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July/August 2011

MAINTENANCE

SALES NEWS Exclusively Serving Professional Distributors

July/August 2011

Vol. 28, No. 4

Read/Download MSN At: www.maintenancesalesnews.com

MSN FEATURE STORIES

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

AJM Nino: Distributorship Serves Most Densely Populated Area In United States...........................................6

Maintenance Sales News Focus On Ice Melters • North American Salt Company 20 • CP Industries 22 • International Salt 24 • Xynyth Manufacturing Corp. 26 • Morton Salt 28 • Morgro, Inc. 30 • The Kissner Group 32 • Milazzo Industries 34 • Cargill Salt 36 • Occidental Chemical Corporation 38

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

MSN Exclusive Interviews With 3 Successful Distributors

Hard Work, Customer Servive Help Small Distributors Prosper .................39 Maintenance Sales News Focus On

Sanitizers & Disinfectants .................................................................48

Industry News/Products 44 | Advertisers Index 66 | Classified Advertising 66 Circle Number Replies Are Now Online @ www.maintenancesalesnews.com/circles.htm

March 10-13, 2012 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200. May 1-3, 2012 — National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. For information: 203-840-5622. May 2-3, 2012 — New Jersey Sanitary Supply Association’s Supply Line, Taj Mahal, Atlantic City, NJ. For information: 973-283-1400. May 8-11, 2012 — ISSA/INTERCLEAN® - Amsterdam (NL) 2012, Amsterdam RAI Exhibition & Congress Centre. For information: 847-982-0800.

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Mop, Brush And Broom Manufacturers .............................................53

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MOVING? Old Address: Affix old mailing label or print old address here: Name _______________________________________________ Company ____________________________________________ Address _____________________________________________ City, State, Zip ________________________________________ New Address: Print new address here: Name _______________________________________________ Address _____________________________________________ City, State, Zip ________________________________________ Clip and return to Maintenance Sales News P.O. Box 130, Arcola, IL 61910 • Fax: 217-268-4815 • Email: drankin@consolidated.net

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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 2011, Rankin Publishing, Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form without written consent of Rankin Publishing, Inc. Periodical postage paid at Arcola, IL, and additional mailing offices. POSTMASTER: Send address changes to Maintenance Sales News Circulation, 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130 Subscription Rates in United States: 6 issues $25 Single Copy rate: $5 plus postage/handling; Buyer’s Guide $15 plus postage/handling International rates: 6 issue annual Air Mail Subscription $60 U.S. dollars net


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AJM Nino Distributorship Serves Most Densely Populated Area In United States AJM Nino was founded in 1988 and offers a wide selection of quality commercial, residential and environmentally friendly cleaning products. Pictured are Account Executive Melissa Sutley and her brother, Operations Manager John Morin Jr.

By Rick Mullen Maintenance Sales News Associate Editor

AJM Nino in Ramsey. Malic Corp. is a commercial general contractor that meets facility managers’ construction needs by using the most modern techniques, equipment and business relations in the construction industry, according to company officials. ocated in Ramsey, NJ, just 26 miles from Midtown Manhattan (New “Malic Corp. is involved in specialized commercial construction,” said Morin Jr., York City, NY), AJM Nino services the most densely populated area in who is also operations manager for the construction company. “We build laborathe United States. The family-owned and operated distributorship was tories and high end showrooms. We have just completed a customized explosionfounded in 1988 in Ramsey. proof laboratory where one of our clients will be making citrus and kosher flavors.” AJM Nino, a certified Small Business/Woman-Owned Business enterprise, ofAJM Nino’s main customer base is various types of buildings and facilities. fers a wide selection of quality commercial, residential and environmentally About 75 percent of AJM Nino’s business is in New Jersey, with the bulk of the friendly cleaning products. remainder in New York City. Mary Morin is the owner/president of the company, while her husband, John “We service various buildings with cleaning and maintenance products in the Morin Sr., is vice president. Maintenance Tri-State area,” Morin Jr. said. “We supply ofSales News recently spoke with AJM Nino Opfice buildings and medical facilities. We also “We will assess what a customer is erations Manager John Morin Jr., son of John service laboratories for a fragrance and a flavor Sr. and Mary Morin, to learn more about the company. In addition, we supply warehouses and currently using. We will work with the distributorship. some production facilities. Overall, other than customer to determine if we can bring “About two years before the establishment of the growth we have experienced, the business reAJM Nino, my father started a construction ally hasn’t changed that much. We are satisfied in a different product that is of equal company,” Morin Jr. said. “He always preached and we like to stick to the traditional target marvalue, at a lower cost, based on our on maintaining a clean construction site. He ket we established in the beginning.” relationships with manufacturers wanted to make sure his employees never had While making available a “one-stop” shopping anything to slip on or trip over. experience for customers, AJM Nino offers a and distributors.” “He also wanted to make sure he always kept wide variety of quality jan/san commercial and — Operations Manager John Morin Jr. his clients happy with the cleanliness of the residential cleaning supplies and equipment, as project, because a construction site can, at well as environmentally friendly green products. times, get out of hand. It just worked out that The distributorship sells products made by inone day he was cleaning and a client came dustry leading companies that can be found in down and said, ‘I can’t believe how clean this the company’s catalog and can be ordered from construction site is. You should really consider the AJM Nino website. The website also offers getting into the cleaning industry, since you cleaning tips and access to Nino’s Network, know so much about it.’ This incident became where local businesses can promote their companies, products and services. the catalyst for the establishment of AJM Nino.” The company’s “green” cleaning products are designed to promote a healthy At first, in conjunction with the construction company, the Morins started offering cleaning services. They abandoned the cleaning services end of the busi- environment and are in compliance with Green Seal™ certification standards. AJM Nino’s commercial and residential products include bags, can liners, bathness several years ago to operate solely as a jan/san distributor. The construction company, Malic Corp., is still located in the same facility as room accessories and cleaners, bleach, carpet care, degreasers, deodorizers,

L


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equipment, floor care, foodservice, furniture polish, glass cleaners, mops, brooms, brushes, multi-purpose disinfectants, paper, paper dispensers, skin care, stainless steel cleaner and waste receptacles. Environmentally-friendly products include bags, can liners, bathroom cleaners, carpet care, degreasers, floor care, glass cleaners, mops, brooms, brushes, multi-purpose disinfectants, paper and paper dispensers. AJM Nino uses a well-known inventory management software system to help keep track of the warehouse operation. President/Owner Mary Morin and Vice President John Morin Sr. “We upgraded the warehouse last year,� Morin Jr. said. “I came up with a plan to build using,� Morin Jr. said. “We will work with the cussome excess shelving that gave us an extra amount of tomer to determine if we can bring in a different product that is of equal value, at a lower cost, based storage space. It works great for us.� on our relationships with manufacturers and distributors.� A Reputation Built Upon Relationships In fact, not only is building relationships with supJM Nino seeks to tailor products to meet spe- pliers important for AJM Nino and its customers, cific needs of customers. The SOP (standard building relationships across the board has provided operational procedure) at AJM Nino, espe- a firm foundation for the company’s success. “We strive to really build lasting relationships,� cially with a new customer, is to conduct an evaluation of the customer’s existing supplies. Because the Morin Jr. said. “Most importantly, we do a lot of networking. “Our construction company is moving for“Most of the customer service and sales strategies ward and expanding we use involve the networking process — dealing along with the distributorship. Through these with people through direct recommendations.� two businesses, we have met many people along distributorship deals directly with manufacturers, and the way and have built many relationships. “We recommend other vendors with whom we have because of the relationships the company has built with suppliers, it is often possible to offer products at established relationships and they are recommend us. We all know each other and it is just a great network. a lower price with substantial savings. “Most of the customer service and sales strategies “We will assess what a customer is currently

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we use involve the networking process — dealing with people through direct recommendations.� As a result of building solid relationships, networking and word-of-mouth recommendations, as well as offering quality customer service and quality products at reasonable prices, AJM Nino has prospered. Company Projecting Growth Despite Sluggish Economy

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hile the recent recessionary economy caught up with AJM Nino and slowed things down somewhat last year, Morin Jr. reported that business has been “steady� thus far in 2011. Even in the darkest days of the recession, which was for most businesses during 2008 and 2009, AJM Nino was able to maintain its business. In discussing the economy, and the probability that prices would increase, AJM Nino held its prices to continue long term relationships. “Our customers do not have to worry about receiving quality products, on time and at a competitive price, allowing them to direct their attention to saving time and money somewhere else in their facility,� Morin Jr. said. While the economy is not yet out of the woods, AJM Nino continues to establish good relationships built upon quality customer service and well-priced quality products. “We are projecting some growth for the next 12 months, which is based on being more of a partner with our clients and working with their budgets,� Morin Jr. said. “Corporations are aware of our handson service and impeccable response time. End-users are very appreciative of this kind of service in any type of economy.� Another value-added service that AJM Nino’s customers appreciate has to do with the distributorship helping clients keep their inventories low, while ensuring they will get the supplies they need, when they need them. “We are letting our clients know we are going to hold more of what they typically order,� Morin Jr. said. “We are able to hold more of their inventory because we can order more of the supplies they use with the purchasing power that we have. This allows us to also lower our prices a little by being able to purchase larger quantities. Come See “I think the economy has Us at a way to go, but I don’t Booth #1687 think it is as hard of a problem to figure out as Ž everybody thinks it is right now. There is a lot of bu-


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reaucracy and greedy people who are making it difficult for small and mid-sized businesses, not only to step up and expand, but also just to maintain their status quo.” Products Field Tested By Distributor

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ver the years, the Morin family’s construction company has provided a good avenue to field test jan/san products. About a year-

and-a-half ago, Morin Jr. began a program of field testing products himself at AJM Nino’s facilities. “With help from construction company personnel, we took part of our office and made a product testing area,” Morin Jr. said. “I had them install different types of flooring such as a section of VCT (vinyl composition tile), carpeting, etc. “In this area, I personally will make a mess on a particular type of flooring. We use various products to determine what works the best. The goal is to find

the best product solution for each specific job.” While Morin Jr. possesses a wealth of product knowledge, these field testing exercises have been a valuable source of further learning about products and techniques. “Field testing products is also good for me because I like to be able to speak about something I have experienced,” Morin Jr. said. “You can sell anything, but I just like to know I am not passing along false information to somebody. I like to be sure that I know all the facts about each individual product we sell. “As an experienced professional in the jan/san field, I don’t mind giving my opinion to clients. I believe you let professionals do what they are supposed to do. I let my carpenters build walls. They won’t let me touch a hammer or a screwdriver. I let the electricians do the electrical work. I don’t have the plumbers do the electrical. When I go to my clients, I let them know I have been in the industry for a while. Also, my father has been around for a long time and we know what is best. Hopefully, customers will take advantage of our expertise. “Becoming this involved in product quality control and shooting straight with our clients is just another way we build our relationships. Many people are afraid to step up and tell a customer he or she is doing the wrong thing. Some people just want to fly below the radar — get in there and get their commission and that is all. This is not what we want to do. We want to make sure our clients are doing the right thing.” Morin Jr. believes intertwining networks and relationships fostered by his company and others are beneficial to the economy as a whole. “It all comes full circle. Our business is only part of the entire economy. If I can help one guy in one building, it can be profitable to that person, AJM Nino and others down the road. Maybe my advice to that person will filter down to somebody else in another building, and so forth. Eventually, it all comes back around, and if we are all doing the right thing, everybody is happy.” Location, Location, Location AJM Nino is located in the most densely populated state in the United States. New Jersey

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July/August 2011

The Future

Is Bright With Your Own Brand

is generally divided into five regions. Northeastern New Jersey, where Ramsey is located, is called the Gateway Region and lies within the New York metropolitan area. Many people in this area commute to nearby New York City to work. Indeed, the New York metropolitan area is the most populous in United States and is one of the most populous metro areas in the entire world. Another area in New Jersey is the “Skylands,” which is northwestern New Jersey. The central-west and southwest parts of the state are within metropolitan Philadelphia, PA, and are included in the Delaware Valley. Another region is the Pine Barrens in the interior of the southern part of the state. Covered rather extensively by mixed pine and oak forest, it has a much lower population density than much of the rest of the state. Perhaps the most famous part of the state recently is called the “Shore,” made popular by an MTV reality show called “Jersey Shore.” Another of the state’s attractions is Atlantic City, internationally known as a resort city and a gambling mecca. Anyone who has ever played Monopoly, whether they know it or not, is familiar with some of Atlantic City’s street names, as the city was the inspiration for the timeless board game. Located near the entertainment center of New York City, New Jersey has

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spawned many popular stars in the music business. Perhaps the most well-known to recent generations is Bruce Springsteen, who is from Freehold. The late great Frank Sinatra was born in Hoboken. Legendary jazz pianist and bandleader Count Basie was born in Red Bank. Many other famous singers were either born in New Jersey or call it home, including the Jonas Brothers, Queen Latifah, Lauryn Hill, Jon Bon Jovi, Dionne Warwick, Whitney Houston and Patti Smith. AJM Nino’s name is linked to the city of Hoboken, where John Morin Sr. was raised. Originally from Croatia, Morin Sr. came to America when he was about 10 years old. Mary Morin’s parents were also from Croatia, but she was born in the United States. The story goes there was a local boxer who fought in the Hoboken area who fight fans called “Nino.” Morin Sr. used to go to the fights, which led his mother to nickname him “Nino.” This explains the “Nino” part of the company’s name, but what about “AJM?” “The ‘A’ is the first letter of my older brother’s name, which is Anthony. He works for Morgan Stanley (a global financial services firm),” Morin Jr. said. “The ‘J’ is for my name, John, and the ‘M’ is for my younger sister’s name, Melissa. I also have another younger sister, who is only 14 years old. She is always telling me she replaced me in the ‘AJM’ because her name is Jacqueline.” According to www.homebuying.about.com, “Location, location, location” is a popular mantra among real estate agents. Location has also played a significant role in AJM Nino’s success. “The reason we have been in Ramsey for so long is the location,” Morin Jr. said. While the company is situated in a densely populated and highly congested area, Ramsey is fortunate to have a number of important roadways providing easy access to New York (including New York City), and other points. “AJM Nino is a 15-minute drive from Interstates 80 and 287, and NJ Routes


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July/August 2011

4 and 17,” Morin Jr. said. “On these roads, we could drive from here to California or from here to Florida. In addition, our drivers can get to any of these highways in a multitude of ways.” Currently, about 75 percent of AJM Nino’s business is in its home state, but the company is looking to expand more into other areas. “We would like more exposure outside of New Jersey,” Morin Jr. said. “We would like to expand further into New York and Connecticut and maybe into Pennsylvania. “We just lettered our trucks and vans with nice, big beautiful letters, so they

will stand out and catch the public’s eye. Hopefully this will be some quick and free marketing we can accomplish,” Morin Jr. said. “We just made new T-shirts for our drivers that are more modern-looking. We also have a new logo that is more modern. “What we envision with this kind of marketing effort is a scenario in which one of our drivers is in a deli wearing the new T-shirt and it catches someone’s eye. The person might actually read what is printed on the shirt as opposed to just seeing a guy in a blue shirt ordering a sandwich. “You never know who is around you at any point in time. If a CEO is standing behind one of my truck drivers who are ordering a turkey sandwich, I want the T-shirt to catch the eye of the CEO. Furthermore, if the CEO sees the driver get into our van, I want him or her to know that we are a well uniformed and truly professional company.” The ‘Green’ Train Has Pulled Into The Station

E

nvironmentally friendly products and practices are a big deal in many sectors of today’s business landscape. Green products are certainly becoming an important part of the jan/san industry as well. Morin Jr.’s commitment to selling and promoting “green” has evolved in recent years. The company is able to offer customers high quality green products backed by a high level of expertise in the field. “I missed it at first. It came up really fast. It seemed like all of a sudden green was upon us,” Morin Jr. said. “Green is here now and it is not going anywhere.” When green issues began to appear on the horizon, Morin Jr. had his doubts, but no more as AJM Nino’s commitment to green is solid. The company has taken a “hard sell” approach to promoting environmentally friendly products. “Anything to help the environment — we only have one,” Morin Jr. said. While today’s green cleaning technology has advanced to offer products on the market that work well and are competitively priced, Morin Jr. thinks the green field is still in the early stages of evolving. “I think we are still at the initial stages,” he said. “I don’t think we have yet reached the next step in really establishing how we can help the environment and, at the same time, help employees working around all the chemicals used in cleaning buildings. “I think it is a good thing for companies to really step up and go with the initiative, because it is good for everybody. Many of the chemicals are pretty hazardous,

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July/August 2011 To further delve into the green cleaning field, AJM Nino is currently working with a scientist to develop new products. “We are serious about green, and I really do think the green industry is something that could change the economy and tremendously help the environment.” Family Mindset A Key To Success

A

AJM Nino’s facility is located in Ramsey, NJ, just 26 miles from Midtown Manhattan (New York City, NY).

and many people don’t even realize what they are using. I try to sell green on the angle that it is healthier and safer.”

it takes. Sometimes you are going to have to leave your family on a Sunday afternoon to make a delivery. Everybody here is on board and they understand this is what has to be done. “Our employees are all hard working people. I can call them any time during the day and they will always come back. If a client calls and says, ‘I really have an emergency,’ I can call any one of my people and he or she will come back and jump in a

JM Nino is family owned and oper“I tell customers, ‘We are not just going to drop ated and the family products off at the curb. Show the driver where the mindset is an important part of the company’s culture storage closet is and he will put the product(s) on among all employees. the shelves. You are not just buying a product; you Morin Jr. alluded to a recent are receiving a full-service delivery.’ Although this incident involving a delivery to illustrate this point. is a unique take on deliveries, we still continue to “I made an emergency use our box trucks on much larger orders.” delivery recently on a Sunday for a client who had a work issue and didn’t want to get yelled at by his van and deliver whatever the customer needs. boss on Monday,” Morin Jr. said. “I told him as long “Everybody is willing to do whatever it takes and as he would be there to open the building for me, I this means a lot. It is also meaningful that my father would bring him the toilet paper he needed, and that and mother are hands-on professionals and work is what I did. with everybody. People see the top management of “The good thing is, we are a family business. the company everyday. We are not hiding in an ofEverybody in the company understands this is what fice and acting like we are some kind of big shots.


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derstand where they have to go and drive.” Morin Jr. has been involved in the family business since he was a teenager, starting as a delivery person when he received his driver’s license. Working at the distributorship throughout his high school and college years, Morin Jr. acquired in-depth product knowledge. He also obtained valuable expertise in managing a warehouse and learned about sales and marketing by going on sales calls and attending meetings with his father. This on-the-job training played an important role in Morin Jr.’s understanding of the importance of building relationships, which is the philosophical underpinning of the way the company conducts business. After graduating from Fairleigh Dickinson University in 2005, Morin Jr. began working at AJM Nino full time. “My knowledge is pretty extensive on what products do, how to apply them and what is the best product to use in a certain situation,” Morin Jr. said. “For example, a BMW dealership in the area remodeled their entire showroom. The design called for beige porcelain ceramic tile in one area. “It turned out that the dealership decided to use the area with the porcelain ceramic tile to park newly purchased vehicles. Customers are able to drive their new cars out of the showroom, which is a pretty neat idea. ���However, nobody anticipated that the tires of the vehicles would leave really bad marks on the porcelain. The dealership was having a tough time dealing with the tire marks. “I came in and told them they were not using what is really going to cut through the marks left by the tires. They were using something that was only going to clean the surface, but they needed something that will cut through the grease and pull it off the tile. The product I recommended worked on the first shot, and they were happy.” With Malic Corp. building them, and AJM Nino serving them, the two companies have garnered much expertise in servicing laboratories. “We are experts on the types of products needed to properly clean various Continued on Page 43

GREEN OPTION

Our employees are on the same level as we are, and this is an attitude they appreciate and understand.” The company employs about 50 people, including Morin Jr.’s sister, Melissa Sutley, who is head of the accounting department. “Most of our drivers speak Spanish and English, which I think is great. They know the area,” Morin Jr. said. “We try to make sure we hire people who have lived in the area a certain amount of time so that they know the roads and un-

d o o G So ’t n o W Yo u e I t’ s Beli even ! Gre

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North American Salt Company here are many factors associated with being a qual- products,” Spencer said. “In preparing for the upcoming ity ice melt supplier. Providing superior customer winter season, summer and fall are perfect times for distribservice is one good example. This involves more utors to pre-sell ice melt. The past three years have seen than just answering the phone in the proper manner. At steady, cold winters overall. Therefore, distributors should North American Salt Company, customer service involves be reminding customers of this increase in activity. “In addition, many institutional buyers — including proactive support throughout the entire process of buying and using ice melter. From the first phone call to the follow- school systems, universities and municipalities — are in the up on the delivered order, highly trained personnel and in- middle of their bid periods. Now is an excellent time to be on the street with a pre-season program. We believe in vestment in key information systems are part of the focus. “Our company has built a reputation for leadership and the approach, ‘Get in early, establish the relationship delivering on its promises — striving to always be the best and get the business.’ Once the snow hits, customers will supplier in its channel,” North American Salt Sales Direc- appreciate the off-season heads-up.” To help distributors and end-users choose the right deictor – Jan/San Todd Spencer said. North American Salt offers The Safe Step® Pro Series Ice ing products, North American Salt provides a wide range of Melter product line. This series of products has been specif- educational materials, starting with product literature availically designed to meet the needs of the jan/san professional, able from the company’s sales reps. In addition, these sales offering the right combination of price and performance, ac- reps and internal staff are product experts. They can recomcording to Spencer. This ice melt range extends from value “The general principle here is to understand your blends to environmencustomers’ needs and how the products you sell tally friendly mixes to can meet those needs. This creates a trust and products that are fastacting at low temperknowledge that builds a lasting relationship.” atures. — North American Salt Sales Director – Jan/San Todd Spencer The Safe Step Pro Series line is only available to jan/san distributors and re-distributors. The full mend the right deicers for specific applications. “We are open to holding sales meetings at any distributor line includes: n Safe Step Pro Series 960 Choice formula, which has or end-user facility at any time, and we work in conjunction with our distributors to inform and educate their end-user earned the EPA Design for the Environment (DfE) customers,” he said. certification. Its formula is gentle to the environment, North American Salt’s Pro Series packaging and supportyet melts ice at temperatures as low as -10°F and ing materials also provide clear and precise information contains MG 104® to help prevent refreezing up to about what each product does, how each works and the rec2.5 times longer than conventional ice melters; n Safe Step Pro Series 750 Magnesium Chloride, a ommended application rates. Spencer explained that there is more to a deicer than the deicer that melts to -25°F and is safe for animals, temperatures at which it will melt ice. Manufactured prodvegetation and concrete when used as directed; n Safe Step Pro Series 650 Calcium Chloride, with ucts, for example, include ingredients that enable them to meet specific needs. high purity calcium chloride, melts to -25°F; n Safe Step Pro Series 550 Select Blend and 570 Select “If surrounding vegetation and/or environmental impact Blend Blue, blended to combine performance with value. are concerns, an ice melt product designed to be gentle toward the environment is the best choice. This includes our Each melts to 0°F and is safe to handle; and, n Safe Step Pro Series 370 Econo Blend Blue, an Safe Step Pro Series 960 Choice formula (with EPA DfE certification) or our Safe Step Pro Series 750 Magnesium Chloeconomical blend that melts to -7°F. Buyers who order and ship product during North Ameri- ride product,” Spencer said. “For an entryway with marble can Salt’s preseason promotion receive a company discount. flooring, the end-user will require a product that does not Spencer said many customers realize they will need ice melt leave an oily residue and does not become slippery when at the very beginning of the winter season. Therefore, they tracked in on shoes. Our Safe Step Pro Series 550 and 570 want to take advantage of this discount and bring in what Select Blends fit that need.” As the “green” movement remains at the forefront of the they know they will sell. “We also will have a drawing with cash prizes during this jan/san industry, Spencer said he has seen statistics that inyear’s ISSA/INTERCLEAN® (October 18-21 in Las Vegas, dicate 80 percent of jan/san professionals will do what they NV) for customers who place orders prior to, and during, can to incorporate the use of environmentally safe products. There is a clear demand for ice melt products that are friendthe show,” Spencer said. Regarding ice melter sales for the company last winter, lier toward the environment. “That’s why we developed the Safe Step Pro Series 960 he added that demand in specific markets reflected local Choice formula that carries EPA DfE certification. Its comweather conditions. “Overall, we continued to experience solid distributor and bination of sodium chloride, magnesium chloride, potassium end-user demand for our full range of Safe Step Pro Series chloride, urea and MG 104® makes it scientifically formu-

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lated for a lower environmental impact,” Spencer said. “It can also melt ice in temperatures as low as -10°F, and it remains effective longer to extend the freeze/thaw cycle.” In addition, the company offers Safe Step Pro Series 750 Magnesium Chloride, a deicer that contains 100 percent magnesium chloride, which Spencer said offers a more positive environmental impact. “The general principle here is to understand your customers’ needs and how the products you sell can meet those needs. This creates a trust and knowledge that builds a lasting relationship,” Spencer said. “Choosing the right product can save thousands of dollars over the course of a season, while ensuring optimal ice control performance. Temperatures and winter conditions can vary from market to market, so the right products can make all the difference.” He added that parking lots, walkways and doorway entrances all come with characteristics that define which type of deicer to use. “Knowledge about the many types of ice melter products available is vital when serving as a distributor or using a deicer as an end-user. Ice melters differ in their ingredients, how these ingredients are combined and their performance characteristics,” Spencer said. “Ice melter ingredients are either mixed together to create a simple blend, or processed to create a manufactured product. Most simple blends consist largely of rock salt with additional trace amounts of additives. On the other hand, manufactured blends like the Safe Step Pro Series 960, 570 and 550 are produced by a process that makes them more effective and consistent in their quality and performance. “As a result, it’s critical to match the right ice melt to the right job and circumstance. Ice melter applications are not, ‘One size fits all.’” North American Salt Company, headquartered in Overland Park, KS, is a wholly-owned subsidiary of Compass Minerals, a worldwide leader in the minerals business. “We are one of North America’s largest salt producers and operate the world's largest salt mine in Goderich, Ontario,” Spencer said. In addition to professional and consumer deicing products, North American Salt provides mined rock salt for highway deicing, and high-grade branded and private label mineral products for consumer and industrial uses. Additional mines or production facilities are located in Louisiana, Michigan, Utah, Kansas, Saskatchewan and Nova Scotia. Other subsidiaries owned by Compass Minerals include Sifto Canada Corp., and Salt Union Ltd. “North American Salt has been a deicing leader for over 25 years. As a result, we’ve become a leading authority on snow/ice management and a trusted brand in the jan/san industry,” Spencer said. “We created the Safe Step Pro Series product line to meet the specific needs of jan/san professionals, and we’ve backed these products with clear and complete product literature and proactive customer service.” Contact: Todd Spencer, Sales Director – Jan/San, North American Salt Company, a Compass Minerals Company, 9900 W. 109th St., STE 100, Overland Park, KS 66210. Phone: 877-462-7258; Fax 877-423-7258. Website: www.nasalt.com.


ICE MELTING FROM A TO Z INCLUDING DfE

Safe Step Pro Series™ 960 is now DfE Certified ®

The Safe Step Pro Series line was specifically created to address the diverse ice melting challenges and price point requirements of Jan/San professionals. From parking lot to building entryway, it’s the selection you need to get any job done right, and the safe, environmentally-friendly performance to help your green credentials grow. Only from Safe Step – your proven Ice Melting Authority. For more information call 877-462-7258 or visit www.nasalt.com. ©2011 North American Salt Company

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CP Industries ideal for entryways where customers want to prevent hibition, then Melt Off® is a good choice. tracking issues and damage to floor finishes. Because the “Distributors who talk with customers and find out liquid deicers are water thin and colorless, they reduce what their general needs and budgets are beforehand, the need for cleanup inside a building. They work well will be the ones who become the most successful.” on exposed stairwells and parking structures where endIt’s also important for distributors to convey the mesusers need extra protection from corrosion, and where sage that a higher premium ice melter can save endgranulated ice melters could pose a slipping hazard. users money in the long run. For instance, if an end-user “Our liquid ice melters can be used in very sensitive has a $2 million parking structure to protect, it doesn’t areas, including airport runways and aluminum heli- make sense for him/her to use a low-grade ice melter copter pads,” Fahrner said. “We have seen increased that may cause corrosion issues within 5 to 10 years. “Quality ice melters may cost a little more up front, sales with these ice melters in recent years. They work very effectively as a pretreatment, and don’t have to be but they are well worth the investment when protecting expensive pieces of property,” Fahrner said. applied as often if applied appropriately.” To help spread the news about the true value of good Although CP Industries’ Melt Off® does not come with DfE approval, ice melters, CP Industries provides educational materi“It’s always been scientists who have formulated Fahrner said it’s still a als about products that are available within the marketvery good product. It place. The company also plans to update its website our products with extensive testing and just doesn’t have quite before the upcoming winter season for the benefit of research. Our company’s business philosophy the same corrosion inhi- both distributors and end-users. “It’s important to educate people about the many bition or ability to last is based on science and R & D, which helps as long as the com- ice melter misconceptions that add confusion. CP separate CP Industries from our competitors.” pany’s DfE-approved Industries continues to place a heavy focus on edu— CP Industries Company Chemist Cody Fahrner ice melters. cation and customer service. We have faith in our Fahrner called the products and we want our distributors and endcompany is using the safest possible chemicals in these winter of 2010-2011 a slow starter that, once it got users to feel the same way,” Fahrner said. The company sends out literature and samples upon products that are available for the given application,” going, produced a lot of harsh weather in many areas of request, and distributors as well as end-users can call CP Industries company chemist Cody Fahrner said. the United States and Canada. “It turned out to be a pretty good winter for us. CP In- Cody Fahrner directly for technical information. Also, “Also, because our ice melters last longer than most, the end-user can use less of the product while still get- dustries was approximately 20 to 30 percent above in detailed instructions are always on the company’s ice ice melter sales compared to the previous winter. The melt packaging. ting the same great results. After a strong beginning in the pharmaceutical busi“The DfE program sets a very high ‘green’ standard. company seems to be steadily growing in the marketIt also makes sure every product undergoing the recog- place,” he said. “There were a lot of storms that struck ness over 60 years ago, today, officials at CP Industries focus on developing leading chemical cleaning and nition process is able to prove its claims. This must be the East Coast in particular last winter. “With manufacturing facilities located in Salt Lake treating formulations. The company has used this done before the DfE logo can be used on a product City, UT, and York, PA, we are strategically positioned chemical formulating background to produce successlabel.” CP Industries offers a broad range of sodium chlo- in different geographic regions to distribute product ful and advanced ice melter products. As Fahrner points out, “CP Industries’ ice melters are ride based blended ice melters. The company uses a more quickly to customers nationwide. Our two locavery pure solar salt, which results in deicers that melt tions also allow us to conserve fuel during the trans- original formulations that have been developed in the portation process and save on shipping costs while company’s lab. It’s always been scientists who have forfaster and leave no oily residue. mulated our products with extensive testing and reSuperior Sno-N-Ice Melter® is formulated with a reducing our carbon footprint.” He added that ice melter sales are at their best when search. Our company’s business philosophy is based on maximum inhibitor package that is made of 11 different components. The product includes a patented blend of a steady 2 to 4 inch snow accumuThe company sends out literature and inhibitors featuring three main attributes. First, these lation takes place. To prepare for samples upon request, and distributors as inhibitors prevent concrete corrosion and spalling by this type of weather, distributors actually adding a layer of protection with CMA (Cal- should begin their pre-booking well as end-users can call Cody Fahrner cium Magnesium Acetate) that stays on top of the con- process during the off-season. Undirectly for technical information. crete. Secondly, they inhibit metal corrosion; and, derstanding the differences among Also, detailed instructions are always thirdly, there is also an additive that makes the product the many deicer products available safer to use around vegetation. Superior Sno-N-Ice is also essential, Fahrner said. on the company’s ice melt packaging. “For example, if there is an area Melter® also features Meltium®, which allows the prodthat is extremely sensitive, and yet still needs a granu- science and R & D, which helps separate CP Industries uct to work at lower temperatures, down to -20ºF. CP Industries’ Premiere Ice Melter® and Melt Off® lar product, end-users would want to choose Superior from our competitors.” Contact: CP Industries, 560 North 500 West, are the company’s second and third tier products, re- Sno-N-Ice Melter® as it contains 10 times the corrosion Salt Lake City, UT 84116. spectively. They remain very effective ice melters in inhibition of our second tier product,” he said. “If there Phone: 800-453-4931; their own right, but come with a lower percentage of is a less sensitive area, but it still requires a good corFax: 801-539-0510. inhibitors as well as lower price points. rosion inhibition package, then end-users should conE-mail: chemist@cpindustries.net. The company also offers liquid versions of Superior sider Premiere Ice Melter®. For a little lower Web site: www.cpindustries.net. Sno-N-Ice Melter® and Premiere Ice Melter®. They are economical grade product that still offers corrosion inor years, officials at CP Industries knew that their company’s products were among the safest and most trusted in the ice melting marketplace. Now they have proof. They recently received recognition from the U.S. EPA’s Design for the Environment (DfE) program for two of their most trusted products, Superior Sno-N-Ice Melter® and Premiere Ice Melter®. The DfE program works with manufacturers to develop safer products with greener ingredients that also meet high performance standards. It allows purchasers and consumers to quickly identify and choose effective products that help protect the environment and are safer for people, pets, and vegetation. “What this recognition basically means is that our

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International Salt credibility. It can only be accomplished when they are familiar with each product’s components and respective attributes.” Warner added that company-produced material from International Salt is supplemented with independently researched product- and application-related information, enabling the distributor to provide useful information that is resourced from third-party organizations. “Customer service defines International Salt and is one of several guiding principles upon which the company was founded,” Warner said. “There are many products available in the ice melt arena, and, while a lot of components must come together in order to service the marketplace, customer service is among the most outstanding. It is one of the attributes upon which a company can distinguish itself from the competition.” By providing solid customer service and education, International Salt officials hope to convey the message that not all ice melter products on the market are equal. “Distributors need to understand the important role they can “There is a much greater understanding with respect to the various components required to play in providing appropriate product selection and application produce and market quality ice melt products, information to their customer base. This is one element of the as well as the research needed that supports foundation upon which distributors can continue to enhance these different product formulations,” Warner their reputation in the marketplace. Providing accurate said. “The combination of these factors significantly alters the view of ice melt products being information and recommendations can serve the distributor commodities. network, and its respective customer base, very well.” “A trend that will undoubtedly continue is the — International Salt Marketing Manager Mary Kay Warner emphasis being directed toward product education. This ultimately helps distributors, and their International Salt’s packaged ice melt products in“International Salt uses this same time frame to pre- customers, become well versed when specifying, and clude: pare and distribute product literature in order to provide applying, ice melt products.” International Salt, founded in 1997, is a member of n Blizzard Wizard® Ice Melt — A proprietary, the distributor network with the materials that aid in the blended product containing sodium chloride, magne- educational process,” Warner said. “Additionally, dis- the K+S Group, a world leader in the production of sium chloride, molasses and Ice-B-Gone®II. Blizzard tributors also benefit from the various educational ses- salt, with facilities in North America, South America Wizard® is distinctive as all components are thoroughly sions that are available at industry-related events and and Europe. International Salt derives its salt from Chile’s Tarapacã Salt Flat, a reserve estimated to meet blended. This produces a deicer that is consistent exhibitions.” International Salt presents educational seminars at worldwide demand for the next 5,000 years. throughout and provides below-zero melting capabiliThe company continues to market packaged and bulk ties. Additionally, Blizzard Wizard® is an EPA-desig- events/expositions that are targeted toward the jan/san marketplace. Attending these sessions helps distributors ice melt products from production, stockpile and packnated “Design for the Environment” product; n Arctic Thaw® Ice-Melt Blend with Calcium Chlo- obtain the knowledge necessary to be well versed on the aging facilities located in strategic and easily accessible ride and CMA — Aggressively melts ice and snow, gen- various products in the marketplace. They can then locations along the U.S. East Coast. “International Salt is proud of the position it holds erating heat on contact to quickly break the bond share this information with their own customers, acwithin the marketplace. The company will continue its between pavement and snow and ice. Arctic Thaw’s® cording to Warner. “Distributors need to understand the important role industry investment in order to provide distributors, as blue crystals are easy to see so that winter maintenance they can play in providing appropriate product selection well as winter maintenance professionals, with highprofessionals can achieve even application; n C-FORCE® Calcium Chloride Pellets and Flakes and application information to their customer base,” she quality products and an enviable level of customer serv— These 100 percent calcium chloride products gen- said. “This is one element of the foundation upon which ice,” Warner said. Contact: International Salt erate heat through an exothermic reaction. This pro- distributors can continue to enhance their reputation in 655 Northern Blvd., Clarks Summit, PA 18411 vides the ability to rapidly melt ice and snow in the marketplace. Providing accurate information and Toll-Free Phone: 888-388-4726 recommendations can serve the distributor network, and temperatures exceeding -25ºF; and, Fax: 570-586-6463 n International Salt® Halite Salt Crystals —Halite is its respective customer base, very well. Website: www.internationalsalt.com “This all helps distributors establish and maintain screened in the production process to generate a packhe winter of 2010-2011 was quite active weatherwise in many parts of the United States and Canada. Ice melt supplier International Salt® was able to help jan/san distributors during these harsh winter conditions by providing quality deicing products and service. “The company was pleased that from its production, distribution and customer service capacities, it was well positioned to provide clients in customary markets with ice melter during a very active winter weather season,” International Salt Marketing Manager Mary Kay Warner said. “Additionally, International Salt was able to accommodate customers’ requests in geographic areas typically not subjected to harsh winter weather.” International Salt offers customers a comprehensive lineup of deicing products. The company’s “Good Better - Best” strategy enables it to produce ice melters that work in varying weather situations.

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aged product that contains medium-size crystals. The uniformity of the salt crystal provides winter maintenance professionals with the capability to manually or mechanically spread the product with confidence, knowing they can rely upon production consistency. International Salt® Halite Salt Crystals work efficiently to 5ºF. An “early-buy” program is provided by International Salt, which enables distributors to obtain ice melt products at preseason pricing. This promotion enables distributors to be prepared well in advance of winter weather, and places them in a position to provide superior service to their customer base. Officials at International Salt recommend that distributors utilize the off-season as a time to prepare staff and sales professionals about the various attributes of ice melters being featured during the upcoming season. This helps those in sales to relay specific product information to their customer base.

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Xynyth Manufacturing Corp. YNYTH Manufacturing Corp., known as an innovative manufacturer of quality ice melt products for the jan/san industry, continues its “green” focus with several key deicers. This includes new Arctic ECO Green Icemelter™ and Winter Warrior Runway Control™, along with the well-established Mountain Organic Natural Icemelter™. “Our two new products have been in the incubation process for several years and are now available in the marketplace. They are providing excitement for both XYNYTH and its customers,” XYNYTH President Kevin Wice said. Product benefits of the two new XYNYTH deicers discussed by Wice are: n Arctic ECO Green Icemelter™ has been designed with the environment in mind, while also focusing on price. The product is layered with various ingredients to provide many different qualities, such as an anticorrosive feature. “There are many people in the marketplace today who want to buy environmentally friendly products. The challenge, however, is that a number of these consumers don’t want to spend extra money,” Wice said. “To answer this challenge, XYNYTH created Arctic ECO Green Icemelter™, using a special encapsulation process. We take sodium chloride and encapsulate it with CMA (Calcium Magnesium Acetate), which helps negate the negative side effects of the sodium. Then we multi-encapsulate the granules again with potassium acetate, so that every granule of sodium going into the ground is buffered by potassium, a major ingredient in fertilizer. “By using sodium chloride, we are able to bring the cost of the product down. It’s not as high-end a deicer as our Mountain Organic Natural Icemelter™, but it is neutral to the environment and will not ruin the surrounding soil structure.” Wice added that XYNYTH has been on the “green bandwagon” for over 20 years, and sees the desire for more environmentally friendly products continually growing; and, n Winter Warrior Runway Control™ has been developed for airport runways and surrounding areas. According to Wice, there are many distributors located near airports who can now take advantage of this new XYNYTH product. The company has spent the past several years developing Winter Warrior Runway Control™, while also receiving government approval in both the United States and Canada. “We receive a lot of requests every year for a product that contains no chloride ions. These ions can cause the corrosion on metal, something you don’t want when it comes to the care of airplanes,” Wice said. “XYNYTH came up with this deicer in response. It’s an acetate/formate granular product. Not only is it biodegradable and environmentally friendly, but it’s completely non-corrosive.” Meanwhile, XYNYTH has become well known over

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ing orders,” Wice said. “They should also have some type of early-buy program in place, and it doesn’t necessarily have to be financial. Sometimes it can be a promotion where the distributor will offer a free scoop, spreader or storage bin. I even have one customer who has offered free warehousing in the past for the ice melter he sold.” According to Wice, as a manufacturer, XYNYTH has always offered an early-booking program for the benefit of its distributor partners. “We were one of the first companies in the marketplace to offer an early-booking program that didn’t necessarily commit distributors to purchase “There are many people in the marketplace large volumes of product,” Wice said. “Pre-booking gives distribtoday who want to buy environmentally utors the financial advantage of friendly products. The challenge, however, planning early. We increase the financial compensation incentive is that a number of these consumers don’t for distributors if they place their want to spend extra money.” orders online via our website.” Also available on the company — XYNYTH President Kevin Wice website are various training opronmentally harmful ice melters such as rock salt. tions for customers. This includes educational materials, Wice cautions distributors and end-users, however, to multi-media presentations, manuals and other tools for the be wary when purchasing just any product that features benefit of distributor sales reps (DSRs). Although bene“green” claims. fiting from these features does require a password, “I have noticed an immense amount of “greenwash- XYNYTH also has on its website the “Ice Melt Resource ing” going on, even within the ice melt industry,” he said Center,” where anyone, including end-users, can click XYNYTH produces a full range of ice melt products (without a password) and learn more about ice melters, in that can be viewed by visiting www.xynyth.com. general, and the overall deicing industry. Although Wice said last winter started off a bit slow in “It’s specifically geared to provide basic ice melter inoverall ice melter sales as the industry supply pipeline formation, such as the influence ice melters can have on was full during the beginning of the season, he cautions the environment, concrete and pets,” Wice said. jan/san distributors that a different scenario may very Company officials are very hands-on when helping well take place this winter. DSRs become properly trained on ice melter usage. “The industry should begin this season with a supply “We feel education and training are paramount and pipeline that will not be very full. Therefore, it’s impor- have invested a lot in resources in this effort,” Wice said. tant that distributors have an adequate supply of ice “XYNYTH provides everything from in-house sales melter in place and ready to go,” he explained. meetings on the distributor level to helping DSRs with Wice added that several regions of the United States their end-user sales calls. We even have downloadable and Canada experienced large snow storms last winter training modules in place, which allows the DSR to use but were absent of ice storm activity. training materials at his/her own pace.” “Snow itself doesn’t necessarily translate into a lot of XYNYTH also offers an online database where cusice melter usage. Ice melter is more heavily used, how- tomers can find more information about various ice ever, after that snow melts during the day and refreezes melter products that have been third-party independently to ice at night,” Wice said. tested in a lab. Although it’s not possible to know for sure how the “It’s absolutely key that distributors know what is in upcoming winter will transpire, there are steps of readi- the ice melters they are selling as well as those products ness that should be taken by jan/san distributors and end- they are going up against,” Wice said. “Providing this users alike. To help its distributor partners become type of customer service is important for any company prepared for the winter season, officials at XYNYTH that wants to thrive in the marketplace today. send out “Are You Ready?” material that ask some im“XYNYTH remains involved in the entire life cycle portant questions, such as: of its products — from the point when they are manufactured, through the entire distribution channel and, uln Do you have your source and supply in line, along timately, to their end-use.” with pricing?; n Are your early-booking orders in place?; and, Contact: XYNYTH Manufacturing Corp., 122-3989 n Are you offering an early-buy promotion for your Henning Drive, Burnaby, BC, V5C 6N5 Canada. customers? Phone: 1-800-635-8423. “Good distributors should be out there by at least SepEmail: sales@xynyth.com. Website: www.xynyth.com. tember, talking to their end-use customers and pre-book-

the years for its mainstay “green” product — Mountain Organic Natural Icemelter™. The deicer is specifically designed to melt ice and snow effectively while posing no risk to users, pets, concrete or the environment when used as directed. Fertilizer-based Mountain Organic Natural Icemelter™ begins working immediately after application and is effective to -23°C (-9°F). It also boasts an unlimited shelf life and is completely safe for those handling the product, according to the company. Wice said Mountain actually helps to repair damage caused by long-term use of envi-

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Morton Salt onflicting recommendations regarding optimal ride generates heat to melt ice and snow faster and longer most to help our customers’ businesses run smoothly.” ice melter application rates can not only lead to than rock salt alone, according to the company. The high Continued research and education are among Morton over application, but also unnecessary environ- performance blend helps end-users get the job of melt- Salt’s greatest strengths when helping professionals unmental runoff. Officials at Morton Salt have worked ing ice and snow done faster; derstand which ice melters are most effective from an with accredited testing agencies to understand how to n Morton® EcoSafe Ice Melt — Melts to 5°F. For- efficacy and profitability standpoint. According to Maguide melter application to improve efficiency and mulated with HEC to minimize damage to concrete sur- tuszak, the company continually utilizes third-party testsafety. Ultimately, using the right amount of the right faces. The product also contains plant growth agents to ing to ensure that its products perform as stated. melter will help save time and money. “At Morton, the quality and performance of our prodmake it safer for plants, lawns and shrubs. Matuszak ex“Morton Salt recently partnered with Michigan Tech- plained that protecting a company’s surroundings is al- ucts are of the utmost importance,” she said. “It’s our nological University, a leading authority on snow re- ways good for business; top priority to make sure our customers get the product moval and melter testing, to identify the optimal ice melt n Morton® Calcium Chloride Ice Melter — Melts to performance they pay for.” application rates for real-world conditions,” Sara Ma- -25°F. Generates heat on contact with ice and snow — in The company’s focus on research and education is tuszak, Morton Salt’s brand manager of ice melt, temperatures as low as - 25°F; and, also helping it to answer changes head-on within the water softening & pool salt, said. “We studied common n Morton® Safe-T-Salt® — Melts to 5°F. Effectively jan/san marketplace. For example, environmentally ice melters used by consumers and snow professionals, melts ice and snow at a lower unit cost than many friendly products are gaining traction, even in the ice in both controlled laboratory and external field testing, to blended ice melt products. melt category. This is why Morton Salt offers its better understand product performance in EcoSafe Ice Melt, which provides a varying temperature conditions; and to lower environmental impact, acidentify how to select the optimal melter cording to the company. The ice “Our use of weather intelligence throughout and application amount for greater profmelter contains a blend of KCl, itability and safety.” NaCl, Urea and HEC to also help rethe season helped ensure we produced Niles Hysell, director of packaged ice duce concrete spalling. Melting enough ice melt to meet demand. It also melt product marketing at Morton Salt, snow and ice at temperatures as low guided our inventory placement throughout presented this research at SIMA’s (Snow as 5°F, EcoSafe Ice Melt can reduce & Ice Management Association) 14th Ancorrosion by 14 percent compared to the season to make sure we had product nual Snow & Ice Symposium. plain salt. where it was needed ahead of time. “We will continue sharing the results of “In addition, we provide a comOur customers have unique needs, so we this research with our customers in a varipletely salt and chloride-free ice continue to focus on implementing tools that ety of ways, such as the Morton ‘Pro’ melter called Safe-T-Pet, which is smartphone application which helps snow veterinarian-recommended and safer best support their businesses.” professionals calculate the optimal melter for pets, people and plants,” Ma— Sara Matuszak, Morton Salt’s brand manager of ice melt, water softening & pool salt and application rate based on current extuszak said. ternal conditions. The app will not only Chicago-based Morton Salt, Inc., help snow professionals save time and a K+S Group Company, is a busimoney, it will also help ensure sidewalks, parking lots, “Consumers can count on Morton® Safe-T-Salt® ness that dates to 1848. The company is a leading prodriveways, etc., are cleared safely,” Matuszak said. “The when they need dependable ice control within a budget,” ducer of salt for grocery, water softening, ice control, Morton Pro app will be available for free download to Matuszak added. agricultural and industrial uses. iPhone and Droid platforms starting in August 2011.” Morton introduced the nation to the Morton Umbrella More information about Morton’s product line and opAccording to Matuszak, summer is a great time to timal application rates can be found at www.Morton- Girl and the now-famous slogan, “When It Rains It learn more about the different ice melt products and ap- Melters.com. Pours,” in 1914. Since that time, Morton Salt products plication methods. She added that new information conLooking back at the winter of 2010-2011, Matuszak have graced the shelves of more homes throughout the tinues to be shared that can be beneficial for both jan/san said that while the season was challenging from a supply country than any other brand of salt, according to the distributors and their end-user customers. versus demand standpoint, Morton Salt was able to uti- company. “For example, our latest research with Michigan Tech- lize its expansive distribution network and weather-in“Morton is a well-recognized, trusted brand that denological University concerning optimal ice melt appli- telligence approach to inventory planning to meet the livers in a multitude of ways. For example, our unique cation rates found that extreme temperature melters, like demands of customers. product line addresses growing consumer trends, our pure calcium chloride, were only necessary when the “Our use of weather intelligence throughout the sea- customer care team is ready and willing to help custemperature fell below 0°F,” Matuszak said. “For ‘nor- son helped ensure we produced enough ice melt to meet tomers in the field, and our use of weather-based planmal’ winter temperatures, i.e. above 5°F, snow profes- demand. It also guided our inventory placement through- ning provides for the supply and performance that our sionals and consumers can save money, time and help out the season to make sure we had product where it was customers need,” Matuszak said. reduce environmental impact by using a lower-cost needed ahead of time,” Matuszak said. “Our customers Morton Salt is offering a “hot buy” on select ice blend of 10 percent calcium chloride and salt.” have unique needs, so we continue to focus on imple- melters this season. Contact the company’s customer Morton Salt currently offers a variety of ice control menting tools that best support their businesses. This is service line at 877-912-6358 for more information. products as consumers and snow professionals continue why our ice melt customer care team offers extended to seek better ways to keep wintry roads and sidewalks hours in season with a 24-hour hotline available 7 days Contact: Morton Salt, Inc., safer. The company’s deicers include: 123 North Wacker Drive, Chicago, IL 60606. a week. Website: www.MortonMelters.com. n Morton® Professional Grade Ice Melter — Melts to “Morton Salt’s supply, demand planning and distribution Email: icemeltcustomercare@mortonsalt.com. -15°F. This blend of sodium chloride and calcium chlo- processes keep products available where they are needed

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LET YOUR WINTER WORRIES MELT AWAY.

With Morton as your partner this winter, you can be sure your business and your customers stay on solid footing. With 24-7 customer service, performance tested products, and profit optimizing application guidelines – your winter worries will melt away faster than the ice. Contact Morton today to learn more about our full line of ice melters made just for snow professionals like you. ©2011 Morton Salt, Inc. Registered trademark of Morton Salt, Inc.

®

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mortonmelters.com 877.912.6358


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Morgro, Inc. s economic concerns continue for many end- baking soda, according to Jensen. The product has been apusers, there are those who may consider the pur- proved by the U.S. Department of Agriculture for use chase of cheaper or less effective deicing products around food processing operations. “Liqui-Fire™ effectively lowers the working temperature as a viable option. Buyers should beware, however, as the old adage, “You get what you pay for,” often applies, ac- range of Sno-Plow, allowing it to work up to three times faster. It’s also environmentally friendly to vegetation,” cording to a top official at Morgro, Inc. “When it comes to ice melters, a person is primarily deal- Jensen said. ing with salt as a main “We really have turned the corner with our component. This can range from mined salt, educational part of the business, educating road salt, rock salt and key decision makers about the differences in solar salt — all found ice melter products. We continue to get out under the sodium chloride chemical banner in front of strong strategic distributors with within the marketplace,” informative literature and educational DVDs Morgro VP/General Manager Rick Jensen that detail the Morgro story, and illustrate the said. “There are big difuses and differences between ice melters.” ferences between these — Morgro VP/General Manager Rick Jensen sodium chloride granules Sno-Plow is safe to use on asphalt and concrete surfaces, — not only with their effectiveness and efficiencies, but also with their size and shape which dictates how well they melt leaving no oily residue, and works in temperatures as low as -27°F. snow and ice as well as go through a spreader.” Sno-Plow’s green colored granules reduce the possibility Jensen pointed out that Morgro’s deicers feature four of over-application, and the product comes in a wide varimajor points of difference that help set them apart: ety of packing options — 25- and 50-pound bags, 50- and n No. 1 — Morgro provides manufactured ice melter products that are screened to a certain size and 100-pound boxes, 50-pound pails and 100-pound drums. Meanwhile, Morgro’s Ice Fighter Plus is a premium ice contain pure washed solar salt or sodium chloride. melter for those who want additional protection for con“Every granule is at a consistent and optimal size crete, according to Jensen. The product helps protect against and shape for properly melting snow and ice,” Jensen the negative influences of the freeze-thaw cycle. It features said. “If granules are too large or small, they won’t melt ice and snow effectively as needed. It’s important a two-component system consisting of sodium chloride crystals as well as Propolyice, which is used exclusively in to have granules that will melt through ice and snow Ice Fighter Plus. by breaking the bond and barrier of the surface;” “Propolyice provides a layer of polymer that settles ben No. 2 — When the 100 percent pure washed tween water and concrete. This helps eliminate water seepsodium chloride arrives at Morgro, every granule is ing through pores and cracks of the concrete,” Jensen said. manufactured or coated (not blended) with either “We coat each granule with Propolyice, a proprietary chemmagnesium chloride or calcium chloride for optimal ical compound, to attain a uniform product.” efficiency; Ice Fighter Plus comes in a variety of sizes — a 50-pound n No. 3 — Every granule is coated with a color dye bag, box and pail, as well as a 100-pound drum — and is for easy application; colored blue. n No. 4 — Morgro ice melt products do not cause “Demand for Ice Fighter Plus is especially big with proptracking or residue issues. “There are different variations in price points available erty maintenance personnel who want to protect decorative within the ice melt marketplace. People can purchase an in- concrete,” Jensen said. Ice Fighter Plus will not harm vegetation when used as ferior product that comes with a lower price. This isn’t always the best strategy to take, however, especially when directed, and the product will melt ice at temperatures as one considers possible liability issues that can result from low as -22ºF. not properly having sidewalks and parking lots cleared of Another key ice melt brand from Morgro is Cal-Melt, snow and ice,” Jensen said. “Therefore, it’s vital for these which features a combination of sodium chloride and liquid people to use an ice melter that works well, even to the point coated calcium chloride. Cal-Melt was specifically formuof spending a little bit more.” lated for those markets or bid requirements that specify a Morgro provides four main ice melter products which calcium chloride ice melt product. are: Sno-Plow, Ice Fighter Plus, Cal-Melt and Deep Thaw. Each granule is coated with liquid calcium chloride and Sno-Plow ice melter features a combination of sodium a non-staining pink colorant. Cal-Melt’s pink crystals react chloride and magnesium chloride. The inhibitor in Sno- quickly with moisture in the air to begin the melting Plow’s Liqui-Fire™ melting enhancer helps to reduce cor- process, and features a maximum melting point of -25ºF. rosion on exposed metals, and is less toxic than common The product comes in 50-pound bags.

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Jensen added that unlike some purified forms of calcium chloride products, Cal-Melt does not require the use of gloves or respirators, and is safe to apply with bare hands. It’s also safe to use around trees, shrubs and other vegetation when used as directed. Another advantage of Cal-Melt and other Morgro brands is a shelf life of several years. Morgro’s ice melt portfolio also includes Deep Thaw, a magnesium chloride-based product developed 6 years ago. It’s primarily comprised of sodium chloride and magnesium chloride, including Liqui-Fire™. This product comes in 25and 50-pound bags, as well as 50-pound boxes, will melt at temperatures down to -27ºF and is colored green. Jensen described the winter of 2010-2011 as a very good one for Morgro. He said the company benefited from a driven sales force along with a strong distribution base located throughout the United States and Canada. “We really have turned the corner with our educational part of the business, educating key decision makers about the differences in ice melter products,” Jensen said. “We continue to get out in front of strong strategic distributors with informative literature and educational DVDs that detail the Morgro story, and illustrate the uses and differences between ice melters.” Every year Morgro launches an aggressive early order program, providing incentives for distributors to purchase, and then re-sell, ice melter products for the benefit of their end-user customers. “We also offer volume incentives, rebates and discounts throughout the season,” Jensen said. He added it’s important that distributors take advantage of early order discounts and start “selling the story” in the summer about the use of quality ice melt products that Morgro has to offer. “There are certain needs that must be met in melting snow and ice. This is where products like Sno-Plow and Ice Fighter Plus can play significant roles, particularly for those end-users trying to protect concrete from the negative influences of the freeze-thaw cycle,” Jensen said. Due to the competitive nature of the ice melt business, Jensen said it’s vital that both manufacturers and distributors are in tune with the importance of quality production, quick lead times and logistics. Successfully working through various business challenges, such as today’s high fuel demands, is also essential. “Morgro is a very dynamic and innovative company with leading distributors and an aggressive national sales force,” Jensen said. “Our ice melt brands have grown 50 percent in the past four years, with forecasts for much more growth ahead. Morgro has added all new equipment for expanded production capabilities as well as new logistics and sales systems.” Contact: Morgro, Inc., 145 West Central Ave., Salt Lake City, UT 84107. Phone: 800-221-1049 or 801-266-1132; Fax: 801-266-1183. E-mail: rick@morgro.com. Web site: www.morgro.com.


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The Kissner Group he Kissner Group is “North America’s largest ice melter manufacturer,” according to the company, and owner of the famous Detroit Salt Mine. This trusted market leader is known in the ice melter industry for providing premium quality products, innovative packaging and designs, products that perform, and superior customer service to an impressive list of clientele throughout North America.

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Superior Ice Melters The Kissner Group specializes in the manufacturing and distribution of bulk rock salt, bagged rock salt and specialty ice melter formulations. The company formulates a wide array of deicers to ensure each customer’s specific needs are met. It combines premium ingredients in the company’s stateof-the-art manufacturing facilities to create ice melter products that are safer for the environment and protect surface areas and plant life.

“The Kissner Group’s total focus is Ice Melter so it sells Ice Melter products 12 months of the year. This is key to distributors, as it gives them an early start to the season. As a result, these distributors enjoy a boost in their revenue sooner.” — Kissner’s Ice Melt Category Manager Jeff Browes

The Kissner Group works to revolutionize the market’s demand for ecofriendly, “green” ice melter formulations. A few of the company’s ecofriendly products are EnvironMelt®, Safer Than Salt with CI-56®, Evergreen®, Landscaper’s Choice®, and Green-Ice®. The Kissner Group’s Landscaper’s Choice® with IB-9 Boost™ is a premium ice melter formulation that is widely sold across North America. “Designed with the landscaper’s needs in mind, Landscaper’s Choice® is formulated with plant friendly ingredients, anti-corrosion inhibitors and melting extenders, making it the top deicing choice for landscapers nationwide,” according to Kissner’s Ice Melt Category Manager Jeff Browes. “Kissner has grown to become the dominant producer of quality deicers in North America. We are a highly innovative company that has revolutionized the manufacturing process, allowing us to develop market-leading, premium quality, science-driven deicers with environmentally friendly ingredients,” Browes said. With the acquisition of the Detroit Salt Mine, The Kissner Group recently launched a new rock salt/halite product to its line, Ice Patrol®. This product is quickly emerging as the new standard for quality rock salt with its premium assortment of granules and a double-screening process, according to the company. “Early response for Ice Patrol® has been outstanding. The customers love how clean the salt is,” according to Browes.

from their manufacturer. The Kissner Group is a customer service-driven company, with an exceptional marketing department, consistently surpassing client expectations with the tools and training materials they provide,” Browes said. The customer service and marketing provided by The Kissner Group greatly complements the value-added products it produces, according to the company. “You’re essentially getting more from Kissner,” Browes said. The Kissner Group provides complete on-site training to distributor sales representatives, educating them on the traditional deicers found on the market today. This is accomplished through practical application and uncovering some “hidden costs” associated with using the wrong deicers, right through to product performance measures and how the various deicers actually work. The company will even customize CD-ROM presentations for its distributors to help them while they sell at the end-user level. “The Kissner Group’s total focus is Ice Melter so it sells Ice Melter products 12 months of the year. This is key to distributors, as it gives them an early start to the season. As a result, these distributors enjoy a boost in their revenue sooner,” Browes said. Industry Leading Turnaround Time No matter what quantity, The Kissner Group gets its customers the products they need, when they need them. An advanced infrastructure and ordering system enable the company to offer fast delivery times. “The Kissner Group has located its plants across North America to service all customer needs quickly, efficiently and on time,” Browes said. “While some suppliers may run out of product during the harshest winter times, The Kissner Group produces 24/7 to ensure its distributors meet their requirements and more. “The recent acquisition of the Detroit Salt Mine enables The Kissner Group to further enhance its ability to keep customers supplied at all times.”

Marketing & Sales Support “When it comes to selling ice melter products, it’s extremely important for distributors to understand what kind of Sales Support they can depend on

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Contact The Kissner Group today for all of your Ice Melter needs. 32 Cherry Blossom Road, Cambridge, ON, N3H 4R7. Phone: 1-800-434-8248; Fax: 1-877-434-8250. Email: enquiries@kissner.com. Website: www.kissner.com.

“The Kissner Group has located its plants across North America to service all customer needs quickly, efficiently and on time. While some suppliers may run out of product during the harshest winter times, the Kissner Group produces 24/7 to ensure its distributors meet their requirements and more.” — Kissner’s Ice Melt Category Manager Jeff Browes


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Milazzo Industries equivalent to 150 pounds of regular rock salt or even a low- melters will be needed and how much product should be secured. end blend. “Distributors should have their reps out in the field selling “We have always been calcium chloride-focused at Milazzo Industries. Each crystal of sodium chloride is encap- these products even when it’s 90°F outside. This is the time sulated with calcium chloride in Polar Express®. We also add for distributors to make their preseason ice melter purchases calcium chloride in addition to the encapsulation process, and sales. It’s important distributors find out what their indihelping Polar Express® work at a lower temperature. There is vidual customers need beforehand,” Wesolowski said. He added that the winter of 2010-2011 was a good one for more than just marketing that backs this prod“We will visit an account and sit down uct. There is true chemistry involved. Unfortu- ice melter sales in many parts of North America despite a not only with our distributors, but nately, there are companies that rely on slow 2010 preseason. “A lot of people seemed to be holding back last year from with their own customer base as well. marketing with no substance behind their products. You truly need to know what’s in the bag purchasing ice melter early. They probably wanted to see This includes working a territory how the winter season was going to take shape,” Wesolowski when making a decision on a deicer.” with distributor sales reps.” This latter point is especially important for said. “Once winter weather arrived, especially in early Janthose distributors and end-users looking for ice uary, ice melter sales really picked up. It became a very high — Milazzo Industries Senior Vice President John Wesolowski melt products that come with promises to be demand winter season. “We anticipate a much better preseason this year based on With a lineup of quality ice melters serving as a strong friendlier toward pets. Wesolowski warns about false claims. “There is obviously a big market for pet-friendly ice how much product moved out of the supply pipeline last winbackdrop, officials at Milazzo Industries also focus on providing educational and sales support for the betterment of the melters, and this market seems to be growing every year. ter.” Milazzo Industries offers preseason buy incentives and There are some products on the market that are truly petcompany’s distributor base and end-users. “We will visit an account and sit down not only with our friendly as there are responsible manufacturers that take their different marketing programs to help distributors have a sucdistributors, but with their own customer base as well. This in- claims seriously. Other companies, however, are playing more cessful ice melter year. The company also works to cuscludes working a territory with distributor sales reps,” Mi- of a price point game,” Wesolowski lazzo Industries Senior Vice President John Wesolowski said. “Safe Pet® Ice Melter, from “In our opinion, Polar Express® is the best said. “It’s important we explain what each of our products Milazzo Industries, comes with a performing blend on the market due to the will do. Milazzo Industries provides many different variations true pet-friendly formulation with a process that takes place when making this of ice melt choices. Not every product is right for every cus- melting point at temperatures as low ice melter. It works at temperatures as low tomer or territory. It’s important to decide collectively. Our as 0°F. focus is on education, relationships and working together.” “It’s truly a non-toxic deicer. If a as -15°F, while the application rate is 2 to 4 He added that distributors who sell ice melter should find pet ingests it, that animal will not ounces per square yard.” products that will do exactly what is being promised by the get sick. If that pet gets our product manufacturer. within its paws, the ice melter will tomize programs for each account. “People shouldn’t just buy a deicer, throw it on a walkway not cut or irritate.” “Using a cookie-cutter approach doesn’t always work. We and hope it melts ice. It’s important distributors have quality Also available from Milazzo Industries are two blended products in place that will fit the needs of their specific cus- products made with CMA (Calcium Magnesium Acetate) — try to tweak each program specifically for individual distribtomers,” Wesolowski said. Quad Melt® and Quad Melt Ultra®. They come in blue/green utors, making sure they can maximize their own distribu® tion,” Wesolowski said. “Obviously, if they can maximize The flagship deicer at Milazzo Industries is Qik Joe Ice and pink coloring, respectively. These two ice melters are especially popular among com- their distribution, then this helps us maximize our distribuMelt, which comes in the form of a calcium chloride pellet. “It’s a premium deicer that has been on the market for mercial accounts that are looking for CMA blends. When it tion. “When distributors have a good idea as to what their ice over 40 years. Qik Joe® enjoys wonderful distribution with a comes to performance, Wesolowski explained CMA offers great following. It stands on its own merits and works to - superior melting qualities along with a non-corrosive prop- melt purchasing needs are going to be, then I would sug25°F. Qik Joe® leaves no powdery residue and has an appli- erty. This is a big factor when using ice melter on commer- gest they make a commitment early and not rely on any one ice melt company to be their warehouse. It’s imporcation rate of 2 to 4 ounces per square yard. In other words, cial lots and walkways. “Milazzo Industries takes its CMA blended products an tant to buy at the right time, especially when promotions 50 pounds of this product is equivalent to 150 pounds of regadditional step by treating sodium chloride with glycol,” he are available.” ular rock salt,” Wesolowski said. With a history that dates to 1928, Milazzo Industries has Another popular ice melter offered by Milazzo Industries said. “Glycol acts as a catalyst to help activate the deicer. been producing snow and ice control products since the is Polar Express®, which “Using a cookie-cutter approach doesn’t always 1960s. It also manufactures and sells charcoal/barbeque-reWesolowski called a premium blend featuring calwork. We try to tweak each program specifically lated products. “We enhance different lines and items every year to make cium chloride and a for individual distributors, making sure they can sure we are a more complete supplier,” Wesolowski said. high-end, medium-grade maximize their own distribution. Obviously, if “Milazzo Industries is also entering new areas of production. solar salt. The calcium in This includes sweeping and cleaning compounds, pool/spa the product helps to serve as they can maximize their distribution, then this chemicals and absorbents. Our focus is to be a one-stop shop a catalyst, activating the efhelps us maximize our distribution.” for many types of products that most hardware and jan/san fectiveness of the salt. In return, the ice melter is ideal for use in very low temperatures. This definitely makes Quad Melt® and Quad Melt Ultra® bet- companies need.” “In our opinion, Polar Express® is the best performing ter products.” Contact: Milazzo Industries, 1609 River Rd., Pittston, PA When it comes to selling ice melter, Wesolowski emphablend on the market due to the process that takes place when 18640. Phone: 800-288-6358. making this ice melter,” Wesolowski said. “It works at tem- sized the importance of a solid preseason sales program — E-mail: jwesolowski@milazzoindustries.com. peratures as low as -15°F, while the application rate is 2 to 4 both for the ice melt manufacturer and each distributor. DeWebsite: www.milazzoindustries.com. ounces per square yard. Again, 50 pounds of this product is cisions should be made in the preseason as to what type of ice ot all ice melter products are created equally, and no one type of ice melter is the best solution for every distributor and end-user. Focusing on these two important points has helped Milazzo Industries, a family-owned company located in Pittston, PA, manufacture a wide variety of successful deicing products for the jan/san and hardware industries.

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Cargill Salt ith a background in the salt business dating to 1955, Cargill continues to draw upon its vast experience in operating 12 salt manufacturing facilities, producing 9 million tons of rock, solar and evaporated salt annually. Additionally, there are 10 packaging facilities and 17 bulk loading facilities to serve customers.

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calcium chloride pellet product. “Customer service remains important as ice It’s designed for fast, high volmelting is a seasonal business. It requires ume melting down to -25°F. rapid and reliable response in season, All five products are available quality control of products and packaging, in 50-pound polyvinyl bags, ® with Winter Melt available in and keen attention to customer care.” larger sizes as well. O’Connell described the winter of 2010-11 as cisions in order to achieve a satisfactory outcome This production includes salt products for industrial, agricultural, retail and foodservice, food pro- one of Cargill Salt’s best for enhanced ice melter pertaining to weather, environmental and budgetary conditions. In addition to personal contact cessing, water conditioning, pharmaceutical and ice product sales. “It was the first year for our through the Diamond Crystal® sales force, we also melting customers. Cargill’s Bob O’Connewly formulated GreenMelt®. provide material safety data sheets, technical data nell, salt assistant marThis product is now an enhanced sheets, product information sheets and best pracketing manager, explains sales leader for us, in part be- tice information on our website and in our product that five commercial cause it’s such a great fit for literature. strength packaged ice sidewalk crews. They want fast “Customer service remains important as ice meltmelters are available for melting speed during below zero ing is a seasonal business. It requires rapid and rethe jan/san marketplace weather conditions, along with a liable response in season, quality control of under the Cargill Dialower price-point compared to products and packaging, and keen attention to cusmond Crystal® brand. straight calcium chloride,” tomer care.” “Winter Melt® is our O’Connell said. Through its customer service and educational iniever popular halite ice In giving advice to jan/san “As a responsible industry melter, providing ecodistributors who are looking for member, Cargill Salt is nomical deicing for success with ice melter sales, committed to helping buyers multi-surface areas,” O’Connell added that it’s essenO’Connell said. “Among tial these distributors become make informed decisions that our enhanced product smart shoppers themselves. Diswill benefit distributors and offerings are three tributors should seek products product users alike. The main blended products: Glaand manufacturers that feature goal is that all involved will cier Melt ® , a magnereliable ice melting claims, inhave a positive experience, sium chloride and gredients and service. sodium chloride blend “I would recommend taking with greater winter safety.” advantage of Cargill Salt Early that melts down to 5°F; Dyn-O Melt ® , a magnesium chloride and Buy programs. For our part, we offer attractive tiatives, Cargill Salt works to clearly differentiate sodium chloride blend with corrosion inhibitor pricing and significant early buy discounts. This is between high- and low-end deicing products. This is that melts down to 0°F and is good for parking being done despite coming off a strong winter done according to ice melting needs and performramps and other surfaces near metal structures; where the industry pipeline carry-over is relatively ance standards — and all backed by sound science. and GreenMelt®, a calcium chloride and sodium low,” O’Connell said. “The Diamond Crystal® pro“As a responsible industry member, Cargill Salt chloride blend with green dye for easy-to-see, grams are comprehensive and competitive, and is committed to helping buyers make informed deuniform application that melts down to -5°F.” there are additional promotional incentives avail- cisions that will benefit distributors and product Meanwhile, Flash Melt® is the brand’s 94 percent able for various circumstances. Specific customer users alike,” O’Connell said. “The main goal is that pricing can be determined by contacting all involved will have a positive experience, with a Diamond Crystal® sales representa- greater winter safety.” “It was the first year for our newly As for the future, he added that emerging trends formulated GreenMelt®. This product tive.” He added that distributors should un- within the industry will continue to foster innovais now an enhanced sales leader for derstand their customers’ deicing needs tive product development. This includes anti-icing us, in part because it’s such a great fit and what ingredients will best fit these products and products that are increasingly friendneeds. lier toward the environment and pets. for sidewalk crews. They want fast “We have published a brochure, availmelting speed during below zero able at www.cargillsalt.com, entitled, ‘5 Contact: Cargill Salt, weather conditions, along with a Questions To Ask About Any Ice 9380 Excelsior Blvd, Hopkins, MN 55343. lower price-point compared to Melter,’” O’Connell said. “We believe Phone: 952-984-0351; Fax 952-984-8719. straight calcium chloride.” this can help distributors and commerEmail: robert_o’connell@cargill.com. Website: www.cargillsalt.com. — Bob O’Connell, Cargill salt assistant marketing manager cial users make the correct informed deCircle 116


Ask about our

Early Buy! 

If Only Everything Worked This Well. ®

Diamond Crystal

Ice Melter

By combining calcium chloride’s jumpstart, sodium chloride’s extended action, and a green tint for precise application, GreenMelt is the budget-minded blend. ®

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starts melting right away, because it contains heat-producing calcium chloride. Meanwhile, its sodium chloride extends melting for 60 minutes or more. And its green tint makes for easy-to-see application efficiency. The result? An economically effective ice melter with a strong work ethic. Not everything works this well. But aren’t you glad that something does? ®

Cargill Salt offers a full line of Diamond Crystal commercial ice melting products.

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For more on Diamond Crystal ice melters, visit www.cargillsalt.com or call us at 1-888-385-SALT (7258). © 2011 Cargill, Incorporation. All Rights Reserved.

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Occidental Chemical Corporation orking with a reliable ice melt manufacturer is critical for distributors when trying to help end-users keep walkways, steps and parking lots clear of hazardous snow and ice. Last winter was a prime example of this importance, one that was successfully navigated by Occidental Chemical Corporation (OxyChem). “We had one of our best winters as a company,” OxyChem Business Manager Greg MacDonnell said. “Demand for OxyChem products spiked due to “In a survey, 93 percent of colder than normal weather. Because our customers indicated we carry high levels of inventory they will buy it going into each season, we were able (PELADOW) again. to benefit when some competing products ran out of stock.” Satisfied customers and MacDonnell stated that Oxyreal performance are ways Chem’s ice melt products are some a product stays at the top of the most widely recognized for over 60 years. We’re brands in the industry. This includes PELADOW* Premier Snow proud of that.” and Ice Melter, which, he added, is — OxyChem Business Manager Greg MacDonnell highly regarded by the company’s loyal customers. “In a survey, 93 percent of our customers indicated they will buy it again. Satisfied customers and real performance are ways a product stays at the top for over 60 years. We’re proud of that. It’s a rarity in the ice melt business,” MacDonnell said. Meanwhile, OxyChem’s COMBOTHERM* Blended Deicer and DOWFLAKE** Xtra 83-87 percent Calcium Chloride Flake primarily consist of calcium chloride, offering performance in a wide range of temperatures. “Our calcium chloride products make snow and ice removal much more efficient and walkways safer for property managers,” MacDonnell said. Now that summer is in full swing, he added, it’s a good time for distributors to call on customers pertaining to ice melter sales while also receiving feedback on service and performance issues from the previous winter season. This allows distributors to recognize key matters that drive good service and product performance. “Distributors need to be careful and not align themselves with producers that have a history of being unreliable, or have very long lead times due to sourcing products from overseas,” he said. As with most things in life, education is king when it comes to properly selling and purchasing ice melter products. MacDonnell noted that OxyChem offers distributors and end-users some of the most complete information in the market. For example, the company’s website (www.oxycalciumchloride.com) provides comprehensive information on how and where to use specific ice melter products. “A large number of people buy ice melt products without knowing what these products contain,” MacDonnell said. “The buyer has a right to know as it influences performance and environmental concerns. Some producers offer a lower strength product and sell it against higher strength ice melters without openly advising customers of the concentration differences.” In the ice melt industry, MacDonnell continued, distributors and end-users should know specifically a product’s true contents. He added that ice melting chemistry is relatively simple and primarily features five products — sodium chloride, potassium chloride, magnesium chloride, calcium chloride and/or urea. The performance attributes of each of these are well known. When distributors and end-users understand the exact composition of the products they are buying, they will also truly understand the performance and value they are receiving — or the lack thereof. “A distributor should have serious reservations about selling a product if he/she does not know precisely what it contains,” MacDonnell said. “A distributor who cannot tell a customer the specific contents in a product is likely to be indifferent to quality, and may just be focused on ‘getting the order.’ Quality distributors can differentiate themselves by learning everything about the product, from content percentages to performance.”

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Officials at OxyChem make sure distributors they work with are aware that there are some applications where end-users have unique concerns. “For example, all chloride-based deicers are corrosive to aluminum. They should not be used around aircraft or in areas where aluminum exposure is a concern,” MacDonnell said. “Also, concrete less than one year old, or precast concrete of any age, should not be treated with an ice melt product. If a customer has specific concerns, a good distributor will help him/her understand how to manage those concerns effectively.” Keeping a strong focus on customer service has helped OxyChem build its ice melter sales over the years. As MacDonnell states, the snow and ice melt industry is a key market for OxyChem’s calcium chloride business. “We are committed to providing a high level of service throughout the year. We know, from our decades of experience in this industry, that outstanding service is critical in a business where demand builds quickly without prior notice,” he said. “It’s hard to forecast winter weather in the summer when we are selling our products. Therefore, OxyChem stocks large quantities of product in key markets, aligns with distributors who are recognized for dependable and reliable service, and employ knowledgeable professionals who have the experience and desire to serve customers well. “Outstanding customer service is critical to our business success. This past winter provided good testimony to our commitment.” At OxyChem, preseason ice melter specials are currently in place to encourage early stocking of products. This allows participating distributors to be well positioned to serve their own customers. Making sure the word gets out that not all ice melters are of equal value is another important task at OxyChem. MacDonnell said all ice melter manufacturers can help by producing quality products that meet customer expectations, and disclosing precisely what each product consists of and how it works. “This is how we, at OxyChem, differentiate and sustain “Distributors need to be our business over the long term,” careful and not align he said. “We must also recognize themselves with producers various challenges. The barriers that have a history of being for getting into this industry are low, and we know there are irreunreliable, or have very sponsible marketing claims long lead times due to being made within the industry. sourcing products from However, manufacturing participants who want flagship prodoverseas.” ucts like PELADOW*, which has delivered value and performance for over 60 years, will not take shortcuts.” MacDonnell does see a positive move taking place within the industry toward more truthful and accurate representation concerning content and performance levels of various ice melt products. OxyChem supports this move completely and believes it’s well overdue. Occidental Petroleum Corporation (Oxy) is an international oil and gas exploration and production company with operations in the United States, Middle East/North Africa and Latin America. Oxy is the fourth largest U.S. oil and gas company based on equity market capitalization, according to the company. Oxy’s wholly-owned subsidiary, OxyChem, manufactures and markets chlor-alkali products and vinyls, and is the largest manufacturer of calcium chloride in the world, according to the company. “Oxy is committed to safeguarding the environment, protecting the safety and health of employees and neighboring communities, and upholding high standards of social responsibility in all of the company’s worldwide operations,” MacDonnell said. Contact: Occidental Chemical Corporation, 1600 South Madison St., Ludington, MI 49431. Email: Gregory_MacDonnell@oxy.com. Website: www.oxycalciumchloride.com.

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*Trademark of Occidental Chemical Corporation

** Trademark of The Dow Chemical Company


MSN Exclusive Interviews With 3 Successful Distributors

By Rick Mullen Maintenance Sales News Associate Editor

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t has been said small businesses are the backbone of the American economy. Recent economic times have been a real-life exercise in survival for many companies, including distributorships. While a little luck never hurts, many smaller distributors have prospered because they have excelled at forward thinking, customer service, building relationships and a lot of elbow grease. Maintenance Sales News Magazine recently spoke with representatives of three small to mid-sized distributorships who shared how their respective businesses have remained competitive in these turbulent times.

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otivated by a desire to focus on green products and cutting-edge innovations in the cleaning industry, Joseph Johnson founded Joe Janitor Supply, located in Des Moines, IA. Although he was not the owner, Johnson ran a large franchise for a nationally known janitorial services com-

Joseph Johnson, Joe Janitor Supply

pany in Des Moines for 14 years before deciding to go on his own. “Joe Janitor Supply is a janitorial supply house. We emphasize green cleaning products and supplies that will fulfill LEED (Leadership in Energy and Environmental Design) standards,” said Johnson, who is president of the company, as well as the founder and owner. “We carry chemicals, machinery and microfiber products.” Part of the company’s goal of offering the latest innovations in the cleaning industry is to offer these products at an affordable price without the customer having to purchase large quantities. The distributorship bills itself as a “one-stop shop” for janitorial supplies. Serving Central Iowa, Joe Janitor Supply’s customer

base includes BSCs (building service contractors), restaurants, hospitals and a parochial school, among others. “When the janitorial services business I ran converted to a GS-42 standard, I remember going through that knowing how important it was for our employees’ health and for a marketing opportunity with customers,” Johnson said. “I had an opportunity to work with a particular manufacturer as a distributor, so I left the janitorial services company. I felt like I had to take the opportunity to help other BSCs, schools and facilities develop green programs.” The Green Seal Standard for Commercial and Institutional Cleaning Services GS-42 establishes environmental requirements for cleaning service providers of commercial, public and institutional buildings, including in-house and external cleaning services, to create a green cleaning program that protects human health and the environment, according to www.greenseal.org. It turned out that Johnson’s background as manager of the janitorial services company became an effective marketing tool for his new distributorship.

Slips and falls cost American businesses $70 billion annually in lost time and medical bills.* Use ice melt – avoid a costly accident. *National Safety Council, Injury Facts.

KNOW THE FACTS

“We believe in education, teaching and giving presentations on green products. Being involved heavily in the United States Green Building Council (USGBC), and educating the public about environmentallyfriendly products and techniques are our primary means of marketing.” — Joseph Johnson, Joe Janitor Supply

“Word-of-mouth has been our best marketing tool. I have developed many relationships from being in the commercial cleaning business for many years,” Johnson said. “I knew most of the people in the jan/san segment when I left the janitorial services company, because it

888-293-2336 | www.peladow.com ®™Trademark of Occidental Chemical Corporation

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July/August 2011

had a large market share and presence in the city. The owner didn’t like to be out in public, so I was pretty much the ‘face’ of that particular franchise. Companies with whom we had relationships with found out pretty quickly that I had started my own distributorship.” Joe Janitor Supply calls itself a “customer-focused” distributorship that takes an educational/consultative approach with customers. “We believe in education, teaching and giving pre-

“In taking the role of consultants in our sales approach, we look at what a customer is currently doing, and then recommend changes if necessary. If a customer is doing things well, we encourage him or her to continue while we are on hand to offer quality products and assistance.” — Joseph Johnson, Joe Janitor Supply

sentations on green products,” Johnson said. “Being involved heavily in the United States Green Building Council (USGBC), and educating the public about environmentally-friendly products and techniques are our primary means of marketing. “In taking the role of consultants in our sales approach, we look at what a customer is currently doing, and then recommend changes if necessary. If a customer is doing things well, we encourage him or her to continue while we are on hand to offer quality products and assistance.” Indeed, Johnson’s hands-on background as a cleaning professional makes him uniquely qualified as a consultant, educator and trainer in the jan/san field, especially when it comes to green products and techniques. “As a BSC, we had 350 full-time employees and we cleaned 10 million square feet a night throughout the city,” Johnson said. “It was very important for us to have an efficient cleaning and training program. With the high turnover within the BSC segment, the company I managed was really a training company as well as a cleaning business. We had to train people quickly to a level of consistency, because we did not know if they were going to be with us in three months.” Johnson’s “green” credentials also give Joe Janitor Supply credibility among its customers, which fosters trust and loyalty. Johnson is chairman of the Iowa chapter of the USGBC this year. He is a LEED AP (Accredited Professional) and Joe Janitor Supply has been designated as a CIMS GB (ISSA Cleaning Industry Management Standard-Green Building) distributorship. “What separates us from the competition is my understanding of the person who is my customer,” Johnson said. “I know them very, very well because I was that person.” In lieu of seminars or in-house training events, Joe Janitor Supply’s reps, including Johnson, prefer to work one-on-one with customers when it comes to training. “We typically go on-site and show customers how they can use green products properly. Our products are safe enough so if they are not used as intended, they are not going to harm customers or cause any damage to any surfaces,” Johnson said. “However, in

order to experience the economic and cleaning benefits of a product, it needs to be used properly. We walk through each product, demonstrating how to use it and when it is proper to change the dilution rate from what is recommended. It is more of a hands-on approach to training.” While it is a given among many jan/san professionals that the green movement is here to stay, some parts of the country have warmed to it more than others. “In the green cleaning area, there is a learning curve for many people,” Johnson said. “I think the important part is to show people how they don’t have to spend additional money to implement green products. Also, at the same time, they can improve the productivity of their people and help with reducing costs associated with lost work time. I think it is a matter of just teaching them. “There are a lot of LEED buildings that are being built in the Midwest. Joe Janitor Supply is positioned right and is going to continue to grow. We just have to be patient with the speed of growth. Everyday we convince people that using environmentally friendly products and techniques is the way to go. “On the East and West coasts, and in other areas where green is legislated, people don’t have much of a choice. It then becomes an environmental issue driven by a government regulation. However, in the Midwest, it is a matter of making sure they understand they can do something beneficial for their employees without costing more money. This is the approach we take in this particular area that seems to resonate with people.” To further facilitate the distributorship’s commitment to educating customers about green cleaning and to help them achieve their green goals, Joe Janitor Supply has launched Joe Janitor University on its website. “Joe Janitor University is still under development. It is being designed to give us the opportunity to help other companies become, either Green Seal GS42 certified or CIMS GB certified,” Johnson said. “We offer ongoing continuing education required for companies to maintain these certifications. “We are going to continue to develop Joe Janitor University as a resource, where people can obtain white papers and videos on general topics in the area of green cleaning. This is very new for us.” Johnson said recent efforts in developing environmentally friendly disinfectants are the next step in green cleaning innovation. There is an old saying: “Not all that glitters is gold.” In the green cleaning arena not all products that claim to be green are green. “One of the major challenges we face is competing with companies that claim they have green products that are basically just colored water,” Johnson said. “Part of the challenge is to separate our distributorship from companies that are involved in ‘greenwashing.’” Johnson also requires a commitment to green products and practices from Joe Janitor Supply’s suppliers. “We want to work with companies that believe in product development and innovation. We seek suppliers that have made a serious commitment to green and sustainability and desire to function and operate in a sustainable way.

“I don’t care to deal with companies that provide a product that might be green, but everything about their operation lacks any concern for it at all. “In addition, we want suppliers that can deliver fairly quickly so we don’t have to stock as much inventory. We are looking for ways to keep our shipping costs down. We want to avoid having to buy enormous volumes to reduce shipping costs. “At the end of the day, knowledge, credibility and understanding of the business have been keys to Joe Janitor Supply’s success. We strive to be a valuable resource for our customers. “If a competitor and I sat down with a customer, I am confident that by the end of the conversation there would not be any question in the customer’s mind that I understand the business and the product better than my competitor.” Contact: Joe Janitor Supply, 5020 Park Ave., Des Moines, IA 50321. Phone: 515-288-9150. Email: info@joejanitorsupply.net. Website: www.joejanitorsupply.com.

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n modern-day culture it is often thought that “big” is better. Robert J. “Bob” Sauer, and his son, Robert L. “Rob” Sauer, co-owners of Community Clean, LLC, of Franklin, IN, see it a little differently, especially when it comes to their distributorship.

Robert J. “Bob” Sauer, and his son, Robert L. “Rob” Sauer, co-owners of Community Clean, LLC

“Community Clean is intentionally designed to stay small and we intend to keep it that way — small and controllable,” Bob Sauer said. “We have been in business since Jan. 1, 1996, and I have been in the industry since 1963.” Office Manager Pamela Lippert also joins the Sauers on the Community Clean staff. Community Clean offers a full slate of jan/san products. Among the company’s product offerings are paper, trash can liners, chemicals, hand care, sanitizers, laundry products, wipes, ice melter, restroom supplies, mopping items, floor matting and more. Among the distributorship’s wide variety of customers are medical, industrial and school facilities. “When I started the company, I was a lone operator as my son was still in college,” Bob Sauer said. “I had been in the industry all my life. Because of the background from which I came, I was bound and determined if I was going to start a distributorship; I was going to create my own brands. “It was a difficult undertaking because, with a oneman operation, it is hard to generate enough sales to justify developing a brand. It was a battle, but we’ve


Maintenance Sales News come a long way in developing our own brand name. strong personal perspective. When we obtain a cus“Having our own brand does not mean we don’t op- tomer, we make a concerted effort to keep that customer. erate equally well with the standard brands in the in“We build solid relationships with customers. I hear dustry. We will supply our customers with major brand some people say, ‘Loyalty is dead and gone in this culnames if they ask for them, which we acquire through ture.’ However, this is not quite true. We would like to wholesalers. However, for our own warehousing pur- think we have earned some loyalty among our cusposes, we stock almost 100 percent of our own private tomers. This is the way we approach accounts everyday, brand of paper products. We whether it is a new account, put a lot more emphasis on one that has been with us “We do deliveries with our two trucks. our own brand than the nafor a while, or one that has We don’t do LTL (less than truck load) tional brands.” been with us from day one. shipping, and a minimal amount of Located about 25 miles If a customer needs a prodshipping by UPS. Almost everything moves uct right away, we will figsouth of downtown Indion our two trucks. Our business has been ure out a way to make it anapolis, the state’s capital built on a very person-to-person basis.” city, Community Clean servhappen.” ices primarily Central IndiWhen it comes to mar— Bob Sauer, Community Clean, LLC ana. keting the company, Bob “There is plenty of business for everybody in this re- Sauer used to think word-of-mouth was the best way to gion,” Bob Sauer said. “It is a good market from a pop- spread the word about Community Clean. However, his ulation standpoint. We do deliveries with our two trucks. son, Rob Sauer, has changed his mind. We don’t do LTL (less than truck load) shipping, and a “We are updating marketing tools, such as my son is minimal amount of shipping by UPS. Almost everything overseeing the construction of a fully interactive webmoves on our two trucks. Our business has been built site, which is being designed by an outside company,” on a very person-to-person basis.” Bob Sauer said. When asked how business has been for his company One marketing activity the Sauers perform in-house recently, Bob Sauer said, “It has been a challenge the is producing the company’s catalog. The father/son past four or five years.” team, in many cases, produces the photos for the catalog Nonetheless, the distributorship has shown some and writes the product descriptions. In this effort, the growth, but it has been a roller coaster ride in many Sauers go the extra mile to inform customers about exways as the country’s economy has struggled as well. actly what they are ordering. “The growth we got used to during the good years is “Our catalog is more than just a listing of products,” now difficult to come by,” Bob Sauer said. “There have Bob Sauer said. “We are concerned about a situation that been some gains. However, it just seems like during the is going on in this industry concerning misleading packpast three or four years every time we make a gain, there aging information. For example, the size of the potato is an offsetting loss. We have had a some growth. chip bag stays the same, but the net weight changes. Our industry has gone from selling exact specified weights in “We don’t make an effort to be the low-cost trash bags to selling them as ‘small,’ ‘medium’ and ‘large.’ This practice may allow for a lessening of the provider, but we do make a strong effort to customer’s ability to know what he or she is really getbe the highest-value supplier. I know the term ‘value’ is overused and misused a lot of ting for the dollar. “At Community Clean, we not only put such infortimes, but it is a word I refuse to forget.” mation on our bath tissue as ‘96 rolls, 500 sheets, 2-ply — Bob Sauer, Community Clean, LLC bath tissue,’ we also put the exact number of square feet of paper contained in the case.” “I have friends who say to me, ‘But your products While Bob Sauer says the No. 1 way Community don’t go out of style.’ I give them an example of an in- Clean distinguishes itself from the competition is with dustrial complex that is a significant customer of ours. its private label products, a close second in the comIn March 2009, the industrial complex had 1,200 em- pany’s customer service. ployees and a year ago there were 400 people working “We don’t make an effort to be the low-cost there. provider, but we do make a strong effort to be the “This is an example of the away-from-home market- highest-value supplier,” Bob Sauer said. “I know the place. If the person is away from home, we have a shot term ‘value’ is overused and misused a lot of times, at the business. If the person is at home, big retail chains but it is a word I refuse to forget. will get the business. The past four years for us have “Value is really more than just price. It is a consolibeen a ‘hold our own and not fall back’ situation. There dation of price, services and integrity. There are those have been success stories, but the everyday, up-and- who sell for less than we do, and there are those who down the street business is still a little challenging.” sell for a lot more. We try to find that happy median. We In tough times, quality customer service can poten- try to communicate to customers that the word ‘gouge’ tially afford a distributorship an edge on the competi- is not in our vocabulary.” tion. At Community Clean, offering quality customer While Community Clean was somewhat slow to enter service has been a foundational principle from the be- into the green marketplace, demand for environmentally ginning. friendly products is growing. “Our philosophy has been if a customer is worth doing “We have been slow coming to green, but it is not that business with in the first place, he or she is worthwhile we didn’t think it was going to catch on; it was because putting forth the extra effort,” Bob Sauer said. “Since the company wasn’t big enough to make it happen with we don’t have an on-the-street sales force other than my- some of our customers,” Bob Sauer said. “However, self, and occasionally my son, who does most of the now we are starting to find out, for example, the new fawarehousing and delivering, I can speak from a very cility director at the local hospital is counting his LEED

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A single winter storm in February 2011 cost Chicago-area businesses $600 million in lost revenue.* Use ice melt – protect your bottom line. *Chicago Sun-Times (March 8, 2011).

KNOW THE FACTS

888-293-2336 | www.peladow.com ®™Trademark of Occidental Chemical Corporation

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42 points. It is certainly on our radar screen. Green products will be featured prominently on our new website. “We are getting calls for it now, whereas two years ago we didn’t get calls. Where some used to laugh and ridicule the green movement, now it is accepted. “I think at first a lot of people thought the environmentally-friendly approach was going to cost a lot more and they were going to have to give up some effectiveness. Once the manufacturers proved they could make products that met the pricing criteria and did a pretty good job of cleaning, some of the resistance started to wilt. Now, I see resistance to green wilting daily.” Given that Community Clean’s vendors offer quality products, “truthfulness” and “dependability” are the two most important attributes Bob Sauer looks for in doing business with suppliers. “Seeking ‘truthfulness’ and ‘dependability’ may sound a little corny. However, a supplier that continues to supply quality products and support without undercutting you, is valuable working partner,” Bob Sauer said. “We do not hesitate to walk away from people whose integrity is suspect.” In speaking of his career in the jan/san industry, Bob Sauer looked back on a couple of products he enjoyed seeing come into their own over the years. “It has been kind of fun to be around long enough to see a product go from total innovation to maturity, if you will,” he said. “I remember when the first closed cartridge hand soap systems hit the market in the late 1980s and early 1990s. Today, there are many players in this product segment. Cartridge hand soap systems have been a great product item over the years to sell and they are a fun product to talk about, etc. “The interesting thing for me was to be there at the beginning when this product was new and revolutionary. At that time people said, ‘What do you mean you don’t fill the dispenser by pouring it from a gallon jug?’ It was fun to see how the health care industry really gravitated toward the closed system and really made it grow.” Another product segment that has changed over the years that Bob Sauer has found fascinating to track is ice melter. “In the 1970s and early 1980s, the ice melter industry offered calcium chloride in a brown bag, or maybe a brown fiber drum,” Bob Sauer said. “Then one company began offering ice melter in red, white and blue packaging with a logo and started telling a story of blending, etc. This effort made that company extremely successful. Later, the company was sold to a large, well-known salt company. These kinds of changes in the industry have been fun to watch.” One aspect of the industry that has evolved that Bob Sauer doesn’t like is the growth and influence of buying groups. “As a result of the almost gigantic growth of some buying groups, some of the discounts that are given through contractual relationships are just enormous, and they really disallow the small person from competing,” Bob Sauer said. “For example, after many tries, I finally got through by email to the director of environmental services for a large hospital. “I just wanted to let him know our business was just a few miles from his location. I was requesting

July/August 2011 a chance to come in an introduce myself and let him know what we are about. “I got back the cold, stark reply: ‘We are associated with so and so, (a large buying group for the medical profession) and therefore by contract I have no reason to talk to anyone else.’ There is a whole lot this going on in the industry now, where you are closed out by contract, so to speak.” However, the positives of being a part of the jan/san industry have far outweighed the negatives for Bob and Rob Sauer. “We owe our success to hard work, persistence and the ability to say, ‘I am doing this for the right reasons and I am doing it with people I enjoy calling on and being around. I am able to make a good living, so let us just keep doing it the right way,’” Bob Sauer said. Contact: Community Clean, LLC, P.O. Box 328, Franklin, IN 46131-0328. Phone: 317-346-7766; Fax 317-346-0307. Email: sales@communityclean.net. Website: www.communityclean.net.

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ecause of its unique customer base and product offerings, Cleaning Supply Network, LLC, of Pensacola, FL, operates with a small staff, but the company’s reach extends to 30 or 40 states daily. “Cleaning Supply Network is 10 years old,” said

Cleaning Supply Network’s facility is located in Pensacola, FL.

company Vice President Brian Frank. “We are a distributorship offering various products, with a heavy emphasis on carpet cleaning and water restoration. “We deal nationally. We ship to probably 30 or 40 different states daily. We sell machines and chemicals for machines. We offer carpet cleaning and water restoration machines, dehumidifiers, dust covers,

“We will do all we can to meet the needs of our customers. We try to offer unique products that have a niche in the marketplace that other people do not supply.” — Brian Frank, Cleaning Supply Network

ozone machines, truck mounts, and more. We also carry all the accessories for the machines.” To complement machine sales, Cleaning Supply Network also operates an in-house repair service with a mechanic on staff. While the company’s emphasis is on carpet cleaning and water restoration, Cleaning Supply Network also offers janitorial supplies, including fantail loop mops, cotton mops, professional quality dust mops and brushes. Other janitorial products include a rust remover that is water-based and removes oxidized iron stains and effectively bright-

ens quartz and jewelry. The company offers a disinfectant that is a U.S. Food and Drug Administration/Environmental Protection Agency approved bactericidal, virucidal, fungicidal disinfectant solution and active deodorant for use in hospitals, clinics, medical and veterinary of-

“We owe our success to taking care of the customer.” — Brian Frank, Cleaning Supply Network

fices, laboratories, industrial clean rooms, homes, nursing homes, ambulances, hotels and restaurants. Other products offered by Cleaning Supply Network include air duct cleaners, defoamers, hard surface cleaners, mold remediation, portable carpet extractors, upholstery cleaners and drying systems. “We will do all we can to meet the needs of our customers,” Frank said. “We try to offer unique products that have a niche in the marketplace that other people do not supply.” Because of the company’s small staff, Cleaning Supply Network can be flexible in meeting customers’ wants and needs. “We are small enough to allow us to adjust to the customer,” Frank said. “We have grown to service 3,000 accounts. We are not heavily involved with the Internet, but we do have a website where customers can view our private label products.” The distributorship’s clients include large water restoration contractors, national accounts and some “mop and pop” businesses. Unlike more traditional jan/san distributorships, most of Cleaning Supply Network’s action takes place far from the company’s Florida Panhandle location. “We deal primarily nationally. Wherever our customers are, that is where we send our products,” Frank said. “Probably about 5 percent of our sales are local. Most of our customers have never walked into our shop. Almost all our sales are done through phone contacts.” While most of Cleaning Supply Network’s customers have never been to its home facility, Frank reported the same is true when it comes to the company’s suppliers. “I buy probably from 120 different vendors,” Frank said. “I have been buying items for close to 25 years. I probably have not seen these vendors for 10 years, except at tradeshows. There is no reason to come into my shop. If we have a problem, we handle it on the phone.” While the past several years of economic woes the nation have experienced have not left Cleaning Supply Network unscathed, the company has recorded 10 consecutive years of sales growth. “We have been a little soft this year,” Frank reported. “We have been holding our own in the water restoration industry, but the carpet cleaning industry seems to have slowed down. I believe this is totally due to the current economy. The economy is still hurting right now and this is hurting all of us.” In speaking about the success of his company, Frank said: “We owe our success to taking care of the customer.” Contact: Cleaning Supply Network, 165 Chaseville St., Pensacola, FL 32507. Telephone: 888-848-0627; Fax: 850-457-7866. Website: www.cleaningsupplynetwork.com.


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In recent years, security issues have also come to the forefront because of the threat of terrorist attacks. Continued From Page 18 Therefore, AJM Nino’s drivers look respectable and types of laboratories,” Morin Jr. said. “For example, in wear shirts sporting the company’s name and logo to a fragrance laboratory, fragrances are tested every day. clearly identify them when visiting a customer’s faTherefore, we have to make sure we are giving them a cility. product that has no scent, but does the same job as an“People take a lot of pride as to who is coming in other product would do. and out of their facilities. You never know who could “We have recommended microfiber for use in lab- walk into your building and what might happen, so oratories. Non-ammoniated glass cleaners are also identification is a huge thing,” Morin Jr. said. “I set required because the ammonia will affect some test up the routes for the drivers each morning. I will tell results. The labs require no-odor floor cleaners and them which way I want them to go, how I want them no-odor degreasers. to get there and which stops I want them to make “On the construction end, we always install the proper along the way. ceiling tiles for the laboratories that can be cleaned with “Two of our clients pretty much get the same order microfiber cloths using just water. every week. Otherwise, where the drivers go on any “For stripping and waxing, we supply them with a 25 given day depends on the needs of our clients. They percent wax product to make sure they have a nice coat will call and say, ‘I need this tomorrow,’ and I will make a work order and send the guys out.” “If people respect and recommend you, then To cross-train drivers on the various routes they may be asked to take, other people are going to be happy with you Morin Jr. assigns them to different and this just grows relationships. It is like a areas each day. “If I assign a driver to make delivweb. If somebody can help me, that would be eries in West Jersey, I make sure he great. If not, it is just another great relationship hits all the West Jersey customers. If I have one guy going to New York, I I have, and that doesn’t hurt, either.” make sure I give him all the New York stops. I try not to overlap routes,” and a firm seal, because some chemicals that are used in Morin Jr. said. “I take it day-by-day. The driver, who these laboratories will eat through whatever polymer is is going to West Jersey one day, will be assigned to on the floor. If they are using the correct coatings on the New York the next day. I try to mix it up so everyfloor, then they are not going to have a problem.” body knows all the routes we take, just in case they have to fill in for someone. I kind of got that from Vans Work Better Than Trucks when I used to play basketball all the time. When you In Delivery Area are running plays on the basketball court, it is not just what you are doing, it is what everyone else is doing aking deliveries in the most densely popu- that makes it work.” lated area of the country is not without its challenges. AJM Nino has found that naviDoing The Right Thing A Road Map gating traffic is easier with vans than with trucks. To A Bright Future “When our drivers are making deliveries, we like for them to use our vans. They can get around quicker and s AJM Nino has grown and prospered, the they can travel on roads they might not be able to with Morin family has, and will continue, to base a truck,” Morin Jr. said. “It is also a little more cost efthe business on certain foundational princifective in these times of high gas prices.” ples established from the beginning. Making deliveries with vans also has some other ben“Our early forefathers have established a strong efits such as there is no need for lift gates or loading work ethic, family values and trust in God. We, as docks. Americans, are one team, so if we help each other and “I tell customers, ‘We are not just going to drop prod- find our talents and work hard, we will always be sucucts off at the curb. Show the driver where the storage cessful and a great leader of the world. closet is and he will put the product(s) on the shelves. “If people respect and recommend you, then other You are not just buying a product; you are receiving a people are going to be happy with you and this just full-service delivery,’” Morin Jr. said. “Although this is grows relationships. It is like a web. If somebody can a unique take on deliveries, we still continue to use our help me, that would be great. If not, it is just another box trucks on much larger orders.” great relationship I have, and that doesn’t hurt, eiSeeking drivers who can also speak Spanish has ther.” proven to be very beneficial given AJM Nino’s multiWhile the Morin family doesn’t like to toot their cultural customer base. own horn when it comes to giving back to the com“We try to find people who can speak both Spanish and munity, they are involved in various charitable activEnglish. If a person can speak just Spanish, we give them ities. training to learn the English language,” Morin Jr. said. As is the case with many distributorships, it is the Contact: AJM Nino Corp., drivers who are often the most visible to customers. 22 Church St., Ramsey, NJ 07446. Therefore, a customer’s impression of a particular Phone: 201-236-8555; Fax: 201-236-0288. company can be heavily influenced by the image its Email: customerservice@ajmnino.com. drivers convey. Website: www.ajmnino.com.

AJM Nino

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INDUSTRY NEWS

July/August 2011

Wausau Paper Expands Optiserv® Line Wausau Paper announces the introduction of the new OptiServ® and OptiServ Accent™ controlled roll towel dispensers to its line of controlled-use dispensing systems. The OptiServ® and OptiServ Accent™ dispensers feature a cover design which allows the door to be easily reversed, customizing installation. The OptiServ® dispenser offers flexibility in a functional and attractive design. The dispenser features a modular design that allows the cassette to be replaced without removing the dispenser from the wall. The OptiServ® accommodates high-capacity roll towels with metered dispensing resulting in cost savings and less waste for a better environmental solution. Wausau Paper offers a variety of Green Seal™ certified towels in the EcoSoft™ Green Seal™ and Dubl-Nature® brands to complement the OptiServ®. The OptiServ Accent™ is the new small footprint roll towel system with all the benefits of a large dispenser packed into a Circle No. 102 unit small enough to fit below the cabinet and over the countertop. It provides a pre-measured towel for cost savings in spaces previously limited to folded towels. The OptiServ Accent™ accommodates newly introduced premium and Green Seal™ certified roll towels in three paper grades. Lengths of 300, 450 and 550 feet provide maximum capacity and a variety of options to satisfy any facility’s preference and budget. With its modular design, reversible cover and compact size, the OptiServ Accent™ is the perfect solution for small spaces. The OptiServ® and OptiServ Accent™ feature hands-free design which promotes cleanliness. Users touch only their personal towel, greatly reducing the chance of cross contamination from touching commonly used surfaces. Each dispenser has a built-in level saving time during the installation process. The OptiServ® and OptiServ Accent™ dispensers are available in five translucent color choices (black, red, green, blue and white) and can be custom imprinted with a company name or logo for a coordinated, personalized washroom. Wausau Paper offers a complete line of towel, tissue, wipers, soap and dispensing systems for the away-from-home market. Wausau Paper brands include: DublSoft®, Dubl-Nature®, EcoSoft™, EcoSoft™ Green Seal™, Wave’ n Dry®, OptiServ®, Revolution®, Dubl-Serv®, and OptiSource®. For more information on Wausau Paper, call 1-800-723-0001.

From Enviro-Solutions

Do Jan/San Distributors Practice What They…Sell? Distributors and manufacturer’s reps for Enviro-Solutions, manufacturer of Greencertified cleaning chemicals and tools, were asked to complete a survey on how Green they are at home and while at work. Ninety-three people completed the online survey. The survey asked about a number of activities that pertain specifically to distributors/reps who spend a lot of their time traveling, both within and outside their local communities. For instance, asked if they turn off hotel guest room lights and televisions when leaving their rooms, more than 70 percent answered “always.” As to turning down guest room airconditioners when leaving the room, 27 percent said always; 43 percent, sometimes; the rest, rarely or never. The distributors were also asked if they ever walk or bike to work or to run errands. Going to work, 84 percent said no; to handle an errand, 45 percent said no. Some of the other findings included: • As to using Green cleaning products at home: 19 percent use “only” Green cleaning products; 49 percent, “many”; 30 percent, “some”; 2 percent, “none”; • Asked if they use cold, warm, or hot water to clean clothes, the responses were 55 percent, cold; 36 percent, warm; and 9 percent, hot; • As to bringing their own bags when grocery shopping, 30 percent always bring their own shopping bags; 47 percent said sometimes; 23 percent, rarely; and,

• Asked at what temperature they set their air-conditioners, 7 percent said 68 degrees; 12 percent, 70 degrees; 50 percent, 72 degrees; and 31 percent, 76 degrees. “Of course the big question is if they use Green cleaning products in the office,” says Mike Sawchuk, Vice President of Enviro-Solutions. “Nearly 70 percent said yes and 27 percent said some. A few respondents said none, and those people, shall we say, may need a bit more educating.”

Mike Sawchuk has been involved with the jan/san industry for more than 15 years. He is currently Vice President and General Manager of Enviro-Solutions and Charlotte Products, both leading manufacturers of certified-Green cleaning chemicals based in Ontario, Canada.

Enviro-Solution’s ES650C Eats Away At Grease And Oil

Circle No. 101 Commercial kitchens can get coated with grease that becomes increasingly difficult to remove. But with ES650C from Enviro-Solutions, grease and oil are literally eaten away from floors, hoods, vents, counters, even pots and pans. Use at varying dilution rates depending upon application or soil load, ES650C keeps on chewing away at oils and grease even after regular cleanings. Not only is it effective and may be used on a variety of surfaces, ES 650C is surprisingly economical and it’s proven Green, certified by EcoLogo.™ For more information, visit www.enviro-solution.com or call toll-free: 877-674-4373.

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SCA Tornado Relief Efforts Bolstered By Employee Donation Matches SCA is continuing its support of tornado relief efforts in the southeastern United States with employee-matched cash donations and hygiene products to The American Red Cross (www.redcross.org) and Feeding America (www.feedingamerica.org), totaling more than $125,000. After an initial donation of $25,000 to the American Red Cross in the days directly following the April catastrophe, SCA matched all employee donations dollar-for-dollar. Even after this immediate call to action, SCA employees from across the United States continued to send contributions. "Our employees expressed interest in providing support for those who were affected, and our matching gift program helped to address that desire," said Don Lewis, president, SCA Tissue North America. "It’s also meaningful to put our Tork products to work to support the disaster relief.” SCA also donated an assortment of Tork® (www.torkusa.com) products to the American Red Cross to assist in local recovery efforts. Gifted items included towels, wipers, bath tissue, as well as

TENA® (www.tena.us) adult absorbent products for use at shelters set up across impacted areas. The shelters provided overnight facilities and meals to thousands affected by the tornado. SCA also donated nearly $65,000 in hand soap and dispenser refills to Feeding America for assistance with its relief efforts. Barton, AL a town located near affected

areas, houses an SCA manufacturing facility which employs nearly 500. Many of those employees volunteered to help severely damaged areas following the storm. “This is our community, and we felt it was our duty to give back and volunteer our time and efforts to help with the recovery,” said Marty Ferguson, director of the SCA Barton, AL, mill.

SCA responded similarly to the Gulf Coast Oil Spill disaster in 2010. The company donated $200,000 worth of Tork wiper products to Gifts In Kind International to help in cleanup efforts. “We have an unwavering commitment to serving the communities in which we operate,” Lewis said. “Our tornado relief efforts continue our tradition of giving.”

From Enviro-Solutions

Green Certified Foaming Soap Building owners and managers can cut down on the cost of soap, without sacrificing quality, when they select Green-certified ES49 Foaming Hand Soap from EnviroSolutions. ES49 is rich and smooth with just a slight kiwi scent to make it all the more pleasant to use—as hand soap and in showers. And ES49 is economical. One gallon equals one typical case of prepackaged foam soap, and you can expect as many as 5,400 hand washes versus just 615 with typical liquid foam soap (800 ml box). Visit www.enviro-solution.com or call toll-free at 877-674-4373 for more information.

MSN Issue Archive Is Located On The Maintenance Sales News Website. www.maintenancesalesnews.com

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INDUSTRY NEWS

July/August 2011

SCA’s Tork® Brand Releases Green Business Survey For World Environment Day SCA, a global personal hygiene product company and, according to the company, one of the most sustainable businesses in the world, released survey results showing an uptick in consumer spending on green products and services. This is the third year SCA has conducted a survey to determine green habits. This year’s results were introduced for World Environment Day on June 5, a United Nations observance of environmental issues. The survey — which was conducted online among 2,124 U.S. adults aged 18 years and older from April 25 - 27, 2011 by Harris Interactive® on behalf of SCA Tissue North America — found that 77 percent of American adults purchase green products/services, including 57 percent who do so because they believe it’s better for the environment. These results, as well as those from the 2009 and 2010 surveys, showcase sustainability as a new way of life — with both of the previous surveys revealing over seven in 10 adults continued purchasing “green” products and services, even during the down economy. “The results stemming from our annual research continue to confirm that the use of responsible products and services is becoming a core value and a driver of behavior,” said Mike Kapalko, SCA Tissue North America sustainability marketing manager. “People know how important their purchasing decisions are and are ensuring they make the best choices for themselves and the planet while doing day-to-day activities like shopping and dining out.” Consumers are careful about how they verify companies’ claims to sustainability, with 72 percent of American adults indicating they know how to determine if a green claim or statement is true. The survey also revealed that only 6 percent of American adults rely on reputation, awards or news stories about the company to verify green claims or statements. However, 21 percent feel that independent third party certification is the most reliable method to determine viability. “Green certifications are an unbiased way to let your customers know your efforts are genuine and authentic,” said Tork Green Hygiene Council™ member Joshua Radoff. “Consumers are increasingly wary of greenwashing and are looking to claims that are substantive and backed by third party certifications wherever possible.”

The survey also showed consumers look to product offerings to determine a brand’s commitment to environmental stewardship. One quarter (26 percent) of American adults feel designations on menus or store shelves are the best ways for a business/restaurant/store to show their commitment to being green – which is fairly consistent with the 28 percent who felt these communication tactics were the best ways in 2010 – and continues to illustrate the importance of sharing sustainability information at the point of purchase. American adults showed a willingness to stand behind restaurants that prove to be socially and environmentally responsible, with 53 percent indicating they would choose a restaurant fitting this description over another which didn’t. Twenty-three percent said they would make the same choice even if the wait time was longer. While patrons are fond of these eateries, they do expect to pay a premium price for the choice. Forty-seven percent of American adults indicated they expect to pay more at a restaurant with a social and environmental focus. The majority of American adults (56 percent) would be equally as likely to visit a restaurant or business focused on being green as they would one that did not, regardless of the distance/effort required – which is similar to the 55 percent showcasing the same opinion in 2010. This continues to provide opportunities for business owners to emphasize their own sustainability efforts and, in turn, ensure they are speaking to these customers actively seeking out sustainable businesses. Headquartered in Philadelphia, SCA’s North American tissue division is a large producer of Away From Home tissue products in North America and, SCA says, the first American papermaker to earn EcoLogo™ certification for its environmentally sustainable processes and products. In the United States, SCA annually turns more than 750,000 tons of recycled paper into 100-percent recycled tissues, towels and napkins under the global Tork brand. More information is available at www.torkusa.com.

From DDI System

Distributors Excel With Latest Technology Features DDI System’s latest release is – version 20.0.55.55. The company says features include: • Inform Analytics — Fully integrated business intelligence tools that quickly provide the necessary information that can help boost sales and monitor inventory size, turns, and return on investment; • iPod, iPhone, iPad Wireless Signature Capture —Today’s mobile devices allow faster deployment and a single click process for compiling and uploading electronic delivery signatures; “The development of our new ePod solution increases reliability and efficiencies while decreasing ongoing costs and allowing for distributor’s to use the iOS device of their choice. From a sales standpoint, distribution customers have already begun to employ iPod’s and iPad’s within their sales teams. Expanding the functionality to the warehouse is a natural and sought after integration,” Dan Banks, senior solutions analyst, said; • Advanced Lot Control — Easily trace incoming and outgoing product lots. A must have for industrial, fastener, safety, medical, electrical and food distributors; • Third Party and Import Shipment Freight Handling — More advanced features to continually identify real costs; • Split Warehouse Sales Orders — Simplify sales. Quickly view and select the appropriate warehouse from a single inventory availability tab; • Financial Reporting — Enhancements an accountant will love; and, • Faster Than Ever — Taking advantage of the latest in processing power for significant overall system speed improvements. DDI System's inform distribution management software combines everyday operations in accounting, inventory, sales and purchasing with sales driving tools such as contact and sales management, direct marketing, and e-commerce. For more information visit www.ddisys.com or call DDI for a demonstration at 877-599-4334.

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Maintenance Sales News

The Bullen Companies Announces 3-Year No-Strip Promise The Bullen Companies, a national specialty chemical manufacturer for the JanSan Industry, recently announced a new 3-year no strip promise.

As a product line recognized by the United State's EPA Design for the Environment Program, SanoVerde floorcare system users can expect: • 40 percent labor cost reduction; • 33 percent less floor finish & stripper cost; and, • 38 percent less indoor air pollution & pollution reduction. “Bullen's SanoVerde® floorcare system is comprised of five green certified products to ensure a healthy environment for any business. But more importantly, we back the SanoVerde® floorcare system with an industry leading three year no-strip promise,”

Scott Jarden, president of The Bullen Companies and president of the ISSA, said. “The SanoVerde® floorcare system product line includes a floor finish, floor cleaner, floor restorer and a deep scrub & stripper. And once these products are used in our prescribe sequence, users can expect to have the most bullet proof nostrip floorcare system on the market. Period.” To learn more about Bullen's SanoVerde® floorcare system, visit www.e-cleanproducts.com. The Bullen Companies is a manufacturer in the floor care, carpet care, and odor control market and has been serving the Janitorial Supply Industry since 1939. Its line of products include: AirX, TrueKleen, Clausen, Harley, and One- Up along with hundreds of private label programs worldwide. Visit www.BullenOnline.com for more information.

terated cleaning and sanitizing agents. No more re-applying dirty water or weakened solutions. TruCLEAN Cleaning Systems are compatible with gamma, ETO and autoclave sterilization. Available in double or triple-bucket configurations. Visit www.PerfexOnline.com or call 800-848-8483 for more information.

To receive Maintenance Sales News’ Monthly eNewsletter send your email address to: rankinmag@consolidated.net

One dispensing unit - so many uses! The RD Industries Portable Dispensing Unit, engineered with closed loop technology, is more convenient and economical than wall mounted dispensers Locking trigger mechanism Ergonomic handle

Bucket clip

Attaches to any bottle Discharge tube any length

Diamond Crystal®GreenMelt® From Cargill Salt Cargill is offering its Diamond Crystal®GreenMelt® packaged ice melter as part of its 2011-12 Early Buy program. A blended product introduced just last season, the ice melter is effective down to 5°F, is green tinted for easy-to-see coverage, and is a commercially balanced combination of calcium chloride for speed and sodium chloride for extended action. Contact Cargill Salt at 1-888-385-7258 or visit www.cargillsalt.com.

Circle No. 104

PERFEX’s TruCLEAN Cleaning Systems Capture And Isolate Contaminants

Circle No. 103

Beginning in 1924, PERFEX Corporation has become a principal manufacturer of innovative cleaning tools designed for controlled environments. The company says their products are designed to be cost effective, easy to use, as well as heat, bacteria and chemical resistant. PERFEX Corporation designs and manufactures Cleanroom Mopping Systems, Microfiber and Sponge Mops, Brooms, Brushes and also a full line of sanitary handling products including Scoops, Shovels and Scrapers. It takes pride in delivering a high level of quality and service. PERFEX says its TruCLEAN Cleaning Systems work to capture and isolate contaminants, ensuring the delivery of unadul-

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Works with any type of container and provides a wide range of cleaning options including: • Hands free filling of buckets and auto scrubbers • Ergonomic handle for spray bottle filling • Foaming attachment with rinse feature • Rack mounted for wall mounted system feel • Spray attachment with rinse feature • Pail and drum dispensing option

7417 North 101 Street 1-800-759-7090

Omaha, Nebraska 68122

www.rdindustries.com

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sales@rdindustries.com


By Harrell Kerkhoff Maintenance Sales News Editor

T

he need for quality disinfectants and sanitizers continue to grow as more end-users work to protect their properties and building occupants from harmful viruses and bacteria. Maintenance Sales News Magazine recently interviewed company representatives from several disinfectant/sanitizer suppliers to find out more about their products, and how they are helping jan/san distributors reach key end-user markets.

nviro-Solutions is an ISO-9001 U.S. market is ES360 Full Circle Silver certified company, founded in Disinfectant, which utilizes the leading 1994, that has been designed to edge technology of suspending ultraengineer and manufacture proven and fine silver ions in a disinfectant soluAccording to Warner, this safer cleaning products. The focus of tion. technology offers a higher Enviro-Solutions is to offer level of killing efficacy, complete cleaning solutions while providing a higher that help improve the envilevel of safety. ronment, are proven to be “Silver has been known for safer for people, perform at thousands of years to have a higher level, and are comanti-microbial properties. petitive in both performThe science of silver dates ance and price. back to the days of lining can“We feel Enviro-Soluteens with it before traveling tions is the pioneer, the speMark Warner, long distances. This was done cialist and the leader in the Enviro-Solutions to prevent water from becomgreen market segment,” ing rancid,” Warner said. “A Mark Warner, director of training, second component of silver is that it has product manager of disinfectants and a very low toxicity level to human beregional sales manager for Enviroings.” Solutions, said. Colloidal silver can be used for disThe company has announced the introduction of several new disinfectants infectants. The silver is broken into ions during the past year to support the suc- and remains in suspension in the liquid cess of its ES64 1:64 Disinfectant solution. “This technology has made this idea Cleaner. Enviro-Solutions also offers to of using silver possible in a cleaning sothe Canadian market a disinfectant that lution,” Warner said. “What is intriguis certified as “green” by EcoLogo. ing is that silver ions carry kill claims Concerning new items introduced by Enviro-Solutions this year, one is on some modern day pathogens.” When it comes to the use of disinfecES256H, a 1:256 disinfectant concentrate that is a “hospital use approved” tants and sanitizers, Warner said disproduct. Another now available in the tributors must be able to offer comprehensive training programs, ei-

E

ther themselves or through the support of a disinfectant manufacturer. “While we all know that training is critical, we also know that a highly trained, highly skilled professional can not succeed if he/she doesn’t have the proper chemistry and tools to use,” Warner said. “Additionally, a state-ofthe art disinfectant in the hands of someone who hasn’t been adequately trained will not succeed. The only way to succeed in accomplishing complete disinfection is to have a marriage of these two scenarios. In other words, there might be the right chemistry and

as was the case during the height of the H1N1 flu scare. This is bound to change, however, when the next highly contagious, potentially lethal disease threat hits. “As we all know, it is not IF there will be another one, it is WHEN we have another one,” Warner said. To help prepare for the inevitable, Enviro-Solutions has a comprehensive training program in place. This includes seminars and on-line e-learning programs. This is all backed with a collection of information that can be found at www.enviro-solution.com.

“We have seen much interest in the desire to know more about disinfectants, and how they fit into a ‘green’ program. Enviro-Solutions has published several documents that provide a comprehensive approach to comparing disinfectants.” — Mark Warner, Enviro-Solutions

tools in the hands of someone who has been properly trained, with the experience and skill to successfully disinfect and decontaminate a room or entire building.” It’s also vital that distributors have an adequate inventory of disinfectants on hand to deal quickly and effectively with infectious disease threats. “Nothing is worse than needing a specific disinfectant and not having the product on hand. Distributors who stock adequate levels of disinfectants are in the best position to gain new customers when infectious disease threats occur,” he said. Warner added he is seeing an increased demand for proper training options when it comes to disinfectant and sanitizer use. He noted that disinfectant usage has not spiked in recent months,

“We have seen much interest in the desire to know more about disinfectants, and how they fit into a ‘green’ program. Enviro-Solutions has published several documents that provide a comprehensive approach to comparing disinfectants,” Warner said. According to Enviro-Solutions, comparing disinfectants can be achieved by comparing the following characteristics, which are listed in order of priority: 1. Specific kill claims for specific pathogens of concern — Product efficacy kill claims are listed on product labels and efficacy data sheets. It is critically important to make sure that the pathogen(s) of concern are listed; 2. The PPM (parts per million) of the product in its proper dilution —


Maintenance Sales News PPM indicates the disinfectant’s ability to handle high soil and high microorganism loads. A disinfectant needs to be over 300-350 PPM to be considered adequate, according to Warner. A good disinfectant will carry almost twice that (600 PPM or more) to assure the user that the integrity of the disinfecting solution has not been compromised due to the existence of high soil or bacteria loads; 3. Broad spectrum kill claim — The disinfectant must be able to kill a broad spectrum of pathogenic microorganism, including both gramnegative and gram-positive bacteria, as well as the mutation of existing pathogens. It’s important that the disinfectant is not limited to killing a few select pathogenic microorganisms; 4. Approval for hospital use — For a product to be approved for hospital use, it must demonstrate the ability to kill specific strains of bacteria that threaten the hospital environment. This bacteria is normally considered difficult to kill, therefore a disinfectant approved for hospital use is many times more effective than a traditional consumer-oriented product; 5. Cleaning efficacy — The cleaning efficacy of a product is related to real-world cleaning conditions, where there is always going to be some sort of soil to interfere with the disinfection process. A good disinfectant will remove dried and difficult soils, which allows the active agent to kill pathogens that might normally be protected by these dried soils. If the surface can not be properly cleaned, it can not be disinfected; 6. The pH level — Disinfectants in the past have relied heavily on high pH and high solvency to accomplish their job. Highly alkaline products can damage floors and fixtures as well as cause harm to the user, according to Warner. Disinfectants with a pH in the neutral range are now available through Enviro-Solutions. They are as effective (or more effective) than disinfectants commonly used years ago, Warner said. “The green movement is all about the safety of occupants and visitors to a building, but even more important for our industry are the people who work with cleaners and disinfectants every work day. They have a higher level of potential exposure to cleaning products than an occupant or visitor,” Warner said; 7. Level of green — Disinfectants can be selected based on whether they have less negative impact on human health and the environment.

49 There are many ingredients that make up a disinfectant. This includes the “active agent.” Warner said the user should know if the active agent contains anything that may be carcinogenic, mutagenic or harmful to him/her in other ways. “A user should investigate the other ingredients as well. Is the solvent and surfactant system derived from oil-based materials, or is it derived from bio-based and organic sources? The same is true of the dye and fragrance systems,” Warner said; and, 8. Cost in use — This is evaluated by comparing the cost of the end-use solutions as well as the amount of product needed to accomplish the task. Warner said the average facility can improve the effectiveness of its disinfection program, and reduce costs, by implementing several different disinfectants into this program. This allows the facility to match the proper disinfectant to the proper need. “There is no perfect disinfectant. All the appropriate factors need to be considered when choosing the optimum disinfectant program for specific situations and objectives,” Warner said. He added that Enviro-Solutions’ main strengths revolve around a state-of-theart product line and state-of-the-art training programs. “Enviro-Solutions’ disinfectants have proven themselves to excel in each of the noted eight characteristics,” he said. Helping customers succeed is another important objective at the company. “The manager of our customer service department is intimately involved in every management decision, which is reflected in the way we handle our customers. Customer service is not treated as a stand-alone department, but is actually a part of the entire sales process,” Warner said. “Enviro-Solutions’ embraces the philosophy that our customers (and our customers’ customers) are the most important element in our ability to grow. Customer satisfaction is first and foremost.” Enviro-Solutions uses a distributor network throughout the world. The company’s sales team remains involved in supporting and driving end-user sales efforts. This is accomplished by making joint sales calls with DSRs, as well as actively working with potential end-users. “End-users who show an interest in moving forward with Enviro-Solutions are turned over to distributors at the appropriate time to gain their assistance and support,” Warner said. “Enviro-Solutions has enjoyed steady growth since its inception in 1994. This growth has been fueled by the increasing interest in green products that have the ability to

perform equal to, or better, than traditional products — all while helping facilities achieve cost savings.” According to Warner, not all green products are created equal. “Products that have green ingredient substitutions can never equal the performance of products that have been designed from the ground up to be green, nor can they deliver the kind of cost savings that a high performance product can provide,” he said. “Enviro-Solutions’ products have proven to perform at levels that far exceed the performance of traditional items. Our company continues to enjoy the loyalty of customers who have remained with us for 5, 10, 15 or more years.” Contact: Enviro-Solutions, Ltd, 2060 Fisher Drive, Peterborough, ON K9J 8N4. Phone: 877-674-4373. Website: www.enviro-solution.com. Email: warner@enviro-solution.com.

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idlab, Inc. provides not only various types of disinfectants and sanitizers, but the expertise and education as well to help people use these products properly, according to the company. Midlab representatives provide training on the proper use of disinfectants and sanitizers themselves, and can help distributors offer this training to their own enduser customers. “Training on cross-contaminaMatt Schenk, tion and proper Midlab, Inc. cleaning procedures is a must. For example, you don’t want to use the same mop to clean the kitchen that was used to clean the restroom. Providing certain training techniques, that many people don’t consider, is important when putting to-

GSC (Germicidal Spray Cleaner) readyto-use, quat-based spray and wipe disinfectant products remain in high demand due to TB and other kill claims. “These are very important for use in the hospital setting. We also have a full array of concentrated disinfectants available,” Schenk said. He added that demand for disinfectants and sanitizers provided by Midlab remains strong. “A lot of people realize it’s very important to disinfect and sanitize human contact areas. We particularly see it within the green movement. Many people have good green cleaning programs in place, and they want to also have a strong sanitation program for restrooms, foodservice areas, etc.,” Schenk said. “We provide a wide variety of disinfectants to meet many cleaning challenges. However, I feel our main strength is the way we help educate distributors and their end-use customers. This allows them to develop confidence in their brands and programs,” he added. “As an organization, we have been very successful over the past couple of years and continue to grow at a double-digit rate. I believe this is all based on customer service.” Midlab began in 1981 and remains a family-owned company. It just expanded into a new 100,000-square-foot facility in Athens, TN, allowing the company to upgrade its production abilities and open new possibilities for customers. Midlab offers a full line of cleaning products for the foodservice, hospitality and janitorial markets. “Our focus remains on building brand equity at the distributor level. We want to grow our distributors’ brands and have our distributors be able to control their own destiny,” Schenk said. “Midlab’s big focus is on a distributors’ ‘sellthrough.’” He added that Midlab offers valueadded services in the form of “feet-on-

“We provide a wide variety of disinfectants to meet many cleaning challenges. However, I feel our main strength is the way we help educate distributors and their end-use customers. This allows them to develop confidence in their brands and programs.” — Matt Schenk, Midlab, Inc.

gether a cleaning routine for a building,” according to Midlab COO Matt Schenk. Regarding disinfectants and sanitizers provided by Midlab, the company’s Hard Surface Sanitizer is designed to keep eating areas clean and germ free. Schenk said this product is safe for any surface and can be used around children. Meanwhile, Midlab’s NØ ACID and

the-street” sales support, marketing pieces, catalogs, literature sheets and training tools to help distributors train and motivate their own sales people. Midlab’s flexibility with its product offering and service remains a stronghold for the company, according to Schenk. By selling exclusively to distributors, Midlab is able to build an important relationship with its customers as well as help build a distributor’s


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brand equity. Midlab focuses on select distribution, which allows those distributors selling Midlab products not to worry about a direct competitor down the street selling the same items. “We want our distributors to have the ability to build relationships and sell on value rather than price. This is key to building our distributor relationships,” Schenk said. “We also want to make sure all requests from distributors are taken care of in a timely manner.” Contact: Midlab, Inc., 3000 George R. Price Blvd.; Athens, TN 37303. Phone: 800-467-6294. Website: www.midlab.com.

S

ince the 1990s, Earth Friendly Chemicals (EFC) has been at the forefront of developing ecofriendly products while maintaining a strong customer service focus, according to the company. This continued growth has led to the supply of quality disinfectants and sanitizers from EFC. From 1996 through 1998, EFC was granted patents on seven American anti-

Jamie Welch and Melanie Joe-Daniels, Earth Friendly Chemicals

icing/deicing products. Later in 1998, it was awarded the “Charles Pankow Award for Innovation” from the American Society of Civil Engineers for one of its patented products, Ice Ban®. As the company entered mid-2000, it turned its attention to the portable sanitation industry, offering a complete line of “green” chemicals. In June 2009, EFC obtained a GSA

dards. This emphasizes our dedication toward the most efficient and effective use of our planet’s precious resources,” EFC President Jamie Welch said. EFC products include Clini-Tech, an EPA-registered hospital grade (QUAT) disinfectant; Chloro-Sol, the company’s EPA-registered hospital grade (bleach) disinfectant; and Sani-Sense, an EPAregistered foodservice sanitizer. These solutions are offered in the form of liquids housed in packets, spray bottles and gallon containers. Meanwhile, the company’s pre-saturated wipes come in a variety of towel sizes and are available in individual packets, re-sealable soft packs and pop-up canisters. When giving advice to distributors on how they can help end-users with infectious disease control, Welch said benefits of an active program include: n Greatly reducing the cost of employee sickness and lost productivity; n Enhancing the safety of employees, clients and the environment; n Dramatically reducing down time in almost any indoor facility requiring decontamination; n Minimizing the risk stemming from lawsuits and a tarnished company image; n Gaining a competitive edge and enhanced image in the industry and marketplace; and n Neutralizing odors. Earth Friendly Chemicals’ disinfectant and sanitizer products are manufactured by Medtrol, Inc. Bob Bartee, Vice President of Marketing & Sales for Medtrol, added to Welch’s comments. He noted that end-use facilities looking for EPA-registered products are usually complying with protocol mandated by their infection control compliance department or state laws requiring certain solutions and/or disinfectants to clean patient contact areas or equipment.

“Our mission is to utilize green chemistry and manufacture not only the ‘greenest’ earth friendly products, but those that out-perform industry standards. This emphasizes our dedication toward the most efficient and effective use of our planet’s precious resources.” — Jamie Welch, Earth Friendly Chemicals

contract, and launched its line of Eco/Bio cleaning and floor care products in January 2010. It earned honors from the USDA BioPreferred Program, being named the “2010 Manufacturing Champion” for the company’s biobased products. “Our mission is to utilize green chemistry and manufacture not only the ‘greenest’ earth friendly products, but those that out-perform industry stan-

Secondly, Bartee said distributors should inquire about the application needs of a facility. For example, in health care this could include disinfecting blood glucose meters, medical equipment, surgical areas, hospital rooms, respiratory machines, etc. For the food industry it could be dining room tables, food processing areas, cafeterias, mobile units, thermometers and/or utensils that need to be disinfected.

According to Welch, a wide variety of businesses continue to experience the impact of infectious diseases and how they influence the health of employees, productivity and profitability. Bartee agreed, adding that demand for disinfectants and sanitizers have increased significantly over the past 10 years. This is due to worldwide outbreaks of new influenza strains, in-hospital acquired pathogens such as MRSA and C.diff spore, and the increase in diabetes, Hepatitis B, and HIV. Another impact is the migration of baby boomers to nursing or long-term care facilities which need to have strict infection control procedures in place, similar to a hospital setting. “Many retail grocery chains now have a separate aisle just for disinfectant wipes and sprays for the home as families are becoming more conscious about disinfection to prevent cross-contamination,” Bartee said. “Schools are also increasing the use of disinfectants, such as in classrooms, lunch rooms and locker rooms. Meanwhile, foreign markets, such as India and the Middle East, are now buying more EPA-registered products, which they know have passed inspection in the United States. “Worldwide epidemic and pandemic issues, such as the H1N1 Influenza strain of 2009, have made disinfectants a ‘people’ product, crossing into many industries where infection control procedures and protocols were previously not a major focus.” Officials at both Earth Friendly Chemicals and Medtrol can help distributors find the right solutions to solve various disinfecting and sanitizing needs. “We will advise on the correct product for use, proper usage techniques, answer any questions regarding our products and/or comparisons to other disinfectants, and help companies in any other way possible,” EFC Vice President Melanie Joe-Daniels said. “Our promotion of ‘green’ hand sanitizers has been most welcomed in school systems, as alcohol-free sanitizers are safer for children. Also, the HMIS (Hazardous Material Information System) safety rating on our products is a No. 1, thus federal prison systems have also been very receptive of our products for the safety of staff and inmates.” Joe-Daniels added that the key to Earth Friendly Chemicals’ success is a combination of impeccable manufacturing practices, quality products, quick compliance and delivery along with excellent customer service. “We have also been extremely successful in the health care and foodservice industries due to demands for EPA-registered products,” Joe-Daniels said.

Bartee added that Medtrol’s main strengths center around its bleach products and “food surface” cleaners. “Bleach as a disinfectant is returning to prominence because of its killing power against a wide variety of fungicidal, bactericidal, tuberculocidal and virucidal pathogens,” Bartee said. “Many agencies, such as OSHA, CDC, CMS and others, have recommend bleach to disinfect equipment and surfaces between patient use, especially when blood-borne pathogens are present.” With the food industry, Bartee explained that cleaning and sanitizing requirements are becoming more stringent due to ever present threats of E.coli and salmonella. Welch added that officials at Earth Friendly Chemicals welcome feedback from customers, whether positive or negative. “We work continuously to enhance our product line to meet their needs, and are committed to the highest quality products. If any of our products do not meet total satisfaction, we offer a money back guarantee,” Welch said. “Our customer service department not only accepts orders, it follows up with customers, gaining and maintaining a rapport that keeps them happy and knowledgeable. ‘Thank you’ notes are also part of this follow-up — a personal note written and mailed.” Products from Earth Friendly Chemicals can be found within federal government agencies; prisons and jails; the portable sanitation industry; city, state and county governments; janitorial service companies and homeowners. “We expect sales to increase for the year ahead as the economy recovers. We also plan to increase our product offering,” Welch said. “Earth Friendly Chemicals exhibits at various tradeshows throughout the year. At the GSA Expo, which was held in San Diego in May, we were informed that our company was the first to meet compliance and labeling requirements by the USDA BioPreferred Program. This is a feat which we are extremely proud of, considering we go up against many big box manufacturers and distributors. We are a veteran-owned small business, led by a service disabled Navy veteran.” Contact: Earth Friendly Chemicals, 2585 Horse Pasture Road, Suite 201, Virginia Beach, VA 23453. Phone: 800-753-1548. Website: www.efchem.com.

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roviding fast kill claims on a variety of viruses and bacteria is an important virtue for any disinfectant. Stressing this importance are officials at Spray Nine/ITW Permatex, which manufactures Spray Nine Multi-Purpose Cleaner & Disinfectant


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“So many times users don’t properly read a product’s label. They won’t let the product dwell on the surface for the required amount of time. The EPA specifically states that the surface must remain visibly wet for the prescribed contact time in order to achieve complete disinfection.” — Lorraine Gifford, Spray Nine/ITW Permatex

— a tough-task cleaner and quick-acting disinfectant. The company also produces various other types of cleaners, degreasers, hand cleaners and specialty cleaning products. “As a company and a product, Spray Nine has been around for 55 years. In 2008, we were acquired by ITW PermaLorraine Gifford, tex, which identiSpray Nine/ fied Spray Nine ITW Permatex as a strong brand within the jan/san industry,” Spray Nine/ITW Permatex Director of Sales Lorraine Gifford said. “The namesake, Spray Nine, is a multi-purpose cleaner and disinfectant. We believe it features one of the fastest kill times on the market. It kills viruses in 30 seconds and bacteria in 45 seconds. Spray Nine sanitizes in 10 seconds. “It’s important to remember that part of disinfecting is first cleaning the surface. Dirt creates a bio-film which is a protective coating that actually helps bacteria to colonize. Spray Nine is a cleaner as well as a disinfectant.” The number of germ kill claims for Spray Nine continues to grow. In 2009, the product was one of the first to have a kill claim against H1N1 influenza. Other kill claims have been recognized against MRSA and HIV-1. “We recently received a 45-second kill claim against whooping cough, listeria (food poisoning) and polio type-1 virus,” Gifford said. “It’s important to keep our finger on the pulse in the industry and realize there are new outbreaks taking place, such as with whooping cough. It’s important our customers get the most out of our products.” When providing advice about the proper use of disinfectants and sanitizers, Gifford said the No. 1 step is to read and follow label directions. “So many times users don’t properly read a product’s label. They won’t let the product dwell on the surface for the required amount of time,” she said. “The EPA specifically states that the surface must remain visibly wet for the prescribed contact time in order to achieve complete disinfection. “Also, Spray Nine is an RTU (Ready

To Use) product. The end-user doesn’t have to worry about properly diluting our product to accomplish complete germ kill.” According to Gifford, demand for disinfectants and sanitizers remains good. To help distributors and end-users be prepared, Spray Nine provides literature and white papers along with extensive training that involves distributor sales people. “We also provide information on our website and Facebook, where we are very active — all in hopes of offering proper education,” Gifford said. “We pride ourselves on customer service and monitor shipping levels to ensure orders are in the hands of customers on time and 100 percent complete. A customer survey is also conducted every year where a number of customers are selected in different markets. Their feedback is requested and reviewed. Adjustments are then made. We also have a complete technical team in place to answer inquiries.” Spray Nine products are sold through distribution to such markets as jan/san, facility maintenance, heavy manufacturing, transportation, petro-chemical, agriculture, mining and the government. “We have enjoyed a very strong year due to the broadening of Spray Nine’s reach. The product was primarily known on the East Coast and Midwest, but has entered other markets since its purchase by ITW Permatex,” Gifford said. “Expansion is taking place via distribution throughout the country. For example, we are working hard with building service contractors as well as transportation centers, trucking companies, energy utility companies and those involved with food processing.” Contact: Spray Nine/ITW Permatex, 309 West Montgomery St., Suite 15B, Johnstown, NY 12095. Phone: 800-4SPRAY-9 (800-477-7299). Email: lorraine.gifford@permatex.com. Website: www.spraynine.com.

inspired thymol cleaner/disinfectant, according to the company. “Formulating a cleaner/disinfectant with thymol has allowed us to produce an economical Category 4 product with high efficacy, a pleasant fragrance and low surface streaking,” ProRestore/ Microban Products Senior Scientist Mike Kerner said. “Our complete line of Microban disinfectants are EPA-registered and versatile on many surfaces for a multitude of applications with broad efficacy. The Microban line also includes two disinfectants with unique claims for already cleaned surfaces. “Microban Disinfectant Spray Plus disinfects hard non-porous surfaces and decontaminates soft surfaces such as mattresses, drapes, upholstered furniture, etc. It is a combined quaternary and phenolic-based product in a readyto-use formulation. It’s also available in a fragrance-free version that works well

in HVAC systems. “Meanwhile, Microban X580 can do virtually all of that (except be used in HVAC systems) and it has a natural ingredient from the Pyrethrum daisy that’s ideal for combating mites and bed bugs. Recently, supplies of Pyrethrum have become increasing unreliable, so we are in the process of developing a new product that performs as well against bedbugs and will be more readily available. ProRestore continually explores new innovations and product offerings.” Since 1977, ProRestore® Products has manufactured leading brands of odor and antimicrobial control solutions, such as Microban, Unsmoke® and ODORx®, for the fire and water damage restoration market. Now available to other industries, these products remain versatile, address unique challenges and come with a proven track record, ac-

Choose 1 Product with 9 Uses! 1. Cleans 2. Degreases 3. Disinfects against viruses in 30 seconds 4. Disinfects against bacteria in 45 seconds 5. Sanitizes in 10 seconds 6. Kills fungus in 3 minutes 7. Deodorizes 8. Controls mold & mildew 9. Removes stains

W

ith a growing focus toward products designed to lessen the negative impact on the environment and occupants, ProRestore® Products customers looking for an effective disinfectant from a wellknown brand have turned to Microban BotaniClean®, an EPA-registered nature-

Follow us on Facebook www.facebook.com/spraynine Spray Nine is a TMs of Illinois Tool Works Inc. Copyright © 2011. Permatex, an ITW company. All rights reserved. 1107-237

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cording to Kerner. rates, efficacy and safety. The company formulates and manuRegarding specific disinfectant use, factures all of its products in the United Kerner said a lot of effort is often States, which helps them control qual- wasted when disinfecting surfaces that ity and remain competitive. represent no potential threat to public “We sell through distribution. To sup- health. Therefore, distributors and endport customers, ProRestore has an edu- users should become familiar with the cation program in place, delivered across routes of transmission regarding infecthe nation by technical educators with tious diseases. years of experience and multiple certifi“Anyone can call ProRestore (800332-6037) with questions, and cations,” Kerner said. “We the Center for Disease Control have technical instructors website (www.cdc.gov) and who teach industry certificathe websites for local health tion courses, and many indepartments are also excelclude proper use of lent resources. It is especially disinfectants and other chemimportant to get the facts icals. In our published New when a specific organism is Guide to Restorative Drying in the news,” Kerner said. (used as a textbook by Pur“Additionally, distributors due University) we have an Mike Kerner, information-rich chapter ded- ProRestore® Products should encourage their customers to identify likely icated to microbiology that includes EPA definitions, plus what it sources of exposure in buildings. Often, means when the suffix “-stat” or “-cide” facility managers focus on high touch is attached to a term. This resource is surfaces such as door knobs, light available to any of our customers. switches and lavatory faucets — which “We also have informative websites are indeed important — but overlook that provide product information as well other shared surfaces such as computer as instant access to MSDS and product keyboards, kiosk screens and touchpads. labels.” “Hands remain the primary cause of Additionally, company representa- disease transmission, so finding simple, tives work with distributors in the field quick and easily accessible ways to on a regular basis to provide product in- clean hands is critical to reducing conformation and sales support. The tamination.” 24/7/365 technical support line from He added that distributors and endProRestore® Products reflects the com- users also need to familiarize thempany’s commitment to customers, espe- selves with the differences between a cially when answering time-critical cleaner, a disinfectant, a sanitizer and a questions related to application, dilution deodorizer .

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Microban is a registered trademark of Microban Products Company.

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“It’s important that end-users explore malodor sources in a building. Slow or undetected leaks, condensation and poor air handling systems make a building susceptible to mold growth. The use of a disinfectant is not a substitute for good building design and maintenance.” ® — Mike Kerner, ProRestore Products

“We have a page of definitions on our website (www.MicrobanCleanTeam.com) to help people stay informed,” Kerner said. Finally, distributors and end-users should always read and follow label instructions on products — it’s the law, according to Kerner. “While many parts of an EPA-registered label may seem tedious and repetitive, note that one set of directions does not serve all applications. Many require special attention and different dilution rates,” he said. “If you don’t use a product according to its directions, not only may it not be effective, but businesses can open themselves up to liability. “Never mix chemical products, especially a disinfectant, with any other chemical, unless the label specifies a mixture. Many products will neutralize each other if mixed incorrectly, and some mixtures pose serious safety hazards.” Kerner also addressed the issue of “green” as it relates to disinfectants. “If a building owner has a personal preference for ‘green’ products, or gives a mandate to use ‘green’ products, his/her criteria needs to be clarified before choosing a product, as the definition of ‘green’ differs among customers,” Kerner said. “To some, ‘green’ means, ‘Derived from a renewable resource or a plant-based resource.’ Other people are concerned with biodegradability, corrosion, toxicity or confirmation of third-party certification. “Teaching people about the Category 1, 2, 3, and 4 designations and how to balance efficacy with environmental issues will help reduce confusion. “We have strong brand recognition with a proven track record, an unwavering commitment to quality and a longstanding dedication to customers. We provide them with the products and technical support they need to succeed,” Kerner said. “Another key is our products’ versatility and high efficacy for many EPA-registered applications.” Customers of the company are also surveyed for their input and can become involved in new product testing and marketing. “We also offer a customer loyalty program called Legend Rewards. It allows customers to accumulate points

on purchases that they can redeem for other products or gifts, including travel,” Kerner said. ProRestore® Products conducts business through an authorized distributor network. In return, this network sells the company’s products to disaster restoration, health care, light industrial and janitorial professionals whose emphasis includes cleaning, infection control and deodorizing. This translates to facilities, schools, hospitals, medical centers, institutions, school districts, casinos, hotels and more. “The past year has shown great promise in terms of growth. Brand recognition, trust and proven results have allowed our products to enjoy steady increases in sales,” Kerner said. “As people become more conscious of controlling infectious diseases and remain proactive when it comes to cleaning and disinfecting, we believe this trend of growth will continue. We are also poised to develop new products in the coming year as part of our continuing emphasis on meeting customer demands in this dynamic environment — and that’s exciting. “We encourage distributors to seek out educational opportunities to learn as much as possible about Microban products and their applications. They can then connect with their customers on what these end-users truly need — to clean, disinfect, sanitize, deodorize and/or protect. The last point is often overlooked, especially during mitigation of floods or leaks in a facility. Some of our disinfectant and sanitizing products have fungistatic and bacteriostatic claims, which provide important residual benefits.” He added: “It’s important that endusers explore malodor sources in a building. Slow or undetected leaks, condensation and poor air handling systems make a building susceptible to mold growth. The use of a disinfectant is not a substitute for good building design and maintenance.” Contact: ProRestore/ Microban Products, 4660 Elizabeth St., Coraopolis, PA 15108. Phone: 800-332-6037. Website: www.MicrobanCleanTeam.com.


ACS Industries, Inc. One New England Way Lincoln, RI 02865-4247 USA Phone: 401-769-4700 FAX: 401-333-6088 E-Mail: rbeaudette@acsind.com Web Site: www.scrubble.com Company Officers: Steven Buckler, President; Rory Beaudette, Vice President Sales Products: The Scrubble Division of ACS Industries has been manufacturing professional cleaning products since 1939 for the foodservice, janitorial and sanitary supply markets. ACS manufactures a full line of cleaning products, including metal scrubbers, scouring pads, grill cleaning items, soap pads, mops, brooms, brushes, non-woven floor pads, steel wool floor pads and sand screens. 11

mops; brooms; handles; brushes; squeegees; bucket combos; dust mops, frames, handles; dust pans. 11 Carolina Mop 819 Whitehall Road Anderson, SC 29625 USA Toll Free: 800-845-9725 Fax: 864-225-1917 E-Mail: info@carolinamop.com Web Site: www.carolinamop.com Products: Mop buckets, wet floor signs, squeegees, dust pans, and carpet bonnets. As always, Carolina Mop carries a full line of wet mops, dust mops, brooms, brushes, and handles. 05

Cleaning Technologies Group P.O. Box 1247, One Fuller Way Great Bend, KS 67530 USA Phone: 620-792-1711 Fax: 620-792-3146 E-Mail: ctginfo@cpac.com Web Site: www.cleaningtechnology.com Products: The Cleaning Technologies Group - Franklin, Masury Columbia and Fuller Brush Professional â&#x20AC;&#x201C; markets products, programs and services for janitorial, industrial and institutional cleaning. 07 Crystal Lake Manufacturing, Inc. P.O. Box 159 Autaugaville, AL 36003 USA Toll Free: 800-633-8720

Amerwood P.O. Box 330065 Fort Worth, TX 76133 USA Toll Free: 800-4-HANDLE (442-6353) FAX: 817-423-5404 E-Mail: amerwood@sbcglobal.net Company Officers: Wayne Pringle (USA); Brooks Giles (Honduras) Products: Specializing in Honduran pine handles and dowels; New Orleans warehouse; finishing and end work available. 11 Bel-Maid Company P.O. Box 1101 Brick, NJ 08723 USA Toll Free: 800-527-4947 Phone: 732-905-2600 Fax: 732-905-2620 E-Mail: bmco1962@aol.com Company Officers: Madeline Havens Products: Rayon and cotton cut end mops; loop mops rayon color blends and finish

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Phone: 334-365-3342 Fax: 334-365-3332 Web Site: www.crystallakemfg.com Products: Brooms (broom corn, blended and plastic), mop heads, deck mops, dust mops, dust mop frames and handles, broom handles, complete line of handles, industrial and household wedge mops, industrial and household mopsticks, angle brooms, lobby brooms, whisk brooms, sponge mops, push brooms, and utility brushes. 04 Culicover & Shapiro, Inc. 220 S. Fehr Way Bayshore, NY 11706 USA Phone: 631-918-4560 Fax: 631-918-4561


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E-Mail: culicoverbrush@aol.com Web Site: www.culicoverbrush.com Products: Floor brushes, garage brushes, counter dusters, radiator and window brushes, truck brushes, street brooms, corn brooms, baseboard brushes, bi-level scrubs, deck scrubs, hand scrubs, pot brushes, wet and dry mops, broom and mop handles, dustpans, squeegees. 08 Delamo Mfg. 7171 Telegraph Rd. Montebello, CA 90640 USA Phone: 888-711-8011 Fax: 323-936-3567 E-Mail: delamo@delamo-mfg.com Web Site: www.delamo-mfg.com Products: Innovative cleaning tools, including trash/utility cans, pails, wringer buckets, dust pans, mop sticks, and more. 10 Elaborados Cantu, SA de CV Carr. A Allende km 4.5 Cadereyta Jimenez, Nuevo Leon CP 67480 MEXICO

Phone: +52 828 28 44420 Fax: +52 828 28 44157 E-Mail: elaboradoscantu@yahoo.com Company Officers: Oscar Cantu, Director Products: Mexican pine wooden broom, mop and brush handle and dowel manufacturer. Sanded, lacquered or painted available. Metal tips, wood thread, tenon, BBtenon, etc., and all packing available. Commercial references available. 11

Filmop USA 13410 Hwy 105 West Conroe, TX 77304 USA Phone: 936-588-8942 Fax: 936-588-8948 E-Mail: info@filmopusa.com Web Site: www.filmopusa.com Products: A manufacturer of microfiber mops, accessories and multipurpose carts. 09

EMSCO Group P.O. Box 151 Girard, PA 16417 USA Toll Free: 800-458-0839 Fax: 814-774-3463 Web Site: www.emscogroup.com Products: Mops, brooms, brushes, buckets & snow tools, lawn & garden tools. Founded in 1867. The original line consisted of products such as wooden mop buckets, carpet beaters, cow pokes & buggy whips. Emsco Group has changed since the 1800s and currently manufactures and markets many product lines. 08

Gift Sales Co. P.O. Box 17082 Wichita, KS 67217 USA Phone: 316-267-0671 FAX: 316-267-2930 E-Mail: gscjansplymfr@juno.com Web Site: www.giftsalescompany.net Company Officers: Bill Myers, Owner/ President Products: Dust pans metal & plastic, urinal screens, enzyme blocks, 20 lb. deodorant blocks, fly swatters, wall blocks, urinal blocks, asorbit, bottles, caps. 10

Carolina Mop Manufacturing Co. "By Test - The Best Mops Made"

www.carolinamop.com E-mail: info@carolinamop.com Toll Free: 1-800-845-9725 Fax: 1-864-225-1917 P.O. Box 5072 Anderson, SC 29623

Gordon Brush Mfg. Co., Inc. 6247 Randolph Street Commerce, CA 90040 USA Phone: 323-724-7777 Fax: 323-724-1111 E-Mail: sales@gordonbrush.com Web Site: www.gordonbrush.com, www.marxbrush.com, www.milwaukeedustless.com Company Officers: Kenneth L. Rakusin, President and CEO Products: Miniature scratch and platerâ&#x20AC;&#x2122;s brushes, large scratch and platerâ&#x20AC;&#x2122;s brushes, cylinder/roller brushes (all sizes), single spiral and 4-wire single spiral brushes, double spiral brushes, micro spiral brushes, artist brushes, cosmetic brushes,

forensic brushes, wire drawn brushes, custom and specialty brushes of all materials and configurations. 09 E. Gornell & Sons, Inc. 2241 N. Knox Avenue Chicago, IL 60639 USA Phone: 773-489-2330 Fax: 773-489-1102 E-Mail: sales@gornellbrush.com Web Site: www.gornellbrush.com Company Officers: Gus H. Treslo, President; Diane Treslo, Secretary/ Treasurer Products: Gornell built its reputation as a custom designer and manufacturer of quality brushes for industry and maintenance. Gornell is a leading supplier of scratch, platers and welder brushes, staple set on the latest CNC-controlled machinery. Gornell continues to custom-design and manufacture staple set and wire-drawn brushes for industry, using all types of wire, synthetic and natural fill materials. E. Gornell & Sons, Inc., was founded in 1892 by Edward Gornell. For over 100 years, Gornell has been supplying quality brushes and excellent service at very competitive prices. E. Gornell & Sons continues to grow, producing quality brushes with the latest state-of-the-art CNC machinery. Gornell will imprint and private label brushes for the brush industry. CAD/CAM design available. Special packaging is offered to meet specific requirements. Gornell is celebrating its 119th anniversary. 11 GSC Manufacturing, Inc. 510 Merritt Avenue Nashville, TN 37203 USA Phone: 615-248-6556 Fax: 615-248-6558

New Products: Hand Pads Floor Pads Utility Pads Trash Cans Trigger Sprayers Dust Pans Microfiber Dust Mops WET MOPS

BROOMS

BRUSHES

SQUEEGEES

MOP BUCKETS

Cut-end, Screw Connector, Looped-end

SPECIALTY PRODUCTS

DUST MOPS

FRAMES & HANDLES

Deck Mops, Sponge Mops, Wedge Mop

Launderable and Disposable

Metal, Plastic, Threaded & Tapered

Carolina Mop Manufacturing Co. Circle 10

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E-Mail: info@gscmanufacturing.com Web Site: www.gscmanufacturing.com Company Officers: Gina Lofredo and Scott Atkinson Products: Manufacturer of premium quality wet mops available in cut-end, loop-end, finish mops and T-bar construction. GSC also manufactures a full line of launderable and disposable dust mops. All mops are available in a variety of natural and synthetic yarns to meet every customer’s special needs. Natural and plastic brooms, push brooms and industrial brushes, handles and frames complete a full janitorial and commercial line of cleaning products. GSC has been manufacturing since 2000. All wet mops and dust mops are made in the USA. GSC is a certified Woman Owned Business. GSC Manufacturing was incorporated in 2000 to become an industry leader in the production and development of cleaning products. OEM programs, private labeling, custom packs, and short lead times from receipt of order to delivery are available. 11 Gunn Brush Co., Inc. 948 Church Street Baldwin, NY 11510 USA Toll Free: 800-834-6035 Fax: 516-771-7019 E-Mail: gunnbrush@aol.com Web Site: www.gunnbrush.com Products: All types/styles and sizes of floormachine rotary brushes and pad holder assemblies. Custom work, as well as custom diamond drivers made to specifications. Large inventory allows same day shipping on most orders. Over 50 years of experience in the industry ensures accurate filling of orders. The Gunn Brush Co. was founded in the late 1940’s. Incorporated in 1963, Gunn Brush has spent over five decades supplying brushes and pad drivers for most commercial brands of floor machinery. A comprehensive inventory, as well as knowing which questions to ask, enables the company to ship the right item the first time. Known throughout the industry for fast and accurate shipping. Gunn Brush is able to ship parts when needed. No minimum order levels and no restocking charges on inventory items. 11

937-968-4858 Fax: 937-968-4524 E-Mail: service@hastemops.com Web Site: www.hastemops.com Company Officers: Robin Stewart Products: Manufacturer of quality (Made in the USA) mopping products. Specializing in janitorial and industrial hard floor care. Quality product line of wet mops, dust mops, microfiber products, hardware and no-lint monofilament finish mops. Includes custom factory and private labeling as well as construction modifications to suit customer needs. 11 Harper Brush Works, Inc. 400 N. 2nd Street Fairfield, IA 52556 USA Toll Free: 800-223-7894 Phone: 641-472-5186 Fax: 641-472-3187 E-Mail: info@harperbrush.com Website: www.harperbrush.com Company Officers: Brady Gros, President/CEO; Scott Reid, VP Operations; Lance Hayward, VP Sales; Shannon Briner, Marketing Director Products: Harper Brush manufactures and sells over 1,500 products, including industrial quality floor brushes, floor squeegees, counter dusters, car/truck wash brushes, upright brooms, scrub and scratch brushes, dust pans, buckets, mops and mopping equipment, ostrich dusters, microfiber cloths and mops, equine brushes, color-coded foodservice cleaning tools, waste containers, paper/soap dispensers, and a variety of other commercial cleaning tools. 11

Haviland Corporation 200 S. Hwy. U - P.O. Box 769 Linn, MO 65051 USA Toll Free: 800-325-3915 Phone: 573-897-3672 Fax: 573-897-4497 E-Mail: squeegees@havilandcorp.com Web Site: www.havilandcorp.com Company Officers: Randy Haviland, Chairman of the Board; Jan Haviland, President; Alice Andrews, Director of Strategic Planning; Dale Heidbrink, Vice President of Operations; Randy Ha-Ste Manufacturing, Inc. P.O. Box 168 Wolfe, Senior Manager of Operations; Joyce Union City, IN 47390 USA Dudenhoeffer, Director of Marketing Products: Haviland Corporation manufactures Toll Free: 800-228-6677 (MOPS) or, over 700 different floor squeegees with custom variations available. Sizes E. Gornell & Sons, Inc. Engineers and Manufacturers of Industrial & Custom Brushes range from 12” to 72” with most styles and sizes available in curved and Since 1892 straight. Haviland Corporation also Over 100 Years of Quality, Service & Excellence manufactures a large selection of window squeegees, hygienic squeegees, and grill squeegees; Handles - telescopic, wood, aluminum; Water2241 N. Knox Ave. brooms; Wet/Dry vacuum floor Chicago, Il. 60639 machine replacement parts Tel: (773) 489–2330 squeegees, gaskets, splash guards, carFax: (773) 489–1102 tridges, skirts; Floor scrapers; Paving email: sales@gornellbrush.com Website: www.gornellbrush.com tools - seal coating squeegees, epoxy applicators, crack filler squeegees, Circle 13 pour pots, lute/rakes, tampers, and roller squeegees. OEM programs, private labeling, bar coding, special packaging and custom products available. New from Haviland Corporation is the Microbe Spiker™ Squeegee. This squeegee is the revolution to stretching cleaning dollars. Microbe Spiker™ provides revolutionary Reit-Price Mfg. Co., Inc. cleaning, with percentage change of 522 W. Chestnut Street bacteria on surfaces, up to 99.9 perQuality Union City, IN 47390 cent reduction, without use of addiSince 765-964-3252 tional chemicals/water. This is 1900 www.reitprice.com accomplished through the use of customerservice@reitprice.com Nanotechnology. 10

x x x

Lafitte Mop Co., Inc. P.O. Box 577 Villa Rica, GA 30180 USA Phone: 770-459-5966 FAX: 770-459-1116 E-Mail: lmc@lafittemop.com Web Site: www.lafittemop.com Company Officers: John Lafitte, President; Cathy Lafitte, Secretary/Treasurer Products: Lafitte Mop Co., Inc. manufactures (made in the USA) a broad line of wet mops, cottons, blends, rayons, and synthetics offered in narrow band, wide band, fan tail, looped-end and screw type styles. Lafitte specializes in all types of dust mops from economy to high-end launderable. Also offered are handles, brushes, brooms, frames, and microfiber products. A full line of green products made from both renewable and recycled materials rounds off the product offering. Private label, logos, UPC, bar coding and OEM programs available. 11 Laitner Brush Company 1561 Laitner Drive Traverse City, MI 49686 USA Phone: 231-929-3300 FAX: 231-929-7219 E-Mail: sales@laitner.com

WET MOPS * DUST MOPS HANDLES * MICROFIBER BROOMS & BRUSHES

Private Labeling w/no Minimum order Quantities Mfg. to your meet your Target Price Mfg. to your Product Specification or Packaging Requirements

Grown & Sewn in the USA Circle 22

Wet Mops • Dust Mops Squeegees • Corn Brooms

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We Carry a Full Line of Jan/San Brooms, Brushes & Accessories www.gscmanufacturing.com Phone: (615) 248-6556 Fax: (615) 248-6558


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July/August 2011 Phone: 440-951-5356 FAX: 440-951-0293 E-Mail: comments@malish.com Web Site: www.malish.com Company Officers: Terry J. Malish, Chairman; Jeffrey J. Malish, President & CEO Products: Leading manufacturer of commercial and industrial floor machine brushes. With manufacturing facilities in the United States and China, and a sales office and warehouse in Europe, Malish is well positioned to handle customer requirements virtually anywhere on the globe. In addition to its strength in floor machine brushes, Malish also offers a full line of janitorial and foodservice/color-coded brushes for use in a wide variety of industries. More recently, the Diamabrush™ Floor Preparation System by Malish was introduced, offering a complete line of specialty brushes for prepping concrete and wood as well as mastic removal. Malish Plastics is a division of the Malish Corporation with manufacturing and sales operations at the corporate headquarters in Willoughby, OH. Malish Plastics specializes in custom thermoplastic extrusions to produce a wide range of profiles and tubes. 10

Web Site: www.laitner.com Products: Brooms, brushes and squeegees. 09 Lambskin Specialties 250 Dufferin Avenue Winnipeg, MB R2W 5J1 CANADA Toll Free: 800-665-0202 Fax: 204-582-5598 Web Site: www.lambskin.com Products: Leading supplier in the duster category; dust, wand, wool and feather dusters; synthetic and microfiber dusters; high dusting and floor dusting. Also, floor finish applicators, window care accessories, automotive care accessories. Company can also help design and manufacture exclusive products. 08 Magnolia Brush Manufacturers Ltd. P.O. Box 932 - 1001 N. Cedar Clarksville, TX 75426 USA Phone: 903-427-2261 FAX: 903-427-5230 E-Mail: sales@magnoliabrush.com Web Site: www.magnoliabrush.com Products: Floor brushes, garage brushes, street brooms, scrub brushes, wet mops, dust mops, concrete finishing brushes, janitorial items, detail brushes, counter dusters, vehicle wash brushes, masonry brushes, paintbrushes, utility brushes, floor squeegees, wax applicators, window brushes, corn brooms, hot dipped galvanized pails and tubs, variety of handles, wire scratch brushes. 09

Marino – Vileda Professional 59 Talman Ct. Concord, Ontario L4K 4L5 CANADA Phone: 905-669-9949 Fax: 905-669-5750 Toll Free: 800-265-6267 Web Site: www.marinomop.com / www.vileda.com Products: Brooms, brushes, mops, dust mops, mop handles, floor squeegees, mi-

The Malish Corporation 4260 Hamann Parkway Willoughby, OH 44094 USA

Full Line of Maintenance and Utility Brushes, Brooms and Accessories with Wire, Fibre or Synthetic Bristles BroomsPush, upright and whisk BrushesFloor sweeping Scratch, block and pipeline Sanitary, scrub & swabbing Counter, bench and window Paint, roof and masonry SqueegeesWindow and floor

crofiber wiping cloths, buckets & wringers, plastic bottles, health care products, washroom accessories, and more. 10 Mill-Rose Company, The 7995 Tyler Blvd. Mentor, OH 44060 USA Phone: 440-255-9171 Fax: 440-255-5039 E-Mail: info@millrose.com Web Site: www.millrose.com Company Officers: Paul Miller, President Products: The Mill-Rose Company is suited to manufacture brushes as tiny as .018” in diameter to 15” wire wheel brushes, using a diverse range of metals and both natural and synthetic fibers for bristle material. Production runs vary from high-volume standard or custom orders to small-volume specialty orders. Style and types of brushes include, but are not limited to, twisted-inwire, strip brushes, staple set, end, cup, wheel, drawn and more. Mill-Rose offers a complete range of standard materials (high carbon, stainless steel, brass, bronze, nylon, bristle) etc., a variety of animal hair, and more. Also offered is aluminum silicate, and different grits of diamond-mixed aluminum oxide and silicon carbide, as well as different grits of plain aluminum oxide and silicon carbide. The Mill-Rose Company specializes in designing and manufacturing brushes used in new and unique applications. Many of these brushes do not actually brush, and are used in all types of manufacturing where off-the-shelf brushes simply don’t work. Applications include static dissipation, material handling, augers, heat sinks, filters and more. These unBrushes® can be made to any size and shape, and produced in any quantity. unBrushes® can be manufactured to customer drawings, or designed and manufactured by Mill-Rose. 08 Milwaukee Dustless Brush Gordon Brush Wisconsin, LLC 1632 Hobbs Drive, Unit C Delavan, WI 53115 USA Phone: 323-724-7777 Fax: 323-724-1111 Web Site: www.milwaukeedustless.com Company Officers: Kenneth L. Rakusin, President Products: Speed Sweep push brooms, Speedy Corn pol up-right brooms, squeegees, hand tools, scrub brushes, eMOP bucketless mopping sytem, Speedy Green Sweeps, food processor/service products, truck wash brushes, counter dusters, industrial detail brushes, paintbrushes. 10

Nexstep Commercial Products, Exclusive Licensee of O-Cedar

131 N. Railroad Avenue Paxton, IL 60957-0071 USA Phone: 217-379-2377 Fax: 217-379-9901 E-Mail: sales@ocedarcommercial.com Web Site: www.ocedarcommercial.com Company Officers: Todd Leventhal, President; Stan Koschnick, Vice President, Operations; Todd Mauer, Vice President, Sales & Marketing Products: A complete line of commercial cleaning products... brooms (angle and traditional upright), floor sweeps, brushes (utility, counter, scrubs and bowl), wet mops (traditional), mops (self-wringing, sponge and roller), dust mops, microfiber (cloths, wet mops, dust mops, dusters, bonnets, heads/holders, cleaning systems, etc.), squeegees (floor and window), dusters, carpet sweepers, bonnets, dispensers, sponges, floor mats, rotary brushes, pad drivers, hardware for rotary brushes, carts and mop buckets and wringers. Todd Leventhal and Stan Koschnick – with more than 60 years combined experience in the cleaning industry – bought the Commercial Division of O-Cedar Brands. The new company, Nexstep Commercial Products, is the exclusive licensee of OCedar Commercial products for the commercial marketplace. Its products are manufactured and distributed out of two facilities located in Paxton, IL, and Springfield, OH. Nexstep Commercial Products is dedicated to providing its customers with innovative products at competitive prices, and with customer service and flexibility. The product slogan “O-Cedar Makes Your Life Easier®” exemplifies Nexstep Commercial Products commitment and know-how to make cleaning quicker and easier for today’s operators/end-users. Nexstep Commercial Products is committed to protecting the environment and improving the current state of Earth’s ecosystem. Recently, it launched a complete line of “green” solutions, supported by the “Green Environmentally Designed Products” seal of approval. All “Nexgeneration” solutions are classified into one or more of the following categories: Post industrial waste, recycled resin, renewable resource, new technological materials, materials reduction, recycled pulp. Nexstep Commercial Products will continue to conduct market research to understand today’s operators/end-users needs and do its part to protect the environment. 10

PFERD INC. 30 Jytek Drive Leominster, MA 01453

(978) 840-6420 (978) 840-6421 Circle 3

www.pferdusa.com email: mail@pferdusa.com

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Maintenance Sales News Northeast Ltda. Rua Lisboa, 453 Sao Paulo S.P. 05413-000 BRAZIL Phone (U.S.): 917-842-5062 Phone: 55 11 3085 4955 Fax: 55 11 3081 2176 E-Mail: michaelg@northeast-brazil.com Web Site: www.northeast-brazil.com Company Officers: Michael Grossman, Elaine Kimoto, Isabela Zanini Products: FSC and non-FSC wooden handles; softwood and hardwood, all finishing available including sanded, lacquered or painted; all accessories such as metal threaded tips, thread on wood, tenon, domed, plastic caps, etc., available, as are bar codes and private labels. All packing available including strip pack, box pack, etc. Metal handles and angle brooms are also available. Northeast, over the past seven years, has developed into the prime resource for quality and legally logged wooden handles out of Brazil. Reliability, consistent quality and timeliness of shipping have become synonymous with Northeast and the Malinski factory. Multi-annual logging contracts will guarantee its raw material for years to come. In spite of the weakening U.S. dollar, Northeast has been able to maintain its position as a quality wooden handle supplier to the United States and Canada. 11 Perfex Corporation 32 Case Street Poland, NY 13431 USA Toll Free: 800-848-8483 Phone: 315-826-3600 Fax: 315-826-7471 E-Mail: perfex@perfexonline.com Web Site: www.perfexonline.com Products: Eliminate cross-contamination with Perfex color-coded brooms, brushes and handles. Brushes are constructed entirely of polypropylene, making them 100 percent recyclable and safe for the environment. Polypropylene is non-conductive and will not absorb bacteria, liquids or odors. Perfex brushes are engineered to exceed the rigorous demands and hygienic concerns of today’s controlled environments. FDA and USDA approved. 11 PFERD Advance Brush 30 Jytek Drive Leominster, MA 01453 USA Toll Free: 800-342-9015 Fax: 978-840-6421 E-Mail: sales@pferdusa.com Web Site: www.pferdusa.com Products: Maintenance brooms; handles; squeegees; utility brushes; flue, pipe, roller brushes; paintbrushes; rollers and accessories; scratch brushes; polishing tools; custom brushes. Founded as Manufacturer’s Brush Co. in 1911, in Cleveland, OH, the company catered to the newly industrialized U.S. economy. Subsequently renamed Advance Brush in the 1960s, it was acquired by Milwaukee Brush in 1984. Both brands continued. In 1997, Milwaukee Brush was acquired by PFERD INC., a subsidiary of August Rüggeberg GmbH, Germany, a worldwide producer of hand finishing abrasives, brushes and power tools. While offering a broad variety of industrial quality brushes, PFERD Advance

57 Brush is part of the larger PFERD family of hand finishing products, allowing both users and distributors to consolidate their vendor base. The Milwaukee Brush brand name was folded in Advance Brush Brand, the sole brand under which the company goes to market. Entire brush manufacturing operations and PFERD distribution center was moved to a new 100,000-square-foot building on Heather Avenue in Milwaukee, WI, in June 2011. 11 Quali-Tech Mfg. One World Trade Center, Suite 8000 Long Beach, CA 90831 USA Phone: 310-637-8900 E-Mail: brian.kirn@quali-techmfg Web Site: www.quali-techmfg.com Products: Paint applicators – brushes, rollers, mini-rollers and other paint sundries. 11 Quinn Broom Works, Inc. P.O. Box 575 Greenup, IL 62428 USA Phone: 217-923-3181 FAX: 217-923-5150 E-Mail: qbroom@rrl.net Web Site: www.quinnbroomworks.com Company Officer: Mark D Quinn, President Products: All types of wound, nail, kitchenette, whisk and toy brooms. Corn brooms manufactured to customers’ specifications. 11

and polyester bristles that are held in place with stainless steel staples. With block and bristle of the same color, they are autoclavable, sterilizable and come in a variety of shapes, sizes and bristle types. In addition to fixed head and swivel neck squeegees, an ultra hygiene squeegee is also available. The single-blade design of this squeegee discourages bacterial growth. These products can be purchased with Remco’s selection of European-thread handles that are of varying length, material and color. Remco also offers a complete line of helically wound stainless steel tube and valve brushes as well as several special application brushes. 11

S.M. Arnold, Inc. 7901 Michigan Ave. St. Louis, MO 63111 USA Phone: 314-544-4103 ext. 136 FAX: 314-544-3159 Web Site: www.smarnoldinc.com Products: WaterSprite® pva drycloth, scrub brushes, brooms, microfiber cloths, chamois, lambswool floor applicators, trigger sprayers, platic bottles (private label imprinting available), bonnets, sponges, wash mitts, squeegees and much more. 10

Royal Paint Roller Mfg. Corp. 248 Wyandanch Ave. West Babylon, NY 11704 USA Phone: 631-643-8012 Fax: 631-253-9428 E-Mail: royalpaintroller@aol.com Products: Paint roller covers made of lambskin, Kodel, lambs wool, synthetic blends, “Lint Free” woven fabrics. All sizes available. Jumbo 2-1/4” ID to Slim Jim covers, plus roller frames, trays, paintbrushes and a

St. Nick Brush Co. P.O. Box 15, Burton, OH 44021 USA Toll Free: 800-798-1269 Fax: 440-834-0243 Web Site: www.hardwood-lumber.com Products: Brushes, brooms, wood brush blocks, street brooms and floor sweeps. All brooms are in the company catalog, which can be downloaded off the Web site. All blocks are made by Hardwood Lumber,

full line of painting accessories for the professional and do-it-yourself markets. 09

Proudly Made in the USA

Reit-Price Mfg. Co., Inc. 522 W. Chestnut Street Union City, IN 47390 USA Phone: 765-964-3252 Fax: 765-964-5343 E-Mail: customerservice@reitprice.com Web Site: www.reitprice.com Products: Wet mops, dust mops, squeegees, handles, corn brooms, microfiber mopping pads and microfiber cleaning towels. 10 Remco Products 4735 W. 106th Street Zionsville, IN 46077 USA Phone: 317-876-9856 Fax: 800-585-8619 Web Site: www.remcoproducts.com Products: Designers and manufacturers of quality plastic products. Color-coded polypropylene one- and two-piece shovels, mixing paddles, scoops, scrapers, metal detectable tools, HDPE tubs, lids, pallets, and steel undercarriages. Remco also offers the Vikan hygiene system® line of color-coded hand brushes, floor and wall brushes, squeegees, pails, pad holder system, paddle/floor scrapers, tube and valve brushes, handles (regular and specialized), wall brackets and waterford brushes and handles. Remco Products is a family business started in 1985 by Richard L.Garrison in Zionsville, IN. The company offers a large range of products and serves a number of markets, including the food processing, food service, jan/san, material handling, and safety markets. Remco offers Vikan hygiene system® color-coded hygienic brooms, brushes and squeegees. The brooms and brushes feature a solid polypropylene block

p ro f e s s i o n a l s e r i e s ®

M A N U F A C T U R I N G

I N C .

t: 888-711-8011 t: 323-936-3566 f: 323-936-3567 w: delamo-mfg.com e: delamo@delamo-mfg.com 7171 Telegraph Road Montebello, CA 90640 USA

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July/August 2011

which is a part of St. Nick Brush Co. Manufactures different types of household brushes and brooms, with a specialty of street brooms. The company has a computerized ripping and cutoff system for the manufacture of wooden brush blocks. 08 Tucel Industries, Inc. 2014 Forestdale Road - P.O. Box 146 Forestdale, VT 05745 USA Phone: 802-247-6824 Fax: 802-247-6826 E-Mail: jlewis@tucel.com Web Site: www.tucel.com Company Officers: John C. Lewis, Jr., President; Joanne Raleigh, Vice President Products: Tucel Industries, Inc. is a leading manufacturer of fused brooms and brushes. Products are constructed by bonding plastic filaments to molded blocks. The end result is a brush that contains no staples or drilled holes. Therefore, brooms and brushes are 100 percent hygienic as there is no place to harbor mold, mildew or bacteria. Since 1970, Tucel has manufactured products for foreign and national markets under its own patents. Aside from its own product line, it has been involved with developing a wide assortment of specialty brush products for outside industries. The company’s brushes and brooms have been NSF tested for clean-ability. Tucel’s brushes and brooms are HACCP compatible. Tucel is the only true “Green Fused” brushware company. 10 Weiler Corporation One Weiler Drive Cresco, PA 18326 USA Phone: 570-595-7495 Fax: 570-595-5980 E-Mail: info@weilercorp.com

Web Site: www.weilercorp.com Company Officers: Tony Hufford, Maintenance Product Manager Products: Maintenance products include floor, garage and street brooms; vehicle care brushes; upright brooms and mops; specialty floor brushes; squeegees; dust pans; window and dusting products; scrub, utility, bowl and food service brushes; paint and sundry brushes; wire scratch brushes; Green Works™ – Weiler’s new environmentally friendly line of maintenance products. 11 Worldwide Integrated Resources 7171 Telegraph Rd. Montibello, CA 90640 USA Toll Free: 800-441-6448 FAX: 323-838-8939 E-Mail: info@wwir.com Web Site: www.wwir.com Company Officers: Fred Morad, President/CEO; Todd Carlson, VP Sales/Marketing; Lucy You, COO Products: Metal and plastic hardware, dustpans, self-wringing mops, wet mops, sponge mops, dust mops and frames, buckets, brooms, miscellaneous and specialty items. 10 Young & Swartz, Inc. 39 Cherry St. Buffalo, NY 14204 USA Phone: 716-852-2171 Fax: 716-852-5652 E-mail: info@youngandswartz.com Web Site: www.youngandswartz.com Products: Specialty brush manufacturing. Staple set, wheels, strip, cylinders, hand and machine brushes. All mediums–natural, synthetic, wire. Can work in wood, plastic, leather back. Custom and contract runs invited. Company uses quick change,

NEW OFFERING

computerized equipment. Specializing in custom made brushes and rotary floor machine brushes. 09 Zelazoski Wood Products, Inc. 835 Ninth Avenue - P.O. Box 506 Antigo, WI 54409 USA Phone: 715-627-4804 Fax: 715-627-2347 Toll Free: 800-240-0974 Web Site: www.zwpi.com Products: Complete line of wooden brush and broom blocks, molded, shaped, and/or turned, finished or plain, manufactured according to customers’ specifications. Can also machine most plastics. Zelazoski Wood Products’ modern facility enables it to manufacture a wide range of parts according to the customers’ specifications, especially where close tolerance and high quality are required. Unless imported wood is specifically requested, all

Enviro-Solutions Hires Brian Cossette As Regional Sales Manager Enviro-Solutions announces the addition of Brian Cossette to its sales team. Cossette is Regional Sales Manager for the New England and New York City area. He has considerable jan/san industry experience: • He grew a building service contractor business from 1 to 63 employees; • Was executive housekeeper at a major hotel chain; • Superintendent of environmental services for an Ivy Brian Cossette League university; and, • Regional manager of facilities with 58 locations of a health care provider. In these positions, his responsibilities typically included the purchasing of cleaning supplies and equipment, cleaning quality control, and customer service. A graduate of the University of New York-Morrisville, he is seeking a bachelor’s degree in business administration from the University of New York. Spartan Chemical Announces Promotion Of John Opitz

ALL COMPONENTS ARE MADE IN USA LOBBY PAN PACK 12 PER CASE ITEM NO. 335

LOBBY PAN & BROOM SET PACK 6 SETS PER CASE ITEM NO. 337 COLORS AVAILABLE RED BLUE GREEN

LOBBY PAN IS 20 GAUGE METAL 28 INCH HANDLES Phone Number: Fax Number: e-mail address: website: P.O. Box 17082

1-800-992-0181 316-267-2930 gscjansplymfr@juno.com giftsalescompany.net Wichita, KS 67217

See Us At ISSA Las Vegas Booth #1698

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Zephyr Manufacturing Co. 200 Mitchell Road Sedalia, MO 65301 USA Phone: 660-827-0352 Fax: 660-827-0713 E-Mail: info@zephyrmfg.com Web Site: www.zephyrmfg.com Company Officers: R.J. Lindstrom, President; Doug Leerssen, Vice President; John Lindstrom, CFO; Bob Schneider, Vice President of Sales Products: A one stop source for industrial, institutional and sanitary cleaning tools including wet mops, dust mops, brooms, brushes, handles, mopsticks, frames, microfiber and squeegees. 11

People In The News

METAL OPEN FACE LOBBY PAN W/LOBBY BROOM

LOBBY BROOM PACK 12 PER CASE ITEM NO. 336

our brush and broom blocks are made from managed North American forests. ZWPI is always ready to look at new items and anxious to quote customer needs, simple or complex, from 1 to 1 million pieces. 10

John Opitz

Spartan Chemical Company, Inc., has announced the promotion of John Opitz to the position of regional sales manager for Spartan’s Salt Lake City region. Opitz will report to Southwest Divisional Sales Manager David Cox and will be responsible for the service, sales and support of several Spartan distributors. Opitz comes to Spartan with over 16 years in the jan/san industry. He will be relocating from Billings, MT, to Salt Lake City, UT, with his wife of 16 years, Julie, son Lucas and daughter Jaclyn. Corr Distributors, Inc. Adds Regan Corr And Charlie Elardo To Sales Force

Corr Distributors, Inc. has added Regan Corr and Charlie Elardo to its sales force. Regan Corr joins Corr Distributors, founded in 1925 by her great-grandparents, as a member of the fourth generation. She is a 2010 graduate of Colgate University. Corr currently serves as Colgate University’s Admissions Chair for Western New York. Charlie Elardo brings to Corr Distributors over 25 years of experience in the jan/san field. Elardo spent 18 years working for a distribution company in Western New York and the last 9 years working for the Betco Corporation. Elardo has led multiple training initiatives for both large and small groups on topics ranging from green cleaning, floor care process and maintenance, sport floor recoating and maintenance, and equipment training and maintenance. Elardo is a CIMS Certified trainer as well as a member of BOMA.


BIG IDEAS BIG INNOVATIONS BIG OPPORTUNITIES Bring back the next big idea that will transform your business, and the way your customers view cleaning. ISSA/INTERCLEAN® 2011. Changing the cleaning industry – for the bigger.

Register today at ISSA.com./show or for more information call 847-982-0800 Circle 29


GREEN TODAY OR GONE TOMORROW

S

oy Technologies, LLC is a privately owned specialty

“We clean a lot of high end homes that have kitchens with

chemical

Nicholasville,

stainless everything. Most stainless steel cleaners fall into three

One of the

categories. They are made of mineral oil and make the surface

original pioneers of soy-based chemistry, the company develops

appear shiny but they do not actually clean and when you touch

and markets environmentally safe chemistry to manufacturers

the surface the oil leaves smudge marks everywhere.

manufacturer

based

in

Kentucky, just south of Lexington, Kentucky.

and distributors via private label and company brands, in both

They are toxic and contain harmful solvents or carcinogens, and

small packaging and in bulk. Products include finished formulas

in areas where people are preparing food that does not work

for industrial and institutional markets, and raw materials for

either. And, the third group of cleaners are ineffective and simply

formulators and other industries such as paints and coatings,

don’t work. But SoyGreen® STAINLESS STEEL CLEANER cleans

i

stainless steel and it’s safe to use anywhere on anything,” says Robin Murphy, President, Maid Brigade – New York.

GREEN PRODUCTS FOR SCHOOLS Schools today are leading the way in requiring safe and

S TA I N L E S S S T E E L C L E A N E R

environmentally responsible products.

One of the most popular lines of products for the company is

degreasers to Graffiti Removers and White Board Cleaners,

SoyGreen®’s family of Stainless Steel Cleaners. The family of

schools demand products that are not only certified green, but

products consist of solvent based cleaners for cleaning,

are cost effective and simply...work. The SoyGreen® product

degreasing, and polishing, and water based products for

family has introduced the SoyGreen® School Multi-Pack as a

everyday cleaning. As with the entire line of products from the

specially bundled array of products ideally suited for schools,

company, SoyGreen® Stainless Steel Cleaners are recognized by

matched with special pricing to easily introduce the products to

the EPA’s Design for the Environment (DfE) for safe chemistry,

school districts.

Registered with the USDA Bio-Preferred Program for Sustainable Chemistry, VOC Compliant…and the product works, as evidenced by a long list of repeat and satisfied customers.

…SoyGreen® STAINLESS STEEL CLEANER cleans stainless steel and it’s safe to use anywhere on anything. – Robin Murphy, President, Maid Brigade – New Yor k

1-800-SOY-8748 1-80 0-SOY-8748 (769-87 (769-8748) 48) www.soytek.com www.soytek.com Circle 105

From cleaners and


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INDUSTRY NEWS

July/August 2011

‘The Start Of Something Big’ Is Theme For This Year’s ISSA/INTERCLEAN® The theme of this year’s ISSA/INTERCLEAN® NorthAmerica 2011 is “The Start of Something Big.” The annual event is designed to help business leaders meet top executives from every major industry supplier and attend sessions conducted by leading business trainers. The event brings together the commercial cleaning industry, including 600-plus exhibitors and many networking opportunities to the show floor at the Las Vegas Convention Center, October 18-21, 2011. This year the keynote speaker is Tom Peters. “His high-energy and hard-hitting consulting session will share the ‘little BIG things’ that impact business excellence. Peters also will teach attendees how to tap the enthusiasm and innovation that reside in every organization, plus share which of the ‘basics’ are less boring and more powerful now than ever before,” say ISSA officials. Peters’ presentation is one of multiple daily sessions from experts outside the industry designed to shed the best light on new approaches that companies can apply to

Lombardi will focus his presentation on high performance people, looking at what they share in common, regardless of background. He will provide advice on how anyone can harness those tactics and become a high performer. Stephens will share his story on how he took the boring world of computer support and made it famous. His story includes The Rolling Stones, the CIA, the Oscar Mayer Weinermobile and more than five million messed up computers. He’ll also provide advice on how companies can apply similar creative ideas to become trusted and memorable. Bluffing can be an essential part of business. Duke will provide a glimpse inside the pro poker world and explain how conflict resolution and negotiation strategies implemented in poker apply to everyday business.

Tom Peters

stand out from the competition and succeed. The other experts include leadership speaker and motivator Vince Lombardi Jr., Geek Squad founder and Best Buy’s chief technology officer Robert Stephens and poker icon and Celebrity Apprentice Annie Duke.

For more information on what other sessions will be available at ISSA/INTERCLEAN® NorthAmerica 2011 as well as a schedule of events, visit www.issa.com.

2011 ISSA/INTERCLEAN Show Hours October 18-21, 2011 • Las Vegas Convention Center, Las Vegas, NV

ISSA Convention Sessions Tuesday, Oct. 18: 10:45 a.m. To 5 p.m.

Exhibition Schedule Wednesday, Oct. 19: 10 a.m. To 5:30 p.m. Thursday, Oct. 20: 10 a.m. To 4:30 p.m. (Happy Hour 4:30 p.m. To 5:30 p.m.) Friday, Oct. 21: 9 a.m. To 1 p.m.

Visit MSN During ISSA/INTERCLEAN 2011 Las Vegas At Booth #2780


INDUSTRY NEWS

Maintenance Sales News

Anderson Chemical Company: 100 Years & 4 Generations Anderson Chemical Company is celebrating its 100th Anniversary in 2011. Alfred Anderson, grandfather of the current generation of owners, Swedish immigrant and founder, established the company in Litchfield, MN, in 1911. Bruce Anderson, son of Alfred, was the architect of the company’s change and growth through the 1950’s, 60’s and 70’s. For the last 35 years, the third generation (Bruce, Terry, Leif, Lindsay and Brett) have been managing and projecting the company into a national enterprise. “With the fourth generation on board, the company looks to the future with anticipation and gratitude that come from living and working in a land of freedom and opportunity,” said Anderson representatives.

Anderson Chemical Company manufactures cleaning chemicals for the food processing, water treatment, and industrial and institutional marketplaces. Visit www.accomn.com or call 1-800-366-2477 for more information.

From Anderson Chemical Company:

The Integra® Program The INTEGRA® Program, a division of Anderson Chemical Company, presents the DOSE™ by SURFLEX® Housekeeping System. Prepare quart bottles in two simple steps: 1.) Dispense premeasured product 2.) Fill with water. According to the company, DOSE™ by SURFLEX® offers many advantages: No water hook up is required, systems can be installed virtually anywhere, 64 ounce capsules save space, accurate dispensing means consistent results, concentrated products control costs, products are more cost effective than RTU products and systems are modular to allow them to be customized to your cleaning needs. DOSE™ by SURFLEX® simplifies cleaning for health clubs, spas, schools, hospitality, restaurants, healthcare, c-stores and grocery stores. DOSE™ by SURFLEX® offers many products that are recognized for safer chemistry by the EPA’s Design for the Environment. For more information about the DOSE™ by SURFLEX® Housekeeping System, call

Anderson Chemical Company at 1-800-3662477, e-mail integra@accomn.com, or visit www.theintegraprogram.com.

ACS Adds Blue Velvet UHS Burnishing Pad To Scrubble Line The Blue Velvet UHS Burnishing Pad is a recent addition to the ACS Scrubble Line of Floor Maintenance Pads. According to the company, this pad is very soft, thick and built to last. Made of high quality synthetic fibers and resins to work well with the most popular floor finishes. Blue Velvet is designed for floor burnishing at 1000 rpm and above on all types of UHS machines. Refer to Type 52. For more information, call 800222-2880 or visit www.scrubble.com.

Answer Multi-Use Carpet Cleaner Can Be Used 4 Ways Franklin’s best selling, Answer MultiUse Carpet Cleaner, can be used in four ways: as a spotter, a prespray, a spin clean and an extraction cleaner. This concentrated, versatile product eliminates the need for multiple carpet cleaners. This unique formulation provides safe and carefree maintenance of all commercial carpet types. Answer is low foaming and leaves a fresh apple fragrance. For more information, visit www.franklintechnology.com, or phone 800-848-4901.

Circle No. 108

Circle No. 107

Original GKR Industries’ Convenience Bag Now Available In Wall Dispenser The original Convenience Bag (vomit and urine collection bag) by GKR Industries now comes in a convenient wall dispenser that may be attached to the wall for convenient dispensing. The Convenience Bag provides users with protection from vomit splatter that can carry infectious diseases. The extra wide rigid collar makes for easy use, even for children. The contents will not spill, even if the bag is dropped, due to the inner-valve which also helps contain odor. The Convenience Bag is easily disposable and needs no twist ties.

Circle No. 110

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Spartan Offers Stands,Wall Brackets For Hard Surface Wipes Now available are stands and wall brackets for Spartan’s hard surface disinfecting wipes.The bracket is easily mounted on any wall or surface to make wipes easily accessible. Keeps wipes conveniently mounted and out of the way. Particularly good for use in schools, healthcare facilities, athletic clubs, and more. The stand can be used in a variety of ways and in a variety of accounts. The stand comes with one bracket to mount on the stand, but can also support another bracket on the opposite side for another container. Good for use in grocery stores for customers to wipe down their cart handles or in an athletic club for wiping down equipment after use. Store a small trash can on the base of the stand for discarding wipes. The company says the benefits of Spartan’s Wipes include: Wipes are delivered in a ready to use, portable dispenser; No mixing of chemicals; No spraying potentially harmful chemicals into the air, risking respiratory problems; Great for healthcare

Circle No. 109 Visit www.gkrindustries.com or call 1800-526-7879 for more information. equipment with touch screens that cannot be spray & wipe disinfected… protect investments; The disinfectant and the wipe are in one container ensuring even saturation; De-

Circle No. 106 crease linen supply efforts with reduction in labor required for cleaning cloth washing, folding, storage, transport, etc. spartan@spartanchemical.com 1(800)537-8990


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INDUSTRY NEWS

July/August 2011

Americo Announces New Sales Rep Group

Americo Manufacturing Co., Inc., a leading maker of floor pads, hand pads and floor matting, announces the appointment of Hinton Sales as its sales representative for the southeastern United States. Neron Hinton, Michael Chasteen, Tom Simmons and Abby Ryan of Hinton Sales will serve this area. Centrally located in Norcross, GA, they will cover Alabama, Georgia, Florida (Panhandle area), Mississippi and Tennessee. For more information, contact Americo by email at Info@americomfg.com; phone: 800-241-9902 or visit www.americomfg.com.

Remco Products Offers A Double Blade Ultra Hygiene Squeegee The design of this new Double Blade Ultra Hygiene Squeegee unites efficiency with a high level of hygiene. It delivers the extra cleaning capacity of Remco’s fixed head squeegee without compromising the hygiene maintained by our ultra hygiene squeegee. This squeegee features color-coded refill blades that are easy to remove and replace with the help of special finger tabs built into the cassette. Once the blades are removed, the head can be autoclaved and reused. These squeegees are available in six colors and four sizes (along with a bench model). Part of the Vikan hygiene system®, they work

Circle No. 112 with the Remco/Vikan selection of colorcoded European-thread handles. For a product catalog, please call 317-876-9856 or visit www.remcoproducts.com.

Georgia-Pacific Introduces Sofpull® Mechanical Towel Dispenser Georgia-Pacific Professional is now offering its towel dispensing systems, the new SofPull® mechanical towel dispenser. Designed to help reduce waste, overhead costs and cross-contamination with its controlled one-at-a-time sheet dispensing system. The SofPull towel dispenser features a completely enclosed roll with sheet-by-sheet

Circle No. 111 feeding that helps keep towels sanitary and prevents cross-contamination from users.

With a gentle pull, the dispenser quietly releases one fresh sheet, helping to reduce excess waste. A water resistant model is also available and includes a closeable hatch designed to lock out moisture and keep towels dry during wash-downs. These dispensers work well in all wet environments such as food processing facilities. “The SofPull towel dispenser’s design is an excellent way to help increase hand hygiene and health,” said Michael Dunn, vice president and general manager – GeorgiaPacific Professional’s towel category. “Not only does the dispenser help eliminate cross-contamination, but it helps reduce facility costs with fewer roll changes.” The SofPull towel dispenser is part of Georgia-Pacific Professional’s Green by Design™ environmentally sustainable product line. Towels are available in both white and brown. The brown towel is made with 100 percent recycled fiber and is a certified EcoLogo® product. Both the white and brown towels meet EPA standards for recycled fiber content. The 1,000 ft. high capacity roll is designed for continuous dispensing and helps reduce overall service visits. The dispensers are available in translucent smoke color, which compliments most washroom designs. For more information about SofPull dispensers visit www.gppro.com or call 1-866HELLO GP (435-5647).

“Searching For The Human Factor”

Too Small To Succeed?. By Dan Merkel, danmerkel2@verizon.net Often we read, these days, about the notion that there are companies “Too Big to Fail.” This premise prompted the writer to consider the reverse condition, as noted in the title, and take a serious look at the situation within our channel with regard to success/ survival relative to a company’s size. The vital underlying question put simply is…does size matter? In general terms, the rejoinder is assuredly, yes. However, the matter is far from simplistic and the real complexity of a smaller business offers a host of fascinating dimensions worth exploring. In pure academic terms, the size aspects of a business would typically suggest a classic entrepreneurial operation. Entrepreneurial companies by definition are about…“I” can do, not “We” can do. The singular management burden usually rests with just one person, albeit that often there may be double-digit numbers of employees functioning within the organization. Needless to say, many such companies succeed nicely over a good number of years. Nonetheless, such operations beg the question of defining what succeeding is really all about. As frequently stated…one man’s success is another’s subjective failure. While failure tends to be a universal statement understood by most…success may always rest in the eyes of the beholder. In a business career that spans over 48 years, my experience indicates that the limits of a smaller company rest substantially, if not solely, on the owner. That burden or reality tends to not be fully embraced or truly comprehend by many entrepreneurs. Many smaller business operators focus exclusively on sales, actually making them, surprisingly. They seemingly avoid or lack the

needed know-how to design a true strategic structure and other basics for their business. This glaring void or breakdown in the fundamentals of business governance is compounded by many smaller operators tendency to refuse outside council and assistance. The constant challenge for all businesses regardless of size is to control and manage the operation with a broad array of skill-sets and organizational structure that affords a range of methodologies providing goals, information and marketing/sales. Peter Drucker astutely stated that money was not the primary objective of running a business. Instead, he aptly declared that “creating customers” must be the total and crucial focus when managing a business. Drucker went on to say that making a profit was the result evolving from functioning well in the business and not the paramount goal. The answer to the question poised in the title may rest in a very surprising supposition. Many, if not most, entrepreneurial types have an innate, intuitive process at work for them that possesses elements of pure genius. It likely resides in their subconscious modus operandi that evokes its influence in random but frequent ways virtually daily. Thus, the laundry list of growth possibilities such as…facility expansion, geographic expansion, channel expansion, personnel expansion and acquisitions, to name several, are typically side-stepped or totally ignored. Staying as they are or more definitively stated… “knowing ones limitations” sums up neatly the “subconscious” control applied over and over again by countless smaller business persons. Thus, each owner/operator defines success and probably survival on his/her own terms and why not?

DIBS Chemical & Supply Co., Inc. Joins Pro-Link Buying Group DIBS Chemical & Supply Co., Inc. of Gulfport, MS, has recently joined Pro-Link, a leading jan/san-focused marketing and buying group based in Canton, Massachusetts. Established in 1969, DIBS grew rapidly as one of the gulf coast’s only full service janitorial supply houses. Owner, Michael Lott, joined DIBS in the mid 90’s as general manager, leaving his position at a local bank. Shortly after, he purchased the business. In 2005, Hurricane Katrina destroyed DIBS’ 30,000 square foot building. However, Michael and his son Michael II quickly rebuilt the business in another location in Gulfport. Since then, they’ve re-grown the business, much like the area that they service. Michael Lott II is now the general manager of the business. Brian Slack, vice president of Pro-Link said, “I am excited about DIBS becoming a member. I really enjoy working with multiple generation businesses, as there is a real excitement around how things can be. I think that both

DIBS and Pro-Link will enjoy a long-term business relationship.” About Pro-Link, Inc. Pro-Link, Inc., founded in 1984, is a national full-service janitorial supply, marketing, and buying organization. Based in Canton, MA, this jan/san-focused organization has more than 70 members and over 100 distribution points throughout the United States. Pro-Link says it provides its distributormembers and customers with a nationally-recognized brand of high quality products and services that help deliver cleaner facilities at lower total cost. With a sales force of industry professionals, the organization also provides national field support, troubleshooting, and training for members and end-customers. Pro-Link has developed a program for national accounts allowing for centralized procurement, online ordering, and advanced reporting, all supported by fast delivery and service.


e B ’t ut! on O D ft Le

Maintenance Sales News 2012 BUYERS’ GUIDE

A Directory of Manufacturers of Sanitary Supplies, Master Distributors & Buying Groups

We invite your company to participate in our upcoming Buyers’ Guide. Please complete and return the form below no later than January 3, 2012. (You must return this form to qualify for inclusion.)

Send to Maintenance Sales News, P.O. Box 130, Arcola, IL 61910 USA, or fax to (217) 268-4815. SUBMITTED BY: _____________________________________________________________________________________________________________ COMPANY NAME:____________________________________________________________________________________________________________ ADDRESS:__________________________________________________________________________________________________________________ CITY: ____________________________________________________ STATE ___________ ZIP______________COUNTRY _____________________ TELEPHONE: _____________________________________________ FAX: _____________________________________________________________ E-MAIL:__________________________________________________ WEBSITE: ________________________________________________________ COMPANY OFFICERS: ________________________________________________________________________________________________________ PRODUCTS: 50 WORD MAXIMUM PLEASE _____________________________________________________________________________________ __________________________________________________________________________________________________________________________ __________________________________________________________________________________________________________________________ __________________________________________________________________________________________________________________________ __________________________________________________________________________________________________________________________

Product Categories J 100. Absorbents: Oil, Grease, & Water J 101. Acoustical Cleaning Chemicals & Equipment J 102. Adhesives J 103. Aerosols J 104. Air Filtration Equipment J 105. Anti-Graffiti Systems J 106. Anti-Static Chemicals J 107. Ash Trays J 108. Associations/Societies J 109. Automatic Scrubbers J 110. Automotive Cleaning Specialties J 111. Bacterial/Enzyme Products J 112. Bag-in-the-Box Packaging J 113. Bar Code/EDI Technology J 114. Baseboard Cleaning Machines & Accessories J 115. Batteries & Chargers J 116. Bedding Supplies J 117. Bird Control Products J 118. Brooms J 119. Brushes J 120. Buckets J 121. Burnishing Equipment J 122. Buying Groups J 123. Candles J 124. Carpet & Fabric Protective Finishes J 125. Carpet Cleaning Chemicals-Brand Name J 126. Carpet Cleaning Chemicals-Private Label J 127. Carpet Cleaning Wands & Accessories J 128. Carpet Drying Equipment J 129. Carpet Dyeing Systems J 130. Carpet Extractors J 131. Carpet Shampoo Machines & Accessories J 132. Carpet Spotting Kits J 133. Carpet Sweepers-Electric J 134. Carpet Sweepers-Hand J 135. Carts-Hospital, Janitorial & Maid J 136. Catalog Publishers J 137. Chalkboard/Blackboard Cleaners J 138. Chemical Dispensing Systems J 139. Chemicals-Raw Material J 140. Cleaning Chemicals-Brand Name J 141. Cleaning Chemicals-Private Label J 142. Colorants & Dyes J 143. Computer Systems & Software J 143a. Computer Cleaning Products J 144. Concrete Floor Treatments J 145. Consultants-Advertising

(Please check categories that apply to your major lines only) J 146. J 147. J 148. J 149. J 150. J 151. J 152. J 153. J 154. J 155. J 156. J 157. J 158. J 159. J 160. J 161. J 162. J 163. J 164.

J 164a. J 165. J 166. J 167. J 168. J 169. J 170. J 171. J 172. J 173. J 174. J 175. J 176. J 177. J 178. J 179. J 180. J 181. J 182. J 183. J 183a. J 184. J 185. J 186. J 187. J 188. J 189. J 189a. J 190. J 191. J 192.

Consultants-Financial Consultants-Marketing Contamination Control Products Custodial Garments & Uniforms Dehumidifying Equipment Disinfectants-Brand Name Disinfectants-Private Label Disinfectants-Raw Material Dispensers-Paper Products/Soaps Drain Opener Chemicals Drain Opener Equipment Drums Dusters Dusting Cloths Dust Pans Electric Cord Reels Electric Motors Electrical Testing Devices Emergency Response/Regulatory Services Emergency Spill Kits Escalator Cleaning Machines Filters Financial Services Fire Extinguishers Fire Restoration Products Floor Finish Applicators Floor Finishes-Brand Name Floor Finishes-Private Label Floor Machine Motors Floor Machines Floor Pad Holders Floor Pads Floor Pads-Raw Material Floor Sealers-Brand Name Floor Sealers-Private Label Food Processing Products Food Service Disposable Tableware Food Service Equipment & Supplies Fragrances Furniture Glides Gloves Hand Cleaners Hand Dryers Handles-Mop,Broom, Brush & Telescopic Hoses-All Types Human Resources Hydrogen-Peroxide Cleaners Ice & Snow Removal Compounds Insect & Rodent Control Chemicals & Devices Insurance Services

J 193. J 194. J 195. J 196. J 197. J 198. J 199. J 200. J 201. J 202. J 203. J 204. J 205. J 206. J 207. J 208. J 209. J 210. J 210a. J 210b. J 211. J 212. J 213. J 214. J 215. J 216. J 216a. J 217. J 218. J 219. J 220. J 221. J 222. J 223. J 224. J 225. J 226. J 227. J 228. J 229. J 230. J 231. J 232. J 233. J 234. J 235. J 236. J 237. J 238. J 239.

International Cleaning Services Labeling Ladders Laundry Chemicals Laundry Equipment Lawn & Turf Chemicals Lawn & Turf Equipment Leasing-Equipment Light Bulbs Liquid Filling Equipment Litter Vacuums Lockers/Storage Lodging Amenities Lubricants & Oils Magazine Publishers Magnetic Attachment for Vacuums Material Handling Equipment Mats & Matting Microfiber Mold Treatment/Prevention Mop Treatment Chemicals Mopping Equipment Mops-Dust Mops-Wet Odor Control Chemicals Odor Control Devices Ozone Generators Packaging Equipment Packaging Supplies Paint & Paint Products Paper and/or Food Service Products Paper Products-Office Supplies Paper Products-Towel & Tissue Pavement Patching Personnel Services Plastic Bags Plastic Containers Polishes-Furniture Polishes-Metal Polishes-Plastic Poly Trash Can Liners Pool & Spa Chemicals & Equipment Pre-Measured Chemicals Pressure Washer Pumps Pressure Washing Chemicals Pressure Washing Equipment Pumps & Dispensers Purchasing & Marketing Services Recycling Systems Repair Parts-Floor Equipment & Vacuum Cleaners J 239a. Restroom Cleaning Equipment J 240. Robotic Cleaning Equipment

J 241. J 242. J 243. J 244. J 245. J 246. J 247. J 248. J 249. J 250. J 251. J 251a. J 252. J 253. J 254. J 255. J 256. J 257. J 258. J 259. J 260. J 261. J 262. J 263. J 264. J 265. J 266. J 267. J 268. J 269.

J 270. J 271. J 272. J 273. J 274. J 275. J 276. J 277. J 278. J 279. J 280. J 281.

J 282. J 283. J 284. J 284a. J 285. J 286.

Roof Maintenance Materials Safety Apparel Safety Products, Equipment & Signs Safety Treads Sales Incentives Sanitary Napkins & Dispensers Scouring Chemicals & Powders Scouring Pads/Bars Shampoo Tanks Smoking Urns Soaps Spill Kits-Chemical Sponges & Chamois Spray Tanks Sprayers & Foggers Squeegees-Floor Squeegees-Window Steam Cleaning Chemicals Steam Cleaning Equipment Stone Restoration Systems Striping Machines-Pavement Surfactants Sweepers-Electric, Gasoline & Propane Sweeping Compounds Technology Services Telecommunication Services Toilet Seat Covers & Dispensers Toilet/Shower Compartments Training Consultants, Materials & Programs Upholstery Shampoo Machines & Accessories Vacuum Cleaner Attachments Vacuum Cleaner Motors Vacuum Cleaners Vacuum Tanks Venetian Blind Cleaning Equipment & Chemicals Wall Washing Equipment Warewashing Chemicals Warewashing Equipment Washroom Accessories Waste Receptacles Water Brooms Water Treatment Chemicals & Devices Window Cleaning Accessories Wipers-Cloth Wipers-Paper & Non-Woven Wipers Cheesecloth Wood Treatment-Scratch Remover Wringers


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July/August 2011

MAINTENANCE SALES NEWS CLASSIFIEDS HOGAN FRAGRANCES TH

130 EAST 18 STREET NEW YORK, NEW YORK 10003 TEL 212-598-4310 FAX 212-477-4711 www.HOGANFF.com

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CREATORS FRAGRANCES TO GIVE YOUR PRODUCTS

FRAGRANCES FOR ALL TYPE PRODUCTS - at reasonable prices -

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MAINTENANCE SALES NEWS CLASSIFIED ADVERTISING RATES 40 words for $40 per insertion Additional words - $1 per word (min charge) Bold face headings - $5.00 • Blind Ad - $25.00 Display Classifieds $70 per column inch (2 inch minimum)

MAINTENANCE SALES NEWS ADVERTISERS’ INDEX Absorbcore, LLC.....................................44

Kissner Group..........................................33

ACS Scrubble.............................................5

Microban ..................................................52

Amrep Inc. ...............................................17

Midlab Incorporated...............................12

Bullen Companies, The...........................14

Milazzo Industries inc.............................35

Cargill Salt ...............................................37

Morgro, Inc. .............................................31

Carolina Mop Mfg. Co............................54

Morton Salt ..............................................29

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

North American Salt ...............................21

CP Industries ...........................................23

Occidental Chemical Corp........ 39, 41, 43

Delamo Manufacturing, Inc...................57

Perfex ........................................................54

E. Gornell & Sons, Inc. ...........................55

PFERD, INC. ...........................................56

Earth Friendly Chemicals ........................9

Polti Distribution, Inc. ............................45

Enviro-Solutions ......................................18

RD Industries...........................................47

FILMOP USA LLC...............................15

Reit-Price Mfg. Co., Inc..........................55

Franklin Cleaning Technology ..............18

Remco Products.......................................19

Fullriver Battery Mfg. Co. Ltd ..............67

S. M. Arnold.............................................55

Gift Sales Company ................................58

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

GKR Industries, Inc.v.............................46

Soy Technologies, LLC ...........................61

GSC Manufacturing, Inc........................55

Spray Nine................................................51

Ha-Ste Manufacturing, Inc. ...................53

St. Nick Brush Co....................................56

Haviland Corporation ............................10

Stefco Industries ........................................3

Intercon Chemical...................................68

von Drehle Corporation..........................11

International Salt.....................................25

Wausau Paper..........................................13

ISSA/INTERCLEAN..............................59

XYNYTH Manufacturing Corp............27

Janibell......................................................16

Zephyr Mfg. Co., Inc.................................8

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Jul/Aug 2011 Maintenance Sales News