1. business and industrial

MAINTENANCE
SALES NEWS
Exclusively Serving Professional Distributors
March/April 2015
Vol. 32, No. 2
Read/Download MSN At: www.maintenancesalesnews.com
MSN FEATURE STORIES
Driving Sales Through Specialization In Key Areas
Rancho Janitorial Supplies..............................6
An ISSA Seminar Presented By Robert Wendover
How Distributors Can Best Serve
Tech-Savvy Millennials.................................22
MSN Interviews Executives Of AfH Paper, Wipes & Liner Manufacturers...27
RANKIN PUBLISHING CO.
www.rankinpublishing.com
Co-Publishers
Don Rankin
Linda Rankin
Editor
Harrell Kerkhoff
Associate Editor
Rick Mullen
Advertising
Don Rankin
Linda Rankin
Graphics
David Opdyke
Reception
Misty Douglas
_______________
ADVERTISING
Arcola, IL
Don Rankin
Linda Rankin
Rankin Publishing, Inc.
204 E. Main St., P.O. Box 130
Arcola, Illinois 61910-0130
(217) 268-4959
• SCA AfH Professional Hygiene • von Drehle Corporation
Fax: (217) 268-4815
• Wausau Paper • Cascades Tissue Group
_______________
• Nittany Paper Mills • Aluf Plastics • Sofidel America
EDITORIAL AND
CORPORATE OFFICES
Rankin Publishing, Inc.
Maintenance Sales News Focus On Odor Control ................................43
204 E. Main St., P.O. Box 130
Arcola, Illinois 61910-0130
• Clearly Better Solutions • Spartan Chemical • Newaire/Rainbowair/Queenaire • Airx
(217) 268-4959
• Charlotte Products/Enviro-Solutions • Nilodor • EES Inc. • Clean Control Corp. • Fuller Industries
Fax: (217) 268-4815
www.rankinpublishing.com
e-mail: drankin@consolidated.net
Industry News/Products 47 • Advertisers Index 50 • Classified Advertising 50
On The Cover: Rancho Janitorial Supplies has been serving California’s Inland Empire since 2003. The company’s management team is, left
to right, Director of Operations and Special Projects Robert Flores, Office Administrator/Human Resources Manager Leslie Ashenbrenner,
President/CEO Jose Flores, CFO Christoper Flores and Logistics Manager Alex Michel. See story on Page 6.
Industry Calendar of Events
MOVING?
April 28-29, 2015 — Canadian Sanitation Supply Association’s
Can Clean 2015, Mississauga, ON. For information: 866-684-8273.
Old Address: Affix old mailing label or print old address here:
May 5-7, 2015 — National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. For information: www.nationalhardwareshow.com.
Company ____________________________________________
May 16-19, 2015 — National Restaurant Association’s Restaurant,
Hotel-Motel Show, McCormick Place, Chicago, IL. For information:
800-424-5156.
City, State, Zip ________________________________________
October 20-23, 2015 — ISSA/INTERCLEAN® - North America, Las
Vegas Convention Center, Las Vegas, NV. For information: 847-982-0800.
Name _______________________________________________
Address _____________________________________________
New Address: Print new address here:
Name _______________________________________________
Address _____________________________________________
City, State, Zip ________________________________________
March 5-8, 2016 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200.
4 — Maintenance Sales News — March/April 2015
Clip and return to Maintenance Sales News
P.O. Box 130, Arcola, IL 61910 • Fax: 217-268-4815 • Email: drankin@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 2015, Rankin Publishing,
Inc. All rights reserved. No part of this
publication may be reproduced or transmitted in any form without written consent of Rankin Publishing, Inc.
Periodical postage paid at Arcola, IL,
and additional mailing offices. POSTMASTER: Send address changes to
Maintenance Sales News Circulation,
204 E. Main St., P.O. Box 130, Arcola,
IL 61910-0130
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
THE NUMBER ONE MACHINE IN THE COUNTRY
The most innovative cleaning machine
since the invention of the vacuum
• TOTAL PORTABILITY
The only totally portable chewing gum removal
machine with its own power source.
• Removes gum in seconds.
• Can remove up to 700-plus gum and
gum stains per hour.
• A PSI gauge has been added to regulate the
pressure of propane.
• No storm water, pressure washer, water runoff.
• All Stainless Steel Construction.
• T-shaped exhaust has been designed to prevent
wind blowout.
• Ultra quiet.
• Enviro-friendly cleaning detergent - True Total Green Cleaning.
• No damage to concrete, asphalt, carpet.
• Clean anywhere, anytime No worries of tripping over electric cords or hoses etc.
• Removes the toughest grout stains with ease.
MODEL NO. GW1
THE IDEAL MACHINE FOR SCHOOLS, MUNICIPALITIES,
FACILITIES MANAGERS, AIRPORTS ANYWHERE GUM IS AN ISSUE
THE MOST
AMAZING
GROUT CLEANER
EVER MADE
Solution
Part No. GW2
• This concentrated environmentally-friendly solution
is made specifically to be used only
with the Gumwand Machine. This solution breaks
down chewing gum on a molecular level.
• The system will quickly and easily remove gum
from virtually any surface.
• Use: 1 bottle of concentrate per tank.
• Twenty 8 oz. Bottles per case
This totally portable unit, with its own
power source can CLEAN ANYWHERE
Making
Disappear
COMMERCIAL
MACHINES
GREEN LABEL
CERTIFIED
COMMERCIAL CONTRACTOR SERIES
P100M
P101
P102
Brushes
WORLDWIDE
PATENT
PENDING
• Brass Brushes for Cleaning
Hard Surfaces
• Nylon Brushes for Cleaning Carpet,
Entrance Mats, etc.
VISIT GUMWAND.NET
BRASS
BRUSH
Part No.
GW3
NYLON
BRUSH
Part No.
GW4
10 tips per pack
THE NUMBER ONE CHOICE FOR GREEN CLEANING
DIRT CUP VACUUMS
HEPA SERIES UPRIGHTS
PATENTED BUILT-IN SUPER MAGNET
P103
P104
P105
P106
HEPA QUIET SERIES
P107
P108
GREEN LABEL
CERTIFIED
GREEN LABEL
CERTIFIED
PB1006
6 Quart
Capacity
C
Experience the POWER, STRENGTH, DURABILITY
of the best cleaning machines in the industry
HEPA BACKPACKS
PB1001
10 Quart
Capacity
US
CALL NATIONWIDE TODAY 800-555-4493
GREEN LABEL
CERTIFIED
FINEST 8 PC. TOOL KIT IN THE INDUSTRY
“Even though my father is
the president of the company,
he still sees himself as a
sales rep first and foremost.”
“Maria is, and always will be,
the company’s soul.”
— Robert Flores,
director of operations
and special projects
Husband and wife,
Jose and Maria Flores,
founders of Rancho
Janitorial Supplies,
Fontana, CA.
Rancho Janitorial Supplies
Driving Sales Through Specialization In Key Areas
By Rick Mullen, Maintenance Sales News Associate Editor
It has traditionally been the case that the janitorial/
sanitary distributorship industry has been a fertile
ground for many people who planted the seeds
of their companies in their homes or garages. As
a result, family-owned and operated distributorships
are not unusual in the jan/san segment.
One example is Rancho Janitorial Supplies, of Fontana, CA, which was founded by
Jose and Maria Flores in 2003 in the garage of their home. With a customer base consisting of primarily “mom and pop” businesses, the company has expanded to service the
Southern California region. The distributorship’s three primary customer segments are
education, retail stores and food processing businesses.
“Jose feels we have a good niche,” said Jose Flores’ son, and the company’s director
of operations and special projects, Robert Flores, during a recent interview with Maintenance Sales News Magazine. “Part of his philosophy is that if we specialize in a few
areas and try to be the best that we can, we will be a very good source for our customers.”
Today, several members of the Flores family are involved in the business.
President/CEO Jose Flores is still active in the business.
“Historically, my father ran the sales operation, and my mother, Maria, ran all the
‘in-house’ operations,” Robert Flores said. “As most small business owners will tell
you, that is a ton of work. Late last year, my mother retired. She decided to focus on
family. She spends most of her time now running the Flores family and helping to raise
6 — Maintenance Sales News — March/April 2015
her grandchildren. If Jose is the ‘brains’ of the operation, Maria is, and always will be,
the company’s ‘soul.’”
Other family members involved in the business include Robert Flores’ brothers,
Christopher, Andrew, Michael and Jose Flores Jr., his uncle and Jose Flores’
brother, Burt Flores, and cousins, Michael “Primo” Flores and Steven, Jesse and
Frank Rodriguez.
“My brother, Christopher, is the company’s chief financial officer. He oversees all
the strategic planning and financial aspects of the business, while I handle more of
the special projects and operational side, especially in dealing with the sales teams,”
Flores said. “We still like to run things very tight-knit and family-style. However, two
invaluable members of our leadership team, Warehouse Manager Alex Michel and
Office Administrator/Human Resources Manager Leslie Ashenbrenner, are not
family members.
“Even though my father is the president of the company, he still sees himself as a sales
rep first and foremost.”
Bilingual Staff Big Plus In The Inland Empire
ver the years, Rancho Janitorial has garnered a reputation for being much more
than just a company that takes orders and ships products. The company’s flexibility in the areas of customer service and training are a big part of what sets the
distributorship apart, according to Flores.
“We provide end-user training for every product that we carry,” Flores said. “We also
offer inventory management services for customers with regards to the products that we
supply to them. This allows us to see trends in the purchases and predict high or low usage
O
Tork
®
The Preferred Premium Towel
More class A building employees prefer* Tork MB572
Premium Hand Towel over Kleenex 01500 and
Signature 23000.
®
®
®
Feel for yourself. Start a free trial at
torkusa.com/feelfree
*In third-party conducted blind comparison tests with Class A building employees, Tork MB572 preferred vs.
Kleenex 01500 and Tork MB572 preferred vs. Signature 23000
© 2014 SCA Tissue North America LLC. All rights reserved. Tork®PZHYLNPZ[LYLK[YHKLTHYRVM:*(;PZZ\L5VY[O(TLYPJH33*VYP[ZHɉSPH[LZ
“Jose feels we have a good niche. Part of his philosophy is that if we specialize in a few areas
and try to be the best that we can, we will be a very good source for our customers.”
— Robert Flores
times throughout the year. We relay these forecasts to our clients, who can then ramp up
or scale down purchases as needed.”
Part of Rancho Janitorial’s primary service area is in what is known as California’s “Inland Empire,” which is the region of Southern California situated directly east of the Los
Angeles metropolitan area. The area includes the counties of San Bernardino and River-
8 — Maintenance Sales News — March/April 2015
side. Fontana, with a population of a little more than 200,000 people, is in San Bernardino
County.
According to the Census Bureau, more than 4 million people combined call the counties
of San Bernardino and Riverside home, including a large Hispanic population. It is in
serving the Hispanic community that Rancho Janitorial’s flexibility also comes into play,
as nearly all of the company’s employees are bilingual.
“We are very big into providing
job cards and wall charts to our
customers,” Flores said. “Due to
our regional location and the markets we serve, it is very important
to have picture-heavy and bilingual job cards and wall charts that
show how to use certain products.
“Because of the markets Rancho Janitorial services, we work
very closely with our vendors in
creating these cards and charts.
They are sometimes tailor-made
for specific customers. It is very
important to train customers how
to utilize products and systems efficiently. By and large, our customers have seen a dramatic
savings after utilizing these charts.
The savings come from using the
right product, with the right application for the right job.
“We have an advantage in our
heavily Hispanic area because 95
percent of our employees are bilingual, whether they are warehouse
workers, drivers, customer service
reps and senior management.
There are two people who are not
bilingual, but they are learning
Spanish.
“It is not just important to be
able to work with managers and
buyers, but also to be able to communicate with the people who are
‘boots on the ground’ doing the actual cleaning. We can speak to
them in their language to be able
understand their concerns, which
we, in turn, communicate to the
buyers.”
Likewise, bilingual drivers have
an advantage of being able to
communicate with the people they
encounter at a client’s business
while making deliveries. These
conversations help build lasting
relationships, and can be a valuable source of information to be
relayed back to Rancho Janitorial’s offices.
Still another aspect of Rancho
Janitorial’s flexibility in training is
providing a variety of courses that
lead to certification in several
fields.
“We have relationships with
third-party certifiers. For example,
in offering courses to allow people
to become certified in safety,
cleaning, how to sanitize properly,
etc., we can work with, not only
well versed in product knowledge.
vendors, but also governmental
This includes customer service
agencies,” Flores said. “We can copeople, drivers and warehouse
ordinate everything to help accomworkers, including two part-time
plish getting a customer’s ememployees who are students.
ployees certified in a desired area
“For example, if one of our drivof expertise.”
ers is making a delivery and someIn addition to offering training at
one asks him or her a question
the customer’s facility, Rancho
about a product, that driver will
Janitorial also conducts training
know how to answer,” Flores said.
expos at its facility two or three
“A driver has the training to inform
times a year, Flores said.
the customer on the spot. The
Again, flexibility comes into
driver will then contact the sales
play when customers need to have
rep for that account and let him or
their staffs trained during unconher know exactly what conversaventional hours.
tion took place. The account man“Some of the supermarkets that
ager can then follow up.
we work with buff their floors
“This system has worked very
every night. Our training staff and
well, and it lets customers know no
sales reps often provide late-night
matter the primary job responsibiltraining or early-morning training
ity of our employees, they are all
for such companies,” Flores said.
important parts of the company. We
In order to be able to offer trainlike to let everyone know we are
ing for customers, Rancho JanitorRancho Janitorial CFO Christopher Flores (standing) speaks during a meeting of the
family-owned, and we consider
ial’s staff is also constantly
company’s sales staff. President/CEO Jose Flores is seated at the far right.
everyone who works here as famlearning.
ily. This is very important to us.”
“We continue to educate our
When it comes to training, Flores said one of the most important areas Rancho Jansales staff on the new programs and systems that are coming out,” Flores said. “Recently, we had a ‘train the trainer’ moment when we sent a few of our sales reps to a itorial can benefit customers is showing them how to get their jan/san budgets under
control.
“We help customers establish a budget based on the type of business
“If one of our drivers is making a delivery and
they are in, the number of employees they have and the volume of busithey are conducting,” Flores said. “For example, we can help a retail
someone asks him or her a question about a product, ness
location establish a budget based on the amount of traffic they experience.
that driver will know how to answer. A driver has
We can help a day care center establish a budget based on how many children are enrolled. Regardless of the type of business, we can help a custhe training to inform the customer on the spot.”
tomer get his or her operational budget under control.
“We also help customers by implementing value-based systems at their
concrete trade show. These reps came back and taught the rest of our sales people location. These are not price-driven systems, but they are systems that utilize more
and other staff members all the new innovations out there concerning concrete floor efficient cleaners to cut down labor time, or quality paper products that allow less
usage when compared to low quality paper products. It is not always about price
care.”
Part of Rancho Janitorial’s overall corporate culture is to have all its employees points. Sometimes it is about something that actually adds value.”
PREMIUM DL DUST MOPS
Technology Has Been
A Game-Changer
TM
MADE
HERE
MAKE IT YOUR OWN WITH:
Color Coding
Property Marking
Custom Packaging
Constructed for Durability, Easy Cleaning, and No Drying!
Long Mop Life
DuraLon 100% Nylon Yarn
Air Dries Quickly
Mildew and Bleach Resistant
Durable Synthetic Twill Backing
Available in 3 Styles:
Slot Pocket
Round Keyhole
Square Keyhole (shown)
TM
MANUFACTURING
I
N
C
O
R
P
O
1-800-228-6677
R
A
T
E
D
www.hastemops.com
10 — Maintenance Sales News — March/April 2015
Available in five colors:
B
G
R
Y
W
service@hastemops.com
usiness has been good at Rancho
Janitorial, as the company has
experienced double-digit growth
in recent years, Flores said. The company experienced a significant growth
spurt after it became involved in a close
relationship with Central Sanitary Supply, of Modesto, CA, located in Northern California.
“In 2008, a unique partnership was
formed with Central Sanitary, which has
helped Rancho Janitorial grow more
than 65 percent during the past five
years,” Flores said.
While both companies are independently owned and operated, they share
the type of symbiotic relationship that
Flores said is not often found in the
jan/san arena, if at all. For example, the
two companies share websites. Also, the
partnership has allowed Rancho Janitorial to become a part of a buying group
and to deal in national contract buying.
“Central Sanitary helps us on the logistical side of the house. This relationship has given us the ability to work
with a lot of national brand vendors,”
Flores said. “It is a partnership. We
don’t own them, and they don’t own us.
It is such a good relationship.”
B
Expect More.
ERP Software for Distribution Excellence
Complexity Simplified
Distinct Feature Set
Raising the Bar
A Better Partnership
Shorten the learning curve,
eliminate duplicate tasks and
streamline workflows
Designed by distribution
industry experts
Operational and online
tools to enhance
customer service
Proven data collection,
personalized support,
and ongoing training
Call 877-599-4334
“
“
DDI’s Inform ERP software has given us a tremendous
advantage. The integration with their eCommerce
storefront is seamless. It pulls real-time inventory levels,
unique customer pricing, customer account data and
history. This live connection is a huge benefit!
Dutch Hollow Supplies, St. Louis
Call 877-599-4334 | Download a Free Brochure at ddisys.com | Sales@ddisys.com
“We are committed to continue to motivate our sales staff by providing very exciting
compensation packages. These include higher compensations for new business that comes in
the door. We like to think we are innovators on how we motivate and compensate our sales force.”
brands, enabling us to compete with the big guys. In addition, we are committed to continue to motivate our sales staff by providing very exciting compensation packages. These
include higher compensations for new business that comes in the door. We like to think
we are innovators on how we motivate and compensate our sales force. It is not always
just about the money.”
Looking ahead, Flores said the company is planning to add two to three sales reps per
year and to expand its product offering.
Technology has been the biggest game-changer in the way Rancho Janitorial conducts
business today, as compared to the past, according to Flores.
“Today, we employ a great online ecommerce system, of which the bulk of
our customers take advantage,” Flores
said. “There are still some who like paper
invoices and who like to deal with fax machines, and we are here for them, as well.
However, by and large, a very big portion
of our customer base has taken part in the
e-commerce tool we provide with online
invoicing and other features.
“The system allows us to do more than
online order placement. The main benefits
we have found, especially for our larger accounts, such as building service contractors,
school districts and supermarket chains, are
the budget tools that are embedded in the
system. Our e-commerce platform allows
buyers to set budget thresholds for specific
sites.”
Flores gave the following example. A
school district allots a certain amount of the
district’s overall budget to one of its high
schools. As a Rancho Janitorial customer,
the head custodian or buyer at that high
school can use the e-commerce online platform to keep track of what the school is
spending and how much is left in the
“bank.”
“With this system, the school’s head custodian or buyer can adjust purchasing as
needed,” Flores said. “He or she can see
where the school’s budget stands at all times
and plan the school year accordingly.”
In the example, should it be found by
tracking the budget that the school has experienced some “runaway” spending issues,
Rancho Janitorial can then advise the buyer
or head custodian how to analyze and fix
the problem.
“This online budget tool has been very
helpful to our customers,” Flores said. “It
has helped keep purchasing agents in the
know at all times, and has helped them
manage purchases efficiently.”
Rancho Janitorial also supplies its managers and sales reps with hand-held devices
including iPhones and iPads.
Airx Labs can solve any odor or pathogen issues your customers or facility
“Instead of carrying sales books like they
used in the old days, our account managers
may have. Call, email or fax us your problem and we will provide samples and
use iPads,” Flores said.
He explained the catalogues of all Ransupply you with the proper cleaning and disposal methods for free.
cho Janitorial’s vendors, as well as links to
websites and videos, have been preloaded
into the online system. Since the Internet
can be accessed on an iPad, an account
For free samples or more information, go to: www.airxlabs.com/samples/
manager has all this information at his or
Call 610-534-8900 or fax 610-534-8912
her fingertips when calling on a customer.
“Our account managers also have a proAirx is a division of The Bullen Companies
jector they can take out and make presenta-
Part of the working partnership between the two companies involves helping each other
service their respective territories. While Central Sanitary focuses on Northern California,
Rancho Janitorial focuses on Southern California. However, if Rancho Janitorial comes
across a business opportunity in Northern California, if references Central Sanitary. Likewise, Central Sanitary does the same for Rancho Janitorial for any opportunities it might
come across in Southern California.
“We have been blessed. A lot of our growth comes from hard work and working with
our vendor partners,” Flores said. “We have been fortunate to be able to sell many national
Your SOLUTION
to
3-DIMENSIONAL ODOR &
PATHOGEN CONTROL
• Airborne
• Surface
• Sub-Surface
Celebrating 30 years of
solving the worst
problems you have in
your business
FREE SAMPLES TO SOLVE YOUR PROBLEMS!
12 — Maintenance Sales News — March/April 2015
from
Why just green, when you can go Mean Green
®
Bottles to Pads
Recycle
All
Reduce
Reuse
Mean Green Pads Are:
®
• Made from 100% recycled polyester fiber
• First-quality, post-consumer materials
• Primarily recycled water and soda bottles
• Over 50 billion plastic bottles go to landfills
every year
• 38 - 12 oz. plastic bottles produce one case
of 20” floor pads
• ACS uses water-based resins in over half
of its processes
• ACS has its own in-house water treatment facility
• All packaging cartons contain at least 45%
recycled materials
• New state-of-the-art nonwoven production lines
have dramatically increased energy efficiency
and reduced waste to best-in-class levels
YOUR ONE-STOP SHOP FOR PROFESSIONAL CLEANING PRODUCTS
ACS Industries, Inc. One New England Way Lincoln, RI 02865 U SA 1.800.222.2880 info@acsindustries.com WWW.SCRUBBLE.COM
Scrubble®, Cyclone® and Mean Green® are registered trademarks of ACS Industries, Inc. or its affiliates
“It can be a tougher sale to advocate and place green products... Our experience has
been that our relationships strengthen when we provide better solutions with green systems,
that not only perform well, but also provide environmental sustainability.”
tions on the spot for customers,” Flores said.
In addition, the advanced technological skills of employees have helped increase Rancho Janitorial’s customer service capacity, according to Flores.
“We have four dedicated in-house service installers who are trained and certified by our
vendors to install our full product line, from dispensers to chemical dilution systems,” he said.
“Our installers also make preventive maintenance checks. It is not like a one-time thing
where we put up a product and then the customer never sees us again. Installers check on
a monthly basis to make sure everything is working well.”
A Van, A Garage And A Dream
hen Jose and Maria Flores started their company, officially known as MGF &
Sons Services, Jose was working for a large West Coast distributor. As Robert
Flores tells the story, while working for the distributorship, his father had amassed
a large and diverse book of accounts. His customer base ranged from large companies to
school districts to local municipalities to small mom and pop hair salons and restaurants.
“At that time a paradigm shift began to occur within the company that my father worked
for, and all the account managers were
told to drop their small accounts and only
focus on the big ones,” Flores said.
That edict didn’t sit too well with Jose,
as he had been with the company for
many years and had built many longterm relationships with customers who
wouldn’t make the cut. Some of these
customers had even become personal
friends over the years.
Fortunately, for the future of Rancho
Janitorial, a plan was hatched that would
allow Jose to continue servicing his
small accounts, while remaining at the
company.
The plan was that Jose would essentially become a sub-contractor with the
parent company. This allowed him to
maintain his smaller accounts the company dropped, while maintaining his regular book of business with the larger
accounts, Flores explained. It was determined there was no conflict of interest involved, as the company dropped the
smaller accounts in the first place.
“With this new business model, his employer could continue to enjoy the business of all the small accounts, without
having to handle all the overhead, such as
invoicing and deliveries,” Flores said. “It
really streamlined their operation.”
Also, at that time, one of Jose’s brothers was out of work. Jose hired him to
make deliveries is a small van, which was
essentially the origin of MGF & Sons
Services.
The company was so named to honor
Maria, who started the business with Jose,
and was instrumental in the growth of the
company. Her initials are MGF, which
• High performance, 4-ply, blended yarn
stands for Maria G. Flores. The com• Excellent absorption & release characteristics
pany’s business cards read “MGF & Sons
• Banded and looped end construction
dba Rancho Janitorial.”
“When the garage began to fill up, Jose
• Extremely durable & launderable
rented one storage unit down the street
• Color coded for easy identification and area
from his house. Over time, that one storage unit became three, and in 2005, it beassignment.
came clear the storage units were not
• Individually bagged for cleanliness & easy
enough,” Flores said. “Needing more
space, MGF & Sons Services moved to
handling.
the city of Rancho Cucamonga, CA, and
leased a 2,000-square-foot building with
one office. Once we moved to Rancho
Cucamonga, we started doing business as
Rancho Janitorial Supplies.”
Still growing and needing more space,
Rancho Janitorial relocated back to
Fontana in 2007, purchasing two buildings
FULLER COMMERCIAL PRODUCTS® Great Bend, KS 67530
with a total of 6,000 square feet.
(800) 848-4901
“By this time, Jose had become a fullMade in the U.S.A.
time business owner and was no longer a
W
Tough
Mops
for Tough Jobs...
FULLBLEND Wet Mops
Contact us at www.fullercommercial.com or
(800) 848-4901 for more information on our complete
line of cleaning tools, accessories & chemicals.
14 — Maintenance Sales News — March/April 2015
“Some account managers are in their 30s and others are more experienced. What happens is
the younger account managers help the veterans with the technology side of things. On the
other hand, the legacy account managers train the younger ones on the personal side of the
business, such as how to communicate and how to manage relationships with customers.”
contractor for his original company,” Flores said. “We had become a true family business
with every member of my immediate family working for Rancho Janitorial Supplies, as
well as various uncles and cousins.”
The next year, 2008, Rancho Janitorial and Central Sanitary formed their partnership.
Rancho Janitorial continued to grow and, in 2013, moved to its current 30,000-squarefoot facility, also located in Fontana.
“With our facility, we can meet
any logistical need that may arise,”
Flores said. “We have ground level
loading docks, and we can also can
drive into the warehouse. In the
warehouse, cycle counts by section
are conducted daily. This has proven
to be the most effective method of
keeping our inventory under control
and also keeping us well stocked. We
have very few backorders on any
given day.”
Rancho Janitorial also has dedicated
sections of the warehouse to store
products for some of its larger accounts
that need a certain amount of items at
all times. In addition, the facility is located fewer than five minutes from
major north/south and east/west arteries, which makes it easier for the company to make deliveries.
“We deliver daily on our local
route system in California’s Inland
Empire, which is San Bernardino
County. We also make daily deliveries to Orange County and nearly all
of Los Angeles County,” Flores said.
“In addition, we deliver to Riverside
County, the San Diego market and
Phoenix, AZ.”
Rancho Janitorial is currently
working to further expand its presence in the Phoenix market, making
deliveries to the area two times a
month. Phoenix is about a five-hour
drive from Fontana, Flores said.
“A good rule of thumb is we can
deliver daily within an hour’s drive
from our location,” Flores said.
“However, there are some locations,
like in downtown Los Angeles, that
take a little more planning because
of traffic and the parking situation.”
Flores said the company often
works with customers in high-volume traffic areas, where parking is
also at a premium, to arrange for deliveries to be made late at night or
early in the morning.
“We deliver most of Southern California. Our freight policy is we have
no minimum orders and no delivery
charges,” Flores said.
Despite people’s best efforts,
sometimes things don’t go as
planned and a customer will run out
of a critical item at a bad time. In
such cases, Rancho Janitorial is
there.
“We like to say, ‘We have the keys
to the building,’” Flores said, referencing the fact that company employees, including the owner, are
willing to unlock the warehouse on
weekends or late at night to deliver
For The Air That You Breathe
The next best thing to
opening a window!
For more information
on our full line of
ozone generators call:
1-877-64-OZONE
www.ozoneexperts.com
16 — Maintenance Sales News — March/April 2015
“In another situation, there was a football game late at night and they ran out of something. We opened up the warehouse, grabbed the product that was needed, and delivered
it on the spot that night. We never leave a customer out there hanging.
“Our fleet of vehicles includes some small trucks, a large delivery van and a fleet of
larger trucks. We are capable of handling just about anything.”
While Rancho Janitorial does not have an in-house equip‘My advice to all our team members is that they
ment repair operation, it has a direct partnership with a local
have to treat every customer like we work for
repair shop that offers both in-house and mobile service.
“This partnership has worked extremely well for us. Most
that customer, because indeed we do.”
plug-in equipment can be turned around in two to three days,
— Jose Flores
while propane- and battery-based equipment can be fixed onsite, depending on the availability of the necessary parts,” Flores said.
products to a customer in need.
“On one occasion, Jose was home when he received a phone call from a customer who
needed something,” Flores said. “He went to the warehouse, picked up the order and took
it to Santa Ana, which is about a 50-minute drive.
Sales ‘Teams’ Key To Growth
o longer a fad, the “green” movement, which encompasses sustainability and cleaning for health and
safety, is here to stay. It is unusual to find a modern
distributor of any size that doesn’t offer a green program of
some kind.
“Rancho Janitorial is 100 percent committed to our customers in educating them about green products and systems,”
Flores said. “We offer new chemical management units to
green paper products to microfiber products and everything
in-between.
“It can be a tougher sale to advocate and place green products. However, in the long run, our experience has been that
our relationships strengthen when we provide better solutions
with green systems, that not only perform well, but also provide environmental sustainability.”
Rancho Janitorial employees also participate in environmenRancho Janitorial sales team members include, left to right, Machine/Chemical Specialist Brian Barnes Jr.,
tally friendly practices, such as recycling.
Senior Account Manager Burt Flores, Account Manager Michael Flores, Account Manager Connie Perlick,
“We like to be as green as possible here. One of Jose’s pet
Account Manager Andrew Flores, President/CEO Jose Flores and Account Manager Jesse Rodriguez.
peeves is wasting paper by printing emails. When we moved into
this facility, we thought it was important to work with Edison to make sure
we had energy efficient light bulbs. We do our part as much as we can,
which includes using green cleaners and paper products in-house.”
When it comes to selling green and other products and systems, Rancho
Janitorial uses a unique team concept that involves various segments of
the company’s operation.
The way it works, Flores explained, is each of the company’s seven
sales reps has a four-member team for support. A sales person will have
a contact on the customer service side of the house, as well as two people
in the warehouse pulling products, and a driver.
“I won’t say no one else has this system, but the fact that each sales rep
has four people supporting him or her is very unique in our industry,” Flores said. “With this concept, the customer service person will have an intimate knowledge of the accounts the sales person represents.
“Sometimes a customer will call a customer service person directly with
a question. The customer service representative can answer the question
and later get back with the account manager to discuss the call.”
Likewise, drivers and warehouse team members also develop close relationships with their respective sales reps, Flores said. Drivers deliver to
the same customers over and over and develop relationships with those
Rancho Janitorial customer service/support team members include Administrative Assistant Gaby Ilabaca,
clients. As a result, drivers are often privy to information about customers
Administrative Assistant Cynthia Torres, Customer Service Representative Tanner Jackson,
that might be valuable to the sales rep.
Customer Service Lead Anna Hernandez and Inventory Manager Heriberto Prieto.
In Rancho Janitorial’s area, finding good, qualified sales reps can be
challenging, Flores said. However, the company has had good success finding account
managers within the organization.
“Five out of our seven reps originally worked in the warehouse or in customer service,” Flores said. “They had gained product knowledge here ‘on the ground’ before
they went out as account managers.”
With the general aging of the population, some companies in various industries are finding if difficult to attract younger workers. This is true in the cleaning industry, as well.
However, Rancho Janitorial has been able to build and maintain a diverse workforce
of younger and veteran employees.
“We all work great together and help each other,” Flores said. “Some account managers are in their 30s and others are more experienced. What happens is the younger account managers help the veterans with the technology side of things. On the other hand,
the legacy account managers train the younger ones on the personal side of the business,
such as how to communicate and how to manage relationships with customers.”
Indeed, when asked about what has made the company successful over the years,
Flores quoted his father, who said, “Our people and our flexibility to go about business,
as well as our commitment to our customers’ success.”
Rancho Janitorial’s fleet of vehicles includes small trucks, a large delivery van and larger trucks.
N
18 — Maintenance Sales News — March/April 2015
Precision is a thing of beauty.
3UHFLVLRQLVDQREYLRXVSUHUHTXLVLWHIRUDOOEXVLQHVVHVFRVWVVDIHW\DQGTXDOLW\DOOGHSHQGRQLW$V
YLWDODVLWLVSUHFLVLRQUHDOO\EHFRPHVDQDVVHWZKHQFRXSOHGZLWKLQWXLWLYLW\(&20,;IURP%ULJKWZHOO
GRHV MXVW WKDW LW SURYLGHV \RX ZLWK UHOLDEOH GLOXWLQJ HTXLSPHQW WKDW DGDSWV LWVHOI WR \RXU DQG \RXU
FXVWRPHUV¶QHHGV,WVFRUHOLHVLQLWVFRQFHSWWKHGLOXWLRQULQJHQDEOHVHDVLO\LQWHUFKDQJHDEOHGLOXWLRQ
UDWLRVWRPDWFK\RXUFKHPLFDOVDQGWKHHTXLSPHQWLVIXOO\FXVWRPLVDEOHWRPDWFK\RXUFXVWRPHUV¶
DSSOLFDWLRQV)RUHQYLURQPHQWVZKHUHPDQXDOGRVLQJLVDPXVW(&26+27IURPWKHVDPHUDQJHZLOO
SURYLGHWKHVDPHLQWXLWLYHSUHFLVLRQ:LWKWKH(&2UDQJH\RX¶YHJRWDOOWKHWRROVWRKDQG
7R¿QGRXWPRUHFDOOXVQRZRQ
1 913 9564909
or visit
ZZZEULJKWZHOOLQFFRP
Flores also referenced his father’s thoughts
on what are some of the priorities for the
company to grow and sustain its success.
“Jose thinks our No. 1 priority is educating
our sales staff,” Flores said. “The second
thing is to recruit qualified sales reps and,
thirdly, to educate our entire staff. It is important that every member of our company
knows what we do, what we carry and what
services we provide.
“From a personal standpoint, Jose wanted
me to relay the following: ‘My advice to all
our team members is that they have to treat
every customer like we work for that customer, because indeed we do. We are a part
of those customers and our main objective is
to keep our customers growing by giving
them our input and expert advice in the areas
that we service. We feel it is our job to keep
them safe and their facilities clean, all within
their budgets without cutting any corners or
diminishing any service.’
“My father feels like we have a niche. We
are not trying to rule the world and to dominate everything. There is an old saying, ‘A
jack of all trades, but a master of none.’ We
really don’t want to go down that route. We
would like to be really good at what we do,
and to be able to provide our customers with
the best service available within our sphere
of expertise. In the areas that we don’t know
much about, we can point customers in the
direction of someone who does, rather than
give bad advice or offer a solution or a system that doesn’t work out for them.”
In Rancho Janitorial’s warehouse, cycle counts by section are conducted daily.
20 — Maintenance Sales News — March/April 2015
Contact:
Rancho Janitorial Supplies,
10840 Mulberry Ave., Fontana, CA 92337.
Phone 909-822-5449.
Email: rflores@ranchojanitorial.com.
Website: www.centralsanitary.com.
Kutol Healthcare
Window Cards Help
Avoid 2015 ACA Penalties
“As new 2015 Affordable Care Act
penalties take effect, Kutol Products
Company reminds hospitals that practicing good hand hygiene lowers Hospital
Acquired Infections (HAIs). Starting this
year, if a hospital falls into the bottom 25
percent of HAIs on a national basis, it
will lose 1 percent of its Medicare revenue. Additionally, HAI rates are posted
publicly online for consumers to view,”
said Kutol representatives.
“There are a number of factors that
contribute to HAIs, however the easiest
to address is proper hand hygiene. In a
study conducted by the Joint Commission Center for Transforming Healthcare,
hand hygiene compliance averaged just
47.5 percent across participating hospitals. It was shown that improving hand
hygiene compliance from 40 to 65 percent reduced HAIs by 37 percent.”
The World Health Organization
(WHO) has said that “hand hygiene contributes significantly to keeping patients
safe.” Some of the procedures that enable
the transfer of microbes include:
• Taking a pulse;• Taking blood pressure readings;• Taking temperatures;
and,• Touching a patient’s hand, shoulder
or groin.
“One of the best reminders to healthcare workers to keep hands clean is to
have plenty of hand hygiene stations in
logical areas of the facility,” said Dan
Renner, marketing director at Kutol.
“Since studies tell us that posting signage is also effective in increasing hand
hygiene compliance, it makes sense for
hospitals and healthcare facilities to place
hand hygiene signs near dispensers,” Renner said. “We created free dispenser window cards that can be easily placed in our
new Designer Series hand soap and hand
sanitizer dispensers. The message is simple, reminding healthcare workers that
‘Better Health Starts Here.’”
The free window card can be downloaded from www.Kutol.com. Look for
Window Cards under the Tools & Resources tab.
Kutol manufactures hand hygiene
products from moisturizing liquid soap to
hard-working pumice-based options.
There is a full range of antibacterial soaps
and sanitizing foams and gels, as well as
environmentally certified, Green Seal,
USDA BioPreferred and EcoLogo approved products.
An ISSA Session Presented By Robert Wendover
Millennials — generally considered those
people born from the early 1980s to the early 2000s
— are entering the workforce in greater numbers.
They represent large groups of new consumers and
buyers. How to reach this tech-savvy generation,
known for having 24/7 expectations, was the
subject of an educational session during the
recent ISSA/INTERCLEAN® North America 2014
trade show in Orlando, FL.
The session, titled “Selling Emerging Generations,” was presented by Robert Wendover,
director of The Center for Generational Studies, who discussed what he said are proven
strategies for connecting with this new generation of professionals and understanding the
way they conduct business.
Wendover presented a metaphor to help convey the challenges many older jan/san professionals face as they work with members of a younger generation.
“Let’s say ‘Jack’ has been selling sanitary supplies for 35 years and has 150 customers.
About two weeks ago, one of his best customers over the past 20 years retires. So Jack approaches the person replacing the retired customer. Let’s call the new person ‘Justin,’ who
happens to be 25. After numerous attempts, Jack finally gets this young individual on the
phone. Justin listens patiently to Jack for about 25 seconds, and then breaks in the middle
of Jack’s presentation and says, ‘I don’t want to be rude, but I don’t really need to hear from
you the same way my predecessor needed to hear from you. I don’t really need a relationship
from you or a sales call, and you don’t need to drop by my office. When I need you, I will
let you know.’
“Jack hangs up the phone and says to himself, ‘Justin represents 5 percent of my business.
And he essentially just forbidden me from contacting him.’”
Wendover said that, being human, Jack takes this situation to the next level and sees a
catastrophe ahead.
“Have you ever noticed how people are good at turning one challenge into a ‘catastrophe?’” Wendover added. “Jack says to himself, ‘Look at the other people in my sales book.
Over the next year, if they all retire, I will not have anybody to call on.’
“Jack soon recognizes, however, that a younger generation of buyers and consumers is
coming into the marketplace and they communicate and relate differently — if they relate
at all. They have a different set of priorities in place regarding business-to-business relationships.”
22 — Maintenance Sales News — March/April 2015
By Harrell Kerkhoff
Maintenance Sales News Editor
Understanding The Millennial Mindset
endover stated that he never receives standing ovations from attendees of educational sessions when discussing future trends in business. This is because these
trends often involve change, which is troubling to many people who have found
success with the “old way” of conducting business. However, with change comes significant
solutions.
In order to reach the younger generation of buyers and consumers, it’s important
to understand that Millennials grew up with a larger set of “influences” that shaped
their values, how they problem solve and how they relate to other people.
For example, those who are in their 60s were most likely influenced by family stories, school,
places of worship, radio, billboards, newspapers, magazines, movies and their neighbors.
For members of the Millennial generation, however, the above set of “influences” from
the Baby Boomer generation was joined by television, calculators, portable radios, portable
tape recorders, cordless phones, personal computers, pagers, cell phones, global positioning
technology, text messaging, the World Wide Web, video phones, swipe technology, downloadable entertainment, smartphones, mobile wallets ... the list goes on and on.
“All of this ‘stuff’ has proliferated over the past dozen years, leading the Millennial generation
to think differently,” Wendover said. “They have a different picture in their heads of how best
to search for information and develop relationships. A lot of it is filtered through technology.
“They are thinking: ‘How do I relate to you via my cell phone? How do I find information
via my iPad? How do I solve a problem via my lap top?’ They do this because this is where
they are most comfortable.”
Therefore, Wendover added, it’s important for members of older generations to take all
of this into consideration when working with a Millennial who is suddenly representing
$100,000 worth of business.
W
There’s a New Direction in AGM
Introducing Trojan’s Reliant™ AGM with C-Max Technology™, an all-encompassing portfolio
of U.S. made, true deep-cycle, non-spillable batteries for a wide range of applications.
Take a step in a new direction — Reliant AGM
C-MAX
800.423.6569 / +1 562-236-3000 / trojanbattery.com
TECHNOLOGY
He noted that it’s often difficult to get the full attention of a Millennial. In fact, “Even most
Millennials don’t get the full attention of other Millennials,” Wendover said. “Have you ever
tried to talk to somebody who is texting at the same time? Every once in a while he/she will
look up at you and ask, ‘Excuse me, what did you say?’”
Millennials work through a process where they feel they can find information faster
than anybody else.
“The downside is they don’t always understand that most of that information is being manipulated. This means that when friends send them information about something, they forget
that these friends may be just as ignorant as they are about a particular subject,” Wendover
said. “There are times when somebody will bring you a calculation or proposal and you
may think, ‘There is something wrong here. This doesn’t add up.’ Younger people, however, don’t always question what they see or hear.”
Wendover also discussed what he called a “deficit of business comprehension” that is
found within a lot of companies. Helping customers, including members of the Millennial
generation, better understand how profit is made can lead to greater loyalty.
“What if I were to walk into your office and ask one of your employees, ‘How does this
place make money?’ Would he/she be able to give me a clear picture of your business model?
Would he/she be able to tell me the basic economics of a particular sale?” Wendover asked.
He added that many jan/san customers have the same trouble when it comes to explaining
their own business model.
“You would think it would be a fairly simple process, and yet a lot of people can’t perform
this task. It’s important, however, for people to truly understand why they are doing
something in order to become successful,” Wendover said.
It’s A Different World
hanges in the way business is often conducted today can also influence how members
of the Millennial generation think and react, compared to older generations. For example, Wendover discussed what he referred to as, “The Amazon.com Effect.”
“A number of years ago, Amazon came up with its ‘1-Click’ process. Users can find something they want on the Internet, and with one click, purchase it and have it delivered to their
address (with payment information having been entered previously by the user),” Wendover
said. “The first to embrace this technology was the younger generation.”
He added that most companies don’t have the resources and capacity to compete with such
technology, leaving them looking for a happy medium.
“We have to try to meet the expectations (of young consumers) and yet, at the same
C
Use with CUTNDRY® One Pull Dispensers
‡
‡
‡
‡
‡
ONE PULL
NO TOUCH SANITARY DISPENSING
STRONG AND ABSORBENT
USES LESS TOWELS THAN THE COMPETITION
ELIMINATES COST AND TIME OF CHANGING BATTERIES
͕͔dz‡—ŽŽ
Dispenser
ITEM
SIZE
hdEZzϭϬ͟
10͟ x 8͟ Diameter
͜dz‡—ŽŽ
Dispenser
QTY
DISPENSER
6 Rolls
ϭϬ͟One Pull
hdEZzϭϬ͟^sZ 10͟ x 550͛
6 Rolls
ϭϬ͟One Pull
hdEZzϴ͟
8͟ x 8͟ Diameter
6 Rolls
ϴ͟One Pull
hdEZzϴ͟^sZ
8͟ x 550͛
6 Rolls
ϴ͟One Pull
CUTNDRY-275-CP
8͟ x 275͛
8 Rolls
Center Pull
CUTNDRY-400-CP
8͟ x 400͛
6 Rolls
Center Pull
CUTNDRY-600-CP
8͟ x 600͛
6 Rolls
Center Pull
CUTNDRY-700-CP
8͟ x 700͛
6 Rolls
Center Pull
CUTNDRY-KRT
11͟ x 9͟ x 250 Sheets
10 Rolls
DISP-KRT
CUTNDRY1000P
8.5͟ x 10.5͟ x 2,250 pcs
Pop Up
18 Box/125
N/A
For more information,
call 866.222.BERK (2375) or 610.369.0600
Visit us at www.BerkWiper.com to view our
complete line of wiping products
24 — Maintenance Sales News — March/April 2015
time, help them understand that sometimes their expectations are unrealistic. We end
up looking for a balance between the two,” Wendover said.
Another difference between members of the Millennial generation and older people is
how each views money.
“The reality is, cash and checks are going away. More and more transactions are being conducted by cards or electronically in a variety of ways,” he said. “Young people look at money
in an abstract way. To some degree, they view debt the same way. They are growing up in debt.
“For instance, it’s not uncommon for a 15 year old to have a cell phone contract. Most members
of older generations didn’t have to deal with this (type of commitment) at such a young age.”
Wendover presented two “Take-Away Questions” for the first section of his presentation.
They were:
n How can your firm best develop a clear understanding of the typical emerging customer?
“This can be done by creating a survey,” Wendover said. “Ask such questions as: ‘How
do you prefer to be contacted?’ ‘What is the first thing you looked at on our website?’ ‘What
really bugs you about people in our industry?’”
Wendover said there are free, customizable surveys that can be accessed online. He recommended that the company conducting the survey provide a small electronic gift card as a
reward for those people who participate; and,
n What steps can each part of your firm take to respond to new expectations and behaviors?
Wendover said members of a company’s sales staff, as well as other people who work with
customers in any way, must be able to properly respond to changing customer demographics
and behaviors.
“It’s important to stay ahead of the curve. Somebody else is going to beat you to the business if you do not,” Wendover said.
Conducting Business With Technology
nteracting with customers via modern technology has never been more important than
today. Millennials expect quick and easy ways to find information and connect with
companies during their search for products and services. An outdated website simply
won’t do in 2015 and beyond, according to Wendover.
He stressed the importance of today’s websites being “mobile enabled.” This means people with mobile devices, such as a smartphone, can easily access a website without having
such problems as scrolling issues.
I
“Over time it will become mandatory that all websites are mobile enabled,” Wen- recommends that companies list universal terms, acronyms and standards on their websites
that people should know when it comes to a particular industry. Providing this information
dover said. “This is important and it’s the expectation of Millennials.”
He noted that it’s common for young people to compare one company’s products and helps young people better understand the culture of that industry. Again, it’s all about beprices with another company via a smartphone. If that person can’t easily find such infor- coming a depository of information for a customer base through a website.
“There might be people with a website who say that 99 percent of their customers already
mation on a website while using a smartphone, then the company with the outdated online
know these terms and standards. They don’t care if this information is on the website,” Wentechnology often is eliminated from consideration.
Another beneficial website attraction for today’s Millennial audience is the use of video. dover said. “That’s not the point. ‘Justin’ cares, and he might download this information you
This technology can not only provide website visitors with more information about a par- provided and keep it on his desktop for when he needs to know something about the industry.
“You provided that information to him. You helped him. He’s your new customer. This is
ticular company, but offer instructional guidance as well.
Wendover spoke of working with a company that put together a website video showing technology in action.”
Wendover added it’s not necessarily a bad thing to put a company’s pricing inforhow to change a filter on a particular gas generator.
“Traditionally, this company would send a 14-page .pdf document to customers on how mation on its website. This information is likely already available to competitors
to change that filter. Then, of
course, not many people would
read the document and would
rather call the company directly
and ask, ‘Would you walk me
through the process over the
phone on how to change this filter?’ This is both expensive and
time consuming for the company,” Wendover said. “The
video, however, saves both the
company and consumer valuable
time and resources. And, by the
way, the consumer can watch the
video on how to change that filter
as many times as he/she wants.
“This is important because it’s
hard for the average person to
learn something the first time. If
you can watch a video four or
five times, after a while the
‘bulb’ goes off and you say to
yourself, ‘Ah ha, that is the reason why the filter isn’t fitting
right.’”
He added that a company can
put together an online video for
every type of product it sells.
This process is limitless.
“If you take the time to put
such information on your website, two things will happen.
No. 1, you save time for both
your company and the consumer. And, No. 2, you can
better relate to young customers who are used to using
this type of technology,” Wendover said. “These consumers
then may go back to you for
Like it or not, your restroom is a bio-hazardous waste transfer
additional product informastation. It’s the place where biological waste is transferred from
tion. They will come to you
the human digestive system to the sewage system. It’s also
before they go to a competitor
where students, faculty, and staff are continually exposed to
because you provided that inhazardous toxins, infectious microorganisms and
formation. You become the
disease-causing bacteria. In fact, urine itself is a primary food
Wikipedia of the sanitary prodsource for E. coli. Fortunately, there is a solution - Kaivac
ucts world for them.
No-Touch CleaningTM systems. Kaivac systems are specifically
“Becoming a depository of
designed to thoroughly capture and remove harmful indoor
information is a really cool way
pollutants. It’s proven to clean 35 times better than your
to getting young people intraditional mop; which is more likely to spread contaminants
volved with your business. Let’s
than remove them. Call us today for a free on-site demonstration
be honest, it’s very likely the
and we’ll prove why we’re the #1 cleaning solution to the #1
young person who replaces the
maintenance problem.
65-year-old retiree probably
doesn’t know a whole lot about
sanitary supplies. Who does that
young person turn to? By providing key information through
technology, your company can
help that young person — who is
also your customer — become an
www.kaivac.com 1-800-287-1136
expert in the industry.”
In this same light, Wendover
BIO-WASTE TRANSFER
IN PROGRESS.
March/April 2015 — Maintenance Sales News — 25
through other means. What is important is helping new people in the industry understand that a low price doesn’t always equal the best value.
“Now, everybody in this room (at the ISSA educational session) is thinking, ‘That is common sense.’ But it’s not necessarily common sense to Justin. Especially if he is saying to
himself, ‘How do I make my budget last?’” Wendover said. “You can contact Justin and
say, ‘I recognize that you are trying to buy something cheaper. I would try to do the same
as well. But if you can go to your boss with the best value item, then you look like a hero.’”
Providing this type of information can also make a hero out of the jan/san distributor to
new people in the industry, such as Justin, he added.
Wendover presented two further “Take-Away Questions” from the second section of his
presentation. They were:
n Where does your firm’s sales and service fall along the analog/digital continuum?
“Can your customers interact with you on a regular basis electronically? How many of you
have ‘live chat’ on your website? How many don’t know what ‘live chat’ is?” Wendover asked.
He explained that an online chat program provides a person the opportunity to connect
with a company almost instantaneously in an electronic process, such as through a website.
“(An online chat) is a lot easier than knowing who to text or send an email to, where you
might not get a response right away,” Wendover said. “(Online chat) allows a company to
set an expectation that a representative is just a click away and can provide a quick response
to a question or inquiry.”; and,
n What steps does your firm still need to take to respond to the digital expectations
of today’s customers?
Technology used by Millennials now comes in many forms. This can include QR codes
that can be placed on packaging and used for marketing and promotional purposes; the use
of teleseminars over the Internet that can provide information, training and/or help sell products to a group of people; and the placement of an online video library showcasing a large
selection of company products and/or services.
“I would suggest a company representative make a list, and then address each possibility,”
Wendover said.
It also increases the possibility that Justin will remain a loyal follower;
n Connecting with like-minded customers — The value of today’s technology is it allows companies to better connect with a group of customers wanting to discuss particular
issues and/or looking for the same type of products and services. Wendover said this can be
done electronically through websites, online chats, blogs, etc.
“There are opportunities to get a whole lot of people together for the benefit of Justin,
and others like him,” he said.
Wendover added that it’s good to limit blogs to 300 or so words per topic;
n Access To industry insiders — Most jan/san distributors have access to a treasure
trove of industry-related information, vendors and specific experts. Providing such access
to current and potential customers can be invaluable, according to Wendover.
“See if your vendors are willing to participate in this process. After all, they are the very
people vested in your success as a distributorship,” Wendover said. “Have a forum in place
where people can ask questions about environmentally friendly products, industry regulations, etc. There is nothing better then having access to industry experts.”; and,
n Trust & Reliance — In the end, being able to provide trust and reliance as a jan/san
supplier will likely keep Justin, and other members of the Millennial generation, in the fold
for long periods of time.
“The more they are used to working with you, the less of a chance they will go someplace
else unless you push them away for some reason or if some other company becomes more
competitive,” Wendover said. “If somebody does come in and undercuts your pricing, or
supposedly offers better service, you still have a fighting chance as long as you continue to
provide the type of information and service important to people like Justin.”
The bottom line, according to Wendover, is that Millennials are the first worldwide generation. Digital technology allows them unprecedented power to influence societal norms,
politics and commerce — all without conscious effort.
“The firms that will thrive will learn to meet these consumers where they are, destroying
many of the traditional sales and service practices of today and times past,” he said. “The
reward will be exceptional sales and on-going relationships.”
Reaching Out To ‘Don’t Call Me, I’ll Text You’ Customers
Visit www.bobwendover.com or call 1-800-227-5510
for more information.
onnecting with the “Justins” of the world doesn’t have to be intimidating for members of an older generation. Wendover highlighted several ways to better reach out
to emerging business customers. They include:
n Provide industry insights — As Wendover discussed earlier, many Millennials are
far from experts in their specific field of work. Many are just starting out and need
help, whether they recognize it or not.
Therefore, a good jan/san professional should be more than willing to provide important information about the industry to younger people.
“Justin needs to know what he is talking about because his boss has entrusted him with a
whole bunch of money and responsibility,” Wendover said. “If you can provide him with
industry insights, it helps Justin feel more like an expert.”
C
New Charlotte Products Ltd.™ Program
Custom Solutions™
Full Line of traditional cleaning products.
Custom™
Solutions
CHARLOTTE PRODUCTS
26 — Maintenance Sales News — March/April 2015
NPS: The Right Tools For The Job
ADVERTORIAL
Whatever the task demands, Spilfyter® has “the right tool for the job.” Spilfyter®
disposable wipes are designed for a wide variety of work environments, from industrial
to automotive to foodservice to healthcare.
Spilfyter® disposable wipes are made in the U.S.A. from a selection of versatile materials, in an array of sizes, and packaging options to help you keep your work space
clean and safe. Whether your job requires a light, medium, heavy-duty, foodservice or
pre-moistened wipe, NPS has the wipe for your application.
Light to medium-duty, low-lint Spilfyter® wipes are perfect for streak free glass and
surface cleaning to detail and final
assembly wiping. They are made
from 100 percent recycled paper
and 40 percent post-consumer materials that meet or exceed E.P.A.
guidelines.
Medium-duty, multipurpose
Spilfyter® wipes are ideal for routine maintenance, general cleaning, and removal of oil, grease,
solvents or ink. They are available in Airlaid and DRC (Double Re-Creped) fabrics
where softness, absorbency and durability are essential.
Heavy-duty, extra-tough DRC and Spunlace Spilfyter® wipes are just the tool when
you need a long-lasting towel with superior absorption that can withstand great scrubbing action. This reusable wipe is excellent for serious vehicle and industrial equipment
cleaning to garage and plant cleanups.
Spilfyter® Foodservice Towels are available in spunlace and rayon and are ideal for
food preparation, healthcare facilities and restaurants. They hold up to grease and grime;
plus they rinse clean and stay fresh.
Nothing cleans or sanitizes dirty fingers or filthy surfaces quite like a Merfin-Mate®
pre-moistened towelette. Merfin-Mates® are available in an assortment of styles and
uses for personal care to hand sanitizing to surface and industrial cleaning. They are
great for day cares, schools, fitness clubs or wherever soap and water are not available.
Spilfyter® has an assortment of packaging options that are as diverse as the wipes
themselves. A few dispensing methods include convenient canisters, pop-out or Grab
& Go® boxes for a controlled one-at-a-time system and easy portability; the popular
perforated case design for quick and easy access of one or more towels; and small quarter-fold poly packs, to keep wipes dirt free.
Spilfyter® undoubtedly has “the right tools for the job, no matter what type of cleanup
or spill size, NPS has you covered.” Visit www.npscorp.com or call 800-558-5066.
By Harrell Kerkhoff, Maintenance Sales News Editor
Satisfying ever-changing customer demands is among the many challenges and opportunities that face the commercial/away-from-home
(AfH) paper/tissue and dispenser marketplace for the remainder of 2015 and beyond.
Paper company executives interviewed in March by Maintenance Sales News Magazine discussed what is new within their organizations. They
also talked about possible trends that people involved in the janitorial/sanitary (jan/san) paper segment should look for in the near future.
SCA AfH Professional Hygiene
orking closely with jan/san distributor partners to drive sales remains an important objective at SCA. This includes helping customers find the right Tork®
products for their businesses.
“Since every business we serve has its own unique professional hygiene needs, we’ve found success in offering
personalized consultations with Tork Solutions Experts,”
Joseph Russo, SCA vice president, sales and marketing,
AfH Professional Hygiene - North America, said. “These
experts are just one piece of our Tork CARE program,
which focuses on providing value-added services to our
customers.
“Not only do our experts understand the hygiene industry inside and out, they are able to provide assessments of
each business need based on task, frequency and cost-peruse — all in an effort to find the best solutions.”
Once recommendations are made, Russo added, SCA
offers customers the opportunity to trial Tork products at
no charge to make sure the right fit is made. By trialing
Tork dispensers and products before making a purchase
Joseph Russo
decision, customers get to experience the look, feel and
performance first-hand.
“We’ve found that once customers try Tork, they know they’ve made the right choice. In
fact, on average more than two-thirds of people who trial Tork products commit to purchasing them for their space,” Russo said. “We know the industry is changing, so we strive to
provide innovative product solutions that proactively address the changing needs of those
customers of our distributors.
“Innovation falls into three areas: product, service and people. By leveraging all three,
we help prepare our customers for the next generation of end-user needs. Our innovative
solutions allow customers to focus on serving their guests today, confident that Tork is helping them get ready for business tomorrow and in the future.”
SCA is a global hygiene company that develops and produces personal care, tissue and
forest products. This includes internationally-recognized brands such as Tork, a line of AfH
products created for customers in foodservice, office buildings, healthcare, educational and
industrial facilities.
The Tork product line features dispensers, napkins, paper towels, toilet tissue, soaps, sanitizers and wipers. SCA also produces TENA, a global line of incontinence products.
“SCA products span multiple segments, including jan/san. However, restrooms have always been a key focus area for Tork. This year, we continue to innovate with a wide variety
of Tork product launches such as the Tork EasyCube™ Intelligent System,” Russo said.
W
“Tork EasyCube™ is a unique system of sensor-equipped restroom dispensers that provide
maintenance staffs with real-time information through a user-friendly web app.”
In addition to launching new products that meet customer needs, he added that SCA Tork
Premium Soft Hand Towels continue to excel.
“To show how confident we are in the high quality and superior performance of these
premium towels, Tork recently introduced a 10 percent product usage reduction guarantee,
when switching from specific competitive folded towels to one of these Tork Premium Soft
Hand Towels,” Russo said.
SCA is also constantly striving to deliver customer service solutions that are sustainable,
safe, resource-efficient and environmentally-sound. Russo said the company’s dispensing
“Since every business we serve has its own unique
professional hygiene needs, we’ve found success
in offering personalized consultations with
Tork Solutions Experts.” — Joseph Russo
solutions control usage and waste, reducing cost and landfill burden.
“As a cornerstone of our business, we’re dedicated to helping customers reach their sustainability goals by helping them find the right products to fit their needs,” he said. “Whether
it’s service, source reduction or dispenser materials, sustainability is a point of pride for SCA. Our commitment has been
recognized by a number of reputable third-party organizations, commending our efforts in this arena.”
For example, SCA globally earned inclusion in the Dow
Jones Sustainability Index of 2013, and has been recognized
as one of the world’s most ethical companies by Ethisphere
for eight years. SCA has also been recognized for leadership
in transparency for disclosing its ecological footprint in the
WWF Environmental Paper Company Index of 2015.
Focusing on other areas of customer service also remains
essential. For example, Russo spoke about the Tork CARE
program, which extends customer service beyond traditional product and logistics support
by delivering a variety of tools and services to further help SCA’s business partners.
Ranging from sustainability consultation to product customization, Tork CARE focuses
its initiative on four key elements: consult, analyze, reassure and educate. The Tork CARE
program ensures customers are getting the right products for the right situation at the right
time, so they can focus on managing their specific businesses.
Russo explained that the jan/san industry is constantly evolving. Customers are looking
for bigger and better solutions for the challenges they face, while still controlling their operating costs.
March/April 2015 — Maintenance Sales News — 27
bers who understand distribution, adopting flexible practices and processes, and honoring
commitments,” Gscheidmeier said. “We differentiate ourselves through trust, flexibility and
responsibility.”
In addition to being a full-line high quality towel and tissue provider, von Drehle offers
proprietary, universal, space saving and high-capacity dispensing systems.
The company remains a national manufacturer with facilities in North Carolina, Tennessee, Mississippi and Nevada. Each of these facilities manufactures von Drehle’s full line
of products. The company has purchased a state-of-the-art NTT paper machine that will
begin production in 2016. Presently, its Natchez, MS, location is being prepared for this
machine’s installation.
“This NTT technology will be more environmentally conscious, offer world class efficiency and deliver an improved paper performance over conventional towel and tissue products,” Gscheidmeier said.
von Drehle has also started the first of its distributor support programs. Its DSR Training
Program is a two-day session where von Drehle officials help build product knowledge and
overall selling skills.
“This investment is one of several ways we hope to deliver strong value to our customers,”
Gscheidmeier said. “Our company’s goals for 2015 include the continuation of von Drehle’s
sales growth, expansion of our mill and converting operations, and expansion of our sales
and customer support team.
“We expect our growth in 2015 to be greater than the overall towel and tissue market,
which is expected to grow at 2 percent.”
Remaining a leader in environmental stewardship is also important for representatives of
the von Drehle Corporation, according to Gscheidmeier. He explained that this stewardship
is present in the company’s operations, products and with corporate resources.
“Today, our Cordova, NC, mill operations utilize 100 percent recycled fiber, and require
no trees to be harvested. Additionally, fiber clay from our paper mill is used at local farms
to improve crop yields,” Gscheidmeier said. “von Drehle’s future paper machine in Natchez
will also manufacture 100 percent recycled materials; however, this new machine will use
von Drehle Corporation
significantly less water and energy than standard conventional paper machines. This facility
is also being built with many recovered/recycled materials.”
Gscheidmeier added that von Drehle Corporation is a proud supporter of Green Seal and
ptimism remains high in 2015 for representatives of the von Drehle Corporation.
This is due to the company’s current position in the AfH marketplace as well as its certifications. The company currently manufactures close to 70 Green Seal products and
welcomes 15 additional items that are expected to be introduced in 2015.
projections for future growth.
When it comes to customer service, Gscheidmeier said that most companies have cultural
“We are small enough and structured properly to remain nimble and adaptive, yet von
Drehle provides the supply and cost benefits of a vertically integrated manufacturer,” von or intrinsic motivations that are either operationally, market, product or customer driven.
Drehle Corporation Vice President of Sales & Marketing Jason Gscheidmeier said. He explained the von Drehle Corporation is a customer-driven company, with a culture de“This means we have the cost structure and consistency of supply as any of our largest com- veloped when it was founded as a manufacturers’ representative organization by Frank and
petitors, yet we can still act and behave as the family-owned business we are today. We believe Pat von Drehle.
“When we were a manufacturer’s representative company, customers were everything to
that as long as we continue to operate this way, von Drehle will grow faster than the market.”
For von Drehle’s distribution customers, Gscheidmeier said their future success may de- us because they were all we had. That customer-centric focus has remained at von Drehle,
and can be seen in most of what the company does every day,” Gscheidmeier said.
pend on how they have positioned themselves in their local or regional marketplace.
As a customer-driven organization, markets are digested by von Drehle representatives
“The outlook is brighter for distributors who define themselves and their value proposition
as advisors and consultants to facility management professionals first, and product suppliers to better understand how the company’s operations can support its customers, and how prodsecond,” he added. “Large national and international com- ucts can fulfill customer needs.
“The company has decided to emphasize its collective attention to customers, and all
panies can move boxes more efficiently, but well-run independent jan/san distributors can thrive if they have the other aspects of the business point to this practice. We believe this is the primary reason our
company has grown so quickly,” Gscheidmeier said. “To maintain this customer-driven culright value story.”
ture, we must continue to remain humble. Our organization
is constantly listening to customers, and trying to understand
“
how we can change or advance to help these customers sucwho define themselves and their value proposition
ceed.”
According to Gscheidmeier, the best way to understand
as advisors and consultants to facility management
how important customers are to von Drehle is to learn how
professionals first, and product suppliers second.”
quickly the company has grown. He said that in 1999, the von
Drehle Corporation was exclusively a sales and marketing
— Jason Gscheidmeier
business and did not manufacture any of its products. Today,
Gscheidmeier said it’s never too late to craft a strong it operates four converting facilities across the United States, has one paper mill in North
value story that emphasizes a distributorship’s brand. This Carolina and another under construction in Mississippi, and has a plastic injection facility
brand includes the services and consultative expertise of for dispensers in place in North Carolina.
Jason Gscheidmeier
“In summary, if it were not for our customers, we wouldn’t be where we are today. We
a well-educated and trained distributor sales staff, a responsive and technically strong equipment service team, and/or market experts who under- are very appreciative for their continued trust and support,” Gscheidmeier said.
When asked about overall availability of paper for today’s jan/san marketplace, Gscheistand exactly how to help organizations solve their largest challenges.
Addressing the current need among jan/san distributors to attract new and young sales dmeier discussed two recent developments with towel and tissue capacity.
“One is the significant increase in Through-Air-Dried catalent, Gscheidmeier believes that many members of the
pacity within the “At Home” market. Lower cost of capital,
next generation are not just interested in making money.
and the growth in private label products, have fueled this
They want to be involved in a profession that will challenge
shift. This overcapacity, we believe, will impact the AfH
them and help them grow.
“As people see how they fit into something bigger than themselves, they can experience market as companies search for short-term opportunities to fill unused time on expensive
first-hand the benefits of their work. Distributorships that can help younger generations be- assets,” Gscheidmeier said. “AfH towel and tissue capacity has also grown, but at a lesser
come strong professionals with personal growth opportunities will better attract and retain degree. Conventional towel and tissue parent roll supply has loosened some; however, the
market was fairly tight in late 2013 and 2014.
good employees,” Gscheidmeier said.
“I believe the industry is better prepared for market growth, and should allow for a more
Officials at von Drehle believe in employee ownership, community stewardship and putstable price position.”
ting customers first.
Gscheidmeier also addressed several trends in the jan/san industry, and what influence
“This means shipping customer orders quickly, providing excellent customer service,
manufacturing consistent quality products, employing tenured and talented sales staff mem- these trends have on distributors and end-users. He said one large trend is the increased at“Our goal is to be a trusted business partner to our jan/san distributors and end-users as
they meet these challenges. Many of the advancements in our pipeline are pointed toward
meeting the challenges of the jan/san industry,” Russo said.
The Tork EasyCube™ Intelligent System, for example, was developed to help customers
optimize their restroom cleaning routines. Russo said staff members traditionally clean restrooms on a predetermined schedule, regardless of foot traffic on any given day. EasyCube™
was developed to give managers the ability to analyze refill data and traffic trends right on
their smartphones.
“As building managers rely more heavily on online tools to retrieve information, this system offers a streamlined way to access data that helps them make informed decisions on
product purchasing and staffing needs — shifting from a schedule-based cleaning approach
to a more efficient usage-based approach,” Russo said.
In looking ahead for the remainder of 2015 and beyond, Russo said that the Tork value
proposition involving image, hygiene, value creation and sustainability will continue to help
the company put valuable solutions into the hands of consumers and industry professionals.
This focus will also lead Tork to deliver on its brand promise — to help customers become
ready for business.
Russo also noted that SCA is participating in the 2014-2015 Volvo Ocean Race with an
all-female team. He called the event the toughest offshore sailing race in the world.
“The 40,000-mile race around the world provides participants a unique global platform
to tell the story of their efforts, and Tork is on board. Team SCA’s participation in the global
race isn’t strictly intended to boost awareness of SCA and our brands,” he said. “We are
doing this to support, and empower, the hardworking women we encounter every day.”
Visit www.teamsca.com to follow Team SCA’s activities.
Contact: SCA AfH Professional Hygiene.
Email: joe.russo@sca.com.
Website: www.torkusa.com.
O
The outlook is brighter for distributors
28 — Maintenance Sales News — March/April 2015
Fox added that officials at Wausau Paper remain committed to develop new products for
their janitorial supply customers that help expand market access and reach. In 2014, for example, the company introduced its Artisan® line of premium Green Seal™-certified towels
for the buildings, healthcare and lodging markets.
“Artisan® toweling is made with ATMOS papermaking technology, and features the quality attributes of softness and strength that high-end markets desire. It is also green certified,”
Fox said. “Wausau Paper leverages its experience in green products with ATMOS papermaking technology to create unique product solutions for
the AfH industry. This flexible papermaking process utilizes carefully chosen structured fabrics to produce premium Green Seal™-certified products, designed for
enhanced performance and appearance. Wausau Paper’s
green towel and tissue items are designed to offer exceptional plushness, brightness, strength and absorbency.
“We also have introduced the Dubl-Serv® HC tissue
dispenser that utilizes Wausau Paper’s patented OptiCore® technology. It provides a higher-capacity option —
4,000 sheets in less than a 17-inch wide dispensing footprint.”
Lastly, officials at Wausau Paper have introduced the
Alliance® high-capacity electronic dispenser. This system
holds two full rolls of towels, and features automatic transfer from one roll to the next.
Jeffrey Fox
“The Alliance® is intelligent enough to prepare a
newly loaded roll while continuing to utilize the smaller roll for optimum efficiency. Both
the Dubl-Serv® HC and Alliance® dispensing systems are a great solution for high-traffic
areas,” Fox said.
Officials at Wausau Paper are also working on additional innovations within the company’s OptiCore® tissue line which are slated for introduction in 2015.
“Wausau Paper has a long history of outperforming the market, and we expect that trend
to continue through 2015 and beyond,” Fox said.
He added that traditionally, the AfH towel and tissue market grows between 1 and 2 percent a year. Fox expects this growth trend to continue in 2015.
Wausau Paper officials are also committed to having the company remain a good environmental steward. This involves not only offering green products, but also seeking to improve business processes by minimizing excess resource consumption and operating in a
lean and efficient manner.
“We feel Wausau Paper is a green leader in environmentally sensitive products. The company provides an extensive offering of Green Seal™-certified products for the industry.
Over 70 percent of our towel and tissue product sales is from Green Seal™-certified items,”
Fox said. “Wausau Paper offers three major brands of green paper products — our Artisan®,
DublNature® and EcoSoft® product lines.
“We also offer Green Seal™-certified lotion and foam lotion soaps within our hand care
program. To complement these products, Wausau Paper provides dispensing systems that
Wausau Paper
reduce waste and maintenance. Offering Green Seal™-certified products, along with controlled-use dispensers, allow our company to provide the best environmental solutions.”
He added that Wausau Paper has other company initiatives in place that support sustainelping jan/san distributors succeed in the wake of various changes and challenges
taking place in the AfH marketplace remains essential for officials at Wausau ability. This includes being a U.S. EPA SmartWay Transport Partner. This certification recPaper. Changes that continue to gain momentum in the industry include the influx ognizes the company’s efforts to reduce carbon dioxide and nitrogen oxide emissions by
of products being touted as environmentally friendly as well as the greater demand for touch- improving the environmental performance of freight operations.
“This involves ensuring that we configure and ship products effectively and efficiently.
free solutions.
Wausau Paper is also committed to other environmental stewardship initiatives. This includes recycling paper waste, such as office paper, and
“
in response
scrap found in our papermaking processes,” Fox said.
to marketplace changes. This includes procuring products that
Working to continually provide products and services that create value
for jan/san distributor customers and end-users is another important focus
promote greater environmental sensitivity and health/hygiene.”
at Wausau Paper.
— Jeffrey Fox
“We work to optimize our product portfolio by offering the right innovative solutions to satisfy market needs,” Fox said. “In addition,
According to Wausau Paper Director of Brands & Marketing Jeffrey Fox, greater in- Wausau Paper provides consultative and knowledgeable sales and service support tainovation continues to emerge in response to marketplace changes. This includes the procur- lored to meet the various needs of customers. Our ultimate goal is to foster a mutually
ing of products that promote greater environmental sensitivity and health/hygiene.
successful relationship with
Another area gaining momentum involves customizable dispensing options. This includes distributor partners.”
the placement of a custom imprint or logo on a dispenser’s surface.
Previously, Wausau Paper
“The ability to offer customization of restroom dispensers is appealing to distributors as conducted focus groups with
well as end-users,” Fox said. “Customization allows any facility to utilize its name or brand distribution for the developto create a unique appearance and promote its image.”
ment of its DublNature® and Artisan® lines. However, early in 2014 prior to the September
Wausau Paper manufactures and offers a complete line of towel, tissue and hand care launch of the company’s Alliance® high-capacity electronic roll towel dispensing system,
items as well as dispensers for the AfH market. The company’s product line features the Wausau Paper officials utilized distributor and end-user feedback for the system’s testing
following paper brands: Artisan®, DublSoft®, DublNature® and EcoSoft®.
and development phase. Fox said select distributors received an early preview of the dis“Each brand has unique attributes and benefits to offer customers high-quality products penser, while others helped to identify test sites and garner feedback.
with exceptional performance,” Fox said. “We provide premium, Green Seal™-certified
“This was all a valuable component to our product development process,” he added.
and 100 percent recycled products, coupled with controlled-use dispensing systems.
Contact: Wausau Paper, 1150 Industry Rd.,
“Our products service a variety of vertical markets, including: office buildings,
P.O. Box 189, Harrodsburg, KY 40330-0189. Phone: 800-723-0001.
schools/colleges, healthcare facilities, hotels, industrial facilities, airports, stadiums and
E-mail: contactbaywest@wausaupaper.com.
other high-traffic facilities.”
Web site: www.wausaupaper.com.
tention major international companies are placing on janitorial products.
“The breakroom and bathroom have become the target of so many. In times like these,
distributors who have the best understanding of how they bring value to their customers
will survive,” he said. “The janitorial market is labor intensive. A strong focus on labor, and
therefore, equipment/automation is necessary. Those who understand how to manage this
area best will be most valued.”
Overall, this is an interesting time for end-users, according to Gscheidmeier. Product information is at an all-time high; however, healthy staffing is not. Doing more with less may
become the norm in facility and janitorial operations and management. These trends may
mean opportunities are left open ended.
“I believe the end-user market is still trying to understand how to address this challenge.
Tradeoffs may exist between ‘unit costs’ and ‘total costs,’ and management may have to become more strategic in how, and who, they work with in the future,” Gscheidmeier said.
“It’s really amazing. All of us are faced with what seems like different challenges when, in
fact, they are tightly intertwined. When good information can be shared between well educated professionals, a great partnership can emerge.
“I hope that the marketplace can continue to advance the skills and knowledge of its staff,
and make the most of these opportunities.”
Gscheidmeier added that von Drehle officials have recently been looking at the company’s
business differently and being more purposeful in regards to company strategy and customer
relationships.
“We are starting to separate what qualifies us to supply towel and tissue, and what differentiates von Drehle from everyone else. What makes us different should be the core to our
strategy and our compelling value story,” Gscheidmeier said. “Trust, responsibility and flexibility are our differentiators. We have earned our customers trust by employing a highly
talented and experienced sales staff. These are people who understand distribution.
“von Drehle is also providing consistent quality products quickly and efficiently, staying
humble with our customers and treating them like we want to be treated, resolving any issues
and concerns quickly and fairly, and honoring our commitments. This includes declining
future sales when they may truly hurt existing loyal customers.”
He added that trust enables von Drehle representatives to communicate openly and freely
with customers.
“This is where our company takes responsibility by offering specific programs and services, such as our distributor sales representative training sessions. These sessions help build
better sales and product professionals for our distributors, providing a great need in the market,” Gscheidmeier said. “Creating innovative sales training, finding new ways to support
customers with marketing media and literature, and providing strong sales support and pricing programs are just some of the ways von Drehle remains a value to its customers.”
Contact: von Drehle Corporation - An ESOP Company,
612 Third Ave., NE, Hickory, NC 28601. Phone: 828-322-1805.
Email: jason.gscheidmeier@vondrehle.com.
Website: www.vondrehle.com.
H
Greater innovation continues to emerge
March/April 2015 — Maintenance Sales News — 29
of the modern facility and the public demand for sustainability,” she said. “Cascades’
branded paper products were designed for exclusive use with Tandem+ dispensers. This
system will lower cost-per-use; decrease labor costs and eliminate stub roll waste; and prokey to standing out from the pack revolves around how customers are treated, according vide ease-of-use, reliability and durability to help deliver a healthy and clean-looking envito officials at Cascades Tissue Group. On-time delivery and fill rates, however, are ronment.”
She added that high capacity dispensers improve cost-per-use, dispenser loading and uponly two important aspects to superior customer service.
“We need to care about each and every customer. Every single request they have is impor- keep for a more productive workplace.
With the growing importance of hand hygiene and the increase in infection control contant,” Cascades Tissue Group Vice President of Sales,
cerns, Cascades Antibacterial paper towels, meanwhile, remain an innovative tool, according
AfH Products North America, Sandra Hudon said. “Anto Hudon.
ticipating their needs is critical. Cascades has implanted and
“These towels provide a simple and effective way to further reduce residual bacteria on
monitors many Key Performance Indicators (KPIs) to help
hands. When a Cascades Antibacterial paper towel comes into contact with water on hands
us become ‘best-in-class’ to our distribution base.”
being dried, it releases an active ingredient that contributes to the overall reduction of residWith half a century of recycling experience, Cascades
ual bacteria on the hands (based on third-party laboratory testing),” she said. “Hand hygiene
produces, converts and markets packaging and tissue prodis a concern for every market — education, office buildings, manufacturing, healthcare, and
ucts composed mainly of recycled fiber.
more. This product, which won renowned awards such as a gold medal at the 2013 Edison
“Our company’s research, innovation, environmentally
Awards, is made from 100 percent recycled fiber, easily fits anywhere and doesn’t require
responsible practices and products are what distinguish us,”
any additional steps or change of habits.”
Hudon said.
Cascades is also offering a new and improved free mobile app for distributors and cusCascades Tissue Group, the fourth largest producer of tistomers in the AfH market. Available on the Apple iOS, Android and Windows platforms,
sue paper in North America according to the company, prothe new app features access to updated product catalogs and cross-reference guide tools. It
vides commercial and industrial sectors with a complete line
also allows users to search for different products by category and brand, and is integrated
of paper products, ranging from very affordable to luxuriwith the company’s YouTube channel.
ous, she added.
Sandra Hudon
Users can build and save a product list for future use. It is currently available in French
“Our products include paper hand towels, bathroom
tissue, facial tissue, paper napkins, perforated roll towels, wipers, and dispensers,” Hudon and English, and does not require Internet access. This free app can be found by searching
said. “We offer brands that meet the needs of all market segments, and Cascades Tissue “Cascades AFH” in the App Store, Google Play Store and Windows Phone Apps+Games
Store.
Group employs over 2,200 people within
Cascades Tissue Group is currently on
18 manufacturing and converting facilitrack to double its business, according to
ties. These are located throughout the “
Hudon. She said current expansion plans
United States and Canada.”
are on target. This includes the company’s
She outlined the company’s five-year It may seem like an old way of doing business and
new converting facility now operational in
goal of doubling its marketshare in North expecting growth, but it’s the best way...” — Sandra Hudon
Wagram, NC; and the recent start-up of
America, adding that Cascades remains on
Cascades’ paper machine in Oregon.
track to reach this goal.
According to Hudon, since the very beginning Cascades’ go-to-market strategy has been
“We are targeting new business and expanding new markets throughout the United States.
Our focus is centered around being a full-offering supplier to customers,” Hudon said. “Flex- to work closely with distribution partners.
“We value their knowledge, experience and support. We need to supply them not only
ibility, consistency, quality and service are the keys. We have worked extensively to target
specific market segments with clear USPs and solutions that truly respond to different needs. the products and prices required to meet an ever competitive marketplace, but also the sales
“Listening to customers remains a key focus. It may seem like an old way of doing busi- support and industry knowledge to help them grow their business alongside ours,” Hudon
ness and expecting growth, but it’s the best way to ensure Cascades delivers what customers said. “Our goal is to remain flexible to their needs. We attempt to adapt to each distributor
personally, while maintaining the level of standardization required for us internally to supneed, and that these same customers see value in our company.”
According to Hudon, the overall janitorial paper/tissue business in the coming years may port every distributor successfully.”
Keeping a strong focus on the environment also remains important at Cascades, Hudon
be a “tough ride” for many. She explained that industry dynamics and new non-traditional
suppliers will require existing distributors and manufacturers to redefine themselves. There said. She noted that making paper consumes vast amounts of air, water and energy resources.
“The paper industry, which is still dominated by virgin fiber products, is the fourth largest
will continue to be pressure for these companies to offer new and innovative cost saving
systems and services in order to maximize profits. Selling on price alone will not be a sus- generator of greenhouse emissions, and the largest user of industrial process water,” Hudon
said. “Recycling has been part of Cascades’ DNA since its inception in 1964. Cascades has
tained endeavor.
“Distributors and manufacturers will be required to update their systems to keep up with remained a leading producer of paper products made mainly from recycled fibers; pioneering
the growing evolution of touch screen devices, such as Android phones and iPads. Customers the use of chlorine-free production processes; using bio-gas to meet its energy needs; and
will be looking for more user-friendly apps to find information and conduct business,” actively supporting various environmental organizations and causes.
“At Cascades, we deploy a lot of effort to rethink our manufacturing process. This has
Hudon said. “There will also be more acquisitions in mid-size distribution. Pressure will be
enabled us to substantially reduce water and energy consumption. As a result, our facilities
great to grow to a larger size or sell out to a national or large regional player.”
She also expects costs will continue to rise to keep up with changes in healthcare laws use 5 times less water and 2 times less energy than the industry average. As a whole, Cascades is the 10th largest user of recycled fibers worldwide. In 2012, by recovering 2.9 million
and needed investment in technology.
“We have already seen a rising number of acquisitions by national players in the jan/san short tons of recycled fiber, we avoided cutting down over 44 million trees.”
She added that Cascades’ 100 percent recycled towel and tissue products — often made
industry,” Hudon said.
She added that the supply of paper for those from a majority of post-consumer material — divert valuable fiber from landfills and require
involved in the jan/san industry is currently not no harvesting of new trees.
“Since our products are primarily destined for the landfill or sewer systems, and therefore
an issue.
“What is often an issue with non-integrated not recycled after their own end-use, Cascades has chosen to reduce the ecological footprint
suppliers, however, is the variation of paper of both its products and processes,” Hudon said.
Looking ahead in 2015 at the AfH marketplace, Hudon added that there is a definite trend
quality. When paper is readily available in the
industry, converters tend to shop around to find in place toward private label products. This is due to customers who have a strong desire to
the best deal on parent rolls. This can cause vari- market their own brand versus manufacturers’ brands.
“This is a challenge as Cascades values the quality of its brands and the efforts that the
ation in consistency for finished products,” Hudon said. “When it comes to Cascades Tissue
Group specifically, our company has spent significant time and resources improving its sup- company puts into them. Our brands are very strong when speaking of proprietary products,”
ply chain. This includes implementing demand-planning systems. Everything from parent she said. “Cascades remains well-positioned to respond to diverse market needs as the comroll production through finished goods forecasts have been greatly improved in order to pany possesses the distinct ability to provide both customer brands as well as its own brands.
“Customer brands enable them (distributors) to stand apart from all other distribuhave the right product at the right time for customers.
“This has helped us attain a 99 percent fill rate on products while significantly growing tors while positioning with end-users. One cannot ignore, however, the strong value
our business. We will continue to look at ways to maximize supply chain efficiency as well demonstrated in a manufacturer’s brand, which includes valuable marketing and promotional support.”
as profitability.”
Contact: Cascades Tissue Group.
When asked about new products at Cascades Tissue Group, Hudon said the company’s
Phone: 514-949-5995 or 450-444-6477.
Tandem+ hardwound roll towel and bath tissue dispensing systems have been created to
Email: sandra_hudon@cascades.com.
help facilities improve hygiene and lower operating costs.
Website: www.afh.cascades.com.
“Sleek, stylish, and designed for performance, Tandem+ dispensers meet the challenges
Cascades Tissue Group
A
Listening to customers remains a key focus.
30 — Maintenance Sales News — March/April 2015
Nittany Paper Mills
roviding an extensive array of towel, tissue, napkin, wiper, soap and complementary dispensing products remains a key objective at Nittany Paper
Mills. The company is supported by over 32 years of jan/san experience,
resulting in coast-to-coast AfH distribution,
according to Nittany Paper Mills President
Don Chapman.
“Our company supports the long-term
growth of the independent jan/san distribution
base by providing complete dispensing systems, over 100 SKUs of products, and prices
that enable companies, regardless of size, to
compete with large mills and national distribution chains,” Chapman said. “Customer
service is extremely important to us. We don’t
believe there is a secret recipe for customer
service. It’s all about answering the phone,
promptly reaching out to people, providing
product expertise and delivering products on
time as promised.”
Don Chapman
According to Chapman, it’s important for
Nittany Paper Mills to successfully provide independent jan/san distributors
with the type of AfH products, prices and solutions necessary to help them compete against larger players in the marketplace.
He added that, in the wake of some paper manufacturers concentrating on a
select few national distribution chains, Nittany Paper Mills remains loyal to independent jan/san houses.
“We see many of the traditional jan/san companies struggling as national office supply chains continue to reduce margins,” Chapman said. “In the end, however, we believe that the service levels and product expertise coming from these
independent jan/san houses will prevail.”
New product development is also important for the company. According to
Chapman, Nittany Paper Mills will launch its USDA-certified bio-based line of
towels, tissue and napkins in the first quarter of 2015.
P
“Customer
service is extremely
important. We don’t believe there is a
secret recipe for customer service. It’s all
about answering the phone, promptly
reaching out to people, providing product
expertise and delivering products on time as
promised.” — Don Chapman
“This line of products is composed of bamboo, sugar cane and eucalyptus. It
provides end-users with exceptional, sustainable products that also offer LEED
(Leadership in Energy & Environmental Design) points — all without sacrificing
quality,” Chapman said. “We continue to see more end-users demanding that their
paper products perform well. Our TAD (Thru Air Dried) and bio-based paper business is growing at a far greater rate than conventional recycled paper.
“We are committed to purchasing raw material composed of recycled fiber.
However, our belief in and focus will be on truly sustainable USDA-certified biobased products that out-perform recycled paper, and therefore reduce consumption.”
Officials at Nittany Paper Mills have announced a recent acquisition of equipment from Europe that will provide the company with substantial capacity for
growth.
“We have every intention of utilizing this capacity by growing our existing distribution base as well as selectively adding new distribution in the South and Midwest,” Chapman said.
ALS
C
I
M
E
H
C
NDED
A
R
B
E
T
A
V
WITH PRI
Tired of doing all the leg work to solve your
customers problems only to have another
distributor or online vendor undercut
your price and steal the business?
You can eliminate this from happening
with your own private chemical brand.
Once they are locked-in they have no other
place to go to get those products. Let us help
you “Lock-in” chemical sales. You will have
access to over 500 chemical formulations to
solve any cleaning, maintenance, and process
chemical need. We provide unparalleled
service and assistance during this process to
ensure your continued success.
ADVANTAGES TO PARTNERING WITH HARVARD CHEMICAL
1. Competitive Pricing
2. Extensive portfolio of
chemical formulations
including third party
certified products such as
EPA registered disinfectants,
EPA DFE Green products,
and carpet cleaners with
the Carpet and Rug Institute
Seal of Approval.
3. Custom formulations to
meet specific needs
4. Attractive full color labels
5. Low minimum order
requirements
6. Sales support and lab
support
7. Matching of existing
products
8. Graphic design assistance
We can provide a full line of Jan/San, specialty carpet,
and industrial process chemicals to meet any need.
Contact: Nittany Paper Mills, Inc.,
6395 SR 103 North, Lewistown, PA 17044.
Phone: 888-288-7907.
Email: info@nittanypaper.com.
Website: www.nittanypaper.com.
CALL TODAY
– ATLANTA, GA –
800-423-7514
www.hcronline.com
March/April 2015 — Maintenance Sales News — 31
ADVERTORIAL
When presented with an impossible production deadline late on a Saturday night,
Aluf Plastics jumped into action. Aluf fulfilled
a manufacturing request for 200 cases of custom-sized green liners in a record 30-hour
turnaround from 6 a.m. on Sunday to noon
on Monday. The needed liners were delivered
to a PGA Tournament just in time for the
evening kick-off event.
Further complicating the unreasonable time
constraints and requirements for a particular
green color were the size of the liners, which
needed to be 28” x 44”… not a very popular inventory item.
Saturday Night Panic Call
It was late on a Saturday evening when an Aluf
distributor got a panic call from one of his customers. The 200 cases of green plastic liners required by the Professional Golfers’ Association
of America (PGA), with 40 cases needed for a
tournament beginning Monday evening, were the
wrong shade of green.
The customer hoped the distributor might be
able to rescue him from his erroneous purchase
decision in time to meet the delivery deadline of
5 p.m. on Monday.
Monday Evening PGA Green Hero
Right on time on Monday morning, the customer representative was at the Aluf manufacturing plant and the line started running.
By noon, the immediately needed 40 cases of
“PGA green” plastic liners were loaded into the
customer’s truck and on their way to the tournament, arriving with an hour to spare before the 5
p.m. deadline. The balance of the order was
shipped later that day for use in the customer’s
future events.
The distributor immediately called Aluf Plastics, as he was familiar with the company’s enormous manufacturing capabilities and custom
production agility.
A few hours later, just after 9 p.m. on Saturday,
the distributor received a return call from Joe
Rosenberg, vice president of Aluf Plastics. A plan
was quickly formulated to meet the impossible
deadline.
Sunday Morning Wake-Up
First thing on Sunday morning, the distributor’s phone rang again. It was Joe calling from
32 — Maintenance Sales News — March/April 2015
his car with his children in tow. They were on the
way to the plant to email images of Aluf’s green
bag options to the distributor, so a determination
could be made regarding a color match.
While at the plant, Joe evaluated the production
schedule for Monday morning and made adjustments to accommodate the job.
Within hours, the distributor confirmed the
order and approved the green material. He assured Joe that his customer would have a representative onsite at the Aluf plant at 9 o’clock
sharp the next morning for a final approval.
Visit
www.alufplastics.com
or call
800-394-BAGS
OUR FAMILY
TAKES THIS BUSINESS
VERY SERIOUSLY.
As a family-owned company manufacturing maximum-strength, minimum cost can
liners since 1977, we can’t afford trashing the fine family reputation. That’s why all of us
here at Aluf Plastics work hard to deliver client-focused results and help you increase
your profits, bag by bag. It’s time you give us a call... and meet the family.
Swift turnaround
times & nimble
production capabilities
Massive inventory with
hundreds of in-stock SKUs
for quick delivery
Competitive pricing
structure & cost-cutting
strategies
ALUF HAS EXPANDED TO THE LONE STAR STATE: 1212 ELM STREET, SULPHUR SPRINGS, TX
WWW.ALUFPLASTICS.COM | 1.800.394.BAGS
What’s New For Distributors At
Wausau Paper
ADVERTORIAL
Wausau Paper:
Green Leadership Requires Responsibility
Wausau Paper is the Green Leader in environmentally sensitive products. As a responsible leader, we
are committed to offering certified green products
across the entire Wausau Paper product portfolio. Believing in our green platform, Wausau Paper invested
in innovative papermaking technology to offer premium Green Seal™-certified products – changing the
way you view environmentally responsible products.
The Industry’s Most
Innovative Papermaking
What happens when you combine the desire for high-quality environmentally
sensitive products with a cutting-edge papermaking technology? Premium green.
With Wausau Paper’s expertise in green products and its use of ATMOS papermaking technology, the vision is now a reality. The flexible papermaking process
utilizes carefully chosen structured fabrics to produce premium Green Seal™certified products designed for enhanced performance and appearance. This allows Wausau Paper to offer green paper products with exceptional plushness,
brightness, strength and absorbency.
DublNature®
Innovative Products
Utilizing ATMOS technology, Wausau Paper manufactures superior quality
products in two distinct brands – DublNature® and Artisan®. DublNature® is
designed for comfort and functionality. It is a line that includes towel and tissue
products made from high-quality 100% recycled fibers and is Green Seal™-certified. Ideal for a wide range of end use applications, DublNature® offers homeaway-from-home comfort.
Structured for Sustainability
and Quality
Wausau Paper is the Green Leader for towel and tissue products in the awayfrom-home market. We continually strive to bring new and innovative products
to the industry. Therefore, the choice was made to align with a technology that
supports Wausau Paper’s Green Leadership position and affords the opportunity
to offer unique products. Allowing the use of 100% recycled fibers, ATMOS is
environmentally superior to alternative papermaking technologies including
Through-Air-Dried (TAD). With Wausau Paper’s molding fabrics, paper products are also plush, soft, highly absorbent, and best of all, Green Seal™-certified.
It is possible to produce high-quality towel and tissue products and support sustainability.
Authentically Green®
Artisan®
The Artisan® brand of toweling caters to high-end properties providing luxury
and sophistication. Towels are brilliant white, remarkably strong, yet designed to
provide a soft and thorough hand drying experience. Artisan® is made from superior quality 100% recycled fibers for premium appearance and comfort while
also supporting sustainability initiatives with Green Seal™ certification. Artisan®
offers beauty and performance that is authentically designed for the refined.
All Wausau Paper products designed with ATMOS are certified as environmentally preferable by Green Seal, meeting comprehensive and strict guidelines
for manufacture. Only Wausau Paper combines innovative papermaking and the
finest quality fibers with the leading green certification giving you assurance of
purchasing the most sustainable solution in premium towels and tissue.
• Green Seal™-certified
• Energy and water efficient
• Highest quality 100% recycled fibers
• Made with safer and socially-responsible practices
34 — Maintenance Sales News — March/April 2015
www.wausaupaper.com
ATMOS is a trademark of Voith GmbH in Heidenheim, Germany. Used by permission.
Green Seal™ is a trademark of Green Seal, Inc. in Washington, DC. Used by permission.
What’s New For Distributors At
von Drehle Corporation
ADVERTORIAL
What’s New For Distributors At
SCA Tissue
ADVERTORIAL
SCA To Launch New Tork Premium Skincare Products
And Elevation Dispensers In North America
healthcare facilities to offices, schools and industries. Products include dispensers, paper
towels, toilet tissue, soap, napkins, and industrial and kitchen wipers. Through expertise in
hygiene, functional design and sustainability, Tork has become a market leader. Tork is a
global brand of SCA, and a committed partner to customers in over 80 countries. To keep
up with the latest Tork news and innovations, please visit: torkusa.com or tork.ca.
In North America, SCA produces the Tork line of dispensers, towels, tissue, soap, napkins
and wipers used in commercial settings such as office buildings, restaurants, schools and healthcare facilities and the TENA® line of incontinence care products used by consumers at home
and in healthcare facilities. TENA and Tork are the global leading brands in their categories.
Visit www.sca.com/us for more information.
Globally, SCA is a leading hygiene and forest products company.
We develop and produce sustainable personal care, tissue and forest
products. Sales are conducted in about 100 countries under many
strong brands, including the leading global brands TENA and Tork,
and many regional brands. As Europe’s largest private forest owner,
we put great emphasis on sustainable forest management. SCA has
about 44,000 employees. Sales in 2014 amounted to $15 billion.
— Cheryl Rickert
SCA was founded in 1929, has its headquarters in Stockholm, Sweden, and is listed on the NASDAQ OMX Stockholm stock exchange.
Improving The Customer Hand
SCA delivers sustainable solutions with added value for our customers from safe,
Washing Experience
resource efficient and environmentally sound sourcing, production and development.
Recent third party accreditations for the SCA sustainability work include Dow Jones
SCA strives to provide holistic solutions for its end-customers, and as a result, has devel- Sustainability Index 2013, the WWF Environmental Paper Company Index 2013, and
oped a milder skincare line for a more luxurious hand washing experience. The new Tork Ethisphere – World’s Most Ethical Companies 2014.
Premium Foam soap and sanitizers have been reformulated to meet the need for a gentler
solution for everyday hand washing, without sacrificing hygiene. Adding to the existing liqVisit www.sca.com for more information.
uid soap offering, the Tork gentle foam products provide
comfort to all levels of skin sensitivity, while simultaneously moisturizing skin to prevent over drying. Select Tork
Premium Skincare products also hold Green Seal™, NSF
and ECOLOGO® certifications for environmental and social responsibility. Each soap refill holds a high capacity
for more hand washes per bottle that’s fully collapsible,
thus reducing waste and ultimately saving your staff time
and labor.
Today, SCA, producer of the Tork brand of Away-from-Home professional hygiene products, announces the launch of a new high-quality line of foam and liquid skincare products
and dispensers. Designed to meet the needs of any patron, businesses can now offer a complete Tork Elevation Washroom experience for customers.
“At SCA, our product designs always start with customers’ needs in mind. We strive to
produce higher quality products and help them create the best tenant and patron experiences
possible,” said Cheryl Rickert, washroom marketing director for SCA’s Away from Home
Professional Hygiene business in North America. “The Tork Premium Skincare products
and Elevation Dispensers were created to help our customers deliver an improved experience
with a consistent look, while making restroom maintenance easier.”
“The Tork Premium Skincare products and Elevation
Dispensers were created to help our customers deliver
an improved experience with a consistent look, while
making restroom maintenance easier.”
Dispensing In Style
The reformulated skincare products are accompanied
by new Tork Elevation Foam Soap Dispensers, designed
for consistent, hygienic hand washing and easy maintenance. The Tork Elevation family offers a variety of stylish
washroom products including tissue, towel and soap dispensers, created to complement and elevate a wide range
of restroom environments. The dispenser line has expanded to accommodate the new Tork Premium foam
skincare products and complete the Tork Elevation line offering, with both manual and automatic foam dispensing
options. This sealed system provides a new dispensing
nozzle with each refill, resulting in a more hygienic experience for both employees and guests.
Tork Premium Skincare and Elevation Dispensers became available starting in March 2015. To learn more or
for a free trial, visit www.talktork.com.
The Tork brand offers professional hygiene products
and services to customers ranging from restaurants and
38 — Maintenance Sales News — March/April 2015
ADVERTORIAL
Case Study: Dutch Hollow Supplies
7 Years Later – Still The Right Choice
Is That How You Feel About Your ERP Software?
Since 1984, Dutch Hollow Supplies has been a leading one-stop shop for janitorial,
packaging, office, and safety supplies in the greater St. Louis area. Priding themselves
on building business relationships, this family-oriented company has grown and prospered throughout their 30 year history. Seven years ago, Dutch Hollow Supplies took
the leap into enterprise resource planning (ERP) incorporating DDI System’s Inform
ERP Software into their daily operations - and they haven’t looked back!
“Today, everyone looks at us
to be Google. We need instant
information at our fingertips,
and DDI delivers that.”
Eric Cadell
VP of Operations at Dutch Hollow Supplies
The Beginning
Dutch Hollow Supplies had outgrown their
QuickBooks Enterprise software and the business needed something more to carry them into
the future. In 2007, they chose DDI’s Inform solution. Initially, the software provided
the ability to gradually incorporate new features and streamline their operational workflows. The team was able to practice using Inform prior to going live allowing their
team to be comfortable and confident as the transition took place.
Instant Return On Investment (ROI)
Thinking back to when they converted, Eric Cadell, Vice President of Operations at
Dutch Hollow Supplies, remembers how accounts receivables and net pay averages decreased by 5 days - almost overnight. The auto watch and credit hold functionality was
automated, saving time and highlighting outstanding bills to all team members. This
transparency allowed sales and customer service reps to assist and make a notable impact with their customer accounts. Over the years, ongoing ROI has continued to directly
and positively impact their bottom line!
Technology That Evolves
Today’s Inform is greatly enhanced since Dutch Hollow Supplies purchased it seven
years ago. As time and technology continue to evolve, so does the demand to develop
new and innovative features. These features make the difference between a legacy and
a leading ERP partner.
“DDI System is right on
target,” says Eric. “Other
companies say they have
the answers to mobile and
tablet trends, ecommerce
and remote connectivity but
from speaking with other
distributors, I can honestly
say DDI’s functionality is deeper and better developed. DDI has smart deployment
methods that ensure new features are working ‘out of the box’ and keeping up with the
needs of wholesale distributors.”
“Our developers have a passion for the distribution industry and an ongoing desire
to incorporate what’s new. They constantly deliver meaningful innovations that create
strategic advantages for single and multi-location distributors. DDI System has a 98%
track record of client retention directly attributed to our service and development commitments. Whether it’s through omni channel sales methods, online storefronts, complete mobility or basic operational workflows, we are here for our customers and take
an active part in their success,” says Adam Waller, president of DDI System.
Keeping Up With Changing Customer Habits
Not only is technology ever changing, but the impact those changes have on customer
buying methods and habits is significant. “Today, everyone looks at us to be google.
We need instant information at our fingertips, and DDI delivers that,” states Eric. One
of the ways Dutch Hollow has been able to keep up with customer expectations is
through a fully integrated e-commerce website. “DDI’s Inform eCommerce has been a
tremendous advantage for us. The integration within Inform is seamless. It pulls real-time inventory levels,
unique customer pricing, customer account data and history. This live connection is a huge benefit! If we make a
change in Inform, it’s instantly reflected on our website.”
Inform utilizes the same data from the ERP side and repurposes it for a professionally designed online storefront.
This has eliminated duplicate work while ensuring customers and sales teams have the latest information at their
fingertips.
A Service Partner That Listens
Another area referenced by Dutch Hollow is DDI’s genuine interest in customer needs. In short, DDI not only listens, but acts, delivering free upgrades with valuable new
features. One of these more recent features came from a user conference. DDI customers
expressed an interest in a warranty tracking system. Eric boasts, “We now have a service
module that allows us to track items, diagnose and repair them. We are able to quickly
check on warranty information by machine and take the appropriate actions. This has
allowed Dutch Hollow
Supplies to better
“Other companies say they have the
service our customers,
answers to mobile & tablet trends... but saving them money
from speaking with other distributors, I and solidifying our
place as their go-to
can honestly say DDI’s functionality is
supplier.”
After 7 years,
deeper and better developed.”
Dutch Hollow still
looks forward to screen updates, new upgrades and whatever technology is coming
down the pike. They are confident in DDI System’s ability and track record to keep
their software on the cutting edge as technology evolves.
Dedicated Ongoing Support Plus An Active User Community
“DDI System is not a solution that forgets about a company after install. I love that
training is always available.” In addition to DDI’s personalized support, group and individual training options, and semi-annual user conference, the online Client Services
Portal is available 24/7. “I can find quick answers to questions, learn how other companies and users are utilizing tools, and find new ideas all the time. This is a very smart
and active community that I’m proud to be a part of.”
A System To Grow With
DDI System is invested in the ongoing success and growth of all Inform ERP users.
This dedication comes through with development and service that exceeds expectations
and delivers results. “With each free upgrade to our system, we find new and useful
features. I’m extremely happy with how robust Inform is.” For Dutch Hollow Supplies,
DDI System has been, and will remain, their long-term technology partner.
To learn more, go to www.ddisys.com,
or call us at 877-599-4334.
From Nyco Products: Pro-Ultra 22 Ultra High Speed Floor Finish For Pros
Designed to meet the demands of maintenance professionals with high speed burnishing programs, Pro-Ultra 22 by Nyco Products
Company is an acrylic floor finish with fast dry time for fast recoat cycles.
“Pro-Ultra 22 is recommended for high speed equipment, working optimally with the speed and pad pressure of propane machines. It provides a long-lasting, mark-resistant, durable finish with brilliant deep gloss. Pro-Ultra 22 is recommended for resilient
tile, VCT, terrazzo, and other floors that are frequently buffed and burnished. Easy to apply, it dries in 15-20 minutes in normal
conditions, for rapid recoating and maximum productivity,” said the company.
“Pro-Ultra 22 meets or exceeds ASTM D-2047 with Slip Resistance greater than 0.5 percent co-efficient of friction.”
Nyco is a privately owned manufacturer of high performance national cleaning brands and private branded chemicals used in the
sanitary maintenance, industrial, institutional and other specialty cleaning markets. Visit www.nycoproducts.com or call 800-752-4754.
March/April 2015 — Maintenance Sales News — 39
ADVERTORIAL
LINDHAUS USA raises the bar for floor care equipment with the addition of dual core
technology to its line-up of commercial floor care products. Dual Core technology allows the
user to perform encapsulation cleaning along with the primary function of the unit. It is one
piece of equipment that now performs two critical functions of floor care.
Now, the full line of LINDHAUS scrubber driers will clean hard floors as well as carpet. Lindhaus wide area vacuum
cleaners will not only vacuum carpet but can be used to clean carpet, remove stains and restore dingy carpet to that new
look quickly and easily with Oxy-Gen encapsulation cleaner from Lindhaus.
The Lindwash line of floor scrubbers includes a range of machines from 12-inch to 20-inch widths, corded and battery
operated floor scrubbers designed to clean all hard floor surfaces with minimum effort, while leaving the floor dry and
ready for immediate use. Lindwash floor scrubber driers increase productivity by factors of up to 9 times.
According to ISSA figures, the average worker can mop and rinse 1,700 square feet per hour, while the LW46 scrubber
drier does 16,000 square feet per hour. Dual Core technology will enable users to achieve similar increases in productivity
when it comes to carpet maintenance as well as hard floor cleaning. Every Lindwash model can fill the gap between deep
extraction cleanings and for many facilities even eliminate the need completely. Lindhaus Oxy-Gen low-moisture encapsulation cleaner utilizes breakthrough chemistry advancement with the first double oxygenated encapsulation solution.
Powered with heavy-duty oxygenators and fortified with real hydrogen peroxide, Oxy-gen and Dual Core technology will
deliver visibly cleaner results and fast turnaround for time-sensitive jobs.
Contact
Lindhaus USA
at 1-800-498-7526
Dual core technology is not just for the Lindwash scrubber driers, but is also a feature on the just released Lindhaus LS50 Wide Area Vacuum Cleaners. The LS50 Electric and LS50 Battery are highly maneuverable easy to
operate wide area vacuum cleaners. With a working capacity of 16,000 square feet per hour, on board tools and
self propelled cleaning action the LS50 as a vacuum is an immense labor saving product. Now, coupled with
the ability to encapsulate clean the very same carpet, the LS50 is twice the value for end-users.
This new encapsulation function provides a fast and efficient
carpet care program with only the investment of one piece of
equipment. Operators simply snap on the conversion plate, (no
tools needed) apply the correct amount of solution and the machine
is then run back and forth over the carpet to agitate the pile, breakdown
stains, and restore the look of a dirty worn carpet to a fresh clean state.
The LS50 is fitted with the same waterproof, chemical resistant bearings and brush
roll system that is used in the LW46 scrubber drier. All Dual Core products from Lindhaus also use a cylindrical brush as opposed to the rotary brush employed by most other
machines. This reduces fiber damage dramatically as the process of cleaning with a Dual Core machine is no more abrasive to the fibers
than everyday vacuuming.
The encapsulation process is so easy that almost no training is required. The LW46 models are pre-equipped to apply the correct amount
of solution to carpet fibers. Oxy-Gen combines a highly effective hydrogen peroxide detergent blend which fortifies the solution with oxygen
to attack protein based soils. This process is effective for removing blood, coffee, chocolate, red wine, urine stains, browning and even food
and grease. The re-soiling problems associated with traditional carpet shampoos won’t happen with Oxy-Gen. The crystallizing polymer microencapsulates soil particles, grease and grime and will not reattach to the carpet fiber. Encapsulated crystals are extracted from the carpet
during routine vacuuming. No rinsing is required. Oxy-Gen is safe for all fibers including 5th generation carpets and even wool.
Cash strapped facilities love the concept of Dual Core, one piece of equipment that serves two critical floor care functions and cuts
equipment expenses in half. Multiply this with high standards of Lindhaus when it come to performance, quality and cutting edge technology
and Dual Core technology will deliver at every level:
• Cuts equipment expenses in half;
• Increases labor productivity;
• Eliminates building downtime;
• Increases carpet life through effective soil removal;
• Prevents re-soiling;
• Zero residue;
• No soap scum build up;
• Eliminates fiber damage during cleaning process;
• Improves indoor air quality;
• Requires no pre-conditioners and expensive pre-treatments;
• Naturally deodorizes;
• No training necessary; and,
• Cost effective, as little as one penny per square foot.
40 — Maintenance Sales News — March/April 2015
LW Professional Line
Ultra Compact Scrubber Drier
Over twice the working capacity of competitors.
50% longer run time per tank.
50% increased productivity over competitors.
Over 10 times more productivity than a mop and bucket
Dynamic Professional Line
Ultra Light Multifunction Upright Vacuum
Lightest handle weight of any 2 motor upright.
Loved by maids and managers and technicians.
THE WORLD’S LIGHTEST 2-MOTOR,
COMMERCIAL UPRIGHT VACUUMS
đƫƫƫƫƫƫ
đƫƫƫ
đƫƫƫƫġƫ
RX Professional Line
Heavy Duty Multifunction Upright Vacuum
Most dependable, lightest, quietest 2-Motor vacuum.
True 15, 18 and 20 inch wide models.
800-498-7526
E-Mail: info@lindhaus.com
Web Site: www.lindhaus.com
Serving The Industry For 29 Years
ADVERTORIALS
Clearly Better Solutions’ Smart Drain Products Eliminate Odors
And Prevent Common Commercial Kitchen Drain Problems
Clearly Better Solutions’ Drain Maintenance Smart Drain system for food service kitchens promises no odors, no clogs (even grease clogs) and no fruit flies. Using the system
can reduce the need to pump grease traps and pay for pest control services or products.
Clearly Better Solutions’ Smart Drain cartridges fit into patented 4-inch, 4 11/16-inch, 5-inch and 6-inch round or square stainless steel covers.
The Smart Drain cartridge is filled with BioBlock and BugBlock. Powerful, ultra-concentrated grease digesting microbes and odor control agents eliminate fruit flies’ food
source, eliminating fruit flies. When the Smart Drain technology is combined with Clearly Better Solution’s Smart Floor no rinse daily cleaner, a quick and simple preventive
maintenance system means users won’t have heftier expenses later.
Commercial restrooms get all the benefits of Smart Drain technology along with concentrated fragrance to freshen the air
from the floor drain up. Smart Drain For Commercial Restrooms can be differentiated from Smart Drain For Commercial
Kitchens by the color of the tops: silver for commercial kitchens and purple for public restrooms.
When drains dry out, sewer gases that sneak into a facility can be the least of a customer’s problems. Dry drains are
also an open path into a facility for pests like cockroaches and mice. Toxic chemical treatments and professional pest
control services can be costly and disruptive. Clearly Better Solutions’ Smart Drain DriFit™ system offers an affordable
alternative.
Taking seconds to install, Smart Drain DriFit eliminates odors, gases and pest problems from dry drains. DriFit’s oneway valve seals out pests and odors, but allows water (even high heat water used for dish washing) and enzymes to go
down the drain. As water passes through the DriFit cartridge, the one-way valve opens and seals shut when the water flow
ends. DriFit works with SmartZyme, concentrated live liquid bacteria and enzymes, which activates drain lines and grease
traps and provides instant odor control. DriFit’s silicone sleeve has a long service life and is available in 2-inch, 3-inch,
3.5-inch and 4-inch diameters.
Clearly Better Solutions’ Smart Drain system for Commercial Kitchens and Restrooms offers cost-effective benefits
that can reduce the need for expensive services and chemicals.
Visit www.clearlybetter.com for more information.
From Spartan Chemical:
Environmentally Preferred Aircare
System Offers Exceptional Value
Spartan Chemical Company, Inc., now offers its ecore™ Aircare System.
There’s no question that building occupants and visitors associate malodors with unclean facilities, which in turn reflects poorly on the business. In public facilities, offensive odors can enter the environment at all times of the day—even shortly after a space
has been cleaned. Malodors can give the wrong impression, causing even clean restrooms to be perceived as dirty.
The ecore system’s unique dual-technology fragrance diffusion system delivers consistent fragrance intensity for 60 days. Completely free of solvents, propellants, HFCs
and VOCs—ecore is not only safer for building occupants, it is safer for the environment. With no batteries to change and no energy consumption, the passive system continues to refresh the room all day through natural airflow.
Submicron particles remain airborne for hours versus traditional fragrance systems,
thus improving longevity and ensuring full room saturation. ecore contains no liquids;
so it won’t spill even if knocked over. Replacing refills is effortless—simply recycle
and replace.
“We can’t always control the odors that enter our buildings,” said John Swigart, president of Spartan Chemical Company. “ecore gives facility managers control over their
environment, ensuring a pleasant first impression each and every time.”
ecore™ Aircare System is available in four different fragrances: citrus mango, fresh
linen, NABC and flower power. It’s available through Spartan’s distributor network.
Visit www.spartanchemical.com for more information.
March/April 2015 — Maintenance Sales News — 43
Newaire, Rainbowair, And Queenaire:
Providing Products With The Most Up-To-Date Ozone Generated Technology
Ozone, that protective layer that helps safeguard Earth’s inhabitants from the sun’s harmful rays, is a miracle substance. It maintains the wellness of air and water and can
eliminate foul odor. According to the International Ozone Association - Pan American Group, Ozone is nontoxic and won’t linger. It’s more effective than chlorine and leaves
no residual. Ozone also sustains life. Mother Nature has been relying on ozone for thousands of years. It’s a true “green” natural product. Consider these facts:
n Ozone makes the sky blue and protects people from the sun; n Ozone makes up part of the air that everyone on Earth breathes;
n Ozone is the most effective oxidant known with no residual; n Ozone can’t be bottled. It must be made on the spot;
n Ozone is that sweet smell after a lightning storm. It can also be detected at the seashore and in a rain forest; and,
n Ozone can be pumped into the HVAC of a building to make air fresher and safer.
“Ozone is often referred to as nature’s own purifier. It makes up approximately 20 percent of the air being breathed everyday, and has been used over the past century
to purify water and eliminate a wide range of odors,” Queenaire Technologies President Susan Duffy said. “Ozone is not used as a re-odorant, but rather totally destroys
offending gases, reacting with contaminates in air, water, and on fabrics, walls and ceilings.”
Ozone: The True Green Way
One of the most difficult issues to deal with in creating a “green” environment is indoor air quality. Lack of proper ventilation, low negative ion levels, odors, off-gassing from
furnishings, chemicals, etc., all contribute to poor indoor air quality. This remains a struggle in all types of industries, according to Duffy.
Be it urine, smoke, mold and mildew, pets, food, garbage or just that dank smell of indoors, chemicals are not the solution and more often only add to the problem.
“We can all relate to the idea of freshening our home, our office or even our vehicle by opening the windows to let the fresh air blow through, leaving it smelling fresher, even
cleaner. What you probably don’t know is that the ozone generated naturally in the air outdoors is what provides the deodorizing effect,” she said. “(Ozone) allows you to
naturally eliminate odors without the use of harsh chemicals throughout your facility, home or office — literally as if you were opening all the windows and just letting the fresh
air flow through.
“From the restroom to the garbage room and every area in between, this is the safest, most effective means of eliminating troublesome odors while improving air quality
throughout. The bonus is that you will actually save money in the process.”
Focusing on brand names Newaire, Rainbowair and Queenaire, a management team with over 30 years of experience in the ozone industry helps The Ozone Experts
provide a wide variety of products that incorporate the most up-to-date ozone generating technology. Further, a trained service team offers maintenance and repair on several
different makes and models of ozone equipment. Two of many key products for The Ozone Experts include:
n
The Rainbowair 5401 MS (Mobile Station) ozone-generating unit — jan/san distributors looking for extra sales should follow their noses. Foul odors can lead to more
business. Potential customers are seeking effective ways to eliminate foul odors and the Rainbowair 5401 MS (Mobile Station) ozonegenerating unit can solve the problem.
The unit comes complete with an auto kit and maintenance kit. It includes alcohol wipes, cleaning brush, 25-foot extension cord
and a professional mobile work box.
According to Duffy, the Rainbowair 5401 MS is great for helping distributors find extra business with customers located in
peripheral markets.
“When people see ozone generators, they either think of fire and flood restoration, or products that are designed to eliminate foul
odors in hotels and apartments,” Duffy said. “However, distributors should know that ozone products are also great for such places
as car dealerships, schools, nursing homes, day care centers, pet stores, funeral homes, automotive detail shops, hair and nail salons,
laundromats and even tractor trailers used to transport food. Ozone has been found to kill certain types of bacteria growing on food,
thus eliminating unpleasant food smells.
“There are places distributors drive by everyday that can use an ozone-generating unit, such as the Rainbowair 5401 MS. Endusers find that these units quickly pay for themselves, and they provide high margins for the distributor. If a distributor walks into a
facility and encounters a foul scent, this could mean another opportunity for a sale.”
The Rainbowair 5401 MS has been particularly popular with car dealers looking to eliminate unwelcome smells found in new and
used vehicles. The product is packaged as a mobile work station and includes everything needed to properly deodorize a vehicle. It
has a life expectancy of 15 to 20 years.
Other potential end-use customers for the Rainbowair 5401 MS are realtors.
“There is nothing easy about selling a house that smells. For the realtor, the Rainbowair 5401 MS is paid for after just one home
sale. There are also opportunities for the distributor to sell plug-in ozone units for
The Rainbowair 5401 MS
homes that feature ongoing odor issues due to pets, etc.,” Duffy said; and,
n Rainbowair Humidity Busters — Designed specifically for fire and flood restoration; food storage and transportation;
garbage and compactor areas; and facilities maintenance, this new ozone generator technology is developed for use in humid
areas often found with fire and flood restoration projects.
“New technology makes Humidity Busters unaffected by moisture, humidity and extreme temperatures,” Duffy said.
Humidity Busters come in three models — HB 1000, HB 2000 and HB 5000. The units emit a powerful ozone output. They
are also portable and lightweight, which makes them very affordable. In addition, because Humidity Busters are not made with
generator plates, they will not corrode or shut down in humid environments, which is a “huge” technological breakthrough for
ozone generators.
Duffy added: “Humidity Busters are ‘game-changers’ for end-users, such as contractors, flood restoration companies and
housekeeping and engineering departments. These people often take units in and out of facilities that are air conditioned and
then into a warm or hot outdoor environment. This is a giant leap for ozone technology.”
Visit www.ozoneexperts.com or call 1-877-64 OZONE for more information.
44 — Maintenance Sales News — March/April 2015
The Rainbowair HB 1000
The Airx Line Of 3-Dimensional
Pathogen & Odor Control
Airx Laboratories is the only line of odor control products that offers solutions in 3 dimensions: Airborne, Surface and Sub-Surface.
“By operating in 3-dimensions, Airx is able to deal with any odor situation. If odor control products
are only working in the air, they are missing the source of many odors,” according to the company.
What makes Airx unique?
All of the products in the Airx line contain Airicide®, a proprietary odor counteractant.
How does Airicide® work?
In simplified terms, odors float in the air as molecules. When breathed in, these molecules reach the
nasal cavity containing thousands of hair-like antennae called cilia that receive these molecules and
trigger impulses to the brain identifying the smell. Airicide® links with the foul odor and changes the
shape of the molecule so it is no longer perceived as a foul odor.
“Airx is also well known for its expertise in pathogen control. Its latest product, the RX75 Pathogen
Compliance Center, is a state-of-the-art system for total blood and body fluid cleanup in one unit,” according to the company.
With spring right around the corner, RX34 is a great product for keeping the worst odor and cleanup
problems under control, including trash and refuse areas. With its auto-dilution foam gun, the user just
sprays RX34 and its surfactants clean while Airicide® handles the worst odors and mess.
Visit www.airxinfo.com.
From Charlotte Products/Enviro-Solutions
Actually
Eliminating Odors
Cleaning professionals typically have two options when eliminating odors in many areas of a facility:
n Mask odors; and, n Remove odors.
When removing odors, cleaning workers often turn to powerful
chemicals that may be effective, but are potentially harmful to the
user and the environment. However another option, bio-enzymatic
cleaners, are available to eradicate odors. They can be especially effective because many odors
are the result of bacteria
buildup, often in hard-toreach areas, such as ceiling
and wall grout.
Bio-enzymatic cleaners
are derived from agricultural products, such as corn,
soybeans, coconuts, and citrus, making them very sustainable products. Some are
also green-certified. Formulated with specific enzymes,
these cleaners “eat” aerobic
bacteria, which require oxygen to survive, and anaerobic bacteria, which require
little or no oxygen. Both can
produce odors.
The bio-enzymatic cleaners feed on and digest soils,
eliminating them along with
their odors. An example of
just such a product is Enviro-Solutions’ ES120 from
Charlotte Products, a leading manufacturer of green and conventional cleaning products. As
soon as ES120 is misted on a surface, it begins consuming odorcausing bacteria. Further, this process continues for up to 80 hours
after application.
Rather than masking odor, it is removed. That is why it is so effective in restrooms and locker rooms where odors are an ongoing
problem.
Jennifer Meek is the director of marketing for Charlotte Products,
a manufacturer of conventional and green cleaning products.
Visit www.charlotteproducts.com.
Nilodor: Manufacturing Cleaning And Deodorizing Products Since 1954
Since 1954, Nilodor, Inc. has been manufacturing cleaning and deodorizing products for the institutional, industrial and consumer
markets. Developed in 1954, the small, but powerful, Non-Toxic “One Drop” Odor Counteractant became a very effective and popular product in the health care market for controlling cancer odors in hospitals.
This product became the active ingredient used in many of the products Nilodor has manufactured for the past 60 years. Comprised
of many natural essential oils, Nilodor Concentrate has been found effective neutralizing common, everyday odors caused by amines,
mercaptans, sulfides and chlorides. The ingredients in the powerful Nilodor concentrated deodorizer neutralize odors, while leaving
a pleasant, long lasting fragrance.
Since the inception of Nilodor Concentrate, the Nilodor Company has developed many different cleaning and deodorizing products,
which are sold worldwide in several different markets for many applications. The commercial markets include healthcare, food
service, transportation, schools, municipalities, hotels, etc. The retail markets include products for pet care, which include shampoos,
grooming aids, breath fresheners, stain and odor removers, etc. These products are used by the professionals as well as pet owners.
Nilodor provides products to meet or exceed customer requirements and expectations while ensuring continuous improvement of
its products. The Nilodor mission is to manufacture the finest odor control and carpet care products available, and to market these products with the highest quality standards possible.
Nilodor has partnered with Green Seal and Ecologo to launch its safe, green cleaning and deodorizing initiatives. Nilodor is also a supporter of the Safer Detergents Stewardship
initiative. These efforts will ensure a safe and healthy environment, as well as provide safe products for consumers. Visit www.nilodor.com for more information.
March/April 2015 — Maintenance Sales News — 45
EES Inc. Is Trusted Provider Of High-Quality,
Cost-Effective Products For Facility
Maintenance & Odor Control
EES Inc. specializes in manufacturing unique solid and liquid air fresheners
for the janitorial and industrial markets. It provides low quantity private label opportunities and fast shipments of products.
EES liquid deodorants include long-lasting Spray-A-Jell plus a variety of
highly enzyme-based odor remediation products such as Knock-Out, Odor Digestor and Scrub Bugs.
The company also offers a full line of solid deodorants, dumpster care and
drain care products. Restroom needs are covered with EES urinal screens, blocks
and grout cleaners.
Contact EES for all facility maintenance and odor control needs at 800-4739467 or visit www.eesatl.com.
From Clean Control Corp.
OdoBan®
Clean Control Corp. has manufactured OdoBan® The Original Odor Eliminator since
1980, as well as multiple high quality cleaning, deodorizing and specialty products for
families and industry professionals worldwide.
While the original OdoBan® has been on the market for more than 30 years, Clean
Control National Sales Manager Bill Frazier points out that many people are unaware
of all the product’s benefits. Frazier explained OdoBan® is not only an odor control
product, but is also an effective cleaner and disinfectant.
Products in the OdoBan® line can be used in such varied segments as health care, petrol
chemical, industrial manufacturing, waste management, restoration and disaster relief.
Another popular product offered by Clean Control is the Fogging Deodorizer, an
odor-eliminating liquid with a fresh, natural scent. The deodorizer is best applied by
using the Fogmaster jr.™, a hand-held spraying device with a 38-ounce reservoir available through the company.
According to Frazier, the Fogmaster jr.™ can spray such a fine mist that it will not wet
or stain items such as bedding, curtains, lamp shades, etc., when used in such applications
as disinfecting a hotel room or a room in a residence. Once product is applied, it dries to
a virtually invisible powder. When the powder is vacuumed, the end-user is literally vacuuming odors and disposing of them. The product is also effective without vacuuming.
Other products in the OdoBan® lineup include 3-in-1 Carpet Cleaner Concentrate,
Vacuum Bag Refresher Beads, and A/C Duct Solid Odor Absorber.
Visit www.cleancontrol.com.
WE ARE EES INC.
From Fuller Industries
EFFECTIVE ENVIRONMENTAL SYSTEMS
Introducing ENZY-CLEAN!
The Trusted Provider of High-Quality,
Cost-Effective Products for Facility
Maintenance & Odor Control
CONTACT
EES Inc. specializes in manufacturing unique
solid and liquid air fresheners for the janitorial
and industrial markets. We provide low
quantity private label opportunities and
fast shipments of high-quality
products. Contact us
for all your facility
maintenance and
odor control needs.
127 Riverside Drive • Cartersville, GA 30120
CALL TOLL-FREE: 1-800-473-9467
VISIT: WWW.EESATL.COM
46 — Maintenance Sales News — March/April 2015
A powerful combination of enzymes and living bacteria that accelerates soil break down
and continues to clean after initial application.
Use on floors to break down grease, improving traction. No rinsing required. ENZYCLEAN is a natural deodorizer on hard,
non-porous surfaces, as well as in drains. Consistent use in drains will maintain flow through
drains and pipes.
Contains both free enzymes and bacterial
cultures. Free enzymes provide quick action.
Bacterial cultures produce additional enzymes
to continue the cleaning process. Neutral pH.
This product contains no harsh acids or caustics. The bacteria used are not considered pathogenic to humans or animals.
Call 800-848-4901 for more information.
From Fuller
ADVERTORIAL
343 Series Floor Brushes
This dual-filled floor brush
has black synthetic fill in the
center surrounded by green synthetic flagged fill, giving you the
best of both worlds. Black center takes care of light to medium
debris, while the green outside
picks up and pushes even the
finest dust.
It’s like sweeping with two
brushes at the same time! The
343 series are engineered with a
durable, hardwood block, and
the synthetic fill is moisture-resistant. Available in 18, 24, and 36 inch lengths, all with
3 inch fill.
Visit us at www.fullercommercial.com for more on our complete line of cleaning
tools, accessories and chemicals.
Select Care™ Hand Cleaners
From Warsaw Chemical
Warsaw Chemical Co., Inc. offers Select Care™ Hand
Cleaners, Warsaw Chemical’s first industrial hand
cleaner line created using totally natural, renewable ingredients. This line of hand cleaners is VOC compliant and features concentrated, water activated
formulas that were developed with soy, d-Limonene
and walnut shell scrubbers for extra deep cleaning. Select
Care Hand Cleaners dissolve heavy soils, such as grease,
tar, resins, paints, adhesives, carbon and inks.
This line includes Citrus Select and Soy Select Premium Industrial Strength Hand Cleaners. These cleaners utilize renewable natural resources, helping to
conserve non-renewable resources such as petroleum.
Biodegradable soy oils, detergents and walnut scrubbers
are also used. The Select Care line is enriched with skin
softening ingredients and aloe to prevent hands from
drying out.
For more information contact Warsaw Chemical Co., Inc.
Phone: 800-548-3396. Website: www.warsaw-chem.com.
Kaivac Calculates The Possible Costs Of Dirt
Kaivac said many business owners do not
realize the staggering amounts of money a
business might lose because it is dirty. An
unclean store, restaurant, or similar facility
can really cost them money.
Kaivac presents examples:
• If the average check in a fast-food
restaurant is $7, and two people who eat
there each day decide they will not go there
again because it is dirty, that totals $5,110
annually. And if those two people tell three
others who also stop eating there, its
$13,000 in lost revenue due to dirt;
$140,000 per year. And if those three report
their negative experience to three more people who decide to never stay there, that
chain will be out about $275,000 annually;
and,
• Finally, the average private school tuition in Illinois is about $7,000 per year. If
10 parents will not send their child to a
school because they believe it is not well
maintained, that's $70,000 per year. And if
they share their views with three other families, that amount quickly jumps to
$280,000.
“What this tells us is that dirt costs
money,” says Matt Morrison, communications manager for Kaivac, developers of
the No-Touch® and OmniFlex™ Cleaning
Systems. “And for employers, these calculations don't even take into consideration illness-related absenteeism or the cost
of slips/fall accidents, which can be staggering.”
Kaivac is the developer of the No-Touch
Cleaning® and OmniFlex™ Crossover
Cleaning systems. Visit www.kaivac.com
for more information.
maps, instant messaging, QR capture, and a
seek-and-find photo game.
Business was conducted during the two
days of scheduled tabletops meetings, a
stockholders meeting and market segment
breakout sessions for jan/san, industrial packaging and foodservice members.
The United Group presented 12 member
companies and 10 supplier partners with honors during the awards banquet. Western Plastics (www.wplastics.com) was named
Supplier of the Year and Tarheel Paper &
Supply (Winston Salem, NC) received the
Member of the Year award. The United
Group also recognizes those companies that
have been with the group at least one calendar year, and have shown growth in the number of group suppliers or members they
support, and an increase in revenues generated over the previous year.
United Group President Tobie McKown,
speaking at the stockholders meeting, predicted continued steady growth for the group,
after announcing that 2014 revenues for the
group had increased by 6 percent over 2013.
Founded in 1983, The United Group®
(TUG) is a member-owned, national buying
group for independent, B2B distributors of
jan/san, industrial packaging, foodservice
and safety products and equipment.
Visit www.unitedgroup.com
for more information.
Diamond Chemical
Recognized For Efforts
In Sustainability
been tested to not affect the quaternary levels after dilution and treatment.
The company says benefits include:
• Longer Shelf Life—WIPE-RX® System
Wipes do not affect the efficacy of RX78+,
RX44 ACE/HDQ, RX15, RX101 & bleach
when products are diluted properly and used
in the WIPE-RX® system;
• Better Disinfection—More even distribution of cleaning and disinfection than
towels, microfiber or mops when used in a
open bucket system;
• Easy To Use—Just add cleaning solution;
• Portable—Take the WIPE-RX® Bucket
along where needed using its easy-to-carry
handle;
• Saves Money—Controls chemical cost and
usage. No laundry to do of used cloths; and,
• No Cross Contamination—Closed system eliminates errors.
Visit www.airxlabs.com.
• The average amount of money spent for
holiday gifts in 2014 was $804. Let's say
that is all spent in one shopping center. If 10
people per day refuse to shop at that shopping center because it is dirty, that equals
600 lost shoppers, assuming the holiday
shopping season lasts 60 days. That totals
more than $480,000 that will not be spent in
that shopping center;
• The average charge for a hotel room in
a U.S. hotel chain is about $125. If three
people every day say they will never stay in
that hotel chain again, that amounts to nearly
300 Attend United Group Annual Conference
More than 300 United Group member and
supplier companies attended the group’s
2015 national conference in Orlando, FL, in
January. Held at the JW Marriott Grande
Lakes from January 30 through February 2,
The United Group® Conference featured a
tabletops meeting format and traditional
awards banquet along with a Super Bowl
party and a best-ball golf tournament.
There were over 750 in attendance. The
new United Group app was created especially to provide conference event tools and
information at the touch of a finger. It featured event agendas, links to individual
schedules, hotel and conference room floor
From Airx
The WIPE-RX System
®
The WIPE-RX® System is an alternative
to using a spray bottle, bucket and rag or
pre-packaged wipes for surface cleaning
and disinfecting. The WIPE-RX® system
was designed to be used with the Airx disinfectants and cleaners. It provides the enduser with proper labeling, (product
identification with cautions) for the WIPERX® containers.
WIPE-RX® Non Woven Heavy-Duty
Wipes are designed specifically for use with
Airx concentrated disinfectants and offer a
heavy-duty design. WIPE-RX® wipes have
Diamond Chemical, of East Rutherford, NJ,
a national manufacturer of laundry, warewash,
floor care, housekeeping, organic intermediates, industrial and consumer products, has announced that it has been formally recognized
by the state of New Jersey Department of Environmental Protection, “For the voluntary and
proactive measures Diamond has taken to go
beyond compliance in an effort to improve the
environment and ensure a sustainable future,”
according to a news release.
Diamond was also awarded a certificate
of environmental stewardship January 20,
2015, for renewable energy use. Diamond
has installed a seven acre, 1.5 megawatt
solar farm adjacent to its East Rutherford
headquarters to partially provide power to
its operations.
“The use of solar power lessens Diamond’s energy expense, which saves Diamond and its customers’ money. The solar
farm also reduces emissions, Green House
Gases (GHG), and lessens Diamond’s environmental/carbon footprint. This is one of
Diamond’s sizable efforts to create a green
and sustainable company,” said the company.
Call 1-800-OK-4-SOAP
or visit www.Diamondchem.com.
March/April 2015 — Maintenance Sales News — 47
Nexstep Commercial
Products Announces
2 New MaxiSweep™
Angle Brooms
Nexstep Commercial Products (Exclusive Licensee of O-Cedar) has announced
its new MaxiSweep™ Angle Brooms
United Stationers And Lagasse Present CORE Live Event
United Stationers and Lagasse welcomed independent dealers
and distributors from across the country at its CORE Live event
February16-19, 2015, at the Gaylord Opryland Resort & Convention Center in Nashville, TN.
“As the office product and jan/san industries continue to
evolve, it is increasingly important that independent resellers and
distributors are prepared to compete in the changing economy,”
said Diane Hund, vice president of marketing for United Stationers/Lagasse.
“This event provided attendees with the ready-to-use information and best practices in an environment of interactive learning
and engagement.”
The event was themed “Emerge 2015,” and highlighted opportunities available to resellers. Insights on best practices and
strategies for succeeding in a changing environment were shared.
“CORE (Center of Reseller Excellence) was introduced in
2014 to support ongoing learning, growth and development for
independent resellers. The platform aims to bring together the
independent reseller community, key suppliers, influencers from
around the industry and thought leaders from around the country,
resulting in transformational learning and ongoing business improvement,” according to a press release.
United Stationers Inc., is a supplier of business essentials,
with 2013 net sales of $5.1 billion. The company stocks over
140,000 items, including technology products, traditional office products, janitorial and breakroom supplies, office furniture, and industrial supplies. The company has 77 distribution
centers and approximately 25,000 reseller customers. United
Stationers says it can ship most products overnight to more
than 90 percent of the United States and major cities in Mexico
and Canada.
Visit www.unitedstationers.com for more information.
National Chemical Laboratories Recognizes Sales Award Winners
At its recent national sales meeting
held in Philadelphia, PA, National
Chemical Laboratories, Inc., (NCL)
recognized several of its sales personnel for outstanding performance
in 2014.
The features include:
They were:
• Low-profile shroud — makes sweeping
n Mauricio Navarro, regional
in hard-to-get corners and under furniture
sales manager, received the annual
easy;
“Sales Masters” Award for Outstand• Prevent cross-contamination — now
ing Sales Achievement;
available in red and green in addition to
n Chris Smith, regional sales manoriginal yellow.
ager, was recognized for Outstanding
• Long-lasting PET bristles — will not
Performance in Education Sales;
wear down, break, or fall out; and,
n Maxwell Hampshire, regional sales manager / international
• Flagged bristles — fully washable,
sales specialist, received a Career Recognition Award for Outstandsweep the finest particles.
ing Sales Growth; and,
Visit www.ocedarcommercial.com for
n Milestone Awards were presented to regional sales manmore information.
agers Chris Robertson and Jonathan Palecko for overall sales
performance.
“The sales performance of these
individuals has been truly outstanding,” NCL Vice President of
Sales & Marketing Bill Smith
said. “Their work ethic, dedication
Highly Absorbent and Heavy Duty Wipes
and persistence is an inspiration to
everyone in our company, and
Ideal for Cooking and Prep Areas
these will be key attributes to their
Food Service Wipes
See our full line of food service wipes at our website.
www.brotex.com
+($'48$57(56
+DPSGHQ$YHQXH
6W3DXO01
ID[
%UR7H[,QF
ZZZEURWH[FRP
LQIR#EURWH[FRP
:,6&216,1',9,6,21
6+RZHOO$YHQXH
0LOZDXNHH:,
ID[
48 — Maintenance Sales News — March/April 2015
continued sales success in the coming year and beyond.”
In addition to the awards, the three-day meeting focused on sales
training and a review of company initiatives for the coming year.
For more than 60 years, facility service providers have turned to
NCL for answers to tough sanitary maintenance problems. The company’s World Class Cleaning Solutions® are produced at a 500,000square-foot manufacturing and operations center in Philadelphia,
with distribution locations in Philadelphia and Phoenix, AZ.
The company services the sanitary maintenance industry through
a distributor network in the United States, and in over 55 countries
around the world. The NCL programs for cleaning and maintenance
are used by K-12 education, building service contractors, the institutional and industrial sector, as well as the healthcare and foodservice markets.
Visit www.nclonline.com for more information.
People In The News
ACS Names Beaudette COO Cleaning Products Division
From Spartan Chemical: Todd Seabert Recognized As
Nicholas 2014 Supplier Representative Of The Year
Todd Seabert, regional manager, Spartan Chemical Company, was named Nichols 2014
Supplier Representative of the Year.
Left to right, are Mike Olthoff, Nichols CEO; Todd Seabert, Spartan regional manager; Kevin
Rahrig, Nichols COO; and Hal Grossman, Nichols vice president of sales and marketing.
ACS Industries, Inc. (“ACS”) has named Rory Beaudette
chief operating officer of the ACS’ Cleaning Products Division.
Beaudette has held the position of vice president, sales for
the Scrubble Products Division for many years, and now has
responsibility for all operations of this business unit.
Visit www.acs-cp.com for more information about ACS and
its products.
Will Shearer New Business Development
Manager For Diamond Chemical
Rory Beaudette
Diamond Chemical Company Inc., has named Will Shearer
business development manager.
Shearer graduated from the University of Notre Dame with
a Bachelor of Arts degree. He has10 years of experience in the
electrical equipment industry. He has also worked on the development of an electro-chemical water reuse system, which
was designed for use in laundries. Shearer also has experience
servicing laundries.
Call 1-800-OK-4-SOAP or visit www.Diamondchem.com
for more information.
Will Shearer
On a quarterly basis, Nichols sales representatives and management team are surveyed
about their supplier representatives. At the end of each year, they select one representative
based on the results of this survey. This year, Todd Seabert was given the Nichols Supplier
Representative Of The Year award.
“We base this award on responsiveness, joint calling, product knowledge, creative solutions,
motivation, and sales goals,” said Hal Grossman, Nichols vice president of sales & marketing.
“Todd consistently scores high on all of the criteria; we are so happy he won this year!”
The award was presented by Mike Olthoff, Nichols CEO; Kevin Rahrig, Nichols COO; and
Hal Grossman, Nichols vice president of sales & marketing during Nichols annual sales meeting.
Founded in 1936, Nichols is an independent paper, packaging and sanitary supply distributor in the Great Lakes region.
From Spartan Chemical: Denny Pearson Recognized As 2014
Olmsted-Kirk Vendor Representative Of The Year
Denny Pearson, regional manager, Spartan Chemical Company, was named the
Olmsted-Kirk Longview Branch 2014 Vendor Representative of the Year.
The award began in 1999. Each year a
specific vendor representative is recognized
based on votes, which are submitted by sales
representatives in the company.
“Denny has won this award three out of
the last five years. He is proactive regarding
presentation of new products and in his abilShown, left to right, are Jeromy Calhoun
ity to gain new business for us,” said Jeromy
and Denny Pearson.
Calhoun, vice president Longview Operations. “We deal with a lot of quality vendor
representatives, but Denny stands out, year after year.”
The award was presented to Pearson by Calhoun, during Olmstead-Kirk’s General Sales
Meeting in Dallas, TX.
Visit www.spartanchemical.com for more information.
Olmsted-Kirk provides a variety of janitorial and sanitation products to a variety of wellknown companies and institutions in Texas. Headquartered on a 13-acre campus in Dallas,
Olmsted-Kirk has facilities in Houston, Longview, Waco, Texarkana, San
Antonio and Austin.
The One & Only Original
Jesse Fields Named GM Of Plus
Manufacturing (Procyon)
Plus Manufacturing (Procyon) has
named Jesse Fields as its new general
manager.
Fields now handles growth in supporting the company’s national and international distribution network.
Visit
www.soapfreeprocyon.com.
Phone Number: 1-800-992-0181
Fax Number: 316-267-2930
e-mail address: gscjansplymfr@juno.com
website: giftsalescompany.net
P.O. Box 17082 Wichita, KS 67217
Engineered for Professional Use
• Cleans grout 2 to 8 times faster
• Fits tiles sizes from 1 to 13 inches
• Accessories available: Extension Pole,
Replacement Brush Heads
For more information contact:
productsales@groutgator.com
es
brushr tiles
e
l
b
a
e
small
just
for
ad
Fully d brush heads
Ad
866-321-6612
www.GroutGator.com
Patent Pending
March/April 2015 — Maintenance Sales News — 49
From Powr-Flite: Sweeper For Most Floor Types
Powr-Flite's PF28SV is a sweeper vacuum for use on multiple
floor types. It picks up large debris, has a large 3/4 bushel recovery
bag and 60-foot cord to minimize downtime.
Its offers a wide 28-inch cleaning path which can improve worker
productivity.
“With 5 levels of height adjustment, the PF28SV quickly transitions to different cleaning surfaces, ensuring that dirt debris are removed the first time, regardless of carpet height,” said the company.
Visit www.Powr-Flite.com or call 800-880-2913.
MSN CLASSIFIEDS
R. O. C.
Residual Odor Control
Food grade oil base extremely powerful for putrid odor containment.
R.O.C. has been a staple in our line for over thirty years.
Available in all sizes for private label with no minimums,
R.O.C. is also available in our deodorized pellets which makes it last
ten times longer than what’s on the market today.
Used in garbage dumps, recycling centers, asphalt plants, municipal
dumps, and many other areas.
Aldran Chemical
800-969-3378
sales@aldranchemical.com
www.aldranchemical.com
CHEMICAL MANUFACTURER
AND DISTRIBUTOR
In Business 40 Years In South Florida
Retiring business has strong reorder business.
Many of sales people have been with
the company 20-25 years. Modern offices.
For information, call or email.
954-547-6711
ZORCH222@gmail.com
ACS Industries Produces
Cyclone-D™ Diamond Floor Pads
Cyclone-D™ Diamond Floor Pads are productive, cost effective
and environmentally friendly stone care pads, say company spokespeople. They are designed to clean and polish, only needing water,
according to a release.
The non-woven pads are made from 100 percent recycled materials. Diamond shape wear indicators allow the operator to see when
the pads need to be replaced. They are available in all pad sizes in
grits of 400, 800, 1,500 and 3,000.
Visit www.acsindustries.com
for more information.
Foodservice Wipers
From Bro-Tex
“The Bro-Tex, Inc., foodservice wipers
are multi-use, long-lasting, heavy-duty
wipers that are ideal for food preparation
and restaurants,” said company representatives.
“The aperture pattern in our wipers
helps provide a better ability to pick up
food particles and increase absorbency.
The wipers will hold up with most cleaning solutions and can be rinsed and reused for an
added value.”
Visit www.brotex.com for more information.
M
MSN CLASSIFIED ADVERTISING RATES
Y
CM
40 words for $40 per insertion • Additional words - $1 per word (min charge)
Bold face headings - $5.00 • Blind Ad - $25.00
Display Classifieds $70 per column inch (2 inch minimum)
Classified Ad deadline date is 1st of preceding month.
Additional charge for blind classified advertising.
PAYMENT SHOULD ACCOMPANY ORDER.
Maintenance Sales News
201 E. Main St. • P.O. Box 130 • Arcola, IL 61910
Ph. (217) 268-4959 • Fax: (217) 268-4815 • drankin@consolidated.net
MAINTENANCE SALES NEWS ADVERTISERS’ INDEX
ACS Scrubble...........................................13
J & M Technologies.................................21
Aluf Plastics..............................................33
JanSanOptimize.com ..............................48
Berk Wiper International, LLC ............24
Kaivac Cleaning Systems .......................25
Brightwell .................................................19
Lindhaus...................................................41
Bro-Tex, Inc..............................................48
National Chemical Laboratories, Inc......9
Bullen Companies, The...........................12
NPS Corp..................................................20
Charlotte Products ..................................26
Nyco...........................................................51
Clean Control Corporation ......................2
Perfect Products ........................................5
DDI System...............................................11
Queenaire Technologies ..........................16
EES............................................................46
Royal Paper..............................................17
Fuller Commercial Products..................14
SCA Tissue..................................................7
Gift Sales Company.................................49
SOFIDEL America....................................3
Grout Gator .............................................49
Spartan Chemical....................................15
Ha-Ste Manufacturing, Inc. ...................10
Trojan Battery .........................................23
Harvard Chemical Research, Inc. .........31
von Drehle Corporation..........................37
Haviland Corporation...............................8
Wausau Paper..........................................35
Intercon Chemical/Clearly Better, LLC ...52
50 — Maintenance Sales News — March/April 2015
C
MY
CY
CMY
K
GREAT
CHEMISTRY
with our Distributors Since 1982
Innovation | Value | Commitment | Superior Customer Service
Unique Product Development
Expert Contract Manufacturing
Sales, R & D, Training Support
EPA Registered Formulations
In-House Label Design
Please contact us for Competitive Private Label Programs or Intercon Branded Products.
InterconChemical.com
314.771.6600
St. Louis, Missouri
Since 1982, Intercon has been a broadline manufacturer serving the institutional, janitorial, healthcare and specialty chemical
industries. As an industry innovator, we produce the highest quality formulations for warewash, laundry, housekeeping, foodservice,
janitorial, floorcare, restroom care, hand care, general cleaning, sanitizing and disinfection.