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July/August 2013


SALES NEWS Exclusively Serving Professional Distributors

July/August 2013

Vol. 30, No. 4

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MSN FEATURE STORIES Middletown, PA, Distributor Americhem International Experiencing Double Digit Growth.................................6

RANKIN PUBLISHING CO. Co-Publishers Don Rankin Linda Rankin Editor Harrell Kerkhoff Associate Editor Rick Mullen Advertising Don Rankin Linda Rankin Graphics David Opdyke Reception Sandy Pierce


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These Distributors Have A Lot In Common, The First Is A Thriving Business .................................18

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

& Disinfectants ...............................52 Maintenance Sales News Buyers Guide To Mop, Brush & Broom Manufacturers ..........54 ISSA/INTERCLEAN® North America 2013 Scheduled For November 18-21, Las Vegas Convention Center ...........................62 Maintenance Sales News Focus On Sanitizers

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Industry News/Products 46 | Advertisers Index 66 | Classified Advertising 66


On The Cover: Under the leadership of President Marc Zimmerman (left) and Vice President Mark Warner, Americhem International, of Middletown, PA, is experiencing double-digit growth. See story on Page 6.

Maintenance Sales News (ISSN 1040371X) is published bimonthly by Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130. Publisher assumes no liability whatsoever for content of any advertisement or editorial material contained herein. Copyright 2013, 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

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Industry Calendar of Events November 18-21, 2013 — ISSA/INTERCLEAN® - North America, Las Vegas Convention Center, Las Vegas, NV. For information: 847-982-0800. March 15-18, 2014 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200. April 30 - May 1, 2014 — NJSSA Supply Line, Atlantic City, NJ. For information: 973-283-1400.

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July/August 2013

Middletown, PA, Distributor

Americhem International Experiencing Double Digit Growth By Rick Mullen Maintenance Sales News Associate Editor merichem International, Inc., of Middletown, PA, located near Harrisburg, the state capital, is a full-service, family-owned janitorial and industrial supply distributor. The company was founded in 1990 by its current president, Marc Zimmerman, and his father, William Zimmerman, in their family residence. Currently, Americhem is located in a facility that was specifically designed to be a janitorial/maintenance distributorship, according the Vice President Mark Warner. “We moved into our new building about five years ago,” Warner said, during a recent interview with Maintenance Sales News Magazine. “It has really been the foundation for the growth that has occurred during the past five years. “Americhem conducts business in the janitorial and sanitary maintenance market, which basically means that we offer cleaning chemicals, floor finishes, gym finishes, disinfectants and all the traditional chemistry involved in maintaining a building.” The company also offers other janitorial/sanitation products including towels, tissue, liners, etc. “One of our strengths is our equipment lineup,” Warner said. “Americhem offers very sophisticated lines of equipment, including some of the most well-known brands in the world.” The company’s customer base includes schools, colleges and universities, as well as office buildings, long-term health care facilities and hospitals. “We also deal with many manufacturing plants,” Warner said. “We are blessed to have large manufacturers in our trading area. “Being located in central Pennsylvania gives us a pretty healthy reach throughout most of the state. About 80 percent of our business is within a 100-mile radius. We also reach into the upper tiers of Maryland, especially where Maryland borders Pennsylvania. “In addition, we service the western tip of New Jersey along the Pennsylvania border, and the same thing can be said about the southern border of New York. “We have not pushed our territory west toward Pittsburgh, as that tends to be more geographical challenging.” One of the things Americhem’s manufacturing customers have in common is employing building service contractors. “We work very hard at being the go-to source for both large and small BSCs,” Warner said. “Many of our building service contractors are relatively small, but there are perhaps a half dozen or so that are huge international forces.” When it comes to servicing equipment, Americhem’s highly trained technicians seek to help customers’ machinery last longer, run at peak efficiency and realize increased productivity, all resulting in reduced downtime. The service department employs both on-the-road and in-house techs. The company also provides rental machinery, including automatic scrubbers, high-speed burnishers, floor buffing machines, floor stripping machines, carpet extractors, bonnet machines and low moisture carpet cleaners. “Americhem services all makes and models,” Warner said. “The company is linked into a network that allows it to receive


Left to right are Customer Service Manager Michelle Miller, President Marc Zimmerman and Account Executive Tom Drupp.

“Our approach is to not treat a customer as an unknown entity. We don’t just say, ‘Here you go — have a nice day.’ In contrast, our account executives dive into the problems customers are having with an attitude of truly wanting to help. This is not something you can teach or train, but it is something you can cultivate by creating a certain culture within a company... We believe a culture has to be cultivated that makes people have this high degree of caring — not only about their job, but also about the well-being of the company, their fellow employees and the customers they serve.” — Mark Warner, Vice President

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8 parts and schematics for all lines of machinery. “We also offer a planned maintenance program where, for a fee, our technicians make quarterly visits to inspect customers’ machinery to determine what needs fixing or is failing or wearing. This service can be built into a leasing program, which allows a company to make an investment in several pieces of equipment. A business can then design a planned maintenance program to take care of the equipment it is leasing.” Not Just A Warehouse With Trucks merichem’s beginnings were humble enough, as the company was originally run from a space that had been Marc Zimmerman’s sister’s bedroom. As business increased, the “headquarters” moved from the bedroom into the basement, with the garage acting as a warehouse. Through hard work, dedication and some acquisitions, the company expanded, while building a talented workforce. “In the beginning, Marc Zimmerman and his father worked on sales of chemicals primarily, but also sold paper products to the local business market,” Warner said. “Both had contacts that were national and international in scope and they worked that end of it as well. “Both father and son are very talented sales people. The business outgrew the house very quickly. The Zimmermans then rented professional office space and outgrew that rather quickly. They rented some additional space at another location and continued to grow in that fashion.” After the elder Zimmerman retired, Marc Zimmerman bought his father’s interest and is now the sole owner of Americhem. “The current facility is the brainchild of Marc Zimmerman, who had a vision of constructing a building specifically designed to handle the jan/san maintenance distribution arena,” Warner said. “There are 13 dock doors. The warehouse has been blocked and routed in such a way that facilitates being able to easily move products around.” The warehouse area was built much larger than what the company currently needs, allowing for future expansion. Americhem currently uses about 30,000 square-feet and rents the remaining space to other entities. “There are special bays that are used to wash or rinse used equipment that comes in from our rental fleet, or when equipment comes back from a demo,” Warner said. “We use a very sophisticated computer program. It allows each individual sales person to track what stage in the pipeline a product is located. He or she can know if a product is in stock, has been pulled, has been loaded, is en route, has been delivered, etc. The program also tells what quotes are in the system. “Also, the purchasing and inventory control departments are able to be informed exactly what is in the warehouse at any given time. There is no comparison between the accuracy rate of this system and perhaps the way things were done when 3x5 cards, three-ring binders, etc., were the norm. Americhem’s accuracy rate is in the 99th percentile. “This is a big plus as certain large governmental and industry entities want to know Americhem’s accuracy rate


July/August 2013 when conducting business with the company. “In addition, we have a showroom and, no matter where a person is standing in the office, he or she can see outside. This was done to foster a bright and inviting environment for both visitors and employees. The detail and thoughtfulness that went into the design of the building also extends to the

“What we find, in general, among many businesses is in order to obtain growth, they tend to sacrifice their gross profit percentages. This becomes a big question mark as to whether or not there is any true gain. In our case, we have been very lucky. We have been able to enjoy double-digit growth during all of 2012 and the first half of 2013, and a point or two increase in gross profit percentage as well. “This is pretty unique in this day and age. We (Americhem) can take credit for a certain amount of the growth, and some of it can be blamed on being blessed with good luck. An increasingly better economic climate in our trading area, which three or fours years ago was in the throes of a devastating recession, is also a factor in the company’s growth. “We are now seeing industry hiring. In addition, people are spending money and putting a focus on long-term care of their buildings.” One important and effective way Americhem strives to differentiate itself from the competition, according to Warner, is by making sure it has a firm handle on customers’ needs. “We make sure we are listening to customers,” Warner said. “Oftentimes customers don’t really tell you the full story concerning their needs. We strive to have some degree of intuition as to how we can actually help them without them telling us the true story. “For example, a customer might say, ‘I just want to save money,’ but there are many ways to reach that goal. Sometimes the best way to save money is to invest in something that creates a return on investment. “Our priority moving forward is to continue the kind of growth we’ve been blessed with and to remain extremely customer focused, making sure we are creating some form of positive impact. “Often a customer will ask, ‘Do you have this? Can you send it to me? What’s your price?’ Our people try to drill down to what customers are really trying to achieve. We will try to From left to right, top row, make a recommendation or suggestion Bobby Rogers, equipment specialist; that might be better for them — Bud Carlson, account executive; and higher performance and a lower cost, Diana Webster, HR manager. Row two: Jeanie Moss, inside sales; for example. John Holibaugh, account executive; “All of this comes from customer and Michelle Snyder, customer servfocus. Again, the cautionary word is cusice. Row three: Jan Bell, purchasing; tomers aren’t always giving you the full Mike Labe, account executive; and picture. They are only giving sales peoSkip Toomey, purchasing manager. ple a couple of answers. Our people have Bottom left: David Palmer, sales to remain students of the industry to help manager (left) and Tim Burdick, customers with the products and services account executive. they truly need. “Sometimes customers learn things the hard way, too. Sometimes they are kind of like a cat that landscaping of the property. “We want to project an image that we are not just a ware- has to get burned on a hot stove before it learns not to walk there. We have had situations where we made recommendahouse with trucks,” Warner said. tions and customers have gone the other way. However, months or a year later they come back and say, ‘We tried it a Listening To Customers Is Key different way and now we are ready to listen to your proarner reported that Americhem has experienced posal.’ “We want to be more than just order-takers. This is a faildouble-digit growth in 2012 and thus far in 2013. He attributes the recent growth cycle to several fac- ing business model. In reality, what our customers really want tors, including an improving overall economic climate in the is to be introduced to new and innovative ideas that will hopefully create some cost savings for them.” company’s trading area. Warner explained that the customer’s ultimate goal is to “We experienced double-digit growth without sacrificing any gross profit dollars and some percentages,” Warner said. have a clean, safe building. In some cases, for example, a




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10 customer may want to pursue a strong “green” initiative to realize this goal. “Customers may want to do all that, while trying to figure out if they can reach their goal with some degree of cost savings,” Warner said. “This is a pretty sophisticated problem for some people to tackle, which is why we put an emphasis on helping customers in this area.”

July/August 2013 According to Warner, Americhem’s sales team is adept at showing a high degree of empathy and caring toward customers. “Our approach is to not treat a customer as an unknown entity. We don’t just say, ‘Here you go — have a nice day,’” Warner said. “In contrast, our account executives dive into the problems customers are having with an attitude of truly wanting to help. This

is not something you can teach or train, but it is something you can cultivate by creating a certain culture within a company. “It is kind of a deep philosophical thought process, but we do approach it this way. We believe a culture has to be cultivated that makes people have this high degree of caring — not only about their job, but also about the well-being of the company, their fellow

employees and the customers they serve.” Warner said he sees the future of Americhem revolving around the people the company is able to attract to fulfill its goals of offering the best in customer service. “The strongest way to build any company in any industry is by attracting high caliber people and giving them the ability to be better than they ever were,” Warner said. “To foster this, Americhem is a very big supporter of employees doing things on their own such as taking college courses, getting certified through procedural certification courses, etc. “We have been pretty lucky because, in a lot of cases, high caliber people find Americhem. We hear stories about the restrictive, non-motivating environments that they worked in previously. People observe or hear about the culture Americhem has cultivated and they want to participate.” Warner explained there is a certain amount of overhead involved in Americhem’s effort in creating this kind of culture and supporting its employees. “I know of companies that work totally bare-bones and have no support level whatsoever,” Warner said. “Ultimately, people find it very difficult to succeed in those environments. “The investment Americhem makes in having some form of support staff in place who can answer questions and go out and conduct demos, install cabinetry, etc., allows people to become successful. This is why people tend to want to be a part of the company. It is kind of an addictive environment. Once people have become involved with a real healthy environment where they feel they have the ability to grow, they don’t want to leave.” A Consultative Approach n a typical jan/san distributor operation there is a certain amount of interaction between the customer service and sales departments. Nonetheless, the two departments are commonly viewed as separate entities within a business. Currently, Americhem is redefining this paradigm. “The company is in the process of evolving our customer service staff into more of an inside sales staff,” Warner said. “This means, in addition to assisting and processing orders, customer service personnel are in a position to assist in offering additional items that may be required to do a task somebody is trying to accomplish, or making alternative suggestions. Customer service is evolving at Americhem and this is very powerful.” Americhem refers to outside sales people as account executives, whose approach to their jobs revolves around a consultative sales strategy, Warner explained. “In the consultative sales arena, account executives take a good, hard look at what customers are actually doing,” Warner said. “This includes what they are buying and how they are using products. In contrast to firing off quotations to people, account executives make a concerted effort to gain an understanding of what a customer’s facility is all about.


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â&#x20AC;&#x153;Some of the questions account executives ask customers are, â&#x20AC;&#x2DC;What square footage of carpeting do you have? What is the square footage of hard flooring that you have? What is the APPA (Association of Physical Plant Administrators) appearance level you are trying to achieve? Is it moderate? Is it three? Is it extremely perfect like a one, or is it pathetic, like a five?â&#x20AC;&#x2122;â&#x20AC;? Warner explained these types of questions help account executives determine what expectations customers may have and how to help them achieve their goals. â&#x20AC;&#x153;Most people donâ&#x20AC;&#x2122;t know that there are levels of appearance that can be benchmarked and determined through the APPA program,â&#x20AC;? Warner said â&#x20AC;&#x153;This is something ISSA has adopted with its CIMS (Cleaning Industry Management Standard) program.â&#x20AC;? APPA appearance levels are: â&#x2013; Level 1 â&#x20AC;&#x201D; Orderly spotlessness; â&#x2013;  Level 2 â&#x20AC;&#x201D; Ordinary Tidiness; â&#x2013;  Level 3 â&#x20AC;&#x201D; Casual Inattention; â&#x2013;  Level 4 â&#x20AC;&#x201D; Moderate dinginess; and â&#x2013;  Level 5 â&#x20AC;&#x201D; Unkempt neglect. Account executives will also conduct an inspection to determine such factors as how many commodes, urinals, soap dispensers, etc., are in a customerâ&#x20AC;&#x2122;s facility. â&#x20AC;&#x153;The site inspection helps determine exactly what a customer has going on, because the last thing a person wants to do when he or she doesnâ&#x20AC;&#x2122;t feel good is have the doctor prescribe a pill before he finds out what is wrong.â&#x20AC;? Now, Prove It hile it may fly in the face of a sales personâ&#x20AC;&#x2122;s first instincts, Americhem account executives do not begin offering solutions during the initial site review, Warner explained. â&#x20AC;&#x153;Our people take the information they gather and bring it back to the office to study,â&#x20AC;? he said. â&#x20AC;&#x153;There might be some hidden opportunities that could be presented. The account executive might pick up on the fact that the customer is using a wasteful paper towel system, or is having problems keeping up the appearance level of floor carpeting. â&#x20AC;&#x153;These kinds of issues will then get reapproached back to the customer as proposals, saying to the customer, â&#x20AC;&#x2DC;These are things that we have seen, and this is what we propose would create a better environment and cost savings.â&#x20AC;&#x2122; â&#x20AC;&#x153;Normally, an astute buyer will look at the proposals and say, â&#x20AC;&#x2DC;Good stuff, but prove it.â&#x20AC;&#x2122; This sets up an opportunity to conduct a demonstration and/or a trial install, for example. â&#x20AC;&#x153;In fact, we support outside sales people by having staff technicians who are involved with conducting demonstrations. They have their own vehicles with trailers and they will go out Americhemâ&#x20AC;&#x2122;s facility, which includes this showroom, was and get involved with specifically designed to be a jan/san distributorship. equipment demos. Technicians will also put up trial dispensing units. Our whole business model is designed to facilitate a customer who is taking a good hard look at a proposal and saying, â&#x20AC;&#x2DC;Prove it.â&#x20AC;&#x2122; â&#x20AC;&#x153;At this point, we step forward with the willingness to prove it. All of this is what we believe it takes to create loyalty with customers.â&#x20AC;?


A Willingness To Adapt And Change immerman and Warner both agree that one of the key elements of Americhemâ&#x20AC;&#x2122;s ability to continue to grow and help customers is a willingness to recognize and adapt to change. â&#x20AC;&#x153;One of the common reasons businesses fail or struggle is because they are not acknowledging change or adapting to change quickly enough,â&#x20AC;? Zimmerman said. â&#x20AC;&#x153;The economic climate has changed â&#x20AC;&#x201D; and it will change again â&#x20AC;&#x201D; and again.â&#x20AC;? The recent recession from which the U.S. economy is still recovering offered a kind of laboratory, so to speak, to test Zimmerman and Warnerâ&#x20AC;&#x2122;s concepts. In order for Americhem to survive the recession, its customers had to stick around. â&#x20AC;&#x153;To get real specific, during the really tough economic time a couple of years back, much of what we did was of a consultative nature,â&#x20AC;? Zimmerman said. â&#x20AC;&#x153;We tried to evaluate what people were buying and whether or not we could help them consolidate the number of items they were purchasing into more specific products that they needed. â&#x20AC;&#x153;We also worked with them very specifically in trying to reduce the kinds of inventory they needed to carry in order to maintain their buildings, which would free up cash flow.


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July/August 2013 worrying about whether their companies would still be around a year later, was a catalyst for changes that are now a part of the fabric of the industry, Warner explained. “The best thing to come out of an economic climate like that of during the recession is the lessons learned,” he said. “Americhem made it through the recession by teaching people how to be more efficient in their buying practices and in how they go about procedurally taking care of their buildings. We have carried this into the present, and have taken it many steps further. “When I say many steps further, during that time, several non-profit organizations, such as ISSA, that govern our industry got involved. These groups began developing work loading programs, establishing benchmarks in cleaning standards and other programs that have helped drive the idea of how to make cleaning a building more efficient. “Americhem has capitalized on these tools, which were born out of a tough economic climate. The big question is, had there not been a recession, would there really have been pressure to develop these programs? Sometimes a rough patch can be a blessing in disguise.” While Americhem was helping customers survive, and therefore itself as well, it was not gaining new business. However, the loyalty created within the customer base has proven to be invaluable now that We can solve your odor & pathogen growth is again being realized. problems quickly and easily. “Because the loyalty within Americhem’s customer base is now so strong, the company has become their first go-to entity,” Warner said. “They trust us because we have helped them in the past with some rather sophisticated concepts, reducing their costs. This has allowed Americhem to compete with much larger companies, which is very difficult. “In reality, many large companies have a tendency to work on the lowest price concept. Any company can beat any other’s price on a given day. There is no loyalty created there. The way we go to market is a way of creating very strong loyalties. “A distributorship, in general, can’t survive on what it sells on a day-to-day basis based on its sales effort. There has to be a revolving, loyal book of business that repeats on its own. This allows a company to focus on gaining new items for existing accounts, and/or literally focusing on penetration into new accounts that it targets. “If a distributor has to go out each day to pick up every order, it will go out of business. The idea is to do something so impactful for customers to garner their loyalty of the items that are in place. The distributor can then put its focus on new things. “Companies have the ability to finance growth with new dollars. It is very difficult to finance growth or the addition of new As an exclusive Airx distributor, you can solve your customer’s odor & pathogen personnel without new dollars. This is what problems and gain valuable repeat sales for years to come. really makes it all tick.”

“Cash flow was probably one of the most important issues during that time. Now, the question is, ‘Just because the economic climate has become slightly better, does that mean we forget about the fact that we were out there trying to make customers’ programs more efficient?’ The answer is, ‘No.’ “What Americhem has done is take lessons learned when things were really tough and build on them. Now, even though the economic climate has gotten healthier, those points are even better to teach. “We are making sure customers are realizing all of the true economies that they should — the way they buy, how they clean their buildings and so on. The best thing about it is people have a little more money to work with now, or a little less fear than they had during those times.” Indeed, the palatable fear that business leaders experienced during the recession, while

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UÊ/…iʓœÃÌÊ>`Û>˜Vi`ʏˆ˜iʜvʜ`œÀÊEÊ«>̅œ}i˜ÊVœ˜ÌÀœÊ«Àœ`ÕVÌÃʜ˜Ê̅iʓ>ÀŽiÌ° UÊ/œÊvÀiiÊ>VViÃÃÊ̜ʜÕÀʅˆ}…ÞÊÌÀ>ˆ˜i`ÊÃ>iÃÊëiVˆ>ˆÃÌð UÊ*Àœ“œÌˆœ˜>ÊœvviÀÃÊvœÀÊޜÕÀÊÃ>iÃÊ«iœ«iÊ̜Ê}ÀœÜÊޜÕÀÊLÕȘiÃð Uʈ}…Ê«ÀœwÌʓ>À}ˆ˜ÃÊ>˜`ÊÀi«i>ÌÊLÕȘiÃð UÊvwˆ>ÌiÊ«Àœ}À>“ÊvœÀʈ˜ÌiÀ˜iÌÊÃ>iÃ]ÊÜiÊ`œÊ̅iÊň««ˆ˜}Ê>˜`ÊޜÕÊ}iÌÊ̅iÊ«ÀœwÌ° UÊÓäääÊ«œÕ˜`ʜÀ`iÀÃ]Ê܈̅Ê`ˆÃVœÕ˜Ìi`ÊvÀiˆ}…Ì° UÊ"À`iÀÃÊň««i`Ê܈̅ˆ˜Ê£ÓʅœÕÀÃʜvÊ«>Vˆ˜}Ê>˜ÊœÀ`iÀʜÀÊv>ÃÌiÀ° /œÊi>À˜Ê“œÀi]ÊV>Ênää‡{{{‡n™ääÊ>˜`Ê>ÎÊvœÀÊ iLLˆiʜÀÊ œ˜° 6ˆÃˆÌÊÕÃʜ˜ˆ˜iÊÜÜÜ°>ˆÀ݈˜vœ°Vœ“Ɉ>“>ˆÀÝ°…Ì“ Airx Laboratories is a division of The Bullen Companies, Folcroft, Pa 19032 Circle 7

arner, who serves on the ISSA Board of Directors, is a specialist in the area of infectious disease control through the use of modern disinfectants and critical care cleaning procedures. He is also an expert in the area of green and sustainable products through the use of modern bio-based chemistry and specific green procedures. He has worked with such organizations as Johns Hopkins University Medical Center, U.S. Department of Homeland Security, FEMA (Federal Emergency Management Agency) and the U.S. military, among others. He is




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July/August 2013

also a long-time certified ISSA CIMS expert. In addition, he speaks to various groups on these and other industry-related issues nationwide and abroad. “One of the big questions I get all the time is, ‘Where do you think this green movement is currently? There doesn’t seem to be a lot of buzz about it these days. Is it still important?’” he said. “What I’m finding is that the entire entry level concept of what is green is basically already known. As a result, nobody really wants to attend a seminar or read an article or talk to somebody who wants to try to explain to them what green means. Everybody basically knows the concept. “Where the vacuum appears now is taking it to the next level. How do I implement a green initiative? How do I get involved with a sustainable program? What is the most important thing as it relates to green? Is it the environment? “People say to me, ‘I thought the green movement was all about the environment.’ It is not. The green movement truly is about health and safety, and the types of things of which we who are involved with this industry and the public in their day-to-day lives are exposed.” Warner explained the idea of green is to create a safer environment by limiting or eliminating people’s exposure to toxins, carcinogens and other harmful agents that may shorten their life spans. “I’m not downplaying the importance of being environmentally responsible. I’m a very huge advocate of green as it relates to the environment,” Warner said. “However, when I talk about green, I tell people the human health and safety factors are more important. “When it comes to cleaning, the No. 1 impact on indoor air quality is the chemicals used on a daily basis. You can get off-gassing from new carpeting or new upholstery. You can get off-gassing from a coat of paint, but none of this has the big impact over a long period of time as do the products used to clean and maintain a building. “The green movement is getting more sophisticated. What customers want now is to peel a couple of skins off the onion and get down into the meat of the issue.” According to Warner, Americhem has the product lines and the expertise to show customers how to go about procedurally using green products. He added, “A green product can be used in a non-green way and totally defeat what the customer is trying to accomplish. On the other hand, a business can use a product that may not qualify for any form of green certification, but can be applied in a way that can meet a green initiative better than first thought. “This can be due to procedures that customers are using, the temperature of the water, such as whether or not they are atomizing the chemistry and putting it into the air, or controlling the solutions. All of these factors are what customers want to know these days.”

Elevating The Status Of The Cleaning Industry n recent years, organizations such as ISSA have made a concentrated effort to educate the public on the importance of maintaining a clean, safe environment. Part of this effort has also involved attracting highly skilled people into the cleaning industry to accomplish the task of keeping America’s workplaces free of contaminates. Americhem’s top executives are also involved in this effort, not only for the company, but also the industry as a whole. “In the United States, I see a greater importance being put on what the cleaning industry is about,” Warner said. “For a long time the cleaning industry was basically considered near the bottom of the food chain in terms of occupations. “Yet, in other parts of the world, Canada specifically and many parts of Europe and the Far East, the industry is looked at in completely different terms. “In Singapore and parts of the Far East, for example, it is considered a privilege to be given the opportunity to maintain a public facility where people spend half their lives. Cleaning industry workers are treated with great respect. “Marc (Zimmerman) and I have been very involved in outreach programs designed to help foster career pathways in this industry, in conjunction with industry non-profit associations. “If people come out of college thinking, ‘Well, the cleaning industry, they take the trash out. They lean up against the wall with a cigar in their mouths and have keys hanging from their belts.’ If this is what they think, they are not going to have any incentive to work in this industry.” Warner explained as the industry and the general public have embraced cleaning in the context of public health — that is providing a safe, clean environment — strides have been made in elevating the status of the industry and its workers. “What I’m seeing now is several non-profit organizations getting very much involved in financing scientific research into what is the right way to approach cleaning,” he said. “Cleaning can be as simple as removing a fingerprint from a piece of glass. However, when you take it to its ultimate level, it is removing invisible soils that are highly contagious and potentially fatal on surfaces. “At that level, products and techniques need to be exactly right, otherwise people can die.” Warner alluded to such potentially deadly outbreaks of diseases including SARS (severe acute respiratory syndrome) and MERS (Middle East respiratory syndrome), which is a current concern. “We are going to continue to see threats like this and companies that just have a wareContinued on Page 31


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July/August 2013

By Rick Mullen Maintenance Sales News Associate Editor

Executives from three janitorial/sanitation companies recently shared with Maintenance Sales News Magazine how their respective companies have managed growth in an increasingly competitive marketplace. The three distinct locations the companies service range from the hustle and bustle of the New York City metropolitan area to the beaches of the Gulf Coast to middle America. elebrating its 100th year in business in the Village of business with municipalities and transit customers. On a became a partner in 1974. “My uncle retired in 1979 and I assumed full responsiHempstead, Long Island, NY, I. Janvey & Sons, smaller scale, we service some building service contractors bility for the company in 1989. My father continued to work Inc., is a full-service, family-owned janitorial/sani- as well.” In 1913, Isaac Janvey founded the company as a bicycle until he died in 2004 at the age of 92. tation distributorship, serving the New York City metropol“Now, we have the fourth generation involved in the busiitan area. ness. My son, Sam Janvey, has been with the company for “We deliver to the five boroughs nine years. His wife, Katya, also works here.” of New York City and all of Long Cohen reported that business, “Has been good, but we are Island, which includes Nassau and finding, like many distributors, different levels of competiSuffolk counties,” I. Janvey & tion entering the marketplace today.” Sons Vice President Jonathan The trend of larger companies, other than traditional Cohen said. “In addition, we servjan/san distributors entering the cleaning industry marketice Westchester, Rockland and Putplace is not a new one, Bruce Janvey explained. This chalnam counties, located just north of lenge was present in 1960, when I. Janvey & Sons became New York City.” one of the original nine companies who formed the first and In one of the most densely popuwhat is now a well-known national distribution networking, lated and congested areas in the sales, marketing and logistics organization. In fact, the comworld, the company’s primary servpany is the only remaining original member of the 53-yearice area encompasses a four-hour old networking organization. drive area, in contrast to some dis“It was a much smaller industry at that time with many tributors located in other parts of The I. Janvey & Sons management team is left to right: independent distributors. One of the reasons (the distribuJonathan Cohen, vice president/sales; Sam Janvey, vice president /operations; the country that might service an Bruce H. Janvey, president/CEO; Mary Ziegler, secretary; and Ed Cohen, treasurer. tion networking organization) was formed was because that entire state or several surrounding original group of companies was experiencing and witnessstates. “We are located just 18 miles from Manhattan, but it can shop in the Village of Hempstead, just down the block from ing the incursion of some major corporations coming into take and hour to an hour-and-a-half to drive there,” said the company’s current location, which includes 35,000 our industry. “It involved companies you wouldn’t have thought would President/CEO Bruce Janvey. “We try to have our deliv- square-feet of warehouse space. In 1932, Philip Janvey (Bruce Janvey’s uncle) expanded have even taken a look at the jan/san industry. In a sense, all ery trucks go out as early in the morning as we can, which these years later, other than the business by selling is the easiest way to avoid traffic.” the advent of the Internet, it According to Vice President of Operations Sam Jan- maintenance cleaning supreally hasn’t changed. vey, the company is currently running five trucks in its de- plies from a truck. Five “In addition, from a distriyears later, the company livery operation. bution standpoint, we are “We have routes that we schedule everyday, but they opened a new store, office competing against larger disare very flexible,” Sam Janvey said. “We offer same-day and warehouse across the tributors today than in years and next-day deliveries. We have several customers who street from its current locapast.” have us hold large orders and deliver them piecemeal, tion. At this time, Bruce Cohen has a saying he rather than all at once. We try not to get to the point Janvey’s father, Abraham loves to quote — “We are where we are too rigid and can’t be flexible to meet cus- Janvey, joined the businarrow and deep.” This alness. tomers’ needs.” ludes to the fact that the dis“In the mid-’30s my I. Janvey & Sons’ product offering includes consumable In 1932, Philip Janvey (Bruce Janvey’s uncle) expanded the tributorship represents eight materials, equipment, paper products, skin care products, grandfather (Isaac Janvey) business by selling maintenance cleaning supplies from a truck. manufacturers, which acdied. That’s when it was trash receptacles and trash can liners, and more. “Our largest customer base is health care, with education decided to form I. Janvey & Sons, named after my grandfa- count for 90 percent of the company’s business. Continued on Page 38 a very close second,” Cohen said. “We also conduct a lot of ther,” Bruce Janvey said. “I joined the company in 1969 and


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North American Salt Company S

ummer and fall are perfect times for distributors to presell ice melt as many institutional buyers — including school systems, universities and municipalities — are in the middle of their bid periods. To help, officials at North American Salt Company not only provide preseason discounts and extended terms, but their expertise and educational benefits as well. “Now is an excellent time to be promoting a pre-season program. Once the snow hits, customers will appreciate having product on hand, particularly if winter comes early,” North American Salt Company Sales Manager Mike Ross said. “Jan/san distributors should replenish inventories now and be ready to ramp up inventories in case winter conditions warrant this type of action. This will help them prepare for the unpredictable and capitalize on sales opportunities.” Ross said North American Salt Company will continue to offer its early buy program, with discounts and extended terms, for orders placed from mid-summer through Oct. 18, 2013 and shipped by Nov. 8, 2013. The early buy program includes a sales incentive for distributor sales reps, who can earn extra money for every Safe Step® order they write. North American Salt Company provides the Safe Step® Pro Series® Ice Melter product line for jan/san distributors and wholesalers. This series of products has been specifically designed to meet the needs of the jan/san professional, Ross said, offering the right combination of price and performance, from value blends to environmentally friendly mixes to products that are fast-acting at extremely low temperatures. The full line of Safe Step® Pro Series®-branded deicers includes: ■ Safe Step® Pro Series® 960 Choice Formula, which has earned the U.S. Environmental Protection Agency’s (EPA) Design for the Environment (DfE) certification. Its formula is gentle to the environment, yet melts ice to -10ºF and contains MG 104®, a powerful melting catalyst, to help prevent refreezing up to 2.5 times longer than conventional ice melters; ■ Safe Step® Pro Series® 750 Magnesium Chloride, which has also earned the DfE certification, melts to -25ºF and is safer for concrete, vegetation and animals compared to conventional deicers when used as directed; ■ Safe Step® Pro Series® 650 Calcium Chloride, a heatgenerating melter that melts to -25ºF;

■ Safe Step® Pro Series® 500, which offers two formulations: 550 Select Blend® and 570 Select Blend® Blue, blended to combine performance with value. Each melts to 0ºF and leaves no oily residue. The 500 Series also has an extended life cycle for worry-free storage; and, ■ Safe Step® Pro Series® 370 Econo Blend Blue®, an economical blend that melts to -7 ºF and contains a rust inhibitor.

Ross called the winter of 2012-13 milder than average, but typical winter weather returned in February and March to many of North American Salt Company’s key service areas. “Due to the return of stronger winter weather at the beginning of 2013, most of our distributor customers are reporting lower inventory levels,” Ross said. “If inventory levels aren’t rebuilt soon, it could cause challenges when winter weather

hits as there will be great demand for deicing products. “Our recommendation is that distributors prepare now for an average winter, which will allow them to meet customer demands and capitalize on sales opportunities.” He added that as deicing products vary widely in terms of melt temperatures and other features, jan/san distributors can be most successful when they understand their customers’ needs and can recommend products to meet those needs. “For example, if surrounding vegetation or environmental impact is a concern, an ice melt product designed to be gen-

“At North American Salt Company, we

complete, user-friendly literature in the business,” Ross said. “In addition, our sales reps and internal staff are product experts. They can recommend the right deicers for specific applications. Our team is also available to conduct meetings at any distributor or end-user facility at any time, and we work in conjunction with distributors to inform and educate their end-use customers.” North American Salt Company’s Safe Step® Pro Series® packaging and supporting materials, he added, provide clear and precise information about what each product does, what

test and validate our ice melt

performance claims using Strategic Highway Research Protocol procedures, and we also quantify environmental claims for our products.” — North American Salt Company Sales Manager Mike Ross tle to the environment is the best choice, such as our Safe Step® Pro Series® 960 Choice Formula or our Safe Step® Pro Series® 750 Magnesium Chloride product. Both contain the EPA’s DfE certification,” Ross said. “Or, for an entryway with marble flooring, our Pro Series® 550 and 570 Select Blends® provide clean, dry surfaces at a great value.” Ross agreed that there is a growing emphasis on finding environmentally friendlier ice melt products among both distributors and end-users. He added that many jan/san professionals try to use environmentally safe products, but because the ice melt industry is unregulated, there’s nothing to prevent a manufacturer from using small traces of additives to basic rock salt and claiming greater environmental benefits. This can include adding the words “green” and/or “environmentally friendly” in a product’s name, or making other misleading marketing claims without providing validation. “To really know what they are buying, distributors should look for objective third-party validation, such as the EPA’s DfE label,” Ross said. “They can also look for proof that manufacturers are substantiating their claims with scientific data. “At North American Salt Company, we test and validate our ice melt performance claims using Strategic Highway Research Protocol procedures, and we also quantify environmental claims for our products.” Fast melting power also continues to be a hot button for end-users. Ross said many people want to apply a product and see nearly instant results. This is helpful information for distributors to know as they guide their end-users toward the right product mix. “Our Safe Step® Pro Series® deicers are designed to be fast-acting at low temperatures. Some customers prefer concentrated formulas, which use less product to melt the same amount of ice. Magnesium chloride is an example of a premium ‘power’ ingredient that requires less product to achieve the same amount of melting as other deicers,” Ross said. To help distributors and end-users choose the right deicers, North American Salt Company provides a wide range of educational materials, starting with product literature available from the company’s sales reps. “We believe North American Salt Company has the most

it is, how it works, and recommended application rates. This is all designed to make the purchase decision easier, more accurate and more efficient for buyers. “Superior customer service requires proactive support throughout the entire process of buying ice melt, from the first phone call to the follow-up on the delivered order, and that, in turn, requires highly trained personnel and investment in key information systems,” Ross said. “At North American Salt Company, we have built a reputation for leadership and delivering on promises; and we enhance that reputation by striving always to be the best supplier in our channel.” 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 North America’s largest salt producer and operate the world’s largest salt mine in Goderich, Ontario,” Ross said. In addition to professional and consumer deicing products, the company supplies mined rock salt for highway deicing as well as high-grade branded and private label mineral products for consumer and industrial uses. Additional mines and production facilities are located in Louisiana, Utah, Kansas, Saskatchewan and Nova Scotia. Other subsidiaries owned by Compass Minerals include Sifto Canada Corp. and Salt Union Ltd. “North American Salt Company has been a deicing leader for more than 25 years. As a result, we’re a leading authority on snow and ice management and a trusted brand in the jan/san industry,” Ross said. “We created the Safe Step® Pro Series® product line to meet the specific needs of jan/san professionals, and we’ve backed those products with clear and complete product literature and proactive customer service. This has been done to help our distributors provide their customers with products that match specific needs. We believe the result is a premier product line for the professional jan/san market.” Contact: 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:

We earned another DfE seal from the EPA. And another high-5 from Mother Nature.

The Safe Step Pro Series now has 2 DfE-certified products. ®


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 now we offer even more environmentally friendly products to help your green credentials grow. Only from Safe Step – your proven Ice Melting Authority. For more information call 877-462-7258 or visit ©2013 North American Salt Company

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CP Industries done before the DfE logo can be used on a product label. Naisbitt classified the past winter of 2012-13 as being strong for overall ice melter sales, all things considered. “Those who use our products usually become quite loyal. We have enjoyed a high level of repeat business as well as welcoming new clients. This was true even though last winter’s weather was sporadic throughout much of the United States,” he said. “Many of our distributors enjoyed a good turnover of ice melter supplies last winter compared to the previous year.” Now that summer has arrived, meanwhile, this is no time to rest on past ice melter success. Naisbitt said distributors should be aware of customer concerns heading into next winter. They should prepare themselves with the knowledge and literature required to properly answer end-user questions. “For example, we at CP Industries noticed a lot of calls being received during the past winter season from people who had questions about ice melter use around pets,” Naisbitt said. “Distributors should familiarize themselves enough to be able to answer such questions. This will help them instill confidence in their consumer customers.” “It’s always been scientists who have formulated our It should also be common knowledge among distributors that not all ice melters are creproducts with extensive testing and research. ated equally. A lot of technology is involved when producing higher-end products. “With certain ice melters, there are people who might be disappointed with residues and Our business philosophy is based on science and R & D.” staining issues that can occur on various types of surfaces. These are issues that we, at CP — CP Industries Company Chemist Chase Naisbitt Industries, can address before they become problems,” Naisbitt said. “We are quite proud of our formulas and are always trying to stay ahead of the curb in terms of what is benefin Superior Sno-N-Ice Melter®, which is formulated with a maximum inhibitor package cial for the environment, plants, people, animals and surfaces. “A lot of people have also been looking for products that provide good traction in addithat is made of 11 different components. The product includes a patented blend of inhibitors featuring three main attributes. First, these inhibitors prevent concrete corrosion and spalling tion to high ice melting properties. We (at CP Industries) have taken this into consideration. by actually adding a layer of protection with CMA (Calcium Magnesium Acetate) that stays It involves selecting the right granule size of ice melt that will not only penetrate deep into on top of the concrete. Secondly, they inhibit metal corrosion; and, thirdly, there is also an thick ice, but will also provide instant traction when applied to thin ice or compacted snow.” Keeping distributors and end-users better informed about ice melter products remains a additive that makes the product safer to use around vegetation. Superior Sno-N-Ice Melter® also features Meltium®, which allows the product to work at lower temperatures, down to - vital part of customer service for officials at CP Industries. This process comes in many forms, such as through telephone conversa20ºF; n CP Industries’ Premiere Ice Melter® “We are quite proud of our formulas and are always trying tions and emails as well as information available online, product literature, diagrams and and Melt Off®, meanwhile, are the comto stay ahead of the curb in terms of what is beneficial for efficacy testing. pany’s second and third tier products, re“We exist as a company because of our spectively. They remain very effective ice the environment, plants, people, animals and surfaces.” customers. Therefore, it’s of high priority that melters in their own right, but come with a we cater to their needs. I think this is somelower percentage of inhibitors as well as lower price points; and, n Liquid versions of Superior Sno-N-Ice Melter® and Premiere Ice Melter® are also thing that our distributors have really noticed and appreciate. It’s one of the reasons why we available. They are ideal for entryways where customers want to prevent tracking issues have been in business for over 60 years,” Naisbitt said. Officials at CP Industries also spend time studying past research that has been conducted and damage to floor finishes. Because the liquid deicers are water thin and colorless, they reduce the need for cleanup inside a building. They also work well on exposed stairwells and by third-party organizations. This involves particular types of ice melters as well as differparking structures where end-users need extra protection from corrosion, and where granu- ent material interactions found in concrete. “It helps to showcase a third-party perspective when explaining to customers, for examlated ice melters could pose a slipping hazard. CP Industries’ liquid ice melters can be used in very sensitive areas, including airport run- ple, why we use a particular chemical in one of our products,” Naisbitt said. “It’s worth notways and aluminum helicopter pads. Company officials have seen increased sales with these “We exist as a company because of our customers. ice melters in recent years. They work very effectively as a pretreatment, and don’t have to be applied as often if applied appropriately. Therefore, it’s of high priority that we cater to their needs. “We are always looking at ways to improve our formulas. This allows us to attain faster I think this is something that our distributors have really melting times and to decrease our environmental footprint,” Naisbitt said. CP Industries has been successful in producing products with the environment in mind. noticed and appreciate. It’s one of the reasons why we have The company has received certification from the U.S. EPA’s Design for the Environment ® (DfE) program for two of its most trusted products — Superior Sno-N-Ice Melter and Prebeen in business for over 60 years.” miere Ice Melter®. The DfE program works with manufacturers to develop safer products with “greener” in- ing as well that besides servicing customers in the United States and Canada, CP Industries gredients that also meet high performance standards. It also allows purchasers and con- also distributes products to European countries. “There is significance to the fact that the quality of our products has been recognized and sumers to quickly identify and choose effective products that help protect the environment requested by customers located as far away as Europe.” and are safer for people, pets and vegetation. Contact: CP Industries, 560 North 500 West, “DfE certification reiterates the importance that officials of CP Industries place on manSalt Lake City, UT 84116. ufacturing quality products. We are proud to be a part of this certification, and will continue Phone: 800-453-4931; to develop new products that are not only cost effective but have the added benefit of helpFax: 801-539-0510. ing to protect the environment,” Naisbitt said. E-mail: He added that the DfE program sets a very high “green” standard. It also makes sure Web site: every product undergoing the recognition process comes with proven claims. This must be


aving a varied selection of ice melt products on hand from a single manufacturer is beneficial for both distributors and their end-user customers. Case in point is CP Industries, a company that started over 60 years ago as a pharmaceutical business and has developed many leading chemical cleaning and treating formulations. CP Industries has used its chemical formulating background to produce successful and advanced ice melter products. These deicers come from original formulations developed in the company’s lab. “It’s always been scientists who have formulated our products with extensive testing and research,” CP Industries Company Chemist Chase Naisbitt said. “Our business philosophy is based on science and R & D.” CP Industries produces a broad range of sodium chloride-based blended ice melters from two production locations — one each in Salt Lake City, UT, and York, PA. It uses a very pure solar salt, which results in deicers that melt faster and leave no oily residue. The company’s products include:




6:35 PM

Approved by DfE Abhorred by Ice and Snow

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Morgro, Inc. will melt at temperatures down to -27ºF and is colored green. Jensen pointed out that Morgro’s deicers feature four major points of difference that help set them apart: n No. 1 — Morgro provides manufactured ice melter products that are screened to a certain size and contain pure washed solar salt or sodium chloride. “Every granule is at a consistent and optimal size and shape for properly melting snow and ice,” Jensen said. “If granules are too large or small, they won’t melt ice and snow effectively as needed;” n No. 2 — When the 100 percent pure washed sodium chloride arrives at Morgro, every granule is manufactured or coated (not blended) with either magnesium chloride or calcium chloride for optimal efficiency; “Demand for Ice Fighter Plus is especially big with property n No. 3 — Every granule is coated with a liquid color dye for easy application; and, n No. 4 — Morgro ice melt products do not cause tracking or residue issues. maintenance personnel who want to protect decorative concrete.” “Distributors should know that there are hundreds of different ice melt products that can — Morgro, Inc., Vice President/General Manager Rick Jensen. be purchased. They are not all equal in quality. Benefits attained while using a premium grade ice melt are very critical — now more than ever,” Jensen said. “The cheapest solutions Morgro offers a wide variety of ice melter products for the jan/san marketplace. These de- to melting snow and ice aren’t necessarily the most efficient, and they can be very damagicers undergo continual upgrades to improve both efficiency and effectiveness. This includes ing when it comes to environmental effects. Premium grade ice melters can improve usage rates as well, which ultimately saves money.” changes in formulations as well as newer graphics on packaging, according to Jensen. Morgro officials also constantly tweak formulations in an effort to be environmentally Each of Morgro’s ice melters has its own set of benefits. For example, Sno-Plow™ features a combination of sodium chloride and magnesium chloride. The inhibitor in Sno- friendly. Another big part of Morgro’s ice melter program is providing educational opportunities. Plow’s Liqui-Fire™ melting enhancer helps to reduce corrosion on exposed metals, and is less toxic than common baking soda, according to Jensen. The product has been approved This includes both training seminars and actually bringing customers to the company’s facility so they can view how Morgro handles logistics and production capabilities. by the U.S. Department of Agriculture for use around food processing operations. “We talk about our brands and how they work in comparison to other products found “Liqui-Fire™ effectively lowers the working temperature range of Sno-Plow, allowing it to work up to three times faster. It’s also environmentally friendly to vegetation,” Jensen said. within the marketplace. We also explain how chemical compounds are different, and how Morgro manufactures its products Sno-Plow is safe to use on asphalt and to get the best results for distributors concrete surfaces, leaving no oily residue, “For a third year in a row, Morgro has not implemented a definitive and end-users in ice melt solutions,” and works in temperatures as low as price increase other than in certain isolated areas where freight has Jensen said. 27°F. A Morgro sales rep team is also posiSno-Plow’s green colored granules rebeen a big component of costs...Morgro provides a very attractive tioned across the country as well as a duce the possibility of over-application, early order discount, rebates, salesmen spiffs and product discounts.” lineup of brokerage sales reps to conduct and the product comes in a wide variety independent sales meetings and make calls of packing options — 25- and 50-pound with distributors. This is primarily focused on literature and DVDs that are distributed. bags, 50- and 100-pound boxes, 50-pound pails and 100-pound drums. “The focus of our customer service team is to turn orders in, and product out, as effiMeanwhile, Morgro’s Ice Fighter Plus® is a premium ice melter for those who want additional protection for concrete, according to Jensen. The product protects against the neg- ciently as needed. We consistently go above and beyond expectations,” Jensen said. He added that for a third year in a row, Morgro has not implemented a definitive price inative influences of the freeze-thaw cycle. It features a two-component system consisting of sodium chloride granules as well as Propolyice, which is used exclusively in Ice Fighter crease other than in certain isolated areas where freight has been a big component of costs. “Also, Morgro provides a very attractive early order discount, rebates, salesmen spiffs Plus. “Propolyice provides a layer of polymer that settles between water and concrete. This and product discounts,” Jensen said. “Morgro is a proven company through decades of rehelps eliminate water seeping through pores and cracks of the concrete,” Jensen said. “We search and implementation of new chemical compounds. It offers products that have been coat each granule with Propolyice, a proprietary chemical compound, which adds a protec- shown through the years to be effective and efficient, and considered the industry standard in melting snow and ice. tant for concrete.” “Morgro has also added to its manufacturing capabilities. This includes a totally autoIce Fighter Plus comes in a variety of sizes — a 50-pound bag, box and pail, as well as a mated bagging and palletization system now in place to make production efficiencies 100-pound drum — and is colored blue. “Demand for Ice Fighter Plus is especially big with property maintenance personnel who stronger.” want to protect decorative concrete,” Jensen said. Ice Fighter Plus will not harm vegetation when used as directed, and the product will melt “Morgro has also added to its manufacturing capabilities. This ice at temperatures as low as -6ºF. Another key ice melt brand from Morgro is Cal-Melt®, which features a combination of includes a totally automated bagging and palletization system sodium chloride and liquid-coated calcium chloride. Cal-Melt was specifically formulated now in place to make production efficiencies stronger.” for those markets or bid requirements that specify a calcium chloride ice melt product. Each granule is coated with liquid calcium chloride and a non-staining pink colorant. CalThe company’s main production facility is located in Salt Lake City, UT, while a satelMelt’s pink granules react quickly with moisture in the air to begin the melting process, and lite warehouse in Chicago is now in place to service surrounding areas. A new warehouse features a maximum melting point of -25ºF. The product comes in 50-pound bags. Jensen added that unlike some purified forms of calcium chloride products, Cal-Melt does is also coming to New England. These warehouses help get ice melter closer to customers not require the use of gloves or respirators, and is safe to apply with bare hands. It’s also safe and decrease lead times. They also allow more customers to order less-than-truckload (LTL) to use around trees, shrubs and other vegetation when used as directed. Another advantage quantities. to Cal-Melt is that it has a shelf life of several years. Contact: Morgro, Inc., 145 West Central Ave., Salt Lake City, UT 84107. Morgro’s ice melt portfolio also includes Deep Thaw™, a magnesium chloride-based Phone: 800-221-1049 or 801-266-1132; product. It’s primarily comprised of sodium chloride and magnesium chloride, including E-mail: Web site: Liqui-Fire™. This product comes in 25- and 50-pound bags, as well as 50-pound boxes,


ue to late winter/early spring snowstorms in several regions of the United States and Canada, the current pipeline supply of ice melter at the distributor and end-user levels appears to be on the low side. With the first new snowstorm, this supply will flow through. Therefore, preseason deicer programs should be strong heading into the 20132014 winter, according to Morgro, Inc., Vice President/General Manager Rick Jensen. “We (at Morgro) are expecting a very good early order period. Distributors should take an aggressive approach to both attaining ice melter from their suppliers as well as selling these products to their end-user customers. I see the potential for a very strong season ahead,” Jensen said. “All optimistic indications point to an active winter.”

Your Ice Melt Company For Maximum Performance & Service Industrial Strength * Friendly To Nature

MORGRO INC. 145 West Central, Ave, Salt Lake City, UT 84107 PHONE: (801) 266-1132 FAX: (801) 266-1183 TOLL FREE: 1-800-221-1049 WWW.MORGRO.COM

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XYNYTH Manufacturing Corp. “These two products are exciting for both XYNYTH and its hile it’s true not everybody is fully knowledgeable about all things associated with ice melters, thanks customers,” Wice said. “Arctic ECO Green Icemelter™ has to XYNYTH Manufacturing Corp., help is avail- been designed with the environment in mind, while also foable by way of the company’s “Ice Melt University.” The on- cusing on price. The product is layered with various ingredients to provide many line training program is different attributes, such as designed to aid distributor an anti-corrosive feature.” sales representatives who There are many people are wanting to learn more in the marketplace today about deicers as part of their who want to buy environcontinual effort to meet endmentally friendly produser needs. ucts, Wice added. The “The success of our Ice challenge, however, is that Melt University has been a number of these confantastic. Everyone here at sumers don’t want to XYNYTH places a huge spend extra money. emphasis on education,” “To answer this chalXYNYTH President Kevin i — XYNYTH President Kevin Wice lenge, XYNYTH introWice said. “Meanwhile, for duced Arctic ECO Green the consumer, we also have in place the ‘Ice Melt Resource Center,’ which can be found on Icemelter™ two years ago, using a special encapsulation the XYNYTH website. It includes constantly updated educa- process. We take sodium chloride and encapsulate it with CMA tional materials and a question-and-answer section, address- (Calcium Magnesium Acetate), which helps negate the negaing such topics as ice melt’s relationship with the environment, tive side effects of the sodium. Then we multi-encapsulate the pets and concrete. Many questions that people have expressed granules again with potassium acetate, so that every granule of sodium going into the ground is buffered by potassium, a over the years are addressed.” XYNYTH’s Ice Melt Resource Center is being used by major ingredient in fertilend-users looking for specific information pertaining to ice izer,” Wice said. By using sodium chloride, melter related issues. Providing such services has been a critXYNYTH officials are able ical part of the company's success since its founding in 1986. “We have grown our business on customer service. This is to bring the cost of the prodwhat it’s all about. XYNYTH has customers who have been uct down. “It’s not as high-end a deusing its products for well over 25 years and continue to purchase year after year,” Wice said. “We make it easy for cus- icer as our Mountain Organic tomers to do business with us, along with serving high quality Natural Icemelter™, but it’s neutral to the environment products.” Showing better ways to melt snow and ice — while re- and will not ruin the surmaining environmentally focused — has also led to rounding soil structure,” XYNYTH’s success. In fact, the company has become well Wice said. “One of the things known over the years for its mainstay “green” product — that has made this product popular is the fact that Arctic ECO Green Icemelter™ is truly Mountain Organic Natural Icemelter™. This deicer is specifically designed to melt ice and snow ef- a manufactured item, so every granule is multi-coated. It’s also fectively while posing no risk to users, pets, concrete or the dyed green for better application.” XYNYTH has been on the “green bandwagon” for over 25 environment when used as directed. “There remains a very strong following for the product 20- years, and Wice sees the desire for more environmentally friendly products continually growing among both distributors plus years after its introduction,” Wice said. Fertilizer-based Mountain Organic Natural Icemelter™ be- and their end-user customers. Further proof of the company’s desire for “greener” prodgins working immediately ucts can be found with the after application and is efintroduction two years ago fective to -23°C (-9°F). It of Winter Warrior Runway also boasts an unlimited Control™. This deicer was shelf life and is completely originally developed for safe for those handling the airport runways and surproduct, according to Wice. rounding areas and meets Due to its potassium conboth LEED (Leadership in tent, Wice added, Mountain Energy and Environmental actually helps repair damDesign) and FAA (Federal age caused by long-term use Aviation Administration) of environmentally harmful certification. ice melters such as rock salt. “We received a lot of reOther ice melter products quests every year for a from XYNYTH also provide jan/san distributors and end-users alike with opportuni- product that contained no chloride ions. These ions can cause ties to not only work fast under harsh winter conditions, but to the corrosion on metal, something you don’t want when it be safer for the planet. This includes Arctic ECO Green comes to the care of airplanes,” Wice said. “XYNYTH came up with this deicer in response. It’s an acetate/formate granuIcemelter™ and Winter Warrior Runway Control™.


“The success of our Ice Melt University has been fantastic. Everyone at XYNYTH places a huge emphasis on education. Meanwhile, for the consumer, we also have in place the ‘Ice Melt Resource Center,’ which can be found on the XYNYTH website.”

lar product. Not only is it biodegradable and environmentally friendly, but it’s completely non-corrosive. “Many airports are also receiving government mandates in both the United States and Canada requiring water runoff samples be taken to check for nitrogen and ammonia content. Helping these airports solve such environmental issues is one reason why Winter Warrior Runway Control™ was developed.” Wice said that not only is this ice melt product starting to do well among those in charge of airports, it’s becoming popular with other property managers looking to guard grounds and facilities from issues of corrosion. This includes metal manufacturing companies, transit platforms, bridge decks, ferry vessels, oil platforms and food processing plants. “Winter Warrior Runway Control™ and Mountain Organic Natural Icemelter™ have both been approved by the Canadian Food Inspection Agency for use in food processing facilities,” Wice said. “They can guard against corrosion in these plants, such as helping to protect expensive refrigeration units.” XYNYTH also offers other ice melter products, each specially designed to help various types of end-users meet the challenges that snow and ice can bring. “We have done a great job of grouping our products into three sections: eco-friendliness, general blends and specialty products,” Wice said. “This allows distributors and end-users to better understand where our products fit within the marketplace.” Wice called last winter a good one for his company, but unusual as it pertained to weather patterns. “The weather was definitely not universal. But, generally speaking, last winter was rather late starting and late finishing. It followed the saying, ‘In like a lamb, out like a lion,’” Wice said. While planning for the upcoming winter season, Wice said recent conversations with distributors have revealed to him that ice melt inventory levels are on the low side at many distributorships and end-user facilities. “There appears to be a lot of people who don’t have much ice melt in stock. I think this has to do with how the last winter season ended late,” Wice said. “Therefore, summer is a good time for distributors to get their ice melter programs in place. This can include early buy promotions and training sales reps, especially those who have never sold ice melter before. “It’s good as well to take advantage of what an ice melt supplier has to offer when it comes to training. We at XYNYTH also offer incentives for distributors who order online.” Wice added that there remains a lot of differences among ice melter products available in today’s marketplace. “Thankfully, through the years, both distributors and endusers have become much more educated,” he said. “However, it’s still essential to show the differences between ice melter products and how the better deicers can satisfy a wide assortment of end-user needs. This is true for both distributors and their ice melt suppliers.”

“We have done a great job of grouping our products into three sections: eco-friendliness, general blends and specialty products. This allows distributors and end-users to better understand where our products fit within the marketplace.”

“We have grown our business on customer service. This is what it’s all about. XYNYTH has customers who have been using its products for well over 25 years and continue to purchase year after year. We make it easy for customers to do business with us, along with serving high quality products.”

Contact: XYNYTH Manufacturing Corp., 122-3989 Henning Drive, Burnaby, BC, V5C 6N5 Canada. Phone: 1-800-635-8423. Email: Website:

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International Salt Company D

istributors interested in strong ice melter sales for this winter should take the time right now, in the preseason, to become as knowledgeable as possible about the various deicer products available in today’s marketplace, according to International Salt Company Marketing Manager Mary Kay Warner. “This includes the snow- and ice-melt capabilities of deicers. Knowing this allows each distributor the capability to properly recommend the appropriate products to his/her customer base,” Warner said. “International Salt officials regularly meet with distributors to conduct product seminars in order to assist them in this educational process. Additionally, the company provides distributors with ample product samples and collateral materials to be utilized when distributors meet with their existing and prospective customers. “It’s important to understand the components contained within various ice melt products and the attributes of each in order to be knowledgeable and credible in this industry.” She added that distributors’ sales teams should also have a clear understanding of the temperature to which each ice melt product is effective, the amount of product needed to be utilized in order to achieve desired results and the proper application techniques — particularly as it relates to the environment.

International Salt was established in 1997 and is a member of the K+S Group (, one of the world’s leading producers and suppliers of salt products. The company is headquartered in Clarks Summit, PA, and markets both packaged and bulk ice melt products from production facilities and stockpiles located in strategic, easily accessible locations along the U.S. East Coast. International Salt manufactures a variety of ice melt products, available in multiple sizes and packaging options. This is done to provide customers with winter weather maintenance materials from one strategic source. One of the company’s best-selling and most popular products is the U.S. EPA-designated “Design for the Environment (DfE)” Blizzard Wizard® Ice Melt blend. This proprietary formulation contains sodium chloride and Ice B’Gone® II, manufactured from a molasses, high-fructose corn syrup, or other carbohydrate bases. Warner said that unlike other ice melt blends whose ancillary ingredients usually are added topically, International Salt’s Blizzard Wizard® is distinctive as all components are thoroughly blended. This results in salt crystals that are uniformly encapsulated with Ice B’Gone® II. She added that Blizzard Wizard® offers low-temperature melting performance to well below zero, and, due to the product’s moist characteristic, adheres to surfaces. This minimizes bounce and scatter, and provides residual melting effects. The company’s other packaged ice melter products include:

n Arctic Thaw® Ice-Melt Blend with Calcium Chloride and CMA, a product that aggressively melts ice and snow by generating heat on contact. This quickly breaks the bond between pavement and snow and ice. Arctic Thaw’s blue crystals are easy to see so that winter maintenance professionals can achieve an even application, and also satisfy specific customers’ desires for a tinted product; n C-FORCE® Calcium Chloride Pellets and Flakes, which are 100 percent calcium chloride products that generate heat through an exothermic reaction, resulting in the ability to rapidly melt ice and snow in temperatures exceeding -25º F; and, n International Salt® Halite Salt Crystals, which are screened in the production process in order to generate a packaged product that contains medium-size crystals. The uniformity of the salt crystal size provides winter maintenance professionals with the capability to manually or mechanically spread the product with confidence. International Salt® Halite Salt Crystals melts ice and snow efficiently to 5º F. Warner said “typical” is not a word she would use while describing the past two winter seasons in North America. “While heavy in some areas, winter weather was nonexistent in other regions. Many times, when winter weather did materialize, it was more in the form of blizzard-like conditions,” she said. “This gave maintenance providers the challenging role of performing snow removal services versus snow maintenance services, where ice melt products are utilized more readily both prior to, and during, snow and ice events.” Looking at the 2013/2014 winter season, International Salt officials anticipate many distributors will replenish their ice melt product inventories by utilizing inventory held over from the previous, lackluster winter season. “Inventory levels vary according to geographic location and mimic the winter weather activity, or lack thereof,” Warner said. “Consequently, the role of ice melt manufacturers, such as International Salt, is to adjust production and maintain adequate inventory levels to accommodate the various distributor needs based on the amount of product utilized during last winter season.” According to Warner, International Salt positions itself as an one-stop resource by providing a full complement of ice melt products. This is done in order to satisfy the various needs found within the marketplace. This enables distributors to offer a variety of products required from their customer base from one source, and streamline the product acquisition process. “Many ice melt manufacturers appear to be adopting the same philosophy by expanding their product line in a manner similar to International Salt,” Warner said. “International Salt has also been at the forefront of providing environmentally friendly products with the introduction of Blizzard Wizard® Ice-Melt, one of the first packaged products available on the market that earned the DfE designation by the U.S. Environmental Protection Agency.” She added that International Salt was also one of the

first companies to offer a bulk treated ice melt product that also has the same designation. “In addition to the specific products that the EPA determines are ‘Recognized for Safer Chemistry,’ International Salt promotes appropriate application techniques, that, when followed, specify the amount of product that should be utilized to achieve desired results while being mindful of the environment,” Warner said. Along with conducting educational sessions for distributors and providing marketing materials that elaborate on each specific product’s attributes, International Salt representatives attend various industry-related events that target the different audiences to whom International Salt sells ice melter. These events provide an opportunity to feature the company’s products and communicate directly to desired markets. Warner said these events also provide International Salt with the ability to conduct one-on-one conversations with end-users, which have proven to be very worthwhile.

“International Salt’s philosophy is to not only manufacture high-quality products, but also provide exceptional customer service. At the end of the day, it is superb customer service that forms the foundation for repeat business,” Warner said. “This is particularly true in the ice melt industry because servicing customers’ needs initiated by unpredictable weather is incredibly challenging.” “International Salt jumps through hoops to make sure customers have product prior to, during, and at the conclusion of winter-weather events.” Warner added that most customers have the ability to take advantage of early-buy programs from International Salt that feature product-cost and invoicing incentives. Customers benefit from these incentives, and the programs allow International Salt officials to have a more realistic idea of customer anticipated volume requirements for the upcoming season.

“It’s a win-win situation, and one that is well received by the customers who take advantage,” Warner said. “International Salt is proud of the position the company holds in the industry. The success of the company is the compilation of many factors: skilled management, knowledgeable employees, quality products, and, most importantly, our loyal customer base for which the company is most appreciative.” Contact: International Salt Company, 655 Northern Blvd., Clarks Summit, PA 18411. Phone: 888-388-4726 and 570-586-6463. Website:

Circle 35



Cargill Salt In 1995, Cargill formed a joint venture to con- ventory levels, meanwhile, remain well stocked ith 2 dedicated call centers and a customer service team on call 24/7, the struct a solar salt facility in Venezuela, and Cargill across the packaged deicing supply chain. She added that more people today are considerstaff at Cargill Salt is ready to help Salt doubled in size in April 1997 when it acquired distributors battle the elements with a solid ice the North American assets of Akzo Nobel Salt, Inc. ing the environment when it comes to their ice Today, Cargill Salt produces, packages and ships melter purchases. melter program. “It’s good to remember, therefore, that anytime “When it comes to ice melt, a company’s supply salt for 5 major market segment applications: agrichain is key to providing good service. Cargill has 3 cultural, food, water conditioning, industrial and we put a chemical into the environment there IS an rock salt mines, 10 salt packaging facilities, and nu- packaged ice control. Cargill makes over 1,000 dif- environmental impact. This is true even with prodmerous warehouses across the country to meet var- ferent salt products/package sizes and markets na- ucts that are designed to be better for the environious needs,” Cargill Salt Product Line Manager tional and regional brands, including Diamond ment. There are trade-offs in environmental impact regarding water, soil, Jackie Van Norden said. vegetation and infraAnother key factor Cargill Salt offers the following ice melter products for the structure,” Van Norden when it comes to ice packaged ice control marketplace. They are: said. “Cargill Salt promelt sales and use is edvides Early Melt™ that ucation. Van Norden n Diamond Crystal® Early Melt™, which is Cargill Salt’s newest ice melter product. It’s a preis a more efficient ice said the summer preseawetted granule that can be used as an anti-icer or deicer. The patented formulated Early Melt™ is melter. It’s specifically son is a perfect time for designed to be applied before snowfall with the following benefits: a 30 percent reduced application designed to be applied distributors to get up-torate; wind resistant to stay where it is applied; helps prevent ice formations; and makes snow removal before a winter storm speed when it comes to faster and easier. and is pre-wetted to help their knowledge about Van Norden said Early Melt™ ice melter has received approval to carry the EPA’s Design for the it stay where applied and ice melt use. Environment (DfE) seal because when used as directed, fewer chlorides are released into the envireduce the application “Distributors should ronment. More information about the DfE program can be found at:; rate. This means fewer be learning how various chemicals will be ren Diamond Crystal® GreenMelt® is a green-tinted enhanced ice melter containing sodium and ice melting chemicals leased into the environwork. This allows them calcium chloride. It melts to -5ºF/-21ºC and is available in 50-pound bags; ment. to offer products to their n Diamond Crystal® Glacier Melt® ice melter is a blend of magnesium and sodium chloride that “Pre-application is the end-user customers that quickly melts ice and snow. It’s effective to -10ºF and is available in 50-pound bags; key, as the end-user can best meet everyone’s n Diamond Crystal® Dyn-o Melt® ice melter is a blend of magnesium and sodium chloride that use much less chemical needs,” she said. “It’s also contains a corrosion inhibitor, Diammonium Phosphate. The inhibitor makes this blend 5 times (making it more effiimportant that profesless corrosive than plain salt to better protect steel railings and components. It’s effective to 0ºF/-18ºC cient) to prevent snow sionals are educated and and is available in 50-pound bags; from bonding to pavenot solely dependent on n Diamond Crystal® Winter Melt® is Cargill Salt’s best known ice melter, according to Van ment compared to trying claims from manufacNorden. It contains small and large sodium chloride crystals to provide extended-release melting to break a bond that has turers. action. already formed. Anti“It’s also essential to icing (applying liquid or “This is an economical ice melter and is the best melter to use in warmer winter weather, around research products and dry deicers before winter look for inclusion rates of 15ºF,” Van Norden said. weather) is considered each ingredient to estabThe product is effective to 5ºF/-15ºC and is available in a variety of small and large bag sizes; and, mainstream in the govlish effectiveness. Disn Diamond Crystal® Flash Melt® ice melter is the fastest deicer for very cold winter condiernmental road segment tributors and end-users tions, Van Norden said. It’s made of calcium chloride in pellet form that can penetrate even thick ice because it’s efficient and must understand that quickly in temperatures as low as -25ºF. cost effective. This is beapple-to-apple comparginning to catch on as isons cannot be made on Contact: Cargill Salt, 9380 Excelsior Blvd., Hopkins, MN 55343. Phone: 800-377-1017. well with smaller scale package claims alone. Websites: and deicing applications for There is no standardizasuch areas as sidewalks, tion of testing methods to establish claims in the deicing industry as different Crystal® branded household consumer food, ice parking lots and driveways.” To help promote Cargill Salt’s ice melter promanufacturers measure product effectiveness in dif- melter and water softener salt products and Chamgram, the company provides literature that explains pions Choice® branded agricultural salts. ferent ways.” “With approximately 14 million tons of salt ca- how various ice melting chemicals work. The comCargill was founded in 1865 and is a privatelyheld company employing 139,000 people in 65 pacity, Cargill is one of the leading salt marketers in pany also discloses ingredient percentages in its ice melting formulas and verifies melting temperatures countries. Cargill first ventured into the salt market the world,” Van Norden said. According to Van Norden, the North American ice with third-party labs. in 1955, and over the years, has acquired a number “We offer preseason discounts as well through of salt production facilities. This includes rock salt melter industry entered the 2012-13 winter season mines, evaporated salt plants and solar salt opera- with significant inventory carry-over. The winter October, while qualified customers may even retions in Kansas, New York, Louisiana, California, turned out to be a late bloomer across most of the ceive special payment terms for products purchased northern portions of the United States. Current in- during the preseason,” Van Norden said. Oklahoma and Australia.


Maintenance Sales News



Continued From Page 16

house and a truck to ship stuff around are not really going to be the go-to entities,” Warner said. “When people get scared and want to know what to do to protect their facilities, they are going to look to companies, such as Americhem, that have people with the knowledge and expertise to deal with these serious issues.

science and technology, which is the way the industry is moving.” Seven educational sessions were scheduled for 2013. “We recently completed a green cleaning and sustainability program and we have another coming up in August that is going to be about the new OSHA Global Harmonized Standard System (GHS) for data sheets. The deadline for companies to implement GHS is December 1. We figure companies are pretty eager to receive some good advice and information on how to get their people trained by the deadline. “Another program on tap in October has to do with some of the new technologies, such as electrolyzed water and chemical free cleaning concepts and other new scientific developments. Also included in this year’s series is a session titled “Train the Trainer,” designed to help empower people within a facility to train their own people. This seminar will be presented in December.” Honoring The Past While Embracing The Future


Americhem International’s headquarters in Middletown, PA.

“Cleaning is a science and a serious responsibility. The United States has been slow to get off the porch in terms of putting any degree of value into this industry. We at Americhem, and other progressive companies, are working to change the traditional image of what cleaning involves. Along these lines, this industry offers some excellent career paths.” On a negative note, Warner is worried about some of the larger entities now operating in the traditional jan/san segment attempting to commoditize the industry. “I believe we lose respect as an industry when we commoditize products and services,” he said. Outreach Programs Designed To Educate n important aspect of Americhem’s training efforts for its customer base is its seminar series. According to Warner, these educational programs have been a big hit. “We conducted a series in 2012. Attendance at the events ranged from 45 to 170 people,” Warner said. “The seminar program has been very powerful for Americhem in many ways. It has created a lot of creditability for the company. These events show we are embracing


arner reflected on Americhem’s past, while anticipating a bright future as the company continues to grow and prosper in the evolving cleaning industry. “I have to throw all the kudos to Marc (Zimmerman) who founded Americhem literally on a shoestring,” Warner said. “He has created a company with an environment that cultivates success. He had the foresight that talented people needed to be attracted to the company, rather than being grabbed and tackled, so to speak. “Quality people don’t get attracted to a company unless there is an environment that is fertile for growth. “That said, the more people working in an organization the more challenging it becomes, because of the different personality types involved. The environment that Marc has created deals with this perhaps better than any I have ever seen.” As for the future, Warner said, “I’m embracing the fact that we are going to continue to grow because of the mentality we have fostered to not be afraid of change. “We will continue to dive into change, understand it, and figure out how to solve the problems change creates. “Things are going to continue to change at an increasing rate. Companies that accept change too slowly, or not at all, will be hurt or vanish altogether.” Contact: Americhem, 1401 AIP Drive, Suite 100, Middletown, PA 17057. Phone: 717-939-7100; Toll free: 800-262-4360. Email: Website:

The game-changer that defeats ice. Starts early. Works hard. Stays late.®

Introducing Early Melt®, it is a pre-wetted anti-icer that provides: Recognized for Safer Chemistry

‡A pavement barrier that attacks ice formation beneath snow cover ‡Easier shoveling and faster plowing to save time ‡A patented residual effect that extends anti-icing action into the next storm ‡Dual-functionality, it also works as a deicer

For more on Diamond Crystal® ice melters, visit or call us at 1-888-385-SALT (7258)


©2012 Cargill, Incorporated.

Smart science from Diamond Crystal® ice melters Circle 9



Occidental Chemical Corporation (OxyChem) Distributors are also well advised to understand the impact of application rates s a domestic ice melt producer that provides multiple shipping points as well as a large and varied network of distributors, Occidental Chemical on deicing performance and the environment. “At OxyChem, we see continued demand for environmentally friendly prodCorporation (OxyChem) remains committed to excellent supply and service. This is accomplished during both pre-season and peak storm periods, ac- ucts. Our representatives are addressing this through active leadership, including providing seminars at leading industry association events to educate end-users recording to OxyChem Business and Sales Manager Greg MacDonnell. “During the high demand of previous winters, when competitive products were garding the proper selection and application of deicers,” MacDonnell said. “Edustocked out, OxyChem continued to supply and service the market,” he added. cated consumers will make wise choices. Therefore, OxyChem fully discloses the “OxyChem encourages and supports its distributors to maintain late winter in- key ingredients in its products. We believe this is an essential first step to educatventory levels when end-users are reluctant to bring in large stocks and risk sum- ing the end-user, who should be very skeptical of any supplier who resists or denies a request for product information.” mer carry-over. For many years, MacDonnell added, there have been concerns expressed about “The supply chain from OxyChem to end-users is particularly short versus impotential vegetation, corrosion and concrete damage from ice melter usage. port offerings, which is critical during the peak season.” “Almost all deicers can damage vegetation and cause corrosion when MacDonnell added that Distributors should be preparing effective misapplied. Generally, calcium chloride and sodium chloride have a OxyChem offers a multiproven record of not damaging quality concrete when applied as difaceted distributor benemarketing materials and sales strategies right rected,” MacDonnell said. “The Portland Cement Association (PCA) has fits package, including now (in the summer) to help end-users better studied this for decades. It relates that most of the problems with concrete marketing incentive prounderstand the differences between service damage center around the quality of the concrete used and/or how it was grams, product informaofferings and each product’s real value. Those installed. Quality contractors, following PCA guidelines, have used contion, demo packs and crete for years with great success. samples, customer service distributors who plan and execute a reliable “Education and an awareness of proper selection and application of guidelines, and support strategy, attaining a ‘just-in-time service’ deicers are the keys to mitigating environmental concerns. There is a lot by a team of professional reputation when the winter weather hits, will of ‘green-washing’ in the deicer industry, so buyers should beware.” sales and marketing perbe highly successful.” MacDonnell feels that the most significant trend he has seen as of late sonnel with decades of concerns buyers and end-users of ice melter products who are becoming industry experience. — OxyChem Business and Sales Manager Greg MacDonnell. more educated about what they are actually purchasing, and not willing “We are focused on the long-term, mutual success of our distributors — both in severe winters and through to buy a “mystery blend” that does not disclose ingredients and composition. He said there is also a growing awareness of what true environmental impact means periods of soft demand,” MacDonnell said. “OxyChem is the world’s largest manufacturer of calcium chloride products for with people more resistant to “green-washing.” To better inform distributors and end-users, OxyChem representatives conduct use in a wide variety of applications,” he added. OxyChem’s ice melters include PELADOW™ Premier Snow and Ice Melter Calcium Chloride Pellets, training programs, present educational sessions at various tradeshows, and mainDOWFLAKE™ Xtra 83-87 percent Calcium Chloride Flakes and COMBOTH- tain a robust website full of product information, literature and frequently asked questions and answers. ERM™ Blended Deicer. OxyChem’s Customer Information Group also responds to inquiries sent diMacDonnell said OxyChem clearly states the ingredients and concentrations of its ice melters on package labels and in product literature. Knowing the true com- rectly to the company’s email address at: OxyChem, a subsidiary of Occidental Petroleum Corporation (Oxy), is a ponents of an ice melter product allows for informed purchasing decisions and leading North American manufacturer of polyvinyl chloride (PVC) resins, chlorine qualification of performance claims. and caustic soda — key building “Calcium chloride is widely recognized as the premier ice melt OxyChem fully discloses the key ingredients in blocks of widely used products product available by industry professionals and highway mainteits products. We believe this is an essential first such as pharmaceuticals, water nance officials. This is due to its quick melting performance and treatment chemicals and plastics. reliability to melt ice faster in a wide range of winter temperastep to educating the end-user, who should be For every product it makes, tures,” MacDonnell said. very skeptical of any supplier who resists or MacDonnell said, OxyChem’s Regarding last winter’s ice melter sales industry-wide, he noted denies a request for product information.” market position is No. 1 or No. 2 that the 2012-13 winter season started very slowly, but ended in the United States. strong in most major markets. This strong end to winter emptied Headquartered in Dallas, TX, the company has manufacturing facilities in the a lot of inventory. Consequently, OxyChem officials anticipate moderate to strong United States, Canada and Latin America. In 2009, OxyChem acquired the world’s pre-season buying this fall. “Distributors should be preparing effective marketing materials and sales strate- largest calcium chloride operation (with over 100 years of experience producing gies right now (in the summer) to help end-users better understand the differences calcium chloride products) from The Dow Chemical Company. Oxy is committed to safeguarding the environment, protecting the safety and between service offerings and each product’s real value. Those distributors who plan and execute a reliable strategy, attaining a ‘just-in-time service’ reputation health of employees and neighboring communities and upholding high standards of social responsibility in all of the company’s worldwide operations. when the winter weather hits, will be highly successful,” MacDonnell said. Contact: Occidental Chemical Corporation, Distributors are wise to also understand misleading claims that can be found 1600 S. Madison St., Ludington, MI 49431. within the ice melter industry, particularly in the blended deicer category, accordPhone: 888-293-2336. ing to MacDonnell. He added that distributors should know exactly what they are E-mail: buying, the composition of the product, and the science and tests supporting varWebsite: ious claims.


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Salt Depot, Inc. Loertscher also addressed the growing emphasis on enorn out of necessity in 2008, Salt Depot, Inc., lo- ride or calcium chloride. Loertscher referred to last winter as being very suc- vironmentally friendly ice melt products in recent years. cated in West Jordan, UT, is a provider of different ice melter products to meet specific needs of cessful for Salt Depot. He said the company substantially He stressed the importance of being honest with cusincreased business compared to the winter of 2011-2012. tomers. distributors and their end-user customers. “The majority of ice melt products contain sodium“Much of this increase in business was due to Mother “The birth of Salt Depot took place right after the big winter and salt shortages of 2005-2006,” Salt Depot Nature, but we have always been ready to handle high based chlorides, and the largest environmental probPresident/Owner Darrin Loertscher said. “I’m also demand in case we get hit with a hard winter,” Loertscher lem is with application rates. Some end-users, especially the ones who are spreading ice melt at a president of Innovative Companies, our subsidiaries said. store-front or residence, will apply a second round of being Innovative Excava“With pride, we can say Salt Depot was one of the first the product just 20 seconds after thinking the first tion and Innovative Propround is not working fast enough. Eventually, excess erty Maintenance, which companies in the industry to list exact blends on our MSDS product ends up in the landscape beds along their is the largest snow resheets. It’s important that our customers know what they grass lines,” Loertscher said. “In the spring, the grass moval contractor in Salt is dead because they applied too much ice melt for the Lake City, UT. We have are getting in each bag.” conditions that existed.” over 90 snowplows and — Salt Depot President/Owner Darrin Loertscher According to Loertscher, sodium-based ice melters are 15 salt trucks. When it the most efficient deicers to use, but when they are oversnows, we have about 350 He noted that late storms last winter in the Midwest applied, the argument against them ensues. people plowing, salting and shoveling walks and need a “(Salt Depot) advertises on its packaging that the comand East Coast have exhausted many ice melter inventoconsistent and reliable supply of ice melt products. “I was unable to get enough ice melter during the mid- ries at distributorships. Therefore, Loertscher sees a very pany is environmentally friendly as it harvests salt from the Great Salt Lake, which is a renewable resource,” he dle of the 2005-2006 season. The liability of not being good preseason ahead for the ice melter industry. “We (Salt Depot) have significantly increased produc- said. “In addition, our salt is 100 percent an American able to fulfill my contractual obligations could have been catastrophic. That experience forced me to invest heavily tion for strong preseason sales,” he said. “Our distributors product. So much of the salt supplied to the Midwest and East Coast now comes from in the startup of my own ice melt producing company. It China or South America. took us two years to put a bagging plant together and pro- “Salt Depot advertises on its packaging that the company “We believe Salt Depot’s cure a good supply of raw material.” five products are what any Salt Depot opened in May 2008 as company officials is environmentally friendly as it harvests salt from the end-user would need or secured ice melter products based on 30-plus years of Great Salt Lake, which is a renewable resource. In addition, want. We also know we are snow removal experience. not going to get everyone “With pride, we can say Salt Depot was one of the our salt is 100 percent an American product.” who uses ice melt to use first companies in the industry to list exact blends on our MSDS sheets. It’s important that our customers are meeting with end-users to discuss their needs and our products, but we believe we can provide a consistent know what they are getting in each bag,” Loertscher their ability to procure product. I feel the majority of end- product and availability so that our distributors are sucsaid. “Because of our honesty, dependability and relia- users who had trouble getting product toward the end of cessful.” Manufacturers’ representatives from across the country bility, Salt Depot has consistently grown each year since (last winter) are more open to changing their supplier and products they had been using. This is also true for dis- have been hired by Salt Depot officials to help the comits inception.” pany build its business and get in front of distributors. tributors.” “We educate (the reps) to foster a competent sales Salt Depot officials work hard to Salt Depot supplies five products that are designed educate distributors about the ben- force for our ice melt products. They know all of our for specific applications and conditions. They are: efits of the company’s products. blends, why we blend and how much we blend into our According to Loertscher, it’s im- products in order to achieve the melting temperatures portant distributors know the dif- needed based on the region in which we are selling,” Lon Purple Heat, which is the company’s top-tiered product. ferences in products, application ertscher said. It’s comprised of 92 percent sodium chloride and 8 percent Such strong focus on customer service remains the rates and availability. magnesium chloride blend. The deicer melts snow and ice in a “Although educating end-users lifeblood at Salt Depot and helps bring customers back temperature as low as -13°F; about application rates and melting year-after-year. n Ice Crusher is a 92 percent sodium chloride and 8 percent “Good salespeople can sell anything to anyone once, but temperatures are important as well, we believe our distributors also it’s the service that they provide to customers that will decalcium chloride blend, also melting at a temperature of -13°F; need to have a very strong pulse on termine future product sales,” Loertscher said. “For great n Thermo Ice is made of 87 percent sodium chloride and 13 the availability of products. When customer satisfaction, we are focused on training our staff percent magnesium chloride, with a melting point to -20°F; winter weather throws a surprise to be helpful, to listen to customer needs, to only promise n Ice Bomb is comprised of 100 percent sodium chloride and event, it’s essential that there are what we can deliver, to deal with problems in a timely enough products on hand to meet manner, to educate our customers’ sales teams and to take is extra coarse. The product was developed for use in tailgate that extra step of giving more than what is expected.” all end-user needs,” he said. spreaders because smaller sizes, such as coarse or fines, drain Preseason promotions from Salt through salters. Its melting point is 0°F; and, Contact: Salt Depot, Inc., PO Box 1976, Depot have always provided the n Road salt in bulk. West Jordan, UT 84084. most effective incentives for future Phone: 801-282-1250; Fax: 801-282-1251. ice melter sales, according to LoEmail: Salt Depot also manufactures private label and special ertscher, as they give distributors and retailers the opporWebsite: blends with ratios of 80/20 and 60/40 magnesium chlo- tunity to take deliveries long before the snowstorms arrive.


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Milazzo Industries Stuff Ice And Snow Melter, Sure Grip™ Ice Melt With Traction Control, Liqua-Melt Deicer, and rock salt. Hot Stuff Ice And Snow Melter is a calcium chloride flake product that generates heat upon contact. “It comes in a small, coarse like shape that melts horizontally and works to -25°F,” Wesolowski said. “This product will not leave a powdery residue and has year-round uses such as for dust control in the summer.” Meanwhile, Milazzo Industries’ Sure Grip™ Ice Melt With Traction Control is enhanced with traction crystals. “It’s environmentally friendly, prevents ice and snow from rebonding and is an effective economic alternative product,” Wesolowski said. Used as a pretreat ice melter, “We enhance different lines and items every year to make sure our company is a more complete Milazzo Industries’ Liqua-Melt Deicer is designed to reduce supplier. We are not going to jeopardize our reputation and integrity just for a quick sell.” snow build up, is all natural and — Milazzo Industries Senior Vice President John Wesolowski. is safe for the environment, he added. Wesolowski reported that current ice melter inventory lev“Due to the past two mild winter seasons, these suspect product further with additional calcium chloride to help enproducts could also be distressed. This means they are old and sure high performance. There is more than just marketing that els at many distributorships is on the low side. Therefore, he come in old packages that could easily break. They may have backs this product. There is true chemistry involved. Unfortu- anticipates a brisk preseason ahead. “I think inventory levels have been depleted enough to been stored for two to three years in substandard conditions. I nately, there are companies that rely on marketing with no subwould recommend distributors to be very cautious about those stance behind their products. You truly need to know what’s in where people need to stock up, although many will be cautious on what they buy and how much stock they take in early,” the bag when making a decision on a deicer.” product offerings that seem too good to be true.” This latter point is especially important for those distributors he said. Even under the best of conditions, Wesolowski added that When it comes to ice melter products that are marketed to not all ice melter products are created equal. For example, a and end-users looking for ice melt products that come with blended deicer that has a salt base could be comprised of clean promises to be friendlier toward pets. Wesolowski warns about be friendlier toward the environment, Wesolowski said it’s important distributors and their end-user customers truly underfalse claims. solar salt, screened rock salt or just plain road salt. “There is obviously a big market for pet-friendly ice stand “what is in the bag.” “Again, distributors need to truly know their suppliers,” he “Just because a company puts a trace of something in a prodmelters, and this market seems to be growing every year. There said. With a history that dates to 1928, Milazzo Industries has are some products on the market that are truly pet-friendly as uct doesn’t automatically make that product ‘green,’” he said. been producing snow and ice control products since the there are responsible manufacturers that take their claims se- “Also, it’s great to be considered environmentally friendly, but 1960s. It also manufactures and sells charcoal/barbeque-re- riously. Other companies, however, are playing more of a it’s important as well that an ice melter actually works. I would price-point game,” Wesolowski said. “Safe Pet® Ice Melter, caution buying a product that sacrifices performance.” lated products. “We enhance different lines and items “There is a big market for pet-friendly ice melters, and this market seems to be growing every year.” every year to make sure our company is a When it comes to customer service, officials at Milazzo more complete supplier. We are not going to jeopardize our from Milazzo Industries, comes with a higher price point and Industries stress “old-fashioned ways of doing business,” acreputation and integrity just for a quick sell,” Wesolowski said. can work at temperatures as low as 0°F. “It’s truly a non-toxic deicer. If a pet ingests it, that animal cording to Wesolowski. This includes meeting with distrib“Milazzo Industries also enters new areas of production. This includes sweeping and cleaning compounds, pool/spa chemi- will not get sick. If that pet gets our product within its paws, utors and end-users face-to-face and providing training opportunities. cals and absorbents. Our focus is to be a one-stop shop for the ice melter will not cut or irritate.” Also available from Milazzo Industries are two blended “There are very few layers at Milazzo Industries. Many of many types of products that most hardware and jan/san comproducts made with CMA (Calcium Magnesium Acetate) — our customers know the company’s owners and other Mipanies need.” The flagship deicer at Milazzo Industries is Qik Joe® Ice Quad Melt® and Quad Melt Ultra®. They come in blue/green lazzo representatives. This helps build a solid comfort level,” and pink coloring, respectively. Wesolowski said. “Customers need to know that when they Melt, which comes in the form of a calcium chloride pellet. These two ice melters are especially popular among com- call our office with a question about a product that they are “It’s a premium deicer that has been on the market for over 45 years. Qik Joe® enjoys wonderful distribution with a great mercial accounts that are looking for CMA blends. When it going to get the right answers. We are not simply order takfollowing. It stands on its own merits and works to -25°F. Qik comes to performance, Wesolowski explained, CMA offers su- ers, but develop relationships and hold onto customers. “We also try to customize programs for customers, Joe® leaves no powdery residue and has an application rate perior melting qualities along with a non-corrosive property. of 2 to 4 ounces per square yard. In other words, 50 pounds of This is a big factor when using ice melter on commercial lots whether it’s through incentives or early discounts. We don’t provide the cookie-cutter approach when it comes to custhis product is equivalent to 150 pounds of regular rock salt,” and walkways. “Milazzo Industries takes its CMA-blended products an ad- tomer service and never have throughout our history.” Wesolowski said. Another popular ice melter offered by Milazzo Industries is ditional step by enhancing them with glycol,” he said. “This Contact: Milazzo Industries, 1609 River Rd., Pittston, PA 18640. Phone: 800-288-6358. Polar Express®, which Wesolowski called a premium blend definitely makes Quad Melt® and Quad Melt Ultra® better E-mail: featuring calcium chloride and a high-end, medium-grade solar products.” Other deicers provided by Milazzo Industries include Hot Website: salt. The calcium in the product helps to serve as a catalyst,


hen selling ice melter products, it’s essential that distributors meet the true deicing needs of each end-user customer. This involves seeking the right attributes often found with specialty and high performance blends, according to Milazzo Industries Senior Vice President John Wesolowski. “Distributors should also truly know the suppliers that they are purchasing products from when it comes to ice melter,” he added. “There are a lot of good and reputable ice melter suppliers in the marketplace, and then there are some questionable suppliers that live on the fringe and offer really low price-point products.

activating the effectiveness of the salt. In return, the ice melter is ideal for use in very low temperatures. “In our opinion, Polar Express® is the best performing blend on the market due to the process that takes place when making this ice melter,” Wesolowski said. “It works at temperatures as low as -15°F, while the application rate is 2 to 4 ounces per square yard. Again, 50 pounds of this product is equivalent to 150 pounds of regular rock salt or even a low-end blend. “We have always been calcium chloride-focused at Milazzo Industries. Each crystal of sodium chloride is encapsulated with calcium chloride in Polar Express®. We also enhance the

“We try to customize programs for customers, whether it’s through incentives or early discounts. We don’t provide the cookie-cutter approach when it comes to customer service and never have throughout our history.”

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July/August 2013

Distributors Thrive:

Continued From Page 18

“Having this core of eight suppliers helps the company to not duplicate lines,” Bruce Janvey said. “This helps the customer and definitely helps our sales force. It says, in essence, ‘These are the products we sell and these are the values we sell.’ I. Janvey & Sons is not a hardware store. “Our sales force doesn’t go out and just sell products. We sell solutions for our customers’ issues, problems and concerns. With our (the company’s) consultative approach, we sell customers a clean building,” Cohen added.

“When with customers, the company’s sales people listen more than they talk. They will then come back to the office and discuss how to best service customers’ needs. All facets of a client’s business are examined, whether it is helping to reduce the number of employees who clean a building or a better way of cleaning. We try to encompass all their needs.” I. Janvey & Sons’ seasoned, veteran sales force is a big plus when it comes to being able to offer customers the best solutions based on experience and knowledge, according to Cohen. He added: “It is always a benefit when a company has ex-

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perienced people calling on customers. Furthermore, our sales force has evolved to where we truly have experts on the various markets in which we do business. “We have experts in the health care and education segments, and so on. We also guide the sales force to work together and help one another. We seek to ‘team sell.’ “We are also much more conscious today than we were years ago of selling to an entire organization. I. Janvey & Sons sales people make sure they are involved in the purchasing areas of the facilities we service, as well as the business areas. We are aware of clients’ budget concerns and well as their need for tools and products.” Keeping customers informed on the latest cleaning products and techniques is also part of the company’s consultative approach. It accomplishes training by way of seminars and also at a customer’s site. “We have a state-of-the art training facility on the premises,” Cohen said. “It consists of different kinds of floors. We have everything set up as far as a janitor’s closet. We have dilution control systems hung, toilets, urinals, sinks and showers, all working within our building. “In addition, company reps conduct training at the customer’s facility on a ongoing basis. For example, when it comes to our health care clients, we train their employees on all three shifts. It is very common for us to be out on the midnight to 7 a.m. shift training floor crews in a hospital. “We also have people who are CIMS (Cleaning Industry Management Standard) certified, which helps bring credibility to our training.” The company’s sales force is also able to consult customers who want to become involved in the “green” arena. “We are more concerned now with sustainability, in addition to just selling green products,” Cohen said. “This comes with our philosophy of encompassing the customer’s needs, whether it is trying to help him or her obtain LEED (Leadership in Energy and Environmental Design) points or just a greener, healthier environment. “We are very conscious of what level our customers want to achieve. Our reps are always there to assist them in reaching their goals.” I. Janvey & Sons has also been busy in training for the new Globally Harmonized System of Classification and Labeling of Chemicals (GHS). In 2003, the United Nations adopted the GHS, which includes criteria for the classification of health, physical and environmental hazards, as well as specifying what information should be included on labels of hazardous chemicals as well as safety data sheets (SDS). The deadline to train employees on the new label elements and SDS format is December 1. “The company is way ahead of the deadline,” Cohen said. “We got involved in early March. We had our major manufacturers present programs on how they were going to train their

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July/August 2013

line ordering increasing. Basically, everybody in the company is expected to be able to communicate locally, whether it is by email or texting. “We have about 25 employees, and they are able to get in touch with one another at any time — which is a key to creating an efficient operation.” Still another important way I. Janvey & Sons differentiates itself in a highly competitive marketplace is its equipment repair operation. “We have a fully functional repair shop,” Sam Janvey said. “We have certified technicians in-house and on the road. Using a box truck, company repair techs often spend all day just picking up and delivering equipment. “We service just about everything that comes into the building. We have a lot of walk-in customers. The overall goal is timeliness, which is the biggest challenge. Our equipment repair program is definitely a differentiator and is of tremendous value to our customers.” In honor of the I. Janvey & Sons’ 100th year in Philip Janvey is shown manning I. Janvey & Son’s booth during a business in the Village of Hempstead, a local synatradeshow in the early 1950s. gogue with which Bruce Janvey’s father was in“We give certificates to everyone we train, whether it is in volved is honoring the company in October, Bruce Janvey said. floor care or the new GHS and the new SDS sheets.” He added: “One of the reasons for the company’s growth Another important aspect of I. Janvey & Son’s ability to compete successfully in a tough market is by embracing the over the years is the longevity of its employees. The average tenure of our people is more than 20 years.” latest in technology. Cohen said: “Another thing that contributes to the com“During the past two years, we have made a concentrated effort as a company to upgrade our IT infrastructure,” said pany’s success is the loyalty that it and its eight manufacSam Janvey, who is in charge of this aspect of the business. turers have for each other. We have some companies in that “With our drivers, we operate virtually paperless. We pro- top eight list that we have been doing business with nearly mote online and email ordering to reduce the amount of 70 consecutive years.” Contact: I. Janvey & Sons, Inc., 218 Front St., paper that the company uses. Hempstead, NY 11550. Phone: 516-489-9300. “Very few customers mail in orders anymore. We still reEmail: Website: ceive some orders by fax, but we are seeing email and onpeople. Using that information, we put together a program that we customized and then trained our sales force. Now, we are actively training our customers.

Circle 51


oised to celebrate its 10th year in business, Dalton & Co. Professional Cleaning Supply, of Muncie, IN, has experienced growth each year since its inception. The company is a Certified Women’s Business Enterprise owned by Sue Dalton. The distributorship is a

Photo provided by The Star Press (Muncie, IN)

From left, Richard Cover, David Dalton, Stacey Lambert, Steve Lambert, and Sue Dalton of Dalton & Co.

full-service jan/san house, offering a wide range of products in many categories including floor and carpet care, chemicals, commercial matting, mops, first aid, gloves, paper products, hand care, maintenance equipment and repair, odor control, squeegees, and ice melt. The company also repairs equipment.





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July/August 2013

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Recently, the company added restaurant and some foodservice supplies to its product lineup. Dalton & Co.’s also offers “green” certified products such as recycled paper products and a brand of chemicals. The company’s continuous growth allowed it to move into a new and larger location in March 2012. “Business has been good,” Sue Dalton said. “The new location has significantly helped increase business, as we are in a more high profile area.” Sue Dalton’s sons, David Dalton and Steve Lambert, and his wife, Stacey, are all also involved in the business. “Richard Cover (David Dalton’s father-in-law) is in charge of the warehouse and deliveries, and he does a great job” Sue Dalton said. Sue Dalton and her husband, the late Dave Dalton, founded the company in 2003, after they both found themselves unemployed after working for the same company. The Daltons built the company by establishing strong, personal relationships with customers and members of the community alike, Sue Dalton explained. “This community has helped us grow this business,” she said. “We personally know every one of our customers. “We have about 350 customers and we think it is critical to call on each one. “We are very customer-oriented. We offer next-day or same-day delivery. Our delivery is still free. Even with high gas prices we have found this is a great offering. We service about seven counties. We are not huge, but we are big enough.” In today’s economy, companies are trying to do more with less and Dalton & Co.’s reps are able to help customers meet this goal through training. “Many people are doing their own cleaning now, so we conduct a lot of training from that aspect,” Sue Dalton said. “We can train a company’s employees to use fewer chemicals for more applications. It is important to save customers money. That’s why we enjoy so much customer loyalty, because we are there if they have a problem. “For training purposes, we mostly go to the customer’s site and treat each one individually. We also conduct floor equipment demonstrations here at our new facility. For these demonstrations, we invite certain clients that we think are interested in purchasing floor equipment or in seeing something new.” Another important element in the company’s ability to grow each year has been the support of its vendors. “Our vendors represent us very well,” Dalton said. “We have really good relationships with our manufacturers.” On Sept. 17, Dalton & Co. will host an open house in celebration of its 10th anniversary, and the company’s vendors will be a big part of the event. “So far, we are expecting 32 vendors for the open house, and they are all happy to attend,” Dalton said. Dalton said she doesn’t spend a lot of time thinking about what challenges may be coming, as she prefers to take life at the business “one day at a time.” She added: “I really try to stay focused on what we are doing at the present time. I keep on top of what is new. We make decisions about whether a product or service is going to work in our area. A product or trend that might be big in California, may not apply here. “For example, microfiber products are popular now in our service area, although they have been around for several years.” Reflecting on the past 10 years, Dalton credited the company’s success to her family, the community and the company’s employees. “We are ‘hometown’ and down to earth,” she said. “We enjoy being able to serve our customers. This is what keeps us going.” Contact: Dalton & Co. Professional Cleaning Supply, 1901 W. Kilgore Ave., Muncie, IN 47304. Phone: 765-282-1944. Email: Website:


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n 2010, the Deepwater Horizon oil spill (also known as the BP oil spill) devastated the beaches of the Florida Panhandle, and thus the tourism industry in the region. The disaster also made it difficult for jan/san distributor PR Chemical & Paper Supply, of Pensacola, FL. “We survived the BP oil spill. Our sales were not down, but, nonetheless, it was hard on our business,” said PR Chemical & Paper Supply President Shawn Snyder, who co-owns the business with his sister, and the company’s vice president, Dawn Clay. “Visitors to the area’s beaches have returned, and we are experiencing a great tourism season,” Snyder said. Indeed, Snyder reported, the company’s sales have grown a minimum of 10 percent each year for the past three years. PR Chemical & Paper Supply offers a full line of janitorial and facility maintenance chemicals, cleaning accessories, towel and tissue products,

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July/August 2013 floor care equipment and foodservice disposables. “One of our big growth areas has been our laundry and warewash program,” Snyder said. “This aspect of the business has truly been a success for the company.” The company is headquartered just off Interstate 110, a huge benefit to both commercial and retail customers. The building also contains a 2,500 square-foot retail showroom stocked with a wide variety of products from glass cleaner to automatic scrubbers and staffed by trained professionals. The company also operates a state-ofthe-art service department.

Shown are PR Chemical & Paper Supply co-owners, President Shawn Snyder and his sister, Vice President Dawn Clay.

“Servicing equipment is a focus for the company,” Snyder said. “We service equipment in-house at our facility, and we also have mobile technicians who work on equipment at the customer’s site. We also repair all the retail brands. “We are big believers in preventative maintenance. The company offers preventative maintenance contracts with the equipment it sells. We feel like we can increase the life of a piece of equipment, sometimes by 50 percent.” In its delivery operation, PR Chemical & Paper Supply offers next-day service. “If we receive an order by 3 p.m., it will be delivered to the customer the next day,” Snyder said. “We operate five trucks and two vans.” Snyder and Clay, who are both just in their 30s, purchased the company from their parents, Bob and Diane Snyder, in 2006. The company was originally founded in 1980. Bob and Diane Snyder, who are both retired, purchased the company in 1996. From the time the Snyders purchased PR Chemical & Paper Supply, Shawn Snyder and Clay filled several roles in the company from purchasing to sales to management — in other words, both siblings literally grew up in the jan/san field. Perhaps because of taking the reins of a distributorship at a relatively young age, Snyder and Clay have been quick to embrace the use of modern technologies to maintain growth in the competitive cleaning industry. “We are currently converting our sales force to iPads,” Snyder said. “We feel like this technology in the field gives us a competitive edge. It allows our sales people to have a volume of knowledge at their fingertips for presentations. It also enables them to input an order and have it basically downloaded instantly into our computer system for quicker service to the customer.” Along with employing new technologies, PR Chemical & Paper Supply also differentiates itself with the approach it takes in customer service. “In contrast to being just being order-takers, or someone who is trying to move a box at a price, the company’s sales force is solutions-driven,” Snyder said. “We are not just interested in lowering the cost of the box. Ninety percent of customers’ costs have to do with labor, and 10 percent to do with products. “We want to offer competitive prices, and we do, but we really focus on that 90 percent, helping customers lower the total cost of doing business. We accomplish this through training, seminars and technology.” On the “green” front, Snyder said it is “hit or miss” on the Gulf Coast. “Some folks are very hot in the green movement, but there are still many people who don’t pay it much attention.” Nonetheless, PR Chemical & Paper Supply offers lines of green products. The company’s reps have the expertise to consult with customers on green issues and cleaning techniques. “We have LEED certified people on staff, which has allowed us to help some of the Silver LEED buildings and other LEED certified buildings in our area pick up points,” Snyder said. “We recently obtained a very large account because PR Chemical & Paper Supply is the only company with a LEED certified person on staff in the area who could continuously consult and help that company keep its LEED status.”

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Maintenance Sales News While protecting and sustaining the environment is certainly an important aspect of the green movement, health and safety issues have become primary selling points for many companies. “People are more aware of what they are using,” Snyder said. “They are very resistant to using things that could potentially be harmful. Kudos to end-users for making this type switch, because when I first got into this business, people would have no problem using some very harsh products.” Snyder reported the company is upto-speed on the new GHS program. “Our people went through training three months ago offered by one of our company’s major suppliers and the major buying group of which we are a member,” Snyder said. “Our sales reps are now bringing that knowledge to our end-users. It is a major undertaking.” When it comes to other types of training, PR Chemical & Paper Supply conducts two to three seminars a year, covering such topics as floor care, green and sustainable cleaning and others. The company’s sales reps are also experts at conducting training at the customer’s site, Snyder said. In addition, the company offers customers access to an online training module in conjunction with one of its major suppliers. In speaking of trends and challenges, Snyder said, “We are continuing to see consolidation. I would say there have been no less than six competitors that have been purchased by large distributors in the territory we serve. “Today, everybody wants more for less and our customers certainly expect us to perform at the highest levels, while offering a very competitive price,” Snyder said “This is a difficult matrix to hit. I think one of the ways to accomplish what customers expect is to have the technology in place to help speed things along. In addition, it is critical to have a knowledgeable staff to run an efficient operation. “We don’t turn people over here. We have a veteran sales force, which truly helps us run a leaner operation to where we can be competitive and still offer the service customers expect.” Snyder said attracting young talent is a challenge across the board in today’s jan/san industry. “In order for our company to be able to pay competitive salaries to attract talent, we have streamlined the way we run the business and we have fewer people doing more.” Another challenge is the incursion of large companies that have not been traditionally involved in the jan/san segment moving into the field. “The Internet can also be a challenge,” Snyder said. “It is a two-edge sword. On the one hand, it is a good thing because customers can find PR Chemical & Paper Supply quickly. “On the other hand, someone working out of a garage and not stocking

45 items, who has no overhead, structure or support, can offer very low prices. “We have to be on top of educating customers that we can do much more for them than just dropping off a bucket of wax. “We have the culture here to service customers to the best of our ability, no matter how large or small, and we do it with a positive attitude. “The company has grown 40 to 50 percent in the past

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several years. This is due to PR Chemical & Paper Supply’s commitment to customer service and by embracing modern technology to attract educated and motivated people.” Contact: PR Chemical & Paper Supply, 3435 N. Dr. Martin Luther King Jr. Drive, Pensacola, FL 32503. Phone: 850-432-0432. Email: Website:


July/August 2013

By Ginny Petru:

ACS Adds Blue Velvet UHS Burnishing Pad To Scrubble Line

Study Shows Print Marketing More Effective Than Electronic If you are like most jan/san businesses Consumer Psychology at Bangor University, today, you have shifted a sizable amount of and provides research to support the fact that your marketing budget away from print mar- print marketing is still extremely valuable and viable. keting (direct mail, flyers, The study looked diads) and poured it into rectly at brain activity as various electronic options recorded by an MRI while such as website banner subjects were shown difads, Facebook posts and ferent advertising mesemail. After all, there is sages in both an electronic no disputing the fact we format on a screen and in have become an eleca printed format on posttronic world that is card-type cards. clearly attached to our Researchers studied computers, smart phones Ginny Petru has been providing the brain activity during and tablets. marketing services to the jan/san exposure to the same ad But perhaps you should industry for over 20 years and is the presented in these two not be so fast to ditch president of different mediums. What printed promotional materials, says a recent study. “Using Neuro- they found was the brain literally “lit up” science to Understand the Role of Direct when the subject was handling and reading Mail,” was conducted by Millward Brown in the print materials versus a more flat response cooperation with the Centre for Experimental when viewing the ad on a flat screen.

New. All Natural. Select Care . TM

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 Circle No. 112 fibers and resins to work well with the most popular floor finishes. Blue Velvet is designed for floor burnishing at 1,000 rpm and above on all types of UHS machines. Refer to Type 52. Call 800-222-2880 or visit

The areas of the brain that were stimulated with the print materials are those areas responsible for emotional involvement and memory. To be more specific, the material shown on the printed cards generated more activity in the brain where visual and spatial information is integrated (the left and right parietal). This suggests that physical marketing materials are more “real” to the brain and thus will be better connected in the memory. Additionally, it was found that the physical materials stimulated brain areas that involve emotional processing of information. In other words, that postcard, flyer, or invoice stuffer about your newest product line is creating more emotional involvement in your company than your Face-

book post or tweet. Along with the benefits of your promotional materials being more memorable and creating an emotional connection, it was discovered that there were also more brain responses connected with internal feelings, thus suggesting a stronger internalization of the advertising message. While electronic marketing definitely has its place in a marketing plan, perhaps you should not be so quick to deep six the printed materials. After all, they are 100 percent deliverable to the physical address and not so easily ignored, deleted or filtered into a spam folder. So, if you truly want to get into the heads of your customers and prospects, look to the physical instead of the virtual.



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Our first industrial hand cleaners using renewable, all-natural ingredients. VOC free. Aloe Vera added for smooth, soft skin. Soy Select – Soy ingredients with walnut shell scrubbers cut through the heaviest soils and grease, yet leave skin soft. Citrus Select – Similar to Soy Select but with added citrus cleaning power and fresh scent. All-new Select Care Dispenser – Extremely durable AND economical. Select CareTM all-natural premium hand cleaners. Only from Warsaw Chemical.

Commercial & Industrial Floor Matting Based in the heart of the Bay Area, serving all of California. Oregon & Washington to the North, and Arizona, Nevada to the South, and Hawaii to the Far East

Call Kaz or Oz At 877-628-7787 or email Visit our website at

t8FTU$PBTUT-BSHFTU4UPDLJOH8IPMFTBMFS.BOVGBDUVSFS Carpets, Runners, Rubber, 3M, Tiles, Chairmats, and Designer Mats


Warsaw Chemical Company, Inc. P.O. Box 858 • Warsaw, IN 46580 USA Tel: 800-548-3396 or 574-267-3251 • Fax: 574-267-3884 •

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Value-Added Wholesale Manufacturer Circle 42

Maintenance Sales News


Clearly Better Solutions Develops Smart Tray To Eliminate Fruit Flies, Clogs And Odors In Beverage And Beer Tray Drains During the 2013 NRA show, Clearly Better Solutions President Jim Epstein and his staff asked show attendees if they had a fruit fly, clogging or odor problem in beverage and beer trays. They responded by asking to learn more about the company’s Smart Tray product said Epstein. “They were amazed to learn

flies and leaves beverage tray drains odor and clog free, allowing restaurant and bar patrons to experience a pleasant dining experience.” Spokespeople say the product is simple to use and works by inserting one or two small Smart Tray Drain Maintenance Filters into the bottom of the fountain or bar trough sink. One side of the cartridge is a bug

block, which eliminates fruit flies, and the other is a bio block enzyme which eliminates odors and clogs. The product works for approximately 30 days. Smart Tray Drain Maintenance Filters are available in quantities of 12 per box and can be purchased online at:

bioblock-and-bug-block.html or through distributors. Clearly Better Solutions is the latest venture of the team at Intercon Chemical Company, St. Louis, MO. Intercon also created chemicals in product brands including Method Home Care and Swisher Hygiene. Clearly Better Solutions offers programs under its Smart Drains, Smart Floors, Smart Air, Clearly Better Scents and Clearly Better Medical brands. Visit for more information.

Circle No. 111 that our product virtually eliminates fruit flies, clogs and odors in beverage and beer tray drains. Anyone who has ever worked in a bar or restaurant around sticky beer or soda trays knows that they are an instant attraction to annoying fruit flies.” He added. “One fruit fly can lay up to 500 eggs at once. Our product eliminates

Wooster Dust Eater Attracts And Holds Dust Wooster officials say some cleaning tools are loud, don’t have enough pickup, or just knock huge clouds of dust onto the floor, creating another mess. According to the company, the Wooster Dust Eater™ “gob-

Hand Protection C L E A N I N G H A N D S P R O P E R LY I S E S S E N T I A L

Circle No. 110 bles” up drywall dust, sawdust, cobwebs, and other light debris. Specially treated yarn attracts and holds dust for powerful, long-lasting pickup. The 16-inch triangular shape covers large areas and can reach into corners. It offers a full 360-degree pivot to maintain full surface contact for the quick results, according to the company. When the job is done, shake it out for a clean start on the next project — no wetting or washing required. See a short video of the Dust Eater in action at

Introducing Deb GrittyFOAM™, from the inventors of foam soap. Non-abrasive, environmentally sustainable bio-scrubbers suspended in thick, creamy and deep-cleaning foam. GrittyFOAM™, a completely different experience to traditional heavy-duty hand cleansers that is preferred by 9 out of 10 workers.* Enhance hand protection in your facility by providing products people like and want to use.

TO EXPERIENCE GRITTYFOAM IN YOUR FACILITY, CALL 1-800-248-7190 © Deb Group Ltd. 2013 *Industrial Survey, Deb Group, August 2012

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July/August 2013

From Enviro-Solutions:

Study Finds Consumers Want Companies To Be More Environmentally Focused A survey conducted by Cone Communications and Echo Global* finds that nearly a third of the 10,287 adults surveyed believe businesses should change the way they operate to be more aligned with evolving social and environmental issues. The survey also found that nearly the same number of respondents believe that businesses should not only support but also become advocates for social and environmental changes. The survey, which was conducted in February 2013, found that overall, “People want companies to better communicate the effect they and their products have on society and the environment,” said Jennifer Meek, marketing director for Enviro-Solutions (, manufacturer of green cleaning products. In fact, the survey found that only 6

percent of those surveyed now believe that businesses exist solely to make money and are not responsible for supporting social or environmental issues. This would not be the case “if this survey had been conducted 30 years ago,” said Meek. Additionally, the survey listed those issues about which consumers most want companies to communicate with the public: • Plans for economic development in their countries/communities (40 percent); • Environmental concerns (20 percent); • Poverty and hunger (11 percent); • Human rights (11 percent); and, • Education, health/disease, and water concerns (22 percent).** “Without question, the role of businesses in our society, both here in North America and around the world, is changing,” added Meek. “It is clear that along


with greater transparency, what Stephen Ashkin*** calls a ‘culture of sustainability’ is progressing as well.” Enviro-Solutions is a manufacturer of proven green, environmentally preferable cleaning products. An ISO-9001 certified company, Enviro-Solutions officials say it was established in 1994 to develop and market a superior line of environmentally

New Heavy Duty Hand Cleaners Added To Select Care™ Line Two new additions are available in the Select Care™ Hand Cleaners line from Warsaw Chemical Co., Inc., Aqua Select Premium, Heavy Duty Hand Cleaner and Cherry Xtreme Heavy Duty Cherry Scented Hand Cleaner. These hand cleaners are VOC compliant and are able to remove tough industrial soils such as grease, oil, tar, carbon and asphalt without drying the skin. Aqua Select is a solvent free, concentrated, water-activated formula with biodegradable detergents and micro scrubbers that clean deep. Aqua Select is also enriched with skin softening Circle No. 99 ingredients and aloe vera to keep hands soft and healthy. Cherry Xtreme is fortified with mild, low odor solvent and pumice to help remove tough soils without irritation. Its pleasant cherry scent helps to neutralize residual odors of diesel, petroleum or other products from hands.

preferable cleaning products and solutions. *Cone Communications is a PR/communications firm. Echo Global focuses on transportation, logistics, and technology. The 2013 Cone Communications/Echo Global CSR Study was conducted in February 2013 and involved adults living in the United States, Canada, Brazil, Europe, Japan, China, and India. **All percentages are rounded up and do not necessarily equal 100. ***Stephen Ashkin, President of the Ashkin Group, is recognized as “the father of green cleaning” in the professional cleaning industry.

This industrial hand cleaner also includes skin conditioning ingredients to keep hands from drying and cracking.

Green Time System™ Product Line Available From Warsaw Chemical Warsaw Chemical Co., Inc. offers a line of earth-conscious products, Green Time System™. The company says this environmentally friendly product line focuses on cleaning, health and the environment, without losing product performance. The Green Time System includes an all purpose cleaner/ degreaser, total restCircle No. 66 room cleaner, glass cleaner concentrate, H2O2 citrus all purpose cleaner, neutral floor cleaner, floor finish and floor finish stripper. Each product offers different environmental and health benefits such as being phosphate free, zinc free, using no added dyes or fragrances, containing no ammonia and using environmentally preferred solvents and biodegradable surfactants and ingredients. For more information contact Warsaw Chemical Co., Inc., Phone: 800-548-3396. Website:

Americo Welcomes Cameron Dunagan As Regional Manager PRODUCTS

Cameron Dunagan joins Americo in the position of regional manager for the Southeast Territory. His primary responsibilities include working with sales representatives to develop sales and maintain current customer relationships. Dunagan offers a wealth of knowledge in the jan/san industry and has held many sales management positions with other organizations such as Andersen Company, Mohawk Industries and Dupont Stainmaster Flooring. Visit for more information.

New Permatex® Catalog Features Comprehensive Coverage Of Maintenance And Repair Products Permatex, a leading innovator in chemical technology for automotive maintenance and repair, has released a new, 88page, full color product catalog. The catalog features the latest and most comprehensive coverage of advanced chemical products available for a wide range of maintenance, repair, and cleaning tasks. It includes the most current additions and updates to both the Permatex and Spray Nine® (specialty cleaners and disinfectants) brand product lines. The new catalog, which features over 300 products, incorporates product descriptions, specifications, application data, and ordering information for gasket makers and sealants, threadlockers, thread sealants, retaining compounds, adhesives Circle No. 123 and sealants, specialized maintenance and repair, lubricants, cleaners and disinfectants, and hand care products. Product selector charts are provided for key product and market categories, including: Gasket Makers, Gasket Dressings, Threadlockers, Complete Auto Care, Motorcycle Applications, and Heavy Duty Fleet Repair. Permatex also features OEM Interchange Charts for identifying specific product applications specified by both automotive and heavy-duty equipment manufacturers. Visit for more information.


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July/August 2013

The Omniflex Bucket From Kaivac Kaivac says its OmniFlex™ Crossover Cleaning system starts with a bucket – but no regular bucket. The patented OmniFlex bucket can be used for traditional mop and bucket cleaning methods and more. Company spokespeople say it has a built-in spigot at the bottom of the unit to release precise amounts of fresh cleaning solution, degreaser, stripping solution, etc., directly to the floor, the first step in more effective, hygienic cleaning. For more information, visit Kaivac at or call 800-287-1136.

Circle No. 102

Tough On Grime, Soft On Hands: GrittyFOAM™ From Deb Deb introduces its GrittyFOAM™ a heavy-duty foaming hand cleanser with suspended scrubbers. The company says it offers the cleaning performance of traditional heavy duty hand cleansers delivered in an ideal foam format. The result is an effective, easy-to-use gentle cleansing product preferred by 9 out of 10 workers*. According to company spokespeople, GrittyFOAM is an efficient way to ensure a better clean. By using less product, less water and less energy, GrittyFOAM™ offers a costeffective option for maintenance professionals. Visit for more information. *GrittyFOAM user survey, Deb Group, August 2012

Circle No. 103

IPC Eagle Says:

Get “Right Sized” With The CT45 Automatic Scrubber

Delivers First Class Service!

IPC Eagle introduces its new CT45 Automatic Scrubber. According to the company, “It has an design that ensures maximum productivity within the most compact size possible. This newly de-


Celebrating Years!

Airosol Company, Inc. is celebrating their 70th anniversary since developing and packaging the first aerosol.“We owe our success to intense customer loyalty, which is built on extra attention to details and first class service. We strive to make our customers successful with the best quality and value proposition possible.

Airosol offers product development, compliance assistance, unique packaging, branded products and private label programs and much more...

COMPLETE LINE OF JAN-SAN PRODUCTS plus... • Metered Air Fresheners • Cleaners & Disinfectants • Refrigerants

• Adhesives • Microbial Cleaners • Insecticides

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For more information or to receive a free consultation and quote, call Toll free: 800-633-9576 or 620-325-2666

1206 Illinois Street • P.O. Box 120 • Neodesha, KS 66757 • 620-325-2666 • 800-633-9576 • fax: 620-325-2602 Visit us at ISSA Booth # 3652

Circle No. 101 signed automatic scrubber includes an innovative new handle that is made to be very maneuverable, ergonomic and easy to use.” The CT45 is compact, which offers ease in working in difficult-to-reach areas. The control panel can also be easily operated. IPC says the CT45 uses a professional metal squeegee with a V shape that gives, “The best drying results, no matter the surface. It is easy to transport and stores like no other model in its category.” Visit

SEND NEWS Of Your Company To

MSN Email press releases to


Maintenance Sales News


Reduce Floor Maintenance/Labor Costs And Lower Noise Levels With Floor, Furniture And Surface Protectors From Expanded Technologies Reducing floor maintenance and labor costs as well as quieting noise levels in rooms are two big reasons many distributors and their end-use customers are turning to floor, furniture and surface protectors from Expanded Technologies. Case in point, a newly remodeled Science Technology Engineering and Math (STEM) classroom was a source of pride for Union Grove High School in Union Grove, WI, until their brand new flooring was torn up by tables and chairs. This alarming problem led Kurt Jorgensen, director of operations for the school, to Expanded Technologies for help. Bret Bushey, vice president of sales for Expanded Technologies, evaluated the situation and recommended CasterTire™ Floor Savers®. The product converts damaging hard plastic casters on chairs into soft, quiet, floor-saving wheels.

“Slip-Over™ and Slip-On® Floor Savers® are designed specifically for schools, hospitals and most commercial applications,” Bushey said. “Expanded Technologies also has replacement chair tips for folding chairs and tables and a variety of door stops to assist in maintaining a facility.” The company’s products are easy to install with most simply slipping over a chair leg or glide. This requires very little initial training. Most products from Expanded Technologies can be installed within seconds without additional tools. Besides saving wear and tear on expensive flooring, Floor Savers® can also quiet a room.

“After the CasterTire™ Floor Savers® were installed, Mr. Jorgensen estimated that the school began saving $6 per square foot annually in maintenance and labor costs.”

“It has actually been recommended by speech pathologists that felt floor protectors be used in classrooms to reduce noise levels. Teachers no longer have to speak over students while chairs are being moved back and forth,” Bushey said. “Reduced noise levels also eliminate disruptions that can be experienced from one classroom to the next. “Our products can tremendously quiet a restaurant as well, creating a better dinning experience. Expanded Technologies offers an entire line of products designed for restaurants.”

“After the CasterTire™ Floor Savers® were installed, Mr. Jorgensen estimated that the school began saving $6 per square foot annually in maintenance and labor costs. This is huge. The floors also now look the same as when they were newly refinished,” Bushey said. “Today, the high school is using different products from Expanded Technologies throughout the building. In fact, another nearby school in the same district is also using our products.”

Other end-users and sites that find products from Expanded Technologies necessary include building service contractors and cleaners, hospitals, assisted living facilities, food courts, universities, homes, hotels, conference rooms and factory break rooms.

Bushey stated that Expanded Technologies’ products fit in well with a jan/san distributor’s total floor care program. “It makes perfect sense to sell and use our items in conjunction with other floor maintenance products. Floor finish, for example, is applied to seal, protect and beautify a surface. Our products are designed to protect that floor finish from scratches and keep floors looking great between recoatings,” he said. “It doesn’t matter how good a floor finish works, if you are not using a proven floor protector then these floors will become scratched and the life of the finish will be diminished. Products from Expanded Technologies serve as a perfect ‘insurance policy’ for floors and furniture.” Along with CasterTire™, Expanded Technologies provides a large assortment of other Floor Savers® for a wide variety of furniture such as chairs, desks and music stands.

“Basically, our products can be used wherever there is a floor and furniture. Our felt floor protectors are recommended for a variety of hard floor surfaces,” Bushey said. “Expanded Technologies also has a line of sliders designed to promote easy movement on carpeted surfaces. Using these sliders, a piece of furniture on carpet can be moved with less than one-third the force that it normally takes. Ergonomically, using these sliders makes sense, along with protecting the carpeted surfaces.” Officials at Expanded Technologies continue to look for new distribution in certain areas. Bushey added that it’s extremely important for distributors to present a well-rounded program when it comes to floor care. “When presenting floor maintenance products, we advise distributors to include Expanded Technologies. Our products to make other floor care items last longer and perform better,” Bushey said. “This complete floor care focus helps distributors show customers that they truly care about protecting a customer’s investment after the initial sale.”

Along with CasterTire™, Expanded Technologies provides a large assortment of other Floor Savers® for a wide variety of furniture such as chairs, desks and music stands.

Clear Sleeve™ Floor Profectors

CasterTire™ Floor Savers®

Slip-On® Floor Savers®

Slip-Over™ Floor Savers®

Visit or call 888-654-7720 for more information.


July/August 2013

By Harrell Kerkhoff Maintenance Sales News Editor

The need for quality disinfectants and sanitizers continues to grow as more end-users work to protect their properties and building occupants from 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. ocusing on the individual needs of distributors, endusers and the environment, Airx Laboratories, a division of The Bullen Companies, produces .5-, 1-, 2-, 4-ounce and ready-to-use disinfectant products. Each item features a specific application depending on cleaning and environmental concerns. These products include RX15, RX44ACE, RX44 HDQ, RX78+, RX109A, RX75 and RX75 wipes, according to The Bullen Companies President Scott Jarden. “We provide individual training videos on each product. People can download product, efficacy data and SDS information at,” Jarden said. The Bullen Companies, and its Airx Laboratories division, have specialized in odor and pathogen control since the early 1980s. The Airx line has over 45 products formulated just for odor and pathogen control — from simple space sprays and absorbents to stateof-the-art disinfectants and sanitizers. The Bullen Companies President Jarden said today’s deScott Jarden mand for pathogen-control products is increasing as well as their value to the market. Purchases of these products is expected to hit $130 billion by 2017. “We (Bullen Companies/Airx Laboratories) have specialized in odor and pathogen control for over 30 years and comply with all of the rules and regulations to be an EPA-approved manufacturer,” Jarden said. “This involves updating labels and claims, formulating and manufacturing the products properly and confirming QC tests on each and every batch. To do all of this properly requires staff, quality control and commitment.” The Bullen Companies/Airx Laboratories sells products through distribution to commercial and institutional markets. Enduse sites include health care facilities, schools, nursing homes and other accounts focusing on clean and safe environments.


“The best thing a distributor can do is provide the proper products and training for each situation when it comes to their end-user customers. We (Bullen/Airx) maintain a toll-free hot line for distributors to use when they are at a customer’s site and need to ask us questions. Also, the website has downloadable content about every product,” Jarden said. “End-user training is essential. A good example was during the swine flu epidemic a few years ago. Administrators were closing schools and literally wiping down rooms from floor to ceiling. Proper training would have told them what they needed to do, what not to do and how to properly perform the job. “One of the simplest cleaning techniques that requires training is allowing for the right amount of dwell time to take place. Most end-users don’t allow for a proper dwell time while using a disinfectant. Another important thing a distributor can do is educate its customers and provide the correct products and training for each situation. This is also what we do for our distributors.” Supplying information about “green” disinfectants is also important to officials at The Bullen Companies/Airx Laboratories. “These products may be ‘green,’ but they also can have limited kill claims compared to a quat or other conventional disinfectants,” Jarden said. “It’s important for end-users to know what they truly need and what they are getting. It’s also important to be careful when following what a sales person or a piece of literature states versus what an EPA-approved label states. If something is not on the (EPA) label then it’s not a valid claim.” Contact: The Bullen Companies, 1640 Delmar Drive, Folcroft, PA 19032. Phone: 610-534-8900. Websites: and nderstanding how germs are spread, and thus, their prevention from surfaces, is what helps drive officials at Intercon Chemical Company/Clearly Better Solutions to manufacture and market a broad line of chemical cleaners, disinfectants and maintenance products for jan/san, foodservice, health care, school and cleaning professionals. The company’s commitment to green and environmentally preferable solutions is at the foundation of its technology efforts. “Officials from the Centers For Disease Control and Prevention (CDC) say that over 85 percent of infection comes not by being sneezed on by someone who is sick, but rather through ‘self-contamination.’ This involves touching a contaminated surface, then touching your mouth, nose or eyes,” Intercon Chemical Company President Jim Epstein said. “Those in charge of facilities need an awareness program in place involving posters and employee policies that bring at-


tention to the best ways of germ prevention. They should also have the means available to help visitors and workers keep their hands clean and be around clean and sanitized surfaces. “Good distributors have all the tools available to help their customers achieve these results, as well as programs to further educate these customers.” A new, patented disinfectant is available from Intercon Chemical/Clearly Better Solutions that Epstein said will provide added punch in the fight against infection. Known as PURE — Silver Dihydrogen Citrate (SDC), the product features the first new disinfectant molecule registered by the U.S. Environmental Protection Agency (EPA) in over 38 years, according to Epstein. It’s a stabilized silver ion molecule that is benign to humans — yet toxic to bacteria, viruses, fungus and germs. “PURE provides a Intercon Chemical Company non-hazardous, fast and President Jim Epstein long-lasting answer to hard surface sanitation and disinfection issues,” Epstein said. “PURE kills germs in as little as 30 seconds and keeps killing germs on surfaces for 24 hours. It comes to the marketplace just as the public is more aware of disinfectants and expects facilities to have the necessary programs and products in place.” Through additional education, training and products, officials at Intercon Chemical/Clearly Better Solutions are helping provide the necessary information, programs and tools designed to combat illness associated with bacteria and viruses. “We offer a series of training programs for distributor sales and tech support teams to inform, educate and support ongoing efforts,” Epstein said. “The centerpiece of this effort is our PURE 24-hour disinfectant and food contact sanitizer — the state-of-the-art product using germ killing technology.” And, Epstein added, PURE is “G.R.A.S. — Generally Regarded As Safe,” with none of the hazards and many of the benefits of using bleach. “Bleach and quats can be caustic, fume and don’t offer any residual surface protection. PURE is truly a breakthrough in the fight against germs,” Epstein said.

Maintenance Sales News “PURE's SDC technology is even used to safely treat drinking water in places like Haiti and other areas where poor water quality is a risk to public health,” he said. “Our Food and Drug Administration (FDA)-level quality assurance program — along with market specific/customer focused marketing and educational programs and a national/international distribution network — have all helped Intercon/Clearly Better Solutions partner with technology leaders in raw material and basic chemical production to bring PURE to market.” According to Epstein, business for Intercon Chemical/Clearly Better Solutions has been good despite the general economic challenges being felt with some companies. “The great majority of our customers are growing, and our growth continues along with theirs,” Epstein said. “We are aware that without customers, there is no business to service. Our approach with customers is collaborative. Everyone within our organization knows it’s his/her job to serve our customers. We are proud that many of our customers have been with us for over 25 years.” Intercon Chemical/Clearly Better Solutions sells to leading distributors in several markets. The company’s products can be found in restaurants, schools, hospitals, nursing homes, surgery centers, hotels, cruise ships, casinos, office buildings and with building service contractors. Contact: Intercon Chemical Company/ Clearly Better Solutions, 1100 Central Industrial Dr., St. Louis, MO 63110. Customer Service Team: 800-325-9218 or 888-770-3434. Websites:, n business since 1986, Harvard Chemical Research, Inc., offers cleaning and maintenance chemical solutions under its own brand and also under private label for authorized distributors. Located in Atlanta, GA, the company has hundreds of chemical formulations to choose from and can provide custom formulas to solve unique problems. “We manufacture mostly quat-based disinfectants and sanitizers. The company has a full line of concentrates and ready-to-use EPA-registered disinfectants and sanitizers that are also available for private label,” Harvard Chemical Research Sales & Marketing Director Neil Miller said. “We can help customers navigate the EPA regulatory process and state pesticide registrations when private labeling a disinfectant or sanitizer.” Harvard Chemical Research sells products to traditional jan/san, carpet cleaning, restoration and online distributors. These products ultimately are used in schools, hospitals, office buildings, veterinarian and animal clinics, car washes, manufacturing plants as well as food processing, food service and any other type of facility that needs to be cleaned and maintained. When giving advice on how distributors can help endusers with infectious disease control, Miller said it’s always important to use properly EPA-registered products and follow all label instructions. It’s also essential to make sure that all surfaces are cleaned well. “There was a survey conducted about a year ago where markers/tracers were used in an experiment. If a cleaner touched the surface it would remove the marker. Only about 30 percent of the surfaces in the room were even touched,” Miller said. “Disinfectants will not help if rooms are not cleaned properly. It’s important to make sure people are trained on how to clean and hit every surface.” Miller said he has seen a steady growth in disinfectant and sanitizer demand over the past few years. This demand is often spurred by news of outbreaks regarding new viruses, sparking a huge calling for hand sanitizers, anti-bacterial hand soaps and hard surface disinfectants and sanitizers. To help distributors satisfy this growing demand, officials at Harvard Chemical Research are always ready to share their knowledge on the subject.


53 “I often take 5 to 10 calls a day from customers looking for advice on the right disinfectant for the job at hand,” Miller said. “This is a critical first step, and we are always available to share our knowledge on these products to ensure people choose the right item for the job. “Once they receive the product, it’s always vital to follow all instructions on the label and call us with any additional questions.” Harvard Chemical Research representatives are also on hand to answer any questions from customers looking for products that may be considered friendlier toward the environment, otherwise known as being “green.” “There are people who want disinfectants that will kill everything, but in a nice way. The U.S. EPA, through its DfE (Design for the Environment) program, has looked at H2O2 products as well as some with citric acid. These items come with certain advantages, but they are not as good a killer as chlorine or quats,” Miller said. “Current standards need to be adapted that will allow for (more) products deemed safer for the environment to be used. That is what ‘green’ should be. The last time I looked, DfE stated that a product needs to be at Category III or better pertaining to toxicity. Since these products are designed to kill, most of them by irritation, that pretty much leaves out any sort of a concentrate. “Quats can be formulated to make Category III or better in ready-to-use (RTU) form. However, when sold in a concentrated form, this will probably trigger Category I for eye irritation. In other words, if you want to market a quat as ‘green’ it will have to be in a RTU form. It is ironic because this means more freight/diesel to transport the water and more plastic will be used for packaging. Plus, you can’t really use a RTU spray on a floor. We need to start taking a better look at what enters the environment. More of this is the end-use product, not the concentrate as sold.” Miller said Harvard Chemical Research enjoys good relationships with companies that specialize in quaternary disinfectants/sanitizers. This helps when navigating the sub-registration process. “There are a lot of formulations to choose from, and so it’s important to know what the best product is for a specific application,” he said. “We have seen a healthy increase in the private label disinfectant and sanitizer business. This is due to the experience our company representatives have in navigating through the extensive regulatory process.” Miller added that great customer service is the lifeblood of any good business. Therefore, those who represent Harvard Chemical Research work hard to assist customers when they “hit a wall” and need expertise. The company has two chemists on staff that are available to answer questions and recommend chemical solutions to any problems that customers may encounter. “We are very flexible and can develop custom products if that is what is needed,” Miller said. He noted that Harvard Chemical Research has enjoyed double-digit growth for the past four years and is on pace to do the same in 2013. “I feel the key to our success has been diversification into other markets. Disinfectants and sanitizers are used in many market segments. It makes sense to explore opportunities outside of our comfort zone,” Miller said. Contact: Harvard Chemical Research, Inc., 3595 Zip Industrial Blvd., Atlanta, GA 30354. Phone: 404-761-0657; Fax: 404-761-0709. Email: Website: 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 end-user customers. “Training on cross-contamination and proper 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 together a cleaning routine for a building,” according to Midlab President 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 GSC (Germicidal Spray Cleaner) ready-to-use, quat-based spray and wipe disinfectant products remain in high demand due to TB Midlab President and other kill claims. Matthew J. Schenk “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 has expanded into a 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 distributor’s ‘sell-through.’” He added that Midlab offers value-added services in the form of “feet-on-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 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., 140 Private Brand Way, Athens, TN 37303. Phone: 800-467-6294. Website:


ABCO Products Corp. 6800 N.W. 36th Avenue Miami, FL 33147 USA Phone: 305-694-2226 Fax: 305-693-4410 Products: A vertically integrated manufacturing company providing quality physical cleaning products to maintenance markets. Full line provider of brooms, mops, dust mops, brushes, squeegees, and handles, including 100 percent corn brooms, and a variety of push brooms. Mops include cotton, rayon, blended and specialty application products. 05 ACS Industries, Inc. Scrubble速 Products Division One New England Way Lincoln, RI 02865-4247 USA Phone: 401-769-4700 Fax: 401-333-6088 E-Mail: Web Site:

July/August 2013

Products: ACS Industries, Scrubble速 Products Division, manufactures a complete line of professional cleaning products including scouring pads, sponges, scrubbers, all types of wet and dry mops, upright corn and synthetic brooms, push brooms, microfiber mops and a full line of hand held brushes for commercial and foodservice use. The ACS Rotary Floorcare line includes floor maintenance pads, non-woven floor pads, steel wool and sand screen disks. 13 Algoma Mop Manufacturers 813 Rabas St., Algoma, WI 54201 USA Toll Free: 800-216-3478 Fax: 920-487-3478 E-Mail: Web Site: Company Officers: Ron Opicka, CEO; Tracy Nelson, Associate Executive Director, Allan R. Wartella, Sales

Products: Wet mops, dust mops, microfiber products. Mops manufactured are made by people with disabilities in Algoma, WI. The company offers a full line of mops and microfiber products. Custom manufacturing capabilities are available. Most of the products can be private labeled with company information. Algoma Mop serves wholesalers, distributors, schools, universities, hospitals, laundry and linen services, janitorial contractors, restaurants, correctional and governmental facilities. Purchases help train and employ people in obtaining their personal independence and employment goals. 13 Carolina Mop 819 Whitehall Road Anderson, SC 29625 USA Toll Free: 800-845-9725 Fax: 864-225-1917 E-Mail: Web Site:

Products: Mop buckets, wet floor signs, squeegees, dust pans, and carpet bonnets. Carolina Mop carries a full line of wet mops, dust mops, brooms, brushes, and handles. 05 Culicover & Shapiro, Inc. 270 K Duffy Ave. Hicksville, NY 11801 USA Phone: 516-597-4888 Fax: 516-597-4889 E-Mail: Web Site: Company Officers: Richard Shapiro, President; David Shapiro, Treasurer 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. Culicover & Shapiro was established in 1929. Over the years it has grown and changed and now occupies a large modern facility in Bayshore, NY. It can manufacture all types of brooms quickly and efficiently with modern CNC machinery, but still can run small orders and do hand work. It can also manufacture to specifications and frequently OEM for other brush manufacturers. 13 Delamo Mfg. 7171 Telegraph Rd. Montebello, CA 90640 USA Phone: 888-711-8011 Fax: 323-936-3567 E-Mail: Web Site: Products: Innovative cleaning tools, including trash/utility cans, pails, wringer buckets, dust pans, mop sticks, and more. 10 Filmop USA 13410 Hwy 105 West Conroe, TX 77304 USA Phone: 936-588-8942 Fax: 936-588-8948 E-Mail:

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Maintenance Sales News Web Site: Products: Designs, manufactures and distributes: buckets; carts - hospital, janitorial and maid; dusters; dusting cloths; dustpans; floor finish applicators; handles - mop, broom, brush and telescopic; microfiber products; mopping equipment; mops - dust and wet; plastic containers; safety products equipment and signs; squeegees - floor and window; wall washing equipment; waste receptacles; window cleaning accessories; wringers. 11 Fuller Industries One Fuller Way, P.O. Box 729, Great Bend, KS 67530 Phone: (800) 551-3030 Web Site: Company Officers: Brady Gros, CEO; Ellen Moran, CFO Products: Brooms, brushes, wet mops, dry mops, hardware, floor care, cleaners, disinfectants, deodorizers, microfiber, dilution control. 13 Gift Sales Co. P.O. Box 17082 Wichita, KS 67217 USA Phone: 316-267-0671 FAX: 316-267-2930 E-Mail: Web Site: Company Officers: Bill Myers, Owner/ President Products: Dust pans metal and plastic, urinal screens, enzyme blocks, 20 lb. deodorant blocks, fly swatters, wall blocks, urinal blocks, asorbit, bottles, caps. 10

55 latest CNC controlled machinery. Gordon Brush can make any staple set, hand laced, wire drawn or twisted-in-wire brush to meet customersâ&#x20AC;&#x2122; needs. Its in-house tool-making facility, coupled with state-ofthe-art CNC equipment, provides the ability to produce all brush components necessary for custom products. Can imprint and private label brushes for the brush industry. 10 E. Gornell & Sons, Inc. 2241 N. Knox Avenue Chicago, IL 60639 USA Phone: 773-489-2330 Fax: 773-489-1102 E-Mail: Web Site: Products: Gornell built its reputation as a custom designer and manufacturer of quality brushes for industry and maintenance. Gornell is a supplier of scratch, platers and welder brushes, staple set on the latest CNC-controlled machinery. It offers custom-design and manufactures 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 a century, Gornell has been supplying quality brushes and excellent service at competitive prices. It continues to grow, producing 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. 13

E-Mail: Web Site: 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

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GSC Manufacturing, Inc. 510 Merritt Avenue Nashville, TN 37203 USA Phone: 615-248-6556 Fax: 615-248-6558

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Gordon Brush Mfg. Co., Inc. 6247 Randolph Street Commerce, CA 90040 USA Phone: 323-724-7777 Fax: 323-724-1111 E-Mail: Web Site:,, 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. The Company was founded in 1951 by Don Gordon, a brush maker and machine builder. It was purchased in 1973 by the Loitz family and was sold to Ken Rakusin and the Loitzâ&#x20AC;&#x2122;s son, Bill Loitz, in January, 1998. Gordon Brush invests heavily in the

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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 Ha-Ste Manufacturing, Inc. P.O. Box 168 Union City, IN 47390 USA Toll Free: 800-228-6677 (MOPS) Phone: 937-968-4858 Fax: 937-968-4524 E-Mail: Web Site: 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 customers’ needs. 13 Haviland Corporation 200 S. Hwy. U - P.O. Box 769 Linn, MO 65051 USA Phone: 573-897-3672 Fax: 573-897-4497 E-Mail: Web Site: Company Officers: Jan Haviland, President & CEO; Dale Heidbrink, VP of Operations Products: Haviland manufactures floor and window squeegees; waterbrooms; replacement blades for sweeper scrubbers and paving tools in the United States. Over 90 percent of the raw materials Haviland Corporation uses

Carolina Mop Manufacturing Co. "By Test - The Best Mops Made" E-mail: Toll Free: 1-800-845-9725 Fax: 1-864-225-1917 P.O. Box 5072 Anderson, SC 29623

to manufacture products are derived from the USA. Haviland manufactures the largest selection of floor squeegees in North America including non-marking, neoprene, FDA approved, double foam, antimicrobial and numerous others, according to the company. Haviland Corporation’s selection of floor squeegees also includes variations in blades such as flat edge, multi edge, double, serrated (notched), and beveled. 12 Hight Brush 4614 Acacia Woods San Antonio, TX 78249 USA Phone: 210-860-7896 Fax: 210-695-6971 E-Mail: Web Site: Company Officers: Robert Hight Products: Tube brushes, scratch brushes, paintbrushes, power brushes, cleaning brushes. The company produces any type of brush. 13 Lafitte Mop Co., Inc. P.O. Box 577 Villa Rica, GA 30180 USA Phone: 770-459-5966 FAX: 770-459-1116 E-Mail: Web Site: Company Officers: John Lafitte, President; Cathy Lafitte, Secretary/Treasurer Products: Lafitte Mop Co., Inc. manufactures 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 of-

fered 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. 13 Laitner Brush Company 1561 Laitner Drive Traverse City, MI 49686 USA Phone: 231-929-3300 FAX: 231-929-7219 E-Mail: Web Site: 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: 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 Clarksville, TX 75426 USA Phone: 903-427-2261 Fax: 903-427-5230 E-Mail: Web Site: Products: Floor and garage brushes, street

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brooms, scrub brushes, masonry brushes, paintbrushes and sundries, squeegees, concrete finishing brooms, hot-dipped pails, fender and utility brushes, wax applicators and corn brooms, 13

Willoughby, OH. Malish Plastics specializes in custom thermoplastic extrusions to produce a wide range of profiles and tubes. 13

Mill-Rose Company, The 7995 Tyler Blvd. Mentor, OH 44060 USA Phone: 440-255-9171 Fax: 440-255-5039 E-Mail: Web Site: Company Officers: Paul Miller, President Products: Mill-Rose is a U.S. manufacturer of twisted-wire brushes and a market leader for brushes of all uses. The company designs, engineers, manufactures, and delivers brushes in small, as well as large quantities catering to a customerâ&#x20AC;&#x2122;s specific needs. It has helped set the standard for quality, performance, and innovation in brush technology for over 90 years. Mill-Rose brushes are used in virtually every industry around the world, including, but not limited to, aerospace, agriculture, automotive, defense, energy, manufacturing, medical, technology, and telecommunications. Customers can choose from thousands of â&#x20AC;&#x153;standardâ&#x20AC;? and â&#x20AC;&#x153;not-so-standardâ&#x20AC;? sizes and shapes of brushes that deburr, polish, finish, sort, auger, conduct, dissipate, collect, move and protect materials. Mill-Rose brushes are often used in non-brushing applications to solve engineering, design, and production problems. Mill-Rose has designed E. Gornell & Sons, Inc. more than 100,000 special brushes with Engineers and Manufacturers of Industrial & Custom Brushes unique configurations for unique applications. Strong demand for Mill-Rose brushes by Since 1892 the plumbing, heating and cooling industry Over 100 Years of Quality, Service & Excellence led to the formation of Clean-Fit Products serving professional contractors, hardware wholesalers and Do-It-Yourself home centers. Clean-Fit Products offers contractors a com2241 N. Knox Ave. plete line of brushes, abrasives, PTFE Chicago, Il. 60639 sealants and specialty tools, including a new Tel: (773) 489â&#x20AC;&#x201C;2330 line of Blue MonsterÂŽ professional-grade Fax: (773) 489â&#x20AC;&#x201C;1102 products. email: Website: Mill-Rose Laboratories manufactures a complete line of disposable and Circle 20 reusable brushes, snares and baskets used throughout the medical industry. Itâ&#x20AC;&#x2122;s a leading source for laboratory and scientific brushes, biopsy and micro brushes, and stainless steel wire forms used in a broad range of applications. 13

The Malish Corporation 4260 Hamann Parkway Willoughby, OH 44094 USA Phone: 440-951-5356 Fax: 440-951-0293 E-Mail: Web Site: Company Officers: Terry J. Malish, Chairman; Jeffrey J. Malish, President & CEO; Fred Lombardi, Vice President Sales & Marketing 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 positioned to handle customer requirements virtually anywhere on the globe. Malish also offers a full line of janitorial and foodservice/color-coded brushes for use in a wide variety of industries. More recently, the Diamabrushâ&#x201E;˘ 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

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Milwaukee Dustless Brush Gordon Brush Wisconsin, LLC 6247 Randolph Street Commerce, CA 90040 USA Phone: 323-724-7777 ext. 280 Fax: 323-724-1111 Web Site: Products: Brooms; brushes; squeegees; dusters; mops (including the eMopâ&#x201E;˘ Bucketless Mop System); sweepers (including: Speedy Sweep, cordless battery operated sweeper); brooms: Speed SweepÂŽ, Speedy CornÂŽ; upright and lobby, deck scrubs; truck wash brushes; Speed SqueegyÂŽ: aluminum, flex squeegy; utility brushes; Perma Polyâ&#x201E;˘ brush, industrial and retail. 12 Moonsoft International, Inc. 3808 N. Sullivan Rd., Bldg. 12, Suite Q, Spokane, WA 99216 USA Phone: 877-892-9360

Fax: 509-892-9355 Website: Products: Microfiber mop pads and dusters, related hardware. 12 Nexstep Commercial Products, (Exclusive Licensee of O-Cedar) 1450 W. Ottawa Road Paxton, IL 60957 USA Phone: 217-379-2377 Fax: 217-379-9901 E-Mail: Web Site: Company Officers: Todd Leventhal, President; Joel Hastings, General Manager Products: Dust mops, microfiber products, wet mops, mopsticks, mop buckets and wringers, angle brooms, dust pans, floor sweeps, street brooms, brushes, hangers, bathroom accessories, scrapers, sponges and pads, dusters, corn brooms, paver brushes and rotary brushes. 13 Otis Technology 6987 Laura St. Lyons Falls, NY 13368 USA Toll Free: 800-OTISGUN (684-7486) Fax: 315-348-4332 E-Mail: Web Site: Company Officers: Len Nelson, Vice President of Sales & Marketing; Harold Philbrick, Director of Operations Products: Double-ended all purpose brush. Available in nylon, blue nylon, bronze, or stainless steel bristles. With over 1,001 uses; great for a wide variety of applications from janitorial uses such as cleaning grout, corroded electrical wires and battery terminals, to automobile detailing, crafts, wood working, and more. 13 Perfex Corporation 32 Case Street Poland, NY 13431 USA Toll Free: 800-848-8483 Web Site:

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July/August 2013 and solvents. Ideal for floor chemical application. Quickly wipe surfaces dry and nearly streak-free. Wash and rinse with warm water, dries quickly. Twin blade squeegee available in 18”, 24”, 30” lengths. Qick-Dry foam squeegee available in 18” and 24” only. 13

customers. Along with the many items offered in its catalog, the company has increased the number of items it manufactures according to customer specifications. Cost-conscious approach enables offering private labeling to volume purchasers at competitive prices. 11

Proveedora Mexicana de Monofilamentos, S.A. de C.V. (PMM) Oriente 217 No. 190 Mexico City, D.F., 08500 MEXICO Toll Free: 1-877-202-9320 OEM SUPPLIERS TO Phone: 001 (52 55) 55 58 6502 THE Fax: 001 (52 55) 55 58 4483 BROOM & MOP E-Mail: INDUSTRY Web Site: Company Officers: Enrique Mejia, General Manager; Dennise Silva, Sales Manager Products: PMM produces synthetic engineered monofilaments for the brush industry. It offers nylon 6.12, nylon 6, nylon 6.6, nylon 6 plus, polyStreet Brooms ester PBT, polyethylene and polypropylene filaments in a wide range of calipers and colors. It specializes in critical applications, where consistency and quality are a must. 13

St. Nick Brush Co. P.O. Box 15, Burton, OH 44021 USA Toll Free: 800-798-1269 Fax: 440-834-0243 Web Site:, Products: For over 30 years, the St. Nick Brush Company (a division of the Hardwood Lumber Company) has been a start-to-finish business that produces a complete line of consumer and industrial brushes, brooms and brush blocks. Every stage of the manufacturing process is overseen by experienced brush makers who are dedicated to creating the highest quality products. In 2005, the company doubled the size of its warehouse and inventory, decreasing the average lead time to two days. Products listed as brushes and brooms: street brooms, floor sweeps, scrub brushes and concrete finishing brushes. Products listed as hardwood brush and broom blocks: snow handle, scratch brush, bagel block, floor sweep, street broom, deck scrub and all types of scrub brush blocks. 13

Products: Twin-Blade and Quick-Dry Foam Squeegees are constructed of USDA and FDA approved materials. Products are chemically resistant and non-sparking, will not rust or corrode, according to the company. Perfex squeegees are engineered specifically to exceed the rigorous demands and hygienic concerns in today’s food manufacturing and infection control markets. The 100 percent polymer construction will resist water, oil, grease, detergents, sanitizers

Push Brooms

Concrete Finishing Brushes

Utility Brushes

Bi Level Scrub Brushes

Galvanized Pails

Direct importers/distributors of hot dipped galvanized pails, tubs, chip brushes, corn brooms, handles and other quality products. P.O. Box 932 * 1001 N. Cedar * Clarksville, TX 75426 (903) 427-2261 phone * (903) 427-5230 fax email:

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Quinn Broom Works, Inc. 1527 IL Rt. 121, P.O. Box 575 Greenup, IL 62428 USA Phone: 217-923-3181 Fax: 217-923-5150 E-Mail: Web Site: Company Officers: Mark D Quinn, President Products: All types of wound, nail, kitchenette, whisk and toy brooms. Corn brooms manufactured to customers’ specifications. 13 Reit Price Company 522 W. Chestnut Street Union City, IN 47390 USA Phone: 765-964-3252 Fax: 765-964-5343 E-Mail:, Web Site: Company Officers: Thomas W. Kerns, President; R. Allen Kerns, Vice President Products: Wet mops, dust mops, handles, corn brooms, microfiber, mopping pads, and microfiber cleaning towels. 13 Royal Paint Roller Mfg. Corp. 248 Wyandanch Ave. West Babylon, NY 11704 USA Phone: 631-643-8012 Fax: 631-253-9428 E-Mail: 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 full line of painting accessories for the professional and do-it-yourself markets. Royal Paint Roller Mfg. Corp. has been providing top quality paint rollers and painting accessories for the professional and do-it-yourself markets for over 40 years. It takes pride in the reputation it has established over the years of being more than simply a supplier, but rather a “business partner” to

Tucel Industries, Inc. 2014 Forestdale Road - P.O. Box 146 Forestdale, VT 05745 USA Phone: 802-247-6824 Fax: 802-247-6826 E-Mail: Web Site: Company Officers: John C. Lewis, Jr., President; Joanne Raleigh, Vice President Products: Tucel produces brushes currently serving foodservice, janitorial and other industries. Tucel is 100 percent green, recyclable and fused. All products are polypropylene which does not absorb water, causing bacteria. Fused brushes are made using a manufacturing process whereby the bristle and block are “heat fused” together; thus no holes and no staple where bacteria can har-

GSC MINT ABSORBIT For • Schools • Hospitals • Motels • Restaurants • All Commercial Establishments Each dozen comes with a 7” x 8” clip-on dust pan Absorbs and Deodorizes Vomit and Other Smelling Liquids or Solids Cover the problem area with a layer of GSC-MINT. Allow time for absorption. Sweep residue into dustpan for easy removal.

See Us At ISSA

Booth #3865

With Handle WEIGHT ONE POUND one dozen per case

P.O. Box 17082 Wichita, KS 67217 1-800-992-0181 pho: 316-267-0671 fax: 316-267-2930 email: Circle 26

Maintenance Sales News


bor and cross-contaminate. Tucel originated in 1970 gaining its first patent for “fusing” bristle to block. Tucel was located in Middlebury, VT, for 10 years and relocated to Forestdale where the 45,000square-foot factory still remains. Tucel has held more than 38 patents worldwide. Tucel also develops a wide assortment of specialty brushes for other companies. Tucel has its brushes NSF tested for cleanability. All products are HACCP compatible. The company has been under the same ownership since it started in 1970. 12 Wooster Brush Company, The 604 Madison Ave., P.O. Box 6010 Wooster, OH 44691 USA Toll Free: 800-392-7246 Fax: 330-263-0495 E-Mail: Web Site: Company Officers: William Fagert, President; Jon Rose, Vice President of Sales; Scott Rutledge, Vice Prisident of Marketing Products: With more than 160 years of industry experience, The Wooster Brush Company manufactures paintbrushes, rollers, surface prep tools, and painting equipment in the USA. Wooster offers, through distribution, over 2,000 products for professional and do-it-yourself painters. Brand names include Ultra/Pro®, Alpha™, Advantage®, Yachtsman®, Shortcut®, and Golden Glo® paintbrushes; Super/Fab®, Pro/Doo-Z®, Avalon™, Super Doo-Z®, and Polar Bear® paint rollers; Sherlock® roller frames and extension poles; the Jumbo-Koter® miniroller system; and Prep Crew® surface prep tools. 13 Young & Swartz, Inc. 39 Cherry St. Buffalo, NY 14204 USA Phone: 716-852-2171

Fax: 716-852-5652 E-mail: Web Site: 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, computerized equipment. Established in 1866. Specializing in custom made brushes. 12 Zelazoski Wood Products, Inc. 835 Ninth Avenue - P.O. Box 506 Antigo, WI 54409-0506 USA Phone: 715-627-4804 Fax: 715-627-2347 Toll-Free: 800-240-0974 E-Mail: Web Site: Company Officers: James Zelazoski, President; Michael Zelazoski, Vice President; Joseph Zelazoski, Vice President; Charles Zelazoski, Treasurer; Benjamin Zelazoski, Secretary 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 began in 1924 as the Thos. Zelazoski Mfg. Co. The company began making wooden blocks for the brush and broom industry in 1928. Over its existence, ZWPI has continued to update machinery, facilities, and processes to meet the ever-changing needs of its customers.

new Delamo’s new Janitor Cart combines innovation for heavy-duty utility and high-capacity storage with the least amount of space. Features a docking station for wringer buckets, a quick release liner lock, dozens of tool holders and accessories to create a most efficient cleaning system.

Zelazoski Wood Products’ modern facility enables it to manufacture a wide range of parts according to customers’ specifications, especially where close tolerance and high quality are required. Unless imported wood is specifically requested, all brush and broom blocks are made from managed North American forests. 13 Zephyr Manufacturing Co. 200 Mitchell Road Sedalia, MO 65301 USA Phone: 660-827-0352 Fax: 660-827-0713 E-Mail: Web Site: Company Officers: R. J. Lindstrom, President; Bob Schneider, Vice President of Sales Products: Zephyr offers a complete selection of wet mops and dry mops covering the full range of fibers, styles, and prices. Also offered are brooms, brushes and specialty products, handles, frames, dusters, mop sticks and many related items. 13

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Traditional cleaning tools made in USA from post-consumer waste – used plastic and tires. Sustainable solutions and eligible for LEED credits.

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7171 Telegraph Road | Montebello, CA 90640 | USA | 888/711.8011

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7171 Telegraph Road | Montebello, CA 90640 | USA | 888/711.8011

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July/August 2013 ADVERTORIAL

Tried, True & Dependable

Hi-Genic® Non-Acid Bowl Cleaner Hi-Genic® is a ready-to-use, thick, nonacid bowl and bathroom cleaner, disinfectant, deodorant, mildewstat, and virucidal cleaner that kills HIV-1 (AIDS), Pandemic 2009 H1N1 Influenza A (formerly swine flu) and many others.

Circle No. 106 Hi-Genic® has a very pleasant, longlasting fragrance and is completely safe to use for daily maintenance on all nonporous bathroom surfaces and fixtures. It contains no harmful alkalis or abrasives, will not etch or pit metal or porcelain fixtures, and will not harm carpet if contact occurs.

Charlesbank Capital Partners Makes Investment In Trojan Battery Company According to spokespeople for Trojan Battery, Charlesbank Capital Partners has announced it has made an investment in Trojan Battery Company, a global manufacturer of deep-cycle lead acid batteries. Headquartered in Santa Fe Springs, CA, Trojan has been owned by the Godber family since its founding in 1925. The transaction, which was funded with both equity and debt, introduces the first outside equity for the company, with the management team making a notable co-investment and the Godber family maintaining a significant ownership position. GE Antares Capital provided the debt portion of the financing. “Trojan sees diverse opportunities to continue to grow our business and increase market share with Charlesbank as our new partner,” said Jeff Elder, president and chief executive officer of Trojan Battery. “Trojan takes pride in cultivating strong relationships with our customers and we are pleased to have raised capital that will help Trojan expand and meet its full potential. Charlesbank’s experienced team will be a valuable strategic resource as we move ahead in establishing our U.S.-based manufacturing facility for AGM batteries and our continued global expansion.” Trojan officials say its batteries are designed to meet the complex energy storage requirements for numerous applications in the fleet golf, utility electric vehicle, aerial work platform, floor cleaning, renewable energy, backup power, recreational vehicle, material handling and transportation markets. The company’s products are produced in state-of-the-art manufacturing facilities in California and Georgia, and are sold in more than 120 countries through Trojan’s global network of over 50 distributors, as well as over 100 direct customers, including vehicle and equipment OEMs. “We are very pleased to partner with this talented management team to help continue to grow the business and build on the 88year legacy of the Godber family,” said Ryan Carroll, Charlesbank managing director. “Trojan has a wellrespected brand in the battery industry and a reputation for high quality and technology leadership. With this excellent foundation we believe the business is well-developed to grow in its existing markets as well as in newer markets such as renewable energy, transportation and back-up power.”

“The Godber family is dedicated to playing a significant ongoing role in the evolution of the Trojan brand and company in conjunction with Charlesbank,” said Rick Godber, chairman of board for Trojan Battery. “In support of Trojan’s tremendous market share growth in recent years, the company is looking forward to meeting the strong unmet demand for quality U.S.-made deepcycle batteries, which will drive Trojan’s pursuit of new business opportunities worldwide.” Visit for more information.

From Cascades

Who Says Tissue Has To Be White? Cascades says its Moka tissue products are made from 100 percent unbleached recycled fiber and are environmentally responsible choices. By adding 20 percent corrugated box fiber to the pulp mixture and eliminating bleaching chemicals, Cascades Tissue

Circle No. 105 Group says it has achieved the feat of reducing the environmental impact of the raw material by 25 percent without compromising the softness of the tissue. This innovation, which, according to the company, eliminates the bleaching stage of the fiber, reduces greenhouse gas emissions by 30 percent compared to the Cascades greenest white tissue, also made from 100 percent recycled fiber. The Cascades Moka products are certified Processed Chlorine Free®, Green Seal™, EcoLogoM and Green-e®. The Cascades Moka tissue product line contains two product categories: the bathroom tissue and the facial tissue. The beige color of the paper is a trademark of Cascades Canada ULC. Visit

JanSan Marketing Want to do more to promote your business, but don’t know where to start? Our customized marketing plans meet all types of promotional needs and budgets

SEO Websites Current Website Optimization E-Newsletters Videos SEO Press Releases Online Directory Listings Social Media Case Studies Promotional Postcards Advertising 7KHLQGXVWU\·VRQO\IXOOVHUYLFHRQOLQHRIÁLQHPDUNHWLQJFRPPXQLFDWLRQVUHVRXUFH is a division of Petru & Associates, Ltd., a trusted name in marketing services to the JanSan industry since 1990.

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Maintenance Sales News


Cascades Tissue Group Honors 33 Firms In Its Fourth Annual Environmental Achievement Awards Cascades Tissue Group recently announced that 33 of its corporate partners and distributors received environmental achievement awards for their strong partnership and commitment to offering environmentally preferable products. Cascades says the award-winners include 23 U.S. and 10 Canadian businesses with sales of products that represent Cascades’ commitment to environmental sustainability. By offering its commercial and industrial customers tissue paper products made from 100 percent recycled fiber, rather than virgin fiber, the environmental achievement award recipients saved 845,209 trees — equivalent to 2,108 American football fields.

Emerald Professsional Offers Gloves For Use In High Risk Situations Emerald Professional Protection Products is an importer and wholesaler of a broad range of gloves, safety masks and single use disposables located in Somerset, NJ. The company says its Total Max 15mil high risk gloves are ideal for industrial and safety situations where form, fit and function are paramount.

Circle No. 104 For over 20 years, Emerald Professional Protection Products have serviced distributors and suppliers in the industrial, automotive, safety and first-aid fields. The company says it offers a wide glove selection at low prices. “Stay protected and save money. It’s simple. It’s Emerald,” is the company motto. 1-800-652-2558

“It is an honor to recognize these distributors for their efforts in promoting environmentally sustainable products,” said Suzanne Blanchet, Cascades Tissue Group president and CEO. “Their support and partnership is invaluable as we continue to reduce our environmental impact and in educating buyers and end users on the significance of using sustainable products.” Honorees of the Cascades Tissue Group’s fourth annual environmental achievement awards include: • Cintas Corporation (Cincinnati, OH); • Office Depot, Inc. (Delray Beach, FL); • Staples, Inc. (Framingham, MA); • Starbucks Corporation (Seattle, WA); • Imperial Bag & Paper Company, LLC (Bayonne, NJ); • Labatt Food Service (San Antonio, TX); • Penn Jersey Paper Co. (Philadelphia, PA); • Dade Paper Company (Miami, FL); • HP Products (Palo Alto, CA); • Kelsan, Inc. (Knoxville, TN); • Paper Enterprises, Inc. (Bronx, NY); • Economical Jan. & Paper Supplies, LLC (Harahan, LA); • Reinhart FoodService, L.L.C. (Rosemont, IL); • Southwest Paper Company (Wichita, KS); • Dacotah Paper Co. (Fargo, ND); • McShane Enterprises, Inc. (East Brunswick, NJ); • Tarheel Paper Company (Winston-Salem, NC); • Janitor’s Supply & Paper Co., Inc. (Greenville, MS); • Schneider Paper Products, Inc. (Baton Rouge, LA); • JAD Corporation of America (Flushing, NY); • Cavalier Inc. (Norfolk, VA); • Holt Paper & Chemical Company (Baltimore, MD); • Jackson/Newell Paper Company (Meridian, MS); • Wood Wyant, fil. du Groupe Sani Marc (Victoriaville, QC); • Staples Advantage (Mississauga, Ontario); • Flanagan Foodservice, Inc. (Kitchener, Ontario); • G.T. French Paper Limited (Hamilton, Ontario); • Unisource Canada, Inc. (Montreal, Québec); • Distribution Sogitex (Val-d’Or, Québec); • WFS Ltd. (Windsor, Ontario); • Les produits Sanitaires et d’Emballage Ecologixx Inc. (Montreal, Québec); • Romco, a division Boudreault Canada Ltd. (Ottawa, Ontario); and, • Swish Maintenance Limited (Peterborough, Ontario). Visit

Carlisle Promotes Todd Spencer Todd Spencer has been named Carlisle FoodService Products national director of sales for Carlisle Sanitary Maintenance Pds. (CSMP). He is responsible for the development/execution of the strategic growth plan for the jan/san market. Spencer joined the Carlisle Sanitary Maintenance Pds. sales team in October, 2012, as director of national accounts. Prior to his coming Todd Spencer to Carlisle, he was sales director for Compass Minerals, jan/san for North American Salt.

NATURESOL Oxygen Boosted Cleaning System Simplicity, two products to truly clean and disinfect your entire facility. The Naturesol Cleaning System is designed to clean and disinfect all environmental surfaces. It can be used on floors, walls, restrooms, shower rooms, sinks, countertops, carpets, kitchens, glass, furniture, and other surfaces. Our exclusive blend of organic, plant-based surfactants, citrus solvents, and organic oxidizing agents are formulated to provide the highest level of cleaning combined with state of the art green bio-renewable chemistry. The Closed Loop Naturesol Dilution Control System allows you to safely, effectively, and economically dispense both Naturesol total facility cleaner and One Step Disinfectant. For more information contact Chemical Universe, Inc. 816-471-3602

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July/August 2013


ith expanded trade show hours, a full slate of educational and networking opportunities and three keynote speakers, ISSA/INTERCLEAN® North America 2013 is expected to meet the needs of a variety of attendees and exhibitors. The event is scheduled for November 18-21 at the Las Vegas Convention Center in Las Vegas, NV, where there will be additional hours built into the week’s three-day trade show schedule. ISSA says this expansion is the result of attendee convention surveys from last year reporting there was not enough time on the show floor to conduct meetings and visit the more than 650 participating exhibitors. An ISSA/INTERCLEAN committee also made the recommendation. This year’s event will follow a Monday through Thursday schedule, based on the convention center’s availability. “We are pleased to better meet attendee needs and to provide additional return on their investment,” ISSA Executive Director John Garfinkel said. “In a year when the theme of ISSA/INTERCLEAN is ‘My Show. My Value,’ it is fitting that buyers and exhibitors can take advantage of more show and more value.” Another feature that will help attendees conduct more business is a new area where they can secure private meeting space or connect with peers in a central lounge located on the trade show floor. This year ISSA is also offering three days of keynote addresses. They will feature a mix of motivational executive advice and entertainment. Attendees will hear from inspirational speaker and former Blue Angel pilot John Foley, Zappos CEO Tony Hsieh, and magician and endurance artist David Blaine. The keynote addresses will be hosted on the trade show floor, allowing attendees faster access to the exhibits and further centralizing the event. The keynote speaker for Tuesday, November 18 will be Foley, who became one of the top pi-

Greener cleaners make a difference. Ours make a BIG difference. And they REALLY work. Visit us on-line, and take the first step toward a cleaner, greener world. Circle 22

Toll Free: 1-877-674-4373

lots in the world when he transitioned from a Navy carrier pilot to Lead Solo of the Blue Angels Flight Demonstration Team. Using Blue Angel methodology as a model, he developed his Diamond Performance® Framework for excellence. Foley has used that message to advise Fortune 500 corporations, professional athletic teams, venture capital companies, professional associations and

Maintenance Sales News educational institutions. Foley will share with attendees his path to achieving goals and how he turned setbacks and disappointments into opportunities for learning and improvement. Attendees will learn how to equip organizations, teams, and themselves to pursue their highest goals, achieve breakthrough performance and sustain results. During his years of service as a Navy carrier pilot, Foley won six "Top Ten Carrier Pilot" awards. On Wednesday, November 20, the keynote address will be presented by Tony Hsieh (pronounced Shay). In 1996, at the age of 21, Hsieh started developing the idea for an advertising network called LinkExchange, which allowed members to advertise their sites via its network. LinkExchange would grow to

Attendees can hear from (L-R), inspirational speaker and former Blue Angel pilot John Foley, Zappos CEO Tony Hsieh, and magician/endurance artist David Blaine. more than 400,000 members with 5 million ads rotating daily, and three years later, Hsieh sold the company to Microsoft for $265 million. Hsieh then joined Zappos, an online shoe and apparel shop, as an adviser and investor. He eventually became CEO, where he helped Zappos grow from almost no sales to more than $1 billion in gross merchandise sales annually, while simultaneously making Fortune magazine’s annual “Best Companies to Work For” list. Zappos was acquired by Amazon in November 2009 in a deal valued at $1.2 billion on the day of closing. Hsieh will share the different ingredients used by to build a long-lasting enduring brand, including the importance of customer service and company culture. He also will talk about how focusing on delivering happiness to customers and employees has enabled the company to expand. The final keynote speaker is David Blaine, who will give his presentation on Thursday, November 21. As a boy trying to get an edge in swimming competitions, Blaine taught himself a valuable lesson: If you have the will and the drive, you can do almost anything. For him, it started with holding his breath under water long enough to beat the competition. Later, as a world renowned magician and endurance artist, his focus and dedication helped him achieve the challenge of holding his breath past the point when people would clinically be considered dead. He broke the world record at 17 minutes and 4 seconds, live on the The Oprah Winfrey Show. For more than a decade, Blaine has been attracting the world’s attention with his highprofile endurance stunts. Starting his career as a magician who appeared to do the impossible with a deck of cards, he was soon following in the footsteps of Harry Houdini — seeking out that which seems physically impossible. To that end, he’s been buried alive in New York City for a week, barely survived being encased inside a six-ton block of ice for three days and three nights, stood atop a 100-foot-tall pillar for 36 hours without a safety net, survived inside a transparent box in London on nothing but water

63 for 44 days and spent one week submerged in a sphere-shaped aquarium at Lincoln Center. Blaine will share his stories of passion, determination and what it takes to challenge the realm of what others would find “impossible.” Also during ISSA/INTERCLEAN, co-location partner, Building Service Contractors Association International (BSCAI), will host Contractor Day at the show, on Thursday, November 21. There will be a number of contractor-specific opportunities avail-

able for attendees. IEHA (Uniting Facility Managers Worldwide) and the Association of Residential Cleaning Services International (ARCSI) also will return in 2013 to co-locate their annual events with ISSA/INTERCLEAN, while additional distributor marketing groups will hold events throughout the week. Visit to learn more about the new event schedule, exhibitors, keynote speakers and other events during the week.

We’re always meeting the best minds in the industry, and that exposure helps us stay ahead of the game. That’s my show, my value.

Manon Larose Executive Vice President Larose et Fils Ltee. Distributor

ISSA/INTERCLEAN® and the ISSA Convention offer the networking, innovations, and education vital to your operations. Gain access to more than 650 suppliers and thousands of peers from 70 countries. Register at

my show. my value. NOVEMBER 18–21 LAS VEGAS, NV

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D Le on ft ’t B O e ut !

Maintenance Sales News 2014 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 2, 2014. (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.

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

Maintenance Sales News


Americo Reintroduces Glit®/Microtron® Floor Pads To The Marketplace Americo Manufacturing Company Chief Executive Officer Lenny Shutzberg announced earlier this year that Americo had acquired the strategic assets of Glit/Microtron, including all nonwoven product formulations. "We're happy to provide Glit's highly regarded CocoPad®, Buckaroo®, and Joey® floor pads back into the marketplace," said Shutzberg. "With the addition of these particular pads, we are offering a comprehensive array to our existing clients, while providing a solution to those who have grown accustom to utilizing certain floor pads formerly produced by Glit."

on floor finishes where frequent to moderate UHS burnishing is recommended and works well with a variety of leading floor finishes. It may be utilized with ultra high speed machines (electric, propane, battery) up to 3,000 rpm; and,

n Buckaroo® — Americo officials say the Buckaroo burnishing pad is designed for burnishing on medium to hard floor finishes. Constructed of blended polyester and natural fibers, this pad performs well in heavy traffic applications due to its high gloss capability

and light cleaning ability. Buckaroo may be utilized with ultra high speed machines (electric, propane, battery) up to 3,000 rpm. All three products are available in standard sizes (17"-28"). Other sizes are available per request. Visit for more information.

We meet new business partners that help us deliver cutting-edge solutions to our customers. That’s my show, my value.

Chris Dawson Regional Sales The Clay Group Distributor

From top to bottom, CocoPad®, Buckaroo®, and Joey® floor pads

Circle No. 108

These pads do not replace current Americo products. Company spokespeople say that the addition will further enhance Americo's comprehensive product line. The new products include: n CocoPad® — The coco oil present in the coconut fiber provides a natural lubrication and creates high gloss results with a very pleasant scent. The CocoPad is designed for frequent burnishing on soft to medium floor finishes. This pad may be utilized with ultra high speed machines (electric, propane, battery) up to 3,000 rpm. Americo says this pad works well with all burnishing equipment, and is also successful in daily cleaning with automatic scrubbers up to 1,000 rpm. The company says 100 percent recycled fiber combined with natural coconut fiber makes CocoPad® a sustainable pad; n Joey® — The Joey® pad is constructed of a blend of 100 percent recycled polyester fibers and is a superior soft pad that lightly polishes the floor for a reflective appearance. This pad is ideal for use

ISSA/INTERCLEAN® and the ISSA Convention offer the networking, innovations, and education vital to your business. Gain access to the leadership of more than 650 suppliers—in one location. You’ll find value that is worth the investment. Register at

my show. my value. NOVEMBER 18–21 LAS VEGAS, NV

Circle 36


July/August 2013

MSN CLASSIFIEDS Handling of a mop. Power of a machine.

PAYING TOO MUCH FOR GLOVES? Latex, Vinyl, Nitrile, and Industrial Gloves - Call Joe today for free samples and a price quote!


Fax: 732-805-9401

PRODUCTS OFFERED MAKE 50-70% PROFIT on our new Doggy Do Pet Waste Stations and Pet Waste Bags. Over 2 Million Bags have been sold in the Houston, Texas area alone with only 500 Doggy Do Pet Waste Stations in place. We are the manufacturer and NEED Distributors NOW to FILL the DEMAND! Call Ron Wiggins at 1-800-634-5816. TRANSPORTATION CHEMICALS Call us for all your transportation chemical needs. 45 year old company expanding market. Ask for our new Non-Haz Mat aluminum cleaner. Visit or call 704-435-9692.

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)

equipment, and stadium seating. Lightweight and portable for building service contracts on the go.

We are proud to manufacture a new state-of-thewhich was introduced at the 2011 ISSA show. That

Our business model is simple;

North America has seen this machine since its inception to the European market in 2008

machine that radically simpli-

The Qleeno standard is designed for use under wall mounted toilets, school desks, patient beds, restaurant 816-410-5760

hard to reach areas. Email:

4.25” MAINTENANCE S A Lx 5.25” E S N E W S A D V E RT I S E R S ’ I N D E X

ABCO Products .........................................5

ITW Professional Brands .......................43

ACS Scrubble...........................................13 ..............................60

Airosol Company, Inc. ............................17

Magnolia Brush .......................................58

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

Matguys ....................................................46

Cargill Salt ...............................................31

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

Payment SHOULD accOmPany OrDer.

Carolina Mop Mfg. Co............................56

Milazzo Industries Inc. ...........................37

Chemical Universe ..................................44

Morgro, Inc. .............................................25

Maintenance Sales News

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

Nexstep Commercial Products...............19

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

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

201 E. Main St. • P.O. Box 130 • Arcola, IL 61910

Culicover & Shapiro, Inc........................58

Occidental Chemical Corporation ........33

Ph. (217) 268-4959 • Fax: (217) 268-4815

DDI System ..............................................39

Perfex ........................................................56

Deb Group................................................47

Plus Manufacturing, Inc.........................40

Delamo Manufacturing, Inc...................59

Qleeno .......................................................61

Classified Ad deadline date is 1st of preceding month. Additional charge for blind classified advertising.

E. Gornell & Sons, Inc. ...........................57

RD Industries...........................................16

Name _________________________________________________________

Enviro-Solutions ......................................62

Salt Depot .................................................35

Company ______________________________________________________

Filmop USA..............................................41

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

Fuller Commercial Products ..................11

SKM Industries, Inc................................60

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

SOFIDEL America....................................3

City __________________________ State ____________ Zip_________

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

St. Nick Brush Co....................................59

No. of Insertions:________ Amount Enclosed: $________

Golden Star ..............................................54

SurcoTech .................................................45

GSC Manufacturing, Inc........................57

von Drehle Corporation............................9

Ha-Ste Manufacturing, Inc. ...................55

VPR Impex (Vapore) ..............................38

Heading or Classification __________________________________________

Harvard Chemical Research, Inc..........42

W.O.W. Brand Products .........................48

Authorized Signature _____________________________________________

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

Warsaw Chemical ...................................46

Hight Brush..............................................57

Wausau Paper..........................................15

Address _______________________________________________________

Phone ___________________ Email _________________________________

Copy __________________________________________________________

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

Wooster Brush Company .......................55


International Salt.....................................29

Xynyth ......................................................27


ISSA INTERCLEAN ........................63, 65

Zephyr ......................................................57


Circle Number Replies Are Now Online @

Circle 25

Jul/Aug 2013 Maintenance Sales News  

• Middletown, PA, Distributor Americhem International • MSN Exclusive Company Interviews • Maintenance Sales News Focus On Ice Melters • Mai...

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