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MAINTENANCE

SALES NEWS Exclusively Serving Professional Distributors

May/June 2015

Vol. 32, No. 3

Read/Download MSN At: www.maintenancesalesnews.com

MSN FEATURE STORIES Atlanta, GA

SouthEast LINK Emphasizes Green Cleaning Education & Consulting.....................6 ISSA/INTERCLEAN Seminar

Keeping Employees Engaged...................................20

MSN’s Guide To Green, Dispensers, Floorcare & More

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

Editor Harrell Kerkhoff

Associate Editor Rick Mullen Advertising Don Rankin Linda Rankin

Graphics David Opdyke Reception Misty Douglas

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

Chase Products ........................26

SCA............................................38

Nyco Products ..........................46

Expanded Technologies............28

Clearly Better Solutions...........39

Midlab, Inc................................47

_______________

von Drehle ..........................30, 42

Sofidel America ........................40

National Chemical

EDITORIAL AND CORPORATE OFFICES

Brightwell Dispensers ..............32

Clean Control Corporation.......43

Laboratories, Inc. ....................48

U.S. Battery...............................34

The Bullen Companies Inc. ......44

Sky Systems..............................52

Starco Chemical Co. ................36

The Ozone Experts....................45

Fax: (217) 268-4815

Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130 Arcola, Illinois 61910-0130 (217) 268-4959 Fax: (217) 268-4815 www.rankinpublishing.com

Industry News/Products 49 • Advertisers Index 4 • Classified Advertising 53

e-mail: drankin@consolidated.net

On The Cover: SouthEast LINK services the greater Atlanta, GA, metro area with an emphasis on educating and consulting on green sustainable cleaning. Left to right are Director of Sales Angela Olsen, President Ailene Grego and Vice President, Training & Education Jack Adelman. See story on Page 6.

Maintenance Sales News (ISSN 1040371X) is published bimonthly by Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130. Publisher assumes no liability whatsoever for content of any advertisement or editorial material contained herein. Copyright 2015, Rankin Publishing, Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form without written consent of Rankin Publishing, Inc. Periodical postage paid at Arcola, IL, and additional mailing offices. POSTMASTER: Send address changes to Maintenance Sales News Circulation, 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130

MAINTENANCE SALES NEWS ADVERTISERS’ INDEX ACS Scrubble .................................................11

Fuller Commercial Products ........................14

Nexstep Commercial Products.....................17

Aluf Plastics ....................................................13

Gift Sales Company.......................................53

Nyco.................................................................55

Americo...........................................................25

Golden Star.......................................................8

Ozone Experts ................................................22

Away Chemical ..............................................49

Ha-Ste Manufacturing, Inc...........................50

Perfect Products...............................................5

Brightwell .......................................................33

Harvard Chemical Research, Inc. ...............16

SCA Tissue........................................................7

Bullen Companies, The .................................10

Haviland Corporation...................................12

Sky Systems Co., Inc. ....................................52

Charlotte Products ........................................49

Intercon Chemical/Clearly Better, LLC .....56

SOFIDEL America ....................................3, 41

Chase Products Co.........................................27

ISSA/INTERCLEAN ....................................54

Starco Chemical.............................................37

Clean Control Corporation ............................2

JanSanOptimize.com ....................................51

SurcoTech .......................................................23

DDI System.....................................................21

Kutol Products Company .............................20

Trojan Battery................................................15

Essendant........................................................19

Midlab Incorporated.....................................18

U.S. Battery ....................................................35

Expanded Technologies.................................29

Mor-Value Parts Co.......................................24

vonDrehle........................................................31

Frank Miller & Sons, Inc..................16, 18, 24

National Chemical Laboratories, Inc. ...........9

Warsaw Chemical Company, Inc. ...............51

4 — Maintenance Sales News — May/June 2015

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SouthEast LINK Emphasizes Green Cleaning Education & Consulting

By Rick Mullen Maintenance Sales News Associate Editor

ith a strong emphasis on educating and consulting on green sustainable cleaning in place, SouthEast LINK, of Atlanta, GA, offers a complete lineup of janitorial/sanitation products, while serving the greater Atlanta metro area. “My vision is to make SouthEast LINK a nationally recognized trusted adviser on green sustainable cleaning processes and procedures,” said company President Ailene Grego, during a recent interview with Maintenance Sales News Magazine at the company’s main facility in Atlanta. “I visualize us being, not only a trusted adviser for Atlanta and the state of Georgia, but we also want to get involved in much larger organizations, such as the United States Green Building Council (USGBC), the Association of Physical Plant Administrators (APPA), and others.

“Southeast LINK is not a product-based company — we are a service-based company. We solve problems for customers and provide them with an array of services, including customized training programs, equipment repair, laundry, warewash, dispenser installations and facility audits...” “Southeast LINK is not a product-based company — we are a service-based company. We solve problems for customers and provide them with an array of services, including customized training programs, equipment repair, laundry, warewash, dispenser installations and facility audits to name a few. “Our focus is educating customers about the proper products and equipment to use that allows them to be the most efficient, while creating a healthy environment for everyone.” The company’s roots go back to 1946 when Joseph Adams founded what was primarily a warewash distribution business called the Adams Company. “Over the years, Adams realized there was a need and a want for janitorial supplies, and started incorporating them into the mix,” Grego said. “In 1983, my father, Larry Holtzman, who had a 20-year background in manufacturing, bought the Adams Company.” When her father purchased the business, Grego was completing her second year at the University of Georgia. “I left the University of Georgia and moved back to Atlanta,” Grego said. “I started working for the business during the day, and completed my degree at night at Georgia State University.” Grego was named president of the company three years ago. She currently is a shareholder, and is in the process of purchasing a majority share of the outstanding stock. “I’ve seen lots of changes over the years. Everything is different, from the products that we carry to the services we provide,” Grego said. “The way we go to market has completely changed with the advent of green, green cleaning and sustainability. We will soon be a woman-owned business, which will further change the scope of how we go to market. There are just not a lot of women in this industry. “In 1996, we were responsible for providing all of the products and services for the Summer Olympic Games. Shortly after that, we decided to make a name change to SouthEast LINK to reflect the way we visualized our company.” The 1996 Summer Olympics took place in Atlanta from July 19 to August 4. A record 197 nations took part in the Games. The 1996 event was the first to be staged in a different year from the Winter Games. Atlanta was the fifth American city to host the Olympic Games and the third to hold a Summer Olympic Games.

Looking For ‘Specialists’ Grego reported SouthEast LINK is on the way to having the best year in its history, as the company has picked up a significant amount of new business in 2015. “We do extremely well in the education market. Many of our customers are public and private universities, schools and school systems. We also have clients in such segments as health care, building service contractors, property management, hospitality, churches and movie theaters — we

6 — Maintenance Sales News — May/June 2015


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“We have found that younger peorun the gamut,” Grego said. “We ple who have already done that jumphave bounced back from the recesing around are probably a little more sion to where we have had to add stable. These candidates, who tend to employees.” be in their 30s, are still young, but are One of the company’s recent addibetter suited to look for a career vertions to its leadership team is Direcsus just a job.” tor of Sales Angela Olsen. Olsen said the company is looking “She is in charge of finding new for consultants to work in several verconsultants,” Grego said. “We prefer to tical markets, as well as candidates to call members of our sales team ‘conman general territories. sultants,’ because of their expertise.” “For some verticals, health care, Olsen has been given the task to for example, we are looking for find people who have expertise in a someone who has experience and can particular customer segment the ‘ramp up’ quickly,” Olsen said. “We company services, what Grego and would like for him or her to have Olsen call “vertical” markets. some health care knowledge, facility “This effort to find new people is knowledge and to know who to deal to not only help with our additional with in a health care organization. business, but also expand into marThe type of individual we are seeking kets where we need somebody who is probably going to be little more specializes in a particular segment,” mature or tenured in this industry.” Olsen said. “We are not just taking To the average person, many times our existing sales force and saying, the perception of the cleaning indus‘You should be good at everything.’ try is a janitor pushing a broom or We want consultants who specialize mopping a floor or cleaning a restin a certain segment, because each room. In reality, the industry is highly market is different.” technical in many ways. Today’s inSouthEast LINK’s quest to find dustry professionals must be knowlnew staff members is part of the onedgeable in many technical areas, going challenge of attracting the best from cleaning for health and sustainand brightest into an industry that is ability, to having an in-depth knowloften thought of as less than glamedge of how to sanitize and disinfect, orous. It is also a way to make sure to operating sophisticated machinery. there are younger people coming into an industry where many companies On the distribution side of the inTop: Members of SouthEast LINK’s leadership team include, left to right, Operations Manager Scott Nix, Director are trying to replace an aging workdustry, sales people also must have an of Sales Angela Olsen, President Ailene Grego, Controller Mark Sherman and Service Manager Adriaan Geuze. force. in-depth knowledge of all the above, in Second Row: Pictured left to right are Marketing Strategist Kimberly Worthy, Customer Service Rep “It is true that a large number of addition to product knowledge and the Greg Henderson, Customer Service Rep Deneice Chandler and Service Technician Manny Dos Santos. people in this industry have been in ability to help customers save money. it a very long time, and we need some “I have noticed, when inter‘new blood,’” Grego said. “To accomplish this goal, the industry needs to learn how to reach viewed, candidates seem to get a real kick or show a real interest when I start talking out and attract millennials. The problem that people have is millennials tend to stay with a about the technical side of the industry,” Olsen said. “When a candidate relates to the company for a little while, receive some training, and then move on to the next best thing. technology involved, and perceives the industry is important and has a professional feel, they seem to feed off that. “So, when I talk to a candidate, I specifically discuss things other than just a cleaning program or how we are going to sell glass cleaner. We usually talk about the latest and greatest engineered water technology, the sanitization of different facilities or environments, etc. That is when I see them perk up.” Indeed, when it comes to communicating with millennials, understanding modern technology is critical, Grego said. “Technology has completely changed the way we do business and communicate,” Grego said. “In the 1980s, when I first started, nobody had a computer or a smart Innovations today for a cleaner tomorrow. Introducing phone. Communication was all our newest product: Nova. Our new blended based on landline phone calls. microfiber mop includes microfiber and traditional yarn Now, you contact somebody and they get mad if you don’t call for greater longevity and cleanliness. them back in a minute or two. “It is instant gratification with millennials and even some of our customers now. Texting has also become a popular way of communicating. “It is becoming more difficult to Golden Star Inc | 6445 Metcalf Ave. | Overland Park, KS 66202 make a cold call. It is hard to get www.goldenstar.com | 816.842.0233 | 800.821.2792 somebody on the phone. If a sales

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consultant just walks in the door, customers no longer want a demo on products. They like get to the point. Today, a customer will ask, ‘How are you going to help me?’ Customers tend to look at the big picture, rather than just checking out a product. This is not the way those who have been in this industry 30 or 40 years are used to dealing with people.” While distributors in today’s marketplace must adjust to the changing wants and desires of customers, it is still a relationship industry, Grego said. “People buy from who they want to buy. It is all about trust,” she said. “The question is, ‘Are you going to follow through on what you promised?’ We always say under promise and over deliver.”

Never Say ‘No’ o accomplish its mission of becoming a “trusted adviser” to customers, organizations and the industry in general, SouthEast LINK’s highly trained and knowledgeable staff helps distinguish the company from the competition, Grego said.

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An important step in building trust is the company’s commitment to supply customers with their wants and needs, and to not rest until a problem is solved. “We never say ‘no’ — we always say ‘yes.’ If we don’t know how to do something, we will figure it out,” Grego said. “We always deliver what customers want, when they want it and where they want it. Most of our employees have been here 10-plus years. They are loyal, dedicated and passionate about what they do — from the president to the truck driver. “We have received calls from customers who say, ‘Your truck driver had a big smile on his face and he just changed my day and put me in a good mood.’ That is important because every person in this business is a representative of SouthEast LINK. If an employee doesn’t enjoy his or her job and isn’t passionate about it, that will come across to customers.” SouthEast LINK officials have never been shy about embracing change they feel will move the company and industry forward. Grego said the way to stay ahead of the curve is to be proactive and not reactive to change. “I think it is important, No. 1, to understand the needs of customers. Secondly, it is important for our company to be a member of organizations that discuss trends, as well as being a trusted adviser on various industry-related boards and committees,” Grego said. “We must also stay attuned to new innovative products and services. We are always looking to get a feel of where things are going. We test new products and technologies to make sure they are going to work. We don’t ever want to jump the gun and put something out there for our customers that may not be viable. “We have the knowledge and experience to provide a total system for a customer’s facility. Our consultants don’t just tell customers they need this product or that product. We show them a system that will help make their building healthy, as well as save money.”

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Taking A Stand For ‘Green’ t was the company’s long-standing commitment to embrace and not be afraid of viable change that allowed it to develop its “green” presence in the marketplace. Taking a stand on green early on has led the company toward its goal of becoming a nationally recognized adviser on green cleaning and sustainability. “Indoor air quality is important, not only to us, but also to the people who work or reside in a building,” Grego said. “We have put together LEED (Leadership in Energy and Environmental Design) programs for customers.” One groundbreaking LEED program in which SouthEast LINK played a major role was helping Philips Arena in Atlanta become LEED Silver certified. According to www.philipsarena.com, Philips Arena was the first NBA (National Basketball Association) arena to achieve this certification for an existing facility. The facility is home to the Atlanta Hawks, of the NBA, and the Atlanta Dream, of the WNBA. “We offer a full line of green products through two chemical manufacturers,” Grego said. “We have a line of carpet care products that also fit the green program. We sell equipment designed to help efficiency. The machinery is green in that it reduces the amount of chemical a customer must use. We reduced one facility’s use of stripper 90 percent over a five-year period, and that solely had to do with the efficient way they maintained the floors.” SouthEast LINK officials saw, and believed, in the potential of cleaning for health,

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safety and sustainability in the early days of the green movement. It took this kind of commitment as products and techniques evolved. “In the beginning, there weren’t good products and they were really expensive. Nonetheless, we started getting involved because we knew it was not just a fad, and eventually people would demand green products and systems,” Grego said. “Now, there are great products out there. Everything is becoming much more affordable. Why somebody wouldn’t want to go ‘green’ is beyond me.” While some people resist change to the bitter end, Grego said the large majority of SouthEast LINK’s customer base is on board with green. “It is all about taking care of our planet, our people and making a safe work environment,” Grego said, “and, in the case of schools, making it safe for our children. Using toxic chem-

icals can be harmful. Having people who do not know how to properly use those chemicals can be even more harmful. “With modern systems, etc., customers don’t run the risk of something harmful being sprayed into the air, causing eye damage, etc. There are many green alternatives available, and they have been proven to work.” Modern green cleaning systems and programs, not only help safeguard health, safety and sustainability, when used properly, they can result in significant savings for customers. “I’d say 80 percent of our customers have done business with us for 25-plus years,” Grego said. “There is something to be said for that. The reason is we have shown them how to reduce their product usage and increase efficiency.” Grego pointed out that most of a customer’s budget is taken up by labor costs, not product-related costs. “If we can help customers reduce their labor costs, that is going to go a long way in making them trust us,” she said. “With our green component, if we can help customers become recognized by such organizations as the U.S. Department of Education or the USGBC for putting programs together, that is a bonus. Most of our new business comes from referrals.”

Cleaner U hile SouthEast LINK’s leadership had the vision of what green cleaning for health and sustainability could, and has, for the most part, become, there was some education that needed to be done to bring customers along. Indeed, the company takes training so seriously it has a vice president of training and education, Jack Adelman, an industry veteran who is an expert in his field. The company has also established what it calls Cleaner University. “It has a core curriculum. We can customize classes for a facility,” Grego said. “Adelman has been with the company since my father purchased it. He was also with my father at the manufacturing company. He understands formulations and all the background behind how products are made. He has had 32-plus years experience in developing sustainable programs. He presents seminars on green cleaning, and has been asked to be on different boards and committees to teach people how to put these programs in place.” Cleaner University is a comprehensive program of seminars, product demonstrations and workshops that provide hands-on education about sustainable cleaning products and practices. Cleaner University programs include: n Hard Floor Care; n Mold and Mildew Solutions; n The Tools of Green Cleaning; n Hard Surface Training; n HOST Cleaning; n Pricing/Bidding Hard Floors and Carpet Contracts; n IICRC Certification; n Hazardous Materials;

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n Equipment; n Grout Cleaning; n Stone Care; n Carpet Care; and n Wood Floor Care. “We can customize Cleaner University classes for an individual customer,” Grego said. “Programs cover subjects from how to strip and finish floors to becoming a certified floor technician to cleaning a restroom and becoming a restroom technician. Students receive a certificate at the end of the class.” SouthEast LINK conducts classes at its facility and will also hold a class at a customer’s facility. “We also conduct classes at the Cobb Galleria Centre, which is a large facility with multiple types of flooring, to be able to do any type of training we want. They have large classroom settings,” Grego said. “We have more than 100 sessions a year, and we have M trained more than 10,000 custodians.

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“In addition, sometimes we have customers who want training on a subject that is outside our core curriculum. In such cases, we are able to create a class to meet that particular need, and we will make it available to anyone who wants to attend. “Sometimes customers just want to know how to maintain equipment to extend a machine’s life. Sometimes they want to know about what kind of flooring they are dealing with. We can do anything they need us to do related to cleaning. “If you don’t train custodians how to properly use products and equipment, you are doomed to fail. They are going to say, ‘This doesn’t work,’ because they don’t know how to use it.” While Cleaner University has a basic curriculum, the classes are still tweaked to meet the individual needs of students at any given time. “Every training program has to fit the individual customers and their cultures,” Adelman said. “For example, to present a class on how to burnish a floor with a riding burnisher, if the customer doesn’t have one, is silly. Everything is customized to the individual end-user’s needs, with the goal of increasing/improving productivity, safety, appearance, indoor air quality — all those kind of things. Furthermore, education is never a one-time thing. It is an ongoing process.” When speaking to a group or conducting a class, Adelman said he is careful not to push too hard with a message of change. “People are hungry for knowledge, but, at the same time, many really have a hard time with change,” he said. “While we are teaching, we subtly advocate change, because people can’t afford to do things the way they did 20 years ago. “I’m finding there are many organizations that hold conferences and conventions, and there are very few people who have the ability to teach and make it both entertaining and educational. We have joined, attended and have been invited to a lot of conferences where I speak to groups of 100 to 200 people.” When speaking to such groups, Adelman said he is careful to teach in generic terms, and not specifically as a rep for SouthEast LINK. “I can’t be ‘Southeast LINK specific,’ because that would be selling,” he said. “But, what we do is preach the gospel of change, and by introducing new technology we hope to spark interest.” Adelman said about 10 years ago the company began conducting what he calls “audits” for customers. “Pretend you are an official at a college or hospital, or whatever, and you ask me to come by,” he said. “I can’t make any recommendations for you until I know what you do and how you do it.” In such a scenario, Adelman asks the customer to give him some time to conduct an audit. “An audit is basically visiting a facility and meeting with the head custodian and/or cleaning personnel. If it is a school, I would possibly speak with the vice principal or principal, or in the case of a hospital, the head of custodial services,” Adelman explained. “I find out how customers do what they do. I ask to see the facility’s equipment, etc. Once I collect that data, I go back another time to make recommendations or make them by email. “Based on data gained from an audit, we can suggest improvements that would impact the appearance of the customer’s facility, as well as increase productivity and reduce costs.”


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Top: SouthEast LINK’s main facility is located in an industrial park just off Interstate 20 and a few miles from the heart of Atlanta. Right: Uniformed drivers operate company vehicles to make deliveries in a perimeter of about 70 miles around the city.

Adelman said when he first started introducing customers to the audit concept some were skeptical. “People used to ask me, ‘Why are you doing this? What is the catch?’” he said. “I have learned that developing relationships is key to building trust. Once you develop a relationship with customers, it is really hard not to be part of their culture. Once they realize we are there to be a partner, and not just a vendor, then we can develop long-term relationships. I have customers I have been calling on for 30 years. “I get, on average, 40 to 50 phone calls a day. I would say 80 percent of those calls on a daily basis are, ‘I have a problem. What do you suggest I do?,’ or ‘I need you to come by and help me.’ This is the kind of relationships we have with our customers. “They know, even though we are in business to grow our company, we have their best interests as part of our best interests.”

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Not only does SouthEast LINK teach customers about green programs and techniques, it also practices what it preaches. â&#x20AC;&#x153;We recycle and adhere to many of the practices that we teach our customers,â&#x20AC;? Grego said. â&#x20AC;&#x153;You have to walk the talk.â&#x20AC;?

Loyalty, Dedication And Passion hile much of the focus at SouthEast LINK is on education, training and adhering to long-standing philosophies that have made the company a success, there are also the everyday â&#x20AC;&#x153;nuts and boltsâ&#x20AC;? aspects of running a distributorship. There are customers to service, products to be picked, trucks to be loaded, deliveries to be made â&#x20AC;&#x201D; the list goes on. The location of the companyâ&#x20AC;&#x2122;s facility also aids in accomplishing day-to-day business activities. â&#x20AC;&#x153;We are located in an industrial park that allows easy access to main thoroughfares in the Atlanta area,â&#x20AC;? Grego said. â&#x20AC;&#x153;We have more than $2 million in inventory, and we are pulling out of 80,000 square feet of warehouse space. This affords us the ability to have next-day delivery in a large perimeter of about 70 miles around Atlanta. We are located off (Interstate 20), and we are a few miles from the heart of the city. â&#x20AC;&#x153;Our uniformed drivers donâ&#x20AC;&#x2122;t just drop items at the customerâ&#x20AC;&#x2122;s dock and leave, they deliver the order wherever the customer desires â&#x20AC;&#x201D; it is full service with a smile.â&#x20AC;? SouthEast LINK also operates a 10,000-square-foot, full-service equipment repair and maintenance shop at its facility. â&#x20AC;&#x153;We have a full service department, including vans that are used to service customers at their facilities,â&#x20AC;? Grego said. â&#x20AC;&#x153;We have certified technicians who can do warranty work on equipment we sell. We also offer preventive maintenance programs.â&#x20AC;? Despite all the new information, technologies and cleaning philosophies available in todayâ&#x20AC;&#x2122;s modern jan/san arena, it is still knowledgeable and dedicated people who make it all tick. â&#x20AC;&#x153;Our employees are the reasons for our success,â&#x20AC;? Grego said. â&#x20AC;&#x153;Our people are so loyal, dedicated and passionate about this industry. The face of the organization, as far as the customer is concerned, might be the sales person, but there is a whole team of people behind that person, making this whole thing work. â&#x20AC;&#x153;Iâ&#x20AC;&#x2122;m very excited about the future. There are so many opportunities for us to educate the world about green sustainable cleaning. Not everybody has adopted it yet, but many are starting to make the change. We have years of experience in sustainable cleaning programs to help us be an authority and a company people can trust.â&#x20AC;?

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By Rick Mullen, Maintenance Sales News Associate Editor

How To Keep Your Employees ENGAGED Derek Christian, owner of ACS Commercial Cleaning and My Maid Service, of Blue Ash, OH, and Liz Trotter, owner of American Maid Cleaning, of Olympia, WA, outlined several ways they build loyalty, motivate and keep their employees engaged, during an educational session at the recent ISSA/INTERCLEAN® North America 2014 trade show in Orlando, FL. The presentation was titled “The 7 Secrets to Employee Engagement.” “I worked for Procter & Gamble Professional for about 13 years, and after that I bought a cleaning company,” Christian said. “We do residential cleaning under a company called My Maid Service. We also have a commercial company called ACS Commercial Cleaning. In both companies, we have been able to keep our employees very engaged. “Liz’s people clean houses all day long. It is not a very glamorous business, yet her employees are so dedicated they would probably take a bullet for her.”

The seven “secrets” of keeping employees engaged that Christian and Trotter outlined are: • Hire for values • Leadership; • The why matters; • It isn’t the pay; • Develop and educate; • Make them work harder; • Team building and connection.

Seminar participants learned “The 7 Secrets To Employee Engagement.”

Hire For Values When hiring new employees, businesses often overlook, or put less emphasis on, matching a candidate’s values with those of the company. “The traditional way people hire is they run advertisements that indicate they are looking for people with this skill or that skill,” Christian said. “We can teach people job skills. What we want to hire for is values and beliefs. Does what a potential employee fundamentally believes align with the company?” Trotter added: “Everybody has values. Everybody has different values though. So, if you make a good match between your values and the people you hire, what are the chances that you are going to have a good result — better, of course. Many people know to hire for values, but how do you do that?” Trotter demonstrated what she called a “core values” deck of cards. In the deck, the cards have one word on them describing a value. “Seeded” cards have a word reflecting the company’s values. “You take two cards and you put them next to each other,” Trotter explained. “You

20 — Maintenance Sales News — May/June 2015


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give them to a potential employee and ask, ‘Which one is more important to you? The one on the left or the one on the right?’ The trick is we have seeded the deck. We put our core values interspersed with other values that we don’t care about. “They pick, and when they are finished, you look at which cards they chose that match your company’s values. What if they only get three or four out of six? Still a pretty good match for my company. What if they only get one of your cards? Is that a good match? No, because when you say it is important to follow the steps each time when doing a job, and they feel it is more important to be timely versus having integrity, they are not going to understand. They are going to say, ‘I know boss. Heard it a million times.’ Are they listening? Do they care? No, they don’t.”

Leadership While leadership can mean different things to different people, Christian said, he and Trotter outlined what is called the people-centered model of leadership. Christian used the acronym PC TACTICS, which stands for: People Centered, Trust, Ability to delegate, Communication, Transparency, Inspirational, Coaching and Strategic. “We must trust employees. We have to have the ability to delegate to them, communicate with them and provide transparency in everything they do,” Christian said. “This is so they know what is going on, and they don’t feel like a mushroom kept in the dark. You want to make sure you inspire them, provide coaching, and that there is a strategy in place that ties it all together. “Most people think leadership is all about strategy. Leadership is about coaching, developing and trusting your people. It is all about employees, which is why it is called peoplecentered leadership or people-centered tactics.”

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The Why Matters When, what, how and why — the “why” should be the first thing a business leader handles with employees, Christian said. “People want to understand,” he said. “It is a fundamental question. That is why your 2-year-old children come to you and say, ‘Why, why, why.’ That desire to know why doesn’t go away, but for some reason, we stop asking when we get older. It is a fundamental desire to understand. “‘Why’ is a question and it is important we think of it that way and don’t get offended. Why do we always question? Because ‘why’ is a question. People want to know how they fit in and why it makes sense to do something. ‘Why’ makes people listen. It invokes passion. People are very passionate when they understand why they are doing something. They don’t get passionate because they are told to do something. Employees get passionate because they understand why they are doing a particular task. It connects people. When I understand why, as a team, we are working on something, we become the team.” Trotter showed the audience a video of some of her employees telling why they continue to work at her company. “They all spoke to something that matters to them,” Trotter told session attendees. “They all had feelings on what they cared about. They had passion. That is what we are trying to get from them — their feelings and passion.” It Isn’t The Pay The setup to the discussion of the fourth of the seven secrets was a ficticious scenario where Trotter explained what happened when she received $500 as a bonus at her work. That is a good thing, except she sure could have used the money to pay the family’s water bill. And there were other things that the family needed. Soon, Trotter didn’t


have much left of her “bonus” to spend on herself. So, was the “bonus” really a “bonus?” “The next secret is, it is not all about the pay,” Christian said. “Don’t get me wrong, pay matters. You have to be fair with employees. However, once you get past the basic boundary of fair, pay stops being a primary motivator. “Recognition, connection, giving them meaningful work and making employees feel valued is more valuable. Some of the best incentives are things that they want, but couldn’t justify doing on their own. You want to find things that are geared to the individual. Maybe something an employee wants to do, but just can’t justify doing. It is not all about pay — pay is a small part of the equation.” Back to Trotter’s $500 bonus. What if her boss had given her a certificate worth $500 to visit a spa? That would be something she would not likely spend $500 on herself. But now, she can go to the spa for her own personalized “bonus.” “If you get $500 and your husband or wife or kids take it — it is gone,” Trotter said. “So, it really wasn’t your $500.” “She is going to tell all her friends about the spa,” Christian said. “The trick is you have to know what an employee wants that he or she logically wouldn’t go purchase for themselves. That requires you to talk to them and get to know them. It is going to be different for each employee.”

move on, she referred her friends to come work for us because this job would help them get somewhere. “The last part of the work and development program asks the employee, ‘What are you going to do to give back to the company? What are you going to do to generate more business? What are you going to do to develop yourself?’” Trotter added: “A company development plan binds your staff together as a team. It is something that creates team spirit. “You have to look at what is important in your company to get these three things. But remember, you have to do them all.”

Develop And Educate An important aspect of the fifth secret is what Christian called a work and development plan. He borrowed the concept from Procter & Gamble, which he said is a company consistently listed in the Fortune 500 as one of the best for hiring, training and motivating employees. A work and development plan consists of three equal parts, Christian said. They are: n Work Plan — Develop a plan for the year ahead and for the long term; n Personal Development Plan — What skills need to be developed and what tasks will be done to build them?; and n Company Development Plan — How will you help to develop the company as a whole and make it better for everyone? In discussing the three equal parts, Christian said, “What is your work plan for the next year? This is what most of us cover. What do I expect you to do for the next year at work. “Part two is what some of us do, which is the development plan. This is where I ask an employee, ‘Where do you see yourself in three to five years?’ “My bravest employee came to me and said, ‘I don’t want to work for you.’ I said, ‘I’m not dumb. Nobody wants to clean for his or her whole life. Where do you want to go? What job do you want? What skills and life experiences do you need and how can this job help you get there?’ “She told everyone in the company that story. When she did eventually

May/June 2015 — Maintenance Sales News — 23


Hard Work And Responsibility Improve Self Worth As Christian said, when opening the discussion of the sixth secret, this might seem a little harsh or counterintuitive on the surface. Christian asked the business leaders attending the presentation: “How many times have you had someone who complained about his/her job or wasn’t very engaged and you thought, ‘You have the easiest job in my whole company. All you have to do is sit there all day long?’ People don’t want to sit all day long. They want to feel like they have a sense of purpose. Employees actually do better when they work harder. They want responsibility. They want you to expect more, not less. They want you to hold them to high standards.” “They not only want it, but they need it,” Trotter added. “People need to be held to higher standards.” Christian referred to the earlier discussion on leadership and PC TACTICS, which has an element involving trust and delegate. “If you have someone who has a meaningless and simple job, are you actually trusting very much?” Christian asked. “Are you delegating anything to that person that is important? If one of your employees went away tomorrow, would anyone in the company notice? “You want to make sure you increase your employees’ feelings of self-worth by actually working them a little harder, not less. I’m not saying work people like dogs, but you need to make sure everyone has a challenging and fulfilling job.” Christian presented another scenario where providing a lack of meaningful work for an employee can be counterproductive.

“How many times have you hired someone too early and you didn’t have enough work and you kind of ruined them?” he asked. “This is how we ruin someone. We bring them on board without enough work to do.” Team Building And Connection Christian said when it comes to connecting with employees and building a team, trust is the foundation. With trust as the base principle, employers then must give their staffs opportunities to “connect.” “Maybe this means you actually set up an area where employees can talk a little in the morning, instead of coming in and telling them to ‘shut up’ and get to work,” Christian said. “It is actually a good thing for them to have a little time to talk during the day. People need opportunities to connect, as long as it is within a reasonable time frame.” In addition to trust and opportunities to connect, a third element of the seventh secret is people must have common interests and/or goals to foster a team paradigm. “The good news is they have a job and the job should help provide a certain amount of common interest and common goals,” Christian said. Communication is also an important key. “The team needs to have conversations, especially difficult ones. These conversations will help employees pull together as a team. You want to make sure you respect the individual qualities of people. Everyone wants to feel respected.” Another aspect of team building and connection is shared agendas. “You automatically have a shared agenda,” Trotter said. “You already have the agenda of wanting to do good work for your clients. You want to keep clients. “We also want you to understand the fact that you have employees who stay with your company a long time is not the be-all/end-all. Those business leaders who say, ‘My employees have been with my company for 10 years,’ or ‘We have people who have been here 19 years’ — so what. Those numbers mean nothing. If your people aren’t engaged, who cares how long they have been at the company. Wouldn’t it be better to get rid of employees who are just sucking up space in your company, earning more of your hard-earned dollars? Get rid of them. Find employees who are engaged. You want people who are doing work they like to do. They come to work in a good mood. You want people who want to be here.” Contact: ACS Commercial Cleaning/My Maid Service. Phone: 513-851-1700. Email: operations@acscleaningcinci.com. Website: www.acscleaningcinci.com. American Maid Cleaning, LLC. Phone: 360-236-1337. Email: info@myamericanmaid.com. Website: www.myamericanmaid.com.

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24 — Maintenance Sales News — May/June 2015


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Champion SprayOn® Green World N® STILL The Only Safer Choice-Certified Continuous Spray Cleaners “By its pure definition, the Offering “green” cleaners word ‘aerosol’ means ‘a and polishes that are effective, mist.’ Due to the droplet size economical and save endof Green World N®, the users time is an objective met product line is considered a by Chase Products Com‘continuous spray system.’ pany with its U.S. EPA Safer However, it works just like a Choice-certified Champion traditional aerosol package,” Sprayon® Green World N®. Albazi said. The six-product Green Using nitrogen also comes World N® line is the first full with advantages. line of cleaners and polishes “Nitrogen works well as a that comes with a continuous propellant. It’s natural, less spray system, according to expensive compared to many Chase Products Company other propellants and is nonPresident & CEO Judy flammable,” Albazi said. Albazi. “Many products today that The “N” in Green World are not even considered N® stands for “nitrogen,” a ‘green’ still use nitrogen.” natural propellant. The brand Shown, left to right, are Chase Products Company Customer Service Representative consists of six products made Jessica Janus, Regional Sales Managers Kevin Brandush and Anthony Albazi, Working Nationwide from biodegradable CleanGreand Inside Sales Specialist Timothy Rogers. With Distributors dients®. The products were Starting in 1927 as an exnot tested on animals, and they come in recyclable containers, Albazi added. They contain no harsh chemicals terminator and pesticide manufacturer, Chase Products produced its first aerosol item in 1948. Today, there are over 200 institutional/industrial mainand leave no residue or fumes. First introduced in September 2011, Champion Sprayon® Green World N® tenance products alone that bear the company’s Champion Sprayon®, Proswas one of Chase Products Co.’s most successful product launches in terms ALL® and SprayPAK® brands. These are stocked and distributed by over 1,000 jan/san distributors on a national level. of customer response and interest. The Institutional/Industrial Division is managed by Regional Sales ManIncluded under the brand are: stainless steel cleaner and polish, dust and mop treatment, glass cleaner, all-purpose cleaner, furniture cleaner and agers Anthony Albazi and Kevin Brandush, who are responsible for more than 50 manufacturer reps nationwide. Inside Sales Specialist Timothy polish, and bathroom and tile cleaner. “We’ve found these areas of cleaning to be in need of the most help within Rogers and Customer Service Representative Jessica Janus handle all custhe janitorial/sanitary industry,” Albazi said. “Five of these products contain tomer orders and requirements. Chase Products supplies such markets as hospitality, health care, education zero VOCs (volatile organic compounds), while the bathroom and tile cleaner and many other types of commercial buildings. has 1 percent VOC levels. Setting the record straight about today’s aerosols and continuing its green “We recently re-formulated the all-purpose cleaner to bring the VOC levels down to 0 percent. This is important as state governments are constantly re- focus throughout the company are two main objectives being worked on by ducing their permissible VOC levels. Also, one of the partnership requirements officials at Chase Products. “Unfortunately, aerosols still carry a negative connotation with some unwith the Safer Choice (formerly Design for the Environment) program is that informed people. They believe today’s aerosols help destroy the Earth’s ozone we continually make improvements to our products in these areas.” Another important feature of the Champion Sprayon® Green World N® layer. This is simply not true. Aerosols have not contained CFCs (chlorofluorocarbons) since 1978,” Judy Albazi said. “However, there are still some cleaners/polishes is their ease-of-use factor. “There is no easier delivery system for cleaning than this one. End-users school text books that contain outdated information. “This remains an uphill battle, which we are fighting with the help of injust spray the product at the desired location. No additional training is required, saving end-users money in the process,” Albazi said. “This is especially im- dustry resources such as the National Aerosol Association (NAA) and the portant for smaller companies with a limited cleaning budget. Our products Consumer Specialty Products Association (CSPA). Within the CSPA umbrella help end-users avoid the waste and mistakes that can be made while mixing is the Consumer Aerosol Products Council (CAPCO), which updates school teachers and science programs about today’s aerosols, and the Alliance for chemicals. This is the great advantage of using a continuous spray system.” Albazi added that there still remains a perception among some people that Consumer Education (ACE).” Focusing on the environment is important to Chase Products. For example, a “green” product will not clean as well as a standard item and/or will be higher most of the company’s products now come in DSC cans. These two-piece conin price. “Chase Products has priced its Champion Sprayon® Green World N® close tainers require less energy to produce than standard three-piece cans, and are to, or less than, many standard cleaners available in the jan/san marketplace,” made with a minimum of 25 percent recycled steel, according to Judy Albazi. Many of these cans now feature E-twist caps, which contain less plastic Albazi said. “Testing also proves that our products work. We have dispelled both concerns relative to cleaning power and price. The feedback that we have compared to typical double-shell overcaps, she added. Meanwhile, packing/shipping cartons are made from at least 25 percent recycled paper. received about these products has been very positive.” The development of Champion Sprayon® Green World N® took three-plus All of these components are completely recyclable themselves in communities years. To meet Safer Choice (then called DfE) requirements, the propellant that have appropriate recycling facilities. “This is all part of our sustainability story at Chase Products, and there is for this line was changed to nitrogen, while changes also had to be made conmuch more we can do in the future,” Judy Albazi said. cerning droplet size. The company continues to manufacture only in the United States, with its “The droplet size from the spray had to be large enough to not affect endusers with respiratory problems,” Albazi said. “Fortunately, we were able to Broadview, IL, production facility located 15 miles west of Chicago. find a supplier able to accurately measure the size of droplets and provide the Contact: Chase Products Company, Broadview, IL 60155. proper valve, helping Champion Sprayon® Green World N® meet DfE rePhone: 1-800-242-7326 (1-800-ChaseCo); quirements.” Fax: 708-865-7041. Although Chase Products is a well-known manufacturer of aerosol prodWebsite: www.chaseproducts.com. ucts, its Green World N® is not considered an aerosol.

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AFTER

Ever since, things just havenâ&#x20AC;&#x2122;t been the same.

CasterTires Reduce Wear and Noise â&#x20AC;&#x153;We installed the CasterTires at the beginning of December and after two months itâ&#x20AC;&#x2122;s hard to see any wear to the floor,â&#x20AC;? notes Jorgensen. But it wasnâ&#x20AC;&#x2122;t just Jorgensen who was pleased with the casters; the teachers also noticed a big difference. Suddenly, there was much less noise to contend with in the classroom. â&#x20AC;&#x153;The teachers are as happy as could be about it,â&#x20AC;? Jorgensen adds. â&#x20AC;&#x153;By cushioning the rollers with the CasterTires, the rooms are much quieter.â&#x20AC;? â&#x20AC;&#x153;Without the CasterTires, we would have had to re-wax the floor two to three maybe four times during the school year,â&#x20AC;? cautions Jorgensen. â&#x20AC;&#x153;Now, when you roll the chairs, there is no grinding. They have a bit of cushion and roll easily.â&#x20AC;?

Slip-Overâ&#x201E;˘ Floor SaversÂŽ for the Cafeteria Success in the STEM lab led Jorgensen to call upon Expanded Technologies to help with a similar problem in the school cafeteria. With thousands of students visiting the cafeteria every day, there was constant noise and excessive wear to the floor. )BSEXPPE

â&#x20AC;&#x153;We put the Slip-Over Floor Savers on the chairs, and the difference was night and day,â&#x20AC;? says Jorgensen. â&#x20AC;&#x153;I am very happy with the products.â&#x20AC;?

Installation is Easy Working with Expanded Technologies has been a positive experience for Jorgensen. â&#x20AC;&#x153;Bret Bushey showed me the products and how to install the CasterTires and Slip-Overs. He took measurements and set me up with a distributor I was already using. Everything worked out great,â&#x20AC;? adds Jorgensen. Now that he knows what Expanded Technologies can do, Jorgensen is looking at other solutions for cabinets and desk pads. â&#x20AC;&#x153;It is amazing how these small products can make such a huge difference.â&#x20AC;?

Tests by Velocity Consulting prove the effectiveness of our products

With Floor SaversÂŽ

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For the fix, Expanded Technologies installed Slip-Overâ&#x201E;˘ Floor SaversÂŽ to protect the floor from damage. The Slip-Over consists of a reinforced felt bottom and a vinyl sleeve that encases the existing chair or table glide.

Without Floor SaversÂŽ

Without Floor SaversÂŽ, wear is evident after only one hour in the testing machine Expanded Technologies products were shown to reduce noise by an average of 14%â&#x20AC;&#x201D;Multiply those reductions by an entire classroom full of chairs, and the difference is significant.

Expanded Technologies â&#x20AC;&#x201D; WK6WÂ&#x2021;.HQRVKD:, SKRQHÂ&#x2021;ID[Â&#x2021;H[SDQGHG#H[SDQGHGWHFKQRORJLHVFRPÂ&#x2021;ZZZH[SDQGHGWHFKQRORJLHVFRP


Floor, Furniture and Surface Protectors „ Lower maintenance costs

„ Reduce noise

2014

„ Protect floors and furniture

CasterTireTM Floor Savers® New model is easier to install with shrink wrap method

Installation takes minutes, saves hours in maintenance

“It is amazing how these small products can make such a huge difference.” - Kurt Jorgensen, Director of Operations | Union Grove High School, Union Grove, WI

Clear Sleeve™ Floor Protectors Durable to protect floors from damage t'PVSOFXTJ[FTBWBJMBCMF t5SBOTQBSFOUTMFFWFJTJODPOTQJDVPVT t'MFYJCMFTMFFWFTFDVSFMZGPSNTUPUIFMFH

Some of our Floor Savers®

Wrap-Around™ Floor Savers®

Improved Slip-On® Floor Savers®

"MTPBWBJMBCMFGPSNVTJDTUBOET

Slip-Over® Floor Savers®

Replacement Chair Tips

Our Doorstops

“The Door Stops Here” ™

Vending Machine Floor Savers®

Snap-On Floor Savers®

Gripper® Doorstops

Door Wedges

For more information, call today

888.654.7720

www.expandedtechnologies.com

Made in USA


ADVERTORIAL

von Drehle Corporation

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30 â&#x20AC;&#x201D; Maintenance Sales News â&#x20AC;&#x201D; May/June 2015


ADVERTORIAL

Brightwell Dispensers

What “Going Green” Actually Means he idea of sustainability can be interpreted in many ways. Some refer to it as being environmentally conscious; others speak about carbon footprint and “going green.” It can be argued that the lack of clarity within the industry has left businesses misinformed about sustainable practices and how they can be implemented. In addition to this, some companies feel that sustainability comes with a price tag, and question whether they will have to increase their rates to offset the costs of “going green.”

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began to transport chemicals in a concentrated form. By removing the water element, this meant that end-users were left to dilute their own chemicals. This gave rise to today’s two most common methods for diluting chemicals: manual dilution (the glug-glug method), and chemical dispensing equipment. With manual dilution the margin for error is high, and failure to dose the correct amount of chemical ratio is a costly mistake. Overdosing increases chemical waste and becomes an inventory nightmare. It drives up the budget as stock is being overused, and it also means that businesses can’t accurately forecast what they spend on cleaning chemicals over a fixed period of time. In addition to this, mis-dosing results in smeared dirt, sticky surfaces and cross-contamination. So How Do We Ensure Accurate Dosing And Dilution? Accurate dilution can be achieved through the use of chemical dispensing systems. The most common type on the marketplace today is a venturi system, which is available as part of Brightwell Dispensers’ ECOrange. Brightwell Dispensers’ venturi system known as ECOMIX COMPACT is connected to water mains and dilutes a pre-determined ratio of chemical into a final solution. The unique patented dilution ring allows for accurate dilution, and is fully customizable depending on required use and application. So now that we have seen how equipment plays a part in adopting sustainable policies, let’s examine how to apply sustainability to the overall operations of a business.

Undoubtedly, the big question on everybody’s mind is: What Is Sustainability And How Does It Impact On My Business? To put it in layman’s terms, sustainability should be about improving your business to enable you to operate over a long period of time. It involves reducing waste and putting in place efforts to efficiently use your company’s resources to ensure continued success. The most important thing to bear in mind is that sustainability is not a burden or an additional cost. In fact, becoming environmentally-friendly should help lower costs because companies end up reducing the resources they use. Let’s take the professional hygiene industry as an example. Chemical usage is coming under increasing scrutiny as companies are using chemicals which contain, and produce, fewer hazardous materials. However, it shouldn’t stop there. Companies should also take into consideration the manner in which they dose and dilute chemicals. Over 30 years ago the hygiene industry recognized the need to improve its green credentials. Traditionally, bulk cleaning products were shipped in large 15-, 20and 25-gallon drums made up of chemical and large volumes of water. To reduce shipping costs and carbon emissions associated with heavy freight loads, they 32 — Maintenance Sales News — May/June 2015

The Three Ps Of Sustainability When we speak about sustainability, we are referring to a company’s social, environmental and financial performance. It’s about trying to find a balance between sustaining human resources and the environment, while also sustaining the economics of the situation so that the company can remain competitive and profitable, thus enabling it to move forward. Again, we can apply this to the example of chemical dilution and dosing systems: Social — Brightwell Dispensers’ ECOMIX COMPACT improves health and safety standards for the user as contact with chemical is greatly reduced. Additional accessories, such as lockable cabinets, further help to eliminate risk; Environmental — With one pouch of concentrated chemical being the equivalent of 75 ready-to-use spray bottles, diluting concentrated chemical at the point-of-use serves greatly to reduce carbon emissions and packaging; and, Financial — Precise dosing minimizes waste by ensuring that only the exact amount of chemical required is used. Furthermore, transport costs are lowered and downtime associated with chemical-related incidents is lessened. Remember, your mission to become a more environmentally-focused business shouldn’t be considered a chore. Think of it as more of an investment in the future of your business, your stakeholders and the planet around you. For more information, contact Brightwell Dispensers Inc., at www.brightwell-inc.com, call 913-956-4909, join the conversation on Twitter @brightwell_disp, and follow the company on LinkedIn.


Precision is a thing of beauty. Brightwellâ&#x20AC;&#x2122;s chemical dilution system is a precision proportioner SURYLGLQJUHOLDELOLW\DQGFRVWLQXVHEHQHÂżWV Key features include: â&#x20AC;˘ â&#x20AC;˘ â&#x20AC;˘ â&#x20AC;˘ â&#x20AC;˘

Patented dilution ring to easily set the desired concentration $YDLODEOHLQORZĂ&#x20AC;RZDQGKLJKĂ&#x20AC;RZYHUVLRQV Easy push operation, with optional lock on capability 6PDUWĂ&#x20AC;H[LEOHDQGVW\OLVKGHVLJQ Customer branding, with color coding options

Contact us on + 1 913 - 9564909 or visit: www.brightwell-inc.com @Brightwell_disp

Brightwell Dispensers Inc


ADVERTORIAL

U.S. Battery

Avoid Expensive Battery Upgrades While Lowering Operating Costs On Battery Powered Floor Cleaning Machines By Fred Wehmeyer, Senior Vice President/Engineering U.S. Battery Manufacturing

There’s no doubt that when your floor cleaning machine is down because of a dead battery, it costs time and money. When equipment doesn’t perform to meet tight cleaning schedules, a common mistake is to upgrade to a more expensive Lithium or AGM battery, without first addressing the root cause of the problem — poor battery maintenance. Battery charging, checking water levels and other battery maintenance procedures are time consuming. Because of this, they are often neglected in favor of a low or no maintenance solution. It’s true that Lithium and AGM batteries eliminate the need for maintenance with deep-cycle, flooded lead-acid batteries. However, if you can be strict on implementing proper battery maintenance procedures, you’ll be able to see that the costs of utilizing FLA batteries in your cleaning equipment is much lower than alternative battery types. Increasing the service life of your cleaning machine’s batteries takes some additional steps to ensure they are being properly charged and maintained. Here are some simple steps you need to include that will dramatically increase the service life of FLA batteries, and lower your annual operating costs.

Know When To Charge Your Batteries Knowing when to charge your batteries can make them last much longer, so determine the depth of discharge to extend their cycle life. A battery’s depth of discharge (DOD) is the capacity taken out of the batteries as a percentage of its overall capacity before recharging. The lower the depth of discharge in FLA batteries, the greater number of cycles they will deliver. Theoretically, a battery that is routinely discharged to 30 percent DOD will last about 2.2 times as long as a battery that is discharged to 60 percent. Knowing this can reduce your overall operating cost in the long run, by yielding greater cycle life and ultimately extending the time between battery replacements. To determine your battery’s DOD, you’ll need to check the state of a battery’s charge with a simple hydrometer. As the DOD changes, the specific gravity of the electrolyte within the battery also changes. By taking hydrometer readings and comparing the specific gravity readings against the battery manufacturer’s specifications that show specific gravity (SG) versus state of charge, you’ll be able to determine the DOD at any given point. Take that information and note how many service hours it took your equipment’s batteries to reach a 20 or 30 percent DOD. Then you’ll soon learn when it’s the optimal time to charge your batteries to get the most cycle life out of them.

Properly Water Batteries Or Consider A Single Point Watering System After normal charging, check the electrolyte levels in the battery cells. It’s essential to fill each cell with distilled water to the point that the cell plates are covered prior to charging, and that the electrolyte is still below the vent wells. Because it takes longer to pop open the cell caps on each and every battery and fill with water, consider a single point watering kit. This not only cuts the watering time significantly, but also prevents over or under-filling. The cost of a watering kit will often pay for itself over time in labor savings and by extending battery life.

Perform An Equalization Charge Once every month, routinely perform an equalization charge to the batteries. This reduces the possibility of electrolyte stratification, a condition that occurs when the acid in the electrolyte fails to mix completely and settles to the bottom of the battery cell. The method used to properly equalize batteries is as easy as using a high-quality battery charger that features an automatic equalizing mode, or has the capability to extend or restart the charging process as needed. If you perform these procedures, along with normal charging and watering, you will see a dramatic difference in the overall service-life of the batteries in your cleaning equipment. After you begin to see some real savings, it will definitely change the way you think about battery maintenance procedures, and the importance of taking the time to perform them. For additional resources on battery maintenance and videos demonstrating the techniques mentioned here, visit U.S. Battery’s website at www.usbattery.com.

34 — Maintenance Sales News — May/June 2015


ADVERTORIAL

Starco Chemical Co.

Selecting The Right Manufacturer For Janitorial, Food Service & Laundry Customer Needs By Martin Zaret, Vice President, Sales Starco Chemical Co.

When it’s time to select the right chemical manufacturer for your product line, it is best to go with a proven leader. Although price is a key factor in today’s cost conscious market, you should make sure that the manufacturer you deal with delivers consistently high quality products that perform day in and day out. Properly manufactured products, such as Starco Chemical’s line, have a long shelf life & good stability ensuring the distributor sells out his stock, has little product waste and obtains those valuable customer reorders.

In today’s environment, product safety is a must. Suppliers must package products that meet the new GHS labeling standards and have upto-date SDS sheets available providing full conformance with the latest OSHA requirements. Starco Chemical, with high quality control standards, delivers reasonably priced, high performance products on a consistent basis. Our computerized compliance system insures that the products we ship to you meet or exceed all of the latest regulations. If you are looking for a conventional product such as Terrifico Lavender Cleaner, a U.S. EPA Design for the Environment certified product such as Starco’s Green Key® All Purpose Cleaner, a powdered Laundry Detergent like Signal 15 or the latest solid warewashing product like Diamond 1000 Solid Pot & Pan you can be assured that Starco is your one-stop source for liquid, powder and solid products! Starco is a leader in kitchen, janitorial, maintenance cleaning and On Premises Laundry products. All products are manufactured in the most modern, efficient, vertically integrated, environmentally sustainable factory in the industry today.

If you are sourcing the latest in high quality floor care products, hand and body soaps, disinfectants, ware washing formulations or the most advanced laundry products, Starco can be your source for quality products at the lowest possible cost. Products such as Summit Floor Finish, Sof-Touch Body and Hand Soap, Diamond 1000 Disinfectant, and Big Red Oven Cleaner deliver top notch results for the most demanding users. For superior performance and quality at the right price you can trust Starco Chemical to deliver! For more information, please contact mzaret@starcochemical.com or (800) 654-7627.

36 — Maintenance Sales News — May/June 2015


ADVERTORIAL

SCA

SCA Launches New Tork Coreless High Capacity Bath Tissue Dispensing System In North America New Bath Tissue Dispensing System And Tissue To Provide Improved Washroom Efficiency And Waste Reduction Without Sacrificing Comfort Or Style SCA, the producer of the Tork brand of away-from-home professional hygiene products, announces the launch of its new Tork Coreless High Capacity Bath Tissue Dispensing system in North America. Designed with end-customers’ needs in mind, the Tork coreless system is an efficient washroom solution, reducing waste and maintenance expenses while improving guest experience. “At SCA, our customers expect us to help meet the needs of modern office buildings — from controlling costs to creating the best tenant and patron experiences possible,” said Cheryl Rickert, washroom marketing director for SCA’s Away-from-Home Professional Hygiene business in North America. “We are excited to add the new coreless solution to our Tork washroom lineup, giving owners and operators enhanced options for reducing waste and improving maintenance efficiencies.”

Reducing Waste And Improving Washroom Efficiency Tork strives to provide washroom solutions specifically tailored for its end-customers to increase efficiency. The result is a system that combines a compact space saving roll with high quality, soft, EPA-compliant tissue to ensure high functionality. The new packaging reduces storage space requirements, providing customers with up to two times more capacity per cubic foot compared to conventional bath tissue. Tork has removed 95 percent of the packaging waste used in traditional bath tissue prod-

ucts by eliminating the corrugated packaging, traditional cores and inner wrappers. Each EPA-compliant roll can last up to three times longer between service intervals compared to conventional tissue, saving your staff time and labor. New Tork Coreless High Capacity Bath Tissue dispensers are a perfect fit for washrooms with limited space. Two coreless high capacity rolls equal up to five conventional bath tissue rolls. The dispenser is easy to use and meets ADA requirements for bath tissue. It’s a great choice for medium/high traffic washrooms where guest expectations are high and where efficiency and cost are equally important. Stub roll waste is now practically eliminated thanks to the locking mechanism that protects the reserve roll from being accessed until the first roll is completely used. Translucent cover makes it easy to see when a refill is required reducing time and complexity involved in maintaining the system. Tork Coreless High Capacity Bath Tissue Rolls and Dispensers are available in June 2015. To learn more or to sign up for a free trial, visit www.torkusa.com or www.talktork.com. Contact Susan Duncomb at 952-346-6072 or sduncomb@webershandwick.com for more information.

About Tork The Tork brand offers professional hygiene products and services to customers ranging from restaurants and healthcare facilities to offices, schools and industries. Products include dispensers, paper towels, toilet tissue, soap, napkins, and industrial and kitchen wipers. Through expertise in hygiene, functional design and sustainability, Tork has become a market leader. Tork is a global brand of SCA, and a committed partner to customers in over 80 countries. To keep up with the latest Tork news and innovations, visit: www.torkusa.com or www.tork.ca.

About SCA In North America, SCA produces the Tork line of dispensers, towels, tissue, soap, napkins and wipers used in commercial settings such as office buildings, restaurants, schools and healthcare facilities and the TENA® line of incontinence care products used by consumers at home and in healthcare facilities. TENA and Tork are the global leading brands in their categories. For more information, visit www.sca.com/us. Globally, SCA is a leading hygiene and forest products company. We develop and produce sustainable personal care, tissue and forest products. Sales are conducted in about 100 countries under many strong brands, including the leading global brands TENA and Tork, and many regional brands. As Europe’s largest private forest owner, we put great emphasis on sustainable forest management. SCA has about 44,000 employees. Sales in 2014 amounted to $15 billion. SCA was founded in 1929, has its headquarters in Stockholm, Sweden, and is listed on the NASDAQ OMX Stockholm stock exchange. For more information, visit www.sca.com. SCA delivers sustainable solutions with added value for our customers from safe, resource efficient and environmentally sound sourcing, production and development. Recent third party accreditations for the SCA sustainability work include Dow Jones Sustainability Index 2013, the WWF Environmental Paper Company Index 2013, and Ethisphere – World’s Most Ethical Companies 2014.

38 — Maintenance Sales News — May/June 2015


ADVERTORIAL

Clearly Better Solutions

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

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Smart Beverage Tray® — Sugary syrup and alcohol residue in beverage and bar sink drains is a breeding ground for fruit/drain flies and bacteria that clogs the drainage lines. The solution...simply place 1 or 2 Smart Beverage Tray® Solution drain maintenance cartridge sleeves into the bottom of the fountain or bar trough sink. The Bug Block eliminates the fruit/drain flies and the Bio Block enzymes eliminates odors and clogs in the drain lines for 30 days. The product is available in 12 and 48 packs. “The combination of these two parts of each Smart Beverage Tray® gets rid of clogs and organic material, while eliminating the flies and larvae. The product is designed to last up to four weeks in the beverage or beer tray and then simply replace with a new one,” Intercon Chemical Company President Jim Epstein said. “End-users simply put the Smart Beverage Tray® under the beer tap or soda fountain grate and this will soon eradicate any issues.” Smart Trap™ — Remember how effective fly strips were? Smart Trap™ has the same efficacy and safety and is ideal for use around food. This environmentally safe fruit fly trap is non- toxic, contains no insecticide and is very effective. Smart Traps are aesthetically pleasing and “hide in plain sight,” looking like a scent diffuser with customers even installing these traps in donut cases. The plastic holder is recyclable. Prime areas for No Flies Zone fruit fly infestation is on or near liquor bottles where fruit flies are attracted to sugars; around spilled food on the floor, behind cabinets, under tables, and on or under food prep areas. No kitchen is immune

from fruit fly infestations year round as fruit fly eggs come in on fresh produce. When Smart Trap™ is used in conjunction with Smart Beverage Tray® and Smart Drain® it can eliminate up to 98 percent of fruit flies and drain flies in commercial kitchens and bars. Smart Trap™ lasts 30 days and requires no batteries. Smart Drain® —Removing the floor drain cover in a commercial kitchen will almost always reveal a disgusting, unsanitary problem. It’s here that grease, oil, fats and organic debris can collect and rot. Because of this, it is also a favorite place for drain flies to lay their eggs. Eventually, these newly hatched flies will cause a nuisance around soda fountains and beer taps, too. This is an even worse problem during the warm seasons and for restaurants with outdoor kitchens and bars. The Smart Drain® device works great in the kitchen and restrooms by eliminating drain clogs/odors and drain flies. Simply remove existing drain covers and install patented drain covers which house the dual action Bug Block and Bio Block drain cartridges. It takes seconds to install, lasts for 30 days. With the Smart Key, end-users don’t have to touch the Smart Drain® cartridge to remove it. Simply click onto the cartridge and lift it from the drain cover — then toss the cartridge and key into recycling or the trash.

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

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

Visit www.clearlybetter.com and www.interconchemical.com for more information. May/June 2015 — Maintenance Sales News — 39


ADVERTORIAL

von Drehle Corporation

42 — Maintenance Sales News — May/June 2015


ADVERTORIAL

Clean Control Corporation

High Performance Products That Meet Customer Expectations Without Harming People, Property Or The Environment Since incorporation in 1991, Clean Control Corporation’s research and development has continued to build upon the foundation of high performance products that meet customer expectations without harming people, property or the environment through the innovation of processes, products, organization and marketing. Therefore, our team is dedicated to producing effective products using the safest chemicals possible while complying with environmental, safety and health regulations. By Clean Control Clean Control recognizes the benefits of Corporation Vice President of Research & Development competing on innovation rather than on price. Cory S. Hammock Implementing sustainable practices, producing less waste and reducing energy use requires innovation and continuous improvement. These improvements include product design; as well as, suppliers and raw material selection. Additionally, sustainability in marketing occurs as “green” branding or “eco” labeling. For the past 35 years, studies have increased regarding the sustainability of our global human impact and the interrelated problems of environmental stress and competition for non-renewable raw materials, land and energy. Thus many ingredients have become the subject of intense scrutiny, resulting in their elimination from product formulations. On March 4, 2015, The U.S. EPA announced its new Safer Choice family of labels that are designed to help people recognize household and institutional products that EPA has identified as environmentally preferable. Products with the Safer Choice label help consumers and commercial buyers identify and select products with safer chemical ingredients, without sacrificing quality or performance.

Training on the proper use of these and other Clean Control products is available via electronic and printed literature, product labels and information sheets. This includes step-by-step instructions for the proper dilution, use, disposal and appropriate protective equipment needed. We have been engaged in extensive preparation for transition to GHS Labeling of Chemicals in compliance with the revised OSHA regulation; defining health, physical and environmental hazards of chemicals; creating classification processes that use available data on chemicals for comparison with the defined hazard criteria; and communicat“Recently, the company’s focus has been on introducing more ing hazard information on labels and Safety Data Sheets (SDS). The safety concentrated products, while implementing plans to data sheet (SDS) and label changes were completed well in advance of the reduce or eliminate ready-to-use products from our line statutory deadline of June 15, 2015. Additionally, we completed the Walof certified products when alternatives are readily available.” mart, U.S. EPA, and CSPA ingredient disclosure initiative through public online disclosure in December 2014. Sustainability is a major challenge for manufacturers, compounders, disGreen Seal, Inc., works with government agencies and programs at the federal, state and local levels, organizations and individuals to share in the mission tributors and the community at large. Clean Control has accepted the chalto create a greener marketplace for a better world. Claims for products certified lenge, facing the future and the interests of coming generations by working under the Green Seal™ GS-37 environmental standard for industrial and in- with our suppliers, customers, the Green Seal GS-37 Certification Program stitutional cleaners are based on reduced human and environmental toxicity and U.S. EPA Safer Choice label, and other partners to reduce the impact of our products on the environment through innovation and a process of conand reduced volatile organic compound content. Recently, the company’s focus has been on introducing more concentrated tinuous improvement. products, while implementing plans to reduce or eliminate ready-to-use products Visit our sustainability webpage at from our line of certified products when alternatives are readily available. In www.odobanprofessional.com/rd-and-sustainability/sustainability.php April 2015, three new Earth Choice® products where introduced with Green for additional information on Seal GS-37 certification. Each new formulation was designed for 1:32 dilutions Clean Control Corporation’s accomplishments. for use with a 1 ounce (per quart) dispensing pump.

May/June 2015 — Maintenance Sales News — 43


ADVERTORIAL

The Bullen Companies Inc.

The Next Level In Green, Sustainable And Resilient Floor Maintenance

Five years ago, The Bullen Companies Inc., and its e-clean products division, introduced the next level in green, sustainable, resilient floor maintenance with its new SanoVerde® floor care system. SanoVerde® is a Spanish phrase meaning healthy and green. Since its introduction, the program has been demonstrated and tested under a variety of conditions and facilities. Three years ago, a distributor was awarded a floorcare contract, thanks to the advantages of SanoVerde® and green cleaning. The Bullen Companies just filled the spring/summer orders at a considerable savings for the school district. With its no-strip promise and other advantages, SanoVerde® can be the perfect solution to help a business be more environmentally friendly. The SanoVerde® floor care system can offer the following advantages: • 40 percent labor cost reduction; • 33 percent less floor finish and stripper cost; • 38 percent less indoor air pollution; and, • 38 percent pollution reduction. 3-Year No Strip Promise This philosophy of “Healthy & Green” has guided Bullen’s choice of ingredients for SanoVerde® from the very beginning. By using the SanoVerde® floor care system, endusers can save their businesses money while helping the environment at the same time. The SanoVerde® floor care system, which is comprised of five EPA DfE approved products, is designed to give end-users a three-year minimum, no strip floor. With this no strip promise, SanoVerde® can provide up to a 33 percent savings in floor finish and stripper cost. The SanoVerde® floor care system is comprised of a Floor Finish, a Floor Cleaner, a Floor Restorer (gel or liquid) and a Deep Scrub & Stripper. These products were developed to work together to achieve the three-year minimum no strip result. SanoVerde® Floor Finish is a zinc-free interlock polymer coating that dries to a deep gloss and is extremely durable under heavy traffic. When used with SanoVerde® Floor Restorer (gel or liquid), the finish is easily repaired, cleaned and restored to a brilliant gloss. When used with companion products, SanoVerde® Deep Scrub & Stripper and Floor Cleaner, floor care maintenance programs will produce a safe, clean, glossy floor surface that is durable, will save money and is compatible with the environment.

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The Bullen Companies’ ‘Green’ Background In 1993, the president of the United States announced Executive Order 12873 entitled, “Federal Acquisition, Recycling and Waste Prevention,” and directed the federal government purchasing authorities to show favor to products and services that, “Have a lesser or reduced effect on human health and the environment when compared with competing products or services that serve the same purpose.” The Bullen Companies joined with EPA and the EPA’s Design for the Environment (DfE) program for all of its e-clean products. DfE is a voluntary partnership program that works directly with the industry to integrate health and environmental considerations into business decisions. Green And Getting Greener The Bullen Companies began a program over five years ago to use only safer surfactants in all its cleaning, disinfecting and maintenance products. Safer surfactants, as defined by the Safer Detergents Stewardship Initiative (SDSI) under the DfE program, are surfactants that break down quickly to non-polluting compounds and help protect aquatic life, in both fresh and salt water — all without changing the product’s performance. Nonylphenol ethoxylates, commonly referred to as NPEs, are an example of a surfactant class that does not meet the definition of a safer surfactant. Therefore, Bullen has commenced a total phase out of NPEs in all of its products. Bullen’s goal is to complete a 100 percent transition away from NPEs over the next 36 months. In addition, Bullen commits to using safer surfactant alternatives recognized by the DfE and listed on the www.Cleangredients.com website. The Bullen Companies began the transition to safer surfactants through the launch of its DfE-approved e-clean product line and private label products. Currently, the company has 59 DfE-recognized products. This number is growing with the addition of product lines such as SanoVerde®. Bullen has also replaced NPEs in many existing products over the last 18 months to help meet the environmental requirements of its customers. For more information on the SanoVerde® Floor Care System, visit: www.e-cleanproducts.com. For more information on The Bullen Companies, visit: www.bullenonline.com.


ADVERTORIAL

The Ozone Experts

Ozone-Generated Products That Improve Indoor Air Quality And Meet The Most Stringent “Green” Qualifications Green is today’s new gold when it comes to selling products within the jan/san industry. country air is 2,000 to 4,000 negative ions per cubic centimeter (about the size of a sugar Every company seems to have environmentally friendly products to sell. Which of these cube). At Yosemite Falls, there are over 100,000 negative ions per cubic centimeter,” Duffy products are truly green, actually work and are worth the investment are key questions said. “On the other hand, the level is far below 100 per cubic centimeter on the Los Angeles freeways during rush hour.” many distributors and end-users are trying Ozone is not used as a re-odorant, but rather totally She further explained that negative ions to answer. cause microscopic particles (particulates) The Ozone Experts offers a wide range of destroys offending gases, reacting with contaminates floating in a room, that often cause people ozone-generated products under the brand to have allergic reactions, to clump together names Newaire, Queenaire Technologies in air, water, and on fabrics, walls and ceilings. and fall to the floor where they can be vacand Rainbowair Activators that improve uumed. This is due to an electrostatic charge between the negative ions and other air molindoor air quality and meet the most stringent “green” qualifications. Ozone is often referred to as nature’s own purifier. It’s most evident at the seashore, near ecules and particles in the air. Negative ionizers have been used for years to help rid closed a waterfall, in a rain forest and after a thunderstorm. Ozone makes up approximately 20 indoor environments of allergens floating in the air. percent of the air being breathed everyday, and has been used over the past century to purify “Our products are proven to be good alternatives to chemicals when it comes to indoor air water and eliminate a wide range of odors. quality. They are less expensive and less maintenance intensive, plus they do a better job,” Ozone is not used as a re-odorant, but rather totally destroys offending gases, reacting Duffy said. with contaminates in air, water, and on fabrics, walls and ceilings. And ozone is green. EXPERIENCE COUNTS “What can be greener than Mother Nature’s very own air cleaner?” Queenaire TechWith a management team in place that features over 30 years of experience in the ozone nologies President Susan Duffy asked. “One of the most difficult issues to deal with when industry, The Ozone Experts provides a wide variety of products that incorporate the most upcreating a ‘green’ environment is that of improving indoor air quality. Lack of proper ven- to-date ozone generating technology. Further, a trained service team offers maintenance and tilation, low negative ion levels and odors all contribute to poor indoor air quality regardless repair on several different makes and models of ozone equipment. of what type of industry is involved. A key product for The Ozone Experts is The Rainbowair 5401 MS (Mobile Station) ozone“We can all relate to the idea of freshening our home, office and vehicle by opening generating unit. Jan/san distributors looking for extra sales should follow their noses. Foul the windows and letting fresh air blow through. This odors can lead to more business. Potential customers are leaves the area smelling fresher and cleaner. What many seeking effective ways to eliminate foul odors and the people don’t realize is that the ozone being generated natRainbowair 5401 MS (Mobile Station) ozone-generating urally in the air outdoors is what has the deodorizing efunit can solve the problem. fect when the breeze blows through.” The unit comes complete with an auto kit and mainteShe added that ozone generation is a simple and clean nance kit. It includes alcohol wipes, cleaning brush, 25technology that helps naturally eliminate odors without foot extension cord and a professional mobile work box. the use of harsh chemicals. According to Duffy, the Rainbowair 5401 MS is great “From the restroom to the garbage area and every room for helping distributors find extra business with customers in between, this is the safest, most effective means of located in peripheral markets. eliminating troublesome odors while improving air qual“When people see ozone generators, they either think of ity,” Duffy said. “The bonus is that end-users will actually fire and flood restoration, or products that are designed to save money in the process. eliminate foul odors in hotels and apartments,” Duffy said. “There are a lot of companies that indicate their prod“However, distributors should know that ozone products ucts are natural and green. However, the way I look at it, are also great for such places as car dealerships, schools, if you bring a product in, such as a chemical, with the idea nursing homes, day care centers, pet stores, funeral homes, of improving air quality — once it’s used, it still remains. automotive detail shops, hair and nail salons, laundromats To me this is not natural.” and even tractor trailers used to transport food. Ozone has With an ozone machine, she added, basically all that is been found to kill certain types of bacteria growing on being done is manipulating the indoor air by splitting food, thus eliminating unpleasant food smells. oxygen molecules. This process eliminates odors. “There are places distributors drive by everyday that can High levels of ozone are necessary in most commercial use an ozone-generating unit, such as the Rainbowair 5401 applications, allowing the user to shock the area being MS. End-users find that these units quickly pay for themtreated to eliminate odors quickly and completely. The selves, and they provide high margins for the distributor. larger Rainbowair and Queenaire models are ideal for If a distributor walks into a facility and encounters a foul these types of applications. In a smaller room or areas that scent, this could mean another opportunity for a sale.” need ongoing odor control, however, high levels of ozone The Rainbowair 5401 MS has been particularly popular can become an irritant. The Newaire line of products prowith car dealers looking to eliminate unwelcome smells duce a much lower level of ozone. found in new and used vehicles. The product is packaged “Our Newaire technology allows people to treat as a mobile work station and includes everything needed smaller areas such as a restroom, hotel lobby or office,” to properly deodorize a vehicle. It has a life expectancy of The Rainbowair 5401 MS Duffy said. “The products we provide increase the nega15 to 20 years. tive ion count in a room, which removes particulates. This is done by creating a low level Other potential end-use customers for the Rainbowair 5401 MS are realtors. of ozone, such as found outdoors.” “There is nothing easy about selling a house that smells. For the realtor, the Rainbowair Ions are charged particles in the air that are formed in nature when enough energy acts 5401 MS is paid for after just one home sale. There are also opportunities for the distribupon a molecule such as carbon dioxide, oxygen, water or nitrogen to eject an electron utor to sell plug-in ozone units for homes that feature ongoing odor issues due to pets, from the molecule, leaving a positively charged ion, Duffy explained. The displaced elec- etc.,” Duffy said. tron attaches itself to a nearby molecule, which then becomes a negatively charged ion. It The Ozone Experts manufactures its products from the company’s modern facility located is the negative ion of oxygen that affects people the most. in upstate New York. “Near a waterfall or high in the mountains are two places that thousands of negative ions can be found. They create an effect on human biochemistry. The normal ion count in fresh Visit www.ozoneexperts.com or call 1-877-64 OZONE for more information.

May/June 2015 — Maintenance Sales News — 45


Nyco Products

History Lessons: Will pH Neutral Cleaners Follow The Path Of Green? By Stephen Ashkin

When marketing departments were charged with promoting “green” cleaning products nearly a quarter century ago, the driving purpose wasn’t to reinforce the perception that eco-friendly offerings were better for the environment and worth buying. After all, very few people would argue against doing something safe for the environment.

Enter pH Neutral Cleaning Products

The pH scale is used to determine how acidic or alkaline a cleaning solution is. On a scale of 1 to 14, cleaners with a pH rating below 7 are considered acidic and those over 7, alkaline. The lower or higher the pH, the more acidic or alkaline the product is. Alkalinity and acidity can help performance, depending on the soil to be cleaned. Alkaline cleaners help dissolve and loosen many types of grease, soils, protein stains, and the like The original purpose of green marketing was to fight a simneeded for everyday professional cleaning. Acids tend to be ple perception. That is, while green cleaning products may more effective at removing rust stains, mineral deposits and have a reduced impact on the environment, it comes at the cost calcium build-up. of performance. This inaccurate perception is still held by While it is generally accepted that pH neutral products are some industry segments, distributors, facility managers and safer for users and the environment, the historical tradeoff cleaning professionals. has been performance. Just as green cleaning products have Twenty-five years later, chemical manufacturers can now evolved with improved performance over time, however, reerase these perceptions, not because of “green PR,” but becent advancements in molecules and solvents have enabled cause well-formulated green products actually work. high-performance pH neutral cleaners to be formulated. One The increased use of green cleaning products can be a good such new solvent, called Omnia™, has been specifically decase study for manufacturers looking to shift perceptions of veloped for the cleaning industry by Eastman Chemical pH-neutral cleaning brands that are garnering greater attention Company. Stephen Ashkin and interest in the professional cleaning marketplace. Just as “Safety, along with a reduced impact on the environment, in the green-cleaning industry, while many distributors and end-users believe that are of course top priorities for any new cleaning product introduced to the profespH neutral products might have less health and environmental impact, they’re not sional cleaning industry,” says Carol Perkins, industry leader for Industrial and convinced pH neutral cleaners can have wide-ranging cleaning performance. Household Care at Eastman. “But there won’t be a market for these products unless The question remains as to whether manufacturers of pH-neutral cleaners will they have proven, cost-effective performance.” take a history lesson from their counterparts in the green cleaning industry. To prove that pH neutral cleaners can be both effective and safer for users, Nyco Products Company worked with Eastman to formulate a line of cleaners — a deA Brief History Of Green’s greaser, a restroom cleaner and a multi-surface cleaner — using Eastman’s pH neutral Omnia™ solvent. Roller Coaster Ride Tests were done comparing the performance of these pH neutral OM1 Series Before examining today’s technological advancements in pH neutral cleaning, cleaners to traditional cleaners by testing how well they worked on a wide range of it’s worth taking a look at the journey green cleaning products have taken over the difficult-to-remove soils. past few decades. “In one instance, the number of times it took to scrub tar off of a vinyl tile was A lot of the PR problems faced by green cleaning products are rooted in the 1970s, tested,” mentions Perkins. “In this case, Nyco’s pH neutral OM1 Series cleaner when the first green cleaners were introduced for the consumer market. During this (Power Degreaser) was able to remove the tar in two-thirds fewer scrubs than a condecade, the EPA was created by President Nixon, the Clean Air Act was passed, and ventional product.” the first Earth Day was celebrated with eagerness to be a friend to the environment. Some manufacturers latched on to this sentiment, and people were willing to pay more for “green” products because they felt they were helping save the planet. Often, however, the reality was that these products were moderate-to-poor performers in terms of cleaning. On top of that, no one was really sure what a green cleaning product was; there were no standards, guidelines, criteria or independent product evaluations to help consumers determine if a product was safer for the user and the environment. Many products were self-certified as “green” by their manufacturers using terms such as “eco-friendly” or “ecological.” While in some cases this happened as a result of the best intentions and the best scientific data of the day, in many situations labeling a product as green, eco-friendly, or ecological was done essentially for marketing purposes. Some products in the 1970s that were supposed to be safer proved to actually be more detrimental than their traditional alternatives. A significant turning point came in 1993, when then President Bill Clinton issued Executive Order 12873 directing more than 100,000 federally owned or operated buildings worldwide to begin using green cleaning products. The order defined green cleaning for the first time, stating it as, “The use of products and services that reduce the health and environmental impacts compared to similar products and services used for the same purpose.” With a huge purchaser like the federal government insisting on the use of healthier cleaning products, chemical manufacturers invested more time and resources into developing them, and very soon the performance of green-cleaning products improved.

46 — Maintenance Sales News — May/June 2015

Will History Repeat Itself? It took green cleaning products a good 25 years from the time they were first introduced to when they were finally accepted as cost effective and high performing alternatives to traditional cleaning products. With the advent of new pH cleaning products, it is doubtful this long journey will be repeated, if for no other reason than purchasers are much more receptive to green cleaning products today. In fact, in most cases, a conventional cleaning product is selected only if an environmentally preferable cleaning product is not available, does not perform well, or is not cost effective. With those issues out of the way, pH neutral cleaning products — like OM1 Series cleaners — should likely need far less PR to prove their effectiveness and their role in the professional cleaning industry. Stephen P. Ashkin is president of The Ashkin Group, a consulting firm specializing in greening the cleaning industry, and CEO of Sustainability Dashboard Tools, which offers a cloud-based dashboard that allows organizations to measure, report and improve their sustainability efforts. He is a member of the International Green Industry Hall of Fame, and is co-author of both The Business of Green Cleaning and Green Cleaning for Dummies.

For more information, visit www.om1series.com or call, 800-752-4754.


ADVERTORIAL

Midlab, Inc.: Key Company Objectives Are Manufacturing Excellence And Product Development At Midlab, “eco-living” emphasizes our need to continually improve the effect we have on our environment. “Everything, small or large, that a manufacturer, distributor or end-user can do to reduce the impact cleaning has on health and the environment is important,” Midlab President Matthew J. Schenk recently said. “At Midlab, we never stop thinking of ways to improve our environmental profile.”

Midlab is currently developing more tools to help distributors train end-users on correct procedures and products for each job. “Training is such a vital part of the equation,” Schenk said. “We use traditional methods as well as multi-media to train customers how to most effectively use green products.” In addition to the Nattura brand, Midlab also specializes in contract manufacturing for private branding products. According to Schenk, Midlab “will help develop a logo, work with the third-party certifying organization to obtain applications, fill out paperwork, and develop labels and literature to gain approval for a customer’s new environmentally preferable line. While our company continues to introduce new products and packaging concepts throughout the year, many of these innovations come from customers themselves who require special product formulations or packaging to meet their specs.”

Midlab was at the forefront of the green movement with its introduction of the Nattura® brand of products. Designed to reduce both human health dangers and the environmental impact of cleaning, Midlab continues to broaden this product line. Its diverse range of products, including Floor Care, Food Service, as well as hospitality or packet-based products, positions Nat- Midlab President Matthew J. Schenk tura® as the brand choice for many universities, wholesome food grocers, restaurants and leading hospitality chains across the United States. While Midlab continues to develop cutting edge “green” formulations, the company is also exploring other avenues which will help limit negative effects on the environment. Midlab is in the final stages of LEED (Leadership in Energy & Environmental Design) certification. LEED provides building owners and operators with a framework for identifying and implementing practical and measurable green building design, construction, operations and maintenance solutions.

The claim “environmentally-responsible” can be an empty marketing slogan without a meaningful standard in place. The Nattura® line complies with rigorous standards to achieve certification by Green Seal and UL/EcoLogo. Other Nattura®products are “recognized in partnership” through Safer Choice (formerly DfE). “Certification from these recognized organizations gives both distributors and end-users the confidence that these are indeed ‘green’ products,” said Schenk. “Having a great product is only part of Midlab’s success; products must also be reasonably priced. Nattura® is designed to make green certified products more affordable to both key distributors and their end-use customers,” said Schenk. He added: “Finally, we have to ensure end-users ‘love’ the products that make cleaning easier and more efficient.”

Schenk added that Nattura® products play an important role in end-users achieving LEED™ certification with the United States Green Building Council. Providing diversified and quality products and packaging, affordable pricing, knowledgeable field support and the ability to create and grow National Brands for distributor partners have all harmonized with Midlab’s approach to creating a more environmentally responsible company.

For more information, contact Midlab, Inc., at 800-467-6294 or visit www.midlab.com or www.natturaproducts.com.

May/June 2015 — Maintenance Sales News — 47


ADVERTORIAL

National Chemical Laboratories, Inc.

‘Green’ Floor Finish Technology Improvements Offer Quantum Leap In Performance “Green” floor finishes have been in the marketplace for a few years now. The technology behind green floor finishes has been steadily improving as time passes. In the United States, green finishes are certified by Green Seal Inc. Their well-publicized criteria and transparent certifications for floor finishes focus on eliminating polluting metals, such as zinc, and environmentally preferable surfactants.

resistance to lengthen the performance of the finish. Today, there is more emphasis than ever on reducing maintenance costs, and specifically floor care maintenance costs. Floor maintenance is a common activity that is often sacrificed to make ends meet. End-users are becoming more educated on “Green” maintenance programs as time goes on. The important role that walk-off matting performs is more apparent now. And the use of walk-off matting to trap dirt and soil before it enters the building should be a part of every floor finish program. Finishes are just one component of the overall floor maintenance program. Routine cleaning affects the longevity of the finish. Fortunately, green maintenance programs also include green cleaning products that are matched to the finish and cleaning performance is certified. These cleaners can be used on a routine basis, and reduce damage to the film during the cleaning process. Burnishing maintenance remains a very important way to extend the beauty and performance of “green” finishes. There is little time for burnishing maintenance these days, and if it can be performed, it must be quicker and easier. EVERGREEN™ FINISH Super Durable Green Sealer/Finish marks a milestone in green-certified floor finish performance and technology. It is: n

a long-lasting, highly-durable, green-certified finish; n provides improved scuff and scratch resistance with a longer lasting shine; n offers excellent burnish response with speeds from 300 to 2000 RPM; and, n the sealer/finish combination simplifies floor care maintenance and controls product costs. In the early releases, while they performed admirably, environmentally friendly non-zinc finishes did not meet the performance expectations for some end-users. With time and research, floor finish manufacturers have been able to improve the technology, resulting in a more durable film being produced. This extra durability adds to the performance, improves scuff and scratch resistance, and long-term gloss. Increased focus and research has led to the discovery and use of innovative environmental surfactants that improve the finish’s ability to be cleaned and enhance the detergent

48 — Maintenance Sales News — May/June 2015

With the goal of maximizing the beauty of a “Green” floor program, while reducing maintenance time, EVERGREEN FINISH™ can provide a big advantage. To learn more about NCL distribution opportunities available, call Judy Stryjewski today at (800) 628-2436, ext 271. National Chemical Laboratories, Inc. 401 N. 10th Street • Philadelphia, PA 19123 (800) NAT-CHEM. (215) 922-1200. Fax (215) 922-5517. www.nclonline.com


From Nyco:

ez2mix Portable Dispensing System: Features Green Seal™ Certified Concentrates And More “The ez2mix dilution control system is offered by Nyco Products Company in association with ChemBlend International, as an easy, safe, economical way to dispense cleaning and disinfecting chemicals. The system is designed to improve employee safety while reducing spills and inaccurate

dilutions of concentrated chemical cleaning product, ensuring consistency in product performance from use to use,” said Nyco spokespeople. The system requires no installation and fills RTU spray bottles, mop buckets or auto

®

scrubbers from any standard water hose connection. Quick connect fittings and water hose hook-up hardware are included with the system. Off-the-wall ez2mix portable dispensing system features complete mobility and can be used in virtually any application. An unscrewing of the cap reveals the SafTflo™ fitment system with closed-loop self venting that allows product to flow through the unit, preventing spills and accidental inhalation while providing correct and accurate cleaning dilution with every usage. The system is designed to be used with any of Nyco’s ez2mix concentrated cleaning, degreasing, and disinfecting chemicals, many of which are environmentally preferred, either Green Seal™ certified or DfE green certified. Concentrates include: • EZ203 Concentrated Non-Solvent Cleaner Degreaser (Green Seal Certified); • EZ204 Concentrated All Purpose Cleaner (Green Seal Certified); • EZ205 GO2 Oxygenated Multi-Purpose Cleaner (Green Seal Certified); • EZ208 Non-Corrosive Bathroom & Bowl Cleaner/Descaler (Green Seal Certified); • EZ244 Neutral Cleaner; • EZ245 Floor Scrub Degreaser Concentrate;

Hydrogen Peroxide Multi-Purpose & Disinfectant

• EZ246 Biological Floor Cleaner; • EZ256 V.O.C. Free Glass Cleaner (Green Seal Certified); • EZ257 Cleaner Degreaser; • EZ261 N601 + Disinfectant, Sanitizer, Fungicide, Mildewstat, Virucide (EPA Registered); • EZ269 MARVALOSA Multi-Purpose Cleaner & Deodorizer (DfE Certified); and, • EZ278 Nyco Uno Cleaner Disinfectant (EPA Registered). The complete program for ez2mix is available with accessories including a 6inch water hose, backflow preventer, portable hand-held dispenser, foamer, quart bottles/sprayers, secondary labels, and racks for wall mounting. Nyco also offers a variety of wall charts and sales tools for distributors. Contact Nyco at 800-752-4754 or customerservice@nycoproducts.com.

Advantage Waypoint (AWP) Acquires RZ Marketing Inc. “Advantage Waypoint (AWP) has acquired RZ Marketing Inc., strengthening its presence in the Ohio, Michigan, Indiana, Kentucky, Western PA, and West Virginia markets,” according to a press release. “RZ Marketing Group leadership, Steve Rohrer and Mike Zimmer, and their team will continue to be an integral part of the organization, enhanced by AWP’s technology, systems, processes and resources.” AWP is a national non-food (jan/san, disposables, and equipment & supplies) sales and marketing agency across all 50 states. For more information, contact Larry Silence, president, non-foods, at larry.silence@asmwaypoint.com; or contact Scott Pool, senior vice president of client development/integration, at scott.pool@asmwaypoint.com, or visit www.asmwaypoint.com.

Co G m HS pl ia nt

A cleaning program need not be complicated to be effective. 2 Solutions + 1 Dispenser = Awesome Results.

ES72

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Disinfect effectively and only where you must protect high‐touch touch surfaces with ES64H NO NPE, NON‐ALKALINE, NEUTRAL PH CLEANER, DISINFECTANT ANT AND DEODORIZER. See www.enviro-solution.com/pdf/products/ .enviro-solution.com/pdf/products/ ES64H_MED_EN.pdf for full microbial efficacy data information.

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May/June 2015 — Maintenance Sales News — 49


United Stationers Names Robert B. Aiken Jr. Interim CEO The board of directors of United Stationers Inc., has appointed current board member Robert B. Aiken Jr., 52, interim president chief executive officer. Aiken succeeds P. Cody Phipps, who has resigned as president and chief executive officer and as a director to pursue another opportunity. The Board has established a search committee to oversee the process of identifying a permanent chief executive officer. Charles K. Crovitz, chairman of the board of directors said, “Bob Aiken is an accomplished executive and proven leader with significant strategic, merchandising and operations experience, and we are grateful that he has agreed to step in to lead the company through this transition.” Aiken rejoined the United Stationers’ board of directors in February 2015, after previously serving as a director from December 2010 to May 2014. Throughout his career, Aiken has held chief executive officer positions at companies with revenues of up to $18 billion. Most recently, he was chief executive officer of Feeding America, a domestic hunger-relief organization. Aiken also was chief executive officer of the food company portfolio at Bolder Capital, a private equity firm. From 2004 to 2010, Aiken served in senior leadership positions at U.S. Foodservice, Inc., a foodservice distributor, where he most recently served as president and chief executive officer. Prior to joining U.S. Foodservice, Aiken was president of Milwaukee Sign Co. and president and chief executive officer of Metz Baking Company. He began his career as a corporate attorney.

United Stationers Inc., stocks over 160,000 items, including technology products, traditional office products, janitorial and breakroom supplies, office furniture, industrial supplies, and automotive aftermarket tools. Visit www.unitedstationers.com.

Americo Promotes Cameron Harrison To Director Of Marketing Americo Manufacturing Company has promoted Cameron Harrison to director of marketing. Harrison has 18 years of experience in product marketing. Prior to joining Americo, she served in marketing management positions in health care, dietary supplement manufacturing and in tradeshow production. Harrison has had responsibilities for leading product Cameron Harrison launches, the development of marketing campaigns and project management. “As the director of marketing at Americo, Cameron oversees marketing operations, corporate image throughout all product lines, promotional materials, and events,” according to Americo spokespeople. Americo Manufacturing Company, headquartered in Acworth, GA, is a manufacturer of environmentally friendly cleaning products such as synthetic and natural fiber floor pads, hand pads, utility pads and floor matting. Visit www.americomfg.com for more information.

News From NISSCO J&M Technologies Supplier Of The Year J&M Technologies was awarded the 2014 Supplier of the Year Award at the recent NISSCO Buying Conference in Chandler, AZ.

Ridley’s Vacuum And Janitorial 2014 Distributor Of The Year Ridley’s Vacuum & Janitorial, of Houston, TX, was awarded the NISSCO 2014 Distributor of the Year honor. According to Mark Bozich, president of NISSCO, “Ridley’s is one of the top distributors in the Houston market, they are aggressive, they are growing organically and making acquisitions. With second generation ownership in command they are the future of the independent, poised for a long and profitable future.” Shown are NISSCO President Mark Bozich Ridley’s Vacuum & Janitorial, and J&M President John Manzoian. founded in 1961, is a family According to Mark Bozich, president of owned business in Houston, the Woodlands, NISSCO, “This is the first time NISSCO TX, and surrounding communities. has given the top award to a non-manufacVisit www.ridleysonline.com for more tured Preferred Supplier and it is recogni- information. tion that there is far more to this business NISSCO, Dulles VA, is an association of than product. J&M services over half of more than 200 independent distributors of our distributors and is one of the few com- sanitation, packaging, safety, janitorial, ofmon core elements in our most successful fice, food service, and maintenance supdistributors. plies. Visit www.nissco.com or email “J&M Technologies, Canfield, OH, pro- jhughes@nissco.com. vides electronic sales tools for the paper,

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DDI System Partners With Concord Technologies On Cloud Fax Concord Technologies and DDI System announce a new partnership to offer secure cloud fax capabilities in the upcoming release of Inform ERP, an Enterprise Resource Planning software application for wholesale distributors. “Secure, reliable architecture and a 99.99 percent network uptime were key drivers in DDI System’s selection of Concord Technologies as a strategic service partner for current and future Inform users. Together, both companies are committed to offering customers a seamless user experience that will positively impact business operations,” said DDI. According to DDI, “Version 13 of the company’s Inform ERP, will enable users to securely fax order confirmations, invoices and other transaction documents directly from the software application. This partnership adds great value for DDI System customers looking to retire in-house fax servers and telephony infrastructure.” Visit www.ddisys.com or call 877599-4334 for a demonstration.


ADVERTORIAL

New From Nexstep:

The Microfiber Mop Frame And The Microfiber Kit “Nexstep Commercial Products (Exclusive Licensee of O-Cedar) is always seeking improvements in its operation to minimize environmental impact. The company makes continued efforts to manufacture products more efficiently, with less waste. At the same time, it strives to offer products that give the customer the same — efficient cleaning with minimal waste. This year, Nexstep is expanding its offering of microfiber products to achieve this goal,” said spokespeople. “Microfiber products provide effective cleaning without the use of stringent chemicals. They remove 95 percent of bacteria and viruses from surfaces with water only. The microfiber products also withstand 300-500 launderings if washed properly.” New from Nexstep is a Quick Change™ Microfiber Mop Frame that allows hands-free removal of a soiled pad. Another is the MaxiWash™ Microfiber Kit, which comes with a 13” microfiber pad, pad holder, and extension handle for cleaning everything from desks and whiteboards to walls and cabinets. Nexstep also has a complete MaxiPlus® Microfiber Pocket Mop system, offering a wet pocket mop pad, pocket mop frame, and extension handle. Nexstep Cutting Waste Through Packaging The company said, “Nexstep has put a lot of emphasis on cutting waste through packaging practices. It developed state-of-the-art packaging that uses a minimal amount of corrugated material. Its Flat-Pak™ mop packaging reduces the size of a standard mop carton by 45 percent while still providing outstanding product protection. All of Nexstep cartons are made of 100 percent recycled pulp. The company recently did away with all carton packaging for its corn brooms, which will now be bundled, creating even less waste.” Contact Nexstep Commercial Products’ customer service at 217-379-2377 or customerservice@ocedarcommercial.com.

Franklin’s Environmentally Friendly Floor Care System Green Option™ Floor Sealer / Finish Formulated with a proprietary polymer, this product is Green Seal certified and can be used on all resilient and non-resilient flooring, with the exception of unsealed wood. It works well in a variety of programs, from low maintenance to ultra-high speed burnishing. Manufactured without heavy metals, phthalates, alkylphenol ethoxylates or ozone depleting compounds. FreshBreeze™ Ultra-Concentrated Neutral pH Cleaner DfE / Safer Choice certified, FreshBreeze™ is highly-concentrated, low foaming, biodegradable, and rinse-free. Excellent in both mop-on and automatic scrubber applications to clean the floor without dulling the finish. Green Option™ Floor Stripper With a solvent-free and Green Seal certified formula, this low-odor, non-butyl stripper quickly penetrates and emulsifies built up layers of finish efficiently with automatic scrubbers and rotary machines. Call (800) 848-4901 or visit www.fullercommercial.com for more information.

Discover Warsaw Chemical

Earth-Conscious Line From Warsaw Warsaw Chemical Co., Inc., offers a line of earth-conscious products known as Green Time System™. This environmentally friendly product line focuses on cleaning, health and the environment, without losing product performance. The Green Time System includes an all-purpose cleaner/degreaser, total restroom cleaner, glass cleaner concentrate, H2O2 citrus all-purpose cleaner, neutral floor cleaner, floor finish and floor finish stripper. Each product offers different environmental and health benefits. This includes being phosphate free, zinc free, using no added dyes or fragrances, containing no ammonia, and using environmentally preferred solvents and biodegradable surfactants and ingredients. Call 800-548-3396 or visit www.warsaw-chem.com.

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Warsaw Chemical Company, Inc. P.O. Box 858 • Warsaw, IN 46580 USA Tel: 800-548-3396 or 574-267-3251 • Fax: 574-267-3884 Email:wcc@warsaw-chem.com • http://www.warsaw-chem.com

May/June 2015 — Maintenance Sales News — 51


ADVERTORIAL

Sky Systems: Bag-In-Box Systems, Soaps And Hand Dryers

Sky Systems Co., Inc., established in 1985, specializes in providing a variety of bag-in-box systems in 500 ml, 800ml, 1000ml and 8 liter packaging with a wide range of general and foamy soaps. The company also offers a complete line of hand dryers that are suitable for a wide range of applications such as office buildings, shops, hotels, restaurants, hospitals and schools. Other products provided include metered aerosol dispenser, metered aerosol fragrance, gel air freshener, urinal

screens and rim cages. When it comes to hand dryers, Sky Systems features an economical, high-performance hand drying system known as the FastDry High Speed Auto Hand Dryer. The product keeps up with Sky’s tradition of introducing novel, modern and technologically-designed items for the marketplace, as well as the company’s commitment to energy efficiency and green concepts. The new FastDry High Speed Auto Hand Dryer meets en-

ergy efficiency requirements in the green marketplace. The product boasts low power consumption, a reliable and uncomplicated design and a long service life — qualities that help convince architects, planners and building owners of the benefits of this drying system. Among the FastDry High Speed Auto Hand Dryer’s unique features is a standby indicator light that glows green when in use and red when in standby mode. The standby mode helps facilitate energy efficiency. The FastDry system is designed to be surface mounted and features a porcelain enamel coating and steel cover. Other features include: • Operation power - 1600 W, adjustable; • High brightness LED to increase the ease and delight of use; • Drying time of less than 10-15 seconds; • Drip proof - IP X1; Isolation Class 1; • Motor type - brush type, dual ball bearings; • 350-700W, 12000-18000 RPM, adjustable; • Warm air speed output - 75-100 m/s (169-225 mi/hr), adjustable; • Heater element - 450-900W, adjustable; • N.W. - 5.8 kg (12.8 lbs); G.W. - 6.6 ks (14.6 lbs); • Unit size - 205mm W x 287mm H x 180mm D (8-5/64" x 11-19/64" x 73/32”); • Circuit operation - infrared automatic, self adjusting; • Sensor range - 2" to 13", adjustable; • Motor thermal protection - auto resetting thermostat turns unit off at 221° F; • Motor overload protection - motor assembly designed with over-current fuse, replaceable; and • Heater thermal protection - auto resetting thermostat turns unit off at 85°C (185°F); thermal cut-off 142°C (288°F).

In addition to the FastDry High Speed Auto Hand Dryer, the company offers a complete line of other hand dryers that are suitable for a wide range of applications such as office buildings, shops, hotels, restaurants, hospitals and schools. Sky Systems recently introduced its Surface-Mounted ADA-Compliant Hand Dryer that comes in two styles: SkySlender 3055 steel/white epoxy finish and the SkySlender 3055-SS stainless steel/brush finish. Both items come with a thin profile that protrudes from the wall less than 4 inches. The Surface-Mounted ADA-Compliant Hand Dryer is easy to service, provides a wide drying area, has an air speed adjustment and provides standby power of less than 0.5W. Air freshener products from Sky Systems include the company’s “Sky Fresh Dispenser.” This product offers environmentally safe and technologically advanced Continued on Page 53

52 — Maintenance Sales News — May/June 2015


ADVERTORIAL

From Fuller Commercial:

NuShine UHS Cleaner / Restorer NuShine is a revolutionary, labor-saving, one step product that is engineered for use on frequently burnished floors. It not only cleans the floor, but also revitalizes the finish base and builds gloss. NuShine saves time, labor and valuable storage space by replacing two products with separate steps. NuShine is highly concentrated with a recommended dilution of 1:128 and performs excellently when applied with both automatic scrubbers and mops. The pleasant citrus fragrance leaves areas smelling great. Call (800) 848-4901 or visit www.fullercommercial.com for more information.

Sky Systems: Cont. From Page 52 organic fragrance gel that combines natural organic fragrances and odor neutralizing properties from essential oils of flowers, fruits and plants to effectively neutralize malodors. The Sky Fresh Dispenser utilizes state-ofthe-art integrated circuit technology and industrial design. It’s manufactured under strict quality control to provide reliable operation, automatically, either during lighted periods only or 24 hours a day. The result is an advanced fragrance delivery and battery performance product. The attractive, yet powerful Sky Fresh

Dispenser can be mounted anywhere without fear of spills, stains, danger to eyes, etc. Its superior design makes it suitable for boutiques, homes, conference rooms, small offices and many other upscale locations. Also available from Sky Systems is the Automatic and Programmable Digital Aerosol Dispenser. End-users can adjust the product’s start and stop times. The product operates with two “AA” alkaline batteries. A panel indicates low battery situation and when the product’s refill can needs to be replaced. Contact: Sky Systems Co., Inc., Phone: 800-451-3444. Web site: www.skysystemscoinc.com.

MSN CLASSIFIEDS

R. O. C.

Nyco Introduces Signature MARVALOSA Into e.mix Dilution Control System Nyco Products Company said it now offers lavender-scented MARVALOSA Multi Purpose Cleaner and Deodorizer into the e.mix Dilution Control System. E.mix’s closed-loop, leak resistant dispensers accurately dilute cleaning concentrates for applications that include floor care, hospitality, education and food service. “DfE Green Certified e.mix MARVALOSA cleans and deodorizes in a single step. With a proprietary, distinctive lavender scent, it is part of the MARVALOSA Odor Control line of products which also includes concentrated MARVALOSA in gallons, MARVALOSA Odor Control Urinal Screens, and MARVALOSA MicroAir 3000 metered air freshener,” according to company representatives. “The new e.mix MARVALOSA is number 14 in Nyco’s e.mix dilution control line. It can be used with either the Mobile e.mix Dispenser or Wall-mount e.mix Dispenser for accuracy, reliability and environmental stewardship when it comes to the dilution of chemicals.” Visit www.nycoproducts.com.

From ACS Industries:

Premium Melamine Floor Pad Double Density Waffle Faced Melamine Erasing Floor Pad is built strong to last long. Made of Polymeric Foam designed to remove black marks without harsh chemicals. This one-sided pad with green backing restores and shines to highest levels. Benefits include: • Available in round and rectangle styles; • Run on standard equipment up to 350 RPM or on oscillating machines; and, • Cannot be used dry. Perfect on all floor types except with finish. Visit www.acsindustries.com.

Residual Odor Control Food grade oil base extremely powerful for putrid odor containment. R.O.C. has been a staple in our line for over thirty years. Available in all sizes for private label with no minimums, R.O.C. is also available in our deodorized pellets which makes it last ten times longer than what’s on the market today. Used in garbage dumps, recycling centers, asphalt plants, municipal dumps, and many other areas.

Aldran Chemical 800-969-3378 sales@aldranchemical.com www.aldranchemical.com

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

May/June 2015 — Maintenance Sales News — 53


ISSA/INTERCLEAN is where we reconnect. Charles Wax Chairman, Waxie Sanitary Supply

THE ONE SHOW FOR FACILITY SOLUTIONS

2015 ISSA/INTERCLEAN® Trade Show and ISSA Convention Register today! There is no better way to reconnect with your industry and peers in one place. ISSA/INTERCLEAN is your week to get a pulse on the market and capture your next business opportunity! You asked—we listened! In 2015 you’ll find: •

Over 700 exhibitors helping you provide solutions and increase revenue

New Outdoor Exhibits with demonstrations to trigger innovative ideas

More than 45 educational sessions to boost your business productivity

Connections with executive decision makers, knowledgeable experts, and peers

Don’t wait! Register now at issa.com/register. OCTOBER 20–23, LAS VEGAS, NV USA

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GREAT CHEMISTRY with our Distributors Since 1982

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

InterconChemical.com

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St. Louis, Missouri

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

May/June 2015 Maintenance Sales News  

• SouthEast LINK Emphasizes Green Cleaning Education & Consulting • ISSA/INTERCLEAN Seminar: Keeping Employees Engaged • MSN’s Guide To Gree...

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