and products from the textile-care industry and offered an effective business development platform. he organi ers implemented additional safety measures to ensure the health and safety of every participant. hese included real identity pre-registration, entry checkpoints to verify the digital health code of all participants and onsite temperature scans.

Fre uent saniti ation of facilities and distancing measures for seminar attendees were also implemented. o deliver its exhibition content to a wider audience, organi ers share that for the first time, C & CLE implemented an “online offline” experience.

Live coverage of the fair, including product demonstrations and

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Safety measures were in place to ensure the health and safety of 14,413 visitors at Texcare Asia and China Laundry Expo 2020 in Shanghai. (Photo: Messe Frankfurt (Shanghai) Co. Ltd.)

forums was broadcast on the official eChat platform, allowing participants who could not travel to the fairground to keep up with industry developments. he twoday live stream attracted 8,2 views.

KEY THEME: INDUSTRY RECOVERY Industry recovery was a key theme of this year’s fair due to the challenging global business environment caused by COVID, according to organi ers.

Conse uently, the fair’s product offerings closely matched growth sectors that are expected to thrive both during and after the pandemic, including medical laundry and saniti ation solutions, as well as automation, digital technologies and intelligent laundry systems. ith an abundance of wellestablished brands in attendance, organi ers say trade visitors were impressed with the exhibition’s uality and broad coverage, which allowed them to conduct their yearly sourcing activities and catch up on the latest technology trends in one-stop.

“ C & CLE is a very important exhibition. It provides a onestop communication platform that helps medical laundry companies discover the leading technologies and e uipment, as well as the latest information from both the local and international market,” says un ie Zou, a trade visitor from ing hou and chairman of Kiwi Public extiles Service. “ he insights gained here can help the industry better serve hospitals. fter the pandemic, there will be higher standards and re uirements for medical laundry when it comes to hospital infection prevention and control.”

EXHIBITS: AUTOMATION, INTELLIGENT SOLUTIONS Following a challenging year, exhibitors were pleased to establish new business connections with a wide variety of buyers from across China’s different geographic regions, organi ers say. “ he visitors here are all big buyers, and our sales volume has reached its highest this year,” says Liyi Lv, president of Shanghai eishi Machinery Co. Ltd. “ he products we are showcasing at the

exhibition focus on automation and intelligence, reflecting developments in the industry amid the pandemic, and mirroring trends that we are seeing around the globe.

“Over the past decade, China’s laundry industry products have reached international standards.

Customers are comparing our e uipment with international products at the exhibition and giving us a good evaluation. his gives us great export opportunities.”

Shi in u, general manager of iangsu Sea-Lion Machinery, was another exhibitor to note the rising standards of domestic e uipment. “ he pandemic has impacted the entire laundry industry, and a lot of new medical and sanitary e uipment has been produced, forcing the industry to develop faster,” he says. “ e participate at C & CLE every year. he fair helps the industry improve its technological standards, and as the range of domestic products is rapidly expanding, we feel the need to improve our brand image. “ his year, due to the pandemic, we have launched a range of environmentally friendly medical laundry and disinfection products under our hygienic isolation design’ concept.”

Besides medical laundry, smart laundry factories were another popular discussion point during the show, organi ers share.

“Our company is mainly involved in industriali ed washing e uipment for large centrali ed’ laundry factories,” says Gavin iao, sales director of Herbert Kannegiesser GmbH. “ e were able to demonstrate our technical strengths at the exhibition and reach our target customers, who are mainly large washing companies searching for the latest technological solutions.”

REFORM, DEVELOPMENT DISCUSSIONS Parallel to the exhibition, organi ers say this year’s fringe program provided an opportunity for textile care professionals to confer on developments following a turbulent year. t the heart of discussions was reform and development postpandemic, as well as topics such as textile hygiene services. recognition ceremony of outstanding dyeing and washing companies was held, while a ceremony acknowledging role model businesses during the pandemic also took place. ttendees appreciated the strong line-up of speakers for each event as well as the valuable opportunities to network and exchange, learn about the industry’s latest technologies and services, and explore the difficulties, challenges and new opportunities that have emerged amid the pandemic, say organi ers.

“Laundry services have been affected by the pandemic, but at the same time, the medical washing sector has received more attention,” says Pan ei, president of the China Laundry ssociation, a speaker at the China extile Hygiene Service Expert Forum.

“In view of this, we organi ed a forum targeting professionals from the medical textile care industry. he audience members all represent big-scale domestic washing companies engaged in medical textile care services, as well as companies that are the backbone of the China Laundry ssociation. “ C & CL this year has built an interactive platform for professionals to network, and to promote new products and technologies. he fair is a microcosm of industry developments and a good barometer of industry change.”

C & CL 202 is scheduled for Sept. 2 -2 at the Shanghai New ALN International Expo Centre.

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12 DECEMBER 2020 | AMERICAN LAUNDRY NEWS

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PANEL OF EXPERTS

Creating laundry/linen services success in 2021

“After such a chaotic year, what steps can I take to make 2021 as successful as possible for my business?”

Textiles Timothy Voit Thomaston Mills, Wyncote, Pa.

A

few years ago I attended a hotel trade show where speaker after speaker outlined graphs showing consistent straight-line growth for the industry and their company going out 10 years or more.

I remember shaking my head at the time at the notion that somehow favorable conditions would always remain constant. I thought to myself, “Didn’t we all live through the 2008 crash?” Little did I know when the clock chimed midnight this past New Year’s Eve that 2020 would make 2008 look like a minor disruption.

When making a plan for 2021, we all have to remember that sticking to your core mission and values while improvising creatively is the key to succeeding in a chaotic environment.

We have more bumps ahead, I am sure, while we navigate the end of the health crisis.

However, we are preparing for green shoots to appear and to seize them as they sprout.

As a domestic manufacturer, we believe our core capabilities will be very attractive for both hospitality and healthcare markets looking to have a more secure and environmentally responsible supply chain moving forward.

We have made some key hires from some competitors who have shed large amounts of staff.

Investing in talent is a key step to recharge growth. Another is to take a look at your key human and physical assets on hand and to consider how these can meet the new demands a post-COVID world will make.

Finally, I would be realistic about the first quarter of 2021.

“Hygiene theater” will not prompt large amounts of new travel until a vaccine is widely distributed or some other method is found to contain or treat cases.

I will close with some advice my mother would say that I can

(Image licensed by Ingram Publishing)

really now appreciate: “Keep your knees bent.”

Consulting Services David Bernstein Propeller Solutions Group, Park City, Utah

O

ur grandparents’ generation is known as The Greatest Generation for their ability to weather the Great Depression and for facing and defeating fascism, racism and authoritarianism.

While I have no idea what future generations might call ours, I do not think I am being hyperbolic when I say that the events of 2020 have been among the most challenging many of us have ever faced, particularly in business.

Businesses that will survive and thrive in the coming year are those that have learned to be flexible, to adapt based upon data and measurements, to use technology wisely, and to prepare. These lessons will serve all of us into 2021 and beyond.

Economists, analysts and consultants went into 2020 with a heavy dose of optimism that was moderated by some concern that an economic slowdown was possible and perhaps inevitable.

What none of us could have predicted as we watched bowl games and perhaps nursed champagne hangovers on Jan. 1 was the emergence and worldwide spread of a new and dangerous virus, that the virus would kill million worldwide, and that entire economies would be shut down (in some cases more than once).

In our industry, these lockdowns forced managers, owners and corporate executives to reconsider standard operating procedures and, in many cases, throw the entire playbook out the window. We learned how to work successfully from home, to leverage technology, and to make shifts in how we do business.

Experience is often said to be the best teacher, so we must use these experiences as lessons for how we can be successful in the future.

What is interesting, though, is to look back at what we’ve covered in this column throughout this turbulent year. Despite

the challenges we’ve faced, the advice we’ve provided here can and will serve you well in 2021 and beyond. With that in mind, I looked back at my contributions to this year’s Panel of Experts and came up with some brief examples that are worthy of repetition.

Build a Positive Corporate Culture—In February, I mentioned that you need to demonstrate to your employees how critically important they are to the success of your business and how much they are valued.

I encouraged you to foster “a company culture that demonstrates to employees at all levels that they are valued, appreciated and that their opinions matter.

“Some of the most successful and profitable companies in the world subscribe to the philosophy of Lean Management, one of whose core concepts is listening to employees and valuing their input.

“By doing so, you demonstrate to employees that while payroll may be your biggest line item expense on the P&L, they are the biggest and most important asset your firm has; these values should also be reflected in your company’s mission and vision

statements.”

Focus on Customer Relationships—Building upon the theme of culture, in April I encouraged you to ensure that your company culture fosters an environment in which every team member understands that he or she plays a role in customer service and satisfaction.

In that same column I encouraged using a defined, teachable, repeatable sales process, and to focus on following-up with customers regularly to measure performance and ensure that you continue to delight your customers.

Focus on Your People and Your Business Will Thrive— Anyone who has heard me speak or teach on the subject of customer service (and all of you who have read my columns this year) will know that I admire Zappos and its founder, Tony Hsieh. In August, I wrote about the benefit to your business of celebrating and motivating employees in both conventional and unconventional ways.

Managers at Zappos are expected to spend at least 20% of their time getting to know and helping their team members. Why? Because at Zappos

AMERICAN LAUNDRY NEWS | DECEMBER 2020

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they understand the difference between someone who is perceived as a manager and someone who is perceived as a mentor. The latter demonstrates interest and real leadership, leading to increased loyalty and performance.

Keep Your Customers Informed—If there is a silver lining to 2020 it could be the discovery and application of innovative technologies and services, some or all of which will prove useful to you for many years, including those that help you stay in touch with customers and prospects. Just make sure you are consistent with your branding, messaging, and frequency of your communications.

Each of the above was originally framed in the context of the current global pandemic, but the advice will still be relevant and applicable long after this pandemic mercifully ends and life returns to normal. I suppose it is at that point that we may start to understand what moniker future generations will apply to all of us.

Finally, I want to express my gratitude to Matt Poe, the team at American Laundry News and my colleagues on the 2020 Panel of Experts. It has been an honor and a privilege not only participating in this year’s Panel, but also being among such fine company. I hope that my contribution has provided you, the reader, with some ideas and action items that have helped your businesses.

As we enter a new year and welcome a new Panel of Experts, I want to wish you and them a year of health, success, happiness and prosperity.

Chemicals Supply Lauren Hunker Ecolab, Eagan, Minn.

U

nfortunately, we know things will not return to a pre-COVID state when the calendar flips over. Next year we will continue to face existing challenges along with still outstanding unknowns.

This year, companies learned how to conduct business differently literally overnight, and with that resilience and creativity in mind, they can find success in 2021. Now is the time to brainstorm and create a plan to pursue innovative approaches to grow your business with an emphasis on value and people.

The first area of focus for the upcoming year is how you can grow and succeed through your value. Your customers are also facing unprecedented challenges, and it is more important than ever that they have the confidence that their linen is one thing they do not need to worry about. Continue to execute on your value that has been established by providing consistent quality accompanied by supportive customer service.

Additionally, by remaining knowledgeable of your customers’ concerns and changing needs, you can identify creative approaches to serve them and differentiate your business. Also, remember the importance of capturing and communicating the value you deliver to your customers to reassure them that

you are their best partner.

Secondly, your plan should identify how you can grow and succeed through your people.

Strong teams are essential to operate efficiently, meet customer needs and propel the company forward.

Your team should be built with business goals as well as company principles in mind, and all personnel should be aligned around those ob ectives. Identify ways to energize and motivate your team by encouraging collaboration and constructive relationships as this can help center a team around a common purpose and facilitate new ideas for success.

Commercial Laundry David Griggs Superior Linen Service, Muskogee, Okla.

A

s 2020 is ending, we can all look back and see what we have learned about our organizational and leadership skills over a very tough year.

Much of what we have seen we will probably have the urge to forget although, I will miss the pure excitement I have gotten when I walk into a store and see disinfectant wipes on the shelves.

That level of excitement is usually reserved for my grandson when he eyes a new video game release at the store. nd I must admit I have become quite the hand sanitizer connoisseur; a gel with very little fragrance is my preferred choice.

Through at least the first quar-

ter of 2021, we will be experiencing COVID-related issues in our workplaces. Facility cleanliness and employee health should stay a focal point of our management decisions. A high number of employee absences should be expected due to COVID or contact tracing by the states.

You can be doing everything right in your facility but still lose employees for several weeks just because they appear on someone’s contact list. Your staffing levels should reflect this possibility.

It is more important than ever that companies crosstrain employees in every job.

It is also a good time to update your job descriptions and job duties to ensure all tasks will be completed if a high-performing employee is taken out of the mix for a few weeks.

Knowing your office manager will be taking a two-week vacation several months in advance is quite a bit different than them informing you on Monday that the state has ordered them to quarantine for two weeks.

Equipment Manufacturing Bob Fesmire Ellis Corp., Itasca, Ill.

I

think it is safe to say that everyone I know both professionally and personally is ready for a do-over year. hile I am certainly among these people, it is important to remember these

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times going forward.

When business is good, it can be difficult to push oneself to really dig into issues, personnel, product or service. When the tide goes out, however, many things are revealed that were either ignored or never seen during better days.

I have spoken to many owners and executives this year about their businesses. Most, if not all, have suffered to varying degrees.

Yet, many operators tell me that they were really able to discern things about their business. For example, what accounts were truly profitable and those that were not.

It is hard, rather, it is impossible to predict things but being prepared and knowledgeable about the “hows” and, more importantly, the “whys” of your business keeps you better prepared for whatever is around the corner.

Understand what you are really good at—what makes your business a success Understand where you make money and, more importantly, where you do not. If you need to jettison a line of business or a difficult customer, do it now.

Do not make emotional decisions in times of crisis.

Always, always, always look for good talent—they are all you’ve got and Treat them how you want to be treated Thank you to ALN for the chance to contribute and thanks to the readers. I hope my contributions this year were helpful. Feel free to reach out to me anytime bobfes@elliscorp.com or Linked In. Stay safe, enjoy what you do ALN and be successful!

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14 DECEMBER 2020 | AMERICAN LAUNDRY NEWS

www.AmericanLaundryNews.com

PRODUCT S H O W C A S E

Detergents, Chemicals and Injector Systems COMPILED BY MATT POE, EDITOR

Norchem Corp.

NORCHEM CORP.

N pH SE P O is a new detergent program that Norchem says simplifies wash chemistry by providing a speedier way to clean textiles and extend fabric longevity without the additional steps of alkali and sour in the wash process. he benefit of deploying wash chemistry that does away with the li uid and dry alkali usage is that the net result is a deeper, smarter clean without the high linen replacement costs or textile damage of conventional alkaline systems, according to the company.

In combination with HYGENI , Norchem says the program provides excellent stain removal, longer-lasting fabrics, fewer chemicals, a reduction in lint, utility costs, reduce wash time, a lower rewash, and an improved bottom line.

It has been successfully implemented across multiple laundry applications, including food service, industrial uniform supply, and hospitality with outstanding results and cost reduction.

In addition to Norchem’s proprietary wash chemical program, the company says it engineers the most robust and reliable chemical delivery system in the industry, the NO FLO - IN , which the company says provides accurate and reliable delivery of wash chemicals without down time 2 . Built from all stainless-steel material, it eliminates leaks, hoses and offers a safer workplace for everyone.

Networked and L-approved and NEM -rated control panels offer Ecolab remote accessibility for notifications

and reports.

NO FLO IN provides proof of delivery for each product, tracks chemical cost, inventory, complete reporting and checks the final pH of textile in real time. he ash isle Dashboard offers the operator real-time monitoring of the wash cycle per machine. ith Norchem’s Customer Care team, the customer gains more than systems and chemistry, it gains a partner to optimi e their production goals, the company says. www.norchemcorp.com 800-442-4360

ECOLAB

Ecolab reports its dvaCare Disinfectant has received the first approval given by the .S. Environmental Protection gency EP for a laundry disinfectant and oxidi er emerging viral pathogen claim that can be used against S S-CoV-2, the virus that causes COVID- . dvaCare Disinfectant is an EP -registered laundry disinfectant—registration number - —and the concentrated formulation is permitted for use in commercial and industrial laundry operations. he current .S. EP approved master label for dvaCare Disinfectant now contains use directions for emerging viral pathogens, such as S SCoV-2, and Clostridium difficile newly named Clostridioides difficile at an attainable daily use level for all textiles laundered in a commercial laundry. he disin-

fectant is listed on the EP ’s LIS N website for products that can be used against S S-CoV-2.

In addition to protecting against harmful organisms, Ecolab says dvaCare Disinfectant outperforms chlorine and peroxide for disinfecting, whiteness, sustainability and overall effectiveness. It also helps extend the usability of textiles compared to alternative oxidi ers. www.ecolab.com 800-352-5326

SUNBURST CHEMICALS

Hydro Systems

HYDRO SYSTEMS

Walchem, Iwaki America Inc.

WALCHEM, IWAKI AMERICA INC.

alchem says its H P Series metering pumps enable highspeed, accurate flow in a compact package.

Designed specifically for OEM applications, the H P pump has been si ed for easy integration into many types of systems.

Several control options, including proportional, : digital pulse following, and simple start stop control, and two connection configurations enable the H P pump to be customi ed for many applications, according to the company.

Features of H P metering pumps include: High resolution 0 to 20 SPM stroke rate.

8mL min flow rate at 0.2Mpa 2 PSI . ltra-compact -inch by 2. inch by . -inch si e.

2 or 2 VDC voltage operation.

PVDF P FE materials with ceramic balls and FKM elastomers.

Iwaki merica Inc. is one of more than 2 global centers for the manufacturing and support of Iwaki pumps. www.walchem.com 508-429-1110

Hydro Systems says EvoClean is the world’s first venturi-based, water-powered laundry chemical dispenser.

Covering a full range of product configurations and washer si es, EvoClean is an ideal solution for on-premises laundry applications.

EvoClean’s game-changing and compact design takes up less space, reduces water and energy use, and eliminates service and maintenance associated with s uee e tubes, resulting in more predictable wash results, according to the company.

EvoClean is compatible with Hydro’s otal Eclipse Controller, Low Level larm and Depletion ands, and includes an integrated flush manifold for uick product delivery. www.hydrosystemsco.com 513-271-8800

Sunburst says its Conserv SG Solid Laundry Detergent with ctivated Color Safe Bleach is a oneshot product that has been carefully formulated with three key ingredients to help achieve the best results possible.

Detergent, activator and oxygen bleach work together to provide clean and bright white linens while eliminating the need for harsh chlorine in the wash process. Even with short wash cycles and cold water, the company says Conserv SG powers out tough soils, odors, and stains, making this the ideal solution for all water conditions.

Sunburst says it is dedicated to creating formulas that achieve One- ouch Cleaning by providing products that provide results the first time through with superior stain-removal and maximi ing the life of linen.

Conserv SG ’s solid formula makes it safer to transport and handle for employees and re uires substantially less inventory and storage space than a li uid alternative. Conserv SG has been certified by the .S. Environmental Protection gency’s Safer Choice program and contains biodegradable surfactants. www.sunburstresults.com 800-899-7627

Gurtler Industies Inc.

GURTLER INDUSTRIES INC.

Sunburst Chemicals

Saniti e or disinfect now laundries can make the choice with Validox or Validox Plus from Gurtler Industries. ith Validox saniti er, a laun-

AMERICAN LAUNDRY NEWS | DECEMBER 2020

www.AmericanLaundryNews.com

15

Brightwell Dispensers Ltd.

dry can reduce the bacteria present by 99.9%, according to the company. With Validox Plus disinfectant, an operation can reduce the bacteria present by 99.9999%.

Validox is registered with the EPA for use in commercial, institutional and industrial laundry operations for sanitization. Validox Plus is registered with the EPA for use in commercial and institutional/industrial operations as a disinfectant. At lower use levels, Validox Plus is also registered as a laundry sanitizer.

The Gurtler Rx Program that now includes Validox and Validox Plus continues a long track record of delivering compliance with TRSA and other microbial laboratory measures of certified hygienically clean textile results, the company shares. www.gurtler.com/gurtler-validox/ 800-638-7300

Better for the planet and the bottom line, TRUpath optimizes the energy and water consumption of each load, yielding significant benefits to each plant, shares WSI. Completely free of alkali, NPEs and phosphates, the company says it has introduced this technology to optimize all operations in a plant to significantly enhance plant capacity and allow significant savings in utilities.

The removal of alkali from the wash process is a true innovation in safety, WSI says. No longer will plant employees risk exposure to this harmful chemical or utilize sulfuric acid. path’s ability to produce verified hygienically clean textiles provides further piece of mind that a laundry plant is providing a safer product to customers. www.washingsystems.com 800-272-1974

WSI

As the trusted innovators in the industry, WSI says it has a decorated history of introducing landmark innovations to commercial laundries, and path , a revolutionary wash process with universal applications, has changed the way laundry is washed.

TRUpath, a patent-pending wash process, is a true innovation in quality, according to the company. Washing free of alkali, WSI says its revolutionary process extends textile life by more than 25%, saves 30-40 hours of machine time per week and produces hygienically clean textiles.

With superior alkali-free cleaning, the company says TRUpath provides significant benefits to the quality of goods produced.

A gentler wash process removes concerns of alkaline hydrolysis and produces whiter whites and brighter brights.

BRIGHTWELL DISPENSERS LTD.

Commercial laundries of all sizes rely on accurate and reliable dosing of laundry chemicals into their machines to satisfy end users’ desired results, and Brightwell Dispensers says it offers businesses a wide range of laundry dosing systems.

BrightLogic laundry dispensing systems are designed for hard-working commercial environments and are reliable and easy-to-use models, according to the company. The dispensers work with PLC-controlled intelligent machines, tunnel machines, small washer-extractors and large machines.

Brightwell Dispensers says many laundry equipment manufacturers and chemical companies around the world have repeatedly selected BrightLogic dosing

WSI

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of uniforms and reusable textiles with a corporate office in Irvine, California.

“So often, our ability to retain customers boils down to the relationship between our representative and our customer’s staff.”

To accomplish these goals, route reps/drivers need the latest technology, and the proper training.

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LAVO SOLUTIONS

Lavo Solutions says its MiniWash 100 helps keep firefighters safe. The single OPL laundry pump is effective in properly cleaning firefighters’ turnout gear.

Lavo Solutions

KINGSFIELD INC.

Chemical manufacturer Kingsfield Inc. says its Oxypower is the most technologically advanced commercial laundry and cleaning detergent available today.

The highly concentrated material allows laundries to maintain the color and quality of clothing while removing stains and odors.

Oxypower is environmentally friendly and can be used in a variety of industries such as: ï Commercial cleaners. ï Hospitals. ï Hotels. ï Spas. ï Shirt factories, etc.

Kingsfield says its top-quality detergents have been extremely popular and effective throughout the country for many years, and it

guarantees the best possible results. www.kingsfieldinc.com 201-767-0414

Kingsfield Inc.

SIMONIZ USA

Simoniz USA says its on-premises laundry systems are designed for large-volume commercial and industrial laundries.

The company says it produces quality products and returns highly effective results in a variety of laundry facilities. Its products are used widely in athletic facilities, nursing homes, hospitals, hotels and universities for all types of laundering needs.

Simoniz USA is a 110-yearold company that, along with laundry, serves many markets, including a full janitorial product line, ware washing, hand cleaners and sanitizers, disinfectants, and more. www.simoniz.com/industrialhealthcare/commercial/opllaundry/ 800-227-5536, ext. 101 Simoniz USA

See SHOWCASE on Page 17

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equipment because of its reliability, which all use a high-quality brushless motor and Bluetooth programming capabilities.

Quantura Q10+ Remote Dose is Brightwell Dispensers single peristaltic pump system for dosing one chemical to top load laundry machines. Low cost, easy installation and configuration with reliable tube fittings make this system the ideal dosing solution, the company says.

Brightwell Dispensers is a global designer and manufacturer of innovative soap, paper and chemical dispensers. Its product lines cover all hygiene environments, including washrooms, healthcare, professional kitchens, on-premises and industrial laundries. www.brightwell-inc.com 913-956-4909

NFPA 1851, updated in 2019, set new requirements for how fire departments select, track, inspect, clean, repair, store and retire personal protective equipment (PPE) in an effort to combat severe illnesses among firefighters related to hazardous contaminants on PPE. The simple and compact MiniWash 100, when combined with a wash extractor and an approved NFPA detergent, helps firehouses be in compliance with these requirements, according to Lavo.

MiniWash 100 allows the highest volume output of chemical for a single laundry pump on the market to effectively clean the turnout gear. It can be wired directly to a washer or be used with an optional push button remote, allowing for adaptability to any firehouse application.

Lavo says its MiniWash 100 comes ready for installation and is easy to program, making it the first choice for firehouse applications. www.lavosolutions.com 949-377-1250

[[14]]

Doran says that in the past, technology focused mostly on customer placement. Then it shifted to how to service all customers per day in an efficient manner.

He says today’s programs incorporate much more technology and features. Not only is routing software utilized, but it is also used in con unction with GPS—where a service team can see, in real-time, where their route personnel are.

Over time, the program records the route information and that information can be analy ed to check if the route is running as efficiently as possible, and then it can be used to reroute to improve efficiency if necessary. “ he first program I used had been in existence since the late 1980s and performed well but needed periodic updates to maps, which is costly,” Doran shares. “ lso, the process was more of a plot the customers and route the days.’ e could tell the program how much time we needed per stop based on the products being delivered. “ he newer programs allow us to put in so much more informainforma tion, like time windows for servicservic ing the account, such as accounts that do not serve breakfast and/or lunch. e can tell it not to go there between the hours of 1 and 4 p.m.

If a customer does not want disrupdisrup tions during the lunch hours, we can tell the program to not service that particular account between the hours of 11 a.m. and 1 p.m.

“Many medical offices are closed on Monday or Friday, and we can input that as well. The list can go on, but with all that, the program takes into consideration the inforinfor mation provided and routes the days in the most efficient manner.”

Doran adds that newer pro programs also give route planners the ability to monitor the number of pieces of product, as well as the weight, to see how it all impacts the trucks.

Nelson says there are many excellent tools available to laundries that did not exist even five years ago in terms of route planning, adding that Prudential has continued to research and invest in programs that provide guidance in efficient routing. “ ith the continued increases in costs of equipment, fuel and labor, we have spent much time at each of our locations to ensure

Today’s route technology can help with customer service and even laundry production. (Image licensed by Ingram Image)

our routes are properly routed,” he says. “ oday, we are in the process of introducing a new system that will not only ensure our routes are providproperly routed while also provid ing information on such things as fast starts and stops, fuel mileage, electronic pre-trip inspections.

“Our new system also includes front- and cab-facing cameras moniso that we can constantly moni tor safe driving and address any unsafe behaviors.” ccording to Nelson, a laundry operation can make the best use of new technology by starting with a proper rollout. “ he entire team has to be committed to the new technology and that will only happen if they are outthoroughly trained from the out set,” he points out. “ he entire team also has to understand the themwhys and the benefits to them selves and the organi ation. lack of understanding and support from the users will easily nullify the benefits of the new technology.”

For Doran, making the best use of route technology involves using semithe program on an annual or semi annual basis, analy ing routes and making adjustments. “ outes are constantly evolving,” he says. “New customers are added and others either go out of supbusiness or go with another sup plier. outes need to be looked at and ad usted for efficiency.

“Fuel costs are high and route labor can be affected if a route is operated in an inefficient manner.” ith the right technology and effective support, Nelson says effiPrudential’s routes are more effi cient, allowing the company to add more stops and revenue to each route and, ultimately, reduce costs.

“One of the many and most important benefits of an efficiently

routed organization is more revenue on routes providing more income for our customer sales representative, allowing us to recruit and retain better talent,” he shares.

“Beyond ust route technology, our handheld units contain all of the information necessary for our field staff to make any ad ustments necessary to ensure customer satisfaction.”

Doran shares that he has used lsco’s route technology to assist the production side of the operation as well.

“For example, while optimi ing routes, we also isolate accounts using certain high use’ items, such as 0-inch by 0-inch white table linen, -inch by -inch white linens, and black and white napkins,” he says.

“Many accounts that use large amounts of these products are usually delivered to more than once a week, typically Monday- hursday or uesday-Friday. sing the program to isolate these accounts, we can see if there is an imbalance or a time of the week that has a higher demand on production to get the product out.

“By changing the delivery days on said accounts to a more even schedule, moving several accounts from the Monday- hursday schedule to uesday-Friday, we can better control the flow of product through the branch from soil to wash to finish, which can also assist the service department by minimi ing shortages and special deliveries.”

Doran also says the technology can assist the sales team by creating defined sales territories, providing maps of sales territories based on zip codes. “ hen used properly, we can assist our sales team by providing

an area we currently service and they can focus on that area,” he shares. “In many markets, we can have several branches that may be adjacent to each other and have one salesperson for that area. ith a detailed map, we can avoid placing a new customer on the wrong branch.” lso, Doran says that because route technology can isolate accounts based on products used, the company can also see accounts by what they are not using.

“I have provided a list of accounts currently not using, for example, dust products, mats, mops,” he says. “ he program can assist the route person and/or salesperson in an effort to increase sales within current customers. It’s very useful during sale contests.”

DRIVER TRAINING s technology moves forward and information available increases, one of the most significant changes Nelson has seen in the role of a driver recently is improved tools to monitor safety—not only in terms of such things as ergonomics and safe behavior. He says that the company’s ability to monitor driving safety has increased tenfold. “ hen we consider the type of driving we do where we’re in city traffic and in and out of very tight parking lots, safe driving behaviors are extremely important and now we have the means in which to monitor those behaviors,” he shares.

Doran points out that the role of the driver is no longer ust delivery and pickup. The emphasis is on service.

“I once had a service manager who fre uently said, “I need you to service the account, not just be

a delivery person. I can get a chimp to do that ’” he shares. “ oute persons are asked to do so much more, from better communication between themselves and the customer to anticipating the needs of the customer, inventory control, assuring the product is delivered in the best condition in a safe efficient manner—all while operating the route safely.”

To train drivers on route technology, Doran suggests that if the branch is using a GPS program, study the data and optimi e the route if possible.

“For the branches ust using the routing software, perform the route in the manner provided by the program,” he says. “It is easy for some route persons to go back to old habits, which can cost branches in the end.” “ henever Prudential contracts with a company offering updated technology, a part of that agreement includes a significant number of hours of training provided by the experts who developed the technology,” shares Nelson. “ e as an organi ation have also created some additional positions and hired staff whose responsibilities include monitoring the new technology and identifying those who may re uire additional training and focus.”

Beyond training on new technology, route drivers also need effective training on other factors, such as efficient vehicle operation and customer service. “ hat begins from day one when once hired, our drivers complete an intense, eight-week training program that includes all of the above and then some,” Nelson shares.

Once completed, he says the leadership team conducts hundreds of “route observations” every year, where the representative is evaluated on about 30 separate items. The route observation includes evaluations of all the previously mentioned elements. “ nother effective method to identify those customer sales representatives requiring additional training is our internal customer visitation process where our leadership team evaluates the condition of the account and meets with the key contact to gain their perspective of our level of service,” Nelson adds. “ e also make use of an outside company that conducts over-the-phone interviews with each of our customers once per year.”

Doran recommends a laundry insist the route person run the route in the manner provided by the software.

“It has taken into consideration the most efficient manner to perform the route in an effort to save as much fuel and route labor as possible,” he points out. “ here are always issues that arise after a reroute has been performed. There can be a need to adjust due to the ALN issue.”

AMERICAN LAUNDRY NEWS | DECEMBER 2020

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ALM celebrates first hybrid IMPACT Conference success ICHMOND, Ky. — he ssociation for Linen Management LM says that like most things for 2020, this year’s IMP C Conference was a new adventure.

Set in one of the most beautiful and adventure-loving areas of the nited States, Colorado Springs, Colorado, it was also one of the most difficult LM has ever produced, the association says.

Canceling would obviously have been easier, but the encouragement to hold a hybrid event, both in-person and virtual, was overwhelming from across the industry.

First-time IMP C attendee, Paolo Idurot, production manager at Ottawa egional Hospital Linen Services, was impressed by his virtual experience, “ hat an IMP C this conference has made on my ourney of learning in this industry ” In-person attendees were clearly delighted to be in the presence of industry colleagues after months of isolation and were especially enamored by the setting of the one-of-a-kind Broadmoor Hotel among the breathtaking ocky Mountains. he hotel, a laundry member of LM, was responsive to last-minute changes, enabling us to adhere to social distancing re uirements and safety recommendations, as well as handling technology needs.

“I thoroughly en oyed the hybrid 2020 IMP C Conference in Colorado Springs,” says Kathy Harris, an in-person attendee from Sea Island esort in Georgia.

“Because the sessions were available for virtual attendees as well, it enabled all attendees, including hospitality, the opportunity to continue learning.

“It was great to hear what others are doing to help manage COVID challenges and what measures various operations have put in place. nd it was nice to see people in person after being uarantined, even if it was in a socially distanced manner.”

Beautiful weather in Colorado Springs facilitated outdoor networking events in the evenings.

Providing a cohesive experience for both in-person and virtual attendees was extremely difficult and not at all ideal, LM says. Due to COVID numbers climbing again across the nited States ust before the conference began, many who were planning to attend in person switched to virtual the last week of October to provide their customers with necessary textile services.

LM says its educational programming produces one of the more favorable buyer seller ratios at its events. Fifty-five percent of companies who participated in IMP C overall were from laundry linen entities, as were of the companies attending in-person.

In comparison, the ratio at its

20 8 conference in Savannah was 61%. “ ll things considered, we think this is an excellent turnout,” says LM. LM leadership is looking to host the next IMP C Educational Conference in fall 202 . Full details on the location and dates will be forthcoming. ith the Clean Show moving to uly 2022 multiple options are ALN being considered.

Linda Fairbanks, executive director of the Association for Linen Management, poses a question during a session on the future of the industry post-COVID-19. (Photo: Matt Poe)

The new Little GiantsHandle the load.

Now more than ever laundry is mission critical. For small businesses, it’s the uniforms that represent the brand, the towels and linens that comfort the customers and the tablecloths and napkins that set the tables. Every day fabrics and textiles need efficient and superior hygienic cleaning – reputations depend on it. The all new Miele Little Giants washers and dryers provide superior disinfection and fabric care in a high-efficiency, compact system.

American Laundry News can now be viewed on tablets and other mobile devices – great ways to stay on top of the latest industry news and updates. www.americanlaundrynews.com

• M Touch Flex user interface (no buttons or dials) • Heat pump dryer technology rated Energy Star Most Efficient • 19-gallon drum size (18 lb. capacity) • 49-minute Cotton 140° F program (with HW connection) • 25-minute Express wash cycle • 50+ washing programs; 5 customizable • 35 drying programs; 5 customizable • High temperature disinfection (up to 200°F)

Laundry is key to small business success.

Preserve and protect it with Miele Little Giants.

To learn more about the new Little Giants or about becoming a Miele dealer partner, visit mieleusa.com/pro/littlegiants.

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16 DECEMBER 2020 | AMERICAN LAUNDRY NEWS

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Career Miller’s Textile Services names COO, director-sales/service P KONE , Ohio — Miller’s extile Services, a familyowned, customer-centric supplier of professional uality uniforms, linens, mats, towels, healthcare textiles and facility services supplies, Thornbury reports it has promoted ndrew hornbury from vice president of operations to chief operating officer. lso, Miller’s named Greg Hart as director of sales and service. Combined, hornbury and Hart have nearly 0 years of experience in customer service and business operations, the company says.

“Miller’s extile Services is blessed to have leaders with such keen business acumen as ndrew and Greg to help accelerate our growth while maintaining the uality of service our customers have come to know Miller’s for,” says obert L. Hager, president and CEO of Miller’s extile Services. “ fter spending the last few months investing in and deploying industry-leading technology to improve our services and products for our customers, we are ready to have ndrew and Greg lead our efforts to implement our strategic plan to ensure our ongoing growth and success as we approach Miller’s th anniversary.”

In his new role as COO, hornbury will be responsible for all aspects of Miller’s day-today operations in support of the company’s strategic and tactical plans. hornbury oined Miller’s in October of 20 as plant manager and was promoted the following year to vice president of operations. nder hornbury’s leadership, Miller’s says it has significantly expanded its presence and scope in its growing operating region and has improved its customer focus through technology-driven inventory management processes that continuously improves its value proposition, earning industry accolades and certifications along the way.

“I am excited to have an expanded role with Miller’s to further enhance the value that we bring to our customers,” says hornbury. “I look forward to

collaborating with Greg and having his insight on building our customer base as we leverage our robust vendor relationships and extend into new markets.” s incoming director of sales and service, Hart will be responsible for Miller’s revenue growth and exceptional customer service through improving internal and external communications, training and education systems as services are expanded into other markets.

Before oining Miller’s, Hart was with Cintas Corp. for 22 years. During his time with Cintas, he held a number of roles beginning as a management trainee in and working his way up to various executive level positions, helping to grow the company’s sales and profits.

Most recently, Hart served as COO for . Charles, a manufacturer of glass and crystal for the gift and recognition industry and as COO for the Designs Direct Creative Group, a home decor supplier.

“I welcome the opportunity to partner with ndrew to leverage Hart Miller’s most important asset, its employees, as well as the long-standing, regionallybased partnerships to meet our customer’s ever-changing needs while identifying new opportunities and markets,” says Hart. “ ith our combined experience and the strong foundation that Bob and his family have built, I am confident Miller’s will continue to prosper under our guidance for the benefit of our customers and the next generation of actively involved Hager family members.”

Lilley promoted to president of UNX Industries G EENVILLE, N.C. — N Industries, a manufacturer and provider of commercial laundry cleaning solutions, reports osh Lilley has been promoted to the role of president.

Lilley, who most Lilley recently served as vice president, assumed his

Track

new role at the beginning of September. s president, he will lead the day-to-day business functions of N as well as provide vision and direction as the organi ation strives to fulfill its mission and purpose. “ e are excited to have osh Lilley steward N Industries as its new president,” says the Clark Family, the ownership group of N Industries. “ ith his leadership, we are excited to fulfill the mission of providing the most innovative cleaning solutions while serving with integrity and excellence.”

“It is with sincere gratitude and appreciation that I take on this new role in helping lead N into a new and uni ue season,” Lilley says. “I’m confident that there is a tremendous future ahead of us as we seek to make a positive impact on the people and communities we serve.”

Lilley is a North Carolina native and a graduate of East Carolina niversity. He will continue to reside in Greenville with his wife, essi, and their two children, amison and ulianna.

Lavatec hires Southeast regional sales manager BE CON F LLS, Conn. — s part of an organi ational restructuring aimed at strengthening its sales presence in North merica, Lavatec Laundry echnology reports it has hired ohn Pabalan as the new regional sales manager for the Southeast.

Based in Florida, he will report directly to Mark hrasher, president and CEO. Pabalan “ he COVIDpandemic has challenged everyone involved in our industry, and it gave me an opportunity to reassess what we could do better,” hrasher says. “I determined that our sales territories needed to be reshaped so we can better service our customers.

“Hiring ohn is the first step in this new direction. I think his 2 years of experience in the commercial and industrial laundry industry will help us achieve our new set of goals.” fter serving during the Gulf ar, Pabalan entered the private sector. He spent 20 of the

next 2 years at Kemco Systems, including the last in various capacities.

Pabalan began as a sales engineer with Kemco in before oining merican Laundry Systems in 200 as the vice president of engineering. He says having earned a science degree in engineering has helped at every level of his career. “ ith an in-depth understanding of the purposing and engineering of laundry facility systems, I approach each challenge analytically,” he shares. “ his results in the development of viable, measurable solutions that save time, energy and water consumption.” fter he returned to Kemco in 200 as a regional manager, he later earned a promotion to leadership. During this time he met and established a rapport with hrasher that would eventually lead to him oining Lavatec.

He believes those discussions have provided him with a better understanding of where Lavatec stands in the marketplace.

“Seeing Lavatec transition several years ago under Mark’s guidance, and his engagement with his team today, reflects a high level of entrepreneurship and a tenacity for achievement that sometimes gets overlooked in spreadsheets,” acknowledges Pabalan. “ he immediate challenge to the industry is the precautions that have evolved from COVID- , impacting business interaction and producing a new normal.

“In the next six months, I intend to develop new customer partnerships and cultivate existing customer satisfaction. I plan to do it by refreshing an awareness of Lavatec’s e uipment lifecycle management and demonstrate how our offerings are the best solution.”

Pabalan has two adult-age children and is a resident of Florida’s west coast, where he en oys water sports, cooking and a recent hobby of gardening.

Beck named CEO of Ecolab; Baker remains board chair S . P L, Minn. — Ecolab Inc. reports that Christophe Beck, currently Ecolab’s president and chief operating officer, will succeed Douglas Baker r. as the company’s chief executive officer effective an. , 202 , becoming president and chief executive officer.

Beck also has been elected to Ecolab’s board of directors.

Baker, currently Ecolab’s chairman and chief executive officer, will retire as chief execuBaker tive officer but continue as board chairman.

“I am thrilled the board of directors has named Christophe as my successor and believe he is the perfect choice,” says Baker.

“He has been a great leader and a great partner in advancing and building Ecolab’s strategy and business.

“Since oining Ecolab in 200 , he has excelled in a succession of increasing and varied responsibilities across our company, helping us strengthen our business, build our teams, enhance our capabilities and shape a stronger future.

“He is a great business leader, and even more importantly, a good person. His passion, commitment, vision and innovative spirit will serve our people, our customers and our shareholders well.”

Beck, 2, oined Ecolab in 200 . He currently serves as Ecolab’s president and chief operating officer. He previously served as executive vice president and Beck president of Ecolab’s Nalco ater business. Before that, Beck was the company’s executive vice president and president, International egions.

Prior to his International egions role, Beck was executive vice president and president of Global Integration, overseeing the integration of the Nalco ac uisition. Beck’s earlier roles at Ecolab included executive vice president, Institutional Sector senior vice president and general manager, Institutional Foodservice-North merica and senior vice president, Corporate Marketing and Strategy.

Prior to oining Ecolab in 200 , Beck was an executive at Nestle for years.

“I am honored to be given this opportunity, and thank the board for their confidence in me,” says Beck. “I also want to thank Doug for his consistent support and guidance during my career at Ecolab, and for the opportunities that helped prepare me for this

AMERICAN LAUNDRY NEWS | DECEMBER 2020

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role. We hold the same vision for Ecolab and share the same commitment to our people, our customers, our communities and our shareholders.”

Mission Linen Supply promotes employees Pattinson, French SANTA BARBARA, Calif.

— Mission Linen Supply, a family-owned provider of linens, uniforms, laundry services and supplies, has promoted two of its employees to key leaderPattison ship roles.

Dave Pattison is now serving as the company’s chief information officer and vice president, IT, and ustin French is now serving as the company’s vice president, sales.

In his new role, Pattison is responsible for managing the I department and implementing technology solutions that support the company’s goals. s vice president, sales, French is

responsible for overseeing all of Mission’s sales efforts, including both field and corporate sales.

Pattison began his career at Mission in 200 as a contractor. He was then hired as the infrastructure manager and rose through the ranks to I manager, then I director, and now CIO and vice president, IT. Prior to oining the Mission team, he was a product manager for a software startup in San Diego. He holds a bachelor’s degree in economics from niversity of California, Santa Barbara, and a law degree from The Santa Barbara and Ventura Colleges of Law. He has also earned technical certifications from Cisco and Microsoft, as well as ure certifications.

“I’ve always en oyed developing technology solutions to support our customers and our business,” Pattison says. “I look forward to continuing to lead Mission’s I department as we find new ways to leverage technology to make our customers’ live easier and help Mission grow.”

French oined the Mission team in 20 as a regional director of sales DS and was named DS of the year twice.

He was then promoted to senior director of field sales before becoming vice president, sales.

He has played an integral role in several successful product French and service launches, including Mission’s employee apparel programs and Buy Direct website.

Prior to his time at Mission, French was the vice president of sales for a sublimation printing company that focused on apparel. He also served as a sales manager, market manager and sales director for one of the largest textiles companies in the industry. He earned his bachelor’s degree from Kent State and an MB from Strayer niversity. “ t Mission I’ve seen us not only grow but also shift and pivot into new ancillary businesses,” French says. “I am proud to have been part of the company’s success, and I am excited to help Mission continue to evolve and reach new ALN heights.”

Showcase Continued from Page 15

SANTEC INC.

Shield is a fabric softener concentrate designed for use in the final rinse cycle in commercial and institutional laundry operations, which also functions as a residual bacteriostatic and residual self-saniti er for textiles under conditions of high humidity or wet contamination for prevention of odors, according to manufacturer Santec Inc. It also softens clothes, thereby eliminating chafing and static cling from nylons and other synthetics, while also improving ironing time. his product is great to use in hotels, motels, healthcare facilities, nursing homes, commercial laundries and restaurants, the company says.

Shield comes with many benefits to the laundry industry, Santec shares. he product’s residual self-saniti ing activity reduces the number of odors causing bacteria from wet contamination.

Shield inhibits the growth of organisms that act on urine to

Santec Inc.

produce ammonia in diapers and wet bed linens. It coverts harsh and rough fabrics to soft and fluffy ones in one application.

This product is safe to use on all water washable fabrics.

Santec Inc. is a provider of cleaning and hygiene solutions to the commercial and institutional marketplace, serving customers in the lodging, food service, textile care, healthcare, food and beverage sectors, as well as building service contractors. www.cleanneeds.com 908-912-2500

Every FREE monthly episode offers:

• Topics of specific interest to laundry/linen managers like you • Engaging industry-specific conversation with an expert • Business-building tips you won’t find anywhere else • Convenience of listening anytime, either online or downloading for later • Information and insight to get a leg up on competitors – give us a listen!

NEW! Laundry

Maintenance Checklist

Listen to a conversation with Dave McAllister, director of services and project management for Girbau North America, about essential laundry equipment tasks to keep your machines processing goods—and doing it well.

Customer Service Training and Technology

17

Guest Dave Balliet, director of customer relations for Hospital Central Services Cooperative (HCSC), offers his insights into enhancing customer service at all levels of a laundry operation.

Laundry Facility Cleaning Check Guest Paul Jewison, vice president of engineering at Healthcare Linen Services Group and general manager at Textile Care Services in Rochester, Minnesota, talks ways to keep a laundry operation clean.

Listen in at: americanlaundrynews.com/podcasts

ALN

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PARTS & SERVICE In need of service and or parts for all your finishing equipment manufactured

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Source Directory APPAREL FINISHING

A convenient guide to sources of products and services

CARTS, TRUCKS & BASKETS

HAPPY HOLIDAYS FROM MEESE.

19

CARTS, TRUCKS & BASKETS

1 ST C L A S S C A R T S F O R 1 S T C L A S S P R O P E R TIES

Lake Wales, FL 33859 Toll Free: 800.683.4116 Local: 863.638.3200 Fax: 863.638.2443

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Precision built, all welded, anodized aluminum carts, specifically engineered for the extremes of loading, handling, cartwash and off-site transport in your busy laundry. Available in a wide range of models and sizes, and always to your custom requirements.

Contact Eric Mendel at 800-304-4600 to learn more about our standard products and custom capabilities.

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kim@mcclureindustries.com

800-752-2821

MISSED OUR DEADLINE? GO TO:

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M.I.T. POLY-CART 211 CENTRAL PARK WEST, NEW YORK, NY 10024 800-234-7659, FAX: 212-721-9022 WWW.MITPOLYCART.COM

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Source Directory DRYER BOOSTER & EXHAUST FANS

CART-WASHING SYSTEMS

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LINT COLLECTORS & FILTERS

Pellerin Milnor Corp.

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email: kim@mcclureindustries.com 800-752-2821 • www.mcclureindustries.com

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312-361-1682 Source Directory listings in American Laundry News are sold on an annual basis at the following rates:

2020 Listings Regular Boldface Four Line Listing per Year $935 $1,170 Display and additional line rates available upon request

All Caps $1,170

All Major Credit Cards Accepted

AMERICAN LAUNDRY NEWS | DECEMBER 2020

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Source Directory

A convenient guide to sources of products and services

PARTS & SUPPLIES

LINT COLLECTORS & FILTERS

21

SMALL-PIECE FOLDERS

/////////////////////////////////////////////////////////////////////////////////////////////

DLF-500 4,000-35,000 CFM Established: 1985

Lint Lasso

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4” to 18” Duct Established: 2011

PRESS MEMBRANES LAUNDRY SPARE PARTS

OPL-Series 1,000-10,000 CFM Established: 1991

www.cleancyclesystems.com • 800 . 992 . 0697

(844) 447-5559 // www.maxi-press.us

MATERIAL HANDLING / CONVEYORS

PRESSES – EXTRACTION

Gardner Machinery Corporation P.O. Box 33818, Charlotte, NC 28233 Ph.: (704)372-3890; Fax: (704)342-0758 www.gardnermachinery.com

ENERGENICS DISINFECTION

THE WORKHORSES OF YOUR DISINFECTION PROGRAM

• “Quick Kill” Hypochlorous Generator • “UV-MAX” Ultraviolet Disinfector • “UV-Conveyor” Ultraviolet Conveyor Belts 1470 Don St. • Naples, FL 34104 • 800-944-1711

www.energenics.com

Pellerin Milnor Corp.

P.O. Box 400, Kenner, LA 70063 504-467-9591, Fax: 504-468-3094 www.milnor.com

WASHERS – CONTINUOUS BATCH Pellerin Milnor Corp.

P.O. Box 400, Kenner, LA 70063 504-467-9591, Fax: 504-468-3094 www.milnor.com

TUNNEL WASHER SYSTEMS

MAT ROLLERS

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Save 30% WF Plastic Bags Reduce Waste - Cut out the Middle Man - Build Profit

INDEX OF ADVERTISERS

Wash Fold Bags Comforter Bags Blanket Bags

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Buy Factory Direct

Made in Wisconsin Family owned & Operated

Company

Page

Page

Norchem Corp. ...........................................................................................3

EDRO Corp. ...............................................................................................13

R&B Wire Products .................................................................................13

Girbau Industrial.........................................................................................7

J.P. Equipment .........................................................................................18 Lavatec Laundry Technology .................................................................24

Source Directory listings in American Laundry News are sold on an annual basis at the following rates:

Company

Direct Machinery......................................................................................18

The Griffin Group .....................................................................................18

www.AmericanLaundryNews.com

Pellerin Milnor Corp.

P.O. Box 400, Kenner, LA 70063 504-467-9591, Fax: 504-468-3094 www.milnor.com

Royal Basket Trucks ...............................................................................11 Southeastern Laundry Equipment ..........................................................5 Stanco Industries .....................................................................................18

Miele .............................................................................................................9

Vega Systems ...........................................................................................18

Monarch Brands .......................................................................................23

Washburn Machinery ..............................................................................18

2020 Listings Regular Boldface Four Line Listing per Year $935 $1,170 Display and additional line rates available upon request

All Caps $1,170

All Major Credit Cards Accepted

22 DECEMBER 2020 | AMERICAN LAUNDRY NEWS

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Mission Linen Supply celebrates 90 years, earns international marketing award

Texcare International 2021 is moving forward, opening exhibitor registration. (Photo: Messe Frankfurt Exhibition GmbH/Jens Leibchen)

Exhibitor registration open for Texcare International 2021 F NKF M M IN, Germany — Messe Frankfurt, organi er of excare International, reports registration is open for exhibitors interested in attending the Nov. 2 -Dec. , 202 , event here, which was rescheduled due to the coronavirus COVID- pandemic.

Companies that reserve their place by an. 2 , 202 , will benefit from an early-booking discount.

“By stating their intention to exhibit at excare International, companies register their interest in taking part in the fair in Frankfurt next year,” says excare Director ohannes Schmid- iedersheim. “ hen the earlybooking deadline has expired, we will begin positioning exhibitors successively and making agreements with them.

“By this time, it should be possible to assess how the pandemic is developing in global terms. he latest news from China gives us good reason to be optimistic.”

Messe Frankfurt says excare sia & China Laundry Expo took place in Shanghai in October, generating important impulses in the recovering Chinese market. Great interest was shown not only in hygiene solutions but also in digital technologies and smart laundry systems. excare International 202 is set to be the first postpandemic trade fair to bring together suppliers and users from all of the world’s key textile-care markets, according to the organi er.

“Following the postponement and the disruption caused by the crisis, expectations on next autumn’s excare International are particularly high,” says Kerstin Horac ek, group show director technology, Messe Frankfurt.

“Manufacturers are in urgent need of a platform to present and demonstrate their explanation-intensive innovations to an international audience of trade visitors.” he trade fair organi er says excare International visitors—operators of laundries, dry cleaners and textile services—have been affected to a widely differing extent by the corona pandemic, depending on whether they service health facilities, hotels, restaurants, industrial companies, the installation trade or consumers. o make their business fit for the future, they are looking for solutions to current challenges e.g., professional hygiene, process optimi ation and customer-structure diversification , and they see great opportunities in the increasing debate about the reliability of supplies and sustainability concerning recycling in the textile sector.

In addition to the physical event, exhibitors and visitors of excare International will be able to access the sector’s biggest online product show for a whole year. he latest products of the exhibitors will be available on the excare website until the coming fair.

Exhibitor registration information can be accessed at www.texcare.com exhibitor.

S N L IS OBISPO, Calif. — o commemorate its 0-year anniversary, Mission Linen Supply says it launched a no-cost program to help hospitals streamline their supply chains, earning a gold award for its integrated marketing campaign.

Hermes Creative wards announced that EMP H, a national brand and marketing consultancy, earned the prestigious Gold international design award for Mission Linen Supply.

Mission Linen’s integrated marketing campaign includes a new sub-brand activation, Mission Medical niforms, and promotion of their nationally released program SmartBuy, which streamlines hospitals’ employee uniform programs. he campaign will be launched nationally to serve hospitals with ,000-plus employees.

“Some of the largest hospital networks in California have adopted SmartBuy to eliminate the complexities and costs associated with managing their team’s uniforms,” says Kim Garden, marketing director. he company says hospital executives in human resources, supply and procurement can reduce the cumbersome and time-consuming process of managing their employee uniform programs in a few clicks.

Some of their clients, like Martin Luther King, r.

Community Hospital, CSF Health, and Phoenix E & Medical Center, among others, save tens of thousands of dollars in administrative costs per year with SmartBuy. “ lthough we’re proud to have earned the award, we’re more excited about how the program helps busy and stressed hospital administrators reduce time managing their supply chains,” says Louis Camassa, EMP H’s managing partner. “Now they can focus on what matters most: people.” “ e partnered with EMP H on this campaign because of their background in technology,” says Garden. “ e were surprised how well they developed an understanding

EMPATH, a national brand and marketing consultancy, earned a Gold award for Mission Linen Supply’s integrated marketing campaign. (Photo: Mission Linen Supply)

Industries and Professional Laundry Systems. he combined workforce will total 20. he ac uisition of Yankee represents EVI’s first investment in the New England region of the nited States and its th ac uisition in the last 8 months. “ e believe that our track record has earned us the reputation of a knowledgeable, efficient and trustworthy ac uirer with an entrepreneurial growth culture that is attractive to business owners in and around the commercial laundry industry,” Nahmad says. “ e intend to build on that record and continue executing our long-term growth strategy.”

Mountain Electronics acquires ALJ Electronics | ALJCO B NSVILLE, N.C. — Mountain Electronics, a commercial laundry industry circuit board repair business based here, reports that on Oct. 2 it ac uired L Electronics L CO. l ohnson, founder of L Electronics in the 80s, was a pioneer in the laundry electronics repair industry, the company says, and its team is excited and honored to continue the legacy of uality repairs and excellent service that the ohnson family maintained for so long.

Mountain Electronics has been repairing circuit boards for the commercial laundry industry since , and it says it is the largest laundry electronics repair facility in the nited States.

EVI Industries completes merger of Yankee Equipment Systems

In memoriam: Dave Flattem, MIP Inc.

MI MI — EVI Industries Inc. reports that it completed its merger of Barrington, New Hampshire-based Yankee E uipment Systems Inc., a distributor of commercial laundry products and a provider of related technical installation and maintenance services on Nov. .

Yankee is a distributor of commercial laundry products and provider of related technical installation and maintenance services.

Peter Limoncelli—who EVI describes as a “young, well-respected and dynamic leader and entrepreneur”— and a team of laundry professionals have consistently increased Yankee’s revenue, profitability and market share in the New England region of the Northeast, EVI says.

Yankee will add approximately million in revenue distributed over 2,200 industrial, on-premises, vended and multi-family laundry customers.

“Yankee E uipment Systems has the most dynamic team of commercial laundry professionals in the New England market,” says Henry M. Nahmad, EVI’s chairman and CEO. “ e expect to build upon their longstanding success by expanding their product and service offering and by building distribution and service density through future ac uisitions.”

Limoncelli will be named president of EVI’s Northeast Operations, which will consist of Yankee E uipment Systems and two distributors EVI ac uired in 20 , P C

MON E L — MIP Inc. reports that sales consultant Dave Flattem died unexpectedly Oct. at his home in Shakopee, Minnesota.

Flattem oined the MIP salesforce in 20 . He was responsible for business development in the Midwest, as well as special pro ects as re uired.

Before oining MIP, he was involved in healthcare sales at Encompass Group for around 0 years.

MIP says that Flattem’s love for the outdoors was surpassed only by his Flattem love for his family.

“Simply stated, Dave was a remarkable human being and everyone at MIP is better for having known him,” the company says. “His family remain forever in our prayers.”

Flattem is survived by his wife, Lynn children, ake Flattem girlfriend, Chelsey Ludescher , Matt Kelsey Flattem, and aylor Erik Molsather grandchildren, Kaden and Keegan and other loving relatives and friends.

He was preceded in death by his parents, Bill and Pat, and other relatives. private service was held Oct. at St. Michael’s Church in Prior Lake, Minnesota.

ALN

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