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Circle 87 • See Us At ISSA Booth #2460


September/October 2012


SALES NEWS Exclusively Serving Professional Distributors

September/October 2012

Vol. 29, No. 5

Read/Download MSN At:

MSN FEATURE STORIES MSN’s 2012 ISSA/INTERCLEAN North America Preview A Letter Of Welcome From ISSA President Jon Scoles ....................................6 Incoming ISSA President Lydia Work Outlines Priorities.................................8 Re-imagine Clean 2012 At ISSA/INTERCLEAN® North America ....................10 A Thumbnail Look At Seminars Available To ISSA Show Attendees ...............54 ISSA Exhibitor Showcase • Product Showcase ............................................62

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

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

Jersey Paper Plus Serving East Coast & Working On Increasing ‘Green Sheets’ Since 1930s....................22

Fax: (217) 268-4815


Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130

Keys To These Distributors’ Business:

Arcola, Illinois 61910-0130

Answering Questions & Solving Problems .....................36

(217) 268-4959 Fax: (217) 268-4815

Booth Numbers Courtesy Of ISSA, August 13

Advertisers Index 101 | Classified Advertising 102

On The Cover: Jersey Paper Plus CEO Steven Tabak (left) began learning the business as a young boy from his father, Joseph Tabak (right), who remains active in the business. Jersey Paper Plus, of Edison, NJ, is a distributor of janitorial supplies and foodservice disposables. See story on page 22.

Circle Number Replies Are Now Online @ Industry Calendar of Events


October 16-19, 2012 — ISSA/INTERCLEAN® - North America, McCormick Place, Chicago, IL. For information: 847-982-0800.

Old Address: Affix old mailing label or print old address here:

March 2-5, 2013 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200.

Company ____________________________________________

April 30-May 1, 2013 — Canadian Sanitation Supply Association’s Can Clean 2013, Mississauga, ON. For information: 866-684-8273.

City, State, Zip ________________________________________

Name _______________________________________________

Address _____________________________________________

New Address: Print new address here: May 7-9, 2013 — National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. For information: 203-840-5622.

Name _______________________________________________ Address _____________________________________________

May 18-21, 2013 — National Restaurant Association’s Restaurant, Hotel-Motel Show, McCormick Place, Chicago, IL. For information: 312-853-2525.

City, State, Zip ________________________________________ Clip and return to Maintenance Sales News P.O. Box 130, Arcola, IL 61910 • Fax: 217-268-4815 • Email:


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 2012, Rankin Publishing, Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form without written consent of Rankin Publishing, Inc. Periodical postage paid at Arcola, IL, and additional mailing offices. POSTMASTER: Send address changes to Maintenance Sales News Circulation, 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130 Subscription Rates in United States: 6 issues $25 Single Copy rate: $5 plus postage/handling; Buyer’s Guide $15 plus postage/handling International rates: 6 issue annual Air Mail Subscription $60 U.S. dollars net

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September/October 2012

A Letter Of Welcome From

ISSA President Jon Scoles Dear MSN Readers, On behalf of the ISSA Board of Directors and staff, I would like to welcome all of you to the ISSA/INTERCLEAN® North America 2012 Convention. We know your time is valuable, so we have made sure that each day is packed with important events that will make you and your companies better equipped to handle today’s challenges. This year’s convention theme is “Reimagine Clean.” Through a joint effort of seminars, workshops, networking events and exhibits, we will focus on repositioning cleaning as an asset rather than an expense. Along the way, we will once again have some great featured speakers, which include branding guru Scott Deming (Wednesday morning), keynote speaker Tom Brokow (Thursday morning), former Chicago Bulls basketball star and NBA agent B.J. Armstrong (Thursday afternoon) and customer service expert Janelle Brittain (Friday morning). I encourage you to stop by the new Innovation Product Showcase area (Booth 2845), where we have brought the popular online ISSA award competition and its many cutting-edge entries for your personal preview. Voting ends on Thursday, October 18, so stop by early and cast your ballot for your favorite innovation. Last year ISSA introduced a new easy-to-use app for smart phones and tablets that you can download for free at This app includes a floor guide, seminar schedules, a GPS guide to get you from one booth to another, a list of show specials, and this year’s version will even let you make appointments with exhibitors. With more than 45 seminars, workshops and networking events, coupled with over 630 exhibitors, you can now manage it all in the palm of your hand. Back by popular demand, Don Aslett will be returning with more of his “Museum of Clean.” Make sure you stop and get a greater perspective on how our industry has evolved over the years. Finally, it is important that you mix a little fun with all of the hard work that you put into the convention. Please take the time to enjoy the ISSA Happy Hour on Thursday from 4:30 to 5:30 p.m. It will be held on the show floor at the ISSA Educational Theater. It is an easy way to relax, enjoy a cocktail and listen to some great music from the band “16 Candles.” I want to congratulate the staff of ISSA for being awarded the Trade Show Executive Gold Standard as one of the top 100 trade shows for 2011. With the numbers we have for this year’s show, I know we will repeat for 2012. Thank you for supporting your associations. With the help of all of our alliance partners, we will truly be able to, “Change the way the world views cleaning.” I look forward to seeing all of you at the show.

Your logo here!

Jon Scoles I.C.E. ISSA President Circle 59

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September/October 2012

Incoming ISSA President Lydia Work Outlines Priorities Lydia Work, founder and president of American Paper Converting, Inc. (APC), will take the gavel as ISSA president for the next year during ISSA/INTERCLEANÂŽ North America 2012, scheduled for October 16-19, at McCormick Place in Chicago, IL. She has been actively involved in ISSA since the startup of APC in 1997.


ounding and managing a successful towel and tissue converting company for 14 years has afforded me countless opportunities to interact with jan/san distributors, their reps, and their customers. This has given me a keen un-

derstanding of the challenges facing our industry from the distributor perspective. As a business owner, I understand the responsibilities of running a company, taking risks, developing employees, and transferring information in various ways. I have worked in our industry for more than 25 years. Prior to the startup of APC, I was an employee of several large pulp and paper corporations. Working for large corporations and developing my own manufacturing business has given me an appreciation for the dynamics of both large and small organizations. I am a graduate of the University of Washington with a degree in chemical engineering, which has also served me well in my work. I am a former president of the Oregon Sanitary Supply Association, and my work for ISSA includes serving on the ISSA Board of Directors as a district director (2005-07), as well as vice president/president-elect last year and 2013 president.

From my perspective, the priorities for ISSA are: n Making ISSA a greater force as the recognized global leader in the cleaning industry, and being the No. 1 “go-toâ€? source for the best sciencebased information in health and human safety in the maintenance of indoor or built environments; n Maximizing members’ return on investment in the ISSA/INTERCLEAN trade shows and other programs; n Working with ISSA members to change the way the world views cleaning, including developing programs to best meet the changes in members’ interests and needs, and address the needs of our next generation. I believe educational features in social media and technology — such as access to information through mobile apps — should be a high priority; n Enhancing strategic alliances with other associations to increase business opportunities; n Building international business relationships by focusing on programs and initiatives that meet the needs of our international members; and Zephyr does what it takes to help you succeed. Zephyr is your single source for brooms, mops, brushes, dusters, squeegees and microfibers. When you choose Zephyr: • You avoid backorders with our 99% fill rate • You make good margins with our competitive, wholesale only pricing • Your questions are answered by friendly, trained professionals.


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n Promote Transpare — ISSA’s new web-based system for communicating the environmental properties of cleaning products — as a bridge to sustainability that embraces a green approach to cleaning through source reductions, green products, improved indoor air quality, and effective recycling programs. I very much enjoy being involved in the ISSA organization, developing new ideas and motivating people to participate. My travels across the country, meeting with distributors, building service contractors, and manufacturers affords me the opportunity to learn about the challenges facing the industry on a daily basis. For this reason, I decided several years ago to help guide the future direction of our industry. I believe that my years of experience and commitment to excellence, along with dedication to the future of our industry, have prepared me well for a leadership role in our industry.

Lydia Work Incoming ISSA President


oal: to g e l p e sim ™ with a res lik u t a t e f h ® sig d ive ver In ith innovat owntime an s. o o H e d repair ade th nd money. W n minimize n o m e m m W a a , you c the most co ght™ among u time d o r y o e c v si of ge sa k-chan s from one that make In c i u q e the ity loss ny features e industry. v i t c u a th prod f the m uprights in o e n o ed Just dvanc a t s o the m




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Circle 200 • See Us At ISSA Booth #1038


September/October 2012


ew outside the industry see quality cleaning for what ISSA spokespeople say it really is: an essential investment. ISSA, the worldwide cleaning industry association, is focused on changing that perception and has dedicated the ISSA/INTERCLEAN® North America 2012 tradeshow and ISSA Convention to helping attendees achieve this goal.

Held October 16–19, 2012, at McCormick Place in Chicago, IL, ISSA/INTERCLEAN® officials say it will give attendees the tools they need to help customers, stakeholders and decision-makers “Re-imagine Clean.” “ISSA has made a commitment to help its members change the playing field,” says Dianna Steinbach, ISSA director of industry outreach. “The only way to break out of

the price wars and win against budget cuts is for cleaning professionals to learn how to frame their value and lock in customer loyalty. ISSA/INTERCLEAN and the ISSA Convention seminars were designed to help them do just that.” The trade show, hosted by ISSA and its trade show partner, Amsterdam RAI, will feature the top innovations from leading manufacturers along with more than 45 educational seminars, workshops, and networking events — all in one week when the cleaning industry comes together to do business. ISSA is offering a mobile app,, to help attendees make the most of the event.

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I am Airx

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Bob Dobmeier, President, Dobmeier Janitor Supply Buffalo, NY An exclusive Airx Distributor since 1989

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Airx Laboratories is a division of The Bullen Companies, Folcroft, PA.

Circle 12 • See Us At ISSA Booth #520

Spokespeople say the exhibition is ranked as one of the Top 100 trade shows in North America. The event will feature thousands of the latest cleaning products and services from around the globe. The more than 650 exhibitors this year include 90 first-time exhibiting organizations. The depth of product options attendees will find includes: 200 chemical companies; 60 floor machine providers; 50 technology and business service providers; 40 mop and duster vendors; and 30 waste receptacle exhibitors ISSA/INTERCLEAN also showcases a number of products and services outside traditional solutions, such as: Management, payroll, and workloading software and services; Contaminationcontrol products; Cleaning contractor services; Food service disposables; Lawn and turf care; Material handling equipment; Paints; Pest control; Pool and spa care; Pressure washing equipment, accessories, and components; Restoration products and services; Safety equipment; Uniforms and protective clothing; Warewash, laundry and linen supplies; Water treatment; and Waste management products, equipment, and services. The ISSA Innovation Award program will be extended this year to include a live showcase on the exhibit floor. Distributors, building service contractors and in-house service providers can take a look at their favorite products and services in five categories, and vote for favorites from kiosks in the area or from mobile phones at Voting opened online July 16, 2012, and will be open through Thursday, October 18, 2012, with the winners announced during the ISSA Happy Hour that day at 4:30 p.m. Attendees also will be able to vote for the exhibitors providing the best solutions and support during the week in the annual ISSA Best Customer Service Awards contest. Voting will take place via the event’s mobile app and will be open through 4:30 p.m. Thursday, October 18. The winners will be announced Friday, October 19, at 10:15 a.m.



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September/October 2012

Rethink: ISSA Convention Seminars The ISSA Convention seminars program offers a lineup of industry experts and business authorities. Highlights among the more than 45 educational sessions and workshops include: • An Advanced Distributor Program featuring executive advice from top distribution managers on Tuesday, October 16; • New Facility Management and Social Media Seminar Tracks providing new business tactics based on attendee requests on Tuesday, October 16, through Thursday, October 18; and,

• A Meet the Pros Roundtable Tuesday, Oct. 16, offers targeted expertise. ISSA has also moved all Wednesday and Thursday educational sessions to the show floor’s ISSA Education Theatre to make speakers and peer panels more accessible in targeted micro sessions.

Rejuvenate: ISSA Featured Sessions Complementing the educational schedule are a variety of featured speakers. Headlining this year is Keynote Speaker Tom Brokaw. The American news icon will draw on a career in network news. His keynote address is titled, “The

Voice of a Generationâ€? is scheduled for Thursday, October 18, at 8:30 a.m. Other ISSA featured sessions include: • Scott Deming, will present “One Team — One Brandâ€? on Wednesday, October 17, at 8:30 a.m.; • Former NBA player for the Chicago Bulls’ and current NBA player agent B.J. Armstrong, will present, “Leadership and Business: How to Be a Point Guard for Your Company,â€? on Thursday, October 18, at 1:30 p.m.; and, • Executive trainer Janelle Brittain, will discuss “The Vision Behind a Customer-Focused Cultureâ€? and she will also present the Best Customer Service Awards on Friday, October 19, at 10:15 a.m.

Eco-Friendly, Economically Friendly Durable, Quality Performance Moonsoft International produces green cleaning products for the environmentally conscious needs of the world market.

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Reconnect: Contacts You Won’t Find Elsewhere With close to 16,000 registrants from around the world, ISSA says it offers the most important of all business opportunities, networking with peers, suppliers, and customers. Attendees may find the executive decision-makers they need to see in one place. In addition to meetings and scheduled show networking events, multiple industry associations, distributor marketing groups, standards committees and governing bodies host events during the week. Organizations returning to co-locate their annual conventions with ISSA/INTERCLEAN again this year include IEHA, the Building Service Contractors Association, and the Association of Residential Cleaning Services International.

2012: The Year To Re-imagine Clean

Moonsoft’s Microfiber Product Line Moonsoft International Inc., a USA corporation and its manufacturing facility in China, Henan Moonsoft Textile, produce some of the worlds' highest quality Microfiber cleaning textiles for the Jan San industry. If you're  looking for quality

microfiber and factory direct pricing, Moonsoft should be on your list as a reliable quality supplier. The United States office ensures clear communications with no language barriers. Complicated instructions are

followed to the letter, and quality is assured. Special care is taken to produce name brand or special labeling products to ensure your brand stands out as a quality product. Your success is our Pride! Quality goes in before your name goes on.

It is possible to hear comments from past attendees at this ISSA website: “Time is money for everyone in the cleaning industry, and it may seem tough to peel key people away from the office for a few days,� says Steinbach. “But the reality is that industry professionals cannot afford to miss this chance to gather the ammunition they need to change the way their customers view their worth.� For more information about ISSA/INTERCLEAN and the ISSA Convention, visit, or download the mobile app at

About ISSA

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ISSA has a membership that includes more than 6,000 distributor, manufacturer, manufacturer representative, building service contractor, in-house service provider, and associated service members. As a worldwide cleaning industry association, ISSA says it is helping its members change the way the world views cleaning — promoting it as an investment in human health, the environment, and an improved bottom line. ISSA offers, educational products, industry standards, periodicals and legislative and regulatory services that specifically focus on the professional cleaning industry.



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American News Icon Tom Brokaw To Deliver Keynote Television journalist and author Tom Brokaw will draw on his career in network news to provide attendees with his world views. Brokaw will present this year’s keynote address, “The Voice of a Generation,” on October 18, at 8:30 a.m., at McCormick Place. Brokaw, who has traveled the world to cover elections, summits, wars, political turmoil, and major news, will offer in-depth analysis of the important economic, political, and social issues in the headlines — and the people behind them.

After 21 years as anchor and managing editor of NBC Nightly News, Brokaw stepped down Dec. 1, 2004. He continues to be a special correspondent for NBC News, producing and reporting on longform documentaries as well as providing coverage during elections and breaking news events. His insight, ability and integrity have

Tom Brokaw

earned him a dozen Emmys and two Peabody and duPont awards for his journalistic achievements. While anchoring both NBC Nightly News and Today, Brokaw also reported in 25 NBC documentaries on subjects ranging from race; AIDS; the war on terror; Los Angeles, CA, gangs; Bill Gates; literacy; immigration; and the evangelical movement. As a political reporter, he has interviewed every president since Lyndon Johnson and has covered every presidential election since 1968. Complementing his broadcast journalism career, Brokaw has written articles, essays, and commentary for several publications, including The New York Times, The Washington Post, The Los Angeles Times, Newsweek, Time, The New Yorker, Men's Journal, Sports Illustrated, Life, National Geographic, Outside, and Interview. In 1998, Brokaw became a best-selling author with the publication of his book The Greatest Generation. Since then, he has published several more books, including his most recent, The Time of Our Lives: A Conversation About America, in which he addresses the challenges that face America in the new millennium and offers reflections on how we can restore America’s greatness.

ISSA Elects New 2013 Board Members The elections for open positions on the 2013 ISSA Board of Directors closed Aug. 2, 2012. The following individuals were elected to the new board, which will be led by incoming ISSA President Lydia Work, of American Paper Converting. Vice President/President Elect: Fritz Gast, P.B. Gast & Sons Co.; BSC Director: Jeffrey Packee, Marsden Holding-Eastern Division; Manufacturer Director: Steve Lewis, Golden Star Inc.; Distributor Director-North: Mark Warner, Americhem International, Inc.; and, Manufacturer Representatives’ Director: Craig Miller, Apex. Returning Board Members In addition to Work, returning from the 2012 board to serve on the 2013 board are: Past President/International Director: Jon

Circle 39 • See Us At ISSA Booth #3014



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Circle 95 â&#x20AC;¢ See Us At ISSA Booth #4031


16 Scoles, Scoles Floorshine Industries; Treasurer: Ken Vuylsteke, Hospeco; Secretary: Ted Stark III, Dalco Enterprises, Inc.; Director Canada: Manon Larose, Larose & Fils Ltee.; Distributor Director-South: Jim Chittom Jr., Roman Chemical Corp.; and, Distributor Director-West: Chris Martini, Central Sanitary Supply Co. Manufacturer Directors: Brendan Cherry, Bobrick Washroom Equipment, Inc.; Matthew J. Schenk, Midlab, Inc.; European Board of Representatives Chair: Niels Ys-

September/October 2012 brandy, Ettore Products Co.; and, Mexico Board of Representatives Chair: Mauricio Chico Cañedo, Distribuidora Lava Tap, S.A. de C.V.

when they officially take office during the ISSA General Meeting on Friday, October 19, at 8 a.m., during ISSA/INTERCLEAN® North America 2012.

Outgoing Board Members The following individuals will complete their service on the board in 2012: John Barrett, Eurest Services; Michael J. Tighe, Industrial Cleaning Products, Inc.; Mark Bevington, NSS Enterprises, Inc.; and, Christopher J. DeBolt, The DeBolt Co., Inc. ISSA members are invited to greet new board members

ISSA Announces 2012 Award Winners ISSA will honor achievers in the professional cleaning industry during the ISSA General Meeting. This includes: Jack D. Ramaley Industry Distinguished Service Award

Circle 71 See Us At ISSA Booth #1451

The Jack D. Ramaley Industry Distinguished Service Award honors a person who has demonstrated leadership, professionalism and exceptional service through his or her innovation, elevation of industry standards, and promotion of the association’s growth and development. This year’s award recipient is Jim H. Chittom Sr. Chittom serves as CEO of two jan/san distributors — Athens Janitor Supply Co., Inc., of Athens, GA (an ISSA member for 49 years), and Roman Chemical Corp., of Rome, GA. He has served on the ISSA Board of Directors in several capacities, including as a director (1991-93) and as vice president, president and international director/immediate past president (2007-09) during which time he served on various ISSA committees. In 1993, he organized the first ISSA district meeting in Puerto Rico. He is a longtime supporter of ISSA’s Young Executive Society (YES), which includes attending and helping fund the annual YES Networking Reception, and last year YES reciprocated by awarding him the YES Industry Special Achievement Award. Currently, he is serving as a director on the ISSA Foundation Board. Chittom’s support of ISSA extends to all aspects of his two operations. Both his companies have numerous employees who are ISSA Certified Experts to help their customers earn ISSA’s Cleaning Industry Management Standard (CIMS) and CIMSGreen Building designations. His Athens’ business was instrumental in the CIMS certification of such large entities as the University of GeorgiaAthens, and the Floyd County school district in Georgia. He also encouraged his sons, Jim Jr. and John Chittom, to become involved in ISSA through its Young Executives Society, both served on the YES Coordinators Committee. Jim Jr. is currently a distributor director on the ISSA Board Outside of ISSA, Chittom is a founding member of the Georgia Sanitary Supply Association and served as that organization’s president from 2000-02. He actively serves in numerous community organizations, including the Athens Rotary Club,


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Circle 66 • See Us At ISSA Booth #2245


September/October 2012

which rewarded him the Robert Stubbs Ethics Award; the Northeast Georgia Food Bank; and United Way for Northeast Georgia. Lou Goorland Honorary Membership Award The Lou Goorland Honorary Membership Award recognizes individuals who are no longer actively involved in the industry and have made substantial contributions to its advancement. This year’s award recipient is Roger E.

Parrott Jr. For 42 years, Parrott was associated with RoVic, Inc., a family-owned janitorial supply business headquartered in Manchester, CT, and operating multiple branches throughout southern New England. He served as its second-generation president from 1984 to 2010 until the company was sold to Hillyard, Inc. in 2010. He has served on the ISSA Board of Directors twice, first as secretary (1997-99) and later as vice president, president, and international director/immediate past president (200103), during which time he served on the executive, finance,


education and strategic long range planning committees. Parrott has been an ISSA delegate to the National Association of Wholesaler-Distributors meetings and served on an ASTM committee assisting in the development of industry standards. He also represented the ISSA in 2004 and 2005 at the Clean Asia Show in Shanghai, China. Since 2003, he has served as a director on the ISSA Foundation Board, and will serve as its chairman in 2013. For the past seven years, Parrott has also served as the manager of the International lounge at ISSA/INTERCLEAN North America. In addition to his ISSA service, Parrott was a director of the New England Sanitary Supply Association for 12 years. He has also served on various community and business committees, working to include activities in support of trade alliances and has participated in numerous outside business boards.





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Circle 47

Manufacturer Representatives’ Distinguished Service Award The Manufacturer Representatives’ Distinguished Service Award recognizes a person within the industry who has had a positive impact on the industry and the association, and who has been supportive of manufacturer representatives. This award is presented on behalf of all independent manufacturer representatives. This year’s award recipient is Gary Gradinger. Gradinger is chairman and CEO of Golden Star Inc., of Kansas City, MO, a long-standing ISSA member (67 years) and exhibitor (66 consecutive years). He joined Golden Star in 1967, succeeding his father and uncle in the family business. His commitment to quality and customer service in his business has led Golden Star to become a leader in the wet mop, dust mop, and microfiber category. Gradinger’s loyalty and personal contact with his manufacturers representatives have helped to create a very successful culture. He has invested time and money to ensure mutual success for all. He has served twice on the ISSA Board of Directors (1979-80 and again from 2002-04), including as president in 2003. During this time, he also served as an active and influential member of the ISSA Strategic Long Range Planning Committee, and he has served twice on the Exhibitors Committee (1984, 1994-95). This year, he will also begin his second term on the ISSA Foundation Board, where he previously served a three-year term (200002) including as its treasurer in 2001. Outside of ISSA, he has served on the Kansas Sanitary Supply Association board and, beyond the

Circle 4


September/October 2012

industry, he has served on the boards of a host of community organizations, including the Kansas City Art Institute as a trustee and, most recently, as chairman (2008-10); the Nelson-Atkins Museum of Art; and the Amelia Earhart Museum. He also has been an advisor and has lectured at the University of Kansas and the University of Missouri-Kansas City schools of business. YES Industry Special Achievement Award The YES Industry Special Achievement Award honors an individual or company from the cleaning industry who has made substantial contributions to the advancement of the in-

dustry and ISSA, and who has demonstrated strong support of YES. This year’s award recipient is Mark Bevington. Bevington began his business career in 1981 at NSS Enterprises, Inc., of Toledo, OH, a third-generation family business that manufactures commercial/industrial floor- and carpet-cleaning machines. In 1999, he bought the business from his father and since then has served as president and owner. NSS has been an ISSA member and trade show exhibitor for 64 straight years. This year marks the end of his threeyear term serving as manufacturer director on the ISSA Board of Directors. Throughout his career, Bevington has shown support of

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YES, making contributions to the annual YES networking reception and YES scholarship fund, as well as encouraging his own employees to participate on the YES Coordinators Committee and in other YES activities. Most recently, he supported the new YES Professional Development Program by signing NSS up as the overall program sponsor. John H. Plant Membership Development Award Established in 1988, the John H. Plant Membership Development Award honors individual members of ISSA who have recruited a minimum of 25 companies into the association. The award was named after John H. Plant, who was president of Maintenance Equipment Co., of Tucker, GA. Plant, who served as ISSA’s 1986 president, holds the association record of having recruited more than 125 members. This year’s recipient is Günter Glöckner. Glöckner is owner and managing director of Solution Glöckner, a corporate pioneer of soapfree cleaning products in Europe that was founded in 1991. Under his leadership, the company has received several European innovation awards as well as awards for its contributions to a greener environment based on its implementation of technologies — such as solar panelequipped buildings that generate 10 times the power the company needs and makes it a carbonneutral enterprise. Before starting his own company, from 1982-91, Glöckner held several industry management, marketing, and sales positions with such companies as Unilever, Beecham-Group, Black & Decker, and the Tarkett-Somer Group. Glöckner joined ISSA in 1999. He has represented German-speaking countries on the ISSA European Board of Representatives since 2005, including serving as board chair from 2008-10. He helped organize and participated in the ISSA German symposium, has written a monthly ISSA page for various German-language cleaning magazines, and represents ISSA at European industry exhibitions, such as ISSA/INTERLEAN Amsterdam and CMS Berlin. In 2011, he founded the first JEZ Award, an annual competition for pupils in cleaning schools, based on green thinking. Glöckner is being honored for his past success and ongoing efforts in increasing membership throughout Europe, including his recruitment of 32 new ISSA members. Star Awards




ISSA says the following companies have achieved “Star” status, effective with the 2012 show. To achieve this designation, a company must have exhibited at the ISSA/INTERCLEAN North America trade show for the specified number of years while retaining continuous membership. This year’s Star Award recipients are: Star 60 • Nilodor, Inc.; and, • Impact Products, Inc. Star 50 • Chase Products Co.

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Circle 202 • See Us At ISSA Booth #4429

Star 40 • Americo Manufacturing Co. Inc.; • Gent-l-kleen Products, Inc., a Dreumex company; and, • Root-Lowell Manufacturing Co./ RL Flo-Master.

Circle 34 • See Us At ISSA Booth #145


September/October 2012

Jersey Paper Plus Serving East Coast & Working On Increasing ‘Green Sheets’ Since 1930s By Rick Mullen, Maintenance Sales News Associate Editor

“We are fortunate. Business is strong,” Tabak said. “While the econervicing small and large businesses, as well as industry, bakery suppliers, hospitals, wholesalers, schools and contract cleaners, omy is certainly challenging, our focus remains establishing relationfamily-owned Jersey Paper Plus, Inc., of Edison, NJ, traces its ships with customers. “More than price, it is the relationships with our customers we have history to the mid-1930s. “We are a full-line distributor of janitorial supplies and foodservice nurtured over the years that have helped us grow. “Customers are comfortable knowing they can call here and a live disposables,” said Jersey Paper Plus CEO Steven Tabak, during a recent interview with Maintenance Sales News Magazine. “We offer person at the other end of the line will answer the phone to handle chalfoodservice products such as paper, packaging, plastics and foam, and lenges, requests and orders — whatever they need. Our employee antwo years ago, we began to move aggressively into the cleaning sup- swering the phone is trained to direct the caller to the right person to meet his or her needs.” plies segment.” Jersey Paper Plus’ janitorial product Taking The Name Back categories include: all-purpose cleaners, carpet care, deodorizers, dish detergents, ersey Paper Plus’ roots go back to disinfectants, sanitizers, dispensers, 1935 when Steven Tabak’s grandfloor care, glass cleaners, grill/oven father, Aaron Tabak, established cleaners, hand soap, shampoo, polishers, the company under the name Jersey roll towels, toilet tissue, washroom Paper, then located in New Brunswick, cleaners, wipers and equipment. NJ. Product categories in the foodservice In 1957, Aaron Tabak’s son, Joseph segment include: aluminum products, Tabak, joined the company. He went on apparel, boards/circles, boxes, cups, to become the president of the distribulids, cutlery, dinnerware, doilies, tray torship in 1972. covers, place mats, napkins, paper bags, “My father and my uncle, Harold Kapackaging/shipping items, and more. plan (who retired in 1990) expanded the As Jersey Paper Plus has moved into business, and when it outgrew the origithe jan/san marketplace, the distributornal facility, moved the business to South ship’s customer base has grown, as well, Brunswick in 1975,” Steven Tabak said. according to Tabak. Today, Steven Tabak often uses the “We sell products to more than 3,000 word “passion” when speaking about active accounts,” Tabak said. “In our fawhat motivates him to run the family cility today, we stock over 4,000 items.” business. This passion for the business Included in the more than 4,000 Jerundoubtedly began to take root when he sey Paper Plus offerings are lines of enwas a young boy. vironmentally friendly products. “Ever since I can remember, my father “We supply green products to many would bring home work,” Tabak said. customers including hospitals and Senior Vice President Richard Beck (standing) consults “He would pore over what he called the schools,” Tabak said. “With the down with CEO Steven Tabak. ‘greens.’” economy, some customers have put a Tabak explained the greens were triplicates of all the orders that had lesser emphasis on green items due to costs. However, despite the economy, other people are committed to preserving the environment and are been shipped during the day. While Joseph Tabak studied the greens, his curious young son would willing to spend a little more on eco-friendly items.” It is certainly no secret that the U.S. economy has left much to be de- be right there asking the pertinent questions. Joseph Tabak would also take his son to the office with him on Satsired in recent years and continues to be a challenging hurdle to overcome as some companies seek new avenues to increase their bottom urdays. “Every Saturday we would sweep or do whatever needed done,” line. However, there is also something to be said about tried and true Steven Tabak said. Continued on Page 26 practices to help ensure a company’s continued success.



Circle 99 • See Us At ISSA Booth #1255

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September/October 2012

Jersey Paper Plus Continued From Page 22

Joseph Tabak’s work ethic and dedication to the business rubbed off on his son. “My father has really been someone I have tried to emulate,” Steven Tabak said. “He is still active in the company. He comes in everyday. I continually learn from his passion and knowledge.” In 1981, Jersey Paper was acquired by Bunzl PLC. Joseph Tabak remained with Bunzl and Left to right are Receptionist Heather Brown, Credit Manager Cornelius became president of the Dale, Accounts Receivable Clerk Lori Misner, Controller John Foti, Eastern Division of Accounts Payable Clerk Elaine Palasits and Salesman John Bamert. Bunzl Distribution USA. Right photo: Buyers Eve Stein, left, and Trish Bortone. Steven Tabak graduated from Syracuse University in 1982 and joined Carteret, NJ. I moved from Edison to the 90,000 square-foot Carteret facility. Bunzl a week following his graduation. “I worked for Bunzl for approximately five years,” In May of this year, I moved the company back to Steven Tabak said. “I then left the industry until 1993, Edison to a 150,000 square-foot facility.” In 2000, another important milestone in the comwhen I acquired T.A. Fattoross Paper in Carlstadt, NJ. I took that company in Carlstadt and, within three pany’s history was reached, when the name was years, moved it from a 45,000 square-foot warehouse changed back to Jersey Paper. “We were able to bring back the name ‘Jersey to a 70,000 square-foot warehouse in Edison. “I continued to grow the company in Edison and, Paper,’ which was something I thought was imporin January 2010, purchased Clark Paper Plus in tant,” Steven Tabak said. “I wanted to re-establish the

reputation and the name I had known as a child. We are now ‘part B.’ With the acquisition of Clark Paper Plus, our business has grown more into the janitorial world.” For Jersey Paper: The Customer Is King


n today’s marketplace, most jan/san distributors carry many of the same brand name, quality products. In addition, large retail box stores sell many of the same products, and target customers that have been traditionally the domain of distributors. Furthermore, distributors cannot compete with the price points the large retailers have in place. Pricing has become an even more difficult obstacle for distributorships to overcome during the recent down economy. To combat this trend, many successful distributors have evolved from being just “order-takers” to consultants, offering their customers services the large retailers cannot. These “value-added” services may include partnering with customers to help them create savings by introducing more efficient products and cleaning techniques. “We are in the service business. Our philosophy is to focus on matching our business to the needs of our accounts,” Tabak said. “The customer is king. We emphasize that every customer is important, no matter if it is a large or small account. Every order is important.” At Jersey Paper Plus, “failure to communicate” is not an option.

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Soundview Paper Company is a leading, fully integrated manufacturer of towel and tissue products for the At-Home and Away-From-Home markets in North America. We offer a variety of 100-percent recycled products, all manufactured without chlorine bleaching, fragrances or dyes. Founded in 1932 as Marcal Manufacturing Co., we’re located just 15 miles northwest of New York City. Why the name Soundview? Because it represents everything we stand for—sound people, sound products and a sound planet. At ISSA, we are debuting our new Eminence and Essentials lines of Away-From-Home towels, tissues and napkins. Stop by and say “hi,” at booth 4150. We’d love to show you where we’re taking this baby. Learn more at

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855 | 756 | 9566 One Market Street | Elmwood Park, NJ 07407 Circle 204


September/October 2012

“Our key word is ‘commu“We are in the service business. Our philosophy is to focus on matching our business to nication,’” Tabak said. “When the needs of our accounts. The customer is king. We emphasize that every customer is we communicate with our customers and our employees, important, no matter if it is a large or small account. Every order is important.” everything runs smoothly and — Steven Tabak, CEO efficiently. Communication Keeping the lines of communication always open with our customers is one of the most important as- unique options. We react to whatever needs they have, whether it is special packaging or a special cleaning between the sales person on the street and the top manpects of retaining their business. agement of Jersey Paper Plus for immediate response “It is important that we present to our customers supply.” to questions or issues that may arise is also top priority. “As the owner, I give our sales people access to an immediate answer or a quick reaction to issues straight from the top,” Tabak said. “This helps build a special relationship with the customer as well. Customers learn very quickly that when they call upon our experienced sales force to help with their questions, concerns and challenges, we react and resolve the issues immediately.” In addition to Tabak, Jersey Paper Plus’ top management includes Senior Vice President Richard Beck, Vice President Steve Halper, Controller John Foti, Office Manager Kathy Miller, IT Manager Rafael Guadalupe, Purchasing Managers Chris Blanchet and Paula Spadavecchia and Warehouse Managers Robert McCarthy and Steve Breitman. Tabak’s habit of coming to work early and leaving late, part of the work ethic he learned from his father, often pays off when he fields early calls. “People laugh because they know even though our switchboard officially opens at 8 a.m., if the phone rings at 6:30 or 7 a.m., I will pick it up,” Tabak said. “Callers will say, ‘Is your office open?’ I tell them, ‘No, it’s not, but I can certainly help you. Is there something we can do?’” There are other scenarios that benefit from Tabak’s commitment to being an engaged, hands-on leader and the company’s staff being constantly on their game when it comes to handling day-to-day issues that may arise. Computer technology is also a great aid in quickly responding to customers’ needs. “Jersey Paper Plus is on the cutting edge of technology. Our IT department has a system that integrates customers’ needs with shipping, receiving and customer service. Our online ordering system empowers customers to place orders in a secure, friendly environment. “Many of our customers have struggled during the recent devastating recession and the sluggish recovery. “Jersey Paper Plus can only help these companies so far, but we are going to react to what they call their Circle 82 • See Us At ISSA Booth #1245

Circle 77 • See Us At ISSA Booth #561


September/October 2012

“People in the janitorial and food business may know about one product, but they don’t know there may be two, three, four or five other products that can do a particular ‘actual needs,’” Tabak said. “One key is to take this using several products to do a job where just one job more efficiently. commodity business and make it into a non-com- would work. “With the help of our manufacturers, our sales peomodity business.” “We tell our jan/san and foodservice customers, ple will go to our contract cleaners, for example, and Jersey Paper Plus’ sales consultants help customers ‘Our products are important to you. You must un- show them new innovative products.” realize what they are spending on products. They ed- derstand there is a cost to paper products, foodJersey Paper Plus can also help customers save ucate clients on the proper usage of products and what service packaging, containers, napkins, forks, bags labor costs by training them on the best techniques to products might work better. Perhaps a customer is and wraps, etc.’ use in completing their tasks. One key, Tabak said, is to get the information beyond the person who is doing the buying, to the people who are going to actually be using the product. “You need to get to the maintenance person who is going to be handling that roll towel or cleaning product,” Tabak said. “We teach people how to efficiently dispense product to help eliminate waste. “We are able to conduct seminars to advise customers on how to use new dispensing systems. All of these techniques and practices can save customers money in both the purchasing of items and labor costs. This is one way we differentiate ourselves.” Jersey Paper Plus is also able and willing to help customers save money by helping them manage their inventory. “Our sales consultants help customers save time and money by physically managing inventory levels. Our sales people have the ability and the product knowledge to educate our customers on many levels. They have extensive experience in the industry. “To best meet the needs of Rainbowair Activators have been the brand customers and to help them Don’t let the size fool you. It may be the smallest of choice since the late 1980’s for hotel Queenaire Technologies is founded around the create savings, we are able to member of our ozone family, but it produces the owners, apartment managers, restoration idea of providing a superior product with a biggest sales. The Newaire Plug In weighs less than companies, auto dealers, detail shops, carpet react to the changing times. ‰Šˆ…„}ˆ{y…ˆz…|ˆ{‚wx‚{„C‰{ˆŒy{†{ˆ|…ˆƒw„y{D 1 lb., yet is capable of deodorizing rooms up to cleaning companies, dry cleaners, etc… All QT units incorporate an advanced generator We are always looking for KFF‰‡E|ŠDj~‰y…ƒ†wyŠwˆy‚{w„{ˆ„y…ˆ†…ˆwŠ{‰w With 4 models to choose from and ozone technology that requires minimal maintenance patented ion wind technology to produce constant new products and new oppor‚{Œ{‚‰ˆw„}„}x{Š{{„HKFƒ}E~ˆw„z and replacement costs. This new generation of safe levels of ozone without the use of fans or HBFFFƒ}E~ˆBŠ‰{w‰Š…‰{{~hw„x…wˆ ……„{†ˆ…z‹yŠ‰…||{ˆ‰w‚|{{Ž†{yŠw„y…|GKCHF tunities.” moving parts. The Newaire Plug In has a fifteen Activators are asked for by name. Whatever

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Circle 65

The New Facility Will Make You Smile


ersey Paper Plus’ primary service region is in the tri-state area of New Jersey, New York and Pennsylvania. The distributorship’s delivery vehicles travel to New York City, including the borough of Manhattan, and surrounding areas such as Long Island and Westchester County. In serving Jersey Paper Plus’

Circle 10 • See Us At ISSA Booth #1637


September/October 2012

more than 3,000 active accounts, the company’s delivery drivers must navigate in the most densely populated state in the United States. Edison is located in Northeastern New Jersey, often called the Gateway Region due to its close proximity to New York City. While New Jersey is the most densely populated state in the country, the New York metropolitan area is the most populous in

the United States and is one of the most populous metro areas in the world. “We operate 24 hours a day,” Tabak said. “We currently have 20 trucks. We have one shift in the morning that takes care of receiving, and a second shift at night that does the picking.” Because of its association with the famed inventor Thomas Alva Edison, Jersey Paper Plus’ new home

base of Edison is known as “The Birthplace of the Technological Revolution.” Edison is home to more than 100,000 residents and is a hub of rail and highway networks for the distribution of numerous goods and services, according to the city’s website, Also according to, Edison was named by Money Magazine as one of America’s best places to live. In addition, SELF Magazine named Edison as the safest place for women in the country, and was named by U.S. News & World Report as one of the best places to grow up in the nation. Edison is the home of Thomas Edison’s Menlo Park laboratory where the incandescent light bulb was perfected and sound was first While there the “Wizard unique versatile scrubbing machine recorded. of Menlo Park” invented items that led to more than 400 patents, acdeveloped for professionals. cording to “Our new Edison facility is located near several major highways,” Tabak said. “It is bright and clean and conveys a very positive atmosphere. When people walk in here, they smile.” The outside of the facility also offers an environment that is not often seen in the highly urbanized metro area in which Jersey Paper Plus is located. “The outside is very park-like. There are trees all around,” Tabak said. “For those familiar with New Jersey, this is not very common.” Last up to Much thought was given to how the interior space wold be organized 3 Hours to maximize a pleasant and efficient environment for customers and the company’s workforce, alike. “Within this new facility, we were able to accomplish space planning to make sure customers Made in Germany have easy access to the people who can help them if they have questions. There is a place for everything here,” Tabak said. “We have the right amount of warehouse space and ample room for our trucks to operate.” In keeping with the city’s nickname, “The Birthplace of the Technological Revolution,” Jersey Paper Plus uses state-of-the art computer technology in its warehouse operation. While Thomas Edison was born in Ohio and grew up in Michigan, many notable personalities were born and raised in Jersey Paper Plus’ home state, including: Edwin Aldrin, the second man to Distributors “Buzz” walk on the moon; current U.S. Wanted Supreme Court justices Samuel Alito and Antonin Scalia; Steve 508-746-6106 Forbes, editor-in-chief of Forbes

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Circle 62 â&#x20AC;˘ See Us At ISSA Booth #2553


Jersey Paper Plus’ new 150,000 square-foot facility in Edison, NJ, is set in a park-like environment not often seen in the highly urbanized metro area in which the company is located.

magazine and president and CEO of Forbes, Inc.; beat poet Allen Ginsberg; Enoch “Nucky” Johnson, Atlantic City political boss who is the basis for Boardwalk Empire’s Nucky Thompson; actor/comedian/director Jerry Lewis; and Norman Schwarzkopf Jr., U.S. general who led coalition forces in the Gulf War. Located near the entertainment center of New York City, New Jersey has spawned many popular stars in the music business, including Bruce Springsteen, Frank Sinatra, Count Basie, Jon Bon Jovi and Whitney Houston, to name a few. One Common Cause We introduced you to Tundra™ at ISSA Interclean last year. The response was terrific and we thank you for that. This year, we’re bringing back our popular Tusk™ Floor Machines, plus you’ll get a peek at two new product lines we’ve been working on: a new 20” battery powered walk behind scrubber, and a new line of floor machines to complement the Tusk line.

At Tundra, our goal is to give you more so you can offer your customers more. More power, more reliability and more value. See more for yourself. Visit us in booth 1269 at this year’s ISSA Interclean show.

Circle 205


open up. If you treat people how you want to be treated, then they will do what you want them to do. It is a two-way street.” Jersey Paper: Looking Ahead


hile there are many uncertainties with the U.S. economy, Tabak is certain about where he would like to take Jersey Paper Plus down the road. “Now that we are here in our new facility, we are here to grow,” Tabak said. “I am going to do whatever I have to do to continue to expand, either internally by creating more sales within the accounts that we are currently servicing, or by adding new accounts, or by acquisition.”

welve years ago when Tabak was able to bring back the original Jersey Paper name, his primary motivation was to continue the legacy of the company’s stellar reputation. This quest remains a goal throughout the company’s culture. “We are all together here. We are working for one common cause — to continue to uphold and build upon the reputation Jersey Paper Plus’ primary service region is in the tri-state of Jersey Paper Plus,” area of New Jersey, New York and Pennsylvania. Tabak said. The distributorship’s delivery vehicles travel to New York City, including the borough of Manhattan, and surrounding areas Another important assuch as Long Island and Westchester County. pect of the company’s Pictured is driver Mario Binetti. culture is to make the While Tabak has clear goals for the work place environment a positive place for employees, thus enhancing company’s future, there is still the pesky and murky economy to navigate. sales and productivity. “The economy is certainly a chal“I want everyone, when they walk in here, to be positive, to smile, and to lenge,” Tabak said. “You have to conhave fun,” Tabak said. “They need to tinue to change and keep a close eye on do the work, but I want them to have the many issues involved in dealing fun doing it with a positive attitude. I with the economy. “The key word is ‘passion.’ Our want them to know the customer is the most important thing. Without the cus- employees have passion. I have passion. You got to love what you do. tomer, we are not here.” Tabak takes establishing a caring and You got to wake up everyday and positive company culture very seri- want to go to work.” ously and walking the walk starts from Contact: Jersey Paper Plus, the top. 47 Brunswick Ave., Edison, NJ 08817. “All our employees are important Phone: 732-750-1900, 732-346-3400; to me,” Tabak said. “You have to be Email: Website: concerned for everybody. You must

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September/October 2012

Keys To These Distributors’ Business:

Answering Questions & Solving Problems By Harrell Kerkhoff, Maintenance Sales News Editor

From floorcare to disinfecting kitchen surfaces, jan/san distributors are asked to find the answers to a wide variety of problems. For many distributors, this presents not only challenges, but also endless opportunities. Being an expert in the janitorial/sanitary industry requires experience and a willingness to learn.

Maintenance Sales News Magazine recently talked with five jan/san distributors to see how they are meeting the needs of a wide customer base. Included in this discussion were recent business trends they have found while servicing various cleaning-related accounts located in different sections of the United States.

ith a strong focus on helping solve the officials and boards. We help them become a partcleaning needs and challenges found at ner.” In this aspect of building solid customer relationpublic and private school districts and uniships, a key virtue at Fleming Chemical versities across New Mexico, familyis that of simply “listening.” Tinlin said owned Fleming Chemical Company it’s not possible to truly know what a remains committed to providing solid customer needs unless a distributor repcustomer service. resentative takes the time to listen before As Fleming Chemical President asking a lot of questions. Sandra Tinlin explains, “Being cus“Our intent is to provide solutions and tomer focused is key for our company. follow up immediately to meet particuThe term, ‘Continuous Customer Imlar needs. Customer service is really all provement (CCI)’ is often used here. about ‘customer focus.’ Therefore, it’s We benefit by focusing on CCI to creimportant to talk less and listen more,” ate multiple business partnerships Tinlin said. “If you are asking the right among our school district customers. questions, you will be servicing that cusIt’s important to go in with a team apFleming Chemical President tomer a lot better.” proach when consulting school district Sandra Tinlin Fleming Chemical representatives also try not to focus on what their competition is doing, but rather on what the distributorship itself is able to provide. “We recognize there is competition within our marketplace, but we do not focus on what this competition is actually doing. We are interested instead, in what the customer truly needs,” Tinlin said. “We want to spend positive time on how we can help customers, not on what the competition can or cannot do.” Fleming Chemical Company is based in Albuquerque, NM, and has been in business for 33 years. Tinlin’s parents, Don and Nettie Fleming, started the distributorship with the philosophy of providing superior products and service to school-based customers. Although Fleming Chemical provides service to other types of customers as well, schools remain its central focus. “Our niche market is working with


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September/October 2012 school districts throughout our state. This is what we are good at. These relationships have been built over the past 33 years,” Tinlin said. Today, the company has “It’s not possible to truly know what nine employees and is a full-line distributor of jan- a customer needs unless a distributor itorial cleaning products and equipment. This in- representative takes the time to listen cludes an equipment servbefore asking a lot of questions.” ice department, an area of — Sandra Tinlin business where the company’s sales people play a key role. “Our sales people are trained to cover a lot of the rural areas in New Mexico. When a machine is down, it’s down. Those in sales at our company can fix minor problems and help customers with preventive maintenance on this equipment. This includes buffers and vacuums,” Tinlin said. “We are based in Albuquerque, but the majority of our business is found throughout New Mexico. This is how it worked out before I took over the company 11 years ago from my parents. We are focusing on building strong customer relationships within Albuquerque as well. “You could say we have an ‘out of town’ business plan and an ‘in town’ business plan.” Tinlin reported business as being good at Fleming Chemical over the past year as the distributorship has experienced steady external growth. She explained that during economic hard times, many school district officials depend on her distributorship to help them meet various jan/san budgets, product needs and training requirements. “People still need to clean during a recession. We help customers succeed during these harder times,” Tinlin said. Internally, Fleming Chemical has successfully downsized its inventory to counter today’s economic conditions, while still offering quality products and service to customers. “We have streamlined a lot of internal costs in all areas through employee suggestions. This has worked out well. We have tried to do everything possible to keep our costs down in an effort to better service customers,” she said. Keeping up with changes found within the jan/san industry is also important to Fleming Chemical officials. Tinlin said it’s essential that manufacturers continue to create new products, including equipment, to make the cleaning process safer and easier. “New products are always a plus to improve cleaning techniques,” Tinlin said. She noted that there are three main areas of cleaning that provide the most challenges for school districts as well as many other types of customers. These areas are: vinyl composition tile (VCT) flooring, carpet care and restrooms. “On-site training is key for us in helping our customers with their most problematic areas. We work to improve our customers’ cleaning techniques,” Tinlin said. “The bottom line is these are areas that a customer always has to keep clean. The most imp ortant thing we provide, as a distributor, is helping schools take ownership of their own training programs. “We offer total building care training. This is a customized training program based on a specific school district’s needs.” This very same “team” concept is Circle 206

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40 important for Fleming Chemical officials when working with the distributorship’s supplier partners. According to Tinlin, there are four main areas of importance to her company when working with a supplier in the jan/san industry. “No. 1 is for the supplier to have a ‘team’ effort attitude, while No. 2 is working with a supplier that is able to provide proper communication with our sales team,” she said. The third and fourth important keys that suppliers should offer are immediate follow-up capabilities, and providing quality products at a reasonable price. “If these four factors come into place, then the distributor/supplier relationship becomes a powerhouse

September/October 2012 team,” Tinlin said. Contact: Fleming Chemical Company, 2432 Monroe St., NE, Albuquerque, NM 87110. Phone: 505-884-8686. Website:


elping customers “keep clean” during a down economy is an important service for representatives of Laymen Global, LLC, a full-line jan/san distributor based in Edison, NJ. “In this economy, there are those people who are always looking at price. At the same time, however, we are finding many clients willing to learn about new ways to save money,” Laymen Global President Joel

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Laymen Global staff

Dreifus said. “When a customer has a ‘central purchaser,’ that person doesn’t always know what is being delivered at a particular site. There are times we are not always quoting against the same product, which can be difficult. “On the flip side, this same central purchaser may be less willing to simply go along with what was always purchased before. Many are looking for products that can provide added productivity. They are realizing that labor costs are higher than the actual product costs. This is where we can succeed.” Being a full-service jan/san provider, Dreifus added that one-stop shopping is an important way to hold onto a customer’s business. “We work to simplify the lives of our customers by offering a wide variety of products and services. The idea is to not give them a reason to look elsewhere,” Dreifus said. “Onestop shopping allows our customers to cut down on paperwork and time while placing orders. This is very important to them. Once we build a good rapport with customers they often don’t want to go anywhere else. They trust our wisdom and start coming to us not just to buy products, but also for our knowledge. “Clients value the fact that we just don’t simply look at them as a number, but rather as a part of our family.” Laymen Global is considered a fullservice paper and jan/san house, Dreifus said. This includes mops, floor machines, chemical dispensing systems, ice melters, mats, etc. The company’s service region encompasses the heavily metropolitan areas of New Jersey, New York City and New York State, Connecticut and eastern Pennsylvania. Along with using a fleet of its own delivery trucks, the distributorship also ships supplies nationally via common carriers. Dreifus reported business as being very good despite a slower-than-normal national economy. Laymen Global experienced double-digit growth in 2011 and officials are expecting the same for 2012. “It’s all about service, service and more service. The main thing we can do to differentiate our company is


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through high-end service,” Dreifus said. Indeed, on the company’s logo and business cards is the saying, “Where Customer Service Isn’t Just A Department.”

“Therefore, there is no good replacement for constant training. We are always working with our customers, showing them how to use products correctly. If used correctly, quality products will always provide the results that customers want to see. “Also, any time a new product comes “It’s important to be able to explain to our out, we will try it first before referring it customers how a cleaning problem happened to clients.” Another area of growth is that of develin the first place and how to prevent it from oping strong relationships with suppliers. happening again. We learn from everybody...” This helps officials at Laymen Global provide the products and services desired — Joel Dreifus most by the distributorship’s customer It’s also not just being an order taker, according to base. Dreifus said without a good supplier relationship, Dreifus. a distributor doesn’t have much to offer. “It’s about truly servicing clients, finding “We rely on our suppliers’ product support out what their needs are, and trying to differand breadth of knowledge when solving the entiate our company other than just on price,” root cause of particular cleaning issues. It’s Dreifus said. “It’s about saving customers important to be able to explain to our cusmoney when it comes to productivity and in tomers how a cleaning problem happened in other ways. the first place and how to prevent it from “While price is obviously a very big factor happening again,” Dreifus said. “We learn in this economy, it’s also important to show from everybody, and obviously a lot of our other values to clients to make them want to suppliers have more to offer in terms of rebuy from us as opposed to everyone else. It’s sources and research than the average disimportant to differentiate our distributorship tributor. Their ability to teach us is aside from price.” invaluable.” Helping customers solve difficult cleaning challenges Dreifus added that a supplier’s ability to turn orders found in certain parts of a facility is included in this dif- quickly is also important. ferentiation factor. Although officials at Laymen Global don’t view the “The tough cleaning spots over the years have always distributorship per se as a niche supplier in the jan/san been bathrooms, carpets and hard floors. I’m not say- industry, many of the company’s sales people do focus ing there are less problems to be found in the kitchen of on niche markets. a facility, but I believe there is a stronger emphasis “We sell to all types of customers, from those replaced on those areas people see the most,” Dreifus said. sponsible for health care facilities to warehouses to de-

partment stores to schools — I could go down the line. We like to service large clients, but in terms of the scope of who we sell to, it includes everybody,” Dreifus said. “However, many of our sales people do find their niches. This involves specific types of customers that they become comfortable with and can pursue. This is often due to referrals, experience and knowledge within a particular sector. “We encourage this practice as it allows our sales people to build solid relationships that can span a working lifetime.” Looking ahead, Dreifus said he is optimistic about the future of not only his own company, but business in general. “People are becoming a little more willing to spend money, listen and learn. Overall, I see the coming years full of increased growth.” Contact: Laymen Global, LLC, 298 Fernwood Ave., Edison, NJ 08837. Phone: 888-656-7766. Website:


ith its long history of serving clients within many regions of Maryland, Virginia, West Virginia, Pennsylvania and beyond, Weiss Bros. of Hagerstown, Inc., continues to focus on helping clients achieve their goals and providing solid customer service when making a difference in helping peoMichael Weiss, left, and Richard Weiss ple clean.

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“Today, after more than 70 years in business, we are the area’s largest locally-owned and operated independent distributor of jan/san, safety and foodservice supplies, as well as industrial packaging and maintenance equipment,” Weiss Bros. of Hagerstown (MD) President Richard Weiss said. “Training and education, however, are among the most important services that we provide. For example, we have gone to school boards that, over the past years have always been low bidder-oriented, and have convinced them that there is a real difference between price and cost. “We are able to explain to customers how to reduce their true end-use cost and how to do the job more effectively. If a customer buys from us, we provide the videos, the training and the servicing of equipment that they need. As my father always said, ‘There are only three things we can give — price, quality and service.’ And everybody wants all three. “We look to sell service and quality and have been fortunate that our company works with a customer base that appreciates what we have to offer.” Weiss Bros. Paper was started in 1938 by Norman and Rae Weiss as a branch of a family-owned business from Norristown, PA. The company sold paper prod-

ucts, novelties and notions to small corner stores. It also said. “I would say 95 percent of our customers are losold leather and shoe findings to shoemakers. cated within 10 miles of these interstates. Our 7 trucks During World War II, Norman Weiss served in the can pretty well cover the entire area with next-day servU.S. Army while his wife Rae hired the company’s first ice.” two salesmen and ran the business. In 1948, “As my father always said, ‘There are only Norman Weiss’ nephew, Bernard Weiss, joined the firm as an outside sales rep. Durthree things we can give — price, quality and ing the 1950s, the company moved into the service.’ And everybody wants all three.” foodservice sector while also providing industrial towel, tissue and wiper products. — Richard Weiss By the 1960s, the company ended its relationship with the family-owned business from PennOfficials at the distributorship rely on an experienced sylvania and incorporated under the name Weiss Bros. core of drivers to make sure products are delivered on of Hagerstown, Inc. In the early 1970s, Norman and time and in a proper way. Weiss said these drivers are Rae’s son, Richard Weiss, joined the business. Norman very loyal and understand that the company goes to Weiss retired in 1979 and Bernard Weiss retired in 1992. market with customer service being the No. 1 priority. Richard Weiss then purchased Bernard’s ownership “Our drivers are also good at looking for business share and became the sole stockholder of the company. leads. There is a bonus system in place for drivers In 2008, Richard’s son, Michael Weiss, joined the dis- who can provide us with successful leads. We turn tributorship, becoming a third generation family mem- such leads over to our sales reps. If a rep can score ber at the company. the account, we provide that truck driver with a Today, the company’s main service region is located bonus,” Weiss said. within a 60-mile radius of Hagerstown, with its facility He added that overall, business for Weiss Bros. of near the intersection of Interstates 70 and 81. Included Hagerstown has been good as of late. Like most comin its service region are panies, however, the recent “great recession” brought such key cities as Balti- with it many challenges that had to be addressed. “When you sell to a factory that has laid off 300 workmore, MD; Washington, ers, there is a lot less product to provide. Our company exD.C.; and York, PA. "By Test - The Best Mops Made" “We next-day deliver perienced 2 down years, followed by a small uptick last from our own fleet of year. For 2012, we are already 7 percent ahead of last trucks and are very fortu- year,” Weiss said. “I believe the economy is getting betnate to be near interstates ter and we have remained extremely focused. This has that crisscross at Hager- involved a lot of sales training over the past three years. E-mail: stown,” Richard Weiss Continued on Page 82

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STEFCO IS NOW SOFIDEL AMERIC A SOFIDEL GROUP AT A GLANCE With over 40 years of history (established in 1966), 28 production sites and 28 subsidiary companies in 13 countries (i.e., Italy, Spain, Sweden, UK, Belgium, France, Croatia, Germany, Poland, Romania, Greece, Turkey and USA), Sofidel Group has more than 4,700 employees and an aggregate turnover of around $1,986 million (2011). It is the 6th largest manufacturer of tissue paper in the world (the 2nd in Europe). Its flagship brand “Regina” is present in all major markets. Investment in the people and communities that we operate in, commitment to innovation and the quality of production processes, transparency and the adoption of responsible social and environmental actions – these are what the Group’s values are based on. Sofidel was the first company worldwide in the tissue paper sector to become a member of WWF’s International Climate Savers programme, which is based on the voluntary reduction in CO2 emissions through the adoption of innovative strategies and technologies. Sofidel is delighted to be in the US market with the purchase of Stefco’s brands and Assets, and looks forward to the opportunity to partner with the experienced and talented people of the Stefco team.

There is a commitment to grow market share in the U.S., AFH and at-home markets as dynamically as Sofidel has grown its business in Europe. Expect very BIG things of Sofidel as we help you grow your business with more quality and innovative products.



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ENVIRONMENTAL SUSTAINABILITY: THE NUMBERS THAT MAKE THE DIFFERENCE Even lower CO2 emissions Even lower CO 2 emissions Improved responsible sourcing of cellulose Sofidel’s commitment to the WWF International Climate Savers programme aimed at reducing CO2 continued in 2011. The investments made in renewable energy, improvement in energy efficiency and cogeneration plants led to a 10.9% reduction in carbon intensity compared to 2007, which was perfectly in line with the commitments and objectives we set in 2008 (26% emission reduction by 2020). Sofidel constantly assesses and vets its suppliers to ensure that the pulp it uses does not come from illegal or controversial sources. Further improvements in this field were taken in 2011. In 2010, the amount of raw materials from certified sources or from sources complying with the main certification standards was 94.2%. In 2011, this figure went up to 99.3% (42.6% FSC; 35.7% PEFC; 21% FSCCW). The remaining 0.7% is subject to alternative forest certification

standards. This is an increase of 5.1% and sits alongside its renewed collaboration with WWF Italia in this matter.

Encouraging results in reduced water consumption The Group has long invested in management technologies and methods aimed at reducing its water consumption. The average amount of water used by Sofidel in 2011 was 8.74 litres/kg of paper produced, with some sites achieving even lower than 6 litres/kg. The water consumption benchmark for the tissue industry is between 10 and 25 l/kg. Source: Sofidel Integrated Report 2011. The scope of the data does not include the Cellynne company acquired in 2012.







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In 2008, Sofidel became the first Italian company and the first company in the tissue sector to join the WWF International Climate Savers programme. The project asks large companies to voluntarily adopt plans to reduce emissions of greenhouse gases, using innovative strategies and technologies that will allow them to take on the role of leaders in CO2 reduction. Our target is to reduce our direct emissions of carbon dioxide by 26% by 2020 compared to levels in 2007.

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From SCA Tissue

Sustainability Leads To Better Business, Naturally By: Mike Kapalko, Sustainability Marketing Manager

As the popularity of sustainability continues to grow among consumers, business owners need to incorporate sustainable initiatives into their daily business practices. Ranked as one of the World’s Most Ethical Companies by Ethisphere, SCA officials say it has practiced sustainability for 85 years and has learned quite a bit about what works in encouraging customers to join the sustainability movement. SCA’s Tork brand offers product lines that positively impact businesses and benefit the global community. There are many reasons to implement sustainable practices into a business plan, in-

cluding the following: n Sustainability Improves Brand Perception — According to a Harris Interactive survey Tork commissioned earlier this year, 82 percent of U.S. adults are knowledgeable about which companies and brands have a strong history of sustainability. Of those, 80 percent consider the history of a company’s sustainability when purchasing from them; n Sustainability Sells — Americans continue to welcome green practices, even during difficult economic times. More specifically, 69 percent of American adults purchase green products or services. Among them, 48 percent make these purchases because they are better for the environment; and, n Sustainability Impacts the Bottom Line —The most effective way to reduce cost is to cut down on how much you use, which means you buy less. Kapalko says the

Tork Xpressnap dispenser guarantees a 25 percent reduction in napkin usage as compared to traditional dispensers, and Tork wipers are guaranteed to save 10 percent compared to laundered towel services. SCA says these points prove that keeping sustainability at the core of operations will benefit a business. SCA attributes numerous major business partnerships — including the Empire State Building, Tulane University and the Philadelphia Eagles — to their commitment to customer satisfaction, which is what drives them to provide sustainable and dependable products. Tork products and dispensing systems offer a variety of solutions for business owners looking to incorporate sustainability into their daily practices. SCA officials say all Tork paper products are made from sustainable sources, many with third-party certifications for efficient processes and use of 100 percent recycled fiber. Tork product solutions are one of the ways SCA and the Tork brand help customers take part in the sustainability movement. New Tork Towels Carry A 100 Percent Satisfaction Guarantee As one of the most visited rooms in a building, the restroom plays a major role in shaping brand perception. Surveys have suggested that a visitor’s opinion of a business is heavily influenced by the cleanliness, quality and image of the restroom. To ensure that restrooms meet the requirements and

expectations of tenants, builders and property managers should look to efficient and innovative ways that make the space functional, hygienic and aesthetically pleasing. According to company spokespeople, keeping this in mind, SCA’s Tork brand has launched its finest collection of hand towels which includes Premium Extra Soft, Premium and Advanced Soft quality tiers. This new portfolio of hand towels, available in roll and folded options, improves restroom aesthetics and experience for tenants, employees and visitors. These towels are compatible with a variety of TorkSelect™ dispensers which can offer controlled consumption and improved hygiene benefits. The premium products feature numerous enhancements, making them the softest, highest-performing products available, according to SCA. Some enhancements include: Faster absorbency rate for quicker and better hand drying; Superior softness for a higher-quality feel; Enhanced appearance for a high-end restroom image; An attractive leaf embossed design; and Tork Easy Handling™ packaging, which makes product cases easier to lift, carry, open and recycle after use. Most Tork Premium Extra Soft, Premium and Advanced Soft hand towels feature a guaranteed savings in paper usage — and all are covered by the Tork 100 percent satisfaction guarantee. Visit for more information.


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September/October 2012

WizKid Offers New & Larger Anticrobial Toilet Mat WizKid is pleased to introduce “The Big A Toilet Mat.” “There’s really nothing close to it on the market,” WizKid President and Owner Jeff Crevier said. “It’s a big, antimicrobial toilet mat that covers the widest area imaginable around the toilet to protect the floor from bacteria and odors that originate in urine. This antimicrobial toilet mat is for the business owner who wants a real solution to odors found in restrooms.” Restaurants and business establishments that have consistent restroom traffic struggle with foul odors that originate from urine landing on the floor. Daily mopping isn’t fixing the problem, so more and more establishments are moving to urinal mats to cover and fix their most troublesome areas — underneath the urinal and around the toilet. As more people become germ conscious, the less they want to come into contact with areas where lots of germs can be found. The toilet is one of those “hot spots.” “It’s a big problem, and we have a ‘Big A

Toilet Mat’ to fix it.” “The Big A Toilet Mat” is loaded with strong antimicrobial benefits to remove odors

ladies room. “We were receiving calls for a mat that has a large footprint to cover the front of the toilet for the men, and a wide area on the sides for the ladies,” Crevier said. “When the sample mat came out of the cutter, you couldn't help but say, ‘Wow, that's a big antimicrobial mat.’ Now available in four colors, the WizKid “Big A Toilet Mat” will not only stop odors,

protect the floor and cover the stains, but it also will match most décor found in restrooms. Depending on traffic, the WizKid will last up to 30 days. To learn more about “The Big A Toilet Mat,” call 888-494-9543, visit, or visit the WizKid booth #4240 during the ISSA Show at McCormick Place in Chicago.

Spartan’s New Floor Finish Offers Low Maintenance, High Gloss And Environmental Responsibility

Circle No. 228 and stop bacteria from growing and spreading germs. “A number of our customers pointed out that since they have been using WizKid antimicrobial urinal mats the men’s room actually smells cleaner and fresher than the

Spartan Chemical Company, Inc. has an- end-users can have gloss, productivity imnounced its new floor finish: FloorFront™. provements, and an environmentally preferable product. Spartan says it is a high gloss, FloorFront Floor Finish low maintenance floor finish produces excellent off-thethat is also environmentally mop and long-term gloss in responsible. high traffic areas — with as High-traffic floors demand little as once a week burnisha superior floor finish, but ing. FloorFront’s durable budgets are lean. Spokespeoshine increases time between ple say end-users can enjoy recoats and strip outs — withmeasurable labor savings out Zn crosslinking. with FloorFront ... it needs Circle No. 227 A modern polymer techhalf the burnishing, recoating and stripping necessary with other zinc-free nology formula provides for clarity, depth of finishes. FloorFront Floor Finish meets gloss, and superior durability without any Green Seal’s GS-40 standard for industrial concern for yellowing. Spartan says Floorand institutional floorcare products based on Front will not powder with frequent burnishreduced human and aquatic toxicity and re- ing and is detergent resistant. Spartan Chemical Company, Inc.’s headduced smog production potential. Spartan spokespeople say FloorFront con- quarters, manufacturing and distribution fatains no heavy metals and is completely Zinc cilities are in Maumee, OH. Call 800-537-8990 or free. FloorFront puts distributors on the forevisit front of hard floor maintenance technology,

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.

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Circle 21 • See Us At ISSA Booth #4416

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Sponsored Content

QUALITY VS. QUANTITY Working with distributors towards a common goal Distributors, large or small, are faced with the same challenge: how to align their sales team to sell customers a complete bundle of products – systems solutions rather than one-off products. Distributor sales teams have a vast selection of product categories and manufacturing product lines, which makes it difficult to focus on the right bundles to better service the customer and maximize profit for the organization. It’s not about having the most products, but the right product mixes and effectively knowing and selling the value of those bundles to the customer. “As manufacturers, we can’t expect distributors to know our product as well as we do, but there are a number of things we can do to support them and help make them more successful, thereby making us more successful, too” says Jay Candido, Corporate Director, Marketing and Operations, Kruger Products, Away From Home Division. Kruger Products has always taken working with its distributor partners seriously and is increasingly investing time and resources in training them on its product portfolio and selling techniques. “At Kruger Products, we focus on a cost-in-use business model and hone in on some key components that speak to the benefits of our products in a simple but sophisticated way:” QLabour cost savings: Direct savings from longer and/or better quality roll towel and tissue can translate to incremental labour savings for the business because less maintenance servicing is required. QControlled dispensing: Using product dispensing systems that control the amount of product released at one time will help reduce product usage amounts, waste and overall cost. QReduced consumption: Pairing better quality towel and tissue with controlled dispensing solutions can

show we know how to meet their needs – from demonactually reduce overall consumption, meaning less strating how a product works, how simple it is to use replacement purchases required over the year. and how various cost-in-use benefits emerge through QSupport of brand image: Better quality products different dispensing system combinations. “We can influence customers’ perception of a facility, resultwalk a customer through everything from the exing in positive experiences and repeat business. ternal design, to how to load and use the system and QPrecise product comparison: Buy smart; before what the resulting benefits of various product paircomparing two competitive products, make sure all ings will bring,” says Candido. “How can you do all specifications are identical to ensure an accurate that over the phone or via email?” comparison is being made. This company has also become synonymous with Cost-in-use is an integral part of Kruger Products’ business so it is putting more effort behind training high-end quality because it offers premium tissue and distributors and helping them understand how to dis- towel products and dispensing system solutions that cuss their products through this business model. “It’s not enough for us to send them “Great customer service can go a long way. And often some points on cost-in-use times it’s not how we treat customers when things and hope they understand are going well, but it’s how we deal with the difficult how to use the information. We view them as an extensituations that sets us apart... It’s important that our sion of us – they are part of distributor partners share this approach.” the larger Kruger Products Jay Candido, Corporate Director, Marketing and Operations, sales team, so we treat them Kruger Products, Away From Home Division. like that,” explains Candido. One of the things Kruger Products is known for is its superior customer service. are ideal for all market segments. Its products comIt attributes this not only to its top-notch sales team, binations embody sleek designs, durability and cost but also to how in tune its distributor partners are with savings. Using Kruger Products’ various dispensing the company’s product offerings. “Great customer combinations ensures that customers experience all service can go a long way. And often times its not the benefits of quality tissue and towel products but how we treat customers when things are going well, also improve their bottom lines through cost-in-use. but it’s how we deal with the difficult situations that “That’s why it is so important that we train our disset us apart,” says Candido. “It’s important that our tributor partners on cost-in-use modeling and how distributor partners share this approach.” to speak about it knowledgably with customers,” It’s a simple notion, but paying attention to what says Candido. customers say is important, and so is face-to-face interaction. According to Candido, advancing technology is Kruger Products is a leading tissue and towel important and helps drive business forward, but noth- manufacturer and serves major market sectors in both ing beats the personal touch of a quality relationship. Canada and the United States. That is a pivotal pillar of the way Kruger Products con- Learn more about the company and its premium ducts its business. system solutions and cost-in-use business model at Being with a customer, in person, is the best way to

Circle 50 • See Us At ISSA Booth #4204

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September/October 2012

Kruger Products L.P. Expands Product Portfolio With 3 Additions Launched At ISSA/INTERCLEAN Chicago 2012 Kruger Products L.P., one of North America’s leading manufacturers of quality tissue products that also focuses on premium dispensing system solutions for an array of market segments, has expanded its Ultimate Washroom collection and main dispenser line, and will exhibit it at ISSA/INTERCLEAN Chicago 2012. Kruger spokespeople say the additions to the Ultimate Washroom collection include the Mini Titan, the market’s smallest dispenser with the capacity to hold the longest towel roll on the market — Kruger Products’ White Swan 1,200 foot towel roll — as well as the Mini-Max Stainless Steel Jumbo Bathroom Tissue (JBT) dispenser and the Stainless Steel Hands Fresh touchless soap dispenser. The company is also launching NOIR, a fresh look for its main line of dispensers. “Our business is built around understanding the needs of our customers and the challenges they face within their operations as well as providing the right product mix to not only meet their expectations, but surpass them,” says Jay Candido, corporate director, Marketing and Operations, Kruger Products, Away From Home (AFH) Division. “Whether our customers are working with confined spaces, operating with limited budgets, striving to meet sustainability goals or they want to give their facilities a facelift, we have products suitable for their needs. We keep a close pulse on our customers’ industries and put together the right system solution to meet their evolving needs, allowing them to grow with market demands. Growing with them is always the ultimate goal.” Kruger says the Mini Titan is an exciting

new addition to the Ultimate Washroom perience as well as a company’s overall collection, offering numerous end-user ben- brand image,” Candido said. “The Mini-Max Stainefits including touchless less Steel JBT dispenser operation that reduces the and Hands Fresh touchless risk of cross-contaminasoap dispenser provide tion, flexible length seteven more options for custings that control the tomers looking to enhance amount of product disthe aesthetics of their fapensed at one time, and a cilities. The Mini-Max refined design that supdispenser is the stylish yet ports an establishment’s durable alternative that overall brand image. can accommodate high “Paired with our White traffic locations. Paired Swan 1,200 roll towel, this dispensing solution offers with the new Mini-Max the added benefit of sus1-PLY JBT 1,500-foot tainability as longer roll roll, this combination will towels mean fewer rolls result in fewer run outs Jay Candido are required, thereby reand less maintenance reducing both packaging and the number of fill trips, allowing maintenance staff to cores discarded,” said Candido. focus on more important tasks.” “Our new dispensers demonstrate not NOIR offers a fresh new coordinated only how cost-in-use works, but the value look for Kruger Products’ main dispenser this model brings our customers,” explained line that captures the sleek and modern look Candido. associated with European designs. Cost-in-use is a business model that the “Our generic line of products are an ecocompany says its AFH Division has a nomical choice for those who want reliable legacy of using to show its customers and dispensers. The NOIR line combines funcdistributor partners the true value of a prod- tionality and a unique modern design that uct, and elevates the discussion from the complements any décor,” said Candido. simple case price in dollars and cents to the The launch of these premium dispensing other benefits that come from using system systems is a part of what the AFH Division solutions. calls Performance In Every Fibre, which fo“There are a number of benefits to cost- cuses on the company’s commitment to in-use modeling including reduced product keeping product quality, customer service consumption, reduced costs, re-allocated and business optimization factors (like costmaintenance and service staff, and a re- in-use modeling) at the forefront of their duced number of run-outs and replace- business. The dispensers are available ments, among others. Using premium across Canada and the United States. products also supports positive end-user exA key component of Performance in

Every Fibre is business optimization, which includes sustainability. At Kruger Products, sustainability is a core part of doing business. In 2010, the company launched Sustainability 2015, its five-year initiative to reduce its environmental footprint. In line with this commitment, the AFH Division offers one of North America’s largest portfolios of EcoLogoM-certified (made with 100 percent recycled fiber containing a high percentage of post-consumer material) and Forest Stewardship Council® (FSC®)-certified tissue and paper products. Kruger Products is also a partner of Earth Day Canada (EDC), where EDC helps facilitate Kruger Products’ efforts to reduce the impact of their operations and encourage environmental values and initiatives among Kruger Products’ varied stakeholders. For more information on the Mini Titan, the Stainless Steel collection, NOIR or any other dispensing system solutions, visit Kruger Products at booth 4204 at ISSA/INTERCLEAN Chicago 2012 or online at Kruger Products L.P. is a leading towel and tissue manufacturer serving the Canadian and American consumer and awayfrom-home markets. The AFH Division serves most major industries with its product lineup that includes such well-known brands as Embassy, White Swan and Esteem. Its leading consumer brands include White Cloud, Cashmere, Purex, SpongeTowels, Scotties and White Swan.

A Thumbnail Look At Seminars Available To ISSA Show Attendees ISSA Convention Seminars Schedule The following is a schedule and description of educational seminars for 2012 ISSA/INTERCLEAN. Editor’s Note: Seminar descriptions are edited due to space restraints. Contact ISSA for complete seminar details. MONDAY, OCTOBER 15 1:00 p.m.–5:00 p.m. CIMS: ISSA CERTIFICATION EXPERT (I.C.E.) WORKSHOP PART 1. Speakers: David Frank and Jim Peduto Attendees can learn about the management and green principles outlined in the Cleaning Industry Management Standard (CIMS) and CIMS Green Building (GB) criteria. Workshop attendees who pass the onsite examination will achieve I.C.E. and I.C.E.-GB certification. Session resumes Tuesday, October 16, from 8:30 a.m.–12:00 p.m. Separate registration required. 3:30 p.m.–5:30 p.m. MANUFACTURER REPRESENTATIVES FORUM AND RECEPTION: GUIDELINES, STRATEGIES, AND TIPS TO PROTECT YOUR REP AGENCY Speaker: Steven Mitchell Sack, Hyatt Regency, Chicago, This seminar will teach attendees about: negotiations, sales agreements, supplier acquisitions, territories, splitting

commissions, exclusive representation, working relationships, terminations, resignations and posttermination commission entitlement. TUESDAY, OCTOBER 16 8:00 a.m.–12:00 p.m. GREEN CLEANING UNIVERSITY WORKSHOP, Speaker: David Holly, Learn how to sell a green cleaning system for maximum results with this basic introduction program. IICRC BASIC SKILLS CARPET CARE PROGRAM, Speaker: Richard Bodo, Gain a basic understanding of how to maintain and restore carpeting in commercial and residential settings. A certificate is provided to those who meet session requirements. Sponsored by Windsor Industries 8:30 a.m.–12:00 p.m. CIMS: I.C.E. RENEWAL WORKSHOP — HOW TO SELL WITH I.C.E., Speaker: David Frank, Learn how to use I.C.E. status to help customers accomplish improvements, face new challenges, and improve operations. Attendees receive all 30 professional credits required for I.C.E. recertification. Separate registration required. CIMS: ISSA CERTIFICATION EXPERT (I.C.E.) WORKSHOP PART 2, Session begins Monday, October 15, 1:00 p.m.-5:00 p.m., Separate registration required. See Monday’s session

description for more details. 8:30 a.m.–9:30 a.m. ADVANCED DISTRIBUTOR PROGRAM DECISIVE ACTIONS FOR AN UNCERTAIN ECONOMY, Speaker: Paul St. Germain. This session shares insights into the key business and economic trends affecting the wholesale distribution supply chain through 2015 from the newly released book, Facing the Forces of Change. STRATEGIC PLANNING: RETHINK YOUR BUSINESS AND PREPARE FOR TAKEOFF. Speaker: John Delany. Initiating business growth requires companies to implement a new business model while continuing to lead the old one at a profit.. MORE THAN SUPPLIES: INCREASE VALUE AND ACHIEVE SUCCESS. Speaker: Tim Kerin. Learn to create partnerships with customers, which, in turn, boosts sales and gain a competitive advantage. LEED-EBOM: A 2012 UPDATE, Speaker: Stephen Ashki.Understand the changes in the U.S. Green Building Council’s LEED for Existing Buildings: Operations and Maintenance as they apply to cleaning products and services. THE SOCIAL MEDIA SALES REVOLUTION. Speaker: Landy Chase. Find out how LinkedIn, Twitter and Facebook may generate business.

CHANGING THE WAY THE WORLD VIEWS CLEANING. Speaker: Dianna Steinbach. Company leaders may already know how to connect value to a cleaning department’s objectives, or even facility management goals, but this session will help make a direct link to the entire organization’s true bottom line. 9:45 a.m.–10:45 a.m. ADVANCED DISTRIBUTOR PROGRAM BUILDING AND MANAGING AN EFFECTIVE SALES FORCE. Speaker: Michael Workman, Learn effective ways to focus efforts to close more profitable sales, have systems to find and convert prospective profitable accounts. PREDICTIONS 2013: ELECTIONS, ECONOMY, METRICS, AND MORE. Speaker: Gene Marks. What will be the potential impact of this year’s elections on our nation’s debt? MEASURE, MANAGE, AND IMPROVE OPERATIONS. Speaker: John Garrett. Gain critical knowledge to help survive in today’s facility management arena. HIGH QUALITY AND HEALTH AT 10,000 SQ. FT./HR. Speaker: Ian Greig. Negotiate the contract of the future, while educating facility management and cleaning personnel. Continued on Page 80

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September/October 2012

From Warsaw Chemical Defend Foam Hand Sanitizer Warsaw Chemical Co., Inc. Defend Foam Hand Sanitizer is a non-alcohol foaming hand sanitizer that decreases bacteria on the skin and kills 99.99 percent of the most common germs that pose public health concerns. Defend is formulated to be used without water or towels to supplement standard hand washing. Defend Hand Sanitizer produces a fast drying, non-sticky foam that contains conditioning and moisturizing ingredients, which allow the sanitizer to be used throughout the day without irritation, drying or chapping. Perfect for use in hospitals, nursing homes, grocers delis, schools, day cares, offices, public restrooms and in many other applications. Defend is available in plastic gallons and in 1000-ml cartridges. Website:

Select Care™ Hand Cleaners Warsaw Chemical Co., Inc. offers Select Care™ Hand Cleaners, Warsaw Chemical’s first industrial hand cleaner line created using totally natural, renewable ingredients. This line of hand cleaners is VOC compliant and features concentrated, water activated formulas that were developed with soy, d-Limonene and walnut shell scrubbers for extra deep cleaning. Select Care Hand Cleaners dissolve heavy soils, such as grease, tar, resins, paints, adhesives, carbon and inks. This line includes Citrus Select and Soy Select Premium Industrial Strength Hand Cleaners. These cleaners utilize renewable natural resources, helping to conserve non-renewable resources such as petroleum. Biodegradable soy oils, detergents and walnut scrubbers are also used. The Select Care line is enriched with skin softening ingredients and aloe to prevent hands from drying out.

Discover Warsaw Chemical

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Green Time Systems™ Product Line Warsaw Chemical Co., Inc.’s line of earth-conscious, environmentally friendly products, Green Time Systems™, focuses on cleaning, health and the environment without losing product performance. Products include all purpose cleaner, glass cleaner, floor finish and floor finish stripper. Each Green Time Systems product offers different environmental and health benefits. Warsaw Chemical also provides the following customer benefits:

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Only Warsaw Chemical brings you this product lineup and these customer benefits: • Complete product line • Complete private label/ brand program • Product use & sales training seminars • Full quality guarantee – all products

• Low FOB shipping requirements • Green Time™ Product Line meets DfE • Marketing support • Custom blending

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

Circle 42 • See Us At ISSA Booth #512

• Complete product line; • Complete private label/brand program; • Product use & sales training seminars; • Full quality guarantee – all products; • Low FOB shipping requirements; • Green Time™ Product Line meets DfE; • Marketing support; and • Custom blending.

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For more information contact Warsaw Chemical Co., Inc., P.O. Box 858, Warsaw, IN 46581. Telephone: 800-548-3396. Fax: 574-267-3884.


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September/October 2012

R&B Wire Products – Manufacturers Of Industrial Laundry & Linen Transportation Equipment R&B Wire Products is a diversified manufacturer of wire, tubular steel, poly, vinyl and other sewn products in addition to their custom fabrication capabilities serving the coinlaundry, healthcare, hospitality, commercial laundry, janitorial supply, material handling and car wash sectors. R&B spokespeople say it is the industry leader, and the standard in the wire laundry cart business, and has been since its inception in 1946. The company says R&B’s commitment to innovation and leadership ensures product improvements and the highest quality products available. The development of its proprietary “Clean Wheel System” casters on its laundry carts is an example of product improveCircle No. 229 ment and innovation. R&B has expanded its product line over the years beyond its line of standard and frontloading laundry carts to include a core product line of garment racks, wire linen and utility carts, wire shelving, bulk linen trucks, turnabout trucks, poly trucks, vinyl basket & elevated trucks and its line of healthcare and general purpose hampers. R&B says its products are manufactured for the efficient handling of laundry, housekeeping, material-handling, janitorial and other general transport needs. R&B also provides select high volume custom manufacturing capabilities that include

many diversified products – across numerous industries. All of its custom products are made to our customer’s specifications with R&B’s same commitment to quality & service. According to the company, R&B has extensive manufacturing expertise over its 65 years – and a “can do” attitude where its customers are No. 1. The company’s "Satisfaction Guaranteed" policy is the backbone of the company, and simply stated, “We will correct or replace any product problem due to workmanship or quality that you encounter, period. Your satisfaction is guaranteed. We continue our commitment to bringing innovation and leadership to our products to meet the current and future needs of our customers.” Contact R&B with any questions or comments at 800-634-0555.

Carroll Company Launches Wiper Program Carroll Company announced it would launch Carroll Converting, with a new facility in Saukville, WI , specializing in R & D and production of wet and dry wipe products and programs. The Carroll wipes lineup will consist of nine products including hand cleaning and sanitizing, disinfectant cleaner, multi-use and specialty

cleaning wipes. The formulas and fabric are custom matched for superior cleaning, polishing and protecting. The new wipes will enhance the product bundle of high performance industrial and institutional liquids, powders, aerosols, cartridge soap systems and dilution control programs. With Carroll’s formulating expertise, its ability

to blend and produce wipes at multiple locations will allow distributor partners the opportunity to consolidate and bundle more items for cost savings. Wipes will be produced in multiple locations including at the Carroll headquarters in Garland, TX. Carroll Company, a leader in private brand development for multi-unit distribution, has manufacturing and distribution plants in Saukville, WI, Santa Fe Spring, CA, Havre de Grace, MD, and Garland, TX.

Starco introduces... High Performance


Economy Price$


Find us below the yellow balloon at Booth #1652

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R&B Headquarters, Manufacturing, and Distribution facilities.

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Maintenance Sales News


John Hayes, Enviro-Solutions Sales Manager, Retires John Hayes, who has served as regional sales manager in various territories for Enviro-Solutions, a manufacturer of proven green cleaning products, retired Sept. 30, 2012. Over the past four decades, Hayes has worked for many leading John Hayes chemical manufacturers and has served in several positions; however, his primary focus has been on sales and marketing. “I am very proud of the professional cleaning industry,” said Hayes. “I consider it one of the bedrock industries of America, filled with honest, hardworking people who work every day to keep people and facilities clean and healthy.” While its foundation has remained the same, Hayes added, the industry has changed considerably over the years. “A decade ago, I would never have believed green and sustainable cleaning would be such a force in our industry. But, what I am happiest to see is how our industry has evolved in stature over the years. Finally, our customers realize just how important we are to their wellbeing,” he said. According to Mike Sawchuk, vice pres-

ident and general manager for Enviro-Solutions, “John and his wife, Linda, have planned well for (their) retirement. Everyone here, along with his friends, co-workers, customers and past co-workers all wish John and Linda happiness and good health for years to come.” Enviro-Solutions ( is a manufacturer of Proven Green, environmentally preferable clean-

ISSA To Present Best Customer Service Awards The Best Customer Service Awards program will continue this year, with attendees being able to submit their picks onsite for the exhibitors they feel provided the best customer service during the show. Building service contractors, distributors and in-house service providers can vote through this year’s show app (, and votes must be submitted by 4:30 p.m. on Thursday, October 18. Winners will be announced at 10:15 a.m. on Friday, October 19, by executive customer service trainer Janelle Brittain at the ISSA Education Theatre, Booth 3669. Winners are selected in five product categories: Chemicals; Disposables; Power Equipment; Supplies & Accessories; and Other Products, Services & Technology.

To Receive Maintenance Sales News’

monthly eNewsletter, please send your name, company & email address to rankinmag@

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ing products. An ISO-9001 certified company, Enviro-Solutions was established in 1994 and says its goal is to develop and market a superior line of environmentally preferable cleaning products and solutions. According to Enviro-Solutionsspokespeople, using advanced technology, the company manufactures products that offer proven safety, health, and environment benefits without sacrificing product performance, and are competitively in price.


September/October 2012

Queenaire Technologies Receives Certification As Women’s Business Enterprise versity programs. Organization, a regional certifying partner of the Women’s BusiQueenaire products are brought ness Enterprise National Council to market by a management team (WBENC). with over 30 years of experience in the ozone industry. Company WBENC’s national spokespeople say all products instandard of certification corporate the most up-to-date implemented by the We help you to go to ozone generating technology Women Presidents' Eduavailable today. Further, a trained cational Organization is great lengths cleaning service team offers maintenance a process including an surfaces ... and repair on several different in-depth review of the makes and models of ozone equipbusiness and site inspecment. The company’s goal is to tion. The certification Shown are, from left, truly be an “Ozone Specialist.” process is designed to Susan Duffy, president, and her daughter, Visit for confirm the business is at Nicole Plumley, CFO. more information. least 51 percent owned, The Women’s Business Enterprise National Council is the operated and controlled by a woman or women. According to WBENC, including women- nation’s largest third-party certifier of businesses owned and owned businesses among their vendors, corpora- operated by women in the United States. WBENC is a retions, and government agencies demonstrate their source for the more than 700 U.S. companies and governcommitment to fostering diversity and the con- ment agencies that rely on WBENC’s certification as an tinued development of their supplier/vendor di- integral part of their supplier diversity programs.

Queenaire Technologies, Inc., a business specializing in the manufacturing of ozone generating electronic deodorizers, received national certification as a Women’s Business Enterprise by the Women Presidents' Educational


von Drehle Corporation Awarded Recertification From Green Seal Under Standard For Sanitary Paper Products

Helping Schools of all sizes for 55 years with window cleaning tools 1-800-553-8131 © 2012 Tucker Manufacturing. Co., Inc. Cedar Rapids, Iowa USA

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The von Drehle Corporation has received recertification under the Green Seal™ Standard for Sanitary Paper Products — GS-1. von Drehle was recently awarded this third-party recertification for its Preserve®, Feather Soft® and Blue Mist® towel and tissue products. The new Green Seal Standard for Sanitary Paper Products, GS-1, establishes stricter and more comprehensive guidelines for environmental, health and social requirements for products such as bathroom tis-

sue and paper towels — for both institutional and retail markets. This standard addresses the primary life cycle issues

for sanitary paper products from product performance, raw materials, manufacturing, packaging and use. For more than two decades, Green Seal has been certifying goods and services that meet high standards of envi-

ronmental quality as well as product performance. von Drehle Corporation says it has been, and continues to be, an industry leader when it comes to environmentally responsible manufacturing processes. von Drehle’s paper mill, located in North Carolina, uses only recycled fiber and a chlorine-free process to manufacture products, and it is classified as a “Recycling Center” by the State of North Carolina. Founded in 1974, and with an emphasis on 100 percent recycled paper products, the von Drehle Corporation is a manufacturer of towel and tissue products for the away-from-home market in the United States. The von Drehle Corporation is headquartered in Hickory, NC, with production facilities in Cordova, NC, Maiden, NC, Memphis, TN, and Las Vegas, NV. Visit

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Intercon Chemical / Clearly Better, LLC

Booth 2241 SmartSan 24 is the first new tough disinfectant on pathogens — not on people or the environment. Compare SmartSan 24 with SDC to oldschool chemistry like quats, alcohol, phenols and AHP (accelerated hydrogen peroxide). SmartSan 24 kills germs in as few as 30 seconds.* The ONLY disinfectant with: • 24 hour germ killing residual action; and, • No caution or hazard warnings on the label. SmartSan 24 is labeled as BOTH a disinfectant and a sanitizer. Visit * Refer to product label for a list of organisms.

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Warsaw Chemical Company

Booth 512

Warsaw Chemical Co., Inc.’s line of earth-conscious, environmentally friendly products, Green Time Systems™, focuses on cleaning, health and the environment without losing product performance. Products include all-purpose cleaner, glass cleaner, floor finish and floor finish stripper. Each Green Time Systems product offers different environmental and health benefits. For more information, contact Warsaw Chemical Co., Inc., P.O. Box 858, Warsaw, IN 46581. Phone: 800-548-3396. Fax: 574-267-3884. Website:

SCA Tissue

Booth 1051

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SEKO Dosing Systems Corp.

Booth 232

SCA’s Tork brand has launched its finest collection of hand towels, which includes Premium Extra Soft, Premium and Advanced Soft quality tiers. This new portfolio, available in roll and folded options, improves restroom aesthetics. These towels are compatible with a variety of TorkSelect™ dispensers. The towels’ enhancements include: • Faster absorbency rate; • Superior softness for a higher-quality feel; • Enhanced appearance for high-end restrooms; • An attractive leaf embossed design; and, • Tork Easy Handling™ packaging, making product cases easier to lift, carry, open and recycle. Most Tork Premium Extra Soft, Premium and Advanced Soft hand towels feature a guaranteed savings in paper usage — and all are covered by the Tork 100 percent satisfaction guarantee. Visit Circle 162

SEKO presents ProMax, the new patented, state-of-the-art chemical proportioning system. ProMax is the latest, most intuitive and most cost effective dispensing system available today. ProMax is the perfect solution for all institutional and light industrial chemical dilution applications. Modular units reduce inventory and increase versatility. It has a high density enclosure and space saving design, along with quick, easy, tool free installation and maintenance. Up to 98 percent of facing is available for branding and image enhancing customization. Single or multiple chemical use is available. Approved backflow prevention device avoids chemical contamination of the water source. Models available to accurately dilute concentrated chemicals: Spray Bottle (1 gpm); Mop Bucket (4 gpm); and, Floor Scrubber (8 gpm). Visit Circle 159

Cargill Salt

Tundra Equipment Company

Booth 2743

Defeat ice with Cargill Salt’s Diamond Crystal® Early Melt® dual functioning anti-icer and de-icer. This new formulation attacks ice before, during and after a storm. When Early Melt® ice melter is applied before a storm it makes snow removal faster and easier by helping to prevent it from bonding to pavement. Early Melt® is scientifically proven to melt ice down to -5°F, and it has a patented formulation that reduces application rate by 30 percent. This is better for your wallet and the environment. Early Melt® ice melter has earned the EPA’s Designed for the Environment seal. Look for it on our new packaging. Visit

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Magnolia Brush

Booth 2516

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Carolina Paper Company

Booth 2072

Carolina Paper Company’s Blue Ridge brand of towels and tissue provides customers with the opportunity to offer a quality, full-sized product in an attractive carton to their customers. The Blue Ridge line competes favorably against “name brand” products both in quality and price. Carolina Paper’s policy of offering one low into-stock price gives customers the flexibility to sell both large and small orders without the need for “contract” pricing, POD documentation and waiting for rebates. Meanwhile, the Eco-Wise brand of towels and tissue provides customers with the opportunity to compete in the “value-cut” channel of “price point” products as well as satisfying “eco-friendly” demands. The Eco-Wise line is manufactured from 100 percent recycled paper with 40 percent or more post-consumer waste. The product is offered in a variety of “value-cuts” to satisfy any price point. Contact Circle 160

Booth 1269

The Tusk® T-20 floor burnisher from Tundra® is an all-metal constructed, polished aluminum and chrome, stainless steel handled example of rugged beauty and high performance in a superbly engineered floor machine. The 1.5 hp DC rectified motor — generating 1,500 rpm on the floor — is centered on the brush deck to allow for maximum down pressure measured at a range of 18 to 25 pounds (depending on operator’s handle adjustment angle.) The motor is direct drive to the pad driver, eliminating motor power loss and reducing noise level. With no interference from a front balance wheel, the robust down pressure makes the Tusk T20 floor burnisher ideal for dry buffing, spray buffing and diamond polishing right up to the edge of the wall line. Add operator positioned handle height adjustment with easy access safety lock knob and you have the safest and most easily operated cord burnisher in the industry. Call 800-482-5689. Circle 161

KL Designs

Booth 223

KL Designs proudly brings you outdoor cigarette receptacles. Its innovative design takes cigarette butt disposal to a whole new level. You'll never have to lay eyes on a tray of revolting cigarette butts again. These receptacles’ ecofriendly, custom designs can complement any environment. They are new and unique cigarette receptacles that will add charm and character to an establishment or home. KL Receptacles are made of steel construction and are powder coated for weather resistance. They can be secured easily to prevent theft. Many custom designs are available and the receptacles are made in the USA. Visit or call 888-552-7870. Circle 157

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Circle 75




Booth 1264

CP Industries

Booth 1243

Tough, Long-Lasting Floor Maintenance Pads

ACS/Scrubble® Products manufactures a complete line of Floor Maintenance Pads for stripping, buffing, cleaning, polishing and highspeed burnishing. Our floor pads are formulated with the proper amount of non-woven polyester, nylon fibers and abrasive grains to achieve maximum product performance. The bonding process of these fibers blended together with our special resins and adhesives make these floor pads tough, durable and consistent. All conventional and UHS pads are 1” nominal thickness. Our Stripping pads are 3/4” thick and our Emerald Hy-Pro is 1/2”. Floor pads are available in 1” diameter increments from 10” to 32”. We also offer the special size pads under 10” including 6-1/2”, 7-3/4”, 9” and 9-1/2”. Center holes are 3” nominal. Circle 118

Whether you need to protect your front walk, your loading docks, or your multi-million dollar parking structure, CP Industries has developed a full line of ice melters for every job and every budget. For over 30 years, our distributors have appreciated our dedication to excellent customer service and providing educational material to help them understand our products better. Our products are available in boxes or tough poly bags. For more information, call CP Industries at 1-800-453-4931 or visit Circle 117

von Drehle Corporation

Spartan Chemical Company

Booth 4031

CP Industries is proud to annouce that Superior Sno-N-Ice Melter® and Premiere Ice Melter® have earned the U.S. Environmental Protection Agency’s Design for the Environment (DfE) recognition.

Booth 619

The von Drehle Corporation announces a new line of mechanical roll towel dispensers that feature a sleek European look to complement almost any decor. The large viewing window is full of possibilities: Sell advertising space; advertise in-store specials; display re-ordering information; show customers your environmental commitment. Item #8838 - Compact Hands-Free Roll Towel Dispenser This space-saving, mechanical pull-down dispenser automatically cuts an 11-inch long towel which reduces usage and saves money. It's fast and easy to load with no batteries to replace. Item #8864 - Hands-Free Mechanical Pull-Down Dispenser This controlled-use, hands-free dispenser is perfect for most applications. Dispenses one clean, dry, germ-free towel at a time with hands only touching the towel. No batteries to replace and the stub-roll feature reduces waste. Circle 181

Spartan’s Hard Surface Disinfecting Wipes are now available in the company’s famous NABC Fresh Scent. The high-quality, durable 7 x 8 inch wipes are packaged 125 to a canister, with 6 canisters in each case. Hard Surface Disinfecting Wipes are convenient and ready to use in portable dispensers. They combat against bacteria and viruses on hard, non-porous surfaces such as stainless steel, plastic, metal and restroom fixtures. This product is an effective disinfectant against: E-Coli, Pseudomonas, Salmonella, MRSA, VRE, VRSA, Pandemic 2009 H1N1, Influenza A2, Herpes, HIV and Trichophyton mentagrophytes. Spartan’s Hard Surface Disinfecting Wipes sanitize in 15 seconds against E-Coli, Staphylococcus aureus, Klebsiella pneumonia, and Listeria monocytogenes. They also have a 1 minute kill claim for Campylobacter jejuni. Visit Circle 114

EES, Inc.

Royce Rolls Ringer Company

Booth 4062

Booth 1763

Scrub Bugs Enzymatic Cleanser By EES, Inc. – New And Improved Formulation Newly improved Scrub Bugs is a unique and amazing cream cleanser that combines odor control, cleaning and drain maintenance into one product. Excellent for cleaning stainless steel, showers, grout and other hard surfaces. Most cream cleansers on the market are on the acid side of the pH scale, but Scrub Bugs is more alkaline. In addition to being safer than acidbased products, Scrub Bugs is highly effective on soap scum and oil rings which acids will not touch. Scrub Bugs contains millions of enzymes that attack organic materials that cause odors and clog drains. Scrub Bugs enzymatic action keeps drains flowing freely. Visit Circle 113

Tired of losing tools off your cart? The Royce Rolls Ringer Company introduces its newest cart feature, the Snap Rack handle holder. The Snap Rack offers a more efficient way to keep mop sticks and tools in place. It is composed of four stainless steel hooks and a stretch mount, latex-free rubber toggle strap. The Snap Rack fits on any Royce Rolls cart and is installed in place of the existing tool rack. For questions regarding this product, please call 800-253-9638 or visit Circle 115

Expanded Technologies

Booth 4562

Newly designed Wrap Around Floor Savers™ provides floor protection, and keeps music rooms quiet when installed onto music stands. Their peel and stick backs stick tight to the legs; an improved adhesive system ensures a longer lasting hold. Embedded in the pad is a vinyl wear cushion that distributes weight evenly to improve protection for the floor and extend the life of the product. The original Wrap Around Floor Savers™ are designed for chairs with sled bases. These are larger than the music stand version, and are formed to wrap securely around the rail and attach to itself for a snug fit. They can be used with hardwood floors, VCT, vinyl, linoleum, finished concrete and ceramic tile floors. Visit Circle 112


Booth 639 OmniFlex AutoVac™

The OmniFlex AutoVac is an automated, high performance floor machine that rivals the performance of an autoscrubber — at a fraction of the cost! A really fast, simple approach to clean, safe floors, this system is perfect for high speed cleaning of hard surface areas such as hallways, cafeterias, lobbies, warehouses, fitness areas and more. It’s as fast and effective as an autoscrubber, without the added cost or complexity, making it perfect for building service contractors and facility managers alike. Visit Circle 116

Sigma Plastics Group

Booth 4229

Sigma Plastics has 37 polyethylene manufacturing facilities in North America. Institutional can liner products are produced in 6 of these strateg– ically located plants. These 6 Sigma companies will, for the first time, be joining forces under one roof at the Chicago ISSA show in October. So please visit Aargus Industries, Beta Plastics, FlexSol Packaging, Omega Plastics, Poly Plastic Products, and Republic Bag at booth 4229. Our strength as sister companies under common ownership, assures service of your every need. In- house laboratories, chemical engineering and quality assurance programs guarantee consistent quality of high- and low-density can-liners, produce bags, ice bags and infectious waste bags. Private label, stocking, custom bags and special packaging programs are also available. Circle 110

Circle 16



The Kissner Group

Booth 3949

Haviland Corporation

Booth 3014

STOP ICE® Ice Melter Microbe SpikerT Squeegee

This winter season Kissner is introducing its first Quad Action Ice Melter with 4-Way Ice Melting Power. STOP ICE® Ice Melter is a powerful new product that is safer for use on concrete, wood and near plants and vegetation. It is also less harmful to vehicles and equipment. The STOP ICE® Ice Melter formulation is coated with special 4-way melting extenders for long lasting performance. This product is easy to handle and requires no protective clothing. STOP ICE® Ice Melter has a green color indicator to allow precise and cost effective dispersion. Be ready this winter to STOP ICE® and Snow in its Tracks! Call 1-800-434-8248 to find a distributor near you! Circle 119


Booth 4018

New from Haviland Corporation is the Microbe SpikerT Squeegee. This squeegee is the revolution to stretching cleaning dollars. Microbe SpikerT provides revolutionary cleaning, with percentage change of bacteria on surfaces, anywhere from 55% to 99.9% reduction, without use of additional chemicals/water. This is accomplished through the use of NANOTECHNOLOGY. For more information, visit Circle 120

Sky Systems

Check cross-contamination at the door! A single hand contact with a contaminated surface results in 100 percent transmission for E-Coli and Staphylococcus auereus. Contaminated hands can transfer viruses to five more surfaces. A-B PLUS is the industry’s most complete anti-bacterial cleaning system to combat cross-contamination. The AB PLUS cart, and all its components and accessories, are manufactured with anti-bacterial plastic materials. This is proven effective against the growth of the most commonly transferred pathogens — some of which can survive for months on untreated surfaces. Other components of the A-B PLUS system include anti-bacterial Top-Down charging buckets, microfiber mop head holders, telescopic mop handles, microfiber cloths and microfiber mop heads. Visit Circle 124

STEP1 Software Solutions

Booth 1353

STEP1 Software Solutions • 3547 Old Conejo Rd. #104, Newbury Park, CA. 91320 • 800-553-2602 • email: Circle 125

Booth 1245 Using hand dryers can save thousands of trees. High speed hand dryers from Sky Systems Co., Inc., include Model No. 3053 which features stainless steel material, a heater assembly of 185 F, and runs at only 1,000 watts. Meanwhile, Model No. 3051 includes a steel and porcelain enamel coating material, heater assembly of 160 F, and comes with high brightness LED to increase the ease and delight of use. Other products from Sky Systems include Non-Para Urinal Block w/Screen, and Foam Soap Dispenser Systems in 800 ml, 1,000 ml and 1,300 ml. Visit or call 1-800-451-3444 for more information. Circle 122

U.S. Battery

Booth 1058

U.S. Battery has developed the new XC2™ product line to work efficiently with a wide range of chargers in an increasingly diverse range of deep cycle battery applications. Since it requires a lower watt-hour input to achieve full charge, XC2 also allows easier certification to the new California Energy Commission standard requiring minimum charge efficiency for battery chargers with battery packs XC2 also addresses two other common customer complaints regarding deep cycle batteries: Low initial capacity, and long cycle-up to full rated capacity. The benefits of XC2 include: Highest initial capacity; Fastest cycle up to full rated capacity; Greatest total energy delivered over the life of the battery; and, Ultimate compatibility with the wide range of chargers currently used in the field. Visit Circle 126

Cross Country Installations and Service, LLC

Booth 4226

Founded in 1997, Anthony Mariconda and James Barry founded Cross Country Installations and Service (CCI), LLC, in response to the warewash service industry's growing demand for qualified and knowledgeable individuals who were solely dedicated to the installation and service of commercial warewash and janitorial dispensers. Years later, CCI is now responsible for the installation of commercial sanitation equipment and dispensers for North America's most recognizable restaurant and retail chains. With professional installers based throughout the United States and Canada, CCI has plenty of teams in place that are ready to install, service and maintain equipment on regional and national levels. In fact, CCI recently performed a corporate rollout installation in over 400 locations in a single week. For more information on CCI, call 800-884-5084, email or visit Circle 121


Booth 3618

Cascades has introduced its 100 percent recycled Cascades Antibacterial hand towel product offering. Developed after many years of extensive research, the innovative Intelligent Paper® is a first in the paper industry. As the towel absorbs water from the hands, its highly soluble antibacterial ingredient is transferred from the hand towel to the skin. Studies show 80 percent of infections are transmitted by hands. Cascades’ innovative Antibacterial Towel significantly reduces residual bacteria after hand washing to compensate for people’s imperfect hygienic practices, keeping them safe from contamination. Visit Circle 127

IPC Eagle

Booth 1743

A New Way To Scrub & Polish Floors The new ECS High-Speed Automatic Scrubber features a uniquely designed system that mechanically cleans and polishes sealed and non-sealed floors. This environmentally friendly product is easy to use, while still providing consistently clean and high-gloss floors. * Practically eliminate burnishing, cleans and polishes floors in one process; * Provides a high gloss shine on VCT, polished concrete, terrazzo, natural stone, vinyl and epoxy floors; * Chemicals are eliminated providing an eco-friendly alternative; * Extends the life of the floor finish by 50 percent; and, * Reduces labor time as 600 RPM provides high gloss shine in half the time. Visit or call 800-486-2775 for more information. Circle 123

Circle 209



Remco Products

Booth 1356

Polti Distribution Inc.

Booth 1451

Morgro, Inc.

Booth 2553

An Additional Color From Remco Products Remco Products has added an eighth color to its line of HACCPcompliant color-coded products. With 21 products now offered in purple, users can select from a variety of cleaning and material handling tools in this vibrant new color. Remco’s color-coded tools are hygienic and made from FDA-compliant materials. Remco’s wide range of color options affords flexibility for new color-coding schemes and another designated color option for critical zones in existing plans. All of Remco’s color-coded tools are available in green, blue, red, white, and yellow; and with recent additions, many products are now available in orange, purple and black. For a complete catalog, call 317-876-9856 or visit Circle 136

Wausau Paper

Booth 4217

The Vapore® Professional Ecological Vapour Cleaning System uses dry vapor cleaning to eliminate bacteria and viruses. It’s also effective against bed bugs, dust mites, lice and other microorganisms. The key ingredients are water and superheated vapor in a temperature range from 145°C and 160°C (293°F and 320°F). Pressure used in this system ranges between 82.5 psi to 97.5 psi. Visit or call 1-888-697-6584 for more information. Circle 131

Gofer Parts

Booth 2469

Morgro’s Sno-Plow ice melter is formulated to meet those situations where maximum performance as well as pricing demands are critical. The product is a combination of sodium chloride and magnesium chloride. Sno-Plow works in temperatures as low as -27º F. Each particle of Sno-Plow is coated, not blended, with magnesium chloride, creating product uniformity and efficiency. Also, the inhibitor in Sno-Plow’s Liqui-Fire™ melting enhancer helps reduce corrosion on exposed metals. Sno-Plow is safe to use on concrete and will not harm trees, shrubs or other vegetation when used as directed. It’s also safe on carpets and floors, leaving no oily residue. Sno-Plow’s green colored granules reduce the possibility of over-application. The product comes in a wide variety of packaging sizes. Other Morgro ice melter products include: Ice Fighter Plus, CalMelt and Deep Thaw. Visit for more information. Circle 135

Spray Nine

Spray Nine/Permatex has unveiled its new marketing message for the flagship Spray Nine Brand product: “Spray Nine Cleaner & Disinfectant.” Giving the name new meaning, Spray Nine’s message is “One Product, NINE uses.” Spray Nine has been trusted by professionals for over 50 years. Its new marketing message will emphasize the versatility of the product and demonstrate its product consolidation capabilities.

Wausau Paper Expands OptiServ® Line

Wausau Paper has added its OptiServ® and OptiServ Accent™ controlled roll towel dispensers to its line of controlled-use dispensing systems. These dispensers feature a cover design which allows the door to be easily reversed, customizing installation. The OptiServ® and OptiServ Accent™ feature hands-free design which promotes cleanliness. Users touch only their personal towel, reducing the chance of cross-contamination. The dispensers are available in five translucent color choices (black, red, green, blue and white). Call 1-800-723-0001 for more information. Circle 132

Fas-Trak Industries

Booth 4360

The new Stingray DDA Direct Dispense Applicator is a state-of-the-art device produced by the original manufacturer of the Ultratrak pressurized application system. The Stingray is both ergonomic and ecologicalengineered for today's market. Say goodbye to cumbersome, leaky, heavy backpack applicators and dispense DIRECT out of a 5 gallon pail. The user chooses the type and brand of floor finish. Save time and money. The Stingray is of large capacity, is easy to use and is made in the USA by a company with 12 years of experience solely in manufacturing floor finish application solutions. No hidden agendas — just performance in application technology. Visit Circle 129

Gofer Parts is the exclusive aftermarket floor care parts distributor for EDGE squeegee blades and VMax vacuum motors. With EDGE squeegees, customers get precision cut squeegee blades at an affordable price every time they order. If there’s something we don’t have in stock, send us a sample and we’ll be glad to add it to our line. Even better, we’ll give a free sample in return along with the original. With VMax vacuum motors, customers get a more durable and affordable American-assembled motor, capable of performing just as well as the industry standard. Visit or call 877-463-3711. Circle 128

Mat Guys

Wide variety of commercial and industrial floor matting available. West Coast’s largest stocking wholesaler/manufacturer of carpets, runners, rubber, 3M, tiles, chair mats and designer mats. Master distributor for Anderson Mats, Crown Mats, 3M and more. Custom logo mats are the company’s specialty. Custom cuts and stock sizes available. Focused on customer service. Same day or next day order processing. Sales to distributors only. Call 877-6287787 or visit for more information. Circle 133

Booth 636A

Spray Nine’s “NINE” uses include: 1. Cleans; 2. Degreases; 3. Disinfects against viruses in 30 seconds; 4. Disinfects against bacteria in 45 seconds; 5. Sanitizes in 10 seconds; 6. Kills fungus in 3 minutes; 7. Deodorizes; 8. Controls mold and mildew; and, 9. Removes stains. Spray Nine is available nationally through commercial distribution and at select retail locations. Spray Nine was acquired by Permatex in 2008 and formally merged in 2010. The Spray Nine Brand includes a full line of cleaners, degreasers, hand cleaners and its namesake disinfectant. Circle 130

Away Chemical

Booth 4103

Away Chemical introduces ListoShield, a floor drain screen designed to wash away the buildup of scum, sludge and other accumulations, thereby preventing Listeria, algae, fungus and bacteria from forming. Listo-Shield is used in areas of food service preparation, hospital kitchens, and many other production areas. Listo-Shield’s time released product is activated by water to produce a continuous metered cleaning action. Listo-Shield drain screen is easy to use, fits all floor drains and it is safe and economical. Have the competitive edge with Listo-Shield. For more information, call 1-800-243-0055 or visit Circle 134



SA Vis it ar – n Bo Us Ho At w oth Yo #4 u Ca 74








ake advantage of Pro-Link’s programs and grow your business, even under the harshest conditions. Contact us to learn how we can help your business thrive and become the healthiest jan/san distributor in your market!

Pro-Link delivers: Sales Generating Programs ● Field Support and Training ● Proprietary Branded Products ● Professional Literature ● Selling Tools ● Strong Peer Support Network ● Industry Leading Rebates ●

To watch videos of our members talking about the benefits of belonging to Pro-Link, go to: To find out more about joining Pro-Link, contact: Brian Slack Vice President of Sales 877-LINK 2 PL (877-546-5275) Circle 72



R&B Wire Products

Booth 3655

H&S Manufacturing

Fullriver Battery Manufacturing

Booth 145

Introducing the newest Disposable Clean-up Kits, HEP-AID® II. These complete kits provide the items necessary for prompt and efficient clean-up and disposal of blood and body fluids, containing a ready to use HEP-AID® II Disinfectant which kills HIV-1 and HVB on pre-cleaned surfaces. Also, see our total line of Disposable Clean-up Kits, HEP-AID® and NEW-AID™, along with Personal Protection Kits, CPR Protection Kits, Absorbents, First Aid Kit, Compliance Manual and Storage Items. For more information, call 1-800-827-3091 or visit

Fullriver Battery Manufacturing specializes in the production of sealed, maintenance-free, deep cycle AGM (Absorbed Glass Mat) batteries for the floor cleaning market. AGM batteries are non-spillable, non-hazardous and maintenance-free. They also have a significantly lower self-discharge rate compared to conventional batteries, providing a longer shelf life and making them less prone to freezing. AGM batteries have lower internal resistance as well, allowing them to be charged faster than a conventional battery. Fullriver Battery’s distributor network consists of highly experienced battery dealers equipped to provide service and technical support. Call 800-522-8191 or visit Circle 138

R&B Expands The Broadest Line Of Wire Laundry Carts R&B Wire Products has been the leader in the wire laundry cart business since 1946. It has the broadest selection of laundry carts with over 9 styles and a great selection of colors. One area that R&B has pioneered is with its casters. The R&B “Clean Wheel System” took casters with the proprietary thread guard design — to limit the thread and debris pickup that would accumulate around the caster bolts. R&B has also been watching a trend over the past few years where washer and dryer capacities have continued to grow. It was time for the newest member of the R&B cart family to be introduced to the market — the 200H “Big Dog” 6 bushel capacity cart. Now offered in chrome, blue and gray vinyl, these carts can come standard or with a single or double pole rack available. Visit ISSA booth #3655, or call 800-634-0555. Circle 145

North American Salt Company

Booth 2245

Safe Step® Pro Series™ 960 Choice Formula Safe Step Pro Series 960 Choice Formula, part of the Safe Step® line of professional ice melters, recently received the U.S. EPA Design for the Environment (DfE) certification. Its fast-acting, patentpending formula has less environmental impact, yet it melts ice to -10 degrees Fahrenheit (-23 degrees Celsius), and contains MG 104® to help prevent refreezing up to 2.5 times longer than conventional ice melters. In addition, Safe Step Pro Series 960 Choice Formula will not harm plants, pets, shoes or carpet when used as directed. For more information, call 877-462-7258 or visit Circle 140

Zephyr Manufacturing

Booth 4010

Circle 137

J&M Technologies

Booth 1761

Electronic Rep Assist (ERA) is a revolutionary mobile application that will give your sales force a new tool to maximize sales. ERA is an interactive, mobile application that guides salespeople through each area of a facility and suggests products from your inventory to further increase account penetration. ERA is organized by market segment with drill-down capabilities to target each area of a facility, and will suggest product solutions from your inventory. It can also be used with laptops and desktops. Available exclusively from J&M Technologies, the leader for online ordering, electronic and print catalog applications. Visit Circle 142


Booth 546A

RD Industries

Booth 4413

Gone are the old days of shipping pre-diluted chemicals in large drums and containers; today’s chemicals are shipped in highly concentrated form and are dependent on endusers for proper handling and accurate dilution. We make it our mission to create solutions to these problems. RD Industries has the only self-venting, closed loop chemical containment system, which is branded as the SafTflo line. SafTflo works with existing packaging; our insert/fitment (the lock) features an automatic self-venting and anti-reversing valve. Our mating cap adapter/connector (the key) releases the product for safe handling and accurate dispensing. With the SafTflo system, users will reduce the chance of hazardous spills and provide safer, cost-controlled dispensing. Visit, call 1-800-759-7090, or email Circle 144

Chase Products Co.

Booth 3639

Inverted Spray Paint Zephyr Announces New Easy Flo™ Bucketless Mop Zephyr Manufacturing has announced the addition of the Easy Flo™ Bucketless Mop to its already extensive line of microfiber products. The new Easy Flo™ Bucketless Mop is the perfect companion to Zephyr’s microfiber damp mop pads. For easy use, spray chemical directly on the floor with a simple squeeze of the ergonomic palm trigger. The attached 28ounce bottle can be easily swapped-out to change chemicals, and will cover up to 3,000 square feet of floor space. For more information on microfiber and Zephyr’s extensive offering of hard floor care products, visit Circle 141

Empower Your Sales Team With The MobiOrder iPad App MobiOrder is the leading enterprise level catalog and order entry app for the iPad. Designed for wholesale distributors, MobiOrder eliminates the need for printed catalogs, providing a sales force with current inventory and product details. Salespeople can reference contact information, place quotes, submit orders, check customer specific history and pricing plus much more. Demo the app today at Circle 143

Champion Sprayon® Inverted Spray Paint, from Chase Products Co., offers clean and easy marking of buildings and grounds. The fast-dry, water-based, indoor/outdoor formula is available in seven fluorescent and six APWA colors — to draw attention to a step or stairway, or mark proposed landscaping, temporary parking areas, excavations, construction sites, hazards or underground utilities on grass, gravel or paved surfaces. The top-down-only valve is designed for handheld, long-wand or short-wand applications. For precision marking with a striping machine, choose one of the six colors of Champion Sprayon® Field Marking & Striping Paint or Pavement Marking & Striping Paint. Wands and striping machines are also available from Chase. Visit Circle 139

Circle 6




Booth 1038 Commercial Vacuums From Hoover® Hoover’s new INSIGHT CH50100 and CH50102 upright commercial vacuums incorporate advanced technology to facilitate maintenance, maximize productivity and reduce costs. Features include powerful 10 amp AC motors andonboard LED diagnostic modules that notify users when the filters, bags and brush rollers need servicing.Available with both manual and auto height adjustment, as well as 13- and 15-inch cleaning paths, they also feature HEPA filtration, auto-seal allergen bags, quick-change brush rolls, 50-foot quick-change cords, patented WindTunnel™ technology and tool-less assembly. Also, visit booth#1038 to experience Hoover’s NEW TaskVac line of durable and affordable uprights. Hoover TaskVac comes equipped with new features to make your tough commercial job easier! Circle 153

Discover Energy Corp.

Booth 335

Clean Control Corporation

International Salt

Booth 238

OdoBan® Professional Series’ Earth Choice® 3-in-1 Carpet Cleaner Concentrate is a patented carpet cleaner specially formulated to be 3 products in 1: Traffic Lane Prespray, Extraction Cleaner and Bonnet Cleaner. No need for separate presprays. Each application dilution safely cleans carpets without the use of detergents and harmful chemicals, thus eliminating the need for defoamer or additional rinsing agents. Unlike surfactant-based cleaners — which promote resoiling, fiber untwisting, matting and longer drying times — this patented, detergent-free technology suspends dirt and soils, reducing wear and damage to carpet. The product is recognized for Safer Chemistry by the Environmental Protection Agency, proudly bearing the Design for the Environment (DfE) seal on the label as well as the Green Seal™ Certified mark. Visit

C-FORCE® heat-generating calcium chloride pellets and flakes is one of the lowest temperature iceand snow-melt products available, working in temperatures as low as -25°F. International Salt’s CFORCE® Pellets and Flakes are available in 50 pound double-lined durable poly bags and 2,000 pound super sacks. C-FORCE® Pellets also are available in 50 pound pails, and, new to the market this season, the product also will be available in 9 pound jugs. Visit or call 570-319-3144 for more information.

Circle 152

Circle 147

Carolina Mop

Booth 970

C-FORCE® Calcium Chloride Pellets And Flakes

DDI System

Booth 546

Discover Energy Corp. Discover Energy Corp., designs and manufactures emerging battery technologies that enable Clean & Green® power worldwide. Discover Energy Corp., based in Vancouver, British Columbia, has built a solid reputation as the market leader in the Clean & Green® energy storage industry. At the 2012 ISSA/INTERCLEAN Chicago show, Discover® will be displaying its industry leading Clean & Green® EV Traction Dry Cell battery technology designed for floor machines and cleaning equipment. Completely sealed, non-spillable and maintenance-free, Discover® batteries provide consistent and clean power delivery for the most demanding floor cleaning and polishing jobs. The EV Series batteries offer superior performance, and are engineered to increase run times and life span, conserve resources and improve safety. Circle 150

Royal Paper Converting, Inc.

Booth 561

Royal Paper Converting, Inc. has the ability and commitment to provide quality products and exceptional service. Royal Paper has high-speed paper converting machines with the capability to manufacture and package all sorts of sizes and counts. With a highly-aggressive sales force situated in Southern California, Royal Paper’s products are thoroughly distributed, both domestically and internationally. For more information, call 1-800-258-9007 or visit Circle 146

Carolina Mop offers products which include hand pads, floor pads, utility pads, trash cans, trigger sprayers, dust pans, microfiber dust mops and microfiber wet mops. The company also makes a full line of mops, brooms, dust mops, handles, squeegees, hardware, frames and plastic products. Established in 1945, Carolina Mop is a full line manufacturer of quality products with a dedication to excellent service. Contact: Carolina Mop Inc., Phone: 800-845-9725; Fax: 864-225-1917. E-mail:; Website:

Leading Technology & Exceptional Service DDI's inform software brings your distribution business into the new age of technology. Have more control, be more efficient, gain profitability and compete on a whole new level. DDI’s combination of leading technology and exceptional service drive success for thousands of users nationwide. Your company will achieve maximum results with DDI's inform, the strongest ERP technology available, to run daily operations from sales orders through financial reporting. Integrated CRM, advanced marketing and sales tools, executive reporting and e-commerce will empower your entire team to compete at a higher level. Learn more at ISSA Booth #3608 or visit Circle 151

Circle 148

Berk Wiper International, LLC

Booth 1459

Berk Wiper International, LLC, is now repackaging its Yellow Dust cloths in cases that include 10 percent more product than before, or 550 pieces for the same price as 500. These mineral treated dust cloths are used for cleaning floors in hospitals, institutions and office buildings. They come in the following sizes: 12 x 17, 15 x 24, 17 x 24, 23 x 24 and 24 x 39. Visit Circle 156


Booth 558

The new Koblenz SP-15 Accelerator is the ultimate surface preparation floor machine. It strips finishes without the need of costly chemicals and works on both wet or dry surfaces. The product features a powerful 1.5 HP motor at 3,500 rpm, a heavy-duty cast iron chassis and cast aluminum pad driver. The rectangular 20 x 14 base reaches corners and baseboards easily, and can screen up to 5,000 square-feet/hour. It weighs 111 pounds. Additional 22 pound weights can be placed to increase weight up to 155 pounds. Circle 149

Innovation - from the floor to the sky with the Greenest Machines on the Planet. From The Floor

To The Sky

The IPC Eagle ECS high-speed automatic scrubbers are uniquely designed to mechanically clean and polish sealed and non-sealed floors. This chemical free mechanical cleaning approach physically removes the soil as it polishes the surface drastically cutting the cost of labor and chemicals while eliminating frequent burnishing.

The HydroTubeâ&#x201E;˘ offers a better, faster way to clean windows up to 5 stories safely from the ground. The unique linier design (patent pending) allows us to build a sophisticated high volume reverse osmosis DI water purification system all in one portable tube. The result is spot free windows at a fraction of the cost and time of any other system. 800.486.2775

Visit us at Booth 1743 at ISSA VOTE for both the ECS high-speed automatic scrubber & HydroTubeâ&#x201E;˘, visit Circle 43




Booth 1637

BG10® BISSELL® BigGreen Commercial™ Deep Cleaning Machine — commercial deep cleaning…done right, done fast and for a great price. The BG10 works hard so you can work smart. A Big Fix For A Big Mess • 2 motors and DirtLifter® Power Brushes; and, • 2 large-capacity clean and dirty water tanks. Fewer Stops — Maximum Efficiency • 25-foot cord for 50-foot cleaning reach. Easy Portability! • Cleans forward and back. Goodbye Stains… • BigGreen Complete™ formula; and, • Scotchgard™* protection to ward off future stains. Visit *Scotchgard is a trademark of 3M.


Booth 1255

The XYNYTH Mountaineer 75 Spreader is an extra heavyduty industrial grade commercial icemelt spreader (capacity 75 pounds) designed to work in even the toughest winter conditions. This spreader will out-last and out-perform conventional spreaders many times over. The most effective and efficient way to spread any icemelter is with the use of an industrial grade spreader. Mountaineer 75 Spreader features: • Made of rust proof industrial heavy-duty spreader components; • Equipped with extra grip winter tires; • Icemelter flow control; • Neoprene handle grip; and •Hopper screen to prevent blockage of clumped icemelter. Visit Circle 108

Circle 109

Moonsoft International, Inc.

Dirt Killer Pressure Washers

Booth 4807

Trojan Battery

Booth 516

Trojan Battery’s technologies provide the power and longevity to maximize floor machine performance, reduce down-time and extend battery life. Trojan’s deep-cycle flooded batteries featuring T2 Technology are engineered for sustained capacity and total overall ampere-hours, resulting in more operating power. Trojan’s flooded batteries provide durability/long life, and feature 6-volt, 12-volt and 36-volt models. Trojan’s deep-cycle AGM and gel batteries are sealed, maintenance-free batteries for performance and durability. Robust plates, advanced separators and proprietary paste and gel formulations extend the life cycle of deep-cycle AGM and gel batteries. Trojan’s HydroLink watering system simplifies battery watering, maximizing the performance and life of Trojan’s deep-cycle flooded batteries. With Trojan’s HydroLink advanced single-point watering system, battery watering is made easy. Visit Circle 104


Booth 4250

AromaBeam™ Directional Fragrance Appliance

Moonsoft International Inc., a USA corporation and its manufacturing facility in China, Henan Moonsoft Textile, produce some of the worlds' highest quality Microfiber cleaning textiles for the Jan San industry. If you're looking for quality microfiber and factory direct pricing, Moonsoft should be on your list as a reliable quality supplier. Custom Branding, making your company and brand stand out. Custom labeling on mops and towels sets your company ahead of the competition. Call us today for pricing and branding ideas that take your products to a new level. Your success is our pride! Quality goes in before your name goes on! • 1-877-892-9360 Circle 101

Kranzle’s new K1122TST replaces the K1120 and K1120T, featuring an improved AZ Kranzle pump as well as total-stop capability. Now when you let go of the trigger, the pressure washer shuts off, saving wear and tear on the pump and motor. Another major difference is a new, more rugged one piece frame. This makes the K1122TST more durable and easy to repair. The 110 volt, 15 A, electric cold water pressure washer can be plugged into any standard household circuit and produces 1,400 PSI at 2 GPM. The unit comes with a Dirt Killer rotary nozzle for maximum cleaning performance, as well as a Variojet nozzle for low pressure soap application and high pressure rinse. Standard features include a hose reel with 50 feet of high pressure hose and a ground fault interrupter for safety. Call 800-544-1188 or email Circle 102

Large area scent diffuser for spaces up to 50,000 cubic feet that creates a signature ambiance. Perfect for controlled scenting of retail environments, hotels and health care facilities, The AromaBeam™ method is an entirely new patented design, and the most powerful way to evoke positive responses in clients and consumers through their sense of smell. AromaBeam™ advantages include: Compact size; Adjustable speed; Powder-coated, all-steel construction made in U.S.A.; Multi-mounting options available; Plugs into standard wall outlet; 12V output (adapter included); Solid state circuitry for completely adjustable output; Quiet, high-output fan with LED speed indicator; Non-skid rubber feet protects surfaces; Tamper-resistant locking system; Slide-out tray for easy service and maintenance; and full one-year replacement warranty. Available exclusively from Air-Scent® International. Call 1-800-247-0770 or visit Circle 107

NPS Corporation

The Gift Sales Co.

Briarwood Products

Moonsoft International produces green cleaning products for the environmentally conscious needs of the world market.

Booth 2471

NPS Corporation, a manufacturer of quality products, has announced its new Response®, Retain™, React™ catalog of tissues, towels, napkins and dispensing systems for the away-from-home market. NPS has added new products to meet the constantly changing marketplace to include Hi-Loft bath tissue, coreless center-pull towels and various other new innovations. NPS has “The Perfect Response for Distributor Needs.” Call us and find out for yourself at 1-800-558-5066 or visit Circle 105

Booth 366

Among the wide variety of janitorial supplies available from The Gift Sales Co., is the 12-inch, 20-gauge metal dust pan. The product, manufactured in the USA, is made with one-piece reinforced construction and is powder coated. A single pack contains 1 dozen, while 50 dozen are available per pallet. The Gift Sales Co., is located in Wichita, KS, the center of the continental United States, for more reasonable freight rates and shorter delivery times. Visit or call 1-800-992-0181 for more information. Circle 106

Booth 1661

Briarwood Products has released a new Microfiber Surface Cleaning Mop in 18-inch and 24-inch sizes. The mop features a strong molded case and two super-aggressive Velcro® strips that securely hold pads in place for heavy-duty cleaning. The wide base provides flexibility to reach under furniture and equipment with ease. Streaking is eliminated because the mop maneuvers evenly over the floor. The versatile mop accepts any standard threaded handle. Visit or call 800-266-1680 for more information. Circle 103

Get Ready our new line up of quality

Ice Melters are finally here! NER

1 % N AT U R A





Get ready for this winter with Kissnerâ&#x20AC;&#x2122;s new quality ice melting products. Our products are geared to melt ice and snow, but each product offers a unique set of features and benefits to serve your specific needs. Whether you are looking for a no salt alternative, or some extreme power to melt ice and snow fast, Kissner has you covered this winter season.





t No Sal Quad Action

1-800-434-8248 Circle 48 â&#x20AC;˘ See Us At ISSA Booth #3949



Amrep, Inc.

Booth 2033

The same great TimeMist® premium fragrances you love in our metered products are now available in convenient hand-held versions: Citrus, Clean & Fresh, Country Garden, Dutch Apple & Spice and Mango. Ideal for use in office reception areas and conference rooms, hotel/motel lobbies, restaurant lounges, hospitals, clinics, restrooms or wherever you wish to create a fresh atmosphere. CARB compliant and VOC compliant in all 50 states and proudly made in the U.S.A. Visit Circle 172

Lambskin Specialties

Booth 1248

Occidental Chemical Corp.

Booth 528

Occidental Chemical Corporation (OxyChem) introduces a 40 lb. square pail to its package offering of PELADOW™ Premier Snow & Ice Melter Calcium Chloride Pellets. Compared to the current 50 lb. pail, it is more ergonomically friendly. This new package size is readily available for the 2012-13 winter season early-buy. OxyChem’s calcium chloride products are proudly manufactured and packaged in the USA. To locate the nearest distributor or for more information regarding OxyChem’s calcium chloride products, visit or call 888-293-2336. Circle 164

Starco Chemical

Booth 1652

Kruger Products

Booth 4204

The Mini Titan™2 has the smallest footprint with the capacity to hold the longest roll towel on the market — the White Swan® 1,200 foot roll. The newest addition to the Kruger Products Ultimate Washroom™ portfolio features touchless operations that promote hygienic environments, flexible length settings that control the amount of product dispensed and consumed, and a refined design that reinforces a customer’s brand image. This premium towel system requires fewer roll towel replacements, results in fewer run-outs, reduces overall servicing and costs, allows maintenance staff to focus on more important tasks, and supports a positive end-user experience. Visit Circle 167

Airosol Company

Booth 4343

Drain System Cleaner

Two micro fiber cloths that really clean up. The 16-inch x 16-inch Micro Fiber Cleaning Towel MPC-PC256 is a two-sided cloth that will clean and polish most surfaces. One side features a basket weave for the tougher dirt, and on the reverse a terry cloth-like feel for cleaning and polishing. The Micro Drying Towel MFT-1021 is a 15-inch x 23-inch doublesided drying and polishing microfiber towel that will leave a dry, polished finish on most surfaces. This machine washable multi-use, large towel will soak up a load of water, dry and polish expensive paint jobs, as well as dust and dry any smooth surface. Used in car washes, auto detailing, car dealerships, RVs and boats, spas and health clubs — these cloths are winners. Visit Circle 166

Among the most popular current cleaning products in use today are lavender scented cleaners/deodorants. Starco Chemical’s Terrifico is such a product. It can be used on any surface unharmed by water. It is highly concentrated so a little goes a long way. Use Terrifico on all hard surfaces, all resilient flooring, walls and partitions. Wherever malodors exist use Terrifico to clean and dispel the odors. In lavatories, trash compacting sites, kennels, sick rooms Terrifico will provide a fresh lavender scent. Terrifico is a neutral product and, unlike other lavender products, can be used on floor finishes and waxed floors without damaging the gloss. For all your cleaning chores, the one go to product is Terrifico. Visit Circle 169

The Deb Group

Bro-Tex, Inc.

Booth 4429

Booth 4543

Tough On Grime; Soft On Hands: GrittyFOAM™ From Deb From the inventors of foaming soap technology comes a revolutionary new way to powerfully, but gently, wash away grime. Deb, a world leader and innovator in skin care, introd– uces GrittyFOAM™ — the first heavy-duty foaming hand cleanser with suspended scrubbers. GrittyFOAM combines the cleaning performance of traditional heavy-duty hand cleansers delivered in an ideal foam format. The result? A highly effective, easy-to-use and much gentler cleansing product preferred by 9 out of 10 workers.* GrittyFOAM is also a more efficient way to ensure a better clean. By using less product, less water and less energy, GrittyFOAM is the more cost-effective option for maintenance professionals. Visit

Circle 171

Soundview Paper Company

Booth 4150

Earth-friendly And Customer Focused

Fresh Start Disinfecting Wipes clean and disinfect in one step. Kills 99 percent of bacteria in 15 seconds. Also kills HIV-1, MRSA and CAMRSA and is alcohol, solvent and bleach free. Visit

Soundview Paper Company is a leading, fully integrated manufacturer of towel and tissue products for the AtHome and Away-From-Home markets in North America. Founded in 1932 as Marcal Manufacturing Co., the company is located just 15 miles northwest of New York City. One of the earliest companies in the paper industry to go green, Soundview has recycled waste paper into pulp for more than six decades. Today, it offers a broad line of 100-percent recycled products — all manufactured without chlorine bleaching, fragrances or dyes. Soundview is committed to satisfying customers and supports quality and service principles with one of the most accessible and responsive sales teams in the business. Visit the Soundview ISSA booth #4150 to see the all-new Eminence™ and Essentials™ tissue, towel and napkin commercial product lines.

Circle 170

Circle 165

*GrittyFOAM user survey, Deb Group, August 2012.

Circle 168

The Airosol Company, Inc., has introduced several new microbial cleaning products. Its new Foam Drain Cleaner comes with an 18-inch extension tube that assures deep penetration into drains, lines and traps. It’s a one-step, easy application process. No mixing or diluting needed. The product is non-toxic, non-corrosive, biodegradable, non-pathogenic, with no harsh acids or caustics. The Foam Drain Cleaner will reduce organic waste buildup in lines. For more information, contact Airosol at 800-633-9576 or visit


Finishing Stronger Together The United GroupÂŽ (TUG) is a national buying group for independent distributors that encourages fair play and a strong team spirit, with equal ownership for members and collaborative supplier relationships. In addition to valuable face time with vendors and high marketing allowances, our members also benefit from

the wealth of experience of fellow members and the support of TUGâ&#x20AC;&#x2122;s dedicated executive staff. The race to the finish is easier with the right team cheering you on. Learn more about The United Group at

To join the team, contact Bob Klief, VP Sales & Marketing, at 318.348.0806 or Tobie McKown, President, at 318.387.9676 Circle 89 â&#x20AC;˘ See Us At ISSA Booth #1969



Ha-Ste Mop

Booth 2748

Ha-Ste Manufacturing Introduces GoldStrike™ Dust Mop Ha-Ste Manufacturing has introduced the company’s GoldStrike™ dust mop. According to Ha-ste, the GoldStrike™ costs 25 percent less than other dust mops and is made from 100 percent synthetic yarn that will not fray. The dust mop is available in beige yarn only, but can be over-dyed to achieve various colors. It’s also available in all standard dust mop sizes and backing colors. Like all Ha-Ste dust mops, GoldStrike™ is made in the United States. Call 800-228-6677 or visit for more information. Circle 111

Diamond Wipes

Booth 4659

Diamond Wipes® Table Cleaning Wipes provide superior, no-rinse cleaning performance in any food service environment. These allpurpose pre-moistened wipes work wonders for fast and easy, streak-free cleaning of dining tables, bar tops, countertops, glass, mirrors and more. Diamond Wipes International, Inc. Circle 178

American Paper Converting

Booth 4045

Delamo Manufacturing

Booth 4416

Soft’n Solid™ coreless bath tissue — two standard rolls in one roll (1 standard roll + 1 standard roll = 1 high capacity roll). Benefits include: • Reduces time needed to refill dispensers due to high capacity rolls; • Environmental Impact — Soft’n Solid™ coreless is more paper in less space, lowering carbon footprint and freight costs as well as reducing warehouse space; • Soft’n Solid™ is environmentally sound by eliminating cores in landfills and sewer clogs due to inappropriate disposal of cores; and, • Soft’n Solid™ provides the benefits of a jumbo roll without the jumbo size in high traffic areas ... one product for offices and high traffic areas. Visit Booth # 4045 for more information. Circle 177

Introducing the Dynamo Extra Large Trash Can Dolly. It prevents tipping and improves transportability, especially over thresholds and uneven surfaces. The universal twist lock fits all popular round style waste receptacles. Heavy-duty, high impact plastic features 23-inch diameter. Other features include 3-inch non-marking swivel casters and a base for long handle cleaning tools to rest when used with the 44-gallon and 32-gallon Dynamo Utility Can. Visit Delamo Manufacturing at Circle 179

Queenaire Technologies, Inc.


Booth 4819

The Ozone Specialists features the Queenaire, Rainbowair and Newaire line of products. Never before, under one roof, has there been a more complete line of ozone products. With 13 models to choose from, and the capability to build private label products to customer specifications, The Ozone Specialists truly is a “one stop shop” for ozone generating equipment. Visit ISSA Booth #4819, call 1-800-493-4550 or visit Circle 176

Booth 308

CaddyClean® is designed with the user in mind, simple to handle and economical. The extremely low weight 4.9 lbs and practical design makes it ideal for cleaning in areas where manual methods presently are used. CaddyClean® has an ”ergonomically” designed handle with many features such as adjustable variable shaft length and angle. The heavy duty battery lasts up to 3 hours. The brushes are designed for hard to reach areas, corners and niches. CaddyClean® has a snap on attachment grip for the scrubber head, for easy replacement. 800-242-1378 Circle 174

ISSA/INTERCLEAN® Trade Show Floor Hours Chicago, IL • McCormick Place

Wednesday, October 17

Thursday, October 18

Friday, October 19

10 a.m. - 5:30 p.m.

10 a.m. - 4:30 p.m.

9 a.m. - 1 p.m.


ProMax ! NEW ! East Coast:

866-651-4323 West Coast:

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6(.2¡VSDWHQWHGVWDWHRIWKHDUW chemical proportioning system. The ProMax high density enclosure is built to withstand harsh institutional and light industrial environments. It is the most durable and reliable dispensing system available on the market. The attractive competitively priced ProMax is the perfect solution for any chemical dilution application. x


Modular Units Reduce Inventory Up to 98% of facing available for Branding. Easily project your company image in the market. SEKO Dosing Systems Corp. 1103 Branagan Drive, Tullytown, PA 19007 Fax: 215-945-0937 Circle 81 â&#x20AC;˘ See Us At ISSA Booth #232


September/October 2012

ISSA Seminars Continued From Page 54

shifting landscape, how to maintain loyalty as customers and partners change hands, and tactics for growing market share. Sponsored by Young Executive Society BULLETPROOF YOUR BOTTOM LINE: INTERACTIVE TRAINING TO SECURE INFORMATION. Speaker: John Sileo. Attendees will learn how to better protect data security, including unprotected Wi-Fi, iPad data and Facebook. RECRUIT AND HIRE THE RIGHT PEOPLE. Speaker: Bob Losyk. Learn to create a strategic plan for recruitment, get applications and references, and how to structure and control the interview. DEFINING “CLEAN” FOR K–12 Speaker: Dr. Richard Shaughnessy. This session will provide research findings related to ventilation, settled dust, surface contaminant load, and their potential impact on student health. Plus, hear how these results will create the foundation for the ISSA K–12 Clean Standard. Sponsored by Kaivac PRESERVING YOUR BUSINESS FOR THE NEXT GENERATION. Speaker: Dr. Bart Basi. This session is for those who do not have an estate plan that addresses business succession and estate taxes.

THIEVES, HACKERS, AND FACEBOOK ATTACKERS: AN OVERVIEW OF DATA DEFENSE. Speaker: John Sileo. Identify current personal and corporate threats posed by social technology, as well as strategies for protecting privacy. YOU’VE COMMITTED TO BIOBASED…NOW WHAT? Speaker: Kate Lewis. Learn what the USDA BioPreferred® product label program is all about and how to make the most of the label. TUESDAY, OCTOBER 16 11:00 a.m.–12:00 p.m. ADVANCED DISTRIBUTOR PROGRAM BRANCH OPERATIONS AND MANAGEMENT. Speaker: Michael Workman. Discover the emerging functions of a jan/san distributor and tips on how to manage profitable operations for the single or multilevel branch organization. INDUSTRY CAREER COACH: THE IMPACT OF MERGERS AND ACQUISITIONS. Panel Discussion. In this Q & A session, veterans will give their outlook on how best to succeed in today’s

12:15 p.m.–1:15 p.m. LUNCH AND LEARN: THE IMPORTANCE OF CLEANING AND DISINFECTING FOR YOUR CUSTOMERS’ SAFETY AND SATISFACTION. Speaker: Jan Matthews. Head of cleaning and catering for the 2012 Olympic games in London, Jan Matthews will share key insights into the importance of proper cleaning and disinfection from this summer’s worldwide athletics competition. Sponsored by Procter & Gamble Professional 1:30 p.m.–5:30 p.m. UNDERSTANDING CLEANING TIMES AND WORK ASSIGNMENTS. Speaker: John Walker, In this half-day workshop, Walker will teach how to use data to identify productivity strengths and weaknesses. Sponsored by ProTeam, Inc. IICRC BASIC SKILLS HARD FLOOR CARE PROGRAM. Speaker: William Griffin. Gain a basic understanding of how to maintain hard surface floors such as concrete, terrazzo and clay/ceramic tiles. 1:30 p.m.–2:30 p.m. ADVANCED DISTRIBUTOR PROGRAM VALUE OF CLEANING — DEFINING AN INDUSTRY OUTCOME. Speaker: David Frank. Explore the top five facility management outcomes that cleaning provides and how to position value around them. CIMS: THE PROFESSIONAL STANDARD FOR CLEAN, HEALTHY, AND SUSTAINABLE FACILITIES. Speaker: Dan Wagner. Learn how CIMS and CIMS-GB can serve as a rallying point around which all industry players can work toward an unprecedented level of professionalism and customer value. A NEW TOOL FOR EVALUATING CLEANING PRODUCTS. Speakers: Bill Balek and David Schweizer. Transpare™ is a new tool that facilitates the exchange of credible and verifiable information about environmental characteristics of commercial cleaning. TURN AROUND TURNOVER: KEEPING THE BEST EMPLOYEES. Speaker: Bob Losyk Discover why employees really come to work. Understand the five major reasons why they leave. CLEANING: AN INVESTMENT IN HEALTH AND SAFETY, NOT A COST TO MINIMIZE. Speaker: Karin Wysocki Examine the impact of MRSA, mold, viruses, bugs, allergens, lighting, slips and falls, and which cleaning tasks have the greatest potential for keeping an environment safe, healthy, and financially sound. SEO 101: TIPS FOR MAX RESULTS. Speaker: Dave Conklin. Learn why a company’s website isn’t coming up when potential customers are searching for particular products and/or services in Google. Find out how to fix this and become a higher and more frequently ranked site.

Circle 210

The first edition of

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To celebrate these 100 years of continuous publication, we are going to publish a This 100th Anniversary Centennial Yearbook will be filled with our history and the industry’s history. !




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NOVEMBER 16, 2012 NOVEMBER 23, 2012



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2:45 p.m.–3:45 p.m. ADVANCED DISTRIBUTOR PROGRAM K–12 SCHOOLS: DRIVERS AND TRENDS. Speaker: David Frank. This program will reveal a forensic analysis of the K–12 market and the statistics behind current trends. LISTEN UP! YOUR CUSTOMERS ARE TALKING. Panel Discussion. Join others in a discussion by high-profile facility decisionmakers regarding what purchasers look for and how they go about the process of selecting suppliers. YOU’RE SELLING, BUT ARE CUSTOMERS BUYING? Speaker: Mark Hunter. Learn the techniques used by top-performing salespeople to turn prospects into profitable customers. THE BUSINESS OF YOU! BALANCE YOUR LIFE AND DOUBLE YOUR PRODUCTIVITY. Speaker: Steve McClatchy. Your life is a product of your decisions. In this fast-paced, interactive and engaging presentation, you will learn which decisions bring you success, balance, reduced stress and control. Plus learn how to steer clear of ones that do not. PERFORMANCE MANAGEMENT: STEPS TO QUALITY SERVICE. Speaker: Michel Theriault. This session will cover the “why and how” of occupant satisfaction surveys and inspections. INNOVATION AND ENTREPRENEURSHIP: THE RIGHT MARKETING MIX. Speaker: Dave Conklin. Learn how to use innovative concepts to increase business with social media tactics, and how becoming an online resource can make a company an indispensable asset to customers. TUESDAY, OCTOBER 16 4:00 p.m.–5:00 p.m. HIGH-PROFIT SELLING: WIN THE SALE WITHOUT COMContinued on Page 88



WAUSAU PAPER IS ALL ABOUT YOU. Focused on building relationships with personalized sales and customer service expertise to move your business forward.


Circle 97 â&#x20AC;˘ See Us At ISSA Booth #4217


September/October 2012

Distributors’ Keys Continued From Page 44

The results are that many opportunities have opened.” Weiss said he remains optimistic about the near future. “Regardless of who wins November’s election, if our country can get back on the right track I really think overall business will become a lot better. There are many opportunities for independent distributors who can go to market in a certain way and practice consultative selling,” Weiss said. “People often mention the many changes that have taken place in the supply channels, and obviously we struggle like everyone else with (big box stores) trying to get into the paper and jan/san business. However, I see indications every single day that these companies may sell cheap but they don’t know how to provide the service. Customers will sometimes buy from them and call on us to learn how to work the equipment. “We provide monthly seminars, teaching how to use disinfectant, how to maintain floors and how to utilize different floor equipment. We also provide a service department that includes rentals, repairs and warranty work.” He added that with the Internet, many people feel they can shop on price alone. However, they often find that this will cost them more in the long run. “When I bid a piece of equipment, our price includes delivery, assembly, making sure it works, and training. If you go to market with a sales force that can understand the difference between price and end-use cost, then it’s not that difficult to increase your business and make a profit,” Weiss said. Helping customers solve problem cleaning areas is also important for any well-established distributorship. Weiss explained that one of the largest customer segments for his company is health care institutions such as hospitals and nursing homes. These customers are working with significant government regulations that must be followed. Thus, many of these facilities need help with daily cleaning and sanitation. “They need a consultant to provide them with the information to keep their facilities clean and healthy. We can provide this service,” Weiss said. Many facilities are also looking for help when it comes to using environmentally friendly practices and products. This is an area where Weiss Bros. of Hagerstown can provide expertise as well. “Green cleaning has become a big deal. We represent suppliers with ‘green’ products, and teach our customers how to run their businesses in

Maneuverability. Flexibility. Versatility. That’s the Briarwood Microfiber Surface Cleaning Mop The new Microfiber Surface Cleaning Mops from Briarwood Products feature a strong molded base and two super aggressive Velcro® strips that keep the pads secure. The mops are the perfect solution for any surface cleaning application. Durable and easy to clean, the Briarwood Microfiber Surface Cleaning Mop can slide under furniture and equipment, increasing efficiency and preventing injury. The base allows the mop to sit flat on the floor, which also helps prevent streaking. The durable head can fit any standard threaded handle. Standard sizes are 18" and 24." Smaller sizes also available. Products Company


(800) 266-1680

For more information, visit

Visit us at ISSA Booth Number 1661! 2681! Circle 211

such a way that is environmentally beneficial for both their own clients as well as employees,” Weiss said. He added that building strong supplier/distributor relationships remain vital for both parties within the jan/san industry. “We tend to do business with (supplier representatives) who believe in a partnership. I have seen many relationships with suppliers, however, change over the last decade,” Weiss said. “A lot depends on who owns the company and what direction that company takes. The new direction may not necessarily be in our best interest as a distributorship. We want to forge partnerships with companies that go to market in a way that is mutually beneficial.” Another key part of business for Weiss Bros. of Hagerstown is that of servicing equipment for customers, such as floor machines. Until five to six years ago, the distributorship used a third-party company for this type of work. Today, however, the distributorship has its own service department which continues to grow. “We are in a centralized location and pick up a lot of work through our service department. We haven’t found anything yet that we can’t fix,” Weiss said. The company also operates a warehouse store that is open to the public from its 50,000 square-foot Hagerstown facility, of which 45,000 square feet is warehouse space. “There are customers who come in the front door and buy products. We also provide training and seminars at our facility. Topics include cleaning, disinfecting/sanitizing, hard floorcare, carpet care, etc.,” Weiss said. While looking back on his 41 years of involvement within the jan/san industry, Weiss said he has enjoyed many good experiences and continues to look forward to the future. “It’s a good industry and a good company. It has been my life. I enjoy the relationships. Most of the people in this industry are very nice to work with,” Weiss said. Contact: Weiss Bros. of Hagerstown, Inc., 18038 Oak Ridge Dr., Hagerstown, MD 21740. Phone: 301-739-3069. Website:


pecializing in the supply of cleaning products and equipment for floorcare and foodservice sanitation, officials at Rushing Enterprises, Inc., of Headland, AL, have enjoyed steady growth since the company’s beginning in 1974. “We are not a typical jan/san supply house. Our core business is within the supermarket industry. We sell a one-stop shop program for people involved with floorcare as well as helping with food safety and sanitation,” Rushing Enterprises President Marshall (Marty) Rushing said. “My father (Harold Rushing) started the company out of his house by becoming involved in the dust control business. He operated a rental service featuring dust mats and mops, and eventually saw a need to teach people about proper cleaning procedures.

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Gaskets Hoses & Plugs Propane Equipment Pumps Squeegees Tools Upright Vacuum Parts Vacuum Bags Valves Wheels & Tires

GOFER PARTS Quality Aftermarket Parts at Prices You Can Trust! 1-877-GOFER11 Circle 212 • See Us At ISSA Booth #2469


Wipes are Our Passion Clean is Our Business

Diamond Wipes International, Inc. 4651 Schaefer Ave, Chino, CA 91710 (800) 454-1077 s (909) 230-9888 Main s (909) 230-9885 Fax s

Circle 22 â&#x20AC;˘ See Us At ISSA Booth #4659



September/October 2012

“As a young man, I went from cleaning floors myself on a nightly basis, to selling to customers what they needed in floorcare. This included teaching their employees.” Marty Rushing joined the company full time in 1982 and eventually bought the business from his father who retired in 2004. Along with providing various types of cleaning supplies, Rushing Enterprises also services floor equipment, covering a 13-state region located in the southern United States. “We service all makes and models of floor equipment. This is key to our business and the biggest majority of what we do,” Rushing said. “Our technicians work on equipment in-house as well as Rushing Enterprises travel to a customer’s location. For large overhauls, President Marty Rushing equipment is shipped to our facility to be serviced before it’s returned to the customer.” When it comes to equipment sales and service, Rushing said it’s important that customers understand and are properly trained on how to use each of their machines. “We show the customer how to run that piece of equipment and go through all the operational steps,” he said. “Overall, business has been very good at our company. We

Choose 1 Product... with 9 Uses!

are fortunate to have grown every year for the past 15 years. I feel one of the reasons for this growth is that we service everything that we sell.” Rushing added that when the overall economy started to turn bad a few years ago, his company added personnel to its support team to better take care of its customer base. This has turned out to be a great move. “We have been able to help our customers save money through preventative maintenance work. Being proactive in our business model instead of reactive has paid off,” Rushing said. “I think this proactive approach, as well as servicing what we sell and making our company a one-stop shop, has driven our success to the next level. The name of the game is customer service.” He noted that there are a lot of quality products found within the jan/san industry today that are provided by many different types of companies. The key, however, is for distributors to provide a high level of service and support in all areas of their businesses. “People still want to talk to a live person when they are trying to reach you. Their time is important and they need to be directed to the right person when seeking help from a distributor,” “I believe many companies are heading back Rushing said. “Personally, I toward older ways of doing business. Person-tobelieve many person contact and getting the customer to the companies are heading right person quickly are critical.” back toward — Marty Rushing older ways of doing business. Computer-activated answering machines are aggravating to a lot of people. Person-to-person contact and getting the customer to the right person quickly are critical. “As a company, we challenge ourselves every day to become better. This is done, in part, by improving our level of service, finding quality new products, and implementing better training and educational programs — all designed for the benefit of our customers.” When it comes to properly cleaning a facility, Rushing believes that the areas of a building a person puts the most focus on are going to be the same areas that show the best results. “Every facility is different. It starts with the person in charge,” Rushing said. Working with strong suppliers that value relationships is also essential for his distributorship. “It’s important that our suppliers are viewed like family. We have to work together

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

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Maintenance Sales News


to deliver a good end-result for customers — and at a competitive price,” he said. Contact: Rushing Enterprises, Inc., 16024 U.S. Hwy 431 N, P.O. Box 220, Headland, AL 36345. Phone: 334-693-3318. Website:


ust as the Phoenix, AZ, area continues to grow in both population and business opportunities, so has the need for quality foodservice and cleaning supplies. This growth has greatly benefited Accurate Chemical & Services, a distributorship based in the city. The company remains a full-service source for the area’s restaurant and hospitality industries through its various lines of sanitation chemicals and paper products. “We started 12 years ago and continue to provide our own private label chemicals. Our company distributes products centered on warewashing and sanitation,” Accurate Chemical & Services President Bradley Zall said. “The epicenter of our accounts is the dish machine as well as laundry care. We also provide all the ancillary products that an end-user would need to maintain a facility. We are a full-line distributor of everything foodservice related. This includes towel and tissue products and foodservice disposables.” The distributorship’s main service region is Maricopa County, which includes the greater Phoenix metropolitan area. It also has clients located in the Tucson, AZ, area. Zall said his company was built based on its independence, which he now attributes to the distributorship’s current success. “Our largest competitor was recently acquired by a big national company. This has been good for us as we are now the largest independent chemical supplier in our area. Many people want to do business with a local company,” Zall said. “At the end of the day, however, it’s important to provide a high level of service. This is our differentiator. Customers can pick up the phone and one of our people can quickly handle a billing issue or help with a product or service matter.” He added that an Accurate Chemical & Services representative is physically on the property of each account at least once a week, taking a physical inventory, providing preventative maintenance work and/or other types of service. “Most of our customers see someone from our company three times a week,” Zall said. “Once we take over or initiate an account, we provide a level of service for not


only the stakeholders of a company, which include managers and/or owners, but the actual users of our products as well.” A strong focus for the company is helping its foodservice customers improve in the areas of sanitation and hygiene. This has been especially important in the wake of well-publicized E.coli outbreaks reported in recent years by the national news media. “People take more notice of these issues today. Therefore, we need to ensure that our customers’ dish machines and sinks are up to par when it comes to sanitation,” Zall said. “It’s also important to look outside the box when helping customers in this area. For example, we provide customized test strip stations. This helps encourage our customers to test their quaternary sanitizers, ensuring they are doing everything possible for patrons who enter an establishment and “Most of our customers see someone are expecting a sanitized from our company three times a environment.” week. Once we take over or initiate Accurate Chemical & Services currently has 14 an account, we provide a level of employees and relies on its service for not only managers and/or experienced staff to build strong relationships with owners, but the actual users of our customers. products as well.” “A lot of what we sell are commodity items. — Bradley Zall Therefore, it’s our people who help differentiate our company from others,” Zall said. “Since our industry is well established, I have been able to find a lot of employees with plenty of experience. Despite this experience, we have also benefited by being a younger company that exhibits fresh ideas and a unique approach to business. “We look to be a major player within the Southwest by providing recognizable brands as well as solid customer service and integrity. I feel our company is in a good place. The Phoenix area is booming, and we are happy to be a part of this industry.” Contact: Accurate Chemical & Services, P.O. Box 71187, Phoenix, AZ 85050. Phone: 602-996-9191. Website:


Looking for innovative solutions in paper products... visit Booth 4045 or track us through the ISSA/INTERCLEAN Mobile App!

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The Sigma Plastics Group is one of the largest polyethylene film manufacturers in North America with 37 manufacturing plants throughout the United States & Canada. Our can‐liner divisions are well positioned throughout the country to service your can‐liner requirements. Get acquainted with us at booth 4229. Our professional staff is looking forward to meeting you. Can‐liners – High Density, Linear Low Density, & Black Repro For more information please, email

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September/October 2012

During ISSA/INTERCLEAN® Lindhaus USA To Showcase LW46 Hybrid Floor Cleaning Scrubber/Dryer


he Lindhaus LW46 Hybrid revolutionary floor cleaning scrubber/dryer has arrived. It’s the world’s first Hybrid floor scrubber/dryer. Hybrid technology means the LW46 can operate in both the corded and cordless mode. This allows for less down time for the user. “While battery floor scrubbers offer a higher level of productivity than corded models, they can be frustrating when they lose their charge,” according to the company. Most times this is due to human error; by not plugging in the charger properly, you can lose an entire day of productivity. The Hybrid technology of the LW46 gives users the best of both worlds as it will operate for a full hour and a half in the battery mode and can be plugged in at anytime for simultaneous operating and charging. Utilizing breakthrough battery technology developed for the Hybrid automobile industry, Lindhaus delivers enough battery power to clean 24,000 square feet on a single charge. In the Hybrid mode the user will tire out before the LW46 ever does. Custom-made motors specifically for the LW46 were designed expressly to deliver the highest performance possible at 24 volts. Testing confirms that the Hybrid 24-volt system delivers more muscle than most 120-volt systems. At 69 decibels, which is considered a conversational level, the LW46 is perfect for day cleaning. It is, n Quiet; n Cordless; and, n Instantly dries floors. Weighing in at a nimble 126 pounds, the LW46 was designed with agility and speed of cleaning in mind. “It provides over nine times the productivity of a mop and bucket, according to industry standards,” company spokespeople say. This means the return on investment for LW46 owners is immediate. The front end base height of only six inches allows the LW 46 to get under fixtures where the competition cannot. Designed to be compact and maneuverable with its 160 degree adjustable handle, the LW46 will “turn on a dime” and fit into places that users would never envision possible when using an auto scrubber/dryer. This is perfect for: n Bathrooms; n Kitchens; n Shower and sauna facilities; n Restaurants; n Convenience stores; and, n Storage rooms. While the LW46 offers dexterity, it is also excellent for speed and coverage, according to Lindhaus. With its 1200 RPM dual wave brush, the LW46 can clean up to 16,000 square feet in 60 minutes. This makes the LW46 perfect for: n High schools; n Hospitals; n Showrooms; n Churches; n Airports; and, n Any hard surface from 200 to 24,000 square feet, where the LW46 is the perfect machine. The LW46 has no limits when it comes to the cleaning of any hard surfaces such as: n Marble; n Granite; n Slate; n Wood; n Laminate; n Ceramic; n Concrete; n Tile; n Vinyl; n Rubber; and, n Stone, etc.

The LW46 uses a high speed brush roller (1200 RPM) exposed in front for baseboard cleaning. The brush pressure is adjustable, and Lindhaus offers a large selection of brushes and abrasive rollers to handle anything from the delicate to the difficult. Small enough to be transported in most vehicles and big enough to clean a high school basketball gym in 15 minutes, the LW46 scrubber/dryer is the product you should be showing your customers.

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September/October 2012

ISSA Seminars

Continued From Page 80

PROMISING ON PRICE. Speaker: Mark Hunter, Hunter will demonstrate how to not just close the sale, but to do it without using gimmicks that cut into short- or long-term profits. STAND OUT IN A CROWDED GREEN MARKET WITH TRANSPARE. Speaker: David Schweizer. Learn how Transpare™, a new online product registry, can help differentiate products and companies in the green cleaning marketplace. MEET THE PROS: GET ANSWERS TO YOUR SPECIFIC QUESTIONS. Speakers: Dream Team of Business Experts. Directly ask experts questions in an intimate setting. Pick from a variety of topics such as: hiring and firing, website optimization, social media execution, succession planning,

company valuation, performance assessment, and much more. PURCHASER PRIMER: GETTING WHAT YOU NEED. Speaker: Karin Wysocki. Learn ways to ask the right questions to get accurate information for selecting a good contractor. TIME MANAGEMENT AND GETTING ORGANIZED. Speaker: Steve McClatchy. Discover the four keys to using a time-management system effectively and the three skills great managers employ that can save time. CREATE A CULTURE OF SUSTAINABILITY: SAVE GREEN BY GOING GREEN. Speaker: Stephen Ashkin. Empower employees to reduce their environmental impact, save money and work healthier. Learn how buying smarter — such as bulk purchasing — can save money and packaging. Continued on Page 92


Launches New Products and Programs AIROSOL COMPANY INC. or the past three years Airosol Company, F Inc. has invested heavily in new product development and customer support programs. Airosol’s President, Gene Fleishman, has stated that Airosol has developed the finest support team in the industry. Our job is to make our customers successful,

with the best quality and value position possible. At the 2012 ISSA/INTERCLEAN expo, Airosol will launch ten new programs. This is the biggest marketing program in the 70year history of the company. Below is just a summary of what to expect from Airosol.

• New look for Jan San Products • “Simplifying Private Label” Program • Microbial Cleaners • Metered Air Fresheners • Disinfectants

• Odor Eliminator Kits • Refrigerants • Water-based Insecticides • Low VOC Stainless Steel Cleaners • Bed Bug Kits...and much much more.

Packaging capabilities include, aluminum, steel, and plastic, utilizing multiple propellant and delivery systems. Airosol has thousands

of formulations in its’ company library, which are available in its current form, or can be modified to meet special application needs.

Call us today, for a confidential evaluation and quotation. For more information visit ISSA Booth 4343

Call 1.800.633.9576 Circle 37

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Circle 217


September/October 2012


Push Brooms

Street Brooms

Utility Brushes

Concrete Finishing 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:

Circle 54 â&#x20AC;˘ See Us At ISSA Booth #1051

WEDNESDAY, OCTOBER 17 8:30 a.m.â&#x20AC;&#x201C;9:45 a.m. ISSA FEATURED SESSION: ONE TEAM â&#x20AC;&#x201D; ONE BRAND. Speaker: Scott Deming. Learn how to deliver unique, emotional, one-of-a-kind and unexpected customer service. And learn to create the â&#x20AC;&#x153;One Team â&#x20AC;&#x201D; One Brandâ&#x20AC;? environment. 10:30 a.m.â&#x20AC;&#x201C;11:15 a.m. PROCESS CLEANING FOR HEALTHY SCHOOLS/FACILITIES. Speaker: Rex Morrison. Learn how companies can raise worker productivity, lower costs and create healthier environments through this management-based cleaning system. Brought to you by the International Executive Housekeepers Association 11:30 a.m.â&#x20AC;&#x201C;12:15 p.m. FOOD SERVICE SAFETY AND SANITATION. Speaker: Brian J. Hill. Learn why scheduled cleaning, maintenance and routine procedures are vital in the elimination of cross-contamination in a food service establishment. 12:30 p.m.â&#x20AC;&#x201C;1:15 p.m. FOUR STEPS TO FLOOR CARE AND MAINTENANCE. Speaker: Richard Bodo. This microsession will cover preventative, daily, interim and restorative maintenance to clean for health, and provide the value facility executives seek. 1:30 p.m.â&#x20AC;&#x201C;2:15 p.m. Kâ&#x20AC;&#x201C;12: YOUR BUSINESS CASE FOR BETTER FUNDING. Speaker: Jeff Campbell. Learn to speak the school district language, understand what the research says, promote how cleaning leads to healthier and safer school environments, understand â&#x20AC;&#x153;total cost of ownershipâ&#x20AC;? as it relates to cleaning, maximize return on perception, and create customers for life through exceeding expectations.

2:30 p.m.â&#x20AC;&#x201C;3:15 p.m. THE POWER OF POSITIVE PRESENCE: CA$H IN YOUR IDEA$. Speaker: Don Aslett. Share best ideas for the chance to earn cash â&#x20AC;&#x201D; on the spot â&#x20AC;&#x201D; in this session about the value of positive presence and brilliant problem solving. 3:30 p.m.â&#x20AC;&#x201C;4:15 p.m. WHAT CAN WBE CERTIFICATION DO FOR YOU? Speaker: Deon Crayton Find out why obtaining the Woman Business Enterprise (WBE) Certification is an important business development strategy for female business owners. THURSDAY, OCTOBER 18 10:30 a.m.â&#x20AC;&#x201C;11:15 a.m. PUT THE PRO IN PROFESSIONALISM, Speaker: Anthony Trombetta. This session will outline a handful of easy-to-implement ideas to help increase professionalism and improve the image of a person and operation. 11:30 a.m.â&#x20AC;&#x201C;12:15 p.m. SOURCING GREEN: INSIGHTS FROM INDUSTRY LEADERS. Panel Discussion. Industry leaders make the connection between green cleaning and improving occupantsâ&#x20AC;&#x2122; health and well-being. 12:30 p.m.â&#x20AC;&#x201C;1:15 p.m. AN UPDATE ON THE GROWING RESIDENTIAL CLEANING INDUSTRY Panel Discussion - Moderator: Daron Tandberg. Panel of industry owners/affiliates provide an update on the rising professionalism and growth of the residential cleaning industry. By the Assoc. of Residential Cleaning Services FRIDAY, OCTOBER 19 10:15 a.m.â&#x20AC;&#x201C;11:15 a.m. ISSA FEATURED SESSION:THE VISION BEHIND A CUSTOMER-FOCUSED CULTURE Speaker: Janelle Brittain. Janelle Brittain will discuss how leadership in todayâ&#x20AC;&#x2122;s world must tap into every aspect of human capabilities â&#x20AC;&#x201D; from having a keen visionary mind, to a combination of Machiavellian patience and a well-paced sense of urgency.



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Circle 8 â&#x20AC;˘ See Us At ISSA Booth #1459

Circle 8 â&#x20AC;˘ See Us At ISSA Booth #1459

invest in clean profit right now

Help your customers really understand the true value of clean. The ISSA/INTERCLEAN Exhibition & ISSA Convention is packed full of the knowledge and networking you need to make it happen. Find the latest products and innovations to increase profits. Get the details needed to convince decision makers. It’s the one show with everything you need to change the way the world views cleaning, and transform your vision for success into reality. Plus, take advantage of the exclusive Advanced Distributor Program of seminars.

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©2012 ISSA® All rights reserved.

Circle 44


September/October 2012

Pro-Link Helps Distributors With Sales Training Programs

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Pro-Link officials say it has launched a full suite of tools, information, and training to help distributors improve sales. The key focus areas are Baseline Selling for Jan/San Distributors, Sales Leadership Training, and Sales Candidate Assessment — areas on which many jan/san distributors seek advice in order to grow their business. According to Pro-Link, Baseline Selling is a simple-to-implement selling system, which re-emphasizes the fundamentals of selling in a fresh, memorable way that sales professionals can relate to, and utilize to get appointments more easily, increase closing percentages, Pro-Link members attending the Sales Leadership program included and sell at higher margins. Pro-Link Baxter Sales, Casey EMI, Champion Supply, Fitch Co., Great Western Supply, developed a jan/san specific proHorizon Distributors, KSS Enterprises, Magnolia Paper & Janitor Supply, gram manual with industry examNational Maintenance, New System Carpet & Building Care, Penn Valley ples, worksheets, and checklists Chemical, Pro Serve Enterprises, Richco Products and Southeast Link. based on the book Baseline Selling by Dave Kurlan. Building on the Baseline Selling program, Pro-Link rolled out a Sales Leadership Training program, a twoday intensive training course. The course covers key sales management topics such as sales coaching, sales accountability, sales motivation and sales leadership best practices. For hands-on learning during the course, participants made live calls to their sales people to practice the elements of the course, with immediate critiques on effectiveness. Participants in the Sales Leadership Training program then engage in a 12-week webinar series, hosted by Kurlan Associates, the professional sales training company contracted by Pro-Link. The webinars provide live, interactive sessions for sales management and their sales reps on their implementation of the Baseline Selling process. Spokespeople from Pro-Link say that recognizing that improving sales functions is only part of the sales challenges faced by jan/san distributors, Pro-Link has recently introduced the third component — Sales Candidate Assessment. This easy to use program offers distributors an accurate screening of sales candidates, with a 95 percent accuracy rate for the success of distributor hires. "With sales being such a crucial function for distributors, it only made sense for Pro-Link to invest in a professionally developed and effective program for the selling function", said Paul Lemieux, ProLink's CEO. "With the Baseline Selling and Sales Leadership programs in place, combined with the Sales Candidate Assessment tool, we are really trying to offer our distributors top-notch support for their sales efforts."

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Circle 51 • See Us At ISSA Booth #1248

toll free 800-253-9638

fax 616-361-5976

Circle 78 • See Us At ISSA Booth #1763

Maintenance Sales News


From Cascades: The Greenest Bathroom Tissue Of Them All Now Comes In 3 Sizes

CascadesElite™ TADe™ Hand Towels Are Soft, Absorbent And Environmentally Friendly

Circle No. 230 Cascades has introduced two new products in the Cascades Moka family, 1,000-foot jumbo roll tissue and high capacity bathroom tissue for Tandem. Cascades says the product is easily recognizable by its beige color. Cascades Moka bathroom tissue is made from 100 percent unbleached recycled fiber, and, according to Cascades, is the most environmentally responsible choice on the market. By adding 20 percent corrugated box fiber into the pulp mixture, and by eliminating bleaching chemicals, Cascades says it achieved an amazing feat: reducing the environmental impact of its raw material by 25 percent without reducing the softness of its bathroom tissue. The company says this innovation, which eliminates the bleaching stage of the fiber, reduces greenhouse gas emissions by 30 percent compared to Cascades’ greenest white bathroom tissue, also made from 100 percent recycled fiber. Visit for more information.

Circle No. 231 Cascades says the Cascades® Elite™ TADe™ hand towels are a first-of-its-kind product that compares with the softness and most absorbent hand towels on the market, but uses a considerably smaller environmental footprint. These 100 percent recycled towels are manufactured using less water and chemicals. Cascades’ says its manufacturing process reduces greenhouse gas (GHG) emissions by 78 percent compared to regular TAD. The complement the Cascades Tandem® hand towel dispenser offering, designed to deliver maximum value, durability, ease of use and respect for the environment.

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


888-293-2336 | ®™Trademark of Occidental Chemical Corporation

Circle 51 • See Us At ISSA Booth #1248

Circle 67 • See Us At ISSA Booth #528


September/October 2012

Kaivac Enters New AutoVac Floorcare System In ISSA Innovation Contest Kaivac, developer of the OmniFlex™ Crossover Cleaning system, has entered its new AutoVac floorcare system ( in this year’s ISSA Innovation Award program in the Equipment category. The AutoVac, which, according to Kaivac, has been certified by the National Floor Safety Institute (NFSI), is designed to automate floorcare but, at a lower cost than conventional automatic scrubber. As part of the OmniFlex Crossover Cleaning system, the AutoVac starts with a specially engineered self-dispensing trolley bucket with a variable spigot that ensures only fresh cleaning solution is applied to the floor. The AutoVac attaches to the trolley bucket, allowing users to “spread-and-vac” for complete floor cleaning. Tests indicate the system cleans more than 16,000 squarefeet an hour. Kaivac spokespeople say the TURI Surface Solutions Laboratory ( at the University of Massachusetts, in Lowell,

ventional floor cleaning methods such as using a microfiber mop and using an automatic scrubber. According to Matt Morrison, communications manager for Kaivac, since its introduction, the entire OmniFlex system has been well received in a variety of industries from restaurants and healthcare to schools and offices. “We expect the same to be true of the AutoVac system,” added Morrison. “It’s a [floor] machine whose time has come and I think cleaning professionals in scores of industries will find the system both effective and innovative.” Headquartered in Hamilton, OH, Kaivac, Inc. delivers complete science-based cleaning systems designed to produce healthy reThe OmniFlex™ AutoVac™

Circle No. 233 recently conducted a series of independent tests comparing the cleaning effectiveness of the AutoVac cleaning system with con-

sults and outcomes while raising the value of cleaning operations and the professionalism of the worker. The originator of No-Touch Cleaning, Kaivac offers an integrated portfolio of environmentally-friendly cleaning products designed to remove the maximum amount of soil and potentially harmful bio-pollutants in the most cost-effective manner possible.

Visit Kaivac on Facebook at: *ATP stands for adenosine triphosphate, an energy molecule stored in all microorganisms that is considered an indicator of life. ATP on a surface can be a sign that harmful microorganisms may be present.

Custodial Workers At SUNY Use Kaivac No-Touch System For Flood Cleanup When custodial workers at the State University of New York at Geneseo went to work on Aug. 15, 2012, custodians were dispatched to a water flood in a classroom laboratory at the schools' Integrated Science Center. “The first tool selected to remove the water as well as clean and disinfect the floor was the Kaivac No-Touch Cleaning® systems stationed in that building,” said Laura Canfield, facilities services supervisor at the university. Canfield said they have found a number of uses for their many Kaivac machines. While restroom and locker room cleaning is the machines’ primary function, “We use the Kaivacs to clean bleachers, washing windows, clean floors, store rooms, building entries and stairwells, even cleaning walls. The Kaivac machines make cleaning fast, effective, (and) efficient, and our workers love them. We’re always finding new ways to use them on the campus.” Visit for more information.


P.O. Box 17082 Wichita, KS 67217 1-800-992-0181 Fax No: 1-316-267-2930

Booth 366 @ ISSA SHOW *CHICAGO* OCT. 16 - 19, 2012 Circle 7 • See Us At ISSA Booth #4103

Circle 35

Maintenance Sales News

The Bullen Companies / Airx Laboratories Now Offers Wipe-RX® Refillable Wipe System Airx Laboratories, a division of The Bullen Companies, announces the Wipe-RX® Refillable Wipe System, which replaces the open bucket and rag cleaning procedure while reducing chemical usage. It provides proper labeling, proper dilution con-

trol and heavy-duty wipe construction. The Wipe-RX® System uses tested non wovens that are designed to work with quaternary disinfectants and bleach without losing efficacy.

Features and benefits of the properly labeled Wipe-RX® system include: n Longer Shelf Life* — Wipe-RX® System Wipes do not affect the efficacy or cleaning ability of: RX78+, RX44 ACE & HDQ, RX15, RX101 and bleach when these products are diluted properly and used in the bucket system; n Better Disinfection* — More even distribution of cleaning and disinfection than towels, microfiber or mops when used in an open bucket system; n Easy to use — Just add to cleaning solution; n Portable — Users can take the WIPE-RX® Bucket with them, where they need it with its easy to carry handle; n Saves money — Controls chemical costs and usage. No laundry to do of used cloths; and, n No cross-contamination — Closed system eliminates errors.

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

KNOW THE FACTS Circle 219 • See Us At ISSA Booth #223

Circle No. 232 Located in Folcroft, PA, just minutes from the Philadelphia airport and downtown Philadelphia, The Bullen Companies is a specialty chemical manufacturer known for its brands Airx, One Up, Clausen, e-clean, Road-Off and

Our business is

making your business

more successful. At RDA Advantage, we know that you work hard to provide on-time delivery, easy ordering and great customer service. It’s why we work tirelessly to provide the same to you – all at a very competitive price. Because when you succeed, so do we.

Circle 220

Truekleen. Half of Bullen’s business comprises of its own brands and the other half comprises of its award-winning private branding. The company’s manufacturing and training facility is located at 1640 Delmar Drive and its distribution center is one block away. For more information on this and other Airx products, visit

888-293-2336 | ®™Trademark of Occidental Chemical Corporation

Circle 67 • See Us At ISSA Booth #528


September/October 2012

Innovative Products From Nittany Paper To Be Showcased At ISSA/INTERCLEANÂŽ 2012 Through select and loyal distribution, old-fashioned quality service and innovative products, officials at Nittany Paper Mills are looking to expand their companyâ&#x20AC;&#x2122;s service region within the coming months and years. Personnel at Nittany Paper Mills are also ready to showcase the companyâ&#x20AC;&#x2122;s broad environmentally-focused product line during ISSA/INTERCLEANÂŽ North America 2012 in Chicago on October 16-19 at booth 4839. â&#x20AC;&#x153;One of our top goals during ISSA is to feature Nittany Paper Millsâ&#x20AC;&#x2122; new and innovative products that are now available. We also look to further establish distribution in states where we are currently not trading,â&#x20AC;? Nittany Paper Mills President Don Chapman said. â&#x20AC;&#x153;We are now taking ISSA show appointments from distributors who want to meet with us at our booth to find out more about our products and services. They can call in advance of the show at 717-247-2787, or send us an email toâ&#x20AC;? Founded in 2005, Nittany Paper Mills is located in Lewistown, PA, along the Juniata River. The company has a converting mill for various types of towel, tissue and wiping products designed for the jan/san and related industries.

â&#x20AC;&#x153;We also feature a complete line of the latest state-of-the-art touch-free dispensing units,â&#x20AC;? Chapman said. â&#x20AC;&#x153;Nittany Paper Mills is able to convert all grades of recycled and biobased towel, tissue and wiper products using TAD (Through-Air-Dried) technology.â&#x20AC;? He noted the company is designated by the Pennsylvania Department of Agriculture as a Pennsylvania-preferred business. â&#x20AC;&#x153;One of the great benefits to distributors is our ability to custom make products, such as offering roll towels from 300 to over 1,000 feet, depending on the needs of each customer,â&#x20AC;? ChapVisit our Booth #4005 man said. â&#x20AC;&#x153;There are more than 50 SKUs from at the ISSA/Interclean Show the company geared toward all types of marand see an amazing new product! kets. This includes foodservice, manufacturing, office building, automotive, education, dairy and the government. â&#x20AC;&#x153;We are also one of the few paper companies in the country that manufactures bio-based products from 100-percent organic material Circle 90



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Circle 221 â&#x20AC;˘ See Us At ISSA Booth #4839

Circle No. 234

such as bamboo and sugar cane. Our company makes paper products as well from 100-percent recycled fiber.â&#x20AC;? Focusing on strong customer support is imperative at Nittany Paper Mills. â&#x20AC;&#x153;We believe there are hundreds of distributors throughout our service region who currently buy their paper from master distributors and who would rather have a direct relationship with a paper mill. We can provide this type of strong relationship, along with new opportunities for product technology,â&#x20AC;? Chapman said. â&#x20AC;&#x153;Our company targets those distributors who are still looking for an oldfashioned direct mill relationship in terms of price, service and quality. We donâ&#x20AC;&#x2122;t believe in answering machines here.â&#x20AC;? The service region of Nittany Paper Mills is located within the eastern part of the United States, and there is room for expansion. â&#x20AC;&#x153;It helps that we are in central Pennsylvania where there is access to major metropolitan markets. Our company seeks market expansion through the use of selective distribution. Distributors are selectively chosen within each state,â&#x20AC;? Chapman said. â&#x20AC;&#x153;We want every distributor of ours to enjoy the freedom and comfort level that comes with growing with us. This With 3 Grades includes benefitting from Nittany Paper Of Towels Millsâ&#x20AC;&#x2122; short lead times and superior field Â&#x2021;%URZQÂ&#x2021;:KLWHÂ&#x2021;7$' support.â&#x20AC;? Contact: Nittany Paper Mills, Inc., 6395 SR 103 North, Lewistown, PA 17044. Phone: (888) 288-7907 or (717) 247-2787; Fax: (717) 247-3442 Email: Website:

Maintenance Sales News


Smart Drains & Smart Floors, New Products From Clearly Better Solutions Intercon spokespeople say its new patented SMART DRAINS & FLOORS program controls grease, odors and fruit flies in and around floor drains, and offers a simple, green, low cost recyclable solution to these foodservice issues. The company says it offers restaurants and foodservice operators the opportunity to save up to $7,500/year per kitchen by eliminating operating costs, reducing water consumption and saving labor. Smart Drain for Kitchens is a patented floor drain maintenance system designed for the demands of commercial, industrial and restaurant kitchens, where cleanliness is paramount and best-cost utility is always a top priority. The patented SMART DRAIN system combines patented stainless steel floor drain covers that accept the matching SMART DRAIN recyclable “plug in” plastic cartridges. The cartridge, designed to last one month, contains both a grease-digesting enzyme formula and a proprietary natural insecticide formula in semi-solid forms. These elements dissolve over a month’s time as the companion SMART FLOOR no-rinse, enzymatic daily cleaner is washed down the floor drain during daily cleanup. The one click cartridge removal with Smart Key and replacement makes maintenance effortless, according to Intercon. Smart Drain For Restrooms uses the same patented drain cover /drain cartridge system, but replaces the insecticide with a powerful, appealing fragrance and odor control element. It is a method of freshening the air while, according to Intercon, effortlessly breaking down organic waste that is naturally produced. Both Smart Drain For Kitchens and Smart Drain For Rest-

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Circle No. 235 men's or women's restrooms. The restroom products also coordinate with Clearly Better Smart Air wall mounted odor control/fragrance products. Smart Drain is the latest product from Clearly Better Solutions. According to Jim Epstein, president, “We are excited, after years on the drawing board, to be in production of these new, in demand products for the restaurant and commercial marketplace. The Smart Drain & Smart Floor Program for Kitchens/Restrooms are ‘game changing’ products that raise the bar in the ‘standard of clean’ and the way in which restaurants maintain kitchen and bathroom drains and floors. Clearly Better Solutions is committed to developing products that meet the needs of our customers and contribute to the health of the environment.” Visit for more information. Clearly Better Solutions is the latest branding venture of St. Louis, MO, native Jim Epstein and the innovative team at Intercon Chemical Company, located in St. Louis. Intercon, founded by Epstein in 1982, employs about 150 chemists, engineers, production workers, office and customer service team members at its 250,000-square-foot facility located in the Grove area, near Vandeventer and Choteau. Epstein stated, “Our Clearly Better Brand products and programs are designed to bring breakthrough technologies to market in cleaning, disinfection, sanitization, skin care, air treatment and odor control.” The company says its mission is, “To deliver innovative, customer friendly and environmentally responsible solutions that solve problems not adequately addressed by current options.” Clearly Better Solutions offers programs under its Smart Drains, Smart Floors, Smart Air, SmartSan 24, Clearly Better Scents and Clearly Better Medical brands. More information is available at


888-293-2336 | ®™Trademark of Occidental Chemical Corporation

Circle 67 • See Us At ISSA Booth #528


September/October 2012 Provides Offline, Online Marketing Services For Janitorial And Maintenance Supply Industry Jan/san marketing veteran Ginny Petru announces the launch of JanSanOptimize (, a provider of

online and offline marketing services to the janitorial and maintenance supply industry., a division of Petru

Circle 23 • See Us At ISSA Booth #4807

primitive in appearance and & Associates, Ltd., provides afcontent. So why would we sugfordable, professional services gest more search engine optito promote manufacturers, dismization if they are already on tributors and contractors. Inpage one, but losing leads bound and outbound marketing based on the look and feel of tactics include SEO websites, etheir website?” newsletters, SEO press releases, offers social media, graphic design, individual pricing for services blogs, SEO mini-videos, and including SEO website buildpublic relations activities. Ginny Petru ing, SEO blog creation, SEO “The Internet is a significant press releases, social component of any marmedia posting, case keting program, yet study development, we’ve found many SEO mini-videos, and jan/san businesses are at e-newsletters. Popular one end or another of Inservice bundles are also ternet usage … they are available. either missing a full InVisit for pricternet presence or relying completely on the Internet and neglecting other high impact ing and details. marketing tools,” Petru said. “We find that inconsistent marketing is usually due to conSpartan’s Clean Training straints in budget, lack of time, or employees who are not skilled in using today’s System Offers Videos, promotional tools. addresses those constraints and delivers every- Training Cards, Training thing from one-time ‘a la carte’ services to Manual Section, Testing customized, fully integrated marketing proAnd Certification grams. We move beyond just getting our clients found in search engines. We provide Spartan’s Hard Surface Disinfecting the resources to connect, cultivate, and conSpartan’s Clean Training System continues vert leads into customers.” to expand with the addition of the developed an incremental marketing approach that meets marketing needs of each manufacturer, distributor or contractor. “One size does not fit all when it comes to marketing in this industry,” Petru said. “As an example, in a recent audit of jan/san distributors we found more than 50 percent were already landing on page one of a Google search, but their websites were Circle No. 236 care module. The new material is available online, free of charge to all registered users. As with all other modules, Cleancheck Health Care offers videos, training cards, a training manual section, testing and certification. Training components are available in both English and Spanish. The Cleancheck Health Care module will teach proper procedures for cleaning and disinfecting an occupied patient room, discharge/transfer patient room, emergency department, isolation room and the operating suite. All of this is available in an interactive, online system — perfect for use on an iPad. With online access users can view all manuals, cards and videos, print materials and complete tests to receive certification. For the end-user administrator (facility manager), logs of employee training and testing are available. This online system can assist users seeking CIMS certification, as it meets the requirement for the CIMS-GB Standard. Spartan Chemical Company, Inc., with corporate headquarters, manufacturing and distribution facilities in Maumee, OH, is an international manufacturer of chemical specialty maintenance products. Visit Spartan online at

Circle 222

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Tissue, Towels & Dispenser Systems For The Away-From-Home Market Approved Supplier On EPA’s Comprehensive Procurement Guidelines Supplier Listing

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Maintenance Sales News At ISSA/INTERCLEAN® 2012


Booth #4239

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ACS Scrubble..................................................11 Action Pump ...................................................99 Air-Scent International..................................59 Airosol Company, Inc. ...................................19 American Paper Converting .........................85 Amrep, Inc.......................................................71 Away Chemical Corp. ....................................96 Berk Wiper International..............................92 BISSELL BigGreen Commercial .................31 Briarwood Products .......................................82 Bro-Tex, Inc.....................................................38 Bullen Companies, The..................................10 Caddy Clean....................................................32 Cargill Salt ......................................................26 Carolina Mop Mfg. Co...................................44 Carolina Paper Company..............................94 Carroll Company............................................80 Cascades Tissue Group..................................37 Chase products Co. ........................................65 Clean Control Corporation .............................2 CP Industries.................................................103 Cross Country Installations & Service...............41 Deb ...................................................................20 Delamo Manufacturing, Inc....................48, 50 Diamond Wipes...............................................83 Dirt Killer Pressure Washers ......................100

MAINTENANCE SALES NEWS ADVERTISERS’ INDEX Discover Energy Corp....................................25 EES, Inc. ..........................................................43 Expanded Technologies..................................39 Fas-Trak ..........................................................84 Filmop USA.....................................................35 Fullriver Battery Mfg. Co. Ltd .....................21 Gift Sales Company........................................96 Gofer Parts ......................................................82 Golden Star .....................................................36 H & S Manufacturing ....................................88 haaga ................................................................32 Ha-Ste Manufacturing, Inc. ..........................60 Haviland Corporation....................................14 Hoover................................................................9 Intercon Chemical/Clearly Better.......45, 55,104 International Salt............................................49 IPC Eagle.........................................................73 ISSA/INTERCLEAN.....................................93 J & M Technologies........................................40 JanSan Optimize ..........................................100 Kaivac ..............................................................18 Kissner Group, The........................................75 KL Designs ......................................................97

Kleenrite ..........................................................89 Koblenz............................................................67 Kruger Products .......................................52, 53 Lambskin Specialties ...............................94, 95 Lindhaus USA.................................................87 Magnolia Brush ..............................................92 Matguys ...........................................................44 Midlab Incorporated........................................6 Moonsoft International, Inc. .........................12 Mor-Value Parts Co. ......................................48 Morgro, Inc. ....................................................33 National Tissue Company..............................50 Nittany Paper..................................................98 North American Salt ......................................17 NPS.................................................................101 Occidental Chemical Corp................95, 97, 99 Pro-Link ..........................................................69 Queenaire Technologies .................................30 R&B Wire Products .......................................13 RD Industries..................................................63 RDA Advantage ........................................42, 97 Remco Products..............................................57 Royal Paper Converting, Inc.........................29

Royce Rolls Ringer Co. ..................................94 SCA Tissue.........................................................7 SEKO Dosing Systems ...................................79 Sigma Plastics Group, The ............................85 Sky Systems Co., Inc. .....................................28 SOFIDEL/Stefco...............................................3 Soundview Paper Company ..........................27 Spartan Chemical...........................................61 Spray Nine.......................................................84 Starco Chemical .............................................58 STEP1 Business Products..............................58 Trojan Battery...................................................5 Tucel Industries, Inc.......................................98 Tucker Pole......................................................60 Tundra Equipment.........................................34 U.S. Battery .....................................................51 Unelko ..............................................................91 United Group, The .........................................77 von Drehle Corporation.................................15 VPR Impex (Vapore) .....................................16 Warsaw Chemical Company, Inc. ................56 Wausau Paper.................................................81 Wiz Kid Mat....................................................38 XYNYTH Manufacturing Corp. ..................23 Zephyr Mfg. Co., Inc........................................8


September/October 2012





22 Oz. Fill with Triggers Higher Fill — Lower Cost End User Value

Over Fifty Products. All Private Label — No Minimum Freight — No Problem

Must be able to open accounts. If you are selling in other areas and want to work your territory, the bonus program applies.

Aldran Chemical, Inc. • 800-969-3378 •

CALL ELI 800-333-3403



Circle Number Replies Are Now Online @


Save Up To 50%

Experienced Industrial Specialty Chemical sales person to take over the territory of a salesman retiring after 25 years in South Florida.




g f in r O at br ea ng ls le h Y ri ca Ce 37t actu emi uf Ch an lty ia O


!"# $%& !'$$

WA N T E D Salesman: Starco Chemical has an immediate opening for an experienced salesman to cover the New England States. Candidate must be familiar with jan-san, food service and paper distributors. We offer competitive salary, bonus and full company benefits. Contact Martin Zaret at


See us at ISSA Booth #1652

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)


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

Maintenance Sales News 201 E. Main St. • P.O. Box 130 • Arcola, IL 61910 Ph. (217) 268-4959 • Fax: (217) 268-4815 • Name _________________________________________________________

CALL US: 1-877-482-7278

Company ______________________________________________________ Address _______________________________________________________

WANTED: DISTRIBUTORS We are going National with New Hot "Pet Stations." Repeat orders on Replacement "Doggy Do" Bags. Other Hot Selling Items also. Contact Bryan, Maria, Ron or Rod. NAMCO MANUFACTURING INC. • 1-800-634-5816 • WWW.NAMCOMFG.COM

City __________________________ State ____________ Zip_________ No. of Insertions:________ Amount Enclosed: $________ Phone ___________________ Email _________________________________

TRANSPORTATION 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.

Heading or Classification __________________________________________ Authorized Signature _____________________________________________




6:35 PM

Approved by DfE Abhorred by Ice and Snow

Circle 13 • See Us At ISSA Booth #1243

Smarter, Better, Greener

Smart Solutions from Clearly Better brand products and programs are designed to bring breakthrough cleaning, disinfection, sanitization, skin care, air treatment and odor control technologies to market that offer innovative solutions to solve problems not adequately addressed by current options.

Come see the Clearly Better and Intercon brand product lines at our ISSA Booth #2241 888.770.3434 Circle 41

Sep/Oct 2012 Maintenance Sales News  

MSN’s 2012 ISSA/INTERCLEAN North America Preview MSN Distributor Cover Feature: Jersey Paper Plus Serving East Coast & Working On Increasi...

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