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SALES NEWS MAINTENANCE Exclusively Serving Professional Distributors

September/October 2020

Vol. 37, No. 5

Read/Download MSN At: www.maintenancesalesnews.com

MSN FEATURE STORIES Champaign, IL

Recently Purchased: Central Illinois Distributor Thriving Under Woman Ownership ...............................20

MSN’s 2020 ISSA Show Preview A Message From Outgoing ISSA President Ken Bodie.................................6 MSN’s Q&A With Incoming ISSA President Steve Lewis .............................8 ISSA Show North America 2020 To Provide ‘The Virtual Experience’ .........10 Educational Sessions/Workshops Going Virtual During 2020 ISSA Show North America...............................................................40

ISSA Exhibitor Showcases • Product Showcases.....................................66 MSN Advertisers Index / Links................................................................73 Industry News 59 • Advertisers Index 73 • Classified Advertising 72 On The Cover: Chemical Maintenance owners Betsy and Brad Parks strike a welcoming pose at the entryway of the Champaign, IL-based distributorship. See story on page 6.

Industry Calendar of Events

November 16-19, 2020 — The ISSA Show - North America. Virtual Event. For information: 844-383-6809.

May 22-25, 2021 — National Restaurant Association’s Restaurant, Hotel-Motel Show, McCormick Place, Chicago, IL. For information: 800-967-4590. August 7-10, 2021 — The Inspired Home Show, IHA’s Global Home + Housewares Market, McCormick Place, Chicago, IL. For information: 847-292-4200.

4 — Maintenance Sales News — September/October 2020

Publisher Linda Rankin

Editor Harrell Kerkhoff

Associate Editor Rick Mullen Advertising Linda Rankin Kevin Kennedy Graphics David Opdyke Kris Bott

Maintenance Sales News Cover Feature

Chemical Maintenance, Inc.

RANKIN PUBLISHING CO. www.rankinpublishing.com

MOVING?

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

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Reception Mary Jo Dunn

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Linda Rankin (217) 268-4959 lrankin@consolidated.net Kevin Kennedy (813) 502-6672 kevloraz@gmail.com

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Fax: (217) 268-4815

www.rankinpublishing.com

rankinmag@consolidated.net 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 2020, 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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A Message From Outgoing ISSA President

Ken Bodie Dear MSN Reade

rs,

I had planned to be discussing our upco ming ISSA Show this message. I w North America in ould have shared Chicago in in fo rm ation on all the w Chicago and wou onderful places to ld have been exci ted to deliver an ag visit in classes, seminars, enda with hands-on and booths filled w ed uc ith the latest and gr ational industry. Unfortuna eatest innovations tely, COVID-19 pu in the cleaning shed pause on the world this past Febr However, we are uary. very fortunate th at last year, John executive director Barrett, of the ISSA, aske d the board of di approve his idea to re ctors to hire Ms. Patricia (Patty) Olinger as director of a new ex ecutive ISSA division nam ed the Global Biori Council (GBAC). sk Advisory GBAC is recogn ized as a leader in education, and certi training, fication in forensic restoration, biorisk decontamination, an m an agement, d infection/contam ination control disc The board approved iplines. Barrett’s vision an d Ms. Olinger star ISSA on Septembe ted with r 1, 2019. Barrett’s foresight was unca would have though nn y, as who t we would be faci ng a worldwide C pandemic just a few O VID-19 months later. GBA C has already assist than 3,500 organi ed more zations in 70 coun tries in achieving Star accreditation the GBAC for their facilities. This is just anothe of how ISSA is liv r example ing our tagline of A dvancing Clean an Innovation. d Driving Being president of the ISSA Board in 2020 has been, to least, interesting. I say the am the first board president to host board meeting, an a virtual d I will be the firs t board president a virtual trade sh to have ow. But, as we ha THE SHOW MU ve al l he ar d in the past, ST GO ON! Virtu The ISSA Show N ally, that is. orth America Virtu al Experience will 16 through Thursda take place Monda y, November 19, 20 y, November 20, with virtual sh CST daily. I look fo ow hours being 10 a.m rward to seeing man . to 5 p.m. y of you virtually an and participate, so d I hope all of you you can say that yo will register u were there for th America Virtual E e very first ISSA xperience. Show North Stay healthy and w e’ll see you online. Ken Bodie, ISSA Pr esident

6 — Maintenance Sales News — September/October 2020


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Secure the new hygiene standard

It’s time to go back. And move forward. Create a new normal. Together. This will include a new hygiene standard. It might feel overwhelming, but we are by your side. With extensive global experience in professional hygiene, Tork is here to support you with the knowledge and expertise you need. Together, we will help you create safe environments and secure the new hygiene standard. To learn more about Tork PeakServe Recessed Cabinet Adapters and other Tork products and services, visit the Tork exhibitor page on the ISSA Show Virtual Experience. Resources, webinars, and show specials will also be available through our exhibitor page. Register today for ISSA Show Virtual Experience and save Tork to your Virtual Planner!

Torkusa.com/SafeAtWork Tork, an Essity brand


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MSN’s Q&A With Incoming ISSA President

Steve Lewis Steve Lewis, president of Golden Star Inc., of Overland Park, KS, will be introduced as the new ISSA president, during the virtual ISSA Show North America, scheduled for November 16-19.

Following is an interview with Lewis, who discusses his background in ISSA and his vision for the future of the organization.

MSN: Please provide your background as it pertains to your company and the jan/san industry. Lewis: I am currently president of Golden Star Inc, based out of Overland Park, KS. Founded in 1908, we are a global manufacturer of industrial dust mops, wet mops and microfiber products, and an active company member of ISSA for the past 75 years. Like so many in the industry, I began working at Golden Star in 1977 as a part-time summer job, eventually leading to a full-time career. Over the past 40 years, I have held many different key management positions within Golden Star, from divisional sales manager, to national sales manager, to vice president of sales & marketing, to my current position of president.

MSN: How long have you been affiliated with ISSA — both from a company perspective and a personal perspective? Lewis: Golden Star has been an active company member of ISSA since 1945. Over the past 75 years, we have been fortunate enough to have Golden Star leadership serve the ISSA community, beginning with Lee Gradinger as the district director in 1961-1962. Then, our chairman, Gary Gradinger, served as the district director in 1978-1979. He also served as vice president in 2002, president in 2003 and past-president in 2004. As for myself, I first began my involvement with ISSA as the YES Committee vice chairperson in 1990, then on the Exhibitor Committee in 20112012. From 2013 to 2015, I served on the ISSA Board as manufacturer representative, and currently hold the role of vice president in 2020, to be followed by the role of president in 2021 and past-president in 2022.

MSN: What made you decide to seek the ISSA president’s post? Lewis: I initially began serving on the ISSA board in 2013 because I felt it was time to give back to the industry/community that had afforded me the opportunity to earn a living for my family. Then, in 2019, I felt the time was right for me to continue my work with ISSA in providing members with the 8 — Maintenance Sales News — September/October 2020

highest level of industry education, industry specific information and benchmarking. MSN: What qualities do you possess that will make you an effective ISSA president? Lewis: There is no one single quality that makes an effective leader. I only hope my 40 years of industry experience, which has given me a deep understanding of the way this industry works, coupled with my 30 years of executive management experience will provide the groundwork necessary for serving the ISSA community.

MSN: What, from your perspective, is the role of the ISSA in the cleaning/maintenance industry? Lewis: From my point of view, and the view of many others, ISSA’s main role is to facilitate ongoing networking, communications, and commercial opportunities for its members, while providing members with the highest quality, industry-specific, relevant information. ISSA continues to work toward the goal of making the scientific connection between cleaning and health. We also constantly strive to have the greatest impact on establishing a global cleaning community.

MSN: As this year’s ISSA Show is going to be a virtual experience, please give our readers some insight on what a virtual show entails and how it will work. Lewis: First let’s say there is no substitute for an in-person show, and ISSA has been working countless hours to provide its members with a virtual show that provides value and benefits for all members. The show will have several educational seminars, along with exhibitors featuring live meetings and chats. All of this will be at your fingertips 24/7, starting November 16 and will stay up until March 31, 2021.

MSN: The COVID-19 pandemic is ongoing. As ISSA president, what are your thoughts on how ISSA will move forward in guiding the cleaning industry through this crisis? Lewis: Unfortunately, COVID-19 has become a part of the new normal in our daily lives. We know this isn’t an issue that is going to disappear overnight. ISSA’s Global Biorisk Advisory Council® (GBAC) has stepped up to the plate in guiding our members on how to manage operating in this new era. This program assesses facilities preparedness in dealing with bio risks and provides education and training for prevention of spreading germs. The program gives facility staff and visitors a level of comfort that all possible steps to provide a clean and safe environment have been taken. Continued on Page 60


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ISSA SHOW NORTH AMERICA 2020 TO PROVIDE

T

‘THE VIRTUAL EXPERIENCE’

he ISSA Show North America 2020, scheduled for November 16-19, will be a fully virtual event due to the COVID-19 pandemic. Organizers have been busy the past few months setting a schedule for what ISSA is calling “The Virtual Experience.” It will include the following programs and events — all virtually: n An opening welcome session; n Interaction with exhibitors; n Exhibitor thought leadership sessions and product demonstrations; n New product gallery; n ISSA General Business Meeting; n Innovation awards ceremony; n Roundtable event; n Daily spotlight speakers; n Over 80 live and on-demand educational sessions (see page 40); n Closing speaker, and more. Official hours for the ISSA Show North America virtual event are 10 a.m. to 5 p.m. CST Monday, November 16 through Thursday, November 19. According to ISSA, The Virtual Experience will also feature a mix of live and on-demand content available to all registrants through March 31, 2021, making it easier for industry professionals to participate from wherever they are, and at their own pace. “Our mission statement doesn’t change as we connect as a united industry this November. Every opportunity is still in front of us; it will just look and feel a little different. As we drew closer to the show dates, it became clear a virtual event was our path forward,” ISSA Show North America Group Director Lindsay Roberts said. “We’ve all had to adapt this year, and the ISSA Show is no exception. This industry is resilient and positive. I believe we’ll take full advantage of the new opportunities that lay in front of us in 2020. “We’re excited to build something effective and engaging for the industry we serve.” Registration remains open for the virtual ISSA Show North America. All registrants continue to have options this year to make the most of various educational, certification and networking events being offered in a virtual format. Educational programs and networking opportunities are being designed to provide insights into the challenges the industry is facing, lessons learned and how the industry — and the world — will look moving forward. The Virtual Experience will include: n A Virtual Exhibit Directory, showcasing industry leading companies and their new product innovation solutions for attendees; n Virtual Product Showcases and a New Product Gallery, allowing attendees to discover new products and technologies based on company needs; n A robust conference program, bringing together forward-thinking minds, including accomplished professionals, who will share insights on the current state of the industry, emerging technologies, economic trends, future growth possibilities and more; and, n Networking events that spark connections with colleagues via live online chats, webinars and more. “Although many things have been disrupted this year, the need for top-notch cleaning education and products never stops. We are proud to offer the cleaning community a comprehensive education conference and product gallery. The show’s platform will deliver much-needed content directly to industry professionals, wherever they are located,” ISSA North America Show Director Amie Gonzalez said. 10 — Maintenance Sales News — September/October 2020

“This is not going to be your everyday virtual meeting. For the first time ever, attendees will get access to every piece of content we deliver, on-demand.” For further information on how to register, pricing and packages, visit issashow.com/register. The ISSA Show North America website, www.issashow.com, will continue to have the latest information about The Virtual Experience. New and returning co-location partner events and supporting partners will also be a part of The Virtual Experience. They are: ARCSI, a division of ISSA Conference & Trade Show; IEHA’s Annual Conference and Convention; Building Service Contractors Association (BSCAI); Network Services Company; ISSA Canada; and, the Healthy Green Schools & Colleges.

T

SPOTLIGHT SPEAKERS

he virtual ISSA Show North America 2020 itinerary includes three spotlight speakers over a three-day period. The schedule and ISSA-provided speaker descriptions are as follows: n Jeff Henderson — “If You Can See It, You Can Be It,” from 10:30 to 11:30 a.m. CST on Monday, November 16. From humble beginnings in south central Los Angeles, to life as an imprisoned drug dealer and then as an awardwinning celebrity chef and best-selling author, Henderson is a role model for anyone who needs the encouragement to reinvent his/her life. Since he discovered his passion and gift for cooking in the unlikeliest of places — prison — Henderson has turned his life around. Today, he serves as a popular and powerful voice for self-transformation. The creator of Food Network’s reality series, “The Chef Jeff Project,” host of “Family Style with Chef Jeff,” and the nationally syndicated series “Flip My Food with Chef Jeff,” Henderson is also a best-selling author. During this presentation, Henderson will reveal his hard-knock yet transformative life lessons and the secrets to rising above and realizing potential. n Sarah Thomas — “Breaking Through: My Journey to Becoming the First Female NFL Official,” from 10 to 11 a.m. CST on Tuesday, November 17. As the NFL’s first female official, Thomas will share her journey as pioneer in a male-dominated industry, inspiring others to seize opportunities, succeed and to never give up — even when the odds are against you. Officiating her first NFL game in 2015, Thomas’ hat, whistle and flag are now on display at the NFL Hall of Fame, serving as a testament to the historic achievement. Thomas also made history by being named a down judge for a NFL playoff game. No stranger to breaking gender-barriers, Thomas was also the first female official to work a major college football game, to officiate a bowl game and to officiate in a Big Ten stadium. She will share insights on overcoming adversity — and the odds — in pursuing a passion while maintaining a work-life balance. n Patty Olinger, executive director at GBAC (Global Biorisk Advisory Council), a division of ISSA; Carolyn Berland, senior scientist/brand innovation manager at Essity; and Gavin Skinner Macgregor, director at GBAC, will speak on “COVID-19: Where Do We Go From Here?” The event is scheduled for 10 to 11 a.m. CST on Wednesday, November 18, and will feature the three global experts sharing their compelling case studies, personal experiences and key takeaways from the first phase of the pandemic. They will also provide user-friendly recommendations for what comes next. The panel discussion will include a Q and A segment.


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W

VIRTUAL NETWORKING EVENTS & RECEPTIONS

hether looking for new suppliers, distribution or prospective partners, the 2020 virtual ISSA Show North America will provide both formal and informal networking opportunities. Dedicated receptions and events will be offered for first-time attendees, members of ISSA, IEHA, ISSA Canada, and ARCSI. Events include: n Virtual Roundtables hosted by ARCSI, a division of ISSA — The virtual roundtables welcome attendees to spark discussions with industry peers. To kick it off, ARCSI will present the ARCSI Professional Cleaner of the Year Award and the Chairman’s award winners, followed by the awards for the best logo, best uni-

form, best vehicle graphics and best website. The virtual roundtables will begin following the awards ceremony. Each virtual table will have a preselected moderator who will lead and guide discussions. The event is comprised of three 45-minute sessions, with a 15-minute break between each session. n Virtual Experience Orientation — ISSA recognizes that as new virtual students, attendees will have a lot of questions regarding show week. The Virtual Experience Orientation will be designed to help navigate the show experience and make the most of the exhibit hall, educational sessions, networking opportunities and more. Veteran show-goers and ISSA staff will answer questions and let attendees know they are available to help maximize the virtual experience. n Virtual Lunch & Learn Series (Network/Eat/Learn/ Grow) — This series delivers high-quality presentations on topics throughout the commercial, institutional and residential cleaning industries. Each virtual Lunch & Learn allows attendees to relax with their own lunch, learn more about an engaging topic, and ask questions or interact with other attendees. n Opening Plenary: Creating Healthy Green Schools & Colleges — School facility directors will share their experiences responding to the COVID-19 pandemic, and how existing protocols following best practices allowed for quick and situational adaption. Attendees will also learn the importance of proactive leadership during a public health crisis, how to develop their own processes and best practices to ensure proper staff training, and how to prepare for future emergencies. Visit issashow.com/en/ attend/events.html for more information.

T

INNOVATIONS AWARDS PROGRAM

he ISSA Innovation Awards Program serves as the primary product and service accelerator platform for pioneers in the commercial, institutional and residential cleaning industries. Every year, companies participating in the ISSA Show North America — and now The Virtual Experience — take the stage to unveil their most innovative products or services in front of the global cleaning industry. Those progressive solutions address key challenges industry professionals are trying to solve in their daily operations. Along with the recipient of the 2020 Innovation of the Year Award, various category award winners will also be announced,

12 — Maintenance Sales News — September/October 2020

Continued on Page 16


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ISSA SHOW NORTH AMERICA 2020: Continued From Page 12

representing the following segments: Cleaning Agents, Dispensers, Equipment, Services & Technology, and Supplies & Accessories. All winners will be announced during the ISSA Show North America virtual event. Each award winner will be selected based on the most votes from Sept. 1 to Nov. 17, 2020. Visit vote.issa.com/contest for more information.

T

ISSA ELECTS NEW 2021 BOARD MEMBERS

he following individuals have been elected to serve on the 2021 ISSA Board of Directors, which will be led by incoming ISSA President Steve Lewis, of Golden Star Inc.

They include: • Vice President/President Elect: Harry Dochelli, Essendant; • Executive Officer: Mercer Stanfield, Brame Specialty Co.; • Manufacturer Director: Matt Urmanski, Essity; • Distributor Director: Greg Truitt, Imperial Dade; and, • Building Service Contractor (BSC) Director: Valerie Burd, ABM. The election for open positions on the 2021 ISSA Board of Directors closed August 5, 2020. RETURNING ISSA BOARD MEMBERS In addition to Lewis, returning from the 2020 board to serve in the following positions on the 2021 board are: • Past President/International Director: Ken Bodie, Kelsan Inc.; • Treasurer: Roman Chmiel, Scrub Inc.; • Secretary: Brendan Cherry, Bobrick Washroom Equipment Inc.; • Latin America Council Chair: Mauricio Chico Cañedo, Distribuidora Lava Tap, S.A. de C.V.; • Europe Council Chair: Michel de Bruin, Greenspeed BV; • Canada Director: Amir Karim, Polykar; • Distributor Directors: Nick Morris, Western Paper Distributors Inc., and Ailene Grego, SouthEast LINK; • Manufacturer Directors: Andy Clement, Kimberly-Clark Professional, and Christine Vickers Tucker, The Clorox Co.; and, • Manufacturer Representatives Director: John Beers, Wind Associates.

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16 — Maintenance Sales News — September/October 2020

ISSA OUTGOING BOARD MEMBERS The following individuals complete their service on the board in 2020: Paul Goldin, Avmor Ltd.; Jim Chittom Jr., Roman Chemical Corp.; Tom Friedl, Hospeco; Paul Barrett, North American Corp.; and Matt Vonachen, Vonachen Group. ISSA invites all members to greet the new board members when they officially take office during the ISSA General Business Meeting. The event will be hosted virtually as part of ISSA Show North America.

I

ISSA CHARITIES AWARDS 2020–2021 SCHOLARSHIPS

SSA has announced recipients of the ISSA Charities 2020–2021 Scholarship Awards. This year, ISSA Charities awarded 33 scholarships, totaling over $88,000. The scholarships are made possible by contributions from ISSAmember companies and individuals. The ISSA Charities Scholarship Program has helped individuals fulfill their dreams of higher education since 1988. The scholarships are open to all employees of ISSA member companies and their immediate family members. Eligible candidates are those entering or continuing studies at a fully accredited four-year


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college or university, majoring in whatever they desire. Scholarships are awarded based on merit, individual accomplishments and evidence of leadership. This year’s recipients include: Edward Lane National Sanitary Supply Co. Award — Nathan R. Sowers, Golden Star Inc.; Francis T. Callahan Award — Bradford M. Killian, Home Depot Pro/Supply Works; GOJO Industries’ Jerome Lippman Award —Kennedy Simmons, Kent Uni-

versity; Patrick Husk, Kent University; Golden Star, Inc.’s Leland Gradinger And Earl C. Julo Award — Anna F. Darchini, BCB Janitorial Supply; Heeren Family Scholarship Award — Isabella G. Ledonne, NETWORK®; Hygieia Network Award — Aidan P. Leahy, Kimberly-Clark Professional; ISSA Canada Awards — Gabrielle B. Funk-Dorocicz, Sani-Marc Group; Daniel M. Hanick, Sodexo Canada; and Logan J. Leger, Riches Associates; Jack D. Ramaley Award — Declan M. Hurley, Betco Corp.; Jerome E. Rau Award — Connor M. Raines, unaffiliated; Maintex, Inc./Silverman Award — Kayla E. Widjaja, Maintex, Inc.; Manufacturer Rep Award — Megan E. Haggerty, Key Impact Sales & Systems; NCL Alfred Pollack Memorial Scholarship Award — Henry J. Cox, Amano Pioneer Eclipse; New England Sanitary Supply Association Awards — Steven W. Nagel, Tornado Industries/Tacony Corp.; and Daniel J. Ventura, Simplex Janitorial Supplies; Richards H. Jarden Scholarship Award — Andrew Gambardella, Building Maintenance Services LLC; Roger & Victoria Parrott Award — Maxwell M. Carroll, ChloMax Sales & Consulting LLC; Spartan Chemical Co.’s E.T. Swigart Award—Ryan J. Maguire, American Paper & Twine; Spartan Chemical IEHA Award — Albino Hermano, Ganir Pacific Rim Services & Jackson International Cleaning Co.; SSWA Scholarship Award — Remy Mathenia, Golden Star Inc.; TEC Products SSWA Jacob & Bob Holtzman Award — Julia A. Kershaw, Callico Distributors; Waxie’s Enterprises Inc.’s Morris & Jeannette Wax Award — Bentley H. Smith, Waxie Sanitary Supply; Waxie Sanitary’s Lydia Work Award — Aaron A. Cherry, Waxie Sanitary Supply; and Jack P. Parnell, Waxie Sanitary Supply; Western Paper Distributors / Morris Family Award — Creighton A. LaRue, Western Paper Distributors; Arissa F. Petree, Western Paper Distributors; and Kayleah L. Petree, Western Paper Distributors; and, Zucker/Uhrman Awards — Allison E. Burrows, State Industrial Products; Kristiana L. Cascino, State Industrial Products; Jasper L. Jones, State Industrial Products; and Caitlin R. Masters, State Industrial Products.

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Betsy and Brad Parks

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By Rick Mullen, Maintenance Sales News Associate Editor

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Central Illinois Distributor Thriving Under Woman Ownership

“We work at making customers need us. You’ve got to be needed.”

hemical Maintenance, Inc. (CMI), of Champaign, IL, was founded in 1972 by Bud Roderick. His vision was to offer high quality products, in addition to providing exceptional customer service and training to staff members and customers. Bud Roderick died in 2001 and left the business to his sons Marc and David Roderick, who continued in their father’s footsteps. In 2015, the Rodericks sold CMI to Betsy and Brad Parks. As a woman owner, Betsy Parks, who has been with CMI for 27 years, committed to running the company based on the foundational principles established by its founder. Indeed, she was one of Bud Roderick’s prize students. “Because of his commitment to offering exceptional customer service, when Bud Roderick was training me, he always said, ‘Betsy, you want to become a member of a customer’s staff, without being on the payroll,’” Betsy Parks said, during a recent interview with Maintenance Sales News. “His motto was, and it is still CMI’s motto today, ‘Trained people, plus correct chemicals, plus the proper equipment, equals a winning team.’

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“Brad and I are building upon the legacy of CMI by continuing to be the leading janitorial and equipment supplier in Central Illinois. “We rebranded the company, added sales staff in the field, redesigned the website and became a certified woman-owned business.” Brad Parks added, “Our sales have increased significantly since we purchased the company.” As its name suggests, CMI offers high quality, environmentally friendly chemicals, in addition to a wide variety of jan/san products under such categories as paper, can liners, floor care, laundry and warewash, kitchen care, equipment, de-

odorizers, cleaning supplies, carpet care, bathroom care, dilution control systems, ground maintenance, skin care, car detailing and more. “We have lines of environmentally safe products. We sell a lot of warewash, laundry and dish machine chemicals to our local university.” Betsy Parks said. “The university often purchases products on bid. Being a woman-owned business has been a huge plus for us. In the bidding process, governmental entities often look favorably on a woman-owned company. “Indeed, for the past 20 years, CMI has been awarded the university’s contract for dining materials. It is all because of our service. About 90 percent of the chemicals we sell to the university are LEED certified. We also offer can liners that are made from a recycled material. Our paper products are also recycled material.” CMI also recommends dilution control systems, as they cut down on the number of chemical containers customers often throw away, Betsy Parks explained.

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“We take back empty chemical containers, whether it is drums or even pails, and recycle them,” Brad Parks said. Among the services CMI offers is its matting program. According to the company, a good matting program is the first line of defense in keeping the dirt at the door. Every 20 feet of matting stops 80 percent of the dirt entering a facility. A strong matting program can save labor costs. CMI will perform a survey of a facility and will recommend the best mat program for their traffic patterns. These mats come in all sizes and can be custom cut with the option to put their company logo on them. CMI also sells a wide variety of equipment, including scrubbers, burnishers, sweepers, vacuums, extractors, spotters, carpet dryers and no-touch cleaning systems. “We have a full-service department, which has been completely revamped,” Betsy Parks said. “Our technicians are very good and super organized. They are also involved in scheduling preventive maintenance (PM) programs for customers. We have a PM program for all the equipment we sell. Some customers want PM service once a year, some quarterly and some biannually.”


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CMI’s warewash and laundry equipment, including dilution control dispensers, are also part of the company’s PM initiative, and is serviced monthly. Our technicians also work with the facility to meet installation needs whether it is in-house or by CMI, Brad Parks said. “We have been able to save customers a lot of money by doing preventive maintenance,” Betsy Parks said. “For example, many times vacuum filters won’t get changed often enough, if at all, causing vacuums to clog. A customer might say, ‘This vacuum no longer works.’ About 80 percent of the time it isn’t working because of a dirty filter. We change filters and often save customers the cost of buying a new vacuum.” However, there are customers who are not interested in establishing a PM program. “We have customers who really get it and see the value and cost savings, and there are some we are still pushing to consider a PM program,” Betsy Parks said. “I might point out to a customer, ‘This is how much you have spent on repairs. I think we can prevent costly repairs with a basic PM program.’”

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SERVING AN ECLECTIC CUSTOMER BASE

MI has a wide-ranging customer base that includes health care, hotels, jails, schools, contract cleaners, restaurants and more. The company’s staff, from customer service reps, to salespeople, to delivery drivers, to warehouse personnel, to equipment repair techs are “experts” in the many facets involved in taking care of customers’ needs. “Right now we are experts in disinfecting, that’s for sure,” Betsy Parks said. “People clean year round. We try to be experts in every category. “On May 1, we purchased a local competitor, CDC Paper & Janitor Supply, which was very heavily into food supplies, carryout food items, coffee cups, forks, knives, spoons, straws, etc. So, that is a big addition to what we are doing now.” “That was a natural marriage for us because we are a chemical supply company and we would love to integrate our warewash items in restaurants that we aren’t

24 — Maintenance Sales News — September/October 2020

currently servicing,” Brad Parks said. “Acquiring CDC gives us an ‘in’ to expand services and product offerings, which makes us more of a ‘one-stop shop.’” CMI bills itself as the longest running family owned janitorial supply company in Champaign. How has the company been successful in building a loyal customer base? “We work at making customers need us. You have got to be needed,” Betsy Parks said. That, and throw in the “Golden Rule.” “We treat customers like we would want to be treated. We don’t use automated phone systems. They get to know Betsy and the rest of our sales staff on a personal level,” Brad Parks said. “They trust what she says. We really don’t do things just to make a sale. Betsy always has what her clients need in mind, and sometimes she knows more about what a customer needs than the customer. “Furthermore, our people answer the phone as if they are talking to a friend, i.e., ‘Hello Tom, how are you doing today?’”

B

DEALING WITH COVID-19

efore COVID-19 was declared a pandemic and started wreaking havoc on the country, CMI sales were growing. It didn’t take long for the pandemic to cause a recession, resulting in widespread unemployment and the shutting down of companies, either temporarily, or, in some cases, permanently. Ironically, CMI’s and some other jan/san companies’ sales stayed the same or went up, as customers were clamoring for sanitizers, disinfectants and advice on how to deal with the coronavirus. “We were very lucky we didn’t see a significant dip in sales,” Brad Parks said. “Our sales were up going into COVID-19, and they remained on the same trajectory throughout that eight- to 10-week period when the pandemic first hit. “We didn’t lay anyone off. Everyone worked full time. In fact, some people


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worked more hours than they normally would have because of all that was going on, including preparing for the merger with the company we acquired. The past six months have been a growing time.” When COVID-19 hit, some of CMI’s customer base went into what Betsy Parks calls “survival mode.” “We were doing very well, focusing on certain product lines and zooming in on customers that we knew would benefit from those products,” Betsy Parks said. “Then the pandemic took hold and our customers needed help. They wanted to know what disinfectants kill the virus. ‘How do we do it? Do you have electrostatic sprayers, hand sanitizers, hand soaps, etc.?’ they asked. Everything was turned upside down, and we are still trying to make sure customers get the programs, products and education they need to fight the coronavirus.” Also, ironically, as the pandemic began to cause widespread panic in the mar-

ketplace, CMI was in the process of expanding its staff — a lucky or unlucky development at the time? Fortunately, an expanded staff turned out to be a plus in making sure customers were getting what they needed. “We had just increased our office staff. We had more employees in our front office and we had just added to our delivery staff. That helped us to be able to ‘scramble’ to help customers as things were changing rapidly day-to-day,” Brad Parks said. “It was certainly training under fire for a lot of people.” While some of CMI’s customers, such as law firms or financial institutions, had people working from home, the bulk of the company’s clients remained open. “Many customers, such as the police department, the city buildings, the jails, hospitals, nursing homes and others did not close,” Betsy Parks said. “Our local schools and universities shut down, in part. People weren’t in the offices but building service workers were there cleaning.” The desperation of trying to find disinfectants, sanitizers and other products to combat the coronavirus, led more people than usual to CMI’s website. “We were really focusing on our website before the pandemic, because that was something we had to build from scratch when we bought the company. That was one of our big focuses that has taken a back seat because of COVID19,” Betsy Parks said. While there is more work to be done on the website, cmiclean.com, it remains up and running and has been visited by people nationwide seeking products. “We picked up a lot of new business on our website as people saw we carry electrostatic sprayers, disinfectants, sanitizers and other products needed to fight the coronavirus,” Betsy Sörbo has made history with 9 patented window cleaning tools and 1 Parks said. patent pending. Sörbo Samuelsson started cleaning windows in Palm Nonetheless, selling outside Desert, California in 1971. In those days, we had only two major brand its regular customer base in squeegees, the brass squeegee and a stainless steel squeegee, made CMI’s primary region of influin sizes up to 24 inches. In 1986, Sörbo invented the rst Wide-Body ence is a balancing act. Adjustable Aluminum Squeegee in sizes never seen before. The twin cities of ChamThis adjustable squeegee allows you to Adjust the Firmness of paign/Urbana are located in the rubber and Sharpen the Rubber up to 12 times in the Champaign County in central DOCKET™. He introduced the rst 36” Squeegee and the rst Illinois, about 136 miles south T-Shaped Rubberr in the world. In 1986, he also received the patent of Chicago on Interstate 57. and marketed the rst Black Squeegee. In 1995, he invented the Urbana is the county seat. The rst Safety Plas c End Plug Squeegee and then received the second latest U.S. Census Bureau estipatent. Sörbo revolu onized the window cleaning industry with the 1st mate has the population of ever adjustable squeegee and it has two separate patents. Through the Champaign County at 209,689 years, Sörbo has developed and introduced over a dozen products to people. According to the Illinois Deadvance all window cleaners, a record that no other company partment of Public Health, as can challenge. of October 8, there were Sörbo - Doing it Smarter and in Less Time! 310,700 cases of COVID-19 statewide, resulting in 8,910 deaths. Champaign County had recorded 5,227 cases, with 27 deaths. As CMI’s employees have been working long days to service customers, keeping them safe during the pandemic Made in the USA is the highest priority. “First, and most importantly,

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we emphasize the importance of washing hands,” Betsy Parks said. “What I find interesting is people are calling for hand sanitizer, and we are thinking, ‘You need to wash your hands. Don’t you want hand soap?’ “We are also practicing social distancing. Employees are required to wear masks, especially on deliveries.” In making deliveries, drivers are not physically handling routine paperwork. Rather, they just write down the customer’s name and the time the delivery is made, Brad Parks said. He added, “We also shut our building down for walk-in customers. The only people allowed in our building were employees.” “Customers who wanted to visit our facility could place orders, and CMI staff would meet them at the receiving area and load their cars,” Betsy Parks said. “We opened the doors about a month ago, but customers are required to wear masks while in our facility.”

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C

“We also adhere to customers’ guidelines, as well,” Brad Parks said. “In addition, we are cleaning and disinfecting our delivery vans more often.” A STELLAR RECORD

MI’s delivery drivers are the most visible employees to customers, second only to salespeople, Brad Parks said.

“Our drivers know how to talk to customers, how to be polite and to put their best foot forward at all times,” Brad Parks said. Being aware that they are the “face” of the company extends to other employees, as well. “Every time a customer service person answers the phone, or a salesperson visits a business, or a driver makes a delivery, it is our name that is out there,” Brad Parks said. “We expect employees to represent CMI, and by extension Betsy and me, in a courteous and professional way. That is the most important thing.” In addition to I-57, which runs north and south along the western edge of Champaign, I-74 runs east and west through Champaign and Urbana. A third interstate highway, I-72, runs southwest out of Champaign to the state capital of Springfield and beyond. CMI is located ISO 9001:2015 REGISTERED just off I-74 near the intersection of I-57. “We are in a great spot for our trucks to come in and out,” Betsy World’s Largest Parks said. “We didn’t want to move when we purchased the comSelection of pany, as it has been here for so long. Hygienic Tube Customers know where we are. We had to rent some more space when Brushes! we brought in CDC’s supplies, and that has worked out well.” It is often said that a distributorship’s vehicles that display the company’s name and logo are essentially rolling billboard advertisements. As such, it is important that delivery drivers operate their vehicles in a safe manner. During the Parks’ tenure as owners, CMI drivers collectively have had a stellar driving record, as there have been no wrecks and no traffic tickets recorded. “We have delivered 30,000-plus orders during the past five years. We are pretty happy with our drivers performance record,” Brad Parks said. As is the case many times in various markets, it can be difficult for a distributor to find quality drivers. Such has been the case at times for CMI over the years. However, when the company sought to hire a driver recently, more than 50 people applied. In the interviewing process, the company whittled it down to three people who would have gladly been hired, but unfortunately there was only one job opening. Brad Parks suspects the unusual high number of good applicants was


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Left: CMI delivery drivers Hayden Cekander (left) and Dan Davis load a company truck. During the past five years, the company has delivered 30,000-plus orders without any accidents or traffic tickets.

caused by people looking for jobs because of the pandemic. Finding and hiring quality salespeople is Betsy Parks’s domain. “I am very, very picky because our industry is so unique,” she said. “I’m very slow to pull the trigger. I just don’t want a body out there. I have to have someone who is very customer oriented, realizes it is not an 8 to 5 job, puts the customer first and understands there is so much to learn in our industry. We tell a salesperson up front, ‘It is going to take a good two or three years until you finally feel like you know what you are doing.’”

Middle: Office Manager Mindy Frichtl helps a customer on the phone. Answering the phone personally is another way CMI treats customers as “friends.” Right: Warehouse Manager Brian Paul oversees the company’s warehouse operation.

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One of the elements of the equation that is CMI’s motto, handed down from its founder, is “trained people.” As was mentioned before, Betsy was trained and mentored by Bud Roderick. Now, as head of the company, she is a mentor to her sales staff. “We have a young woman in sales who Betsy has been spending a lot of time mentoring,” Brad Parks said. “She came into the office and asked for Betsy’s advice on how to handle a certain situation with a customer. She ended up doing exactly what Betsy told her to do, and came back beaming and said, ‘Oh my gosh.

That was exactly the right thing to do, and it worked.’ “Now, she regularly bounces things off Betsy, because she trusts Betsy will know what to do.” Betsy Parks added: “She is very eager to learn. She had not been in the jan/san industry before she came here. She also didn’t have any sales experience, which was good because she didn’t have any bad habits.” Another person on CMI’s expanded sales staff had prior experience in sales. “She had worked at CMI previously and wanted to return when she found out we took ownership,” Betsy Parks said. CMI’s salespeople take advantage of the technology available to them as they call on customers. “All of our salespeople are equipped with iPads, so they can place orders online,” Betsy Parks said. “They also use their smartphones.” Overall, CMI’s staff is an example of how the younger generation is now the dominate demographic in the nation’s workforce. “We have as many people under the age of 35 as we do over the age of 35,” Brad Parks said. There are some differences in how younger generation employees like to do their jobs versus older employees. “The younger people like to do a lot of things on the computer, while I like that personal touch,” Betsy Parks said. “Here at CMI, we have a good balance of younger and older employees.” Millennial buyers have the reputation for keeping salespeople at arm’s length, preferring to communicate and purchase electronically. “Younger buyers will meet with us if they see we are bringing them value and not wasting their time,” Betsy Parks said. “Jan/san distribution is still a ‘show and tell’ industry.” “As Betsy said, there is still something to be said about seeing someone personally,” Brad Parks said. “There is a level of trust that is built. Sometimes people don’t feel the emotion behind what is written in an impersonal email.” “The younger generation has brought a lot of value to our company. It has been fun,” Betsy Parks said. “We are always learning new things, and I think it has been great staying abreast of all the technology that is available.” In their interactions with customers, whether it be by outside and inside sales reps, customer service reps, drivers, etc., Brad and Betsy Parks emphasize the importance of listening. “We tell employees, you need to really listen to what the other person is saying,” Brad Parks said. “We don’t want a sales rep to call on a customer with a predetermined point of view.”

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Betsy Parks added: “Ask the right questions. With a new customer, it might be wise to survey the facility to get a good idea of what the company does. Then the sales rep can come back and bring value.” Betsy and Brad Parks also empower employees to make decisions and react quickly to solve problems or deal with any issues that come up, which is especially crucial in these pandemic days that seem to change daily. “We tell our people, particularly new hires, we know mistakes will be made,” Brad Parks said. “We teach them the best thing to do is to be up front when a mis-

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take is made. As long as an employee makes what he/she thinks is a moral and ethical decision, we can handle a mistake.” As Betsy Parks mentioned before, it might take inexperienced sales reps two or three years on the street to feel like they know what they are doing. Such is the wide range of product knowledge and technical expertise it takes to give customers the highest quality of service CMI expects. There is another aspect of service that is crucial in offering customers added value they cannot get by dealing strictly with online retailers — training. “Our No. 1 thing is training, training, training,” Betsy Parks said. “Everyone has products like ours, but not everyone offers the training on how to use items correctly, or how to make sure customers are on the right programs for their respective companies.” Before COVID-19, manufacturer reps visited CMI every six weeks to conduct training on a new product or some other topic designed to enhance company reps’ product and industry knowledge. “We have also conducted seminars for customers in house and outside our facility,” Brad Parks said.

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— Brad Parks

Betsy Parks added: “About a year after we purchased CMI, we hosted a large seminar at local hotel and conference center in Champaign, with about 100 people attending. An expert from one of the local hospitals was the guest speaker. “Ironically, we were promoting electrostatic sprayers. Now, during the pandemic, everybody wants them. We were way ahead of the curve. Customers from many of the different markets we service, i.e., schools, jails hospitals, businesses, contractors, attended the seminar. “Gun-type electrostatic sprayers are tools used to disperse disinfectant. Electrostatic technology is unique because of the coverage. “We will do whatever is going to help a customer succeed. We might ask a customer, ‘What are you struggling with right now?’ If, for example, the customer says his/her staff is having a hard time cleaning restrooms properly, we will find out what the problem is and train the


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customer’s staff accordingly. “I recently conducted a couple of seminars with our local transportation company on blood-borne pathogens. It just depends on what is going on and what a customer needs at the time.”

“I think customers might be finally understanding the importance of cleaning for the health and safety of employees and customers.”

O

AN EXCITING FUTURE POSSIBLE DESPITE COVID-19

ne of the oddities of how COVID-19 has impacted the economy is despite ushering in a deep recession and high unemployment in many segments, many jan/san distributors have been extra busy. Businesses that remain up and running and those that are coming back have — Betsy Parks been desperate to obtain disinfectants, sanitizers and other cleaning supplies, that admonition will hit home this year thus the boon to distributors. This and CMI owners Brad and Betsy Parks pose in front of one of the company’s trucks. more than in the past because of the other factors have Betsy and Brad Parks CMI employees bend over backwards to gain customers’ trust. coronavirus. looking ahead with optimism. “I think customers might be finally understanding the importance of cleaning “We would like for the economy to get back to the pre-pandemic levels, for the health and safety of employees and customers,” Betsy Parks said. “Cusnonetheless, I see a very exciting future for our industry, because companies are tomers are looking for the most up-to-date and cost effective procedures to clean coming out with new technologies,” Betsy Parks said. “There’s UV lighting, their facilities during the pandemic, and we are here to help. there’s more battery-operated equipment to make things easier and robotic clean“The proper equipment is a big deal. We have machines for touchless cleaning. ing is on the cusp of really breaking through. I’m excited for the direction of We also have ATP meters, which measure bacteria before and after cleaning to our company.” see if contaminates are being removed properly.” According to the U.S. Food and Drug Administration (FDA), ultraviolet-C Adenosine triphosphate (ATP) is an enzyme that is present in all living cells. (UVC) lamps can be purchased to disinfect surfaces in the home or similar spaces. An ATP monitoring system can detect the amount of organic matter that remains Every flu season, Betsy Parks reminds customers, many of whom have people miss work each year because of the flu, to step up their cleaning game. Perhaps Continued on Page 58

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Educational Sessions/Workshops Going Virtual During 2020 ISSA Show North America By Harrell Kerkhoff Maintenance Sales News Editor

Due to the global COVID-19 pandemic, the 2020 ISSA Show North America will be a fully virtual event, scheduled for November 16 - 19. As in past years, it will include many educational sessions featuring a variety of cleaning- and business-related topics and speakers. Maintenance Sales News Magazine recently interviewed six educational speakers who will participate in the virtual ISSA Show, with the idea of helping participants gain a better understanding of the educational opportunities that will be present.

H

CALLING ON LEADERSHIP

40 — Maintenance Sales News — September/October 2020

elping business leaders in the jan/san industry recognize, better understand and successfully implement change — for the benefit of both their customers and the future of their companies — will be discussed over four educational sessions presented by Dirk Beveridge, of UnleashWD (www.unleashwd.com). The titles and schedule for Beveridge’s four virtual events are: n “The Three Pillars of Leading During Uncertainty,” from 3 to 4 p.m. CST on Monday, November 16; n “Leveraging Your Purpose & Values to Lead During Uncertainty,” from 2:30 to 3:30 p.m. CST on Tuesday, November 17; n “Moving from Human Capital to Human Spirit During Uncertainty,” from 2:30 to 3:30 p.m. CST on Wednesday, November 18; and, n “Building for Tomorrow During Uncertainty,” from 10 to 11 a.m. CST on Thursday, November 19. The overall theme of those four sessions is, “The Calling of Leadership During Unprecedented Uncertainty,” according to Beveridge. The theme is based on what has transpired across the world due to the COVID19 pandemic. By March 13, 2020, Beveridge said it was evident to those at his company, including himself, that life was about to change. “At that point, my team and I determined what our four new roles were


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going to be for our customers,” he said. They are: n Reach out and “hug” everybody; n Provide inspiration; n Provide insight; and, n Provide connectedness. “It led to a series of deep virtual conversations, with wickedly smart leaders we put together, that focused on how to lead during the coronavirus pandemic, and what I call the ‘need to shift to tomorrow,’” he said. Beveridge plans to continue the important conversation of leadership in today’s new world during his educational sessions at the virtual ISSA Show. He noted that leaders have always been required to master certain skills to be successful, but 2020 has brought on additional challenges that must be recognized. “Those in current leadership roles have found themselves in a situation they have not asked for, due to the COVID-19 pandemic,” Beveridge said. “This is all new, but is where we currently find ourselves. My message is, ‘Keep leading.’ The world needs leaders now more than ever. As the pandemic continues, fatigue is setting in for many people. As leaders, therefore, we need to double down.” When developing leadership skills during perilous times, Beveridge spoke of the acronym “CRISIS,” which stands for: Calm, Resolve, Inspire, Service, Introspection and Strategic Action. He noted the importance of his first of four educational sessions at this year’s ISSA Show virtual event. It’s titled, “The Three Pillars of Leading During Uncer-

42 — Maintenance Sales News — September/October 2020

tainty.” The three pillars are: No. 1, double down on the values of your organization; No. 2, focus on the well being and morale of your people; and, No. 3, lift your eyes toward the horizon, and shift your thinking to tomorrow. “It’s important to embrace those three pillars,” Beveridge said. “That first session sets the stage, and all four sessions are interconnected. Whether they lead one person, or 1,000, the sessions can help attendees step away from ‘the tyranny of the urgent,’ and the ‘crisis of the day,’ and rather spend more time properly leading during this unique moment in history. Dirk Beveridge “I don’t know if there is anything more important than leadership right now.” Like all session speakers during this year’s ISSA Show, Beveridge will present his programs in a virtual setting. It’s a format that is becoming all-too-common in 2020. “Many people have led virtual conversations, virtual presentations and virtual meetings over the past six-plus months. The energy, passion, clarity and relevance of today’s messages are more important now — in a virtual setting — than in the past, during a live setting,” he said. “The challenge and opportunity of today’s presentors is to bring that energy and passion of their presentations through the small screen.” Attending a virtual event full of educational sessions may be overwhelming to some, especially when it comes to retaining pertinent information. It’s Beveridge’s belief that the best way to retain new information is to immediately start using that information. “We don’t need retention of information today as much as we need to change as fast as the world is changing. The objective is implementation. I would challenge those who attend new sessions to go through their notes, highlight them, make more notes, think about them, and then select what I call the ‘biggest, boldest, and baddest idea’ they can find. The objective is to promote incremental change that will help transform their organizations,” he said. “It’s important to ask ourselves, ‘What do I envision is possible if that idea is implemented?’ “It’s also important to recognize all of the things that could prevent a good idea from becoming a reality, and attack each one of those roadblocks. It’s important to put together what I call ‘a critical path.’ That includes having an action plan and to know the first steps that must take place. It’s also important to recognize the milestones that need to be reached when bringing the plan into the world.” Beveridge has been involved with, and studying, business and leadership innovation for over 30 years. That has included spending extensive time in the field with clients, as an observer. “Through that process I have learned from the best, and I have learned from the worst,” he said. “One main objective of the sessions that I will present is to look at the world’s most effective leaders and how they are bringing their organizations, their teams, and their people into the future — even through the current pandemic.” In order to grow, Beveridge added, a person has to accept change. During that process, it’s important to: Stop, pause and think. Self-examination is important. That includes looking at ideas that are being presented, and how those ideas can be used to grow an organization. “The fact is, how business is being conducted today is changing more rapidly than ever before. If you are not changing as fast as the world is changing, you, and your organization, are going to be left behind. That requires a new level of leadership, growth from the leader’s perspective, and being able to drive that growth throughout an organization,” Beveridge said. “My greatest hope is that those who attend the virtual ISSA Show have the ability to close everything off, come rested, come with their eyes wide open and come with a student’s mindset. It’s important that they think critically about the information being shared, and


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prepare to ‘lift and shift’ — lifting what they have learned, and shifting that knowledge to achieve greater personal and business growth.” He noted that in today’s global cleaning industry, an humanitarian factor is present, stressing the importance of learning and growing — all for the betterment of society. “If you really want to get to the heart of the matter, the reason education in the cleaning industry is so critical right now is because society — to a large degree — is dependent upon the innovation, change and leadership this industry can bring to the table,” Beveridge said. “If that is not enough to get people to attend this year’s virtual ISSA Show, then the fact that the world is changing so fast — and the relevance of many businesses is in jeopardy — should draw people’s interest. “Customers are learning how to buy differently today, while suppliers are making decisions based on supply chain changes and new technology. The relevance of any business is in jeopardy if company leaders do not keep up with change.”

C

SECURING THE NEW HYGIENE STANDARD

OVID-19 has created many new challenges, across all types of industries, when it comes to proper cleaning and sanitation. Research from Tork, an Essity brand, shows that nearly 8 in 10 people surveyed in the U.S. today feel more unsafe going to facilities with unhygienic public restrooms than prior to the pandemic. The stakes for the cleaning industry, therefore, have never been higher.

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Addressing the subject during an educational session at the virtual ISSA Show will be Anna Königson Koopmans, marketing director, commercial & public interest, professional hygiene at Essity. Her presentation, titled, “How to Secure the New Hygiene Standard,” is scheduled for 9 to 10 a.m. CST on Tuesday, November 17. “The seminar will educate members of the cleaning industry about the growing awareness and relevance of hygiene in public spaces, and help them ‘secure the new hygiene standard,’ as we navigate the current environment together,” Königson Koopmans said. Subjects that will be covered include: • Shifting consumer perceptions and behaviors in light of COVID-19; • How hygiene/cleaning standards have changed; • How to create a safer work environment with cleaning and disinfecting protocols; and, • How digitalization can transform cleaning operations. “Attendees will gain a deeper understanding of the factors shaping cleaning in the current environment; the ways in which consumer perceptions and behaviors have shifted; and the need for new solutions and smarter ways of working to meet the new Anna Königson Koopmans standard of hygiene,” she added. “The seminar will also highlight specific Tork COVID-19 resources that can help attendees maintain a high standard of hygiene in their workplaces, as well as product solutions that will allow them to comply with enhanced cleaning and social distancing measures. “The goal is to equip the industry with the tools and resources needed to maximize cleaning efforts, maintain efficient hygiene processes, and ensure facilities are always ready for business — even during challenging times.” Königson Koopmans acknowledged that this year’s ISSA virtual educational sessions will be different compared to events of the past, but that opportunities remain within the current climate. “Since large in-person gatherings are not possible at the moment, we are grateful for virtual platforms that allow us to bring the experience of an event to our personal computers. We (at Tork) are encouraged by the hard work, innovation and creativity that has gone into this year’s virtual ISSA Show, and look forward to sharing important hygiene knowledge and resources with cleaning industry members during this critical time,” she said. “Tork has always embraced digital innovation, as it opens doors to newer and smarter ways of working. We have participated in virtual trade shows before, and have seen how they allow for more attendees to participate by eliminating the complexities associated with travel — particularly amid current social distancing recommendations. “There has always been great momentum associated with ISSA events, and we expect this year to be no different. We are excited about the opportunity to connect virtually with attendees from around the globe, and come together as an industry to solve today’s most pressing challenges.” As marketing director for the commercial segment at Tork, Königson Koopmans has more than 10 years of experience driving awareness of hygiene products and solutions that improve business operations for customers across the globe. “As facility managers are tasked with ensuring a higher standard of hygiene and cleaning quality, my focus has, and will continue to be, working with customers to meet the heightened needs of their employees and guests, and delivering measurable results that drive significant business outcomes,” she said. “Educational seminars are a great way for attendees to immerse themselves in a specific topic and open their minds to new perspectives and ideas. They provide opportunities to hear about current research and trends, broaden existing knowledge, and gain insights that can help take a business to the next level.


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“It is my hope that attendees will leave this session with actionable tips and new strategies that they can immediately apply to their businesses.” Königson Koopmans noted that trying to remember everything that is said during a one-hour session can feel overwhelming, but it doesn’t have to be. She recommended that attendees take away two to three key insights or bits of information that will help their businesses succeed. That can include implementing a restroom cleaning checklist and/or investing in a new solution that will optimize cleaning rounds. “Taking notes during a session is always helpful in case there is anything you want to research. To ensure attendees have easy access to the resources discussed during the session, we (at Tork) will follow up with an email containing free materials for use,” she said. According to Königson Koopmans, education is the key to success for any discipline. It helps improve staff retention, motivates team members and inspires new ways of working to keep businesses profitable. “Our world is rapidly changing, and the cleaning industry is no different. As an industry, we must continue to stay educated and informed about trends in hygiene and consumer perceptions, so we can apply that knowledge to everyday business operations,” she said. “Together, we can create safer and more hygienic environments to help secure the new hygiene standard.” She added that more information is available at TorkUSA.com/ISSA2020 or through a Tork representative.

46 — Maintenance Sales News — September/October 2020

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SELLING SERVICES THE MODERN WAY

he purchasing process used by many customers today has evolved. Buying cycles are also changing. As a seller of cleaning products and/or services, recognizing such changes, and doing something about it, is paramount. That will be a key focus discussion during the on demand virtual ISSA Show educational session, “Sell Services The Way Today’s Customers Want To Buy Them,” presented by Curt Kempton, of Symphosize, LLC (www.symphosize.com). Curt Kempton “Many people today want to work within a quicker timeframe when purchasing. Meanwhile, the idea that today’s purchasing process is less personal comes from the fact the more people purchase online — which can be very impersonal,” Kempton said. Often, he added, when a potential buyer now looks to purchase something online, the research portion of the buy takes place as fast as the decision-making portion of the purchase. “The problem is, a lot of sellers still want to hide their pricing and/or other pertinent information, with the hope they can provide that in person. That is not going to work with many buyers who now want to ‘click and learn’ online, rather than talk to another human being in person or on the telephone,” Kempton said. “As a seller, you want to find a way to participate in the research process of the sell, so that you can also be part of a buyer’s decision process. “My talk will focus, in part, on how to give today’s customers what they are looking for within this new buying process. Giving customers what they want, when they want it, aligns with today’s on-demand age. However, it’s still import to make available a much more personalized process.” Kempton stressed the importance of replacing the “coldness” that many feel with buying online with personal touches. That can include presenting a product to a customer with the help of an online video. “It gives your customers a much more personalized experience, which can lead to customer loyalty,” he said. “Customers can actually have that type of experience online with sellers today. It’s important to make your company more ‘shoppable’ to online buyers, while using modern selling techniques for a greater chance of client conversion.” Kempton is the founder and CEO of Symphosize, LLC., where he has developed a service quoting software known as ResponsiBid. He also provides consulting to service businesses. Kempton spent eight years growing a window cleaning and pressure washing business in Phoenix, AZ. He now helps service companies fine-tune their quoting process — from being “a shot in the dark” to closing better jobs at higher prices— and with less effort. Kempton credits his experiences of being a business owner in the service industry to helping him succeed in solving real problems with real solutions. As with many educational session speakers, Kempton has had more experience with conducting in-person events. However, his resume on virtual-event speaking is growing due, in part, to the COVID-19 pandemic. He gave attendees three pieces of advice while taking part in a virtual session. They are: n No. 1 — You can’t expect a virtual event to provide the same experience as an in-person session. “If you believe it’s going to be the same, you may be disappointed as there will not be identical networking connections present,” he said. “If you hold a virtual event to the same type of expectations as an in-person event, you may miss out on the unique benefits of the virtual session.” n No. 2 — Focus, focus and more focus. He explained that just like attending an in-person event, the more effort a person puts into a virtual session, the more he/she will likely benefit.


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“If there is one key way to make a virtual event more powerful, it is to ‘lock yourself away’ from the outside world,” Kempton said. “That means putting your email/phone away, shut the door and avoid other distractions. It’s important to prioritize the importance of the virtual session, which will allow you to become more inspired as it pertains to the event at hand, and to take better notes.” n No. 3 — With a virtual event, quicker implementation of the message is possible. “With in-person educational sessions, you are usually at a convention, which means you have many things to do before you get back to the office,” Kempton said. “That is not necessarily true with a virtual event. A person can get to work on the message right away.” Whether attending an educational session virtually or in-person, Kempton stressed that continual education remains a virtue for all people involved in the cleaning industry. “In today’s economy, the importance of a company’s reputation is bigger than ever. If you don’t invest in yourself and your company, your reputation will grow stagnate. If you are not moving forward, you are moving backward. Remember, things keep changing,” Kempton said. “On the other hand, people who work hard to improve themselves, which includes education, can often better change with

the times. That helps meet the current expectations of customers.” Another objective of Kempton during his 2020 ISSA Show virtual seminar is to help change the perception, that many people have, when it comes to salespeople. He noted that, unfortunately, the stereotypical view of all salespeople being fasttalking aggressive types is still very much alive. The problem is, those who are in the business of sales, through no fault of their own, may start out their careers with that negative stereotype, while still representing the very lifeblood of a company. “The irony of business is, despite that stereotype, you can’t have a successful company without sales,” he said. “During my session, I would like to help people reconcile any negative thoughts they may have about salespeople, and sales in general. “I’m sure everyone can think of a salesperson who went out of his/her way to make something better. The main question I will address is: How can you be the salesperson you want to be, and as effective as your customers need you to be?” Kempton added his session is ideal for business owners, key decision makers and sales representatives.

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ips and tactics that can immediately be applied to improve results when negotiating with buyers will be discussed during the ISSA Show virtual session, “Negotiating and Handling Price Objections with Buyers.” Scheduled for 3 to 4 p.m. CST on Monday, November 16, the session will be presented by Jeff Gardner. He is president of Maximum Performance Group, LLC (www.maximumperformancegroup.com). Gardner has over 20 years of experience as a sales performance consultant, speaker and coach. “My focus is to teach how to become a better sales negotiator — immediately,” Gardner said. “By learning a few fundamental skills, it’s possible to create more win-win situations that turn buyers into long-lasting customers.” Attendees will learn: • Seven negotiating rules that should never be broken; • The Maximum Performance Negotiation Planner to help prepare for the next negotiation; • The difference between a “position” and “interest”; • The nine most widely used negotiation tactics of buyers, and how to respond; • How to handle price objections; • How not to be a “reverse Robin Hood”; • Key tips for reaching agreements; • The No. 1 negotiating rule; and, • Four tips for giving concessions.


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To help him remain sharp, Gardner is regularly on-the-street and on-the-phone with salespeople, customer service reps and sales leaders. He uses real-life experiences to field test the very techniques he teaches. “Selling is different from many jobs in that an ‘average salesperson,’ someone who only uses his/her natural ability, may still be able to make a living,” Gardner said. “However, to be a top performer, you must build upon that natural ability with the addition of learning and training workshops. It’s also important to read about the selling process, listen to podcasts, practice and, most of all, apply what you have learned to the job. “There’s an old saying, ‘If you keep doing what you are doing, then you will keep getting what you are getting. If you want something different, you have to do something different.’” According to Gardner, the goal of any educational session or training workshop is for participants to identify key “takeaways,” and to then apply them to the job at hand. The ultimate goal is to improve performance, leading to greater success. As for his upcoming ISSA Show session, Gardner said it’s been his experience that there are both benefits, and challenges, to conducting a virtual event. One benefit is that more people can attend. The biggest challenge is that sometimes a virtual session is not very interactive. “However, a big part of that challenge falls on the person delivering the virtual session,” Gardner said. “I have now facilitated dozens of virtual workshops. My experiences have been mostly positive. It’s important for the person delivering the workshop to ask questions, as much as possible, in order to properly engage participants.”

He also advises participants to pick two or three critical skills that they have learned during a particular session, jot them down and then set up a daily reminder to work on those specific skills. “Basically, set up a re-occurring event that pops up every morning before you begin your selling day. You can title it something motivating like, ‘Selling skills that will help me make more money!’ Review the skills with your first cup of coffee at breakfast. Before each sales call, take a moment to remind yourself of the skills you are trying to develop,” Gardner said. “After each Jeff Gardner sales call, conduct a self review. Ask yourself: What went well on that call? What could I have done differently to make it an even better call?” Gardner said his session is designed for distributors, building service contractors, vendors “and anyone else who wants to become a more effective negotiator in order to win sales. “All participants will receive a copy of the Maximum Performance Negotiation Planner worksheet, helping them prepare for the toughest buyer negotiations,” he added. “In addition, participants will receive a digital copy of my book Maximum Selling: Bob and Rob’s Journey to Sales Success.”

E

UNDERSTANDING TODAY’S CUSTOMERS

ducation is key to positive change in the cleaning industry. That includes “Understanding The 21st Century Customer,” the title of a virtual ISSA Show session scheduled for 2:30 to 3:30 p.m. CST on Wednesday, November 18.

50 — Maintenance Sales News — September/October 2020


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The presenter will be Ron Segura, president of Segura & Associates (www.seguraassociates.com). According to the session’s description, the 21st century customer and sales process have drastically changed. The average customer is more knowledgeable than ever before when seeking cleaning products and services. To succeed, jan/san distributors and contract cleaners must have a clearer understanding of the internal challenges today’s customers face as well as their expectations regarding service, honesty and delivery on promises. “The way many of today’s customers look at vendors, including product suppliers and service providers, is different. Therefore, the following questions must be asked among those vendors: ‘What do we have to change in our sales approach? How do we change?’” Segura said. “I often work with organizations that source products and have found a lot of the information they receive really isn’t applicable for today’s marketplace. That can lead to many vendors not meeting all of the needs of today’s customers or understanding their approach to buying.”

The good news is, he added, many of today’s customers are looking for jan/san distributors and building service contractors who are experts in their fields. That focus has multiplied in 2020, due to the COVID-19 pandemic. “When it comes to cleaning, it used to be that many people simply viewed our industry as, ‘Those workers and companies in charge of making sure the trash is emptied, dispensers filled and floors mopped.’ It then progressed to people and companies in charge Ron Segura of cleaning and sanitation. Today, it’s grown to cleaning, sanitation and disinfection,” Segura said. “Being viewed as experts when it comes to sanitation and disinfection has been a real positive for the cleaning industry, thus it’s important to focus on that when working with customers.” Segura has worked in various segments within the cleaning industry for 55 years. That experience includes both distribution and contracting. Ten of those years were spent overseeing the cleaning of over 4.5 million square feet of outsourced services for The Walt Disney Company. With 19 years of consulting experience, both domestic and international, Segura has assisted organizations with their desire to reach maximum efficiencies, while raising the bar on service. He has also assisted hundreds of organizations in the re-engineering of their operations, so that they were able to provide a high quality of service, while still meeting budgetary requirements. Additionally, Segura has helped develop and implement green cleaning programs in the United States and South America. And, he founded the LinkedIn “Janitorial Management Group,” with a following of 16,000-plus members. Being involved in a number of podcasts over the years, Segura said he is looking forward to presenting a virtual educational session during this year’s ISSA Show. He feels the virtual format allows more Las Vegas, NV people to attend. Atchison, KS “A lot of companies just don’t have the budget to send a large number of em1 Day Shipping ployees to an ISSA convenThomaston, GA 2 Day Shipping tion. Therefore, many people lose out on receiving quality 3 Day Shipping educational opportunities,” Segura said. “A virtual presentation can reach more peoContact Golden Star for more information on our full line of hard surface cleaning products. ple, which is good. “With today’s COVID-19 pandemic, it’s especially important that we all pull toGolden Star Inc. | 6445 Metcalf Avenue, Overland Park, KS 66202 gether, within the cleaning www.goldenstar.com | 816.842.0233 | 800.821.2792

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industry, to share important information that everybody can use — regardless of company size or industry segment.” Segura admitted that the virtual education format does place added pressure on session presenters to be well prepared, and ready for anything. “I guarantee those who attend my presentation will take away at least one thing that will be beneficial to them if they apply it to their operation,” he said. “When I put together a presentation, it’s based on my experience talking with customers, contractors and front line people. The good news is, many solutions to problems at companies are not that expensive. Rather, it’s just a matter of re-adjusting. “It’s even more beneficial if a presentation is geared toward all levels of a company. That is what I always try to do.” As customers — and life in general — continue to change, Segura added that education should always be viewed among cleaning industry professionals as “a top priority.” “We used to talk about robotics in the cleaning industry as something that was far into the future, but look at where we are today — we have robotics. The same is true with green cleaning. It’s all been enhanced thanks to education,” he said. “By addressing issues through education over the years, technology and new products have been developed. Along the way, more professionals in the cleaning industry have positioned themselves as experts, not just part of the maintenance process.”

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MANAGING EMOTIONAL ENERGY

iscussing the emotional side of how people “show up” in challenging times will be educational session speaker Don Phin (www.donphin.com). His presentation, titled “Managing the Emotional Energy of Leadership and Engagement,” is scheduled for 2:30 to 3:30 p.m. CST on Thursday, November 19 during the virtual ISSA Show. Ideal for leadership and sales personnel within the cleaning industry, Phin said his session addresses emotional intelligence and managing the emotional energy that comes with leadership and engagement. As a solution to ending painful and destructive dramas — whether in the boardroom, sales meeting or at home — the session teaches participants how to learn and feel their way through emotional problems, while feeling good about themselves. Don Phin Phin has been an employment law attorney in California since 1983. He has also worked with 6,000-plus CEOs nationwide and created over 30 online training programs, including “The GreatHR Program” and “The Great Employee Program.” In addition, Phin has written seven books, including his recent, The 40/ /40 Solution for Mastering Emotional Energy in Leadership and Sales. When discussing his presentation for this year’s virtual ISSA event, Phin said attendees will obtain an awareness of how their stories impact the roles they play, and in turn, how they can feed off of their “emotional energy.” Speaking on the differences between presenting a virtual session and an in-person event, Phin said, “I can’t shake hands and we won’t be able to do any physical exercises or pass out red noses … but we can still have fun! I have conducted several virtual events, especially since March. My experience has been that they usually go well and are very helpful. Some companies have me film in advance to avoid any tech glitches on presentation day. So far, I haven’t had any problems either way.” Phin’s main goal when presenting an educational session is for participants to walk away with a better understanding on how to handle the most difficult of situations. “Learning is as important as ever thanks to today’s incredible amount of change,” he said. “Therefore, it’s always important for people to immediately practice what they have learned after an educational session. That gives them the greatest chance of growth and success.” ISSA Educational Sessions run throughout the virtual show.


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A New Standard Of Hygiene

By: Rachel Olsavicky, Regional Marketing Manager, Commercial & Public Interest, Essity

COVID-19 has created new challenges and new opportunities for the cleaning industry. There is now a heightened focus on hygiene and cleanliness, particularly in public spaces. As schools, businesses and other public spaces reopen across the country, the cleaning industry must work together to mitigate risk and ensure students, faculty, employees and guests feel safe. But when it comes to achieving a higher hygiene standard, it can be difficult to know where to start. HIGHER QUALITY CLEANING

What does adapting to this new environment mean? First, it’s recognizing the importance of higher quality cleaning. Research shows that among facility managers and their teams, cleaning quality is twice as important as cleaning staff productivity, using sustainable products, and reducing an organization’s carbon footprint.(1) As a global leader in professional hygiene, Tork is committed to offering innovative solutions that put hygiene at the forefront of business operations. Digitalization is transforming traditional cleaning operations by creating efficiencies, optimizing cleaning staff productivity and improving cleaning quality. Tork EasyCube® is a cleaning management software solution that delivers real-time data about cleaning needs to staff, which saves time and reduces dispenser checks by 89 percent, allowing them to focus on pressing cleaning tasks.(2) The Tork EasyCube software allows staff to communicate effectively in real-time, providing teams with up-to-date cleaning instructions in a format that is simple to understand and making it simple to handover unfinished tasks to the next shift. IMPROVING VISITOR HAND HYGIENE

Meeting challenges in this climate requires newer and smarter ways of working. The Tork PeakServe® Continuous™ Hand Towel System improves visitor hygiene with its continuous hand towel technology that reduces the risk of towel runouts thanks to its high-capacity design. Available as standard and mini dispensers and as adapters for recessed towel cabinets, the system’s one-at-a-time dispensing allows guests to only touch the towel they use, thereby promoting good hygiene. Tork PeakServe serves guests in just three seconds, reducing time spent in the restroom and allowing for better social distancing. The system is also fully compatible with Tork EasyCube, which helps reduce unnecessary restocking visits by showing cleaners what needs to be cleaned and when.

REDUCING RISK OF INFECTION

The bottom line is simple: there has never been a greater focus on surface and hand hygiene than there is now. To thrive in this new environment, we must rethink traditional cleaning processes that are no longer sufficient. By committing to higher quality cleaning and having the right processes and systems in place, facilities can mitigate risk of infection, increase operational efficiencies and secure a new standard of hygiene. (1) Based on Bringing the “Office Customer” To Life research, which surveyed 400 decision makers responsible for commercial office spaces in France, Germany and the United States. (2) Based on Tork EasyCube® data from eight customers, measured before and after implementation of Tork EasyCube and for 515 days.

For more information and tools on how to reopen your facility safely, visit www.torkusa.com/safeatwork or check out the Tork ISSA Exhibitor Page.

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Your Vacuum Could Be A Virus Super Spreader “Best Practices,” we hear that term today associated with cleaning and disinfection of households and commercial facilities to protect the occupants from infectious diseases.

All too often, floor care equipment is overlooked. In the age of COVID-19 this cannot continue. Poorly filtered vacuums will not assist in the effort to keep facilities healthy, they can be hazardous!

Best practice recommendations are dominated with hand washing, above the floor surface disinfection and air filtration and ignore the vacuum cleaner. Lindhaus, the world’s leading manufacturer of health care facilities floor care equipment argues that this is a major mistake in this battle. It has been widely recognized that proper floor care and indoor air quality are inseparable and are a joint effort of the best practices of cleaning and maintenance. However, the equipment you use is • LW pro L-ion • LS 38 L-ion • LB-4 L-ion the only factor in determining a healthy Scrubber/Drier Vacuum/Sweeper/Shampooer Backpack Vacuum. result. A poorly filtered vacuum cleaner can be a super spreader device of dirt germs Lindhaus currently offers the largest selection of H-11 and H-13 certified HEPA and even viruses. The average vacuum cleaner recirculates 700 gallons of air per minute of use. A vacuum cleaner with basic bag and foam filter will spew filters and maintains a Net Efficiency Filtration approval program for most of its out waste particles so small they can stay airborne for hours. The option between models. When you use a Lindhaus with a certified HEPA filter, it blocks the spread the clean floors and clean air in this current pandemic is a dangerous choice. One that Lindhaus thinks no one should ever have to make. This is why almost 50 dirt and germs other vacuums emit into your breathing space. It also can help clean the indoor air. years ago Lindhaus pioneered the sealed filtration vacuum cleaner design. Because of this commitment to healthy indoor environments. Lindhaus Equipment is used in some of the most prestigious Recently the Center for Disease Control buildings around the world. That includes governstated on its COVID-19 response page, “Use a vacuum equipped with ment buildings of many nations, colleges and Ivy League universities across the United States, hisa high-efficiency particulate air toric palaces, and several global church organizations. Medical research facilities and many health (HEPA) filter, if available.” care providers worldwide also depend on LindLindhaus believes this is only the minimum haus to protect their patients. Because of the reputation of excellence and standard and has spent the past 50 years perfecting know-how in filtration and sanitary standards the challenges of floor care and good health. Lindhaus was created out of a need for high fil- Lindhaus SRL was called upon to use its years of expertise to produce individual protective masks tration vacuum cleaners in the 1980s. They introduced the world to true high filtration and professional air purifiers. All janitorial suppliers should pay attention to specialized vacuum cleaners with models such as the “Healthcare Pro” and “RX.” They developed the use the growing demand for higher standards of sanof sequenced filter medias to ensure the highest level itary equipment and be ready to rebrand themselves as Hygiene Centers. of filtration without degrading airflow and suction. Lindhaus cleaning equipment was created in To guarantee the ideal results of these advanced filters, Lindhaus employed an interlocking system the Healthcare sector and has been perfecting of seals throughout the entire design of every vac- the ultimate sealed filtration vacuum cleaners, uum cleaner so only pure clean air is emitted from sweepers, backpacks, and floor scrubber/dryers the Lindhaus vacuum cleaner. Clean floors and for almost 50 years. clean indoor air are one and the same with Lindhaus. Call 1-800-498-7526 Lindhaus pioneered the use of self-cleaning surfaces for more information. with Nano Silver on a variety of filters and components. 56 — Maintenance Sales News — September/October 2020


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after cleaning an environmental surface, a medical device or a surgical instrument. “I think some customers are beginning to realize if they spend a little bit more on cleaning, they might save more money, as lost time due to employees staying home sick can be cut way down,” Brad Parks said. “Sometimes a little money spent in one area can save a customer a lot of money in another area.” While the Parks see some positive outcomes in a post-COVID-19 marketplace, there are still some challenges that companies the size of CMI have to deal with, pandemic or no pandemic. One is competing with big online retailers that sell cleaning products and equipment. “It has been very frustrating because national online retailers have so much buying power, there are times it seems suppliers prioritize taking care of them over smaller businesses like us,” Betsy Parks said. “For example, if a person buys a piece of equipment online, who is going to service it if — Brad Parks it breaks? Our customers know they can trust us to service their purchases. We might be a little more expensive at times, but we work hard to get customers’ orders to them within 24 to 48 hours, depending on their location.” “I think a challenge will be to continue to educate our customers, because so much of business prior to COVID-19 was based on price, price, price,” Brad Parks said. “People might turn to a big box store and not realize they are comparing apples to oranges on every product. Our challenge is to make sure customers know there are services we provide that they can’t get by ordering something online from a big box store.” So, how has CMI continued to compete in its market at a high level and gain the trust and confidence of its loyal customer base? Betsy Parks sums it up.

“I think a challenge will be to continue to educate our customers, because so much of business prior to COVID-19 was based on price, price, price.”

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“ ...there has never been a ‘dirt’ depression. As such, people in our industry are needed.” — Betsy Parks

“It is because of our customer service. We put customers first,” she said. “Again, our view is we are on a customer’s staff, just not on the payroll.” Brad Parks added: “Our front office staff is amazing. They bend over backwards for the customer, and they bend over backwards to support our salespeople and warehouse staff. “Furthermore, CMI’s service people know what they are doing. They are very quick to respond when there is a problem and solve it quickly. As for our warehouse and delivery guys, they are safe on the roads and do everything they can to make sure the deliveries are on time. I just think our staff has done an incredible job making CMI grow over the past five years.” “We have been very good to reward employees and treat them well. We don’t micromanage. They are put in the positions they hold because we believe in them,” Betsy Parks said. “I would say to those thinking about a career in jan/san distribution, there has never been a ‘dirt’ depression. As such, people in our industry are needed.” Brad Parks added: “Pursuing a career in distribution is kind of a tortoise and the hare type deal. It takes time. You just don’t learn everything right away, but it can be a very rewarding career if a person puts in the time.”

58 — Maintenance Sales News — September/October 2020

Contact: Chemical Maintenance, Inc., 1100A W. Bloomington Rd., Champaign, IL 61821. Phone: 217-359-6262. Email: info@cmiclean.com. Website: cmiclean.com.


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From Spartan Chemical

The Safe Return To School, Continued Challenges — Including Who Should Have Access To Disinfectants

Returning to school in 2020 continues to pose new challenges for schools, their staff, students, teachers, parents and the broader school community. Maintaining a safe and healthy school environment during the COVID-19 pandemic involves a number of mitigation strategies, including reducing the risk of exposure to the virus through a managed program of cleaning and disinfection by trained custodial staff. In recent days, some people have advocated as an additional or alternative infection safeguard that teachers and students should also be given access to disinfectants to treat frequently touched surfaces such as desks, drinking fountains, sinks and door handles. Spartan Chemical urges caution to those schools, teachers, students and parents that are considering these options, and in particular to any plans that intend to put disinfectants in the hands of students. Professional cleaning products, including disinfectants, are OHSA-regulated and should not be put into the hands of untrained staff. Under no circumstances should minors be required to use professional OSHAregulated cleaning products. Although it is not our recommendation, teachers may apply disinfectants in the classroom if proper procedures are followed and the school district ensures that they conduct OSHA-mandated Globally Harmonized Hazard Communication Training with teachers

and staff so compliance is properly documented. In addition, preparing and applying most cleaning and disinfection products also includes personal protection equipment (PPE) requirements. The professional cleaning industry utilizes highly concentrated formulas that can be corrosive to skin and soft tissues (eyes and mucus membranes) and diluted products can still cause “irritation” to skin and soft tissues. All User Prepared Safety Data Sheets recommend use of gloves and eye protection for multiple reasons including protecting the user from contamination of the very pathogen that they are attempting to eliminate. Disinfectants are EPA-registered pesticides used to kill bacteria, viruses and fungi on hard environmental surfaces. When trying to remove infectious microbes from a surface, proper use of disposable hand protection helps limit the user’s potential exposure to these organisms and possible further transmission. Spartan also recommends use of PPE as the normal/intended users of our products are trained facility services staff who apply the products continuously throughout the day and are exposed for extended periods of time.

It is the sole responsibility and liability of employers to determine appropriate PPE requirements in the context of how they intend their employees to use the product. All Spartan disinfectants and other products should always be used consistent with their Directions for Use. For more information about safely reopening schools, download the CDC document, “Reopening Guidance for Cleaning and Disinfecting Public Spaces, Workplaces, Businesses, Schools, and Homes. Visit spartanchemical.com.

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From Bullen

Newly Designed Website For Airx Brand

The Bullen Companies has a newly designed website for its Airx Laboratories brand. “The newly designed website makes exploring the Airx brand, finding product information and keeping up to date with all Airx needs easier than ever, with a sleek new, easy to use website design,” said the company. Visit www.airxlabs.com to see the newly designed Airx Laboratories website. The Bullen Companies is a manufacturer in the floor care, carpet care, and odor control market and has been serving the janitorial supply industry since 1939. Its line of branded products includes: Airx, Truekleen, Clausen, e-clean, SanoVerde, Road Off and One Up, along with hundreds of private label programs worldwide. “The Bullen Companies has marked a number of industry firsts including: • First To Market - a patented non-butyl cleaner and degreaser; • First To Market - an EPA registered sanitized carpet cleaner; • First To Market - a high speed polishing crème; and, • First To Market - an anti-bacterial hand soap.” To learn more about The Bullen Companies, email sales@bullenonline.com or visit www.bullenonline.com.

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Incoming ISSA President Steve Lewis: Continued From Page 8

MSN: How do you plan to utilize your leadership experience with your company during your term as ISSA president? Lewis: With more than 30 years of executive management experience behind me, I have learned that with all leadership roles you must take the time to review all facts and options, along with any possible positives or negatives of the opportunity at hand, before acting. Patience and a well thought-out plan lead to the best possible outcome. MSN: What improvements can be made to the ISSA? Lewis: While no organization is perfect, ISSA is constantly striving to continue its mission to improve training programs, while providing members with the highest quality, industry-specific, relevant information. Also, continuing to be the most widely accepted resource for knowledge and standards regarding professional business practices and making the scientific connection between cleaning and health.

MSN: Other than COVID-19, what are some of the most prominent challenges and concerns in the cleaning/maintenance industry today, and how can these issues be addressed by the ISSA and its members? Lewis: There are always new challenges arising in the cleaning industry with

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60 — Maintenance Sales News — September/October 2020

our ever-changing society — EPA regulations, health care and labor costs to name a few. ISSA Government Affairs Advisory Committee (GAAC) is focused on addressing these issues, and more, that pertain to our members. The GAAC, and its members, will play a critical role in advocating on key legislative and regulatory issues that impact the cleaning industry.

MSN: How is the sustainability (green) movement impacting the cleaning/maintenance industry? Lewis: In today’s world, having a sustainability program is a standard requirement for doing business. It is no longer a novelty or something new to set you apart. It is everyone’s responsibility to make every effort possible to protect our environment for future generations. MSN: Please discuss the importance of the ISSA reacting to ongoing industry changes. Lewis: Everyday our industry is changing and reshaping itself due, in part, to consolidations of companies and nontraditional distribution entering the market. ISSA will continue to provide educational programs and venues to help our members navigate through the changes and remain successful.

MSN: What plans do you have as ISSA president for the coming year? What would you like to see accomplished? Lewis: As ISSA president, I would like to see an increase in industry and public awareness of ISSA and the value it offers members. We have so many great educational programs and groups for our members to be involved in, such as Cleaning for a Reason, Hygieia and Next Gen. Secondly, I would like to promote the Value of Cleaning, in an effort to bring cleaning out of the darkness and into the mainstream of our daily lives. Traditionally, the role of cleaning has been something that happens off hours and out of sight. Today, for better or worse, COVID has forced the public to see the true value and importance of cleaning in relation to our health. It is our responsibility, as an industry, to build on that knowledge, and show our value to the community.


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Next-Generation ERP Designed For Smartphone Viewing

DDI System Introduces Inform Cloud: Mobile ERP Sales Tool For Ultimate Flexibility And Service Anywhere, Anytime

DDI System’s Inform ERP Software is a singlesource solution that equips distributors with tools to conquer disruption and deliver an exceptional customer experience. Today, the ability for multi-channel personalization and anytime/anywhere access to your products is what empowers distributors to conquer disruption and increase sales in these changing times. DDI System’s latest product release, Inform Cloud, is a browserbased mobile version of Inform ERP, and operates on any device, desktop, smartphone, or tablet. Inform Cloud is optimized for mobile and remote sales teams, giving users the freedom to service customers, create and edit quotes

and orders, and manage CRM activity from anywhere. Having valuable ERP details and information streamlined to smartphone and tablet scale gives your sales teams the tools they need to manage business on-the-go. Quickly open dashboards and sales opportunity reports with one-touch access to quotes, orders, backorders, and invoices. Easily access sales follow-ups, customer invoices, sales history and more from any mobile device, giving you the opportunity to deliver unprecedented service and gain a competitive advantage with the tools needed for remote and on-the-go operations. “DDI software development is laser-focused on de-

Nyco Products Company Adds New Gel Hand Sanitizer To Hand Care Line

Nyco Products Company has added Alco-Gel Plus Hand Sanitizer to its line of hand care products for schools, restaurants, health care facilities and office buildings. Nyco Alco-Gel Plus Hand Sanitizer is an alcohol-based gel sanitizer that kills 99.99 percent of common germs on hands that can cause illness. It meets both Food and Drug Administration (FDA) and Centers for Disease Control and Prevention (CDC) guidelines for hand sanitizers. Alco-Gel Plus evaporates quickly leaving no sticky residue on hands, and has a light citrus fragrance. According to the CDC’s Hand Hygiene Recommendations for health care workers, hand sanitizers with 60-90 percent alcohol are a “…simple yet effective way to prevent the spread of pathogens and infections in health care settings.” Brendan Cavanagh, vice president of sales at Nyco, said, “With hand sanitizers currently in such high demand due to the COVID-19 pandemic, we’re pleased to be able to now offer this item to our distributor customers. It’s been flying out the door.” Alco-Gel Plus Hand Sanitizer is currently available in 4 x 1 gallon cases that include two pumps for convenient dispensing in each case. For additional details, Nyco customer service can be reached at: 800-752-4754. Nyco Products Company is a privately-owned manufacturer of highperformance national cleaning brands and distributor private branded chemicals used in the food service, sanitary maintenance, industrial, institutional and other specialty cleaning markets.

livering technology that drives operational excellence for wholesale distributors,” said Adam Waller, founder & CEO of DDI System. “Inform Cloud is real-time sales ERP streamlined to smartphone and tablet scale. Inform Cloud helps you service customers when you are away from your desk and handles the most essential features including building and editing quotes and orders, checking order status, invoices, sales history and even customer sales performance.” To set up a personalized tour of Inform Cloud and to see first-hand how Inform's industry-specific workflows and smart technology ERP features gives users the ability to respond to customers with speed and accuracy, utilize data to make informed business and inventory decisions, and manage customer account details directly within your software, visit: www.ddisystem.com or call 877-599-4334.

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From WizKid

Prevent Viral Shedding In Fighting COVID With The Splash Hog

“A newly released study confirms the transmission of COVID-19 through urine. Referred to as “viral shedding,” traces of contaminated urine become aerosolized and inhaled, allowing the disease to infect others in the restroom. The place this is most likely to happen is around the urinal,” according to a press release. “This new information means the management of urine in a restroom is now more critical than ever. Previously moisture management was focused on preventing odors and stains in a restroom, and now it has moved to another level by protecting a user’s health. For facility managers, building service contractors, and janitorial staff, the game has been taken to another level.” According to WizKid, “The major problem is solved by keeping the urine in the urinal, and the Splash Hog Vertical Urinal Screen does just that. It is the only urinal screen on the market that goes up the back wall to stop splashback where guys actually aim. We recently produced a video that shows just how effective it is at preventing splashback, and you can see it is highly effective at keeping

From Fas-Trak: Disinfection Just Became Faster Than Ever Before….

Fas-Trak Industries, innovators of commercial cleaning equipment and manufacturer of application systems for the maintenance and janitorial industry, is pleased to announce the production of the Ultra-Trak Plus and other air purification systems. 2020 has seen many challenges due to coronavirus, commonly known as COVID-19. The coronavirus, which is a respiratory disease, has shut down schools and businesses far and wide in the United States. Mark Feldmeier, VP of sales, worked with engineering to

urine where it belongs, in the urinal. “Secondly, for any urine that does happen to escape or for any other floor surfaces that collect moisture and become sources of foul odors and bacteria, the line of WizKid Antimicrobial Mats offers a solution for managing moisture that may escape any urinal or toilet in the restroom. The line of mats features an industry-best antimicrobial treatment that is certified to kill 99 percent of germ microbes, slowing the spread of bacteria and stopping the development of odors.” For more informationon WizKid products, visit wizkidmat.com.

come up with a spray/misting kit to attach to the Ultra-Trak that can disinfect all surfaces. “We understand that you have a school or business that you need to make safe and ready. You have hundreds of thousands of square feet that you are expected to treat with disinfectant on a daily basis, and too little time to which to do it. With just the slightest of alterations to our already “fastest in the industry!” tool for coating floors, we are now ready to launch our versatile unit for applying dis-

62 — Maintenance Sales News — September/October 2020

infectant to floors, walls, restrooms, lockers, touch-points, and more! No cords, no backpacks, no pumping or trigger-pulling strain here,” said Feldmeier. With the new Ultra-Trak Plus System, you get all the benefits of the original Ultra-Trak, but with the added benefit of having both a coating and disinfecting tool. For more information on the UltraTrak Plus or to view Fas-Trak products, visit www.fastrakind.com or email at info@fas-trakind.com.


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From Nexstep

What Is Clean In The Era Of COVID-19?

Cleaning, disinfecting, and sanitizing play an important role in reducing the spread of coronavirus in public areas. According to the CDC, COVID-19 can stay on some surfaces for hours or even days. 1 Regular cleaning is required to limit the transmission of the disease in commercial and public spaces. Cleaning dislodges and removes dirt and microbes from surfaces. While cleaning does not always kill germs, it reduces the spread of infection by reducing the bacteria levels on surfaces. 2 Disinfecting involves the use of chemicals to kill germs and bacteria. While this does not always remove the germs, it reduces the spread of infection by killing germs on surfaces after cleaning, and it can further lower the risk of spreading infection. 3 Sanitizing reduces the number of germs on a surface, through the use of either cleaning or disinfecting. By reducing the amount of bacteria to a safe level, sanitizing plays an essential role in limiting the spread of infection. 4

Tools For Cleaning In The Era Of COVID-19

“With more emphasis on cleaning than ever before, O-Cedar Commercial® remains dedicated to provide the most effective tools to clean, disinfect and sanitize. We are committed to supplying the best-quality, innovative cleaning solutions with a brand name that instills the confidence users are seeking during this trying time,” said Nexstep.

1 https://www.cdc.gov/coronavirus/2019-ncov/community/reopen-guidance.html 2 https://www.cdc.gov/coronavirus/2019-ncov/prevent-getting-sick/cleaning-disinfection.html 3 https://www.cdc.gov/coronavirus/2019-ncov/prevent-getting-sick/cleaning-disinfection.html 4 https://www.cdc.gov/flu/school/cleaning.htm

HOW TO CLEAN

Follow these tips for an effective clean:

Start with Low-Touch Surfaces To prevent spreading microbes and infections, wipe down low-touch areas first before moving on to high-touch surfaces.

Clean & Disinfect High-Touch Areas Daily Cleaning and disinfecting commonly touched areas will prevent the bacteria from living on the surface and stop the spreading of the bacteria. Clean High Areas and Work Down Bacteria and contaminants removed from high areas often fall to lower surfaces, so make sure to clean high surfaces first.

Clean in One Direction To prevent recontaminating previously cleaned surfaces, clean in one direction. Circular wiping risks spreading contaminants and infections over surfaces. While cleaning a floor, use a “figure 8” motion to prevent the recontamination of previously cleaned floor surfaces. HOW TO CLEAN A FLOOR

Germs and bacteria on the floor easily spread throughout a facility or public space. Cleaning and disinfecting the floor is key to reducing the spread of COVID-19. 1. Using a dust mop or broom, remove all dirt and large debris from the floor. 2. For wet mopping, remove the previously used mop head and attach a freshly laundered mop head to the handle. 3. Following the guidelines and specific chemical instructions, fill the mop bucket with a new cleaning solution. 4. While cleaning the floor, use a “figure 8” motion to prevent the recontamination of previously cleaned floor surfaces.

MICROFIBER “By offering a better surface cleaning, microfiber products play an essential role in limiting the spread of COVID-19 and other diseases. Compared to traditional cotton cleaning products, microfiber products more effectively remove microbes and bacteria from surfaces. Microfiber provides effective cleaning and reduces the need to use stringent chemicals – which makes our environment healthier and safer. Microfiber uses less water than traditional materials, is highly launderable, eliminates waste, reduces chemical use, and reduces cross-contamination,” said Nexstep. To see more of Nexstep’s line of products, visit https://ocedarcommercial.com.

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Expanded Technologies Introduces VersaPull Hands Free Door Openers Help Prevent The Spread Of Bacteria And Viruses

The VersaPull hands free door opener was developed by Expanded Technologies to open doors easily while reducing the chance of spreading germs. During the current pandemic or any cold and flu season, this door opener is ideal for public restrooms, offices and commercial facilities to slow or prevent the transmission of viruses and bacteria. “Touching surfaces where germs and bacteria linger, then transferring them to enter our bodies through our faces is one of the primary ways infections are spread,” says Bret Bushey, vice president of sales at Expanded Technologies. “We designed the VersaPull hands free door opener to attach to doors to open them without touching the handle with your hands. We hope that by installing this product on doors, facilities can avoid the spread of germs and bacteria.” The VersaPull features a universal design and is mounted near the handle for arm operation or at the bottom of the door for foot operation. This flexibility is important for hard to open or heavy doors, because using your foot, in those situations, can be difficult. Made from strong, durable material, these openers are gentle on shoes and arms, unlike metal door pulls, and are easy to clean. They come with a three-year warranty. Expanded Technologies has been producing floor, furniture, surface protectors, and other products for hotels, schools, restaurants, hospitals, homes, and offices for over 30 years. For more information about its products, contact Expanded Technologies at 888-654-7720, or visit the company’s website at www.expandedtechnologies.com.

RJ Schinner Announces Expansion With A New Location In Hudson, NH

RJ Schinner, a premier re-distributor to the commercial wholesale trade, announces the opening of its 18th branch, located in Hudson, NH. With the new location opening in late fall 2020, Ken Schinner, RJ Schinner president stated, “We are excited to expand our reach and operational capacities in the Northeast. Our plan has always included adding another location, and with the great success we have seen in our Bethlehem, PA, facility over the past couple of years, we have been able to accelerate the timeline of this opening. We have a lot of faith in Mike Mirarchi and the team he has assembled, and we anticipate getting off to

a fast start with this new location.”

Mirarchi, vice president of sales for the Northeast region added, “We are excited with the expansion of RJ Schinner into New England, and have put together a sales team that fortifies our commitment to provide customers a unique product mix, marketing

64 — Maintenance Sales News — September/October 2020

strategies, and operational efficiencies to enhance their businesses. “I look forward to working with the RJ Schinner team and supplier community in the New England market to develop opportunities, while delivering excellent customer service.” RJ Schinner, for over 65 years, has been selling non-food disposables to the commercial marketplace through distribution. The company currently has 17 locations servicing the United States. For more information about RJ Schinner, visit www.rjschinner.com.

Justman Brush Providing Safety Solutions With Color-Coded Brush, Broom And Squegee Products

As companies continue to address workplace safety issues during the COVID-19 pandemic, Justman Brush is providing solutions with our color-coded brush, broom and squeegee products. While many industries are required by OSHA to implement color-coded zones to control the risk of cross contamination, other less regulated industries are implementing their own color-coded systems within the workplace Justman Brush can help with these sanitation challenges. We produce a large line of hygienic fused broom and brush products available in six colors: white, red, blue, yellow, green and black. Manufactured with USDA/FDA approved materials, our wide selection of metal-free products are HACCP compliant and make it easy for your company to purchase cleaning and sanitation products for the different zones in your facility. Keep the zone organized with our color-coded hanging racks. Our current situation with COVID-19 has certainly highlighted the constant need for ongoing

cleaning and sanitation improvements in all work environments.

Justman Brush has the color-coded brush, broom and squeegee products when you’re ready to implement your own color-coded system in the facilities you manage. Justman Brush Company 5401 F Street, Omaha, NE 68122 Phone: 1-800-800-6940 www.JustmanBrush.com


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The United Group (TUG)

100 Percent Member-Owned National Sales And Marketing Organization

Maintaining Secure Marketing Agreements With More Than 180 Industry Manufacturers And Service Companies

The United GroupŽ (TUG) is a 100-percent member-owned, national sales and marketing organization for independent B2B distributors and their vendor partners. We maintain secure marketing agreements with more than 180 elite industry manufacturers and service companies. Elite manufacturers of industrial packaging, janitorial/sanitary, food service and safety equipment and products can enhance their market penetration and profitability by aligning with The United Group as preferred suppliers. As member stockholders, distributors can earn monthly and growth-targeted rebates, access top industry vendors across multiple markets, and take advantage of peer-to-peer networking for business solutions and industry information. SUPPLIER AND MEMBER BENEFITS � The United Group works to negotiate competitive marketing allowance programs, facilitate alliances between members and suppliers, and responsibly administer rebates from actual purchases to increase profitability for all stakeholders. � Every TUG member owns a single share of stock, regardless of rebate volume or tenure, and is afforded an equal vote and voice in the group. � The United Group’s emphasis on transparency ensures that suppliers and members are free to discuss rebate agreement terms.

The M. Conley Company Celebrates 110 Years Of Business

“The M. Conley Company Canton, OH, announces its anniversary during a time of uncertainty in the world. While businesses are going back to their grassroots, The M. Conley Company projects hope by demonstrating how it has gotten through times of uncertainty through the years. “Because of our strong leadership team, we have successfully gotten through times of pandemic and economic hardship,� Robert Stewart, chief executive officer, said. “We believe in community and have fostered relationships by providing solutions to problems our customers face during these hard times.� The janitorial, packaging and food service supplies company has been flying product off the shelves and keeping staff extraordinarily busy during COVID-19. With events like the Spanish Flu of 1918, the Great Depression, World War I and II, the Korean and Vietnam Wars, the 1968 flu and more, The M. Conley Company is not unfamiliar with irregular times. Therefore, it is positioned to face the challenges presented by the virus, the company said. “Like most successful business owners, we have adapted to the everchanging face of commerce and focused on providing solutions to the problem at hand,� Stewart said. The company is taking the necessary steps to properly manage the business during a time where most virus-related products have been put on strict allocations. As a leader in the facility supplies industry, The M. Conley Company has also been updating the public on its stance with the virus and how to keep safe and knowledgeable during this time. The company believes in celebrating entrepreneurialism, especially during times of adversity. Its Northeast Ohio Brightest Lights Entrepreneur of the Year Award showcases successful business owners. “While the pandemic has been challenging for many companies, we are seeing our winners of the award innovate and remarket themselves in clever ways,� Stewart said. For more information, visit wow.neobrightestlights.com.

� TUG’s staff and board of directors operate efficiently to keep expenditures low so members receive the maximum rebate dollars possible. � United Group membership provides members with access to select national accounts and GPO programs through preferred suppliers, as well as many options for affordable and effective e-commerce solutions. � Member committees take the lead in securing new supplier partners, and all voting members of TUG’s board of directors are current member stockholders. � The TUG Treks incentive travel program successfully promotes sales growth for participants and provides a relaxing group vacation for members and suppliers. � The United Group Annual Conference is a powerful vehicle for building business partnerships and industry friendships, as well as a cost-effective means for suppliers to meet with 50-plus distributors over two days. � TUG’s proprietary Conference scheduling system allows both members and suppliers to request table-top meetings of significance in order to initiate or strengthen industry relationships. � The United Group’s affiliations with other non-competing groups — Excell Marketing & Procurement Group, Legacy/GPA, Pride Centric Resources, Office Partners, Select Marketing Group and ISG — benefit both members and suppliers. � Many TUG suppliers provide valuable business services such as payment processing, lead generation and prospecting, fleet management software, network security, ERP system software, and equipment leasing. The unified, family-like atmosphere that characterizes TUG sets it apart from other industry groups. Our group culture of openness leads to strong distributor/vendor relationships and trust in conducting business, and it contributes to the idea exchange from which member stockholders and suppliers alike may benefit. The United Group is dedicated to promoting strong relationships among members and suppliers for increased profitability for all. For more information, visit unitedgroup.com.

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September/October 2020 — Maintenance Sales News — 65 +BOJUJ[FE¼JTBSFHJTUFSFEUSBEFNFSLPG"1$'JMUSBUJPO*OD


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Tork, an Essity Brand Tork is proud to be the exclusive digital presenting sponsor of the ISSA 2020 Virtual Experience!

Join us for an educational session on how to “Secure the New Hygiene Standard” on Tuesday, November 17, and for an expert speaking panel, “COVID-19: Where do we go from here?” on Wednesday, November 18. Visit the Tork exhibitor page to download resources, view additional webinars and contact Tork hygiene experts — and don’t forget to vote for Tork PeakServe® Recessed Cabinet Adapters in the Innovation Award Program for dispensers! Register for the ISSA Show Virtual Experience and save Tork to your Virtual Planner today! Visit torkusa.com

The Bullen Companies Winterinse and Liquid Ice Melt season is coming! The Bullen Companies’ Truekleen Winterinse and Liquid Ice Melt are essential for surviving the winter season. Did you know, snow and ice management professionals can decrease the time and cost of their operations by anti-icing with Liquid Ice Melt before a storm hits? Liquid Ice Melt is a fast acting liquid used for ice removal and ice prevention. Liquid Ice Melt will break up ice and packed snow in less than 20 minutes for easy removal. After residue from snow and salt has left a mess on floors, just mop with Winterinse and the floors can be as beautiful in the winter as they are in the summer. Winterinse will eliminate the white film from ice melt chemicals that are deposited at entrance ways and can be tracked over other flooring and carpeting. Call 610-534-8900 or visit www.bullenonline.com.

Universal Business Systems

ACS Industries

Sörbo Products Inc. For over 20 years, Sörbo has engineered and produced the highest quality and highly efficient, reliable window cleaning equipment, as well as exclusive products including: the Longest Squeegee, ranging from 48” to 78” in length — Eliminator; Bucket Stands with tool holders all-inone — Quadropod and Leifcart; and more. Our products are Made in the USA. Sörbo Ultralight™ is our super light traditional squeegee, featuring high quality that Sörbo is known for with the popular easy-on, easy-off Sörbo end clips. When accompanied with the silicone replacement blade, it is smooth on glass, costs 30 percent less and performs well in the coldest climates. It has a traditional look, with innovative style for any type of work. Call 1-800-340-3004 or visit www.sorboproducts.com.

Disposable Dust Trapping Pads • TrapMaster is a two-sided, airlaid non-woven pad; • Open weave construction is 3x thicker than competitive sheets; • Proprietary adhering agents trap more dust, dirt, hair and lint deep into the web structure; • TrapMaster has 4x the tensile, tear and elongation strength through innovative design; • Disposable pad controls hygiene and potential spread of germs; • Made with recycled fiber for maximum sustainability; • TrapMaster will not shed fibers like other sheet-type products; • Ideal for health care and clean room environments; • Two widths and two lengths give you four choices for best matching of equipment; • Perforated in 6-inch segments to give you more control over usage; • We know about flat mops ... ACS is a leading mop producer to the industry. Visit www.acs-cp.com or call 1-800-222-2880.

Spartan Chemical Company, Inc.

S.M. Arnold, Inc. BRITE’N UP™ SURE SCRUB™ 2 CELLULOSE SCRUBBER SPONGES BNU-246 1 only 4.25”x2.50”x1.125” (bone)

A combination of a pre-polymer abrasive and a cellulose sponge. Use with warm water to make it soft for gentle cleaning. Use with cold water for tough scrubbing action.

Visit smarnoldinc.com for more information.

Magnolia Brush

CleanCheck® ensures that your staff will master the proper cleaning procedures that promote a safe and clean environment. Complete with bilingual video tutorials, training manuals, on-the-job cards and testing tools, CleanCheck is a thorough program that trains employees and keeps you compliant. Now featuring pandemic modules that demonstrate the proper protocols to prepare facilities for reopening after a pandemic closure or shutdown, and most importantly establish a new standard of safety for ongoing infection prevention. Visit spartanchemical.com.

Transmacro Amenities

Universal Business Systems’ Payment Portal Lets Your Customers Pay Their Invoices Online

High Quality Amenity Bar Soaps, Shampoos, Conditioners & Lotions

Universal’s Payment Portal system provides your customers with the ability to pay invoices online, using a credit card or ACH payment. The system can function independently or as part of the Synergy OMNI eCommerce platform. Like all of our products, the Payment Portal is fully integrated to your back-office ERP system, so customer account information is shared and always up-to-date. • Bring Ease and Convenience to the Payment Process. • Standalone or Part of Synergy OMNI Online Ordering System. • Mobile App for Easy Access From Anywhere. • Accept Either Credit Card or ACH Payments or Both. • Users Can Add and Save Their Credit Cards. • View Pending and Settled Transactions. • Automatically Post to Cash Receipts After Transaction Settled. • Administration Area to View Reports and Manage Users.

No doubt, you would not mind getting more attractive pricing from Transmacro Amenities, especially for the famous DIAL™ White Marble collection. We have announced a new flow wrap presentation. This results in cost savings that go entirely to your company. Products include: • Beach Mist™— Known as the company’s shoreline collection, the brand features attractive wrapper and mild scent. The foamy feel of Beach Mist™ provides a soothing touch. Beach Mist™ bar soap comes in three sizes, while conditioning shampoo and skin lotion are available in .75ounce bottles and .25-ounce packets; • Hotello™ — Includes a wrapper design supporting pastel color tones. The brand is designed for hotels, blending with any bathroom decor; and, • Good Day™ — The economy line features three bar soap sizes plus conditioning shampoo and lotion. Good Day™ is priced competitively. Also sold unwrapped.

Call 908-725-8899 or visit www.ubsys.com/invoice_payment_portal.

The Choice of the Professional Since 1907 Specializing in brushes for Janitorial, Construction, Masonry, and Industrial Maintenance. • Quality Products • Rapid Fill Rates • Excellent Customer Service CONTACT US TODAY! Phone: 800-248-2261 • sales@magnoliabrush.com Visit magnoliabrush.com to download a full line CATALOG.

66 — Maintenance Sales News — September/October 2020

Visit www.transmacroamenities.com.


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Spartan Chemical Company, Inc.

CompuClean®, by Spartan Chemical Company Inc., offers a suite of cloud-based and mobile tools to help you take control of work-flow, quality assurance, inventory management and more. The CompuClean mobile app allows managers to quickly inspect facilities using a smart phone or tablet — complete with image capture and the ability to assign and track corrective actions. Text and email notifications put you in control of work and project assignments, freeing managers to spend more time interacting with staff and clients. CompuClean addresses the critical business needs of custodial operations, providing solutions to staffing, cost containment and customer satisfaction issues. Visit spartanchemical.com.

Fas-Trak Industries The UV-400 cleans your air and protects your space. It’s FDA cleared as a Class II medical device with patented kill chamber technology that kills bacteria and reduces all types of indoor air pollution. It cleans the air up to 8x per hour, utilizing 48” of hiintensity germicidal UV-lamps, with no ozone emissions, that destroy more than 99 percent of airborne bacteria and viruses — including the flu, H1N1, SARS, pneumonia, MRSA, strep, TB, measles, and common cold. Pathogens are drawn into the unit, pulled close to the UV-C lamps by the turbulence within the killing chamber, where the germicidal UV-C system kills bacteria. It reduces smoking, pet, mold and mildew odors as well as harmful VOC’s such as paint, varnish, formaldehyde, perfumes and nail polish remover. It’s virtually maintenance-free filterless technology, covering up to 800 sq. ft. Visit www.fas-trakind.com.

Expanded Technologies

Haviland Corp. Aqualir Pro™ was developed with specially compounded pure premium Natural Rubber for applications where heavyduty impact and wear resistance in harsh real world environments is required. Aqualir Pro™ offers outstanding resilience, strength and resistance to cutting, tearing and abrasion. Aqualir Pro™ is custom engineered in a sterile environment, using a homogeneous mixing method. Every batch is tested to meet specifications with an accuracy of .01mm with stringent dimensional control. Tensile and ozone testing is also conducted on each batch. Certifications include REACH, RoHS, PAH and CE. With more than 40 years’ experience in manufacturing blades for sweeper/scrubber machines and more than 70 years’ experience in working with different rubber compounds; Haviland Corporation has used this expertize to develop Aqualir Pro™. Manufacturing squeegees is not just a small facet of Haviland’s business; it’s Haviland’s main business. Visit www.havilandcorp.com.

Lambskin Specialties

Check Out The New Janitized® HEPA Filter! Part # JAN-IVF505 is designed to fit the following vacuum models:

• Nilfisk GD 5/10 Back; • Advance Adgility 6/10XP; • Euroclean Back Vac 6/10; • Clarke Comfort Pak 6/10; • Clarke America Sanders CAV & AVAC 2.2.”

Phone 1-888-689-1235, Email: customerservice@apcfilters.com.

Developed by Expanded Technologies to open doors easily while reducing the spread of germs. Ideal for public restrooms, offices and commercial facilities to slow or prevent the transmission of viruses and bacteria. It can be mounted near the door handle for arm operation or at the bottom of the door for foot operation. This flexibility is important for hard-to-open or heavy doors, because using your foot in those situations can be difficult. Made from strong, durable material, these openers are gentle on shoes and arms, unlike metal door pulls, and are easy to clean. Includes three-year warranty. Call 888-654-7720 or visit expandedtechnologies.com.

Queenaire Technologies, Inc.

Bio Mop and Eco Mop from Lambskin Specialties offer two great solutions for dry mopping. • Uses Electrostatic Cleaning to attract and hold dust and dirt particles • Leaves no sticky residue • No chemicals or fluids required • Reduces the frequency and volume of wet cleaning procedures • Ideal for Healthcare, Education, BSC’s

For more information, contact us at 1-800-665-0202 or through e-mail at distributors@lambskin.com.

APC Filtration Inc.

VersaPull Hands Free Door Opener

Solve Odor Issues From Fires And Floods

Serious foul odors, resulting from fire and flood damage, require immediate help to alleviate. That kind of help is available with the use of ozone generators and/or hydroxyl air treatment systems from Queenaire Technologies, Inc. With established brands Newaire, Rainbowair and Queenaire in place — and a management team with over 30 years of air quality and odor control experience — Queenaire Technologies provides various products that incorporate up-todate ozone generating technology, as well as hydroxyl air treatment, to an expanding marketplace. That includes fire and water damage restoration. Visit www.ozoneexperts.com or call 1-866-676-9663.

Meterpak, Inc.

Perform Manufacturing, Inc. Triple Concentrated Odor Control The Eliminator eliminates airborne odors and neutralizes most offensive odor problems. One spray in a 10x10 area will eliminate all odors for up to 24 hours, leaving the room fresh and clean smelling all day. Available in 8 fragrances: citrus, apple, cherry, pumpkin, spring mist, mango, plumeria and peach. Recommended for restaurants, schools, churches, hospitals, country clubs, athletic clubs and hotels. It is effective for cigarette smoke, food odors, garbage odors, pet odors, restrooms, musty odors and any malodors. Visit www.performmfg.com.

An effective and powerful Spray & Wipe Cleaner that can be used on any water washable surface like walls, countertops, equipment, door knobs and floors. Each pouch makes 1 quart of ready to use solution. Each tub holds 25 pouches, a case is 4 tubs. This will replace bulky liquid products, reduce storage space, eliminates waste, over use and spills. Cartons and tubs are recyclable • Contains Bio-based ingredients • No solvents, ammonia or phosphates • Biodegradable surfactants. Contact us for more information or samples: Tel: (905) 624-0366 Email: meterpak@bellnet.ca Visit our website www.meterpak.com

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Intercon Chemical RTG Cleaning Products By Intercon Chemical RTG (Ready To Go) is a complete line of cleaning products designed for everyday use. RTG cleaners provide ease-of-use, while delivering exceptional performance. RTG is the solution for all your kitchen and housekeeping needs. Cleaning has never been so easy! The product line includes: • Glass & Multi-Surface Cleaner; • All Purpose Cleaner & Degreaser; • Citrus Neutral Degreaser; • All Purpose Cleaner with Bleach; • Foaming Tub & Tile Cleaner; • Odor Neutralizer; • Stainless Steel Cleaner & Polish; • Oven & Grill Cleaner; • High Temp Grill Cleaner; • Manual Pot & Pan Detergent; • Disinfectant Spray; and, • No Rinse Sanitizer. Visit InterconChemical.com and RTGclean.com.

Fat Ivan (NEWCAL, LLC) All maintenance and housekeeping personnel can enhance their tasks by utilizing a unique tool that easily holds a door open. With the pandemic requiring constant cleaning and tasks continue to multiply, let the Fat Ivan door holder hold the door open for you. Simply slip the Fat Ivan over the hinge and the door will stay open while you carry your tools and supplies in and out of the work area. The Fat Ivan will hold any standard door open as it’s very strong, has two embedded magnets to allow for storage at the point of use, is 100 percent corrosion resistant, comes with a five-year warranty and is Made in the USA.

New Ultra Mat Get superior floor protection for just pennies a day with Absorbcore urinal matting. With commercial matting, you want something that is cost-effective, stays pristine, can absorb wetness and won’t move around on the floor. The grid design traps urine directly into the core, keeping the top surface dry, and shoes and floors clean. Our new rapid-dry technology core extends the life of the mat, meaning less change-out for you. The new Ultra Mat has an innovative non-slip material applied to the entire backing, keeping it in place and preventing slips and falls, with no residue left on the floor. For more information and products, visit absorbcore.com, call 1-800-786-5505 or email info@absorbcore.com.

M2 Professional Cleaning Products Ltd.

Whether you are trying to prevent cross-contamination, complement your brand colors, or you simply want to get the most value out of your tools, we have a full line of color-coded professional cleaning tools that can help. All our products are proudly manufactured in Canada, with highest-quality materials. That includes our mops, brooms and buckets & wringers. Clean like a professional with M2.

Call toll-free at 1-844-738-2007 or visit m2mfg.com.

Visit fativan.com for more information.

Sky Systems

U.S. Battery Mfg. Co.

Absorbcore

Triple S

U.S. Battery’s US31DC XC2 deep-cycle battery is a true deepcycle battery designed, from the ground up, specifically for use in high-energy-consuming cleaning equipment.

Our exclusive XC2 formulation delivers the highest total energy over the life of the batteries. Because of its engineering, and with proper maintenance, users of our DC line can typically expect 500 cycles out of their batteries versus 150-170 cycles from competitors’ “hybrid” type batteries, making the US31DC XC2 the more cost-effective option. Visit usbattery.com.

Step1 Software Solutions

STEP1’s CRM goes way beyond simple prospecting. CRM helps your reps sell up and down their existing accounts. CRM shows reps items that this customer is not buying that other very similar customers are buying. Easily identify opportunities that are both profitable and attainable. Allows users to quickly and easily log activities and sync the next appointment with their Outlook calendar. For more information visit www.step1.com.

Perform Manufacturing

A Reopening Program For The ‘New Normal’

Products That Perform!

The Sky-Slender™ high speed hand dryer dries hands completely in 10 to 15 seconds. Sky-Slender™ is a true slim hand dryer. The product provides a smooth appearance with cover screws on the bottom. Patented parallel dual air outlets allow high drying efficiency and quiet operation. Thin profile protrudes less than 4 inches (10 cm) from the wall. The product is Americans with Disabilities Act-compliant. Sky-Slender™ provides a wide drying area and allows users to dry hands more naturally and comfortably. There is an air speed adjustment and on/off heater switch. Standby power is less than 0.5W. Blue action light indicates sensor range and maximum drying efficiency. The product is easy to service.

Everyone expects a clean, safe and healthy environment for the places we work, live and play. Triple S distributors know it takes more than a deep clean to be ready when the first customer walks through the door. We’re prepared to help you deliver the results and meet the expectations of your customers. With our Collaborative Cleaning Program, we provide your team with the tools and technology to ensure everything is done the right way for your customers, so everyone is working together to maximize results.

Visit www.skysystemscoinc.com.

Visit triple-s.com.

68 — Maintenance Sales News — September/October 2020

Ream contains unique citrus-scented granules that clean and maintain drains. This thermo-chemical drain line opener and maintainer destroys the main causes of slow moving and blocked drains (hair, soap scum and slime); therefore, it eliminates many other debris from also becoming tangled, matted and trapped. Simple and safe to use in pipes 2 inches or less (pH 14). For more information, visit www.performmfg.com.


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Nexstep Commercial Products

Morgro, Inc.

Tork, an Essity Brand

Nexstep Commercial Products’ (Exclusive Licensee of O-Cedar) NEW Gladiator™ Rim Caddy turns any 44-gallon container into a cleaning cart to easily transport and store all necessary supplies. The Gladiator™ Rim Caddy is made of durable, high-impact plastic that securely fits on all 44-gallon containers. Its ergonomic handle makes maneuvering easy and minimizes contact with trash, while the built-in bag straps allow for simple liner attachment. Provides convenient storage of multiple cleaning supplies such as trigger sprayers, angle brooms, dust pans and wet floor signs.

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, Cal-Melt and Deep Thaw.

We have entered a new environment that requires a new standard of hygiene. Tork PeakServe® Continuous™ Hand Towel System ensures optimal hygiene, with one-at-a-time dispensing, that enables guests to touch only the towel they use. Tork PeakServe is now available as a recessed towel cabinet adapter, in two sizes, so you can easily upgrade your facility. With a fiveminute average installation time, the adapters quickly convert existing recessed cabinets into a touch-free, easy-to-use, high-capacity dispenser, delivering a clean towel in just three seconds. That allows for better social distancing in the restroom. Vote for Tork PeakServe Recessed for an Innovation Award at issashow.com/vote and visit torkusa.com/PeakServe today to learn more.

Visit www.morgro.com for more information.

Visit ocedarcommercial.com.

DDI System

RJ Schinner Co.

Marcal/Nittany Paper

DDI System’s Inform ERP is the #1 ERP and eCommerce platform for JanSan distributors. Featuring an integrated CRM, best-in-class eCommerce, fast POS capabilities, and mobile sales solutions, distributors are equipped with tools to deliver an exceptional customer experience, turn connections into sales and succeed in any market. • Rely on Inform to monitor product cost and adjust individual customer prices with a margin-based pricing manager. • Quickly identify demand exceptions and achieve higher fill rates and turns with advanced inventory management tools. • Offer multi-channel ordering with Inform eCommerce Pro, a fully connected eCommerce solution that allows customers to leverage the sophistication of a physical store with the immediacy and convenience of online buying. • Increase customer engagement with CRM tools that put detailed contact information at your fingertips, enabling teams to easily act on sales opportunities. • Achieve streamlined warehouse operations with Inform WMS, which eliminates time-consuming errors, product losses and re-ships with well-defined warehouse processes that deliver unprecedented ROI within weeks.

With Marcal’s manufacturing expertise and Nittany Paper’s modern converting technology capabilities, we’ve joined together to develop a first-in-class, premium TAD kitchen roll towel. 16X longer than the standard kitchen towel on the market today, each roll comes individually wrapped for sanitary storage in any busy environment. Individually wrapped rolls are designed to sell as a case or ideal to break open and sell into any shelf/space configuration. Go straight from case to rack. Built strong and absorbent, this mega roll takes safety and cleaning to the next level. Quickcatch absorbency pockets take on the biggest messes with full size plush sheets that maintain durability. The most powerful tool in your cleaning arsenal today, bring on the germs and we’ll wipe them away!

Visit DDI System’s Virtual Booth at ISSA or call for personalized demo: 877-599-4334.

Visit marcalpaper.com and nittanypaper.com

Royce Rolls Ringer Company

The Gift Sales Co.

Kutol Products Co.

The Value Of Stainless Steel Cleaning Carts In The Hospital

G R E A T

V A L U E

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 48 or 60 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 www.giftsalescompany.net, call 1-800-992-0181 or email gscjansplymfr@juno.com for more information.

Now, more than ever, the hospital environment is held to the highest of standards. We believe the housekeeping carts used to clean the hospital should be held to that same standard. Royce Rolls Ringer Company has been manufacturing durable cleaning carts for over 95 years in Grand Rapids, MI. The stainless steel construction of our carts offers a smooth, non-porous surface that is easy to disinfect and discourages the harboring of germs. The Royce Rolls Ringer model #F36-MST2E Standard Folding Microfiber Cart features a double microfiber tub system. One tub is used to soak microfiber pads in solution and the other tub is used to wring out extra water with our microfiber sieve. All Royce Rolls carts are guaranteed for 10 years, and come pre-assembled and loaded with features including 5” quiet thermoplastic rubber, non-marking wheels. Visit www.RoyceRolls.net.

Health Guard Designer Series Dispensers dispense hand soap and sanitizer from the top. The unique valve location keeps drips to a minimum. Choose from 10 Rich Foam soap formulas: Luxury, Antibacterial, Dye & Fragrance Free, Moisture Washes and more, as well as alcohol and no-alcohol sanitizers. Six dispenser color options and private branding available. Visit www.kutol.com or call 800-543-4641.

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XYNYTH Manufacturing Corp. XYNYTH Manufacturing Corp. has been a leader in the manufacturing industry for more than three decades. It offers a variety of safe and eco-friendly high-quality ice melters. For the ISSA Show 2020, XYNTH presents Winter Warrior Enviro Leader. This product contains CMA, and has been specially formulated to meet LEED standards. CMA is made of dolomite lime and acetic acid and acts as a corrosion inhibitor. This product is a viable economical Green sustainable option for melting ice around Green/LEED eco-buildings. It is very powerful, and will work in temperatures as low as -21C (-6 F).

Call 1-800-MELT-ICE or visit www.xynyth.com for more information.

Intercon Chemical Foaming Hand Sanitizer By Intercon Chemical Intercon’s Foaming Hand Sanitizer is made with premium grade 70 percent ethyl alcohol, and offers a liquid foaming formula that is dispensed as a foam when used with refillable foaming dispensers. The foam is built with moisturizers to keep hands feeling soft, while eliminating 99.99 percent of common germs. Intercon also offers two refillable foaming dispensers in manual (black) and touch-free (white). Product benefits include: • Kills 99.99 percent of Germs; • 70 percent Ethyl Alcohol; • Fast Drying & Moisturizing Formula; • No Added Dye; • Light Lemon Fragrance; and, • 4x1 Gallon Pack Size. Visit InterconChemical.com.

WizKid Products The newest addition to the WizKid Products line of antimicrobial mats is the Multi-Purpose Mat. It’s a premium-quality mat, designed to catch any moisture that falls to the floor in a large variety of spaces throughout a facility, and developed based on feedback from brand reps in the field who saw many opportunities for a mat of this shape. The rectangle-shape makes it highly versatile at catching whatever falls to the floor. One of the most effective uses has been below hand sanitizing stations, protecting floors from any excess sanitizer solution that may fall and leave a floor stained or slippery. Contact: WizKid Products WizKidProducts.com (888) 4-WizKid info@wizkidproducts.com

Nyco Products Co.

Aluf Plastics

Nyco Automatic Hands-Free Hand Soap And Sanitizer Dispenser For high traffic areas, the Nyco Automatic 1000ml large capacity dispenser is great for use with liquid hand soaps or gel sanitizers. Hold hands under dispenser to automatically dispense an appropriate amount of hand soap or sanitizer for a single use. Hands-free dispenser contains an easy-to-use, refillable cartridge and transparent window that allows for easy viewing of product usage for refill. It’s easy to install with mounting accessories and wall mount included. Ideal for clubs, schools, lodging, spas, health care, industry and sports complexes. Use with Nyco Alco-Gel Plus Hand Sanitizer or other hand soaps or gel sanitizers. Call 800-752-4754 or visit nycoproducts.com.

DPA Buying Group DPA’s Buyers Guide is a handy desktop reference for the group’s distributor members that showcases over 230 of the industry’s leading suppliers. The listing is broken down by each vendor’s product category across DPA’s various market segments including: facility maintenance supplies, safety equipment and clothing, industrial tools, packaging products, and public safety. All DPA preferred suppliers are listed in the directory with their associated products. By utilizing this guide, DPA distributors can quickly and easily find products through the group to take advantage of DPA’s quarterly marketing allowances, extra promotions, better negotiated pricing and lower order minimums. Learn more about DPA and this resource at www.DPABuyingGroup.com or call (800) 652-7826.

Bro-Tex, Inc. Bro-Tex Disinfecting Wipes Kill Human Coronavirus, Influenza A, MRSA and HIV-1 on hard, non-porous surfaces with Fresh Start® Disinfectant Wet Wipes. These convenient wipes are free of alcohol, solvents and bleach so they are great for people with sensitivities. Features EPA-registered formula. Or create your own custom wiping system with Solution Wipes®. Just place the dry rolls in the reusable bucket, then slowly pour your bleach, sanitizer or solvent over the roll to make your own saturated wet wipe. Different materials and sizes available. Provides more uniform application, lower chemical costs and fewer VOC emissions than open buckets or spray bottles. Both wipes are ideal for schools, offices, nursing homes, restrooms, shopping centers, hotels and daycares. Visit Brotex.com or call 1-800-328-2282.

70 — Maintenance Sales News — September/October 2020

Aqua ChemPacs Refillable Sustainable Hand Soap Dispenser Pacs — Eliminating Single Use Plastic Soap Bags And Cartridges; Highly Concentrated And As Effective As Pre-Mixed Our dissolvable soap pacs are easy-to-use and replace. Rather than replacing a cartridge of 1,000mL to 1,500mL of pre-made hand soap, you simply drop in the ChemPac, add water, close the lid and shake. The pacs are highly concentrated, the soap is just as effective and premixed, and the technology might just change the way you think about buying hand soap and other cleaning chemicals. Call 215-396-7200 or visit chempacs.com.

Frank Miller & Sons, Inc. Snow Commander® ice melter features a multi-action/pattern indicator. The product is easy-touse, and helps prevent slip-and-fall accidents/injuries. Snow Commander® also includes a Formula “C” additive, to help mitigate turf and shrub damage. This ice melter works in temperatures as low as -5ºF.

Ice Attack® generates instant melting action. The product features an exclusive combination of potassium chloride, calcium chloride, sodium chloride and urea. This product melts ice and snow in temperatures as low as -12°F.

Visit www.icemelt.com.


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von Drehle Corp.

New Pig Corporation

Americo Manufacturing Co.

NEW from von Drehle - Transcend® Knock It Off™ Industrial Hand Cleaning System. Cost-effective, simple and easy-to-use with no batteries required. The large 3,000 ml capacity, all-natural soybean-based hand cleaner cleans the dirtiest hands, is dye-free, biodegradable and fortified with skin conditioners. Visit von Drehle’s Virtual Booth for more information on von Drehle’s new line of Transcend® Hand Hygiene products. Visit vondrehle.com

Spartan Chemical Company, Inc. TB-Cide Quat® is a ready-touse, intermediate level, one-step cleaner and disinfectant for use in hospitals, nursing homes, schools, etc., where infection control is of prime importance. Effective in the presence of 5 percent blood serum, TB-Cide Quat is suitable for clean-ups per the Bloodborne Pathogen Standard, and is effective against SARS-CoV-2, MRSA & CA-MRSA, VRE, Canine Parvovirus, Norwalk Virus, and many other pathogens of concern. Visit spartanchemical.com.

Americo’s labor saving SmartScrub reduces or eliminates the need to burnish oors and lasts ve times longer than traditional oor pads. This versatile pad can be used on nearly all oor types. It is designed to be used wet on an auto scrubber or single-disc rotary machine. Simply use water with SmartScrub, no chemicals are needed, to clean and polish your oors.

Contact newpig.com.

Learn more at www.americomfg.com/smartscrub or call 800-849-6287

The United Group® (TUG)

Sellars Absorbent Materials, Inc. Sellars® Shop Towels are strong, absorbent and soft with substantial recycled content and no price premium. They’re great for spills, oily parts, greasy hands, dirty counters, filthy tools, cleaning windows and jobs that call for tough scrubbing. They work like cloth, they’re tough enough for repeated uses and they’re more absorbent than cloth shop towels. TOOLBOX® Blue Shop Towels are made with 40 percent post-consumer recycled fibers (based only on the product’s fiber content, which represents a minimum of 85 percent of the total product weight). They meet the EPA Comprehensive Procurement Guidelines, and also provide opportunities to earn credits in several LEED-EB (Existing Building) Operations & Maintenance categories. Visit shoptowels.work for more information.

The United Group® (TUG) is a 100 percent Member-owned, national sales and marketing organization for independent B2B distributors and their vendor partners. We maintain secure marketing agreements with more than 180 elite industry manufacturers and service companies. Elite manufacturers of Industrial Packaging, Janitorial-Sanitary, Foodservice and Safety equipment and products can enhance their market penetration and profitability by aligning with The United Group as Preferred Suppliers. As Member Stockholders, distributors can earn monthly and growth-targeted rebates, access top industry vendors across multiple markets, and take advantage of peer-to-peer networking for business solutions and industry information. Visit unitedgroup.com.

J&M Technologies, Inc.

Hertron

St. Nick Brush

New Pig’s PIG® Bucket of Cleaning Wipes offers disposable wipes in a bucket — allowing users to create cleaning wipes by adding their own antibacterial cleaner, disinfectant or sanitizer to the bucket of PIG dry wipes. The cellulose/polyester blended, low-lint wipers are ¼ folded for easy pulling and dispensing from the bucket when saturated. The Bucket of Cleaning Wipes works with EPA List N disinfectants and commercial/professional grade cleaners and sanitizers without reducing effectiveness of killing pathogens. Strong and solvent-resistant, the wipes are ideal for wiping machines and rough parts, but soft enough for cleaning skin or preparing surfaces.

Manufacturers of industrial and household brushes and brooms.

Visit the St. Nick Brush newly designed website at: www.stnickbrush.com.

Contact HERTRON at 1-800-438-5066.

E-Commerce For Today’s Business Climate Distributor e-commerce websites built by J&M Technologies become unique to your company, with customizable home page visuals and the ability to choose which products to sell and feature. Use tailor-made, attractive full-width banners, along with unlimited space for customized graphics and featured products such as “trending now” or “close-outs” on the home page. Choose items to sell online and J&M does the rest, creating product pages with detailed item descriptions and images from its database of over 350,000 JanSan products. Other features include: category navigation, predictive searching, order history, unique customer pricing, punchout capability and selling to the growing B2C market. Visit jmcatalog.com.

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CLASSIFIED ADVERTISING

Mor-Value Parts

The Malish Corporation Restroom Hygiene Kit

QUALITY MATTERS



When “Close Enough” Isn't Good Enough...



,7·6<28

QUALITY. PRECISION. PERFORMANCE. At MVP, we pride ourselves on providing outstanding quality, drop-in replacement parts. We don’t use phrases like “close enough” or “will fit.” Our staff scrutinizes over parts before we add them, making sure that we can be proud to put our name on each one. The extra investment and commitment to quality means your customers will get a part that will fit and perform just as the original did -- making you look like the expert! For over 20 years, equipment dealers and service centers have trusted MVP with their business. You, too, can count on MVP’s PROVEN, quality and performance to make your customers happier and your job easier!



$1'285352'8&76

1.800.870.0687 • Fax: 616.406.3125 mor-value.com • E-mail: info@mor-value.com

Now more than ever, cleaning is essential. Both the EPA and CDC recommend cleaning prior to sanitizing to get the best results. Cleaning removes the germs and sanitizing kills them. Proper infection prevention means you must both clean and disinfect — in that order. The Malish Restroom Hygiene Kit provides a deep clean with a choice of a MAL-GRIT™ Scrub rotary or MAL-GRIT™ Sonic Scrub orbital brush, plus 7 essential cleaning tools with a storage rack. An irregular trim on the MAL-GRIT™ Scrub and MAL-GRIT™ Sonic Scrub enables bristles to reach deep in the grout, between the tiles to agitate the dirt free from the floor. That provides a superior cleaning result over a pad — and more durable, too.

Wholesale Only.

Visit Malish.com or call 1-800-321-7044.

MistMAXX 360

:(+$9(7+( 62/87,21

Many different Eco-Friendly products in water-soluble pouches. Find out at:

www.meterpak.com meterpak@bellnet.ca (905) 624-0366

Golden Star

MistMAXX 360 Disinfectant Sprayers

• CORDLESS 12 V DESIGN • DRY ACTING MIST – No wipe, no rinse • Disinfects areas that bottle sprayers and wipes cannot reach • Makes whole room disinfecting easier • Self-contained, does not require an external air or power supply • Designed for comfort, portability, and efficiency • Robust oil-less air compressor allows for light weight, heavy-duty continuous spraying • Compact and unobtrusive sprayer • Spray distance up to 20 feet

Brady Acquisitions

Brady, a full line janitorial supply equipment and food service distributor has acquired the What You Need When You Need It Fitch Co. in Baltimore, MD. Fitch Co.’s history began in 1898, serving the Mid-Atlantic region. Fast Track Shipping Across the US, from 3 Locations In the mid-1980s, Lynne and Raymond Kirsner Contact Golden Star for more information on their took ownership of the long-standing company, full line of hard surface cleaning products and continued to expand its service offerings Phone: 1-816-842-0233 and product selection. They will continue to Toll Free: 1-800-821-2792 oversee all transitions. Toll Free Fax: 1-800-487-4079 In 2016, Brady opened a branch in Capitol General E-mail: goldenstar@goldenstar.com Heights, MD. General Manager Radley Olsen Order E-mail: orders@goldenstar.com 320-333-4431 • www.mistmaxx360.com is working closely with the Kirsners, and the entire Fitch Co. team, to optimize Brady’s presence in the Baltimore and Washb. Legitimate Paid and/ or Requested Distribution (By Mail and Outside the Mail) Statement of Ownership, Management and Circulation ington, D.C., territories. 1. Individual Paid/Requested Mail Subscriptions Stated on (Requester Publications Only) PSForm 3541. (Include direct written request from recipient, telemarketing Brady has also acquired Mission and Internet requests from recipient, paid sub-scriptions including nominal rate subscriptions, advertiser’s proof copies, and exchange copies) 7,265 7,304 Janitorial & Abrasive Supplies 1. Publication Title: Maintenance Sales News Copies Requested by Employers for Distribution to Employees 2. Publication No.: 1040-371X by Name or Position Stated on PS Form 3541 0 0 based in San Diego, CA. 3. Date of Filing: 10/1/2020 3. Sales Through Dealers and Carriers, Street Vendors, Counter 4 Issue Frequency: Bi-Monthly Sales, and Other Paid or Requested Distribution Outside USPS® 0 0 “Kevin Carlson will stay on as 5. No. of Issues Published Annually: 6 4. Requested Copies Distributed by Other Mail Classes Through 6. Annual Subscription Price: $25/$60 general manager of the San Diego 0 0 the USPS (e.g. First-Class Mail®) 7. Complete Mailing Address of Known Office of Publication (Street, city, county, state, and ZIP+4®) 7,265 7,304 c. Total Paid and/or Requested Circulation (Sum of 15b. (1), (2), (3), and (4)) and Bishop branches, while Greg (Not printer): 204 E. Main St., P.O. Box 130, Arcola, Douglas County, IL 61910-0130 d. Nonrequested Distribution (By Mail and Outside the Mail) 8. Complete Mailing Address of Headquarters of General Business Offices of the Publisher: Same 1. Nonrequested Copies Stated on PS Form 3541 (include Sample Carlson will lead the abrasives seg9. Full Names and Complete Mailing Addresses of Publisher, Editor, and Managing Editor: copies, Requests Over 3 years old, Requests in-duced by a Premium, Bulk Sales and Requests including Association Requests, Names obtained from Business Linda Rankin Publisher (Name and Complete Mailing Address): ment,” according to a Brady press Directories, Lists, and other sources) 7,067 7,064 204 E. Main St., P.O. Box 130, Arcola, IL 61910 2. Nonrequested Copies Distributed Through the USPS by Other Harrell Kerkhoff Editor (Name and Complete Mailing Address): release. Brady will continue to opClasses of Mail (e.g. First-ClassMail, Nonrequestor Copies mailed in excess 204 E. Main St., P.O. Box 130, Arcola, IL 61910 erate at both Mission locations in of 10% Limit mailed at Standard Mail® or Package Services Rates) 0 0 Managing Editor (Name and Complete Mailing Address): None 3. Nonrequested Copies Distributed Outside the Mail 10. Owner:  Full Name:  Rankin Publishing Co. San Diego and Bishop, CA. (Include Pickup Stands, Trade Shows, Showrooms and Other Sources) 0 0 Complete Mailing Address: 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130 7,067 7,064 e. Total Nonrequested Distribution (Sum of 15d (1), (2), and (3)) 11. Known Bondholders, Mortgagees, and Other Security Holders Owning or Holding 1 Percent or More of Brady’s operation includes a 14,333 14,368 f. Total Distribution (Sum of 15c and e) Total Amount of Bonds, Mortgages, or Other Securities: None 668 632 g. Copies not Distributed (See Instructions to Publishers #4, (page #3)) 12. Tax Status (For completion by Nonprofit Organizations Authorized to mail at nonprofit rates) (Check One) The Purpose, workforce of more than 500 em15,000 15,000 h. Total (Sum of 15f and g) Function, and Nonprofit Status of This Organization and the Exempt Status for Federal Income Tax Purployees in 24 locations throughout 50.84% 50.69% i. Percent Paid and/or Requested Circulation(15c divided by f times 100) poses:  Has Not Changed During Preceding 12 Months 16. Electronic Copy Circulation:  I certify that 50% of all my distributed copies (electronic and print) are Arizona, Arkansas, California, Has Changed During Preceding 12 Months (Publisher Must Submit Explanation of Change With This Statement) legitimate requests or paid copies. 13. Publication: Maintenance Sales News Colorado, Idaho, Kansas, Mary17. Publication of Statement of Ownership for a Requester Publication is required and will be printed in the 14. Issue Date for Circulation Data: July/August 2020 September / October 2020 issue of this publication. Average No. Copies No. Copies of 15. Extent and Nature of Circulation: land, Missouri, Nevada, New 18. Signature and Title of Editor, Publisher, Business Manager, or Owner Each Issue During Single Issue Published Preceding 12 Months Nearest to Filing Date Mexico, Oklahoma, Texas and Date: 10/01/2020 a. Total Number of Copies (Net Press Run) 15,000 15,000 Publisher Utah, including its original Las I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misVegas, NV, headquarters. leading information on this form or who omits material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment)and/or civil sanctions (including civil penalties). Visit bradyindustries.com.

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MAINTENANCE SALES NEWS

Advertisers Index / Links Absorbcore absorbcore.com Disposable restroom mats, carpet style urinal mats

Page 37

Aluf Plastics alufplastics.com Commercial, private label and retail can liner manufacturer

Page 21

APC Filtration janitized.com Aftermarket vacuum bags and filters for commercial cleaning

Page 65

ACS Industries acsindustries.com Page 2 Producer of hand scouring products, sponges, mops, brooms, brushes, and a full line of specialty floorcare items

Americo Manufacturing americomfg.com Page 9 Manufacturer of environmentally friendly cleaning products, such as Full Cycle® floor pads, cleaning supplies, and floor mats

Aqua ChemPacs chempacs.com Page 53 All Purpose Cleaners, Glass Cleaners, Floor & Carpet Cleaners, Bathroom Cleaners and Laundry Detergent

Bro-Tex brotex.com Page 63 Full spectrum of disposable nonwoven wipes, microfibers (Right Rags and Right Choice), cloth and paper towels, wet wipes (Orange Peels Plus, Fresh Start and Solution Wipes make-your-own-custom wet wipes) and sorbents Bullen Companies bullenonline.com Page 16 Products designed to be safer for end-users and the environment as well as reducing labor and costs

DDI System ddisystem.com Page 19 DDI System’s Inform ERP is a single-source solution for improved daily operations, CRM, eCommerce, and warehouse management Distributor Partners of America DPABuyingGroup.com Page 17 North American buying and networking organization of independent distributors and preferred suppliers

Essity Professional Hygiene (Tork) torkusa.com Page 7 Dispensers, paper towels, toilet tissue, skincare, napkins, wipers, and intelligent restroom solutions Expanded Technologies expandedtechnologies.com Page 45 Products designed to protect floors, reduce noise and assist in maintenance. Clear sleeve floor protectors, multiple doorstops, safety message anti-fatigue mats and peel and stick felt pad and slider line Fas-Trak fastrakind.com Page 64 Manufacturers of innovations in the floor care market and carpet care

Frank Miller & Sons icemelt.com Page 60, 61 Ice melters, cleaning compounds, degreasers, detergents and sweeping compounds Gift Sales giftsalescompany.net Page 54, 59 Bowl blocks, urinal blocks, wall blocks, 20-pound sewer blocks, nonpara dumpster system, bowl caddys, mint absorbits, urinal screens (all kinds), fly swatters, liquid deodorants, putty knives, dust pans - metal and plastic, and other sundries

Golden Star goldenstar.com Page 52 Professional surface cleaning tools, systems and accessories Ha-Ste Manufacturing hastemops.com Page 54 Made in the U.S.A. wet mops, dust mops, hardware and monofilament finish mops that include custom factory and private labeling as well as construction modifications

Haviland Corp havilandcorp.com Page 12 Premium floor squeegee and window squeegees; aftermarket replacement blades, gaskets and splash guards for floor machines; paving, roofing hand tools, waterbrooms, serrated squeegees, and crack-fillers Hertron International, LLC Page 18 Surface restoration that includes floors, showers, counter tops, walkways, driveways and patios

Intercon Chemical interconchemical.com Page 38, 76 A full line of industrial, institutional and professional cleaning and maintenance chemical products J & M Technologies jmcatalog.com Page 5 Software creates customizable e-commerce sites for jan/san distributors

Justman Brush justmanbrush.com Page 28 Twisted-in-wire, staple-set and heat-fused hygienic brushes, metal-free, color-coded foodservice grade brushes, brooms, squeegees, hand-held scrubs, counter dusters, parts cleaning brushes, small to large utility brushes, tank and vat brushes, sieve cleaning brushes, nail brushes and rotary drill attachment scrubbing brushes Kruger Products krugerproducts.ca Page 3, 47 Away-from-home division offers such items as bathroom tissue, facial tissue, paper towels, paper napkins, wipers, hand care and dispensing systems. North American market segments include food service, property management, health care, manufacturing, education and lodging Kutol Products kutol.com Page 50 Manufacturer of commercial foam and liquid hand soaps, hand sanitizers and specialty skin care products made in the USA

Lambskin Specialties lambskin.com Page 58, 59 DUST WAND wool dusters, wash mitts, Window Pro stripwashers, applicator pads, Floor Master polishing bonnets, and VacGuard Bumper Pillow. Feather and synthetic dusters, glider microfiber mops, utility handles, natural synthetic chamois, squeegees, the Biomop biodegradable floor/wall duster, pad holder and MultiFlex flexible multi-purpose tool Lindhaus USA lindhaususa.com Page 57 Two-motor upright vacuum in 15-, 18- and 20-inch widths, the Activa Pro single motor 12-inch upright, versatile compact floor scrubber, wide path hybrid floor scrubber/drier, wide path vacuum cleaner M2 Professional Cleaning Products m2mfg.com Page 34 Buckets and wringers, wet mops, dust mops, assorted brushes and push brooms

Magnolia Brush magnoliabrush.com Page 62 Floor, street, garage brushes; deck, scrub brushes; floor and window squeegees; dust mops; wet mops; microfiber; galvanized pails; tubs; detail brushes; and other assorted maintenance items

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Malish Corp malish.com Page 62 Commercial and industrial floor machine brushes, rotary brushes, foodservice/color-coded brushes, janitorial brushes

Sellars Wipers sellarscompany.com Page 43 Towel & tissue, hand soap, wet wipes, wipers, shop towels, rags, sorbents, spill kits, spill containment

Meterpak meterpak.com Page 72 Cleaning products that come in pre-measured, water-soluble packets

Sorbo Products sorboproducts.com Page 26 Squeegees, washers, handles, bucket stands with tool holders, rubber blade trimmer, vertical blind or louvre window washer and squeegee

Marcal/Nittany Paper marcalpaper.com/nittanypaper.com Page 33 Marcal: from parent rolls, bath tissue, assorted towel, and more, we offer a full line of products made from 100% recycled material to keep you clean, safe, and environmentally friendly Nittany: touch-free dispensing, paper made with 100% recycled fiber

MistMAXX 360 mistmaxx360.com Page 36 Delivery technology designed to provide a unique way to perform surface disinfection in a room by dispensing an aerosolized “DRY-MIST” of disinfectant

Mor-Value Parts mor-value.com Page 48 Brushes, brooms, vac motors, squeegees and other parts, vacuum bags Morgro morgro.com Manufacturer of premium ice melt products

Newaire/Queenaire ozoneexperts.com Permanent natural solution to eliminating odors

Page 23

Page 22

New Pig Corp newpig.com Page 24 Absorbents and containment products for containing leaks, drips, and spills NEWCAL (Fat Ivan) Door holders

www.fativan.com

Page 49

NexStep Commercial ocedarcommercial.com Page 11 Angle and corn brooms, push brooms, brushes, wet mops, dust pans, microfiber, squeegees, scrapers, dust mops, dusters, dispensers, sponges and pads, rotary brushes and pad drivers, carts, floor signs, buckets and wringers, mopsticks, handles, bathroom accessories, and waste containers

NYCO Products nycoproducts.com Page 75 High performance cleaning chemicals, sanitizers, disinfectants, and floor care chemicals Perform Manufacturing performmfg.com Page 42, 44 Specialty chemicals for industrial and institutional markets

RJ Schinner rjschinner.com Page 13 One of the largest privately-held redistributors in the United States, with over 65 years of wholesaling experience and 17 distribution centers nationwide. Services the foodservice, lodging, grocery, janitorial supply and office supply markets with both exclusive RJ Schinner and national brands Royce Rolls Ringer roycerolls.net Page 58 Stainless steel products including housekeeping carts, utility carts, chair/trash carts, mop bucket/wringer combos, toilet paper dispensers, and other restroom and kitchen fixtures - made in America

S M Arnold smarnoldinc.com Page 50 Extensive line of cleaning maintenance accessories for the professional, industrial and consumer markets. Many manufactured in U.S.

74 — Maintenance Sales News — September/October 2020

Sky Systems www.skysystemscoinc.com Page 40 Manufacturer and wholesaler of washroom products specializing in bagin-box dispensing systems and distributes a wide range of electric hand dryers, urinal screens and rim cages with enzymes

Spartan Chemical spartanchemical.com Page 25, 27, 29 A formulator/manufacturer of sustainable cleaning and sanitation solutions for the industrial and institutional markets since 1956. A U.S. employer. St Nick Brush www.stnickbrush.com Page 30 Industrial and household brushes and brooms, over 100 different types of wooden blocks for brooms and brushes Starco Chemical starcochemical.com Detergents, disinfectants and cleaning compounds - liquid, powder and solid products Step1 Software step1.com Software package for the jan/san distribution industry

Page 46

Transmacro Amenities transmacroamenities.com Page 60 Bar soaps, shampoo and lotion for institutional and hospitality industries

Triple S triple-s.com Page 52 National distribution service and logistics company that provides facility maintenance solutions to healthcare, education, commercial, retail, government, and building service contractor markets U S Battery Manufacturing usbattery.com Page 41 Deep cycle batteries for sweepers/scrubbers, golf carts, marine, military and special application requirements United Group unitedgroup.com Page 31 National sales and marketing organization for independent distributors of jan/san, industrial packaging, foodservice and safety products and equipment

Universal Business Systems ubsys.com Page 35 Complete distribution software solution features an ERP system powering everything from back-office operations to warehouse management

vonDrehle Corp vondrehle.com Page 15 Quality towel and tissue products, as well as innovative dispensing systems since 1974

WizKid wizkidproducts.com Page 32 Antimicrobial quality mats to manage liquids in spaces throughout a facility. Hand sanitizing station mats, restroom mats and urinal screens Xynyth Manufacturing xynyth.com A complete range of eco-friendly ice melters

Page 51


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100 YEARS OF BUILDING BETTER BRANDS

1920 â&#x20AC;&#x201C;2020 Cleaners | Disinfectants & Sanitizers | Floor Care Chemicals | Dilution Control


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Sep/Oct 2020 Maintenance Sales News Magazine  

Maintenance Sales News Cover Feature: Chemical Maintenance, Inc. (Champaign, IL) Recently Purchased: Central Illinois Distributor Thriving U...

Sep/Oct 2020 Maintenance Sales News Magazine  

Maintenance Sales News Cover Feature: Chemical Maintenance, Inc. (Champaign, IL) Recently Purchased: Central Illinois Distributor Thriving U...

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