Jan/Feb 2011 Maintenance Sales News

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MAINTENANCE

SALES NEWS Exclusively Serving Professional Distributors

January/February 2011

Vol. 28, No. 1

Read/Download MSN At: www.maintenancesalesnews.com

MSN FEATURE STORIES Phillips Supply Company Serving Ohio, Kentucky, West Virginia For Over 6 Decades.....................................6

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 Sandy Pierce

_______________

Maintenance Sales News Exclusive Distributor Roundup

5 Distributors Tell MSN Business Is Improving.................16

ADVERTISING Arcola, IL Don Rankin Linda Rankin Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130 Arcola, Illinois 61910-0130

Wholesalers & Buying Groups: • Distributor Partners Of America 17 • Pro-Link 18 • The United Group 20

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January/February 2011

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Buyers Guide 24 | Category Listings 45

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Industry News/Products 53 | Advertisers Index 4 | Classified Advertising 58

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On The Cover: Phillips Supply Company, of Cincinnati, OH, has been in business for more than six decades. Pictured, left to right, are General Manager Michael Brown, President/owner Pamela Rossmann and Sales Manager Tom Margraf. See story on page 6.

Maintenance Sales News (ISSN 1040371X) is published bimonthly by Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130. Publisher assumes no liability whatsoever for content of any advertisement or editorial material contained herein. Copyright 2011, Rankin Publishing, Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form without written consent of Rankin Publishing, Inc. Periodical postage paid at Arcola, IL, and additional mailing offices. POSTMASTER: Send address changes to Maintenance Sales News Circulation, 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130

Circle Number Replies Are Now Online @ www.maintenancesalesnews.com/circles.htm Industry Calendar of Events March 6-8, 2011 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200. April 19-20, 2011 — Can Clean 2011, International Centre, Mississauga, ON. For information: 905-665-8001. May 10-12, 2011 — National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. For information: 203-840-5622. May 21-24, 2011 — National Restaurant Association Restaurant, Hotel-Motel Show, McCormick Place, Chicago, IL. For information: 312-853-2525. October 18-21, 2011 — ISSA/INTERCLEAN® - North America, Las Vegas Convention Center, Las Vegas, NV. For information: 847-982-0800. May 2-3, 2012 — New Jersey Sanitary Supply Association’s Supply Line, Taj Mahal, Atlantic City, NJ. For information: 973-283-1400. May 8-11, 2012 — ISSA/INTERCLEAN® - Amsterdam (NL) 2012, Amsterdam RAI Exhibition & Congress Centre. For information: 847-982-0800.

MSN Advertisers Index Absorbcore, LLC .........................................41 ACS Scrubble .................................................5 Advanced Vapor Technologies ....................12 Americo.........................................................25 Away Chemical Corp...................................36 Berk Wiper Converting & Packaging........26 Bullen Companies, The .................................8 Clean Control Corporation...........................2 DDI System...................................................23 Delamo Manufacturing, Inc........................24 Diamond Wipes ............................................59 Distributor Partners of America ................17 ëkcos innovations .........................................28 Enviro-Solutions ..........................................27 Evolution Sorbent Products........................13 Expanded Technologies ...............................11 Fullriver Battery Mfg. Co. Ltd ...................31 Gift Sales Company .....................................46

H & S Manufacturing..................................38 Ha-Ste Manufacturing, Inc. ........................37 Haviland Corporation .................................14 Janibell..........................................................32 Midlab Incorporated .............................15, 34 Newaire .........................................................29 Polti Distribution, Inc..................................35 Pro-Link........................................................19 Quinn Brook Works, Inc. ............................39 RD Industries ...............................................30 SCA Tissue......................................................7 Spartan Chemical ........................................33 Stefco Industries ............................................3 STEP1 Business Products ...........................21 U.S. Battery ..................................................60 United Group, The.......................................20 von Drehle Corporation ................................9 Zephyr Mfg. Co., Inc. ..................................10

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Phillips Supply Company Serving Ohio, Kentucky, West Virginia For Over

6 Decades

“Some companies today have tried to go into packaging or safety or lighting, etc., but we are trying to be the best true, traditional jan/san house that we can be. I am not saying diversifying is not the right thing for those companies, but for us, the traditional approach is our focus.”

— General Manager Michael Brown

By Rick Mullen Maintenance Sales News Associate Editor

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or more than six decades Phillips Supply Company, of Cincinnati, OH, has been a leading janitorial/sanitation distributorship serving the Tri-State area, which includes Northern Kentucky and Southeastern Indiana. The family-owned company also operates facilities in Portsmouth, OH, and Charleston, WV. Reflecting many of the values of its Midwestern home, Phillips Supply's story is one of embracing history and tradition, while, at the same time, evolving to meet the challenges of the modern world. “We are a traditional jan/san house,” said General Manager Michael Brown, during a recent interview with Maintenance Sales News at the company’s Cincinnati headquarters. “Some companies today have tried to go into packaging or safety or lighting, etc., but we are trying to be the best true, traditional jan/san house that we can be. I am not saying diversifying is not the right thing for those companies, but for us, the traditional approach is our focus. “For example, we still deal in gym floors here. Customers can purchase the products from us and we will train them how to do the work, or we can actually work on the floors for them. We also do work with concrete floors in an industrial setting. “In addition, we have probably one of the largest equipment departments in this part of the country. We offer four national brands and that is going very, very well for us.” The company was founded 63 years ago by the late Charles Phillips and his wife, Claire Phillips. While Claire Phillips is now semi-retired, the company’s day-to-day operation is overseen by Mr. and Mrs. Phillips’ daughter, President/owner Pamela Rossmann. Rossmann took the reins of the company about 11 years ago when her father passed away. “This company has been guided by the hands-on leadership of the Phillips family throughout its history,” Brown said. “We have been consistent in our vision and our ownership. As a result, we are a very stable company.” Today, Phillips Supply offers a wide array of jan/san supplies from all the leading brands; equipment sales, repairs and rentals; and laundry and warewash products for health care facilities, sports complexes, foodservice and other industrial laundry applications. The company’s customer base spans such markets as health care, colleges, public schools, industrial, distribution, building

service contractors and more. Phillips Supply primary service area is within a 200-mile radius of Cincinnati, which includes Dayton, OH, Northern Kentucky and the riverboat casinos along the Ohio River to the west in Indiana. “Our facilities in Portsmouth and Charleston are both self-supportive,” Brown said. “These facilities carry their own inventory of all the items we stock here in Cincinnati, just in lesser amounts. “Our Cincinnati facility is located near several major Interstates including I-71, I-74, I-75, I-275 and I-274. Our Cincinnati location is also convenient to accommodate walk-in customers. Our showroom is visited by walk-in customers every day.” In today’s cost cutting environment, many companies are opting to consolidate their purchases. Phillips Supply’s wide product selection makes it an ideal source for a company to purchase all of its jan/san supplies. “There is no cleaning product, equipment, training or service that a customer might need that we can’t provide when it comes to maintaining a facility,” Brown said. “I don’t see this a lot today. I see companies reducing the number of service techs they have, the lines of equipment and products they offer, etc.” While being a “one-stop shop” for jan/san supplies and equipment, Phillips Supply has stuck to its tradition of only offering top name brand products. “Phillips Supply has never been in the business of offering ‘knock-offs’ or just selling on price. We offer what I consider all the top name brands. We also try to be very loyal to these companies. We are not looking to change brands often. We want to be good partners with these vendors and to build our business.” Staying Traditional While Changing With The Times

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well-known and respected businessman in the Cincinnati area, Charles Phillips was described by Brown as “one of the leading ‘movers and shakers’” in the distributorship industry. In the beginning, Charles and Claire Phillips worked side-byside in establishing the distributorship. While Charles Phillips was out selling, Claire Phillips ran the warehouse and delivery operation. As the business evolved, its reach extended well beyond the Cincinnati area. “(Claire) Phillips is a licensed pilot and she was the first woman in the world to log more than 1 million miles in the air,” Brown said. “As the company had business interests all over the country, three or four days a week she would be in the air flying

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January/February 2011

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personnel to those particular markets.” In June of last year, during commencement ceremonies, Claire Phillips received the University of Cincinnati Award for Excellence. The award was in honor of her career as an entrepreneur, business leader and female aviation pioneer. “(Claire) Phillips is described as a woman ahead of her time for working side-by-side with her late husband, Charles, to build and grow their business, Phillips Supply Company, (late in the 1940s). She started flying for the company, taking employees and customers to suppliers around the country to see the quality of the operation. She served as treasurer and corporate pilot for the company and is credited with becoming the first female commercial pilot to log 1 million miles,” a UC news release said. In addition to Claire Phillips’ history-making endeavors, the Steve Kramer, Controller company’s current facility also is linked to an important part of Cincinnati’s past. The company’s address is 1230 Findlay St., also known as 1 Crosley Field Lane — the site of Old Crosley Field, the home of the Cincinnati Reds Major League Baseball team from 1912 to June 24, 1970. With its history-making founding family, historical location and 63 years of serving the area with high quality products and service, Phillips Supply’s sales force includes, left to right, maintaining traditional values and Denny Roeble, Jeff Wilkens and Tom Donnellon. traditional methods of doing business are important pillars of the company’s culture. “We have been very traditional in the past, and we want to stay traditional, but we also want to make changes to deal with the ever-changing modern world,” Brown said. “I think many people would agree that the world we are dealing with today is a lot different than it was just a few years ago, and a lot more challenging.” Indeed, the recent recession radically altered the business landscape and did so very quickly. While there is evidence the economy has shown some signs of bouncing back, many business people predict a full recovery could take years. In the meantime, shrinking budgets and cost-cutting measures are challenges that are not going away anytime soon. “While our focus is on becoming the best traditional, old school jan/san distributorship that we can, we also realize we must address the needs and challenges customers are facing today,” Brown said. “Many customers are in situations where they are forced to cut costs. We partner with them and, rather than just providing a product at a cheaper price, we try to come up with different ways to allow them to reduce their costs and meet their budget needs.” Brown explained that one of the company’s key buzzwords for 2011 is “educate.” By partnering with, and educating customers, Phillips Supply seeks to help its customer base meet their budgetary goals without sacrificing quality products, training and services. “There are so many new products in the marketplace now that our industry never had for years and years,” Brown said. “For example, when you consider a mop bucket. Mop buckets did not change for decades. Now, there are mop buckets with spigots. Some come with a side press and some with a downward press, as well as other bells and whistles. “As a result, one of the things we are trying to do at Phillips Supply is to make sure we educate our customers about what is available. We are not about pushing something down their throats. Whether customers buy or not, is up to them, but we want to make sure they are aware of what is new. “We had a seminar recently where we hosted 90 customers. This coming spring we will conduct what we call a vendor show. We will have all our vendors here to show what is

“We find that there are different ways of reducing costs, other than just lowering prices. One of the techniques we employ is doing a thorough review of what customers are purchasing.”

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Phillips Supply staff members include, left to right, Brenda Brown, equipment customer service; Gregg Anton, equipment manager; Steve Aylor, assistant equipment manager; Patrick Cromwell, warehouse; Gene Smith, warehouse manager; Levon Sanderson, warehouse; Eric Haugabook, warehouse; and Doc Dockery, warehouse.

new. Vendor reps will speak about products and procedures. Our focus all this year is to keep introducing our customers to new products to see what items generate interest and go from there.” Keeping customers aware of new products and techniques in the jan/san marketplace is an important key to implementing cost cutting measures that do not compromise quality. This becomes critical because Phillips Supply’s traditional approach to doing business is not to compromise and offer lower quality products and services. “We find that there are different ways of reducing costs, other than just lowering prices,” Brown said. “One of the techniques we employ is doing a thorough review of what customers are purchasing.” In partnering with customers, Phillips Supply representatives will visit a location and conduct what it calls a “site survey.”

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“We start at the front door and we don’t quit until we go out the back door, while looking at everything in between,” Brown said. “We review the front entrance, including such items as matting. We inspect the restrooms to see if a customer is using folded towels where they could use roll towels, for example. “We work with customers to identify the image they want to convey. We help them change and/or consolidate wherever it will help reduce costs. “We have found that if we were to cut just 5 percent off the cost of products across the board and leave it at that, the competition would just come in and do the same thing. Then it becomes a race to zero. Some companies do not want to take the time to work with customers to cut costs and opt to do the quick thing and just cut prices — we are not about that.” Phillips Supply’s highly trained and experienced sales reps are able to spot things during a site survey that oftentimes translates into significant cost savings for the customer. For example, as Brown noted, many times customers are using trash can liners that are larger and heavier than what is needed to do the job effectively. Brown said when it comes to trash cans, one national brand’s top selling trashcan is a 45-gallon container. The top selling liner is designed for a 55-gallon container. “If I go into a facility and I see liners hanging too far over the trash cans, I will recommend using a smaller size liner,” Brown said. “Also, many times a thinner liner may be sufficient to do the job. If I can offer a customer a smaller, thinner liner that still does the job, I can greatly impact that company’s costs on liners. Some of our customers, such as large office buildings, schools, nursing homes, etc., use a massive amount of liners.” Phillips Supply’s reps also investigate how many building maintenance products a company is using. Many times, by reducing the amount of items a customer is purchasing, significant savings can be realized. “For example, we have found some facilities that are using up to 12 different kinds of liners,” Brown said. “We can typically outfit most facilities with two or three liners to meet their needs — not all, but most. “We also have found many facilities use too many different chemicals. Sometimes they will have three different glass cleaners, when one would be sufficient.”

“I feel equipment is playing a bigger role in our customersʼ lives, as they are being forced to reduce the number of personnel they employ. One of the ways for them to get the additional work done is with equipment. Our commitment to equipment is going to continue to get bigger.”

A Veteran Sales Force And The ‘Newbies’

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n today’s distributorship world, companies tend to offer many of the same products. It is becoming rare that a distributorship distinguishes itself by offering an exclusive product. Therefore, companies try to distinguish themselves in other ways,

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Pictured left to right are Christa Perry, customer service; Cheryl Robinson, customer service; Jennifer Humdy, customer service; and James Mounce, IT manager.

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Throughout Brown’s career in the industry, he has generally ascribed to the notion that hiring experienced sales people is the best way to go. This hiring strategy has its pluses and minuses. One obvious advantage to hiring an experienced sales person is it takes much less time to get that person out on the street and selling. The downside is it can be a gamble hiring a person who has gone from company to company. Recently, Rossmann devised a strategy that bucks the tradition of hiring only experience sales people. She directed Brown to seek sales people with little or no experience. “We have gone a different way recently and hired some sales Phillips Supply staff includes, left to right, Denise Peters, shipping/receiving; Sue Juszcynki, purchasing mgr.; Carol people we call the ‘newbies,’” Brown said. “While I have typiLucia, referred to as director of first impressions; Donna Burchfield, accounts receivable; and Sandy Lang, HR mgr. cally liked to find somebody with experience, I have come to look at that strategy somewhat differently today. such as emphasizing customer service, training, equipment repair, etc. For Phillips Sup“Now, I tend to ask myself, ‘If somebody has worked for two or three other companies ply, the company’s sales force is a major factor in how the company separates itself from in our business and has not been a resounding success, why would they all of a sudden the competition. The make-up of the sales force reflects the company’s business tactic of maintaining a come to Phillips Supply and be a resounding success?’ Sometimes we have found they are traditional distributorship culture, while, at the same time, being proactive to compete in a more headaches than they are worth. Yes, it is quicker getting them on the street because it doesn’t take as much training, but many times they are not great success stories.” rapidly changing world. After being hired, the “newbies” were put through a Phillips Supply sales “boot camp” “With our sales staff, we are melding the old with the new — the traditional with the contemporary,” Brown said. “We have sales people who are in their 60s who have worked here — an extensive and intensive training program — that, so far, has included three months in the classroom. for more than 30 years. “It was a challenge for them to sit in a classroom for three months,” Brown said. “These veteran sales people give Phillips Supply a tremendous advantage, because they During the classroom phase of training, the “newbies” also received training from visitknow their customers inside-out. On the other hand, we also recognize that our industry is ing vendor reps. an aging industry.” “Typically, when we hire people, we start riding with them while teaching them about their area and about what we do. However, we took a different approach with the new people. Their training will continue for at least the next two years.” Brown said typically when a company hires a group of sales people, not all of them ultimately make the grade. “Let’s say you hire five people. To have all five of them become successful and making it is not common. Typically, out of five, you usually are going to dismiss two of them,” Brown said. “With our ‘newbies,’ we have not been put in that position. All of them are performing quite well, which is surprising. I am not taking any credit for their success. I think it is because they are hungry, they want to make more money, they are driven and they have good work ethics. I have been very pleased. “Furthermore, the new sales people have brought with them some new ideas and a different perspective, as they have never been in the industry and have never sold before. “It is funny, when hearing some of the ideas they have come up with, I have said to myself, ‘I have been doing this forever and I never thought of that.’” While the “newbie” strategy is paying dividends thus far, it is still the experienced veterans on Phillips Supply’s sales force who are the anchor of the company’s success in the sales arena. “We really differentiate ourselves with the level of expertise and service our sales people provide,” Brown said. “We hold them to a high standard. Many companies have some people who do a very good, consistent, professional job, but after the top 10 percent, that changes somewhat. This is not the case here. “When you look at our sales team, we have some very experienced people. When it comes to products, they know what they are talking about. If a customer needs to do a project, they can help that customer with hands-on training. If a customer can’t do the job, we have people who can. Our people are very experienced, and this is one of the biggest areas that sets up apart from our competitors.” In providing the best in service, it is not unusual for Phillips Supply’s sales people to make emergency deliveries for their customers. On a day-to-day basis, the distributorship uses its own fleet of 11 trucks and its own drivers to make scheduled deliveries. “We adhere to our delivery schedules as consistently as we can, but there are also times when we have to step outside the scheduled runs to meet a customer’s needs,” Brown said. When it comes to training for customers, Phillips Supply offers both on-site programs and various larger seminars throughout the year. Most of what determines the content of training sessions and programs originates from customers themselves. “We are able to offer a vast array of training options based on our customers’ wants and needs,” Brown said. “Training can be as simple as a hand washing seminar. We are able to conduct a hand washing seminar, whether for a health care facility, or for first-

“We have also seen some schools hiring cleaning contractors as a means of reducing their costs. We are trying to improve and build our relationships with building service contractors, because we see this trend as an opportunity to grow our business in the future.”

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graders. We know that washing hands properly can reduce absenteeism. We conduct a lot of on-site training, especially in floor care. We also train on proper disinfecting techniques — whatever a customer needs. “We also conduct training on larger scale. For example, we are planning a vendor show in March or April. All of our vendors will be here. They will have booths and will show their latest and greatest products.” In addition to the sales staff, another factor that helps Phillips Supply differentiate itself from competitors is its equipment department. “Companies like ours that stock and service four name brands of equipment are unusual in today’s marketplace,” Brown said. “We feel that we have a real advantage over our competition in the area of equipment. We have highly-trained service technicians. We have repair trucks for on-site service and we have a large inventory. Most of our

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competition today seems to be pulling back from equipment. “In today’s world, I feel equipment is playing a bigger role in our customers’ lives, as they are being forced to reduce the number of personnel they employ. One of the ways for them to get the additional work done is with equipment. Our commitment to equipment is going to continue to get bigger.” Dealing With The Challenges Of Today’s Economy

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s the country struggles to rebound from the most severe economic downturn since the Great Depression, Brown said the battle against declining margins is common in the distributorship industry. “I am very proud that in 2010, we actually grew just a little bit in margins,” Brown said. “We didn’t grow a lot, but we didn’t go backward in any areas, and that is huge. I think it is a compliment to our sales people to be able to do that.” Another manifestation of the down economy has been a tendency for companies to buy on price alone as they seek to cut budgets. Brown explained that historically there has been a give and take when it comes to buying value-added vs. buying on price. “In the past, a distributor had to sell value-added, but you also had to have a really good price. Now, what I am seeing more and more, is either value-added or people are buying strictly on price. The line is really drawn in the sand,” he said. “People will say, for example, ‘I have been mandated to reduce our budget by 5 or 10 percent for this year.’ We talk to them about how we can change this or that and give them suggestions that could impact their budget. Sometimes the response is, ‘All I want to do is buy the same thing and buy it cheaper. Can you do that?’ “Faced with this scenario, a distributor must make a decision to keep that business or not. Is there enough margin to adjust? Will it still make sense to service that business, or is it best to walk away? We are seeing that everyone we call upon is being pushed to take costs out of their system. Total cost is still outweighing quality, today. “We have also seen some schools hiring cleaning contractors as a means of reducing their costs. We are trying to improve and build our relationships with building service contractors, because we see this trend as an opportunity to grow our business in the future.” Despite these marketplace pressures, Phillips Supply remains committed to only offering high quality, name brand products and equipment. “There are a lot of inferior brands of products and equipment on the market that we do not want to represent, because we feel that they are more trouble than they are worth,” Brown said. “We think we can give our customers a valueadded proposition that will fit their

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budgets and give them results they need without going to an inferior quality product.” There are various methods by which Phillips Supply can help customers cut costs without watering down quality. Sometimes it is available to substitute a slightly less costly product that will do the job just as efficiently. “One of our customers is a cleaning contractor that has several office buildings. When we first conducted an inventory of all the things the cleaning company had, one of the products it was using was a (national brand) towel. “We advised this client that the same company offered the same quality of towel, only with a little different core size for $1 cheaper a case than the one our customer was using. Other than the different core size, the cheaper towel is made with the same quality paper, is the same color and the same length. The office building in question uses about 90 cases a month of this particular product.” Brown said that while, on the surface, a savings of $90 a month by a large cleaning contractor may not sound like much, in today’s marketplace, the savings in considered significant. “We are having to look at things more from our customers’ viewpoints,” Brown said. “We are having to be more flexible in our everyday view of how we are doing business.” In navigating these recessionary times, many companies are also keeping inventory low to help cut costs. Phillips Supply has partnered with customers to help them manage their inventory. “There is no question that many customers have gone to reducing the amount of inventory they keep. We are finding more stock outages, therefore we have to ramp up even more what we are willing to do for our customers from a service standpoint,” Brown said. “We can help them with our delivery practices and in managing their inventory. We have sales people who are totally responsible for the inventory of some of their customers. This is a big trust factor, because today, a couple of cases here and there can really destroy a budget.” Phillips Supply’s efficient warehouse operation is also an important cog in helping customers manage their inventory. “Our warehouse is neat, clean and organized, and I think that speaks volumes about a company,” Brown said. “We do a very good job of bringing product in and getting product out.” Phillips Supply philosophy, when it comes to inventory, is to keep a steady amount of products year round. “Instead of us being the ones that run out, causing our customers to go elsewhere, we try to have our competitors run out before we do,” Brown said. “As a result, if a facility needs products and its regular supplier is out, they will come to us and we can pick up additional sales.”

“We are having to look at things more from our customersʼ viewpoints. We are having to be more flexible in our everyday view of how we are doing business.”

Down Economy No Excuse For Not Growing

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“Instead of us being the ones that run out, causing our customers to go elsewhere, we try to have our competitors run out before we do. As a result, if a facility needs products and its regular supplier is out, they will come to us and we can pick up additional sales.”

ike many other companies, Phillips Supply did not come through the recent recession unscathed. However, all things considered, the distributorship has weathered the worst of the down times in pretty good shape. “We are not unhappy, but we are not happy. Considering the economy and the world today, we are not doing badly,” Brown said. “Are we doing as well as we would like? No. No question about it, the struggling economy is on everyone’s mind first and foremost. If you ask us, we will tell you the economy stinks. Nonetheless, we don’t think the bad economy is a viable excuse for not growing.” Phillips Supply’s approach to facilitating growth involves basically two strategies. One is to greatly increase the amount of sales calls and to aggressively seek new business. “Everyone is going to lose some business today, through no fault of their own, as customers downsize, cut costs, etc. There is nothing you can do about that,” Brown Continued on Page 51

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By Harrell Kerkhoff, Editor

Slow ly b ut sur ely, b usiness i s star ting to i mpr ove from the recent recessionary period — this is the consensus of five jan/San distributors i nterviewed by Maintenance Sales News Magazine. These five companies represent both very large and quite small jan/san houses , all of which have been able to survive durin g recent economic hard times. As for the future, the five company representatives remain optimistic about 2011, adding that it’s hard to replace superior customer service and quality cleaning-related products. ervicing a large part of the upper Midwest with jan/san very successful in this area and it continues,” Bresin said. supplies and expertise is Dacotah Paper Company, “I feel a lot of this success has to do with the company’s of Fargo, ND, which has continued to grow over the values. We still have all of our male sales people wear white shirts and ties every day, and we don’t have minimany decades of its existence. Keith Bresin, director of corporate sales, said the com- mum order requirements in place or delivery charges.” These practices continue to bring about positive responses pany has been in business, in one form or another, since 1906. It currently has a 220,000-plus square-foot warehouse among the company’s customer base, he added. Although the U.S. economic recession that caused so located in Fargo, and services a large region that includes many problems over the past few years both North and South Dakota, Minnesota, continues to be a concern, Bresin exeastern Montana, northern Nebraska, northplained that the state economy in North western Iowa and a portion of Wisconsin. Dakota is better than most. This can be at“There is a lot of area for us to cover. tributed, in large part, to two areas in From our base to the farthest delivery point, which the state excels — oil and grain. it’s approximately 546 miles,” Bresin said. “North Dakota is now a huge oil state, Dacotah Paper has built up a fleet of 50 particularly in the western part where delivery vehicles to help get products in there is a very low unemployment rate. customers’ hands in a timely manner. This, Crop prices have also been good. All of of course, can be a challenge — especially this helps,” Bresin said. in the winter. The company’s service region Unlike distributorships that are located is home to some of the harshest winter in regions with large populations, officials weather in the United States. at Dacotah Paper must continue to find “Receiving (of products) is conducted in Keith Bresin, ways to sell products and make money in the morning, while loading takes place in Dacotah Paper Company rural America. This requires sales people late afternoon and evening,” Bresin said. “Some of our drivers are getting into trucks at 1 a.m. in order to focus on all types of accounts. “When many of our sales people work their territories, to make deliveries during normal business hours — all for they are visiting towns with populations of 2,000 or fewer the benefit of our customers. “We have been creative in our delivery practices. In some people. You have to be a jack-of-all-trades due to the geogcases, our drivers will have two- or three-day runs to reach raphy we cover,” Bresin said. “Overall, our company does a customers who are farthest away. In the higher population lot of business with schools, hospitals, restaurants, etc. ” Concerning current trends found within today’s jan/san areas, such as Sioux Falls, SD, and Bismarck and Grand Forks, ND, we provide daily service. We actually have driv- industry, Bresin said he has noticed that many customers are ers who live in each of these towns. We will have trailers requesting products that can provide a positive impact on transported to these locations, allowing the local drivers to their budgets right away. “It’s more difficult to make the ‘return on investment’ type make their deliveries.” Dacotah Paper also employs a sales staff of 42 people — of sell that we used to do 20 years ago. Back then, more peo39 work in street sales while 3 employees handle redistrib- ple were willing to pay for something over a 2- to 3-year period,” he said. “A lot of customers today are more stressed ution accounts. According to Bresin, first and foremost, the distributor- over trying to receive funds for their operations, especially schools and those in the health care field. They are getting ship has always been a “paper house.” “I started with the company in 1990 and was brought in to less compensation from states and other government fill a new position — janitorial products manager. I was put sources.” Another challenge for customers is finding enough time to in charge of growing the jan/san program. We have been

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get work done — whether it’s time spent cleaning or learning about better products and cleaning systems. “This has always been an issue, but people seem even busier now. This includes those who work for private businesses as well as public institutions. Many places are also less likely to add staff, or in same cases, have cut staff. Therefore, they really need to find ways to become more effective and efficient,” Bresin said. “I still feel the best way to satisfy these needs is through education. It’s important to help customers understand what products and cleaning systems can make a true difference in keeping a facility healthy and clean.” For many customers, the most challenging part of a facility to keep clean remains the restroom. Bresin said this is a greater concern for many during the winter months when added dirt and grime are tracked into a restroom. “There are a few unique products that we carry for restroom care. This includes a disinfectant that also contains biological material to digest urine salts and proteins,” Bresin said. “The biggest challenge is often getting people to realize that if they do the little things well, they can accomplish the big things fairly easy.” Working with quality suppliers is also a key to success for Dacotah Paper. Officials at the distributorship look for vendors who are loyal toward distribution and who provide training and field support. “Manufacturers sometimes forget that although customers ultimately make the final decisions on products, many times these customers are led to these decisions by distributor sales people,” he said. Contact: Dacotah Paper Co., 3940 15th Ave. N, #2727, Fargo, ND 58102. Phone: 701-281-1734. Website: www.dacotahpaper.com.

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hen it comes to large jan/san distributorships, WAXIE Sanitary Supply is among the biggest. However, the company, which employs over 800 people and has 21 inventory centers in 9 western states, remains family owned and dedicated to providing quality customer service. WAXIE, which is based in San Diego, CA, was started by Harry and Morris Wax in 1945, after both men served in World War II. It continues to be run by Morris’ sons Charles and David Wax, and is a leading supplier Keith Schneringer, of “anything you need to WAXIE Sanitary Supply clean and maintain a building,” according to WAXIE Sanitary Supply Marketing Manager Keith Schneringer. This includes floor equipment, matting, cleaning chemiContinued on Page 52

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The DPA Buying Group: Dedicated To Increasing Sales And Profits Of Member Distributor/Suppliers MISSION The DPA BUYING GROUP is dedicated to increasing the sales and profits of its member distributors and suppliers. DPA’s member-driven marketing and networking organization connects independent distributors and national suppliers within the Janitorial/Sanitary, Safety Equipment & Clothing, Industrial Packaging and Cleaning & Restoration industries. Group membership enables profitable business relationships, industry awareness and lifelong friendships. HISTORY Distributor Partners of America (DPA) was formed in September 2000 by 67 independent high-volume janitorial/sanitary distributors. From DPA’s inception, members wanted to establish a high caliber and selective organization to increase their sales and profits with DPA preferred suppliers. The group’s preferred suppliers provide discounts and marketing allowances to distributor members to achieve mutual sales and success. In order to meet the competitive needs of its members in an increasingly diverse marketplace, DPA created three additional product divisions: Safety Equipment & Clothing, Industrial Packaging and Cleaning & Restoration. With the advent of these new market segments in 2011, DPA rebranded itself and unveiled a new website: www.DPABuyingGroup.com. DISTRIBUTOR BENEFITS DPA offers independent distributor members quarterly marketing allowances and rebates on purchases made with the group’s preferred suppliers. The rebates are exclusive to the buying group members. In addition to rebates, the group negotiates better pricing, lower minimum order requirements and better prepaid freight policies.

DPA’s annual buying and networking conference is an opportunity for distributors to meet one-on-one with over 60 supplier companies, and to learn about the latest products and industry innovations. Members can also network in “think tank” sessions to share and learn best practices with one another. Other benefits the group offers distributors are extra promotions, redistributor “pass thru” programs and travel in-

centive programs. Last year, 10 DPA members were awarded 7- and 10-day cruises for achieving sales goals in 10 out of 12 product categories. DPA’s member website is a valuable resource that enables members to source products with the group’s manufacturers, check out the latest promotions and stay connected with each other. “GROWTH THROUGH OPPORTUNITY” In order to compete in today’s economy, a distributor needs to be versatile and have access to a large product offering at a moment’s notice. DPA allows members to challenge for comprehensive bid opportunities, and to meet the increasingly diverse product demands of their customers.

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DPA’s 150-plus supplier programs include companies within the Janitorial, Safety, Packaging and Restoration industries. The group’s procurement power and product diversification strategy allows distributors to broaden their business model, and find sales opportunities that they previously didn’t know existed. DPA distributors can meet the Personal Protective Equipment (PPE) needs of their end-users by choosing to attend DPA’s “safety only” products show May 1-3, 2011 in Indianapolis, IN. Specialty Cleaning and Restoration is another growing market, and once again DPA is ahead of the curve. The group’s negotiated product offering includes supplies for mold mitigation & remediation, smoke & fire damage, specialty carpet cleaning, floorcare, tile & grout cleaning, and stone care. DPA membership also gives distributors access to packaging supplies such as stretch & shrink wrap, packaging tapes, cushioning, bags, corrugated boxes and more... DPA EXPANDS GROUP LABEL & GREEN LABEL PROGRAM IN 2011 In 2011, DPA plans to aggressively expand with “private label” and “green label” programs. The group currently offers members a wide selection of group-branded products at very competitive pricing. These group label programs provide DPA distributors with an exclusive brand in their geographic territory. “OPERATIONAL SAVINGS” DPA saves its member distributor and suppliers money on their operational expenses. The group has contracts with sevContinued on Page 53

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Pro-Link: Laying The Groundwork For Continued Growth In 2011; Driving Success Of Distributor Members Pro-Link’s plans for 2011 are to build upon 2010’s investments: Laying the groundwork for continued growth and driving the success of its distributor members. “While 2010 was supposed to be a recovery year, it was not as robust for everyone in the industry. Pro-Link continued investment in new programs and services. And we were ready when our members’ grew throughout the year,” says Paul Lemieux, the company’s CEO. In 2011, there are three key initiatives according to Lemieux. First is to continue the development of business, sales and marketing expertise at Pro-Link headquarters, which can then be deployed throughout Pro-Link. “These programs help increase sales and market share for our distributors,” he says. The second initiative, kicked off in 2010, is to continue to secure more national account business on behalf of membership. This has been successful on many fronts, including the addition of several new accounts in recent months. This growth was not surprising. Lemieux noted: “More and more companies want to standardize and centralize the purchase of facility maintenance and cleaning suppliers. And ProLink is in a unique position in the industry to help these kinds of companies. Once our systems and infrastructure were in place, we hired the right people to build and maintain these core accounts.” The more valuable success for the national account program has been the level of support and commitment Pro-Link receives from its members. “Pro-Link members help win national business for the group. There’s no focus of only one doing what is best for me – it’s what would help me and my network,” says Russell Seybold, the director of strategic accounts at Pro-Link. Lemieux adds: “The dedication, participation and support of our members is amazing. In fact, this past year we added a new award for distributors who have consistently championed and supported Pro-Link products and programs. These members deserve recognition from us and their peers.” The third key initiative for 2011 is to continue adding distributor sales rep training courses to Pro-Link’s Online Training Center (OTC). The OTC is a comprehensive online training resource for our distributors. It was launched in 2009 with new courses added throughout 2010. Over 15 courses are offered for sales reps to learn the basics of jan/san products and cleaning procedures. It’s also a great way for experienced sales people to update their knowledge. “Our objective is to efficiently deliver training materials on Pro-Link products and programs to our distributors’ salespeople. This allows them to be more knowledgeable and can bring greater value to the end-customer,” says Lemieux. The system, available to Pro-Link distributors on its Web site, allows DSRs to take a variety of training classes on various Pro-Link products and programs. The system incorporates quizzes and tests to help ensure knowledge retention. “We are able to track who has taken which courses and how they did on the tests, so that we can provide appropriate recognition to those taking the time to enhance their knowledge,” says Lemieux. One thing that will not change is that Pro-Link will continue to offer its core services, which have been well-received and very successful in the past. For example, Pro-Link has one of the industry’s most favorable ratios of field sales support people to distributors. This business strategy provides a high level of support, training and field coverage. Pro-Link’s regional managers work with distributor members to conduct sales and product training meetings, they work with distributor salespeople on end-user calls, and they provide educational services, such as “Right to Know” end-user training.

“Our regional managers bring significant value to our distributors, helping them secure new business, roll out new ProLink programs and ensure distributors’ sales people are well versed in our offerings,” says Lemieux. Another core offering is Pro-Link members’ exclusive access to thousands of Pro-Link branded products, which can be found under more than a dozen different categories. In the vast majority of cases, Pro-Link members work in non-competing locations or markets and use the Pro-Link brand as their own “controlled brand.” Distributor-members rely on Pro-Link to supply not only top-quality products, but also professional sales materials, training and literature.

Several years ago, Pro-Link introduced a comprehensive green cleaning program to its distributors. Many have used this program to develop significant new business in their local marake advantage of Pro-Link’s kets. Pro-Link, and its members, have been featured in industry articles on facilities and choosing the Pro-Link green solution. programs grow your business, According to Lemieux, the program is designed to take a even under theto Green harshest “big-picture” approach cleaningconditions. and the use of environmentally preferable products and systems. Contact us members to learntohow can help “We want our clearlywe understand what Green cleaning is all about. They can then advise their your business thrive and become the customers on how to incorporate Green cleaning into their facilities and takejan/san advantage distributor of its health, productivity healthiest in yourand cost-saving benefits,” says Lemieux. market! He adds that the company is continuing to enhance its Green program. As an example, Pro-Link introduced green certified instant Pro-Link delivers: hand sanitizers, which are also biobased. They meet the EcoLG Sales ogo™ hand sanitizer standard (CCD-170) for environmental Generating Programs leadership and proven performance. GThese Field andupon Training newSupport products expand Pro-Link’s full line of biobased chemicals (under the name “BioLink”) introduced in G Proprietary Branded Products early 2010. products are made with natural, renewable reGBiobased Professional Literature sources such as soybeans, coconuts and corn. As with the BiG Selling Tools oLink brand, the hand sanitizers take sustainability a step further by meeting or exceeding the minimum requirements Strong Support Network forG bio content Peer as required by the U.S. Department of Agriculture’s (USDA) BioPreferred program. G Industry Leading Rebates This means they qualify as “BioPreferred” products for federal government procurement. In addition to green cleaning, Pro-Link has put tremendous emphasis behind the building service contractor (BSC) market — the largest market segment for jan/san distributors. A couple of years ago, Pro-Link launched its BSC Program for the company’s distributors. Originally, the program was launched in the form of a “BSC Resource Book.” Now, all the content has been made available electronically on Pro-Link’s distributor Web site. This allows the information to be continually and easily updated. The program addresses industry trends, BSC buying habits, purchasing concerns and the problems BSCs face in their daily To find out more about joining Pro-Link, business operations. “Our first goal was to present detailed information on the contact: many business challenges facing a BSC,” says Mike Nelson, ViceforPresident of Sales vice Brian presidentSlack, of marketing Pro-Link. The BSC Program also includes tools, ideas and training

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To watch videos of our members talking about the benefits of belonging to Pro-Link, go to: www.prolinkhq.com/thrive

brian.slack@prolinkhq.com 877-LINK 2 PL (877-546-5275)

that Pro-Link distributors can use to better serve contract cleaners. “Our premise is that the better distributors know and understand this market, the better they can address their customers’ needs,” says Nelson. Information provided to Pro-Link distributors to share with their BSC customers include: • Bidding forms and a new account start-up kit; • Detailed product order pads to expedite product selection and reordering; • A budget tracker designed to keep track of expenses on an account-by-account basis; • A newsletter series, “BSC Adviser,” which provides articles addressing business issues that BSCs commonly face; and, • 10 training presentations (in English and Spanish) covering such cleaning tasks as floor scrubbing, restroom maintenance and carpet extraction. In addition to these tools, Pro-Link has developed customizable add-on services sell sheets to help BSCs extend existing customer services, and are also a great tool to penetrate new accounts. “We emphasize in the BSC Program how important valueadded services are to BSCs,” continues Nelson. “It’s hard to become a business partner with a big-box store. BSCs know this, and that is why they value their business relationships — and partnerships — with their Pro-Link distributors.” Pro-Link’s GSA program, launched in late 2009, is another core competency that remains a key initiative. “We identified that selling to the federal government represented a major opportunity, but also a significant challenge to jan/san distributors,” Paul Lemieux said. He added that the opportunity is the sheer purchasing power of the federal government. The challenge comes from the difficulty in being awarded a GSA contract — something that requires a significant amount of time and energy. “Most jan/san distributors would find the amount of work required to get a GSA contract was not worth the potential payback. But this kind of opportunity is perfect for Pro-Link to tackle centrally, and then let our membership reap the benefits,” stated Lemieux. Pro-Link structured its GSA program so that its distributors can sell directly to federal facilities in their local markets under its GSA contracts. In addition, Pro-Link’s program matches government quote solicitations with a local ProLink distributor. Lemieux added, “It is really a perfect scenario for a group like Pro-Link — our distributors sell and service the local business, something they are all good at doing, and Pro-Link handles all the administration, paperwork and reporting.” In looking ahead to 2011, Lemieux said, “The combination of our strategic approach to distribution, our product and marketing programs, our strong field support and our national accounts focus is being very well received by our membership.” Pro-Link’s distributor-members also enjoy another less tangible benefit: The opportunity to network with peers and share best practices. Pro-Link provides at least two formal opportunities each year for members to get together, including an annual meeting held in the spring. “The opportunity to gather with fellow members is consistently ranked very high by our distributors,” says Lemieux. “Because we have little overlap among our distributors, they are comfortable sharing ideas and helping solve each other’s problems.” Despite a less than robust economy in 2010, Pro-Link continued to invest in new ideas and new opportunities for its distributor-members. This meant Pro-Link and its distributormembers were well positioned to take advantage of the growth in 2010. It also means that we are well prepared for the full economic recovery in 2011.

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ake advantage of Pro-Link’s programs and grow your business,

even under the harshest conditions. Contact us to learn how we can help your business thrive and become the healthiest jan/san distributor in your market!

Pro-Link delivers: G

Sales Generating Programs

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Field Support and Training

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Proprietary Branded Products

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Professional Literature

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Selling Tools

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Strong Peer Support Network

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Industry Leading Rebates

To watch videos of our members talking about the benefits of belonging to Pro-Link, go to: www.prolinkhq.com/thrive To find out more about joining Pro-Link, contact: Brian Slack, Vice President of Sales brian.slack@prolinkhq.com 877-LINK 2 PL (877-546-5275) Circle 27

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The United Group: Connecting Members/Suppliers, Enhancing Profitability For All The UNITED Group is a nationwide buying group that promotes strong distributor-supplier relationships for increased sales and enhanced profitability for all. Join us and discover the pride of ownership.

Opening Doors to 'PJCPEGF 2TQğVCDKNKV[© for 27 Years www.unitedgroup.com

The UNITED Group offers: • • • • • •

Equal ownership for all members Combined purchasing power for select suppliers High return of marketing allowances Low operating expenses National and regional meetings Dedicated headquarters staff

Contact Bob Klief, VP Sales & Marketing, at 318.348.0806 or Tobie McKown, President, at 318.387.9676 Circle 45

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he United Group® (Monroe, LA), a member-owned distributor marketing and sales organization founded in 1983, connects over 350 Member Stockholders with more than 150 Preferred Suppliers (including major redistributors) to enhance profitability for all. The group targets three primary market segments: Janitorial/Sanitary, Foodservice and Industrial Packaging; and serves customers across North America. United Group Member Stockholders have access to Preferred Supplier contract stipulations. A number of Preferred Suppliers offer volume discounts in addition to contracted marketing allowances. The United Group® (TUG) returns maximum marketing allowances by keeping operating expenses low. United Group Member Stockholders and Preferred Suppliers convene at an annual conference, and members have the opportunity to attend regional meetings. An interactive, secure website (www.unitedgroup.com) provides Member Stockholders with information on solutions to shared business concerns and Preferred Supplier products. United Connects, TUG’s full-color, quarterly news and marketing magazine, features news items from Member Stockholders and Preferred Suppliers, and promotes the products of the Preferred Suppliers through press releases as well. The United Group looks for potential distributor members in geographic areas where additional marketplace coverage might be needed. TUG vets the distributor to confirm the extent to which it is a viable and growing business. TUG asks from what vendors the distributor purchases to assess how many of the group’s existing Preferred Suppliers are in the mix, as well as potential suppliers. TUG also polls existing members as to the extent to which their service area might overlap with the potential member’s. Any Group member has the right to voice an objection to adding a member that encroaches on their territory. Joining a buying group like TUG adds strength and buying power to distributors seeking to purchase from certain vendors. Suppliers in a buying group often become more available to group members than they might otherwise be to a distributor making purchases alone. Without the strength-in-numbers buying power of a group, many independent distributors could not compete against larger, chain distributors. Vendors in a buying group have already been vetted for industry longevity, proven success, relevance, quality and special attributes of their products, as well as breadth of product lines. Purchases from group vendors generate marketing allowances for members. The marketing allowances members receive by purchasing from the Preferred Suppliers also serve as motivation to increase purchases from those vendors. The United Group® charges no fees, and every member of TUG owns an equal share purchased at a low symbolic cost. TUG holds an annual national conference at which business meetings and social events are scheduled. TUG’s Board of Directors, comprised of elected Member Stockholders, meets quarterly via video conference, as well as in person at the annual conference and supplier review meetings. Member Stockholders also serve as executive vice presidents representing the Group’s primary market segments: Janitorial/Sanitary, Foodservice and Industrial Packaging. Market segment committees confer via video conference up to six times a year. TUG’s full-color, news and marketing magazine, United Connects, consists of industry news, product news, member and supplier profiles and other articles of special interest to the Group. The magazine is distributed by mail and on the Group’s website, www.unitedgroup.com. TUG’s website also features industry news, press releases and promotional and training materials from the Group’s Preferred Suppliers. The website’s secure, password-protected member area offers idea and information exchange, including opportunities for servicing national accounts together. The executive staff of The United Group® negotiates contracts between vendors and the Group. The contract addresses both pricing and marketing allowances, and United Group Member Stockholders are allowed to inspect these contracts. TUG offers privatelabel product lines in a number of product categories. The United Group’s website offers a secure password-protected area where Member Stockholders can exchange information, ideas and requests to work together to service National Accounts. The website also features Preferred Supplier new product and system sales flyers, as well as product-training videos. TUG executive vice presidents representing the primary market segments of Janitorial/Sanitary, Foodservice and Industrial Packaging, confer up to twice a quarter via conference call, and their findings are reported in the United Connects magazine. TUG’s Maximizing Member Outreach Program, known as MMOR, gives every member face-toface interaction with the Group’s management staff five times a year. MMOR helps to address member concerns and also announce new suppliers and products.

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Computer Systems & Software STEP1 Software – The Future Of Jan/San Distribution Is Here

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n All-Windows SQL-based distribution software and very easy to use — that’s how STEP1 Software describes its state-of-the-art distributor’s system, designed specifically for the jan/san industry. STEP1 has used its 34 years of experience with the jan/san industry to create a software package that addresses the needs of every aspect of your business. The heart and soul of the distribution business is order entry. This is the most important point of contact between your customer and your company. STEP1’s Order Desk is designed to have every answer just one click away. Customer Service people can see when the last order was, what the last price was, what the new price should be, and what this customer should be ordering today. Credit and payment history are immediately available, whenever they are needed. New items are just a click away and so is the on-line catalog. For the owner, STEP1 has two impressive tools. First is the CEO Dashboard, which lets you see all the vital stats of your business at-a-glance. Extensive drill-downs allow you to investigate anything that looks different than what you were expecting. You can also set goals that help you track your progress. Second is STEP1’s new Dimensions Business Intelligence system. Dimensions is an easy to use guided query system for the owner or manager. See which items are doing best with your customers, and see the range of special prices being offered to customers for each item. One more click will show all similar customers that are NOT yet purchasing this item. The information available to the Sales Manager is amazing. You will be instantly able to see how the company is performing vs. your goals. This tracks through to sales offices if you have multiple branches, then tracks through to all the individual sales people. Be able to sort and search the data to see margins by customer, by item or by vendor. This is a separate module available just for your Sales Manager that automates the normal tasks of this job. For your Sales people, the Sales Rep is designed to run on a laptop. Soon to be available is STEP1’s new Smart Sales Rep, designed to run on smart phones and tablets. Both solutions carry special pricing for all customers, complete price lists for your entire inventory, and even tell you what specific items a customer is likely to need today. Your sales people can easily enter their orders while in the field and easily upload them back to the office. There is also a Lead Tracking system for the sales department, as well as a Task List Manager. This automated ‘to-do’ list helps you remember all the customer commitments that you have made, and helps make that good impression on the customer that is so important to sales people. STEP1 also has several tools for your customers. There are two customer order entry systems available. One is browser based, and will show the customer special pricing on any item they have previously purchased along with pictures and descriptions of the items. The other is a package that connects directly to you, and shows the customer status of pending orders and pricing on any items that they have not already purchased. There is also a package for your very large customers that help the customer track their budgets and consumption. This is very useful for customers like school districts and health care companies. STEP1 also integrates with JM Catalog, which is an on-line catalog featuring thousands of items in the jan/san industry. Customer special pricing is always an issue in the jan/san industry. STEP1 has a package called Price Manager that helps take some of the work out of all the special pricing. You can use Price Manager to assign pricing discounts or markups to groups of items for a customer. For example, you might have a policy of 23 percent discount off of all linear low-density liners for the hospital. This way, no matter what liner they choose, the pricing will be automatic and correct. This feature has helped STEP1 customers immensely. Just think of all the time you spend with customer pricing issues. STEP1 also has a margin preservation system, so if costs go up, it shows you what you should charge to maintain the same margin as the last purchase for this customer. If you have a service department for machine repair, STEP1 has an excellent solution called the Service Desk. This package tracks machine repair by serial number, so you can easily recall a machine and see all the previous service history. It also tracks total number of times the machine has been in for repair, and the total amount spent on repairing the machine. STEP1 customers have found this very useful because it helps pinpoint troublesome machines that would be less expensive for the customer to replace and stop repairing the old one. Status codes allow you to see at-a-glance the status of every job in for repair. Statuses such as ‘On Bench’ or ‘Waiting on Part’ allow you to keep the customer quickly informed of the status of their repair. Service Desk also has a companion product called Service Manager. The Service Manager package tracks billable time by Service Rep. This allows the owner or manager to determine the true profitability of the Service Department. It also tracks turn around time of equipment and other key Service Department statistics. Your warehouse people will enjoy Warehouse Manager. This package allows warehouse personnel to see all the orders waiting on delivery and lets them sort the orders into

truck runs on-screen. The system also lets them grab a “wave pull� ticket, allowing them to make one sweep around the warehouse and pick all orders for a truck run at once (this is not required, just optional). Customers have reported savings of about 3 hours per 100 orders by doing it this way, and have increased picking accuracy. Warehouse Manager also has a feature to mark an entire truck’s orders as “shipped� with one click. Once marked, the computer knows this inventory is out of the building and won’t show as floor stock. Haz-Mat issues are also addressed with this package. Billing is very easy, since the orders are already organized by truck. When the truck comes back, just handle any exceptions that need to be addressed. Then, with one click, all orders on the truck are billed. If bills need to go with the truck, then there is an option to accomplish this as well. General Ledger, Accounts Receivable, and Accounts Payable round out the package. The G/L is completely integrated and very automatic. A/R and A/P have features built in that STEP1 customers have suggested to make their jobs easier and faster. STEP1 combines the most modern technology with a package that addresses every aspect of your business. STEP1 is the system of the future for jan/san distribution, and the future is today!

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Computer Systems & Software DDI System Case Study: Hercules & Hercules, Inc.: What Would You Do With 40 Percent More Time? For any small businessperson, there is never enough time. In good economic times, you scramble to keep inventories stocked and customers happy. In challenging economic times, you clamber to turn your inventory and keep employees working.

How

often have you wished for one more day in the week, or a few more hours Accounting Department Excels in the day? Belinda Jefferson, president of Hercules & Hercules, Inc. in Detroit, MI, In addition to customer consultation benefits, the DDI system has streamlined is no exception to longing for more time. But in 2009, she took action that helped the accounting department. her, and her employees, recapture at least 40 percent of their day. “We saw the positive impact of DDI almost immediately across the board,” “I cannot say enough good things about DDI,” Jefferson says about investing in DDI’s inform business software. ”It was the best decision I I did exhaustive research ever made for this business.” before deciding on DDI. In fact, The decision was not made lightly, nor quickly. The company had operated with another system I researched for over a year. for nearly five years, and Jefferson wanted to make sure the next operating system would easily meet I knew where we wanted to go all the company’s current and future needs. as a company and what we “I did exhaustive research before deciding on DDI,” confesses Jefferson. “In fact, I researched needed to get there.” for over a year. I knew where we wanted to go as a company and what we needed to get there.”

“

Belinda Jefferson

Win-Win For Company And Customers President, Hercules & Hercules, Inc. As a solutions provider, Hercules & Hercules prides itself on keeping all its employees abreast of new products and creative solutions for its customers. When employees are well-educated and able to quickly pull points out Jefferson, “but I think we saw the biggest impact in our accounting information for a customer, it is a win-win situation for everyone. department.” The ability to immediately access all pertinent information about specific With the easy-to-use, windows-based format, DDI makes fulfilling requests products is just one example of the powerful capabilities of DDI’s inform, ac- such as sending a duplicate invoice a one-click effort. Gone are the days of digcording to Taneisha Mackey, senior sales administrator for Hercules & Her- ging through files, making copies and faxing. cules. She oversees sales support and purchasing for the company and works “Invoicing goes out the same day, which was impossible with previous sysconstantly on the DDI system. Mackey estimates DDI’s inform has cut her time tems,” continues Jefferson. “Accounting is all in real time and everything is more to complete most of her daily activities in half. efficient.” As an example, to assist a customer in purchasing a floor cleaner, the prePhasing In CRM vious operating system provided a top-line description of the product, such as The company is still discovering the capabilities of DDI’s customer relation“Pine-scented floor cleaner.” If a customer requested additional product in- ship management module. The module incorporates all the most sought-after formation, she would need to walk across the office, find the appropriate three- capabilities for building customer relationships and growing the business. ring binder, thumb through the MSDS and product information sheets, find the For example, it links everyone’s calendar events and tasks (along with autoparticular product sheet, and then relate the information to the customer by ei- matically generating pop-up reminders) so there are no last minute surprises. ther a second phone call, scanning the sheet and e-mailing it, or faxing it. Each time there is an interaction between the company and the customer, the details of that interaction can be recorded on the customer’s profile for a complete record that anyone can access. Additionally, the built-in e-marketing capability eliminates Jefferson adds that her goal is to fully use the system’s Smartphone the need for a separate subscription to an online source such Sync for accessing and uploading customer information while as Constant Contact. Eventually, Hercules & Hercules can customers by a number of variables in order to e-maron the road. That way she has complete access to vital information sort ket to their particular need or past purchase history.

such as item availability, current pricing, and can even e-mail customer documents through the DDI attachment library.

“Now, I just click on a button and the system opens up the full manufacturer product sheet. I can tell the customer all the specifics on the product, such as disinfecting capabilities, what viruses and bacteria it kills, the dwell time, scent and packaging. It is so much faster to provide expertise and find the right solution for our customers.” Mackey added that sending a customer the product information sheet, or a MSDS, is a single click or two away.

Consider the benefit to your business if you were able to recapture up to 40 percent more time in the day. Hercules & Hercules used its recaptured time to expand its marketing efforts and streamline its inventory. The inside support staff developed mailing lists for targeted market segments, created sell sheets for distinctive markets and regions, and are launching a monthly newsletter. Extra time has also enabled them to identify non-moving stock and make their inventory more profitable. Imagine the growth areas you can accomplish after installing the right business management software.

To learn more, go to www.ddisys.com or call us at 877-599-4334.

FREE CRM s il Call For Deta

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Software that Drives Success DDI System’s inform distribution software is the complete end-to-end solution for paper, packaging and jansan distributors. Join the thousands of users succeeding with inform’s integrated e-commerce, accounting, inventory, CRM, advanced sales tools, opportunity forecasting, performance analytics and so much more.

See The Latest Innovations Call 877.599.4334 or visit us at ddisys.com Circle 12

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Proudly Made in the USA

ABCO Products Corp. 6800 N.W. 36th Avenue Miami, FL 33147 USA Phone: 888-694-2226 Fax: 305-694-0451 Website: www.abcoproducts.com Products: A vertically integrated manufacturing company providing quality cleaning products to maintenance markets. Full line provider of brooms, mops, dust mops, brushes, squeegees, and handles, including 100 percent corn brooms, and a variety of push brooms. Mops include cotton, rayon, blended and specialty application products. 08 Absorbcore, LLC 30275 Lorain Rd. North Olmsted, OH 44070 USA Toll Free: 800-786-5505 Fax: 440-779-9243 E-Mail: info@absorbcore.com Website: www.absorbcore.com Products: Absorbcore disposable restroom matting improves facility safety, appearance and prevents urine damaged floors. 11

p ro f e s s i o n a l s e r i e s ®

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

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ACS Industries, Inc. One New England Way Lincoln, RI 02865-4247 USA Phone: 401-769-4700 Fax: 401-333-6088 E-Mail: rbeaudette@acsind.com Website: www.scrubble.com Company Officers: Steven Buckler, President; Rory Beaudette, Vice President - Sales Products: The Scrubble Division of ACS Industries has been manufacturing professional cleaning products since 1939 for the foodservice, janitorial and sanitary supply markets. ACS manufactures a full line of cleaning products, including metal scrubbers, scouring pads, grill cleaning items, soap pads, mops, brooms, brushes, non-woven floor pads, steelwool floor pads and sand screens. 11 Advance 14600 21st Ave. N. Plymouth, MN 55447 USA Toll Free: 800-850-5559 Fax: 800-989-6566

E-Mail: info@advance-us.com Website: www.advance-us.com Products: Advance floor scrubbers, vacuums, sweepers, carpet extractors and outdoor surfacecleaning machines increase productivity, reduce cleaning costs and contribute to green cleaning and building sustainability. 11 Advanced Vapor Technologies, LLC 7719 230th Street, S.W. Edmonds, WA 98026 USA Phone: 425-775-9000 Fax: 425-775-1993 Website: www.advap.com Products: AVT Steam Vapor Systems, combined with Nano Crystal Disinfection Technology (TANCS™), cleans and disinfects virtually any surface using tap water. Chemical exposure and residual noxious odors are reduced by employing AVT systems, which are applicable for multi-purpose, multi-surface disinfection. 08 Airosol Company, Inc. P.O. Box 120 1206 Illinois St. Neodesha, KS 66757 USA Toll Free: 800-633-9576 Fax: 620-325-2602 Website: www.airosol.com Products: Airosol has continuously expanded its line of products over the company’s 68-year history. The company’s products now include insecticides, metered air fresheners, cleaners, adhesives, lubricants, specialty coatings and additives. 11 Americo Manufacturing Co., Inc. 6224 N Main Street Acworth, GA 30101 USA Phone: 770-974-7000 Fax: 770-974-0614 Website: www.americomfg.com Products: Americo is a prime manufacturer of a complete line of floor maintenance pads, hand pads and related non-woven products. Also offered are vinyl-backed floor matting, logo mats, anti-fatigue matting and restroom care products including deodorizing urinal screens. 06

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Amrep, Inc. 425 Franklin Rd., Ste. 530 Marietta, GA 30067 USA 770-422-2071 Fax: 770-422-1737 E-Mail: info@amrep.com Website: www.amrep.com Company Officers: Joe Seladi, President; Dave Simonson, Executive Vice President Products: Amrep is a nationally recognized manufacturer of specialty chemicals, with one of the most extensive product lines in the chemical industry including aerosol, liquid and lubricant products. Throughout its history, Amrep has consistently been a leader in product innovation, quality, service and support. 11 Anchor Maintenance Systems 1855-5 Dr. Andre’s Way Delray Beach, FL 33445 USA Phone: 561-278-8844 Fax: 561-276-6833 E-Mail: arcneil@bellsouth.net Company Officers: P.D. Bannon, President; N. Prager, VP Products: Disributes industrial maintenance supplies/products such as abrasives, fasteners, tools, safety, welding, electrical, chemicals. 11 Apex International Group, Inc. 784 U.S. Hwy. 1, Suite 4 N. Palm Beach, FL 33408 USA Phone: 561-656-0850 Fax: 561-656-0870

WebSite: www.zynsonic.com, www.apexig.com, Products: The company’s ZynSonic janitorial line includes cleaners, polishes, disinfectants and air fresheners. These products are designed for professional cleaning of offices, hotels, hospitals, schools, nursing homes and other public and private facilities. 11 Athea Laboratories, Inc. 6161 N. 64 Street Milwaukee, WI 53218 USA Toll Free: 800-743-6417 Fax: 414-354-9219 E-Mail: orders@athea.com Website: www.athea.com Company Officers: Steve Hipp, President; David Olmstead, V.P. Products: Full line janitorial chemical and specialty chemical manufacturer with emphasis on private labeling. Experts in premoistened wipes, citrus-based products, herbicides, insecticides, bacterial/enzyme products, industrial degreasers and specialty chemicals. 11 Atlas Paper Mills 11400 NW 32nd Avenue Miami, FL 33167 USA Phone: 305-636-5740 Fax: 305-685-6714 E-Mail: sales@atlaspapermills.com Website: www.atlaspapermills.com Products: Atlas Paper Mills is a costeffective U.S. leader of Green Seal-certified manufactured recycled tissue and

paper products. All Green Seal-certified products are manufactured from 100 percent recycled paper fiber, do not contain chlorine bleach and are proudly made in the U.S.A. 10 Atrix International, Inc. 1350 Larc Industrial Blvd. Burnsville, MN 55378 USA Toll Free: 800-222-6154 Fax: 952-894-6256 E-Mail: sales@atrix.com Website: www.atrix.com Products: Atrix is a manufacturer of industrial and commercial vacuum cleaners for use in the field service of copiers, printers, medical equipment, telecom equipment, computers and semi-conductors. Atrix also manufactures HEPA and ULPA filtered vacuums for containing asbestos, mold, and other hazardous particles. 09 Austin Diversified Products, Inc. 16615 S. Halsted St. Harvey, IL 60426 USA Toll Free: 800-322-6444, Ext. 204 E-Mail: dist@advanage.com Website: www.advanagecommercial.com, www.advanage.com Products: Advanage Wonder Cleaner, a high-performance multi-purpose cleaner. The product is eco-friendly, and super concentrated. 1 quart makes 20. It’s non-toxic, biodegradable and phosphate-free. 11

AWAY Chemical Corp. 7800 Bissonnet, Suite 310 Houston, TX 77074 USA Phone: 713-541-0055 Fax: 713-270-6810 Website: www.awaychem.com Products: Manufacturer of drain pan treatment. 04 Aztec Products, Inc. 201 Commerce Drive Montgomeryville, PA 18936 USA Phone: 215-393-4700 Toll Free: 800-331-1423 Fax: 215-393-4800 800-331-1423 E-Mail: stevenspe@aztecproducts.com Website: www.aztecproducts.com Company Officers: Whit Beverly, President; Allan Beverly, CEO; Steven Spengler, National Sales Manager Products: Aztec manufactures and sells high speed floor maintenance equipment to distributors, contractors and facilities. Known for the Sidewinder VCT Stripping System, Aztec’s latest additions include dust control propane burnishers, the UltraGrind propanepowered concrete floor grinder and polisher, and the Grand Finale floor chemical applicator. 11 B & G Equipment Company 135 Region South Drive Jackson, GA 30233 USA Phone: 678-688-5601 Fax: 678-688-5633

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E-Mail: salesdept@bgequip.com Website: www.bgequip.com Company Officers: Cecil Patterson, CEO/President; George Brehm, Vice President Sales & Marketing Products: B & G industrial grade hand-compressed air sprayers available in plastic and stainless steel, electric sprayers, ULV foggers and misters as well as a complete line of Vector and pest control products. This assortment of applicators allows for precision application for a wide variety of services. 11 Bel-Maid Company P.O. Box 1101 Brick, NJ 08723 USA Phone: 732-905-2600 Toll Free: 800-527-4947 Fax: 732-905-2620 Products: Rayon and cotton cut end mops; loop mops - rayon color blends and finish mops; brooms; handles; brushes; squeegees; bucket combos; dust mops, frames, handles; dust pans. 10 Berk Wiper Converting & Packaging 707 N. Valley Forge Rd. Lansdale, PA 19446 USA Phone: 215-412-8181 Fax: 215-412-4010 Products: Berk Wiper Converting & Packaging is a full service, private label convertor that carriers the largest line

Maintenance Sales News of wiping cloths, toweling and tissue in the industry. These private label products are sold to jan/san, foodservice, medical, healthcare, automotive and industrial distributors. 11 Best Sanitizers, Inc. P.O. Box 1360 Penn Valley, CA 95946 USA Phone: 888-225-3267 Fax: 530-432-0752 E-Mail: sales@bestsanitizers.com Website: www.bestsanitizers.com Products: The company provides products specifically designed for sanitizing hands and surfaces. In addition, Best Sanitizers engineers stateof-the-art no-touch hygiene technology for food processing, food service, healthcare, office environments and consumer industries. 11 Bioball USA, Inc. P.O. Box 0247 East Berlin, CT 06023 USA Phone: 806-770-2135 E-Mail: sales@bioballusa.com Website: www.bioballusa.com Company Officers: Jim Sokaitis, National Sales Manager Products: Bioball is a highly efficient, cost effective and environmentally responsible urinal block that ensures urinals are clean, while drains remain clearer and odor free. 11 BiOWiSH Technologies, Inc. 2135 City Gate Ln. Naperville, IL 60563 Phone: 312-572-6700 Fax: 312-572-6710 E-Mail: info@biowishtechnologies.com Website: www.biowishtechnologies.com Products: BiOWiSH is a powerful biocatalyst that rapidly and effectively eliminates odors and breaks down grease, dirt and grime just like it would in nature, but up to 1,000 times faster. BiOWiSH is 100 percent natural and non-toxic. 11

27 bulk, quarterfold, flat and inter-folded. Bro-tex is also available for contract converting of customers’ materials. Bro-tex also offers a line of a multi-purpose cleaner, Orange Peels™. As a premoistened cleaner, Orange Peels will clean grease, oil and even graffiti off most surfaces. Bro-tex also produces Fresh Start® disinfectant wipes which kills several types of viruses including MRSA, H1N1 and Noro Virus. 11 Brushtech, Inc. P.O. Box 1130 Plattsburgh, NY 12901 USA Phone: 518-563-8420 Fax: 518-563-0581 E-Mail: ng@brushtechbrushes.com Products: Specialty twisted-in-wire brushes manufactured in USA including janitorial, restaurant, supply, appliance, plumbing and tube brushes. 11

Carroll Company 2900 W. Kingsley Rd. Garland, TX 75041 USA Toll Free: 800-527-5722 Fax: 972-840-0678 Website: www.carrollco.com Products: Soaps, detergents, disinfectants, finishes and polishes, liquid and dry products, and acid-based institutional and industrial products. 11

Cascades Tissue Group 148 Hudson River Road Waterford, NY 12188 USA Toll Free: 800-246-0711 (USA) 800-361-4070 (CAN) Fax: 518-238-0560 E-Mail: questions@cascades.com Website: www.cascades.com/tissuegroup/afh

The Support You Want. The Resource You Need.

Buckeye International, Inc. 2700 Wagner Pl. Maryland Hts., MO 63043-3422 USA Phone: 314-291-1900 Fax: 314-298-2850 E-Mail: info@buckeyeinternational.com Website: www.buckeyeinternational.com Products: The Buckeye line of cleaning and floorcare products for the industrial, institutional and automotive trades. 10 Bullen Companies, The 1640 Delmar Dr. Folcroft, PA 19032 USA Phone: 215-724-8100 Fax: 610-534-8912 E-Mail: sales@bullenairx.com Website: www.bullenairx.com Products: Specialty chemical manufacturer offering liquid products from dog shampoo to aircraft cleaner. Private branded and branded products. 08

Boss Manufacturing Company 1221 Page Street Kewanee, IL 61443 USA Toll Free: 800-447-4581 Fax: 309-852-0848 E-Mail: custserv@bossgloves.com Website: www.bossgloves.com Products: A diversified supplier of leather, cotton, nitrile, latex, PVC, and neoprene gloves. Also offering a complete line of garden and sport gloves, rainwear, aprons, rubber and PVC boots, in addition to Head-Lite™, the hands-free flashlight. 09

Carolina Mop Mfg. Co. 819 Whitehall Road Anderson, SC 29625 USA Toll Free: 800-845-9725 Website: www.carolinamop.com Products: Established in 1945, Carolina Mop is a full line manufacturer of American-made quality wet mops including: cut-ends, tru-loops, screw connectors, deck mops, and high performance looped-end mops. A wide variety of handles, dust mops, frames, brooms, etc. are also available. Fast turn around service. New products include mop buckets, dustpans, wet floor signs, janitor carts, brushes, floor squeegees, and microfiber products. 10

Bro-tex, Inc. 800 Hampden Avenue St. Paul, MN 55114 USA Phone: 651-645-5721 Toll Free: 800-328-2282 Fax: 651-646-1876 E-Mail: info@brotex.com Website: www.brotex.com Company Officers: Ed Freeman, VP & General Manager Products: Bro-tex converts a number of paper and non-woven single use (disposable) wipers as well as numerous cloth wiping products. These wipers include cellulose, spunlace and special low-lint wipers. Cloth wipers are available new or as reclaimed cloth wipers. The company converts these wipers into a variety of dispensing applications including its Dispense Pro® and Center Flo® packaging. Other packaging options are

Carolina Paper Converters 349 S. Main St. Oakboro, NC 28129 USA Phone: 704-485-3212 Toll Free: 800-951-2235 Fax: 704-485-3253 Website: www.carolinapaper.net Products: Carolina Paper Converters was established in 1999 to produce quality paper towels and tissue for the commercial market. Customers include industrial, foodservice, janitorial and paper distributors serving the needs of restaurant, healthcare, manufacturing, janitorial and educational facilities. The company uses the highest quality of materials to produce giant roll tissues, hardwound roll towels and centerpull products. It also carries a wide array of other paper, soap, wiper and dispenser products to be a full-line supplier. 08

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January/February 2011

Products: Cascades’North River offers 100 percent recycled products (napkins, towels, bath/facial tissue) with enviro certifications: Processed chlorine free, Green Seal and Ecologo. 10 Chase Products Co. 2727 Gardner Rd. Broadview, IL 60155 USA

Toll Free: 800-CHASECO Fax: 708-865-7041 E-Mail: sales@chaseproducts.com Website: www.chaseproducts.com Company Officers: Judith A. Albazi, President/CEO; Ernesto (Ting) Hidalgo, Executive Vice President/COO Products: Chase Products Co. pro-

vides a wide range of aerosol cleaners, air fresheners, insecticides, paints; and automotive, bench, craft and personal care products. Whether buying one of Chase’s Green World™ DfE products for a business, or searching for a company to manufacture private-label aerosol products, customers can depend on Chase. 11

Claire Mfg. 1005 Westgate Drive Addison, IL 60101 USA Toll Free: 800-252-4731 Fax: 800-543-4310 Website: www.clairemfg.com Company Officers: Tony Ciefari Products: Insecticides, disinfectants, cleaners, air fresheners, metered air

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info@ekcos.com Circle 13

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fresheners, polishes, carpet/hard floor cleaners, industrial/automotives, premoistened wipes, green line products. 10 Clean Control Corporation P.O. Box 7444 Warner Robins, GA 31095 USA Phone: 478-922-5340 Fax: 478-922-5395 E-Mail: info@cccga.com Website: www.odobanprofessional.com Products: Clean Control is a premier manufacturer of high quality cleaning products, odor eliminators, disinfectants, sanitizers, deodorizers, stain removers, air fresheners and cleaning accessories. 10 Clorox-Professional Products Division 1221 Broadway Oakland, CA 94612 USA Phone: 510-271-7101 Fax: 510-271-7758 Website: www.cloroxprofessional.com Products: Nationally branded cleaning chemicals — Clorox bleach, Formula 409 All Purpose Cleaner Degreaser, Glass & Surface, Floor Cleaner, PineSol brand cleaners, S.O.S., Tilex, Clorox Disinfecting Wipes, Clorox Disinfecting Spray, Clorox Clean-up Cleaner w/ bleach, Glad Trash bags, Liquid Plumr, Clorox Bathroom Cleaner w/ Teflon, Clorox Toilet Bowl Cleaner. 05 Concept Amenities Inc. 3236 Cliff Sieler Ct. Las Vegas, NV 89117 USA Phone: 702-869-3741 E-Mail: usasales@conceptamenities.com Website: www.conceptamenities.com Products: Designs, manufactures and distributes guest amenities globally. 11 Continental Commercial Products 305 Rock Industrial Park Drive Bridgeton, MO 63044 USA Toll Free: 800-325-1051 Fax: 800-327-5492 E-Mail: janics@contico.com Website: www.continentalcommercialproducts.com Products: Continental Commercial Products offers a complete line of products for the janitorial and food service industries including buckets, wringers, wet and dust mops, brushes, brooms, floor and hand pads, carts, refuse containers, safety signs, dust pans, trigger sprayers, bottles, smoking receptacles, restroom products, ingredient bins, oil filtration and handling products. 10 Core Products Co., Inc. P.O. Box 669 - 401 Industrial Canton, TX 75103 USA Toll Free: 800-825-2673 Website: www.coreproductsco.com Products: Core Products Co., Inc. is a manufacturer of Green Seal® and EPA Design for the Environment certified

Maintenance Sales News cleaning and specialty products. Customers and distributors have come to depend on the quality and effective jan/san solutions Core has provided since 1976. Core products are safely used in hospitals, nursing homes, schools, city, state and federal buildings, industrial settings, businesses that include restaurants, car washes and food services, and residences throughout the world. Core was among the first manufacturers to offer hydrogen peroxide based products to its distributors. Core's Hydroxi Pro® brand was introduced at the ISSA show in 2002 and has been a staple of many cleaning maintenance programs ever since. Low toxicity and VOC’s hold a great attraction for green minded end-users. 11 CPAC, Inc., 2364 Leicester Rd. - P.O. Box 175 Leicester, NY 14481 USA Phone: 585-382-3223 Fax: 585-382-3031 E-Mail: cpacinfo@cpac.com Website: www.cpac.com Products: Established in 1969, CPAC, Inc. manages holdings in two industries: cleaning and personal care, and imaging. The Fuller Brands segment develops, manufactures and markets over 2,700 branded and private label products for commercial cleaning, household cleaning and personal care. Fuller Brands’ business units sell these chemicals and stick goods (mops, brushes, and brooms) across North America and internationally. 10

29 brushes; wall & venetian blind dusters; corn and angle brooms; whitewash, kalsomine and wire scratch brushes; deck, pot, fender and scrub brushes; baseboard and bi-level brushes; wet and dust mops; window/truck wash brushes; handles; squeegees and braces. 08

E-Mail: info@daleyinternational.com Website: www.daleyinternational.com Products: Institutional systems and services, commercial cleaning solutions and coatings, private label chemicals, contract packaging, managed care services and sanitation management services. 09

Daley International 4100 W. 76th St. Chicago, IL 60652 USA Phone: 773-284-6565 Fax: 773-284-6591

DCL Solutions/PAK-IT 4201 Torresdale Ave. Philadelphia, PA 19124 USA Toll Free: 800-426-1127 Fax: 215-288-0847

Website: www.pakit.com Products: A full line of private label and branded cleaning chemicals featuring PAK-IT™, a patented, watersoluble liquid packet. No messy powders, spills, or waste. No cutting, tearing or measuring. 100 percent dissolvable. Saves space, time and money. Provides job site portion control. Just drop entire PAK-IT™ into spray bottles, mop buckets, floor and carpet equipment. Significant environmental source reduction. 10

DDI System 75 Glen Road, Ste. 204 Sandy Hook, CT 06482 USA Phone: 203-364-1200 Fax: 203-364-1400 E-Mail: sales@ddisys.com Website: www.ddisys.com Company Officers: Adam Waller, President; Barbara Jagoe, Executive Vice President Products: DDI System’s “inform” distribution management software creates a strategic advantage by integrating daily operations with advanced sales,

Eliminate Odors Naturally… Simply plug in or hardwire to any room up to 500 sq/ft for 24hr odor control For a fraction of the cost of chemicals!!!

CP Industries 560 North 500 West Salt Lake City, UT 84116 USA Toll Free: 800-453-4931 Fax: 801-539-0510 E-Mail: ann@cpindustries.com Website: www.cpindustries.net Company Officers: Ann Lieber, President Products: Technically advanced environmentally safe products including ice melters, cleaning chemicals and detergents. Custom chemical formulations and manufacturing. Production facilities located in Salt Lake City, UT, and York, PA. 11 Crystal Lake Manufacturing, Inc. P.O. Box 159 Autaugaville, AL 36003 USA Toll Free: 800-633-8720 Website: www.crystallakemfg.com Products: Corn and plastic brooms, wet mops, dust mops, dust mop frames and handles, mop sticks, handles for OEM and for all floor brushes and street brooms. 00 Culicover & Shapiro Inc. 220 S. Fehr Way Bayshore, NY 11706 USA Phone: 631-918-4560 Fax: 631-918-4561 E-Mail: culicoverbrush@aol.com Company Officers: Rich Shapiro, President Products: Floor, garage, counter and radiator brushes; street brooms; cement

Just Say No To Chemicals! • • • • • • •

100% Natural—No chemicals to replace “GREEN” With no batteries to replace, draws just 2 watts, simply plug it in or recess into the wall or ceiling Front plate locks cartridge in place with a vandal-proof screw 24/7 Operation—Requires attention just twice a year with a two minute cartridge replacement 15 year + life expectancy Silent Operation—No fans or moving parts. 100% Money Back Guarantee

Call Today 1-877-646-9663 Or Visit us online @ www.newairepurifiers.com

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January/February 2011

marketing and e-commerce tools. Customers can empower their entire team with the complete business system that drives sales, increases profitability, and improves customer service for jan/san, paper, and packaging distributors. Learn more at www.ddisys.com. 11 Dead Sea Works Ltd. 201 E. 42nd St., Rm. 1808 New York, NY 10017 USA Phone: 212-697-4994 Fax: 212-599-2778 E-Mail: sales@ks-northamerica.com Website: www.ks-northamerica.com Products: Deicing and dust control products. 11 Delamo Manufacturing 7171 Telegraph Road Montebello, CA 90640 USA Phone: 888-711-8011 Fax: 323-936-3567 E-Mail: delamo@delamo-mfg.com Website: www.delamo-mfg.com Company Officers: Fred Morad, President/CEO; Todd Carlson, General Manager/Sales Products: An innovative line of cleaning tools including trash cans, wringer buckets, lobby dust pans and hand held dust pans, proudly made in the USA. These core items are also available in a recycled plastic, “Green Clean,” made from used tires. Delamo also manufactures mop sticks, utility buckets, paper dispensers and more. 11 Diamond Wipes Intl. 4200 E. Mission Blvd. Ontario, CA 91761 USA Phone: 909-230-9888 Toll Free: 800-454-1077 Fax: 909-230-9885 E-Mail: info@diamondwipes.com Website: www.diamondwipes.com Products: Pre-moistened disposable towels, anti-bacterial wipes, contract packaging. 08

Dirt Killer Pressure Washers Inc. 1708 Whitehead Road Baltimore, MD 21207 USA Toll Free: 800-544-1188 Fax: 410-944-9988 E-Mail: info@dirtkiller.com Website: www.dirtkiller.com Products: Hot and cold portable pressure washers featuring the Kränzle pump. These industrial grade units are both gas and electric powered with pressures ranging from 1000 to 3500 psi. For more information, visit www.dirtkiller.com. 10 Discover Energy Corp. 999 W. Broadway, Ste. 880 Vancouver, BC V5Z 1K5 CANADA Phone: 604-730-2877 Fax: 604-730-2898 E-Mail: info@discover-energy.com Website: www.discover-energy.com Products: A leader in Clean & Green Battery technology for floor machines. The company provides innovation in deep cycle battery technology. 11 Dispenserkeys.com, A DJL Enterprises, Inc. Co. 9242 Almond Ln. Tinley Park, IL 60487 USA Phone: 708-278-5397, 1-866-979-KEYS (5397) E-Mail: info@dispenserkeys.com Website: www.dispenserkeys.com Products: Dispenserkeys.com is a source for all dispenser key requirements. It provides replacement keys compatible with a wide range of dispensers, including dispensers manufactured by every major company in the industry. It features a combined 25plus years experience in the janitorial supply industry. 10 Distributor Partners of America (DPA) 8410 Market Place Ln., Ste. A Cincinnati, OH 45242 USA Toll Free: 800-652-7826

Fax: 513-794-3342 E-Mail: zac@DPABuyingGroup.com Website: www.DPABuyingGroup.com Company Officers: Zachary T. Haines, Executive Director; Jeff Tishko, President Products: DPA is a member-driven North American buying and networking organization in the janitorial/sanitary, safety, packaging and restoration industries. Member distributors receive quarterly rebates (CJD), better pricing, extra promotions and other benefits from preferred suppliers (150-plus). DPA also holds an annual buying and networking conference each year for partner distributors and vendors. 11 Diversified Chemical Products, Inc. 1208 Iron St. N. Kansas City, MO 64116 USA Phone: 816-472-5515 Fax: 816-472-7318 E-Mail: gjaeger@diversifiedchemicalproductsinc.com Website: www.diversifiedchemicalproductsinc.com Products: One case private label for gallons, pails and drums; full color private label at 144 gallons mixed degreasers, floor care products, wastewater treatment, aerosols, etc. 11 Dorden Squeegee 7446 Central Ave. - PO Box 10247 Detroit, MI 48210-0247 USA Phone: 313-834-7910 Fax: 313-834-1178 E-Mail: mmfgcoinc@aol.com Website: www.dordensqueegee.com Company Officers: Bruce M. Gale, Managing Director Products: Floor squeegees, window squeegees of industrial and commercial quality. Competitive pricing, great service. OEM programs and distributor programs available. Inquiries in-

vited. Belgian moss squeegees are available at wholesale prices. 10 Dynamic Research Company, Inc. 4800 Meadows Road, Suite 300 Lake Oswego, OR 97035 USA Toll Free: 800-876-2232 Fax: 503-699-1094 E-Mail: info@saf-t-step.com Website: www.saf-t-step.com Products: Dynamic Research Company makes the SAF-T-STEP® AntiSlip products. The self-applied, non-hazardous, Underwriters’ Laboratories classified products help to reduce slip and fall accident costs on all types of floors. The company also produces POWERHOUSE rust, scum, lime and hard water scale deposit removers and QUICK green cleaning products. 10 E. Gornell & Sons, Inc. 2241 N. Knox Avenue Chicago, IL 60639 USA Phone: 773-489-2330 Fax: 773-489-1102 E-Mail: sales@gornellbrush.com Website: www.gornellbrush.com Company Officers: Gus H. Treslo, President Products: Gornell built its reputation as a custom designer and manufacturer of quality brushes for industry and maintenance. Gornell is a leading supplier of scratch, platers and welder brushes, staple set on the latest CNCcontrolled machinery. Gornell continues to custom-design and manufacture staple set and wire-drawn brushes for industry. 11 Earth Friendly Products 855 Lively Blvd. Wood Dale, IL 60191 USA Toll Free: 800-592-1900 Fax: 630-595-4196 Website: www.ecos.com Products: Primary manufacturer of plant-based cleaning products. 09

ECi Maytech 4400 Alliance Gateway Frwy., Ste 154 Fort Worth, TX 76177 USA Toll Free: 800-959-3367 Fax: 682-831-9915 E-Mail: info@ecisolutions.com Website: www.ecisolutions.com Products: Business system software, distribution software, e-commerce solutions and mobile sales technology. Nearly $50 million in customer sales flow through ECi web storefronts every month. 10 EES, Inc. 127 Riverside Drive Cartersville, GA 30120-6383 USA Phone: 678-721-9989 Fax: 678-721-9279 E-Mail: lnix@eesatl.com Website: www.eesatl.com Company Officers: Daniel E. Ritter, Owner/President; Vivian Ritter, Vice President/CFO Products: Odor control products including restroom care, solid and liquid deodorants, dumpster and drain maintenance, and grout restoration. EES stands for “Effective Environmental Systems” and for over 2 decades has provided quality odor control products for thousands of institutional and industrial businesses across the United States. EES is the solution to maintenance needs. 11 Ekcos Innovations 3413 Bermuda Ct. San Ramon, CA 94582 USA Phone: 925-371-1277 E-Mail: info@ekcos.com Website: www.ekcos.com Products: ëkcoscreen is a new type of urinal screen that prevents splashback that occurs in public urinals. 11 Emsco Group P.O. Box 151 Girard, PA 16417 USA Toll Free: 800-458-0839

When it comes to your Closed Loop chemical system, can you really afford an inadequate product? Don’t take any chances with inferior systems. RD Industries is the proven leader in superior Closed Loop technology. Others have tried to replicate our SafTflo system but do you really want to trust your reputation, your company, your brand to a lesser product? We didn’t think so…. •

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Proven: Our patented technology cannot be replicated; no one else can lock chemical into a container until it is ready for dispensing like RD Industries. With a 10+ year track record at the forefront of the industry, we’re clearly the experts on fitting, sealing, and venting all bottles and containers. Flexible: Only RD Industries has the capabilities to design a system specific to your need – from 28mm systems all the way to pails and drums; from general purpose cleaners to highly specialized disinfecting products and bulk laundry applications, we have the flexibility and know-how to put the right solution in your hands. Value: When your brand and reputation are on the line, wouldn’t you want the best protection available?

Proven Products…..Proven Protection…..Proven Performance….. Circle 29

To learn more or receive a free guide to Closed Loop Dispensing, contact us today: 7417 North 101 Street • Omaha, Nebraska 68122 1-800-759-7090 • www.rdindustries.com • sales@rdindustries.com

It’s Finally Here‌ A sealed, maintenance-free battery that really works in your floor cleaning machines. Fullriver batteries will provide you with the performance you are use to without the inconvenience of having to add water or clean corrosive acid residue off your batteries. This means no unproductive down-time maintaining batteries.

Superior Capacity - To meet your daily run-time needs High Quality Product - For long battery life Maintenance Free - No watering Non-spillable and Non-hazardous - Clean and Safe Operation Your Clean-Green Energy Solution To find out more about Fullriver Battery products or for a distributor near you please visit our website at www.fullriverdcbattery.com , email us at sales@fullriverdcbattery.com or call us at 800-522-8191.

s a l e s @ f u l l r i v e r d c b a t t e r y. c o m | 8 0 0 - 5 2 2 - 8 1 9 1 | w w w. f u l l r i v e r d c b a t t e r y. c o m

See us at ISSA Circle 17 Booth 660

32 Fax: 814-774-3463 Website: www.emscogroup.com Products: Emsco Group currently markets over 12 product lines and has the manufacturing capability to develop and manufacture products in a wide variety of venues including: metal stamping, injection molding, textile conversion, staple setting, wood handle conversion and market specific assembly. 09 Envirochem, Inc. 425 Whitehead Ave. South River, NJ 08882 USA Toll Free: 800-526-6042 Fax: 732-238-5590 E-Mail: dgershman@envirochem-usa.com Website: www.envirochem-usa.com Products: Private label warewash laundry and maintenance products featuring the Enviro 2000 line of solid detergents. Envirochem manufactures over 200 liquid, powdered, and solid products for the healthcare and hospitality industries. Patented highly concentratd solid dish detergents, solid laundry line and solid presoak, rinse aids and manual warewash solids. 11

January/February 2011 Enviro-Solutions Ltd. 2060 Fisher Drive Peterborough, ON K9J 8N4 CANADA Phone: 705-745-3070 Website: www.enviro-solution.com Products: Institutional cleaning chemicals. Certified by Green Seal, EcoLogo and DfE. Wide selection including floor and carpet care, hand soap, odor control and bio-enzymatic cleaners. Proven to work. Have been providing green-friendly products for close to 20 years. Check out why Enviro-Solutions is considered “Best in Class.” 11 EnvirOx, L.L.C. 1938 E. Fairchild St. Danville, IL 61834 USA Toll Free: 800-281-9604 Fax: 217-442-2568 Website: www.enviroxllc.com Products: Hydrogen peroxide-based, environmentally preferred cleaning products. Product line includes H2Orange2® Concentrate 117, the industry’s original hydrogen peroxide multi-purpose cleaner-degreaser-sanitizer-virucide-HBV. This product is EPA registered, CRI Seal of Approval, NSF rated. 08

Epic Industries 1007 Jersey Avenue New Brunswick, NJ 08901 USA Toll Free: 800-221-3742 Fax: 732-249-7683 E-Mail: slevine@epicindustries.com Website: www.epicindustries.com Company Officers: Ted Bustany, President & CEO; Sam Levine, Executive Vice President Products: Epic Industries supplies a variety of cleaning, sanitizing and maintenance products for use in institutional and foodservice industries. Epic Industries has provided quality products for over 85 years. It’s proud to introduce the “Avatar” Dispensing System with concentrated, high performing products (with color-coordinated labeling and hardware), as well as DfE certified “Green Essentials” eco-friendly products. 11 Equipment Trade Service Co., Inc. 20 E. Winona Ave. Norwood, PA 19074 USA Phone: 610-583-7657 Fax: 610-583-5479 E-Mail: DavidHart@etscompany.com Website: www.taginator.com Company Officers: Calvin Hartunian, Dave Hartunian, Steve Hartunian,

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Anthony Hartunian Products: The company’s graffiti removers are low V.O.C. and biodegradable. Taginator liquid for masonry dissolves multi-layered graffiti paints from brick, block, concrete and stucco, then pressure rinse. Tagaway liquid is for smooth and painted surfaces, permanent marker, graffiti paints, signs, lockers and playground equipment. Both are non-flammable and available in quarts, gallons, and pails. 11 Essential Industries P.O. Box 12 Merton, WI 53056 USA Toll Free: 800-593-1021 Fax: 262-538-1354 E-Mail: sales@essind.com Website: www.essind.com Company Officers: Michael B. Wheeler, President/CEO; Tom Gitzlaff, Vice President of Operations/COO; Ed Zgrabik, Vice President of Sales North America Products: Essential Industries, Inc. markets a full line of janitorial maintenance chemicals. Essential’s floor care line consists of both high-speed and low-speed products to suit any maintenance need. Other lines include

wood floor care, carpet care, restroom care, disinfectants, super concentrates/dilution control, general cleaners, degreasers and food service sanitation. 11 Evolution Sorbent Products, LLC 1270 Nuclear Dr. West Chicago, IL 60185 USA Toll Free: 800-615-8699 Website: www.esp-us.com Products: High-performance pads and rolls, spill kits, booms, socks, drum tops, high traffic mats and more to meet all sorbent and spill control needs. 11 Expanded Technologies 6520 46th St. Kenosha, WI 53144 USA Phone: 888-654-7720 Fax: 262-654-5020 E-Mail: bbushey@expandedtechnologies.com WebSite: www.expandedtechnologies.com Company Officers: Richard Bushey, President; Bret Bushey, Vice President Products: Made To Move® products keep floors looking great. Manufacturer of products designed to protect floors, reduce noise and assist in maintenance. Products include Slip-on®,

“… disinfectant wipes will gain bigger market share in 2011 due to convenience and efficacy against a wide spectrum of microorganisms.”* Cross contamination of hard surfaces happens anywhere people work and play. Assisted living facilities and nursing homes, doctors’ offices, daycare centers, grocery stores and fitness centers demand and require ease of use – and peace of mind – when it comes to protecting the health and safety of their building’s occupants. We will help you deliver. Spartan’s new Hard Surface Disinfecting Wipes reduce 99.9% of germs in as little as 15 seconds – and kill H1N1, MRSA, Staph, Strep and other microorganisms in as little as 5 minutes. For more infection prevention strategies, contact your Spartan regional manager. *Source: Cleanlink News December 17 2010, “Top 11 Infection Prevention Trends for 2011”

SPARTAN CHEMICAL COMPANY, INC. U 1110 Spartan Drive U Maumee, OH 43537 Toll-free 1 (800) 537-8990 U www.spartanchemical.com Circle 31

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January/February 2011 Slip-over®, Wrap-around®, and CasterTire™ Floor Savers™. Clear sleeve floor protectors, multiple doorstops, safety message anti-fatigue mats and the most extensive peel and stick felt pad and slider line are also available. 11

®

A full menu of eco-responsible products for your everyday cleaning needs. Call us today! (800) 467-6294

F-MATIC, Inc. 299 S. Millpond Dr. Lehi, UT 84043 USA Toll Free: 800-824-9994 Fax: 888-878-8828 E-Mail: christianw@fmatic.com Website: www.fmatic.com Company Officers: David Bernstein, COO; Hari Miyagi, CEO Products: F-MATIC High Performance Gels with eay to open pop and twist cup; F-MATIC metered dry deodorizer; Flex 3-in-1 dispenser; Doormate battery-free air fresheners; OmniGuard urinal cleaner, deodorizer, and descaler; F-MATIC foam and lotion soaps and hand sanitizers; FreshSeat toilet seat cleaner; Aquascent water-soluble liquid deodorizer; Stink Relief; and BioFresh. 10 Fastrak Industries P.O. Box 757 Monee, IL 60449 USA Phone: 708-570-0650 Fax: 708-570-0653 E-Mail: info@fastrakind.com Website: www.fastrakind.com Products: Fastrak Industries is a proactive innovative manufacturer of performance related technology for the maintenance and jan/san industries. Fastrak’s innovative solutions are proven to maximize results and reduce labor and material costs drastically. 09 FDS Manufacturing Co. 2200 S. Reservoir Pomona, CA 91769 USA Phone: 909-591-1733 Fax: 909-591-1571 Website: www.fdsmfg.com Products: Manufacturer and importer of products for packaging, janitorial and food service. Products include corrugated paper, toilet seat covers and dinner napkins. 06 Filmop USA 13410 Hwy 105 West Conroe, TX 77304 USA Phone: 888-741-0707 E-Mail: info@filmopusa.com Website: www.filmopusa.com Products: A wide variety of mop-related products including a complete microfiber cleaning system. 09 Fontana Cleaning Products Corp. P.O. Box 92335 Fontana, CA 92335 USA Phone: 909-355-4522 Fax: 909-355-6766 Website: www.fontanaclean.com Products: Brooms, brushes and other cleaning tools. Featuring rotary brushes. 08

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Frank Miller & Sons P.O. Box 278539 Riverdale, IL 60827 USA Toll Free: 800-ICE-MELT Fax: 708-841-8073 E-Mail: fms@icemelt.com Website: www.icemelt.com Products: Snow & ice melt compounds, sweeping compounds, hard surface cleaners - powder and liquid, Voban vomitus absorbants, corn cob

grit. Trade names: Ice Attack, Sunshine Ice Melter, Pronto Ice Melter, Krusher Ice Melter. 09 Franmar Chemical P.O. Box 5565 Bloomington, IL 61702 USA Toll Free: 800-538-5069 E-Mail: marketg@franmar.com Website: www.franmar.com Products: Environmentally friendly cleaners, Franmar Chemical specializes in cleaning solutions made from soybeans. Its products include paint and urethane remover, carpet and tile mastic remover, parts washer solutions, building cleaners, general degreasers, graffiti remover, masonry cleaner, asphalt cleaner and release, hand soap, hand sanitizer and lotion. 10 Fresh Wave IAQ One Corporate Drive, Suite 100 Long Grove, IL 60047 USA Phone: 847-304-9111 Fax: 847-304-0989 E-Mail: barbie@fresh-wave.com Website: www.freshwaveiaq.com Products: Non-toxic Fresh Wave® IAQ odor eliminators are a total odor-destroying solution for commercial applications. Fresh Wave IAQ formulations are not only fast-acting and effective, the products are also non-toxic and biodegradable, using only natural ingredients. This means Fresh Wave IAQ products are completely safe to use around people and animals. 11 Fuller Brush Commercial Products 1 Fuller Way. Great Bend, KS 67530 USA Toll Free: 800-848-4901 Fax: 620-792-3146 E-Mail: ctginfo@cpac.com Website: www.fullercommercial.com Products: Floor finishes, sealers, strippers, maintainers; carpet care products; degreasers, disinfectants, odor control, aerosols, hand and floor pads, wet and dry mops, brushes, brooms and hand operated carpet sweepers. 11 Fullriver Battery 13648 Pacific Breeze Dr. Santa Rosa Valley, CA 93012-8952 USA Toll Free: 800-522-8191 Fax: 805-435-1949 E-Mail: sales@fullriverdcbattery.com Website: www.fullriverdcbattery.com Products: Manufacturer of a complete line of sealed, maintenance-free, deep cycle batteries, with models built for the floorcare market including electric scrubbers and sweepers. 11 Gator Chemical Co. 11625 Walsingham Rd. Largo, FL 33778 USA Phone: 866-547-1604 Website: www.gatorchemical.com Products: Formulating/marketing cleaning solutions for close to 30 years. It provides cleaning products to: jan/san, paper, food and construction distributors and can support distributors in servicing laundry and warewash operations. Offers a full line of dispensing and proportioning systems. Its mission is to provide and sell environmentally friendly products wherever possible. 09 Geerpres, Inc. 1780 Harvey Street Muskegon, MI 49442 USA Toll Free: 800-253-0373 Fax: 231-773-8263

Maintenance Sales News E-Mail: sales@geerpres.com Website: www.geerpres.com Products: Geerpres is a source for quality healthcare, janitorial, and clean room maintenance equipment. The company’s product line includes metal buckets, wringers, housekeeping carts, and microfiber cleaning equipment including floor finish applicators. Also included in the product line are mop handles, wall washing kits, tool holders and accessories. 10

35 Global Materials Technologies 750 W. Lake Cook Rd., Suite 480 Buffalo Grove, IL 60089 USA Phone: 847-202-7000 Fax: 847-215-4843 E-Mail: paulb@gmt-inc.com Website: www.gmt-inc.com Company Officers: Norman Soep, Dave Colbert Products: Manufacturer of all steelwool related products, hand pads, floor

pads, bulk reels and soap pads. Also have rodent and pest exclusion products called Xcluder. 11 Gold Coast Chemical Products 2790 South Park Road Pembroke Park, FL 33009 USA Phone: 954-893-0044 Fax: 954-893-8884 E-Mail: noslime@goldcoastchemical.com

Website: www.goldcoastchemical.com Products: Specialty chemical manufacturer for industrial maintenance products. 10 Graco Manufacturing 1 T & G Way Blackwood, NJ 08012 USA Toll Free: 800-872-4472 Fax: 888-872-4472 Website: www.gracomfg.com

Products: Graco offers a full line of complete squeegee tools and replacement blades. Over 9,000 parts are ready to be shipped the same day an order is placed. Other products include bearings, belts and brushes, pump valves, wheels, etc. 08 Greenwood International Inc. 3220 SW First Ave., Suite100 Portland, OR 97239 USA

Gent-L-Kleen Products, Inc. 3445 Board Road York, PA 17406 USA Phone: 717-767-6881 Toll Free: 800-233-9382 Fax: 717-767-6888 E-Mail: info@gentlkleen.com Website: www.gentlkleen.com Products: Original Gent-L-Kleen, Grime Grabber, Advantage HD, citrus and orange lotions, Premium Blue, Ultra Zapper, Turbo Cherry, Soy Blast, Power Wipes, GLK-55 dispenser-Mate 5000, foaming hand cleaner and soap. 10 Georgia-Pacific Professional 133 Peachtree St., NE Atlanta, GA 30303 USA Phone: 1-866-Hello GP (1-866-435-5647) Fax: 920-438-2121 E-Mail: gpxpress@gapac.com Website: www.gppro.com Company Officers: Bill Sleeper, Bill Donahue Products: Georgia-Pacific Professional is a provider of hygenic dispensing systems, towels, tissues, soaps, air fresheners, wipers, cups, cutlery and napkins. Two business groups operate under the Georgia-Pacific Professional business. The Washroom and Wiper Solutions group provides the full range of products to market segments including office buildings, healthcare, manufacturing, and lodging facilities. The Food Services Solutions group focuses on such segments as restaurants, coffee shops and convenience stores. The Georgia-Pacific Professional business features such well-known product brands as enMotion®, Compact®, Dixie®, EasyNap®, SmartStock® and Brawny Industrial™. For more information on Georgia-Pacific Professional, call 1-866-HELLO GP (435-5647) or visit www.gppro.com. 11 Gift Sales Co., The 513 S. St. Francis Wichita, KS 67202 USA Toll Free: 800-992-0181 Fax: 316-267-2930 E-Mail: gscjansplymfr@juno.com Website: www.giftsalescompany.net Company Officers: Bill Myers, President/Owner Products: Bowl blocks, urinal blocks, wall blocks, 20-pound sewer blocks, dust pans, bowl caddy, mint asorbit, urinal screens (all kinds), fly swatters, liquid deodorants, enzyme blocks, putty knifes, dust pans - metal, dust pans - plastic, and other sundries. 10

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36 Toll Free: 800-547-6814 Fax: 503-222-0556 WebSite: www.greenwoodinternational.com Products: Wood handles and wood brush blocks. 09 Greenwood Mop & Broom, Inc. 312 Palmer Street Greenwood, SC 29646 USA Phone: 864-227-8411 Fax: 864-227-3200 Website: www.greenwoodmopandbroom.com Products: Manufacturer and supplier of household and commercial cleaning utensils. Company was founded in 1924. Extensive product line includes wet and dry mopheads, handles, brooms and brushes. 09 GSC Manufacturing, Inc. 510 Merritt Avenue Nashville, TN 37203 USA 615-248-6556 Fax: 615-248-6558 E-Mail: scott.atkinson@gscmanufacturing.com Website: www.gscmanufacturing.com Company Officers: Gina Lofredo & Scott Atkinson, Owners

January/February 2011 Products: Manufacturer of premium quality wet mops, available in cut-end, loop-end, finish mops and T-bar construction. The company offers a full line of launderable and disposable dust mops and frames. Assembled handles for both wet and dust mops. All mops are available in a variety of natural and synthetic yarns to meet every customer’s special needs. Natural and plastic brooms, push brooms and industrial brushes complete a full janitorial and commercial line of cleaning products. GSC Manufacturing was incorporated in 2000 to become an industry leader in the production and development of cleaning products. OEM programs, private labeling, custom packs, short lead times from receipt of order to delivery are all offered. 11 Guardian Repair & Parts 2210 Peppermill Houston, TX 77080 USA Phone: 713-461-3625 Fax: 713-461-9103 E-Mail: guardianrp@comcast.net Products: Warranty repair for 60 janitorial equipment manufacturers, wholesale parts, technical service. 11

Gunn Brush Co., Inc. 948 Church St. Baldwin, NY 11510 USA Phone: 516-771-7732 Toll Free: 800-834-6035 E-Mail: Gunnbrush@aol.com Website: www.Gunnbrush.com Products: Experts at supplying floor machine brushes and pad drivers for most machines: new, old and obsolete. The company’s large inventory allows sameday shipping on most orders. Decades of experience ensures that orders are filled correctly – the first time. 10 H & S Manufacturing Inc. 727 East Broadway Williston, ND 58801 USA Phone: 701-572-5400 Fax: 701-774-3091 Website: www.h-and-smfg.com Products: Manufacturer of patented Disposable Clean-up Kits (HEP-AID® and NEW-AID™); absorbents (Springtime® and Hypo-Sorb); personal protection kits, compliance manual, storage items. 07 H. D. Hudson Mfg. Co. 500 N. Michigan Avenue Chicago, IL 60611 USA

Phone: 312-644-2830 Fax: 312-644-7989 Website: www.hdhudson.com Products: Hudson is the exclusive supplier of the Green Garde™JD9™ spray gun, root feeders and pesticide spray hose. Hudson manufactures professional grade compression sprayers, hose end sprayers, dusters and BakPaks™. Hudson is also a leading manufacturer of mosquito related sprayers and foggers. 09 Ha-Ste Manufacturing, Inc. 119 East Elm Street, P.O. Box 168 Union City, IN 47390 USA Phone: 937-968-4858 Toll Free: 800-228-6677 (MOPS) Fax: 937-968-4524 E-Mail: service@hastemops.com Website: www.hastemops.com Company Officers: Rob Stewart, President Products: Manufacturer of quality (Made in the U.S.A.) mopping products. Specializing in excellent service for the janitorial and industrial hard floor care professional. Quality product line of wet mops, dust mops, hardware and monofilament finish mops that include custom factory and private labeling as well as construction modifications to suit a customer’s needs. 11 Haaga Great Lakes Haaga Sweepers P.O. Box 14207 St. Paul, MN 55114 USA Phone: 651-695-1900 Fax: 651-698-0884 E-Mail: info@haagagreatlakes.com Website: www.haagagreatlakes.com Company Officers: George Murphy, President; Michael Kronm, Vice President Products: Eco-Friendly Haaga sweepers. Patented manual and electric sweeping systems. German engineering and design at its best for over 40 years. Featuring the world’s first and only 40-inch manual and 40-inch electric sweepers. Four year brush guarantee. Reduce noise and pollution. Cleans large and small debris, inside and out, wet or dry. 11 Hagco Industries 1052 N. Main Street River Falls, WI 54022 USA Phone: 715-425-7994 Fax: 715-425-7992 E-Mail: hagcoinc@comcast.net, hagcoinc@msn.com Website: www.hagcoultramicrofiber.com Company Officers: Ted Hagberg, President; Traci Hagberg, CEO; Sam Schneider, Office Manager; Nicole Bee, Admin. Products: Hagco Industries has a complete line of microfiber cloths, mops, and specialty items. It also carries all the hardware to accommodate the microfiber products such as telescoping handles, bases, buckets, window washing systems, wall washing systems and more. Hagco Industries has a large inhouse inventory, competitive pricing,

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same day shipping and great customer satisfaction. It imports from Korea, Italy and China. 10 Hamburg Industries, Inc. 218 Pine Street Hamburg, PA 19526 USA Phone: 610-562-3031 Toll Free: 800-321-6256 Fax: 610-562-0209 E-Mail: sales@hamburgindustries.com Website: www.hamburgindustries.com Company Officers: Richard Stiller, CEO Products: Corn brooms, plastic brooms, whisk brooms, toy & lobby brooms, floor sweeps, garage brooms, street brooms, scrub brushes, deck brushes, detail brushes, dusters, squeegees, wet and dust mops, mop handles, wood handles, metal handles, fiberglass handles, rotary brushes and wire wheels. 09 Hardwood Lumber Co., The P.O. Box 15 Burton, OH 44021 USA Phone: 440-834-1891 Toll Free: 800-798-1269 Fax: 440-834-0243 Products: All industrial and household brooms and brushes. Also a manufacturer of wood broom and brush blocks. 09 Harper Brush Works, Inc. 400 N. Second Street Fairfield, IA 52556 USA Phone; 641-472-5186 Toll Free: 800-223-7894 Fax: 641-472-3187 E-Mail: info@harperbrush.com Website: www.harperbrush.com Products: Harper Brush is a family owned business, manufacturing commercial/industrial quality cleaning products for over 109 years. Currently, Harper operates four manufacturing/distribution locations: Fairfield, IA; Stockton, CA; Greenville, NC; and Vaughn, Canada. Products manufactured include: pushbrooms, upright brooms, utility and scrub brushes, bench/counter brushes, floor squeegees, buckets, dust pans, wet mops and handles. 10 Haviland Corporation P.O. Box 769 - 200 S Hwy. U Linn, MO 65051 USA Phone: 573-897-3672 Fax: 573-897-4497 E-Mail: squeegees@havilandcorp.com Website: www.havilandcorp.com Company Officers: Jan Haviland, President, COO; Dale Heidbrink, Vice President of Operations; Alice Haviland, Director of Strategic Planning; Joyce Dudenhoeffer, Marketing Director Products: Manufacturer of a large line of quality floor squeegees, window squeegees, paving hand tools, sealer squeegees, applicator squeegees, serrated squeegees, scrapers, water brooms, roller squeegees, color coded

Maintenance Sales News squeegees, grill squeegees and wet/dry vac elastomer replacement parts. 11 Hertron International, LLC 306 Clanton Rd. Charlotte, NC 28217-1306 USA Phone: 704-532-6722 Website: www.hertron.com Products: Maintenance and restoration products for natural stone, marble, granite, terrazzo and ceramic. 06 Hill Brush, Inc. 811 Rolyn Ave. Baltimore, MD 21237 USA Toll Free: 800-998-1515 Fax: 410-325-6477 E-Mail: info@hillbrushinc.com Website: www.hillbrushinc.com Products: HBC has been manufacturing a premier line of quality hygienic cleaning tools since 1922, supplying over 60 countries worldwide. 10 HLF Diversified, Inc. 3912 #7 Highway Unionville, ON L3R 1L3 CANADA Phone: 905-477-1881 Fax: 905-477-1893 Website: www.hlficemelters.com Products: Various ice melter brands. 09 Hogan Flavors & Fragrances, Inc. 130 E. 18th Street New York, NY 10003 USA Phone: 212-598-4310 Fax: 212-477-4711 E-Mail: ray@hoganff.com Website: www.hoganff.com Company Officers: Ray Hogan, President/CEO; Rory Hogan, Vice President Sales; Sean Hogan, Vice President Operations; Kathleen Ryan, Operations Manager Products: Creator and manufacturer of fragrances for perfumes, colognes, cosmetics, toiletries, soaps, detergents, candles, incense, industrial and institutional chemicals, household specialty products, plastics, cat litter, animal masking odor products, automotive, paper products, laundry products. The company’s fragrances are custom made for customers’ products. 11 Hoge Brush Company 202 E. South St. - P.O. Box 189 New Knoxville, OH 45871 USA Phone: 419-753-2351 Fax: 419-753-2893 E-Mail: dzwiep@hoge.com Website: www.hoge.com Company Officers: David Zwiep, Manager Products: Push brooms; maintenance and utility brushes; traditional, time tested designs and materials Made in America for 70 years. 11

37 filtration uprights, industrial 12-inch uprights, heavy-duty 14-inch/18-inch single pass uprights, and backpacks to specialty vacuums. From healthcare, hospitality, food services, building service contractors to retail, Hoover can provide the right cleaning package to meet every cleaning need. 11 Hospeco P.O. Box 94763 Cleveland, OH 44101-4896 USA Toll Free: 800-321-9832 Fax: 800-362-0073 Website: www.hospeco.com Products: Since 1919, Hospeco has been a leader in personal care products for the public restroom. Today, it offers an integrated bundle of products featuring feminine hygiene systems, toilet seat covers, air care systems, and a complete line of washroom accessories. Hospeco is also one of the largest converters of non-woven wipers in North America. It offers a complete line of disposable wipers, textiles and sorbents targeted to foodservice, healthcare, hospitality and the workplace markets. 09 Howard Johnson’s Enterprises, Inc. 700 W. Virginia St., Ste. 222 Milwaukee, WI 53204 USA Toll Free: 800-298-4656 Fax: 414-276-4184 Website: www.hjefertilizer.com Products: Various ice melting products and fertilizers. 10 Hydro Systems Company 3798 Round Bottom Rd. Cincinnati, OH 45244 USA Phone: 513-271-8800

Fax: 513-271-0160 E-Mail: customerservice@hydrosystemsco.com Website: www.hydrosystemsco.com Products: Hydro is a manufacturer of chemical proportioning, dispensing and dilution control systems. Products are used in a wide range of industrial, food service and commercial settings including foam cleaning and drain treating. 10 Iivus Marketing, Inc. P.O. Box 2210 Cottonwood, CA 96022 USA Phone: 530-347-5529 Fax: 530-347-0348 Website: www.bringitoncleaner.com Products: Since 1989, the company has strived to develop cleaning products that work, are effective and Earth friendly. Products include Bring It On! water stain and spot remover. 08 Innosol, Inc. 11015 Wortham Blvd. Houston, TX 77065 USA Phone: 281-859-4428 Fax: 713-784-4141 E-Mail: sales@innosolinc.com Website: www.innosolinc.com Products: Innosol, Inc. specializes in developing and formulating industrial cleaning products and offers specialized consulting services that teach customers how to blend industrial cleaning products within the confines of their own facility. Clientele includes carpet chemical manufacturers, car wash equipment manufacturers, cleaning product manufacturers, toll-blenders, pesticide companies and air freshener manufacturers. 08

Innovative Surface Solutions 78 Orchard Road Ajax, Ontario L1S 6L1 CANADA Toll Free: 800-387-5777 Fax: 905-683-9444 E-Mail: info@innovativecompany.com Website: www.innovativecompany.com Company Officers: Greg Baun, President; Daren Crawford, U.S. Sales Director; Bob Carter, CDN Sales Director; Cecil Loder, VP Operations; John Stornik, VP Finance Products: Innovative Surface Solutions has been providing environmentally safer solutions through innovation since 1986. Its complete line of liquid and packaged de-icing, dust control and pothole patching products will give customers confidence to offer their clients peace of mind when dealing with the severity of a typical North American winter or the health risks associated with a hot dry summer. At Innovative, the company is ready when nature strikes - guaranteed. 11 Inopak Ltd. 24 Executive Parkway Ringwood, NJ 07456 USA Phone: 973-962-1121 Fax: 973-962-0811 Website: www.inopak.com Products: Patented Presspak soap dispensing system, Inoderm and Dermex line of natural, non-synthetic soap products. Private label and custom formulation. 07 Intercon Chemical Company 1100 Central Industrial Drive St. Louis, MO 63110 USA Toll Free: 800-325-9218 Fax: 314-771-6608

E-Mail: info@interconchemical.com Website: www.interconchemical.com Company Officers: Jim Epstein, President; Peter Brown, COO; Rich Schroeder, Executive VP; Scott Petersen, VP Business Development Products: A full line of cleaning and maintenance chemicals for the industrial and institutional markets. These products are available private labeled or under Intercon brands. 11 International Salt Company 655 Northern Blvd. Clarks Summit, PA 18411 USA Phone: 888-388-4726 Fax: 570-585-8725 E-Mail: mwarner@iscosalt.com Website: www.internationalsalt.com Company Officers: Daniel P. Thompson, Chief Executive Officer Products: Winter maintenance professionals can rely upon International Salt as their one-source supplier for a comprehensive line of bulk and packaged ice-melt products including: Blizzard Wizard Ice-Melt, Arctic Thaw Ice-Melt Blend with Calcium Chloride and CMA, C-FORCE Calcium Chloride Pellets and Flakes, MAG Chloride Pellets and Flakes, and, Halite Salt Crystals. 11 iPacksolution 38 Manorhaven Blvd. Port Washington, NY 11050 USA Phone: 516-883-1401 Fax: 516-767-2409 Website: www.iPacksolution.com Products: Disposable plastic products. 09 IPC Eagle Corp. 2955 Lone Oak Dr., Ste. 180 Egan, MN 55121 USA

Mops Made

Costs Less!

In the

Heartland

•Costs less & outperforms cotton! •Holds up great on concrete & textured floors •No unraveling / Less-to-no lint

UNDERDOG MOPS ARE MADE IN

THE U.S.A.

•No Break-in!

FROM

•Absorbs 70% more liquid than cotton

U.S.A. MADE

•Releases 30% more liquids than cotton

MATERIALS

•Rayon-synthetic blend •100% repurposed post industrial waste

Hoover, Inc. 7005 Cochran Road Glenwillow, OH 44139 USA Phone: 440-996-2000 Fax: 440-996-2026 E-Mail: brad.nyholm@ttifloorcare.com Website: www.hoover.com Products: Lightweight uprights, high

•Non-woven material is made in the U.S.A. •Custom labeling is available

MANUFACTURING I N C O R P O R A T E

•Individually polybagged in cartons of 12

D

www.hastemops.com • e-mail: service@hastemops.com • 1-800-228-MOPS (6677) • Fax (937) 968-4524 Circle 20

38

January/February 2011

Toll Free: 800-486-2775 Fax: 651-686-5695 E-Mail: info@eaglepower.com Website: www.eaglepower.com Products: Full line of sweepers, automatic scrubbers, floor machines, extractors, wet/dry vacuums and accessories to commercial and industrial cleaners. 07

ITW Dymon 805 E. Old 56 Hwy. Olathe, KS 66061 USA Toll Free: 800-443-9536 Fax: 800-323-9536 E-Mail: cservice@dymon.com Website: www.dymon.com Products: ITW Dymon is a leading manufacturer of industrial MRO specialty chemicals and marking systems. Some of its most popular products include: hand cleaner towels, SCRUBS in-a-Bucket®; THE End™ insecticides; DYKEM® Steel Blue® Layout Fluid; BRITEMARK®, Texpen® and Dalo® Markers. 10 Janibell P.O. Box 1919 Rancho Cucamonga, CA 91729 USA Toll Free: 800-856-0332, 888-624-4526 Fax: 909-947-1659 E-Mail: info@janibell.com Website: www.janibell.com Products: Magikan, the new garbage disposal system that utilizes a long continuous plastic tube roll and Magikan bags. 11 Jofel USA, Inc. 12100 Crownpoint Dr., Ste. 110 San Antonio, TX 78233 USA Phone: 210-227-3779 Fax: 210-227-3782 800-875-6335 Website: www.jofelusa.com Products: Manufacturer of paper, soap and towel dispensers; hand and hair dryers; trash receptacles and various other janitorial supplies. 08 Jones Companies, Ltd. 312 S. 14th Avenue - P.O. Box 367 Humboldt, TN 38343 USA Phone: Office: 731-7842832 Sales: 877-849-2767 Toll Free: 800-238-8334 Fax: 731-784-7131 / 800235-9276 E-Mail: jonesco@jonesyarn.com Website: www.jonesyarn.com Products: Jones Companies, Ltd., produces the largest variety of yarns specifically engineered to meet the performance requirements of the floor care industry available from a single source. Jones yarns include 100 percent cotton yarns, cotton/syn-

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thetic blend yarns, rayon blend yarns, polyester blend and recycled fiber blend yarns. Trademarked yarns include RF-Yarns™ Recycled Fiber yarns; Enviro-Color™ yarns and BIO100™ yarn. 10 Jordan David 400 Babylon Road Horsham, PA 19044 USA Phone: 888-667-5477 Fax: 215-441-9642 E-Mail: noslips@jordandavid.com Website: www.jordandavid.com Company Officers: Jonathan Bell, President/CEO Products: Slip resistant footwear used in the reduction of slips and falls in the workplace. Products include: Grip-X, Grips, Spare Spike, Altragrips, Spiderz, and Grippers for Strippers. 11 Kaivac, Inc. 401 South Third St. Hamilton, OH 45011 USA Toll Free: 800-287-1136 Fax: 513-896-8548 E-Mail: info@kaivac.com Website: www.kaivac.com Company Officers: Bob Robinson, Tom Morrison, Bob Toews Products: Kaivac delivers complete science-based cleaning systems designed to produce healthy outcomes while raising the value of cleaning operations and the dignity of the worker. The originator of No-Touch Cleaning®, Kaivac offers an integrated portfolio of environmentallyfriendly cleaning products designed to remove the maximum amount of soil and harmful bio-pollutants in the most cost-effective manner possible. 11 Karcher-Shark Pressure Washers 4275 NW Pacific Rim Blvd. Camas, WA 98607 USA Toll Free: 800-771-1881 Fax: 877-526-3246 E-Mail: info@shark-pw.com Website: www.karchershark.com Products: Karcher-Shark is a trusted name in pressure washers for the rental and jan/san markets. With nearly 100 models of hot and cold water pressure washers, KarcherShark has a cleaning solution for every application. Karcher-Shark also has a full line of accessories, replacement parts and detergents formulated for pressure washers, including a line of graffiti removal products. 10 Kelsan, Inc. 5109 N. National Dr. Knoxville, TN 37914 USA Toll Free: 800-467-7111 Fax: 865-637-5053 Website: www.kelsan.biz Products: Building on a 60-plus year history, Kelsan’s goal is to be the most innovative and reliable distributor of equipment, packaging and sanitary products; and is dedicated to delivering solutions to cleaning and packaging needs, on a timely basis, at the agreed upon price, and in a manner that is easy and convenient for customers. 11

Kiefer Brushes, Inc. 15 Park Dr. Franklin, NJ 07416 USA Toll Free: 800-526-2905 Fax: 888-239-1986 Website: www.kieferbrushes.com Products: Kiefer manufactures an extensive line of floor and push brooms and brushes including paintbrushes, oven brushes, wire brushes and bowl brushes. 05 Kimberly-Clark Professional 1400 Holcomb Bridge Road Roswell, GA 30076 USA Phone: 888-346-4652 Fax: 800-654-8270 E-Mail: kcpinfo@kcc.com Website: www.kcprofessional.com Products: Kimberly-Clark Professional is a global manufacturer of hand hygiene, tissue, skin care, wipers, laboratory and safety products including paper towels, facial and bathroom tissue, soaps and hand sanitizers, protective apparel, eyewear, gloves, masks, respirators, hearing protection, welding and work-zone safety products. Its global brands include Kleenex, Scott, Kimcare, WypAll, KleenGuard, Kimtech and Jackson Safety. 11 Kissner Group, The 32 Cherry Blossom Rd. Cambridge, ON N3H 4R7 CANADA Toll Free: 800-434-8248 Fax: 519-650-4222 E-Mail: jbrowes@kissner.com Website: www.kissner.com Products: Kissner is a North American leader in manufacturing environmentally formulated ice melters. 11 KleenRite Equipment 1122 Maple Street Madera, CA 93637 USA Phone: 559-673-5700 Toll Free: 800-241-4865 Fax: 559-673-5725 Website: www.kleenritemfg.com Products: KleenRite manufactures a complete line of equipment and tools for cleaning carpets, upholstery, drapery, ceilings, auto interiors and tile. Different models offer a complete variety of pump pressures, vacuums, and heat. Models available in all voltages. CE approved for Europe. 07 Kruger Products Limited Away From Home Division 200 -1900 Minnesota Court Mississauga, ON L5N 5R5 CANADA Toll Free: 800-665-5610 Fax: 905-812-6996 E-Mail: afh@krugerproducts.ca Website: www.krugerproducts.com/AFH Company Officers: Mark Ray, Director of Marketing Products: At Kruger Products, its commitment to quality, the environment and customer service has made it a leader in the “Away from Home” marketplace. Its highly trained, solution driven, sales team strives to ensure the highest levels of customer satisfaction and product excellence. No matter

how demanding a customer’s requirements are, they can be sure that Kruger Products’ towels, tissues, napkins, wipers, along with dispensers and hand care products can provide the right balance of performance and cost effectiveness. 11 Lafitte Mop Co., Inc. P.O. Box 577 Villa Rica, GA 30180 USA Phone: 770-459-5966 Fax: 770-459-1116 Website: www.lafittemop.com Products: Lafitte Mop Co., Inc. manufactures (made in the USA) a broad line of wet mops, cottons, blends, rayons, and sythetics offered in narrow band, wide band, fan tail, looped-end and screw type styles. It specializes in all types of dust mops from economy to high-end launderable. Also offered are handles, brushes, brooms, frames, and microfiber products. Lafitte has added green products made from both renewable and recycled materials. Private label, logos, UPC, bar coding, and OEM programs available. 09 Lambskin Specialties 250 Dufferin Avenue Winnipeg, MB R2W 5J1 CANADA Toll Free: 800-665-0202 Fax: 204-582-5598 E-Mail: info@lambskin.com Website: www.lambskin.com Company Officers: Myron Schultz, Melvyn Pollins, Albert Schultz Products: Manufacturer of DUST WAND wool dusters, wash mitts, Window Pro stripwashers, applicator pads, Floor Master, polishing bonnets, VacGuard Bumper Pillow. Also available, feather and synthetic dusters, glider microfiber mops, utility handles and natural synthetic chamois, and squeegees. Introducing the Biomop biodegradable floor/wall duster, pad holder and MultiFlex, flexible multi-purpose tool. 11 Leading Edge Products, Inc. 4867 Mercury Street San Diego, CA 92111 USA E-Mail: info@lepusa.net Website: www.leadingedgeproducts.com Company Officers: David Goldberg and Ben Rolston Products: Microfiber cloths, bar mops, mops, towels and tools. New items include bamboo and wood fiber mops and towels; 100 percent made in USA microfiber products. The company has 13-plus years experience exclusively in microfiber. Stock and custom products available. 11 Libman Company, The 220 N. Sheldon Street Arcola, IL 61910 USA Phone: 217-268-4200 Fax: 217-268-4168 E-Mail: info@libmanpro.com Website: www.libmanpro.com Products: U.S. based manufacturer of a full cleaning tool line, including all types of brooms, mops, brushes, dustpans, and buckets. Libman produces products for all commercial mainte-

Maintenance Sales News nance needs, including janitorial, foodservice, hospitality, health care/assisted care, BSC and industrial MRO applications. 10 Lindhaus USA 12941 Eagle Creek Pkwy. Savage, MN 55378 USA Toll Free: 800-498-7526 Fax: 952-707-1134 E-Mail: info@lindhaus.com Website: www.lindhaus.com Company Officers: Al Carpenter, President-USA Operations; Michele Massaro, Owner/President Lindhaus SRL Products: Lindhaus offers the RX Hepa two motor upright vacuum in 15, 18 & 20-inch widths, Activa Pro 12inch single motor commercial upright, and the new Dynamic two motor upright in 12, 15 and 18-inch widths. All Lindhaus vacuums feature geared belts, highest filtration, lowest sound and vibration levels and on-board tools. New product: The Lindwash pro versatile compact floor scrubber available in 12 or 14-inch widths. 11 Magnolia Brush Manufacturers Ltd. P.O. Box 932 - 1001 N. Cedar Clarksville, TX 75426 USA Phone: 903-427-2261 Fax: 903-427-5230 E-Mail: sales@magnoliabrush.com Website: www.magnoliabrush.com Products: Full line of quality floor, street, garage brushes; deck, scrub brushes; floor and window squeegees; dust mops; wet mops; microfiber; galvanized pails; tubs; detail brushes; and other assorted maintenance items. 10 Malish Corporation, The 4260 Hamann Parkway Willoughby, OH 44094 USA Toll Free: 800-321-7044 Fax: 440-951-0293 E-Mail: comments@malish.com Web Site: www.malish.com Company Officers: Jeff Malish, President Products: The Malish Corporation is a leading manufacturer of commercial and industrial floor machine brushes. With manufacturing facilities in the United States and China, and a sales office and warehouse in Europe, Malish is well positioned to handle customer requirements virtually anywhere on the globe. In addition to its strength in floor machine brushes, Malish also offers a full line of janitorial and foodservice/color-coded brushes for use in a wide variety of industries. More recently, the Diamabrush™ Floor Preparation System by Malish was introduced, offering a complete line of specialty brushes for prepping concrete and wood as well as mastic removal. The company’s “Malish Means More” philosophy promotes its strength in: selection, customer service, on-time delivery, engineering and design expertise. Malish Plastics is a division of The Malish Corporation with manufacturing and sales operations at the corporate headquarters in Wlloughby, OH. Malish Plastics spe-

39 cializes in custom thermoplastic extrusions to produce a wide range of profiles and tubes. 10

ble and wood floor machines. Comprehensive private label program available for distributors. 10

Marino Manufacturing 59 Talman Court Concord, ON L4K 4L5 CANADA Phone: 905-669-9949 Toll Free: 800-265-6267 Website: www.marinomop.com Products: Mopping equipment, brooms, brushes, mops, dust mops, mop handles, floor squeegees, dust pans, plastic bottles and trigger sprayers, food service products, washroom accessories and more. 07

Merfin Systems Inc. (A Buckeye Technologies Co.) 105 Industrial Drive King, NC 27021 USA Toll Free: 800-874-6373 Fax: 800-983-4855 E-Mail: sales@merfin.com Website: www.merfin.com Products: Proprietary towel and tissue systems for commercial market. Complete line of wipers featuring Airlaid, Wetlaid, and Scrim Reinforced webs. Emphasis on centerpull towels and related economy towel and tissue sku’s. Focused on selective distribution through independently owned jan/san. 07

Marwind Corp. 9500 NW 108 Ave. Miami, FL 33178 USA Phone: 305-801-1842 Website: www.marwind.com.co Products: Floor machines, polishers and burnishers. 08 Mercantile Development Inc. (MDI) 10 Waterview Drive Shelton, CT 06484 USA Toll Free: 800-333-0900 E-Mail: info@mdiwipers.com Website: www.mdiwipers.com Products: Convertors of disposable wiping cloths for all applications. 10 Mercury Floor Machines, Inc. 110 S. Van Brunt Street Englewood, NJ 07631 USA Toll Free: 888-568-4606 Fax: 201-568-7962 E-Mail: sales@mercuryfloormachines.com Website: www.mercuryfloormachines.com Products: Manufacturer of floor buffers, burnishers, wet/dry vacuums, auto scrubbers, carpet extractors, mar-

Meterpak, Inc. 1270 Fewster Drive Mississauga, ON L4W 1A4 CANADA Phone: 905-624-0366 Fax: 905-625-4815 E-Mail: sales@meterpak.com Website: www.meterpak.com Company Officers: Steve Chambers, President; Mike Edyvean, Sales Manager; Dawna Duguay, Sales and Marketing Products: Twenty different cleaning agents packaged in water soluble pouches. 11 Metro Paper Industries / Tissue Group 111 Manville Road Toronto, ON M1L 4J2 CANADA Phone: 416-757-2737 Fax: 416-757-0818 Website: www.metropaperindustries.com Products: Vertically integrated manu-

facturer of recycled paper products servicing the foodservice, janitorial, away-from-home and retail markets. Supplying a wide range of disposable paper products that include table napkins, roll and folded towels, center-pull and kitchen towels, jumbo and conventional toilet tissue, facial tissue, banquet rolls, lunch bags and placemats. 11 Michigan Brush Mfg. Co., Inc. 7446 Central - P.O. Box 10247 Detroit, MI 48210-0247 USA Phone: 313-834-1070 Toll Free: 800-642-7874, 800-mibrush Fax: 313-834-1178 E-Mail: mfgcoinc@aol.com Website: www.mi-brush.com Company Officers: Bruce M. Gale, Managing Director/CEO Products: Staple-set, hand-set, paint rollers, squeegees, mops, special and unusual designs. OEM programs available. All products hand and/or machine crafted. Hand inspected and hand packed for double quality control after rigid quality controlled manufacturing processes. 10 Microban/ProRestore Products 4660 Elizabeth Street Coraopolis, PA 15108 Toll Free: 800-932-3030 Fax: 360-757-7950 E-Mail: sales@prorestoreproducts.com Website: www.microbancleanteam.com Company Officers: John Ormsby, President; Richard Price, National Sales Manager; Harry Velgich, Product Manager Products: The Microban® line of disinfectants from ProRestore includes products for a multitude of applications

with broad efficacy. This includes Microban Germicidal Cleaner and Germicidal Cleaner Concentrate, Disinfectant Spray Plus, XS80 and new BotaniClean – an EPA category IV cleaner/disinfectant for use as a germicide, fungicide, virucide and broadspecrum hospital-grade disinfectant on hard non-porous surfaces. 11 MidLab, Inc. 1232 Industrial Park Road Sweetwater, TN 37874 USA Toll Free: 800-467-6294 Fax: 423-337-3180 E-Mail: jarnold@midlab.com Website: www.midlab.com; www.natturaproducts.com Company Officers: Matthew J. Schenk, Chief Operating Officer Products: Midlab, Incorporated focuses on assisting customers in creating their own private brand, from creating a logo to marketing materials. Midlab has over 600 high quality, custom blended formulations in liquid, powder and solid form. Midlab can also customize third party certified green programs. 11 Midwest Supply Company P.O. Box 1981 Rancho Mirage, CA 92270 USA Phone: 314-482-2458 Products: Supplies a variety of cleaning-related supplies. 11 Milazzo Industries, Inc. 1609 River Road Pittston, PA 18640 USA Toll Free: 800-288-6358 Fax: 570-654-6242 E-Mail: jwesolowski@milazzoindustries.com Website: www.milazzoindustries.com Company Officers: Elizabeth Mi-

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uinn Broom Works, Inc. has proven our commitment to our valued customers by giving them quality products, good service and timely delivery.

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hether you are a large distributor or a smaller janitorial house, we can create for you a broom line to enhance your products. Our broom products meet qualifications with A.S.T.M. certification manufactured at our facility.

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ired of speaking to voice mail or listening to computerized messages? At Quinn Broom Works, Inc. our management is always accessible to discuss our needs and help with problems.

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lazzo, John Wesolowski, Joe Milazzo Products: Snow and ice melting agents: calcium chloride pellets, flake, high performance blends, traction control, pet-safe ice melt, sweeping compounds, environmentally friendly products. 11

knitting processes and top quality product construction with manufacture detail are available. The company’s commitment to research and development keeps Moonsoft International on the front line of innovative cleaning textiles. 11

Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC 1632 Hobbs Dr., Unit C Delavan, WI 53115 USA Phone: 323-724-7777 Fax: 323-724-1111 E-Mail: sales@milwaukeedustless.com Website: www.milwaukeedustless.com Company Officers: Kenneth L. Rakusin, President & CEO Products: Manufacturer of a full line of high quality maintenance tools for industrial, janitorial and sanitary supply markets, including: The revolutionary eMop™ Bucketless Floor Cleaning System, Speed Sweep® floor brushes, Speedy Squeegy® floor squeegees, Speedy Corn® upright brooms, Speedy Mop® self-wringing cellulose sponge mops, hand-held utility brushes, counter dusters, deck scrubs, vehicle washing brushes, colorcoded brushes. 10

Mor-Value Parts Co. (MVP) 653 36th St. S.E. Grand Rapids, MI 49548 USAToll Free: 800-870-8700 Fax: 616-406-3125 E-Mail: info@mor-value.com Website: www.mor-value.com Products: Largest inventory of brushes, brooms, vac motors, squeegees and other parts for most makes. Vacuum bags for many makes, featuring quality Enviro-MAX bags. Same day shipping on stock items with late 5PM cut-off. Wholesale only. No minimum dollar amount to meet. Free technical support. Can drop ship. Will special order non-stock parts. 11

MISCO Products Corporation 1048 Stinson Drive Reading, PA 19605 USA Toll Free: 800-548-4568 Fax: 610-926-1194 Website: www.miscoprod.com Products: MPC manufactures a complete line of high quality, high performance floor care products, industrial cleaners and degreasers, all-purpose cleaners, multisurface cleaners and polishes, natural citrus solvent cleaners, food service products, enzyme products, restroom care products, hand cleaners, shampoos, disinfectants, sanitizers, deodorants and carpet care products. 00

Morgro Inc. 145 W. Central Avenue Salt Lake City, UT 84107 USA Phone: 801-266-1132 Fax: 801-266-1183 Website: www.morgro.com Products: Quality ice melters. Ice Fighter Plus helps prevent freezing damage to concrete. Sno-Plow contains Liqui-Fire and corrosion inhibitors. 00 Morton Salt 123 N. Wacker Dr. Chicago, IL 60606-1743 USA Phone: 888-644-9147 Fax: 312-807-2899 Website: www.mortonsalt.com Products: A full line of ice melting products. 10

Moltan Company 7125 Riverdale Bend Road Memphis, TN 38125 USA Phone: 901-755-5666 Toll Free: 800-264-5826 Fax: 901-757-0546 Website: www.moltan.com Products: Oil and grease absorbents. 03

Mötsenböcker’s Lift Off P.O. Box 90947 San Diego, CA 92169 USA Phone: 858-581-0222 Fax: 858-483-6965 E-Mail: wizard@liftoffinc.com Website: www.liftoffinc.com Products: Food, beverage and pet stain remover; adhesive, grease, oily stains, and tape remover; pen, ink and marker graffiti remover; spray paint graffiti remover; latex based paint remover; silicone, latex caulk and foam sealant remover; paint and varnish remover; hand cleaner. 10

Moonsoft International, Inc. 3808 N. Sullivan Rd., Bldg. 12, Suite Q Spokane, WA 99216 USA Phone: 509-892-9363 Fax: 509-892-9355 E-Mail: dan@moonsoftcorp.com Website: www.moonsoftcorp.com Company Officers: Sarah Mao, Dan Simmons Products: Moonsoft International’s product line includes microfiber towels, microfiber bar mops, microfiber wet mop pads, microfiber duster mops, microfiber string mops, and green products made from bamboo. Quality

Mr. Longarm P.O. Box 377 Greenwood, MO 64034 USA Toll Free: 800-821-3508 Fax: 816-537-6162 E-Mail: info@mrlongarm.com Website: www.mrlongarm.com Products: Mr. Longarm offers the widest selection of utility and extension handles in the world. Products manufactured for the janitorial industry include window washing squeegees, featuring the patented ProCurve System, water-fed handles and brushes, light bulb changers and dusters. 07

Multi-Clean, Inc. 600 Cardigan Road Shoreview, MN 55126 USA Phone: 651-481-1900 Fax: 651-481-9987 Website: www.multi-clean.com Products: Multi-Clean has been manufacturing quality cleaning chemicals since 1946. Products include floor finishes and maintenance products, cleaners, degreasers, floor strippers, disinfectants, restroom care products, concrete sealers, wood cleaners, gym finishes, and skin care products including foam soap. Manufacturer of green cleaners and floorcare products, including Green Seal certified products. 09 Mytee Products Inc. 13655 Stowe Drive Poway, CA 92064 USA Phone: 858-679-1191 Fax: 858-679-7814 E-Mail: sales@mytee.com Website: www.mytee.com Products: Carpet extractors, carpet/upholstery dryers, auto detailing machines, accessories and tools, wands, tile and grout cleaners, power washers, battery sprayers. 10 NAPCO Bag & Film 1440 Lemay Dr., Ste. 108 Carrollton, TX 75007 USA Phone: 972-245-8190 Fax: 972-245-8106 Website: www.napcobag.com Products: Manufacturer of high quality, institutional can liners. Products feature a wide variety of sizes, strengths, materials and uses. 08 National Tissue Company LLC 3326 E. Layton Ave. Cudahy, WI 53110 USA Phone: 414-481-3300 Fax: 414-431-9634 E-Mail: sales.assist@nationaltissue.com Website: www.nationaltissue.com Company Officers: Mike Graverson, President; Jill Lambrecht-Hudson, VP of Sales & Marketing Products: Full line of towels, tissue, napkins and wipers for the away-fromhome market. Durable, yet gentle to the touch bath and facial tissues are offered with various custom cores, sheet sizes and packaging. Low-lint, absorbent napkins are available in beverage, dinner, luncheon and dispenser styles. Strong, absorbent towels and wipers are designed to meet all commercial and industrial needs. 11 Newaire, Inc. dba The Ozone Specialists/Rainbowair 9483 State Hwy 37 Ogdensburg, NY 13669 USA Phone: 315-393-5454 Fax: 315-393-5511 E-Mail: sduffy@newairepurifiers.com Website: www.newairepurifiers.com Company Officers: John DeCanio, CEO; Susan Duffy, President Products: Newaire, Inc. manufactures a full line of ozone generating elec-

tronic deodorizers for eliminating odors naturally. With several models to choose from, this state-of-the-art technology is the ideal solution for odors in restrooms, guestrooms, schools, nursing homes, etc. Call today for more information on our new products for the car and restroom – 877-646-9663. 11 New England Sanitary Supply Association 167 Cherry St. - Box 439 Milford, CT 06460 USA Phone: 888-503-2003 Fax: 973-838-7124 E-Mail: info@nessa-online.com Website: www.nessa-online.com Company Officers: Sean Murray, 2011 President Products: Regional Trade Association. 11 New Jersey Sanitary Supply Association P.O. Box 435 Butler, NJ 07405 USA Phone: 973-283-1400 Fax: 973-838-7124 E-Mail: pkoziol@njssa.net Website: www.njssa.net Company Officers: Daniel Josephs, 2011 President Products: Regional Trade Association. 11 Nexstep Commercial Products, 131 N. Railroad Avenue Paxton, IL 60957 USA Phone: 217-379-2377 Fax: 217-379-9901 E-Mail: sales@ocedarcommercial.com Website: www.ocedarcommercial.com Company Officers: Todd Leventhal, President; Stan Koschnick, VP Operations; Todd Mauer, VP Sales & Marketing; Joel Hastings, Assistant Plant Manager Products: Exclusive Licensee of OCedar. A complete line of commercial cleaning products... brooms (angle and traditional upright), floor sweeps, brushes (utility, counter, scrubs and bowl), wet mops (traditional), mops (self-wringing, sponge and roller), dust mops, microfiber (cloths, wet mops, dust mops, dusters, bonnets, heads/holders and cleaning systems), squeegees, dusters, carpet sweepers, dispensers, sponges, floor mats, rotary brushes, pad drivers and hardware, carts and mop buckets and wringers. 11 NISSCO, LLC 45662 Terminal Dr., Suite 200 Dulles, VA 20166 USA Toll Free: 800-229-9541 Fax: 703-480-5096 Website: www.nissco.com Products: The NISSCO Group is one of North America’s leading maintenance and sanitary supply distribution group purchasing organizations. Extablished in 1985, NISSCO has distribution centers providing market penetration, sales suport, and logistics

througout the United States, Canada, South America and the Caribbean. 09 Norshel Industries, Inc. 2933 River Rd. Croydon, PA 19021 USA Toll Free: 800-355-MOPS (6677) Fax: 800-667-7190 E-Mail: sales@norshel.com Website: www.norshel.com Products: Norshel is a manufacturer of quality wet mops and handles, as well as an importer of brooms, brushes, plastic and paper products. Norshel is also a full line master wholesaler with thousands of items from leading manufacturers. Exclusive wholesaler for the HANDY KLENZ product line. Norshel is a “One Stop Shop” for all janitorial needs. 09 North American Salt Company, a Compass Minerals Company 9900 West 109th Street, Suite 600 Overland Park, KS 66210 USA Phone: 877-462-7258 or 913-344-9100 Fax: 913-344-9314 Website: www.nasalt.com Products: Safe Step® Pro Series™, a family of ice melters created specifically for the jan/san industry. No matter what winter conditions are, or application needs, North American Salt has an ice melter that is designed to work best for every customer. Its full line of products deliver a range of important features, including premium performance, environmentally safe, high-visibility and budget-smart selections. “Safe Step is Your Ice Melting Authority.” 10 Norton Abrasives 2050 Cory Road Sanborn, NY 14132 USA Phone: 716-731-7770 Website: www.nortonprocleaning.com Products: For more than a century, Norton has met the needs of abrasives users around the world. In the past 40 years, Norton has been producing a complete line of floor pads, hand, sponge, and utility pads and holders for the floor maintenance and janitorial supply industry. 07 Novus Products Company, LLC P.O. Box 620 Rogers, AR 72757 USA Phone:479-271-8662 Toll Free: 866-294-0487 E-Mail: sales@novusproducts.com Website: www.novusproducts.com Products: Novus Products Company is dedicated to slip and fall prevention. Company supplies safety products for use in cleaning up spills very quickly and effectively and a supporting cast of tools to begin reducing slip and fall occurrences immediately. 09 Nuance Solutions 900 East 103rd St., Ste. D Chicago, IL 60628 USA Phone: 773-785-2300 Fax: 773-785-9969 E-Mail: ttutt1@nuancesol.com

Maintenance Sales News Website: www.nuancesol.com Company Officers: Jim Flanagan, CEO; Neil Houtsma, Executive VP; William Haag, VP of Special Applications; John J. Flanagan, VP Materials & Operations Products: Cleaners, degreasers, disinfectants, floorcare products, enzyme and surfact products. Nuance Solutions is the inventor of Nunbutyl cleaners and Positive Emulsion Technology. 11 Occidental Chemical Corporation 1600 S. Madison Street Ludington, MI 49431 USA Phone: 888-293-2336 Fax: 231-845-4312 E-Mail: calciumchloride@oxy.com Website: www.oxycalciumchloride.com Products: PELADOW™ Premier Snow and Ice Melter, DOWFLAKE™ Xtra 83-87 percent calcium chloride flake, COMBOTHERM™ commercial strength blended deicer. 11 O’Dell Corporation, The 13833 Indian Mound Road Ware Shoals, SC 29692 USA Toll Free: 800-342-2843 Fax: 864-861-3171 E-Mail: info@odellcorp.com Website: www.odellcorp.com Products: Brooms (corn/fiber), broom handles, brooms (plastic), brooms (whisk), brushes (baseboard), brushes (carpet), brushes (counter), brushes (floor), brushes (scrub), brushes (toilet bowl), carpet bonnets, carts (janitor), cloths (cleaning & polishing), cloths (microfiber), dust pans, dusters, mopping equipment (buckets & wringers), mop handles, mops (bowl), mops (dust), mops (wet), squeegees and wet floor signs. 08

41 Fax: 920-884-8699 E-Mail: info@palmerfixture.com Website: www.palmerfixture.com Products: BluStorm high speed hand dryer, EcoStorm high speed hand dryer, Electra universal towel and tissue dispensers, napkin dispensers. SaniSuds soap dispensers and bulk foam soap dispensers. 11 Paradise Paper & Paradise LLC 19026 Old Plash Island Rd. P.O. Box 1016 Gulf Shores, AL 36542 USA Toll Free: 800-382-8491 Fax: 251-981-8110 Website: www.centerpull.com Products: Stainless steel and plastic centerpull dispensers. Ideal for schools, restaurants and hospitals. Centerpull promotes hygiene; no moving parts. Just like Centerpull towels, tissue is perforated every 6-inches and fully embossed, packed 8 rolls per case (8.5inch diameter rolls). This is a proprietary dispenser. 08 Paragon Mop Company 4401 Wilkinson Boulevard Charlotte, NC 28208 USA Phone: 704-391-7525 Fax: 704-391-7427 Website: www.paragonmop.com Products: A full line mop manufacturer offering standard cut-end wet mops, premium loop mops, a wide variety of dust mops, corn brooms, handles for wet mops and dustmops, dustmop frames, carpet bonnets and microfiber cleaning products. The company’s flexible manufacturing capabilities, quality, service and competitive prices set the standard for proven, reliable performance. 08

Perfect Products, Inc., Div. of IMIG 55 Lamar St. W. Babylon, NY 11704-1301 USA Phone: 631-643-7060 Toll Free: 800-555-3903 Fax: 631-491-6634 Products: Upright heavy-duty commercial vacuums, backpacks, wet and dry canisters, mops, dust mops, hoses, commercial tools, wands and electric cords. 08 Perfex Corporation 32 Case Street Poland, NY 13431 USA Phone: 315-826-3600 Fax: 315-826-7471 E-Mail: perfex@perfexonline.com Website: www.perfexonline.com Products: Brooms, brushes and mops. 11 PFERD Milwaukee Brush Company 30 Jytek Drive Leominster, MA 01453 USA Toll Free: 800-342-9015 Fax: 978-840-6421 Website: www.pferdusa.com Products: Full line of maintenance and utility brushes, brooms and abrasive tools. 06 Pioneer Eclipse Corp. P.O. Box 909 Sparta, NC 28675 USA Phone: 336-372-8080 Fax: 336-372-2895 Website: www.pioneer-eclipse.com Products: Pioneer Eclipse offers equipment, chemical systems, training, and service that produce the ultimate in high quality, slip resistant, durable, cost effective floorcare for hard floors. 02

Plus Manufacturing Box 7288 Spokane, WA 99207 USA Toll Free: 800-843-2531 Fax: 509-484-0418 Website: www.plusmanufacturing.com Products: Soap Free Procyon - a soapless spot and stain remover and carpet/upholstery cleaner. Procyon is all-natural, non-toxic, odor free, biodegradable and IAQ approved. 07 Polti Distribution, Inc. 3755 Hickmore St.-Laurent, QC H4T 1S5 CANADA Phone: 514-733-2906 Toll Free: 888-697-6584 Fax: 514-685-6275 E-Mail: info@vapore.ca Website: www.vapore.ca Products: Manufacturer of vapor cleaning systems, floor scrubbers, wet/dry vacuum cleaners, floor sweepers and gum removal equipment. Products include the Vapore Professional Ecological Vapour Cleaning System. 11 Premiere Wholesale Industries, Inc. P.O. Box 97754 Las Vegas, NV 89193 USA Phone: 773-348-7247 Website: www.premierewholesaleindustries.com Company Officers: John Miller, L. Wilson, Jeanette Vocalino Products: Wiping rags, Turkish towels, shop towels and more. Distribution in Southwestern and Midwestern parts of the United States. 11 Pro-Link, Inc. 500 Chapman St. Canton, MA 02021 USA

Packlin Laboratories 145 Union St. Holbrook, MA 02343 USA Phone: 781-963-9400 Fax: 781-963-9406 Products: Skin care, foam soaps, touch-free dispensing, odor control systems and hand sanitizers. 09 Padco, Inc. 2220 Elm Street, S.E. Minneapolis, MN 55414 USA Phone: 612-378-7270 Fax: 612-378-9388 Website: www.padco.com/floortools Products: The fastest, most efficient floor finish applicators available. For hardwood, resilient, vinyl, concrete, tile, and stone finishes and coatings. Padco t-bar floor coaters’ cushioned squeegee action applies a smooth, flawless finish with waterborne and mild solvent coatings, in a fraction of the time of traditional applicators. Padco offers a full line of floor finish applicators, trim pads, extension poles, trays and accessories. 07 Palmer Fixture P.O. Box 10887 Green Bay, WI 54307 USA Phone: 920-884-8698

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Phone: 781-828-9550 Fax: 781-828-9551 E-Mail: info@prolinkhq.com Website: www.prolinkhq.com Company Officers: Paul Lemieux, President; Bruce Seich, Secretary & Treasurer Products: Pro-Link is a national janitorial supply and service organization, offering high-quality products and services including: national field support, troubleshooting, training, centralized procurement and invoicing, online ordering and budget control reporting. Focused programs are offered for “green” cleaning and for BSC’s (from newsletters on common business issues to items that simplify operations). 11 Production Metal Forming, Inc. (PMF) 8888 Highway 66 Klamath Falls, OR 97601 USA Phone: 541-882-9088 Fax: 541-884-2323 Website: www.pmftools.com Products: Manufacturer of carpet cleaning wands, upholstery tools, Hide-A-Hose, valves and hard surface tools. 10 ProTeam 5118 N. Sawyer Ave. Boise, ID 83714 USA Phone: 866-888-2168 Fax: 208-377-3014 E-Mail: customerservice@pro-team.com Website: www.pro-team.com Products: A leading manufacturer of backpack vacuums. A full line of lightweight, ergonomic backpacks, hipstyle, upright and canister vacuums that deliver proven productivity and cost

42 savings. Powerful suction vacuuming coupled with patented four level filtration result in superior efficiency. 09 Queenaire Technologies, Inc. 9483 State Hwy 37 Ogdensburg, NY 13669 USA Phone: 315-393-5454 Fax: 315-393-5511 E-Mail: sduffy@queenaire.com Website: www.queenaire.com Company Officers: Susan Duffy, CEO & President Products: Queenaire Technologies manufactures a full line of ozone generating electronic deodorizers. Using a state-of-the-art generator technology, all Queenaire models come with a full 5-year warranty and 15-20 year life expectancy. 11 Quinn Broom Works, Inc. P.O. Box 575 Greenup, IL 62428 USA Phone: 217-923-3181 Toll Free: 800-626-7282 Fax: 217-923-5150 E-Mail: qbroom@rr1.net Website: www.quinnbroomworks.com Company Officers: Mark D Quinn, President Products: All types of wound, nail, kitchenette, whisk and toy brooms. Corn brooms manufactured to customers’ specifications. 11 R3 Reliable Redistribution Resource 2301 Lunt Avenue Elk Grove Village, IL 60007 Phone: 847-952-0107 Fax: 847-952-0108 E-Mail: jim.merfeld@r3redistribution.com Website: www.r3redistribution.com Company Officers: Pat Larmon, President and CEO; Derek Goodin, President; Barry Hentz, Senior Vice President Redistribution Products: R3 is a forward thinking organization that delivers solutions to support the growth and profitability of the company’s foodservice, janitorial, sanitation, industrial, safety, medical and surgical distributor customers. Products include foodservice, towel, tissue, skin and personal care, sanitary maintenance and safety products. 11 Raymar Medical Corp. 16360 Broadway Avenue Cleveland, OH 44137 USA Phone: 216-475-8360 Fax: 440-473-2032 E-Mail: glovesbyraymar@hotmail.com Company Officers: Shiv K. Aggarwal Products: Importers of “Unicorn” brand Latex Disposable Gloves— premium quality, FDA passed, lightly powdered, beaded cuffs. Also offered are “Dragon” brand Poly Disposable Gloves—powder free, embossed for easy grip. 11

January/February 2011 RD Industries, Inc. 7417 North 101 Street Omaha, NE 68112 USA Phone: 402-455-8553 Fax: 402-455-8242 E-Mail: sales@rdindustries.com Website: www.rdindustries.com Products: Automatic, self-venting, closed-loop, chemical dispensing systems. Flush mounted into the neck of a chemical bottle for safe shipping and storage. Matching cap adapter unlocks system for safe, controlled product flow. Costly mixing and measuring mistakes are eliminated. Prevents waste and protects workers. 09 RDA Advantage 5808 S. Rapp St. #220 Littleton, CO 80120 USA Phone: 303-794-2400 Fax: 303-794-2424 E-Mail: carly@rdaadvantage.com Website: www.rdaadvantage.com Company Officers: Mark Lyle, Executive Director Products: RDA Advantage consists of 17 redistributors and 32 warehouses all across North America. RDA Advantage provides customers with unsurpassed local service, quality products, preferred pricing and quick delivery. Current Redistributors sell all the national jan/san and foodservice brands, as well as RDA Advantage’s own Advantage and Vintage™ brand products. 11 Realzyme LLC 14 Remick Blvd., Suite 205 Springboro, OH 45066 USA Phone: 937-350-5660 Fax: 937-350-5660 E-Mail: info@realzyme.com Website: www.realzyme.com Company Officers: Dominique Blackman Products: Enzyme-based cleaning products for food and beverage processing, institutional cleaning, filtration cleaning; and enzyme-based products for waste water treatment purifying process and biomethanation. 11 Reit-Price Mfg. Co., Inc. 522 W. Chestnut St. Union City, IN 47390 USA Toll Free: 800-521-5343 Fax: 765-964-5343 E-Mail: customerservice@reitprice.com Website: www.reitprice.com Products: Wet mops, dust mops, squeegees, handles, corn brooms, microfiber mopping pads and microfiber cleaning towels. 10 Remco Products 4735 W. 106th Street Zionsville, IN 46077 USA Phone: 317-876-9856 Fax: 800-585-8619 E-Mail: annb@remcoproducts.com Website: www.remcoproducts.com Company Officers: Dave Garrison, President; Steve Hawhee, Vice President Sales and Marketing

Products: Remco Products offers a complete line of hygienic cleaning tools, featuring color-coded brushes, brooms, and squeegees. All are produced to the highest quality standards with models designed for every job from floors to ceilings. In addition, Remco’s color-coded polypropylene scoops, scrapers, mixing paddles, and shovels provide a total package for the stringent requirements of today’s sanitation programs. 11 Rotovac 17905 Bothell Everett Hwy. Mill Creek, WA 98012 USA Phone: 888-768-6822 Fax: 425-883-8953 Website: www.rotovac.com Products: The Rotovac Powerwand and the Rotovac 360 replace the manual wand and can be used with most portable or truckmount extractors for carpet cleaning or tile and grout cleaning. The Rotovac CFX Continuous Flow Extractor is the newest technology of portable extractors with an auto pump-out recovery tank and either a direct faucet hookup for non-stop cleaning or a 27 gallon solution tank. 10 Royal Paper Converting, Inc. 11990 Westwood Blvd., Suite 260 Los Angeles, CA 90025-8418 USA Phone: 310-481-1400 Fax: 800-965-9007 Website: www.royalpaper.us Products: Manufacturers of a complete line of away-from-home paper products. Servicing both jan/san as well as the foodservice industry. 05 Royce Rolls Ringer Co. Box 1831 Grand Rapids, MI 49501 USA Toll Free: 800-253-9638 Fax: 616-361-5976 Website: www.roycerolls.net Products: Stainless steel housekeeping equipment (maid and janitor carts, mop wringers, tanks and carriers) and stainless steel toilet paper dispensers. 11 S.M. Arnold, Inc. 7901 Michigan Ave. St. Louis, MO 63111 USA Phone: 314-544-4103 Fax: 314-544-3159 E-Mail: info@smarnoldinc.com Website: www.smarnoldinc.com Products: S.M. Arnold, Inc. manufactures a complete line of cleaning maintenance accesories such as... chamois, Water Sprite®, drying cloths, brushes, brooms, natural sea sponges, cellulose sponges, poly sponges, wash mitts, lambswool floor applicators, microfiber towels, cloths and floor squeegees. Introducing trigger sprayers and bottles, razor blades and scrapers. 10 San Jamar 555 Koopman Lane Elkhorn, WI 53121 USA Phone: 262-723-6133

Toll Free: 800-248-9826 Fax: 262-723-4204 Website: www.sanjamar.com Products: San Jamar is a leading supplier of universal towel and tissue dispensers. Featuring a full line of electronic touchless as well as tissue and folded towel dispensers. San Jamar offers two different family looks, ensuring the perfect dispenser for any environment. 10 Sanastar 2021 N.E. 59th Ct. Ft. Lauderdale, FL 33308-2111 USA Phone: 954-445-4888 Website: www.sanastar.net Products: WizKid is an absorbent and antibacterial mat that is placed under the urinal to collect and disinfect the inevitable drip of urine on the bathroom floor. WizKid is truncated in shape. The backing is rubber. 07 Saniflow Hand Dryer Corporation 12800 N.W. 38th Ave. Miami, FL 33054 USA Phone: 305-424-2433 Fax: 305-424-2435 E-Mail: info@saniflowcorp.com Website: www.saniflowcorp.com Company Officers: David Ruiz, Jaime Visa, L. Sau Products: Saniflow Hand Dryer Corporation is one of the most dynamic manufacturers of high quality electric hand dryers in North America. Models include a huge selection of high speed and high efficient hand dryers, surface mounted or recessed dryers for ADA requirements. Available in stamped or stainless steel finishes and cast iron. Can be specified in 50/60 Hz. 110120 volts or 210-220 volts. All models available in stock for distribution in the United States and worldwide. Visit www.saniflowcorp.com. 11 Sanitor 1221 W. Centre Avenue Portage, MI 49024 USA Toll Free: 800-379-5314 Fax: 269-327-4562 E-Mail: customerservice@sanitorusa.com Website: www.sanitorusa.com Products: Sanitor manufactures the proprietary NeatSeat disposable toilet seat cover and dispenser system, and the proprietary Qtowel paper hand towel and dispenser system. 10 Satco Products, Inc. 110 Heartland Blvd. Brentwood, NY 11717 USA Phone: 631-243-2022 Fax: 631-243-2027 E-Mail: alankaren@satco.com Website: www.satco.com Company Officers: Alan Karen Products: Light bulbs (LED, CFL, halogen, HID, incandescent, specialty, etc.); lighting fixtures (indoor and outdoor, decorative and light commercial); electrical acces-

sories (extension cords, surge protectors, accessories products). 11 SCA Tissue North America Cira Centre, 2929 Arch St., 26th Fl., Philadelphia, PA 19104 USA Phone: 866-SCA-TORK Fax: 920-720-4595 E-Mail: torkusa@sca.com Website: www.torkusa.com Company Officers: Don Lewis, President, SCA Tissue North America Products: SCA Tissue’s segmentdriven solutions include Tork® napkins, toweling, bath and facial tissue, specialty wipers, dispensers, and soap systems. As a top North American manufacturer of AwayFrom-Home sanitary products, SCA Tissue recyles more than 750,000 tons of paper yearly, of which 400,000 tons consist of post-consumer recyclables. 11 Seatex Ltd. 445 TX-36 Rosenberg, TX 77471 USA Phone: 713-357-5342 E-Mail: asolis@seatexcorp.com Website: www.seatexcorp.com Products: Chemical blending and packaging services. Seatex is recognized as an industry leader providing turnkey chemical compounding, toll manufacturing and private packaging services. Seatex services four different markets including industrial, institutional, commercial and retail. Areas of expertise includes: automotive, industrial, oilfield, foodservice, ancillary and warewash, laundry, green chemistry and janitorial housekeeping. 11 Seko Dosing Systems Corporation 1103 Branagan Dr. Tullytown, PA 19007 USA Phone: 215-945-0125 Fax: 215-945-0937 E-Mail: info@sekousa.com Website: www.sekousa.com Products: Equipment for warewash, drain and odor control, laundry, dilution, water treatment and swimming pools. 11 Sellars Wipers & Sorbents 6565 N. 60th Street Milwaukee, WI 53223 USA Phone: 414-353-5650 Fax: 414-353-5707 E-Mail: customerservice@sellarswipers.com Website: www.sellarscompany.com Products: Integrated manufacturer of disposable wipers and sorbents. 10 Sheppard Redistribution, Inc. 1100 Schell Lane - P.O. Box 1057 Oaks, PA 19456 USA Phone: 888-733-4787 Fax: 888-733-3887 E-Mail: info@sheppard-enterprises.com Website: www.sheppard-enterprises.com Products: A growth-oriented mas-

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ter redistributor of paper products, janitorial, industrial and foodservice supplies. Serving the Mid-Atlantic and greater Pittsburgh, PA, regions. 10

major productivity gains; substantial cost savings; optimized cleanliness and sanitation; and increased employee retention. Visit www.prosonicscrubbers.com. 11

Shurflo Pump Manufacturing Co. 5900 Katella Ave. Cypress, CA 90630 USA Toll Free: 800-854-3218 Fax: 562-795-7558 Website: www.shurflo.com, www.pentair.com Products: Self priming, dry running, chemical resistant pumps for soil extraction equipment, brush drive motors, dual purpose pump/brush drive units. 09

SOP Green Klean® 796 Tek Drive, #300 Crystal Lake, IL 60014 USA Phone: 815-479-0460 Fax: 815-479-0461 E-Mail: cs@sopgreenklean.com Website: www.sopgreenklean.com Products: Superior quality replacement vacuum cleaner bags and filters specifically designed for the commercial jan/san market. Bags for all popular janitorial vacuums. A single source with a focus on quality, customer service and savings vs. OEM. Also available are pleated panel filters. 11

Simoniz USA, Inc. 201 Boston Turnpike Bolton, CT 06043 USA Toll Free: 800-227-5536 Fax: 860-643-3767 E-Mail: amedina@simonizusa.com Website: www.simonizusa.com Company Officers: William Coorra, President/CEO; Mark Kershaw, Chief Financial Officer Products: Simoniz® products allow the full-line distributor to take a true name brand chemical line featuring high-quality products, innovation and technology to the end-user with pride and confidence. Simoniz® USA has built one of the most diverse product lines in the industry. Simoniz brand stands for quality and protection. 11 Sky Systems Co., Inc. 1825 Taylor Place Ontario, CA 91761-5559 USA Phone: 909-923-7040 Fax: 909-923-7041 E-Mail: sky168sys@aol.com Website: www.skysystemscoinc.com Products: Sky Systems Co., Inc. is a manufacturer and wholesaler of washroom products. It specializes in the manufacture of the 800ml bag-in-box dispensing systems and distributes a wide range of electric hand dryers, urinal block-screens and rim cages with enzymes. Bagin-box dispensing system is available in 500, 800, 1000, and 8000ml with the full line of soap refills. 10 Sonic Scrubbers 1220 W. Jack D Dr., Suite #4 Layton, UT 84041 USA Phone: 866-361-5090 E-Mail: poffutt@sonicscrubbers.com Website: www.prosonicscrubbers.com Company Officers: Kenn Theiss, CEO; Aaron Cobabe, President; Paul Offutt, V.P./General Manager Products: Have you heard the buzz? Manual brushes are giving way to 21st century tools and technology. High-speed, ultra-light, portable power tools exclusively engineered for cleaning professionals, are now available. Benefits include:

Soy Technologies LLC 1050 Elizabeth Drive Unit 4 Nicholasville, KY 40356 Phone: 859-881-1200 Toll Free: 800-769-8748 Fax: 866-767-7901 Website: www.soytek.com Products: Soy Technologies is a leading developer of VOC compliant industrial, institutional and commercial chemical products. Founded in 2001, the Kentuckybased company produces, markets and distributes bio-based, solvent degreasers, graffiti removers, paint removers, polyurethane strippers, general-purpose cleaners, stainless steel cleaners, hand cleaners, adhesive removers and specialty products for unique niche markets. 09 Spartan Chemical Company, Inc. 1110 Spartan Drive Maumee, OH 43537 USA Phone: 419-531-5551 Fax: 419-536-8423 E-Mail: spartan@spartanchemical.com Website: www.spartanchemical.com Company Officers: Stephen H. Swigart, Chairman of the Board and President; John W. Swigart, Executive Vice President; James R. Lenardson, Vice President, Operations; Scott M. Libbe, Secretary Treasurer; Greg Ford, Vice President, Sales; William J. Schalitz, Vice President, Research & Development Products: Spartan Chemical Company, Inc. is an international leader in the manufacture of brand name chemical specialty and industrial maintenance products. The specialty product lines include Clothesline Fresh Laundry Care Products; BioRenewables, bio based products; Green Solutions, environmentally preferred products; the Consume line of bioformulations; and food service and processing chemicals. Spartan also offers products for hard floors, carpet and concrete; disinfectants; industrial cleaners/de-

greasers; restroom/hand cleaners and deodorants, as well as chemical management systems. 11 Spray Nine Corporation 251 North Comrie Avenue Johnstown, NY 12095 USA Phone: 518-762-4591 Fax: 518-762-2566 E-Mail: czelich@spraynine.com Website: www.spraynine.com Products: Manufacturer of specialty cleaners, disinfectants, degreasers and hand soaps for the industrial, institutional, foodservice, automotive and printing industries. Emphasis on disinfectant contact time, cleaning effectiveness and environmental responsibility. The flagship product, Spray Nine, is approved to disinfect against viruses and bacteria in 45 seconds. Spray Nine also tackles tough cleaning tasks. 10 St. Nick Brush Co. P.O. Box 15 Burton, OH 44021 USA Toll Free: 800-798-1269 Fax: 440-834-1891 Company Officers: Stephen M. Trudick, Owner Products: Brushes and Brooms. St. Nick Brush features 100 different items in wood brush blocks. Inquiries are welcome for any type of wood block. 11 Starco Chemical Union Avenue & DuBois Street East Rutherford, NJ 07073 USA Phone: 201-935-4300 Website: www.starcochemical.com Products: Industrial and institutional powder/liquid chemical specialties, includes warewash, laundry, floorcare, housekeeping and industrial products. Offered in Starco or private label. 04 Starlee Imports, Inc. P.O. Box 71 100 Church St. Amsterdam, NY 12010 Phone: 518-842-2470 Fax: 518-842-3315 E-Mail: starleeimports@verizon.net Website: www.starleeimports.com Products: Feather dusters and paint sundries. 11 Stefco Industries 1006 Marley Drive Haines City, FL 33844 USA Toll Free: 800-835-1854 Fax: 800-835-1898 E-Mail: info@stefcoindustries.com Website: www.stefcoindustries.com Products: Stefco Industries, a Cellynne Holdings Company, is an integrated paper manufacturer of quality tissue and towel products. Brands Heavenly Soft, Confidence and Heavenly Choice offer a complete line of bathroom tissue, jumbo tissue, hardwound roll towels, kitchen roll towels, facial tissue, folded towels, napkins and dispensers. 10

STEP1 Software 3547 Old Conejo Road Newbury Park, CA 91320 USA Toll Free: 800-553-2602 x220 Fax: 218-249-0763 E-Mail: bob@STEP1.com Website: www.STEP1.com Company Officers: Robert A. Hestenes, President Products: Servingg the jan/san industry for 33 years, STEP1 is the leader for distribution sotware. Its easy-to-use windows programs are helping customers of all sizes in the industry. Installing STEP1 in a business will result in lower operating costs and increased customer margins. Come grow with STEP1. 11 STOKO Skin Care by Evonik Industries 2401 Doyle Street Greensboro, NC 27406 USA Toll Free: 800-334-0242 Fax: 336-333-7512 E-Mail: stoko-us@evonik.com Website: www.stokoskincare.com Products: A leader in occupational skin care, STOKO Skin Care by Evonik has a solution for all skin care needs. STOKO’s skin care experts help solve the toughest hand cleaning problems and show how to promote wellness through proper hand hygiene in every industry, occupation or away-from-home destination. 11 Sunshine Makers, Inc. 15922 Pacific Coast Highway Huntington Beach, CA 92649 USA Phone: 562-795-6000 E-Mail: info@simplegreen.com Website: www.simplegreen.com Products: Simple Green’s family of environmentally safe, industrial strength cleaners provides a safer alternative to other more toxic chemicals. 07 Surco Tech 292 Alpha Drive Pittsburgh, PA 15238 USA Phone: 412-252-7000 Website: www.surcotech.com Products: Powerfully effective Scatter® granules control odors in garbage dumpsters, trash containers and compactors. 07 TETRA Technologies, Inc. 25025 I-45 North The Woodlands, TX 77380 USA Toll Free: 800-327-7817 Fax: 281-298-7150 Website: www.tetratec.com Products: TETRA 94™ calcium chloride pellets for ice and snow melting. TETRA 94 is 94-97 percent pure calcium chloride. 03 Trilux Inc. 139 Corstate Ave., Unit 2 Concord, ON L4K 4Y2 CANADA Phone: 905-761-1998 Fax: 905-761-2030 E-Mail: office@trilux-inc.com Website: www.trilux-inc.com Products: Trilux is a stocking mas-

ter distributor representing awayfrom-home companies in the North American market. 10 Trojan Battery Company 12380 Clark St. Santa Fe Springs, CA 90670 USA Phone: 562-236-3000 Toll Free: 800-423-6569 Fax: 562-236-3273 E-Mail: marketing@trojanbattery.com Website: www.trojanbattery.com Products: Quality flooded and sealed lead acid deep cycle batteries for a broad variety of industrial, recreational and auxiliary power applications. Particularly for superior performance in golf, renewable energy, marine, RV, floor machine and aerial equipment. 09 Tucel Industries, Inc. 2014 Forestdale Road, P.O. Box 146 Forestdale, VT 05745 USA Phone: 802-247-6824 Fax: 802-247-6826 E-Mail: jlewis@tucel.com Website: www.tucel.com Company Officers: John C. Lewis, Jr., President; Joanne Raleigh, Vice President Products: Complete line of foodservice- safe food cleaning and food prep products. Products include hygienically fused brushware, brooms, scours, sponges, squeegees, fused blow-molded bottle brushes, new disposable “snappy” pastry brushes and disposable utility brushes. 11 Tucker Manufacturing Co., Inc. Box 848 Cedar Rapids, IA 52406-0848 USA Phone: 319-363-3591 Fax: 319-366-7792 800-553-8131 E-Mail: info@tuckerusa.com Website: www.tuckerusa.com Products: High level window washers, aluminum telescoping handles, compressed detergent tablets, specialty brushes, awning cleaning systems and spot free water treatment options. 08 Tuway American Group, The 2820 W. Maple Rd., Suite 101 Troy, MI 48084 USA Toll Free: 800-537-3750 Fax: 248-649-3666 E-Mail: cs@tuwayamerican.com Website: www.tuwaymops.com Company Officers: Gertrude Koester, CEO; Douglas Koester, President Products: A full line supplier of textile cleaning products including wetmops, dust-mops, carpet bonnets, handles and hardware, and an extensive line of microfiber products. 10 U.S. Battery Mfg. Co. 1675 Sampson Avenue Corona, CA 92879 USA Phone: 951-371-8090 Fax: 951-371-4671 Website: www.usbattery.com

44 Products: Complete line of deep cycle batteries for sweepers/scrubbers, golf cars, marine military and special application requirements. 07 Unelko Corp. 14641 N. 74th St. Scottsdale, AZ 85260-2403 USA Toll Free: 800-528-3149 Website: www.unelko.com Products: Unelko’s Sani-Shield® and Sani-Scrub® 3-in-1 Surface Care products are surface care technologies that deep clean germ-carrying fingerprints, body fluids, food spills, soil splatters, dirt and grime... and simultaneously protect surfaces with an invisible “organic” barrier coating on which bacteria, virus, mold & mildew will not grow. In one-step, customers can clean everyday soil and germs, protect surfaces against future soil build-up and prevent the growth of bacteria, virus and fungi. 08 Unger Enterprises, Inc. 425 Asylum Street Bridgeport, CT 06610 USA Toll Free: 800-431-2324 Website: www.ungerglobal.com Products: Unger is a global manufacturer of high quality, innovative tools for cleaning and maintaining restrooms, windows, and floors as well as specialty tools for outdoors and high access areas. Unger’s Smart Color Cleaning System allows easy organization of equipment with color-coded enhancements. 09 United Group, The 3121 Mercedes Drive Monroe, LA 71201 USA Phone: 318-387-9676 Fax: 318-387-5564 E-Mail: dnorred@unitedgroup.com Website: www.unitedgroup.com Company Officers: Tobie F. McKown, President & CEO Products: As a buying group The United Group distributes, through its stockholder members and the Preferred Suppliers allied with the organization, products in the following market segments: janitorial/sanitary, foodservice, industrial packaging and safety. 11 Universal Business Systems, Inc. 185-J Industrial Parkway Somerville, NJ 08876 USA Phone: 908-725-8899 Fax: 908-725-1341 Website: www.ubsys.com Products: The fundamental philosophy and mission of Universal Business Systems is to place the customer first. It is this belief and commitment that have enabled UBS to successfully bring distribution management solutions to businesses for more than 30 years. 09 Universal Dynamic Solutions, Inc. P.O. Box 6794 Hillsborough, NJ 08844-6794 USA

January/February 2011 Phone: 908-534-2256 Fax: 908-442-7076 E-Mail: sales@udsolutions.com Website: www.udsolutions.com Company Officers: Larry Wells Products: Universal Dynamic Solutions is a full service design and marketing communications firm specializing in the jan/san industry. It has an industry-leading marketing database of high resolution images and detailed marketing descriptions used for the company’s online catalog, storefront and Internet-based Dynamic Catalog creation system. The Dynamic Catalog provides the ability to generate professional looking full-line, personalized or market segment catalogs or priced marketing proposals in-house and on demand. Specialties also include custom website design and maintenance, hosting, search engine and email or print marketing services. 11 VCP International Motor Division 49 Briar Hollow Ln., Suite 1806 Houston, TX 77027 USA Phone: 713-552-9191 Fax: 713-552-9195 Website: www.vcpint.com Products: VCP has been selling motors since its inception in 1946. VCP carries all the major brands of motors in the United States, Europe, Mexico and Asia. 08 Viking LLC, A DEMA Company 512 Industrial Road Nesquehoning, PA 18240 USA Toll Free: 800-441-1343 Fax: 570-645-3679 E-Mail: viksales@ptd.net Company Officers: Jeff Whittaker, Vice President Products: Viking manufactures a reliable line of automated and manual dispensing equipment for liquid, solid, and powdered chemicals concerning warewash, laundry, drain, and odor control applications. It strives to maintain top-notch customer service and technical support to all customers. Call for standard or custom dispenser needs. 09 VMC Technical Assistance Corp. 8311 Eastpoint Dr., Ste 800 Dallas, TX 75227 USA Phone: 214-381-8456 Fax: 214-381-4896 E-Mail: sales@vmctac.com Website: www.vmctac.com Products: Stone restoration systems. 10 Von Drehle Corporation 612 3rd Avenue, N.E. Hickory, NC 28601 USA Toll Free: 800-438-3631 Fax: 828-322-4145 E-Mail: sales@vondrehle.com Website: www.vondrehle.com Products: Quality towel and tissue products since 1974. Green Seal Certified, Green Hotels Associaiton Approved Vendor, U.S. EPA-CPG

Approved Supplier, U.S. Green Building Council Member. Towels - centerpull, mini-centerpull, multifold, mini multi-fold, c-fold, singlefold, hardwound, household roll; Tissue - jumbo roll, standard bath, Porta-Roll, Roto-Roll, facial. Brand names: Preserve, Precious, Premium Quality, Feather Soft, Blue Mist. 11 VVF Amenities 3920 FM 1960 W., Suite 230 Houston, TX 77068 USA Website: www.vvfamenities.com Products: Institutional/lodging bar soaps and amenity liquids in wrapped and unwrapped versions. Dial branded and VVF branded. 10 Warsaw Chemical Co., Inc. P.O. Box 858, Argonne Road Warsaw, IN 46581 USA Phone: 574-267-3251 Fax: 574-267-3884 E-Mail: wccarwash@hotmail.com Website: www.warsaw-chem.com Products: Warsaw Chemical Co., Inc. manufactures and distributes general maintenance cleaning solutions. Warsaw Chemical’s line of products consists of various cleaners including disinfectants, hand cleaners and dispensers, floor care products, glass cleaners and cleaning products for foodservice and laundry operations. 09 Waterbury Companies, Inc. 64 Avenue of Industry Waterbury, CT 06705 USA Phone: 203-597-1812 Fax: 203-597-1020 E-Mail: esorlie@watco.com Website: www.timemist.com Company Officers: Mike Rohl, CEO; Bob Potvin, Executive Vice President Products: For over 25 years, the TimeMist® name has been synonymous with fresh thinking. TimeMist® invented the metered air freshening and air sanitizing categories and is a top selling metered dispenser. TimeMist® quality is unsurpassed. This commitment to perfection is one example of how serious Waterbury Companies is about value and maintaining its position as a premier global brand. Through continuous innovation, Waterbury Companies will remain at the top of the industry. 11 Wausau Paper 11150 Industry Rd. Harrodsburg, KY 40330 USA Toll Free: 800-723-0001 Fax: 859-734-8200 Website: www.wpbaywest.com Products: Wausau Paper produces Bay West® brand towels, tissue, soap, wipers, and dispensing systems. Bay West® brand Dubl-Nature® and EcoSoft™ Green Seal® certified towels and tissue are among the most environmentally preferable products available in the away-from-home market. 09

Webster Industries, Inc. 58 Pulaski St. - Box 3119 Peabody, MA 01961-3119 USA Toll Free: 800-225-0796 Website: www.websterindustries.com Products: Premium liners, food bags and zipper seal bags. 07 Weiler Corporation One Weiler Drive Cresco, PA 18326 USA Phone: 570-595-7495 Fax: 570-595-5980 E-Mail: jmoon@weilercorp.com Company Officers: Tony Hufford Products: Maintenance products including floor, garage and street brooms; vehicle care brushes; upright brooms and mops; specialty floor brushes; squeegees; dust pans; window dusting, scrub, utility bowl, foodservice, paint and sundry brushes; and wire scratch brushes. 11 Western Plastics 41995 Remington Avenue Temecula, CA 92590 USA Phone: 951-695-1983 Fax: 951-695-2004 E-Mail: info@wplastics.com Website: www.wplastics.com Company Officers: Patrick Cunningham Products: Cutter box film, foodservice foil (rolls, sheets, containers), pallet wrap, banding film, color wrap, stretch netting, printed film, meat film, tape, laundry wrap, prestretched film. 11 Windsor Industries, A Castle Rock Industries Co. 1351 W. Stanford Ave. Englewood, CO 80110-5533 USA Toll Free: 800-444-7654 Website: www.windsorind.com Products: Complete line of floor and carpet maintenance equipment for commercial, institutional and industrial use. 07 World of Wipers 2121 31st Street S.W. Allentown, PA 18103 USA Phone: 610-798-9691 Fax: 610-797-7307 Website: www.worldofwipers.com Products: Supply of all types of industrial and commercial grades of wiping cloths, towels and rags suitable for applications in the janitorial industry. 10 WorldWare Enterprises Ltd. 30 Rosslinn Rd. Cambridge, ON N1S 3K1 CANADA Phone: 519-621-8244 Fax: 519-622-5281 E-Mail: crobinson@eatoils.com Website: www.eatoils.com Company Officers: C. Robinson, D. Cowie Products: Certified green cleaning and treatment products that really work. Guaranteed to remove the worst stains and odors fast. Deep

cleaning solutions for toughest jobs: degreasers, odor control, drain treatment, septic treatment, grease trap treatment, water and soil treatment, carpet cleaner, mold and mildew. 11 Worldwide Integrated Resources 7171 Telegraph Rd. Montebello, CA 90640 USA Toll Free: 800-441-6448 Fax: 323-838-8939 E-Mail: info@wwir.com Website: www.wwir.com Company Officers: Fred Morad, President/CEO; Todd Carlson, VP Sales/Marketing; Lucy You, COO Products: Metal and plastic hardware, dust pans, self-wringing mops, wet mops, sponge mops, dust mops and frames, buckets, brooms, miscellaneous and specialty items. 11 Xynyth Manufacturing Corp. 122-3989 Henning Drive Burnaby, BC V5C 6N5 CANADA Toll Free: 800-MELT-ICE Fax: 604-473-9399 E-Mail: sales@xynyth.com Website: www.xynyth.com Products: Manufacturer of the environtmentally-friendly Mountain Organic Natural Icemelter™ and the hard-working YellowSign™ line of industrial absorbents. XYNYTH is a one-stop shop for all icemelting and absorbent needs. It distributes and warehouses throughout Canada and the United States. 08 Zephyr Manufacturing Company, Inc. 200 Mitchell Road Sedalia, MO 65301-2114 USA Phone: 660-827-0352 Fax: 660-827-0713 E-Mail: info@zephyrmfg.com Website: www.zephyrmfg.com Company Officers: R.J. Lindstrom, President; Doug Leerssen, Vice President; Bob Schneider, VP Sales Products: A one-stop source for industrial, institutional and sanitary cleaning tools including wet mops, dust mops, brooms, brushes, handles, mopsticks, sponges, frames, microfiber and squeegees. 11 Zynsonic International 784 US Highway 1, Suite 4 North Palm Beach, FL 33408 USA Phone: 561-656-0902 Fax: 561-656-0870 E-Mail: info@zynsonic.com Website: www.zynsonic.com Products: Zynsonic offers an expanded line of professional cleaning and maintenance products engineered for superior functional performance...plus added features for comfort and ease of use. Products include surface disinfectants, cleaners, polishes, metered air fresheners, bench products and more. All product labels are bilingual with English and Spanish instructions. 08

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Absorbents: Oil, Grease, & Water Amrep, Inc. Athea Laboratories, Inc. Bro-tex, Inc. Daley International Earth Friendly Products Frank Miller & Sons Gift Sales Co., The H & S Manufacturing Inc. Milazzo Industries, Inc. Moltan Company Norshel Industries, Inc. R3 Reliable Redistribution Resource Sellars Wipers & Sorbents Sheppard Redistribution, Inc. United Group, The WorldWare Enterprises Ltd. Xynyth Manufacturing Corp. Acoustical Cleaning Chemicals & Equipment H. D. Hudson Mfg. Co. Sonic Scrubbers United Group, The Adhesives Airosol Company, Inc. Amrep, Inc. United Group, The Zynsonic International Aerosols Airosol Company, Inc. Amrep, Inc. Athea Laboratories, Inc. Chase Products Co. Claire Mfg. Clean Control Corporation Continental Commercial Products Daley International Diversified Chemical Products, Inc. Epic Industries Fuller Brush Commercial Products H. D. Hudson Mfg. Co. ITW Dymon Midwest Supply Company Norshel Industries, Inc. Packlin Laboratories Palmer Fixture Pro-Link, Inc. R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. Simoniz USA, Inc. Sky Systems Co., Inc. Spartan Chemical Company, Inc. United Group, The Waterbury Companies, Inc. Zynsonic International Air Filtration Equipment Newaire, Inc. dba The Ozone Specialists/Rainbowair Queenaire Technologies, Inc. Sonic Scrubbers United Group, The

Anti-Graffiti Systems Athea Laboratories, Inc. Enviro-Solutions Ltd. Equipment Trade Service Co., Inc. ITW Dymon Midwest Supply Company Mötsenböcker’s Lift Off Sonic Scrubbers United Group, The WorldWare Enterprises Ltd. Anti-Static Chemicals Athea Laboratories, Inc. Bullen Companies, The Enviro-Solutions Ltd. R3 Reliable Redistribution Resource United Group, The Ash Trays Continental Commercial Products Gift Sales Co., The Norshel Industries, Inc. United Group, The Associations/Societies MISCO Products Corporation New England Sanitary Supply Association New Jersey Sanitary Supply Association United Group, The Automatic Scrubbers Aztec Products, Inc. Hagco Industries Mercury Floor Machines, Inc. Pioneer Eclipse Corp. United Group, The Automotive Cleaning Specialties Amrep, Inc. Athea Laboratories, Inc. Diversified Chemical Products, Inc. Gent-L-Kleen Products, Inc. Hagco Industries Leading Edge Products, Inc. Libman Company, The MidLab, Inc. SCA Tissue North America Simoniz USA, Inc. Sonic Scrubbers Spartan Chemical Company, Inc. United Group, The Zynsonic International Bacterial/Enzyme Products Amrep, Inc. Athea Laboratories, Inc. Bioball USA, Inc. Bullen Companies, The Clean Control Corporation Daley International Diversified Chemical Products, Inc. Earth Friendly Products EES, Inc.

Enviro-Solutions Ltd. Envirochem, Inc. Epic Industries F-MATIC, Inc. Gift Sales Co., The Gold Coast Chemical Products Hagco Industries MidLab, Inc. Midwest Supply Company Norshel Industries, Inc. Nuance Solutions Packlin Laboratories Pro-Link, Inc. R3 Reliable Redistribution Resource Realzyme LLC Rotovac Seatex Ltd. Sheppard Redistribution, Inc. Simoniz USA, Inc. Spartan Chemical Company, Inc. Surco Tech United Group, The WorldWare Enterprises Ltd. Bag-in-the-Box Packaging Norshel Industries, Inc. Packlin Laboratories R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. Simoniz USA, Inc. Sky Systems Co., Inc. United Group, The Bar Code/EDI Technology ECi Maytech United Group, The Baseboard Cleaning Machines & Accessories Fastrak Industries Hagco Industries Sonic Scrubbers United Group, The Batteries & Chargers Discover Energy Corp. Fullriver Battery Mor-Value Parts Co. (MVP) Trojan Battery Company U.S. Battery Mfg. Co. United Group, The Bedding Supplies United Group, The Bird Control Products United Group, The Brooms ABCO Products Corp. ACS Industries, Inc. Bel-Maid Company Carolina Mop Mfg. Co. Continental Commercial Products CPAC, Inc.,

Crystal Lake Manufacturing, Inc. Culicover & Shapiro Inc. Delamo Manufacturing Emsco Group Fontana Cleaning Products Corp. Fuller Brush Commercial Products Gift Sales Co., The Greenwood Mop & Broom, Inc. GSC Manufacturing, Inc. Gunn Brush Co., Inc. Haaga Great Lakes - Haaga Sweepers Hamburg Industries, Inc. Hardwood Lumber Co., The Harper Brush Works, Inc. Hoge Brush Company Kelsan, Inc. Kiefer Brushes, Inc. Lafitte Mop Co., Inc. Libman Company, The Malish Corporation, The Marino Manufacturing Michigan Brush Mfg. Co., Inc. Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC Mor-Value Parts Co. (MVP) Nexstep Commercial Products Norshel Industries, Inc. O’Dell Corporation, The Paragon Mop Company Perfex Corporation PFERD Milwaukee Brush Company Pro-Link, Inc. Quinn Broom Works, Inc. R3 Reliable Redistribution Resource Reit-Price Mfg. Co., Inc. Remco Products S.M. Arnold, Inc. Sheppard Redistribution, Inc. St. Nick Brush Co. Tucel Industries, Inc. United Group, The Weiler Corporation Worldwide Integrated Resources Zephyr Manufacturing Company, Inc. Brushes ABCO Products Corp. ACS Industries, Inc. Bel-Maid Company Brushtech, Inc. Carolina Mop Mfg. Co. Continental Commercial Products CPAC, Inc., Culicover & Shapiro Inc. Delamo Manufacturing E. Gornell & Sons, Inc. Emsco Group Fontana Cleaning Products Corp. Fuller Brush Commercial Products Graco Manufacturing Greenwood Mop & Broom, Inc. GSC Manufacturing, Inc. Gunn Brush Co., Inc. Haaga Great Lakes - Haaga Sweepers Hagco Industries

Hamburg Industries, Inc. Hardwood Lumber Co., The Harper Brush Works, Inc. Haviland Corporation Hill Brush, Inc. Hoge Brush Company Kelsan, Inc. Kiefer Brushes, Inc. Lafitte Mop Co., Inc. Libman Company, The Magnolia Brush Manufacturers Ltd. Malish Corporation, The Marino Manufacturing Michigan Brush Mfg. Co., Inc. Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC Mor-Value Parts Co. (MVP) Nexstep Commercial Products Norshel Industries, Inc. O’Dell Corporation, The Perfex Corporation PFERD Milwaukee Brush Company Pro-Link, Inc. R3 Reliable Redistribution Resource Remco Products S.M. Arnold, Inc. Sheppard Redistribution, Inc. St. Nick Brush Co. Tucel Industries, Inc. Tucker Manufacturing Co., Inc. Unger Enterprises, Inc. United Group, The Weiler Corporation Zephyr Manufacturing Company, Inc. Buckets Bel-Maid Company Carolina Mop Mfg. Co. Continental Commercial Products Delamo Manufacturing Emsco Group Geerpres, Inc. Hagco Industries Harper Brush Works, Inc. Kaivac, Inc. Libman Company, The Magnolia Brush Manufacturers Ltd. Nexstep Commercial Products Norshel Industries, Inc. O’Dell Corporation, The Pro-Link, Inc. R3 Reliable Redistribution Resource Royce Rolls Ringer Co. S.M. Arnold, Inc. Sheppard Redistribution, Inc. Unger Enterprises, Inc. United Group, The Worldwide Integrated Resources Burnishing Equipment Aztec Products, Inc. Marwind Corp. Mercury Floor Machines, Inc. Norshel Industries, Inc. Pioneer Eclipse Corp.

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January/February 2011

United Group, The Buying Groups Distributor Partners of America (DPA) NISSCO, LLC Pro-Link, Inc. R3 Reliable Redistribution Resource RDA Advantage Sheppard Redistribution, Inc. Tucel Industries, Inc. United Group, The Candles Fresh Wave IAQ H & S Manufacturing Inc. R3 Reliable Redistribution Resource United Group, The Carpet & Fabric Protective Finishes Daley International Fastrak Industries Sheppard Redistribution, Inc. United Group, The Carpet Cleaning Chemicals— Brand Name Amrep, Inc. Athea Laboratories, Inc. Buckeye International, Inc. Chase Products Co. Clean Control Corporation Daley International Earth Friendly Products Enviro-Solutions Ltd. EnvirOx, L.L.C. Essential Industries Fresh Wave IAQ Gold Coast Chemical Products ITW Dymon Kaivac, Inc. Kelsan, Inc. Lindhaus USA MidLab, Inc. MISCO Products Corporation Norshel Industries, Inc. Nuance Solutions Plus Manufacturing Pro-Link, Inc. R3 Reliable Redistribution Resource Rotovac

Sheppard Redistribution, Inc. Simoniz USA, Inc. Spartan Chemical Company, Inc. Sunshine Makers, Inc. United Group, The Warsaw Chemical Co., Inc. WorldWare Enterprises Ltd. Carpet Cleaning Chemicals— Private Label Amrep, Inc. Athea Laboratories, Inc. Buckeye International, Inc. Bullen Companies, The Chase Products Co. Daley International Diversified Chemical Products, Inc. Enviro-Solutions Ltd. Essential Industries Fresh Wave IAQ Hagco Industries Innosol, Inc. ITW Dymon MidLab, Inc. MISCO Products Corporation R3 Reliable Redistribution Resource Rotovac Seatex Ltd. Sheppard Redistribution, Inc. Simoniz USA, Inc. United Group, The Warsaw Chemical Co., Inc. WorldWare Enterprises Ltd. Carpet Cleaning Wands & Accessories Atrix International, Inc. Ha-Ste Manufacturing, Inc. Kaivac, Inc. KleenRite Equipment Nexstep Commercial Products Perfect Products, Inc., Div. of IMIG Production Metal Forming, Inc. (PMF) ProTeam R3 Reliable Redistribution Resource Rotovac United Group, The Carpet Drying Equipment Mytee Products Inc.

NEW PRODUCT METAL DUST PAN-12 INCH-20 GAUGE POWDER COATED-REINFORCED ONE PIECE CONSTRUCTION MANUFACTURED IN USA PACK 1 DOZEN-50 DOZEN PER PALLET

Rotovac United Group, The Carpet Dyeing Systems United Group, The Carpet Extractors Advance Aztec Products, Inc. Essential Industries Hoover, Inc. IPC Eagle Corp. Kaivac, Inc. KleenRite Equipment Mercury Floor Machines, Inc. Mytee Products Inc. Norshel Industries, Inc. Rotovac Simoniz USA, Inc. United Group, The Windsor Industries Carpet Shampoo Machines & Accessories Aztec Products, Inc. R3 Reliable Redistribution Resource United Group, The Carpet Spotting Kits Athea Laboratories, Inc. Bullen Companies, The Enviro-Solutions Ltd. Hagco Industries Nexstep Commercial Products R3 Reliable Redistribution Resource Tuway American Group, The United Group, The WorldWare Enterprises Ltd. Carpet Sweepers—Electric Atrix International, Inc. Haaga Great Lakes - Haaga Sweepers Sheppard Redistribution, Inc. United Group, The Carpet Sweepers—Hand Continental Commercial Products Fuller Brush Commercial Products Haaga Great Lakes - Haaga Sweepers Hoover, Inc. Nexstep Commercial Products Norshel Industries, Inc. R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. United Group, The Carts—Hospital, Janitorial & Maid Continental Commercial Products Delamo Manufacturing Geerpres, Inc. Leading Edge Products, Inc. Nexstep Commercial Products Norshel Industries, Inc. O’Dell Corporation, The Pro-Link, Inc. R3 Reliable Redistribution Resource Royce Rolls Ringer Co. Sheppard Redistribution, Inc. United Group, The Catalog Publishers R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. United Group, The Universal Dynamic Solutions, Inc.

MADE IN WICHITA, KANSAS, CENTER OF CONTINENTAL USA FOR MORE REASONABLE FREIGHT RATES SHORTER DELIVERY TIME BOOK YOUR NEXT ORDER WITH US FOR THIS EXCEPTIONAL QUALITY PRODUCT Phone Number Fax Number e-mail address P.O. Box 17082

Circle 18

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

Chalkboard/Blackboard Cleaners Amrep, Inc. Claire Mfg. Earth Friendly Products Hagco Industries R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. United Group, The WorldWare Enterprises Ltd.

Chemical Dispensing Systems Athea Laboratories, Inc. Aztec Products, Inc. Bullen Companies, The Clean Control Corporation Daley International Epic Industries Essential Industries Hydro Systems Company Meterpak, Inc. Norshel Industries, Inc. Nuance Solutions Pro-Link, Inc. R3 Reliable Redistribution Resource RD Industries, Inc. Sheppard Redistribution, Inc. Simoniz USA, Inc. Spartan Chemical Company, Inc. United Group, The Viking LLC, A DEMA Company Waterbury Companies, Inc. WorldWare Enterprises Ltd. Chemicals—Raw Material Innovative Surface Solutions Soy Technologies LLC United Group, The Cleaning Chemicals—Brand Name Amrep, Inc. Athea Laboratories, Inc. Bro-tex, Inc. Daley International Earth Friendly Products Frank Miller & Sons Gift Sales Co., The H & S Manufacturing Inc. Milazzo Industries, Inc. Moltan Company Norshel Industries, Inc. R3 Reliable Redistribution Resource Sellars Wipers & Sorbents Sheppard Redistribution, Inc. United Group, The WorldWare Enterprises Ltd. Xynyth Manufacturing Corp. Cleaning Chemicals—Private Label Airosol Company, Inc. Amrep, Inc. Anchor Maintenance Systems Athea Laboratories, Inc. Buckeye International, Inc. Chase Products Co. Daley International DCL Solutions/PAK-IT Diversified Chemical Products, Inc. Enviro-Solutions Ltd. Envirochem, Inc. Epic Industries Essential Industries Fastrak Industries Frank Miller & Sons Franmar Chemical Innosol, Inc. Intercon Chemical Company ITW Dymon Meterpak, Inc. MidLab, Inc. Midwest Supply Company MISCO Products Corporation Norshel Industries, Inc. Nuance Solutions R3 Reliable Redistribution Resource Realzyme LLC Rotovac Seatex Ltd. Sheppard Redistribution, Inc. Simoniz USA, Inc. Soy Technologies LLC Starco Chemical Trilux Inc. United Group, The Warsaw Chemical Co., Inc. WorldWare Enterprises Ltd.

Colorants & Dyes United Group, The Computer Systems & Software Amrep, Inc. Atrix International, Inc. DDI System ECi Maytech Hagco Industries Leading Edge Products, Inc. Spartan Chemical Company, Inc. STEP1 Software United Group, The Universal Business Systems, Inc. Computer Cleaning Products Amrep, Inc. Atrix International, Inc. Hagco Industries Leading Edge Products, Inc. United Group, The Concrete Floor Treatments Athea Laboratories, Inc. Aztec Products, Inc. Diversified Chemical Products, Inc. Dynamic Research Company, Inc. Enviro-Solutions Ltd. Midwest Supply Company MISCO Products Corporation Multi-Clean, Inc. Pioneer Eclipse Corp. Simoniz USA, Inc. United Group, The WorldWare Enterprises Ltd. Consultants - Advertising Spartan Chemical Company, Inc. Universal Dynamic Solutions, Inc. Consultants - Financial R3 Reliable Redistribution Resource Consultants - Marketing Distributor Partners of America (DPA) R3 Reliable Redistribution Resource Universal Dynamic Solutions, Inc. Contamination Control Products Gift Sales Co., The Gold Coast Chemical Products H & S Manufacturing Inc. Sonic Scrubbers Tucel Industries, Inc. United Group, The WorldWare Enterprises Ltd. Custodial Garments & Uniforms Jordan David United Group, The Dehumidifying Equipment Rotovac United Group, The Disinfectants—Brand Name Amrep, Inc. Apex International Group, Inc. Athea Laboratories, Inc. Bro-tex, Inc. Buckeye International, Inc. Bullen Companies, The Carroll Company Chase Products Co. Claire Mfg. Clean Control Corporation Clorox-Professional Products Division Daley International Diamond Wipes Intl. Enviro-Solutions Ltd. Envirochem, Inc. EnvirOx, L.L.C. Epic Industries Essential Industries Fuller Brush Commercial Products Gold Coast Chemical Products

Maintenance Sales News ITW Dymon Kaivac, Inc. Kelsan, Inc. Kruger Products Limited Microban/ProRestore Products MidLab, Inc. MISCO Products Corporation Multi-Clean, Inc. Norshel Industries, Inc. Nuance Solutions Pioneer Eclipse Corp. Pro-Link, Inc. R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. Simoniz USA, Inc. Spartan Chemical Company, Inc. Spray Nine Corporation Sunshine Makers, Inc. Unelko Corp. United Group, The Zynsonic International Disinfectants—Private Label Amrep, Inc. Anchor Maintenance Systems Athea Laboratories, Inc. Bro-tex, Inc. Bullen Companies, The Chase Products Co. Claire Mfg. Daley International Diamond Wipes Intl. Diversified Chemical Products, Inc. Essential Industries Fuller Brush Commercial Products Innosol, Inc. ITW Dymon MidLab, Inc. Midwest Supply Company Nuance Solutions R3 Reliable Redistribution Resource Seatex Ltd. Sheppard Redistribution, Inc. Simoniz USA, Inc. United Group, The Disinfectants—Raw Material United Group, The Dispensers—Paper Products/Soaps Best Sanitizers, Inc. Carolina Paper Converters Cascades Tissue Group Continental Commercial Products Delamo Manufacturing F-MATIC, Inc. Gator Chemical Co. Gent-L-Kleen Products, Inc. Georgia-Pacific Professional Inopak Ltd. Jofel USA, Inc. Kimberly-Clark Professional Kruger Products Limited Merfin Systems Inc. Multi-Clean, Inc. National Tissue Company LLC Nexstep Commercial Products Norshel Industries, Inc. Palmer Fixture Paradise Paper & Paradise LLC Pro-Link, Inc. R3 Reliable Redistribution Resource RD Industries, Inc. Royce Rolls Ringer Co. San Jamar SCA Tissue North America Sellars Wipers & Sorbents Stefco Industries Trilux Inc. United Group, The Von Drehle Corporation Wausau Paper Drain Opener Chemicals Amrep, Inc. Anchor Maintenance Systems

47 Athea Laboratories, Inc. Bullen Companies, The Clorox-Professional Products Division Daley International Diversified Chemical Products, Inc. Enviro-Solutions Ltd. Envirochem, Inc. MidLab, Inc. Midwest Supply Company Norshel Industries, Inc. R3 Reliable Redistribution Resource Realzyme LLC Seatex Ltd. Sheppard Redistribution, Inc. Simoniz USA, Inc. Spartan Chemical Company, Inc. Surco Tech United Group, The Waterbury Companies, Inc. WorldWare Enterprises Ltd. Drain Opener Equipment Anchor Maintenance Systems Hydro Systems Company Seko Dosing Systems Corporation United Group, The Viking LLC, A DEMA Company Drums United Group, The Dusters Continental Commercial Products Culicover & Shapiro Inc. Geerpres, Inc. GSC Manufacturing, Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Hamburg Industries, Inc. Harper Brush Works, Inc. Hill Brush, Inc. Lambskin Specialties Leading Edge Products, Inc. Libman Company, The Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC Moonsoft International, Inc. Mr. Longarm Nexstep Commercial Products Norshel Industries, Inc. R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. Starlee Imports, Inc. Unger Enterprises, Inc. United Group, The Weiler Corporation Zephyr Manufacturing Company, Inc. Dusting Cloths Berk Wiper Converting & Packaging Bro-tex, Inc. Carolina Mop Mfg. Co. Continental Commercial Products Geerpres, Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Hamburg Industries, Inc. Harper Brush Works, Inc. Kimberly-Clark Professional Leading Edge Products, Inc. Libman Company, The Mercantile Development Inc. (MDI) Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC Moonsoft International, Inc. Nexstep Commercial Products Norshel Industries, Inc. Padco, Inc. Palmer Fixture Paragon Mop Company Premiere Wholesale Industries, Inc. R3 Reliable Redistribution Resource S.M. Arnold, Inc. Tuway American Group, The Unger Enterprises, Inc. United Group, The

Dust Pans Bel-Maid Company Carolina Mop Mfg. Co. Continental Commercial Products Culicover & Shapiro Inc. Delamo Manufacturing Geerpres, Inc. Gift Sales Co., The GSC Manufacturing, Inc. Hamburg Industries, Inc. Harper Brush Works, Inc. Hill Brush, Inc. Libman Company, The Marino Manufacturing Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC Nexstep Commercial Products Norshel Industries, Inc. O’Dell Corporation, The Palmer Fixture R3 Reliable Redistribution Resource Remco Products S.M. Arnold, Inc. Unger Enterprises, Inc. United Group, The Weiler Corporation Worldwide Integrated Resources Electric Cord Reels Anchor Maintenance Systems United Group, The Electric Motors United Group, The Electric Testing Devices United Group, The Emergency Response/Regulatory Services Anchor Maintenance Systems Novus Products Company, LLC United Group, The WorldWare Enterprises Ltd. Emergency Spill Kits Anchor Maintenance Systems Novus Products Company, LLC United Group, The WorldWare Enterprises Ltd. Escalator Cleaning Machines Sonic Scrubbers United Group, The Filters Atrix International, Inc. Mor-Value Parts Co. (MVP) Newaire, Inc. dba The Ozone Specialists/Rainbowair ProTeam Queenaire Technologies, Inc. SOP Green Klean® United Group, The Fire Extinguishers Anchor Maintenance Systems United Group, The Fire Restoration Products Clean Control Corporation Fresh Wave IAQ Newaire, Inc. dba The Ozone Specialists/Rainbowair Queenaire Technologies, Inc. Surco Tech United Group, The WorldWare Enterprises Ltd. Floor Finish Applicators Aztec Products, Inc. Continental Commercial Products Fastrak Industries Geerpres, Inc. Ha-Ste Manufacturing, Inc. Hagco Industries

Hamburg Industries, Inc. Haviland Corporation Lambskin Specialties Leading Edge Products, Inc. Michigan Brush Mfg. Co., Inc. Nexstep Commercial Products Norshel Industries, Inc. Padco, Inc. R3 Reliable Redistribution Resource Simoniz USA, Inc. Tuway American Group, The United Group, The Zephyr Manufacturing Company, Inc. Floor Finishes—Brand Name Amrep, Inc. Athea Laboratories, Inc. Buckeye International, Inc. Bullen Companies, The Clean Control Corporation Daley International Dynamic Research Company, Inc. Earth Friendly Products Enviro-Solutions Ltd. Epic Industries Essential Industries Fuller Brush Commercial Products Gator Chemical Co. Kelsan, Inc. MidLab, Inc. MISCO Products Corporation Multi-Clean, Inc. Norshel Industries, Inc. Nuance Solutions Pioneer Eclipse Corp. Pro-Link, Inc. R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. Simoniz USA, Inc. Spartan Chemical Company, Inc. United Group, The Warsaw Chemical Co., Inc. Floor Finishes—Private Label Amrep, Inc. Athea Laboratories, Inc. Buckeye International, Inc. Bullen Companies, The Daley International Diversified Chemical Products, Inc. Enviro-Solutions Ltd. Envirochem, Inc. Epic Industries Essential Industries Fuller Brush Commercial Products MidLab, Inc. MISCO Products Corporation Norshel Industries, Inc. Nuance Solutions R3 Reliable Redistribution Resource Seatex Ltd. Sheppard Redistribution, Inc. Simoniz USA, Inc. Trilux Inc. United Group, The Warsaw Chemical Co., Inc. Floor Machine Motors Mor-Value Parts Co. (MVP) United Group, The Floor Machines Advance Aztec Products, Inc. Haaga Great Lakes - Haaga Sweepers Hoover, Inc. IPC Eagle Corp. Kelsan, Inc. Marwind Corp. Mercury Floor Machines, Inc. Norshel Industries, Inc. Pioneer Eclipse Corp. Polti Distribution, Inc. ProTeam Rotovac Sonic Scrubbers

United Group, The Windsor Industries Floor Pad Holders Gift Sales Co., The Gunn Brush Co., Inc. Hagco Industries Hoover, Inc. Mor-Value Parts Co. (MVP) Nexstep Commercial Products Norshel Industries, Inc. Norton Abrasives Pro-Link, Inc. R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. United Group, The Floor Pads Continental Commercial Products Gift Sales Co., The Norshel Industries, Inc. United Group, The Floor Pads—Raw Material United Group, The Floor Sealers—Brand Name Athea Laboratories, Inc. Bullen Companies, The Daley International Dynamic Research Company, Inc. Enviro-Solutions Ltd. Epic Industries Essential Industries Fuller Brush Commercial Products MidLab, Inc. MISCO Products Corporation Multi-Clean, Inc. Norshel Industries, Inc. Nuance Solutions Pioneer Eclipse Corp. Pro-Link, Inc. R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. Simoniz USA, Inc. Spartan Chemical Company, Inc. United Group, The Floor Sealers—Private Label Amrep, Inc. Athea Laboratories, Inc. Bullen Companies, The Daley International Diversified Chemical Products, Inc. Enviro-Solutions Ltd. Epic Industries Essential Industries Fuller Brush Commercial Products MidLab, Inc. MISCO Products Corporation Norshel Industries, Inc. Nuance Solutions R3 Reliable Redistribution Resource Seatex Ltd. Sheppard Redistribution, Inc. United Group, The Food Processing Products Nexstep Commercial Products Nuance Solutions R3 Reliable Redistribution Resource Simoniz USA, Inc. Tucel Industries, Inc. United Group, The Food Service Disposable Tableware Georgia-Pacific Professional iPacksolution Kelsan, Inc. R3 Reliable Redistribution Resource SCA Tissue North America Sheppard Redistribution, Inc. United Group, The Western Plastics

48 Food Service Equipment & Supplies Athea Laboratories, Inc. Best Sanitizers, Inc. BiOWiSH Technologies, Inc. Buckeye International, Inc. Continental Commercial Products Haviland Corporation Hill Brush, Inc. Michigan Brush Mfg. Co., Inc. Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC Nexstep Commercial Products Norshel Industries, Inc. R3 Reliable Redistribution Resource SCA Tissue North America Sonic Scrubbers United Group, The Webster Industries, Inc. Western Plastics Fragrances EES, Inc. Expanded Technologies F-MATIC, Inc. Gift Sales Co., The Hogan Flavors & Fragrances, Inc. Innosol, Inc. Newaire, Inc. dba The Ozone Specialists/Rainbowair Packlin Laboratories Pro-Link, Inc. Queenaire Technologies, Inc. R3 Reliable Redistribution Resource Simoniz USA, Inc. Sky Systems Co., Inc. United Group, The Waterbury Companies, Inc. Zynsonic International Furniture Glides Expanded Technologies United Group, The Gloves Berk Wiper Converting & Packaging Boss Manufacturing Company Continental Commercial Products Gift Sales Co., The Kimberly-Clark Professional Norshel Industries, Inc. Premiere Wholesale Industries, Inc. R3 Reliable Redistribution Resource Raymar Medical Corp. Sheppard Redistribution, Inc. Unger Enterprises, Inc. United Group, The Hand Cleaners Anchor Maintenance Systems Athea Laboratories, Inc. Best Sanitizers, Inc. Bro-tex, Inc. Daley International Diversified Chemical Products, Inc. Enviro-Solutions Ltd. Envirochem, Inc. Epic Industries F-MATIC, Inc. Gent-L-Kleen Products, Inc. Hagco Industries ITW Dymon Kimberly-Clark Professional MidLab, Inc. MISCO Products Corporation Mötsenböcker’s Lift Off Multi-Clean, Inc. Norshel Industries, Inc. Nuance Solutions Packlin Laboratories Premiere Wholesale Industries, Inc. Pro-Link, Inc. R3 Reliable Redistribution Resource Seatex Ltd. Sheppard Redistribution, Inc. Simoniz USA, Inc. Soy Technologies LLC

January/February 2011 Spartan Chemical Company, Inc. Spray Nine Corporation STOKO Skin Care by Evonik Industries Sunshine Makers, Inc. Tucel Industries, Inc. United Group, The Warsaw Chemical Co., Inc. Hand Dryers Jofel USA, Inc. Norshel Industries, Inc. Palmer Fixture Saniflow Hand Dryer Corporation Sky Systems Co., Inc. Trilux Inc. United Group, The Handles—Mop, Broom, Brush & Telescopic ABCO Products Corp. Bel-Maid Company Carolina Mop Mfg. Co. Continental Commercial Products Crystal Lake Manufacturing, Inc. Culicover & Shapiro Inc. Emsco Group Geerpres, Inc. Greenwood International Inc. Greenwood Mop & Broom, Inc. GSC Manufacturing, Inc. Gunn Brush Co., Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Hamburg Industries, Inc. Harper Brush Works, Inc. Haviland Corporation Hoge Brush Company Lafitte Mop Co., Inc. Lambskin Specialties Leading Edge Products, Inc. Libman Company, The Marino Manufacturing Michigan Brush Mfg. Co., Inc. Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC Moonsoft International, Inc. Mr. Longarm Nexstep Commercial Products Norshel Industries, Inc. O’Dell Corporation, The Padco, Inc. Paragon Mop Company Pro-Link, Inc. R3 Reliable Redistribution Resource Reit-Price Mfg. Co., Inc. Remco Products Sheppard Redistribution, Inc. Sonic Scrubbers St. Nick Brush Co. Tucel Industries, Inc. Tucker Manufacturing Co., Inc. Unger Enterprises, Inc. United Group, The Weiler Corporation Zephyr Manufacturing Company, Inc. Hoses—All Types Anchor Maintenance Systems H. D. Hudson Mfg. Co. Perfect Products, Inc., Div. of IMIG United Group, The Hydrogen-Peroxide Cleaners Athea Laboratories, Inc. Clean Control Corporation Core Products Co., Inc. Daley International Enviro-Solutions Ltd. EnvirOx, L.L.C. Kaivac, Inc. MidLab, Inc. Pro-Link, Inc. Seatex Ltd. Simoniz USA, Inc. Spartan Chemical Company, Inc.

United Group, The Ice & Snow Removal Compounds Amrep, Inc. Athea Laboratories, Inc. Bro-tex, Inc. Daley International Earth Friendly Products Frank Miller & Sons Gift Sales Co., The H & S Manufacturing Inc. Milazzo Industries, Inc. Moltan Company Norshel Industries, Inc. R3 Reliable Redistribution Resource Sellars Wipers & Sorbents Sheppard Redistribution, Inc. United Group, The WorldWare Enterprises Ltd. Xynyth Manufacturing Corp. Insect & Rodent Control Chemicals & Devices Airosol Company, Inc. Amrep, Inc. Chase Products Co. Clean Control Corporation Diversified Chemical Products, Inc. Epic Industries Global Materials Technologies H. D. Hudson Mfg. Co. ITW Dymon Midwest Supply Company R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. Surco Tech United Group, The Zynsonic International International Cleaning Services United Group, The Labeling Anchor Maintenance Systems United Group, The Ladders United Group, The Laundry Chemicals Athea Laboratories, Inc. Clean Control Corporation Daley International Diversified Chemical Products, Inc. Earth Friendly Products Envirochem, Inc. Fresh Wave IAQ Innosol, Inc. MidLab, Inc. MISCO Products Corporation Norshel Industries, Inc. R3 Reliable Redistribution Resource Seatex Ltd. Sheppard Redistribution, Inc. Simoniz USA, Inc. Spartan Chemical Company, Inc. Starco Chemical United Group, The Warsaw Chemical Co., Inc. Laundry Equipment Hydro Systems Company Seko Dosing Systems Corporation United Group, The Viking LLC, A DEMA Company Western Plastics Lawn & Turf Chemicals Amrep, Inc. Athea Laboratories, Inc. Midwest Supply Company United Group, The WorldWare Enterprises Ltd. Lawn & Turf Equipment H. D. Hudson Mfg. Co.

Haviland Corporation Midwest Supply Company United Group, The Leasing—Equipment United Group, The Light Bulbs Norshel Industries, Inc. Satco Products, Inc. Sheppard Redistribution, Inc. United Group, The Liquid Filling Equipment RD Industries, Inc. United Group, The Litter Vacuums United Group, The Lockers/Storage United Group, The Lodging Amenities Earth Friendly Products Packlin Laboratories R3 Reliable Redistribution Resource United Group, The Lubricants & Oils Airosol Company, Inc. Amrep, Inc. Anchor Maintenance Systems Athea Laboratories, Inc. Daley International Midwest Supply Company Norshel Industries, Inc. R3 Reliable Redistribution Resource United Group, The Zynsonic International Magazine Publishers United Group, The Magnetic Attachment for Vacuums United Group, The Material Handling Equipment Continental Commercial Products Norshel Industries, Inc. R3 Reliable Redistribution Resource Remco Products United Group, The Western Plastics Mats & Matting Absorbcore, LLC Americo Manufacturing Co., Inc. Bro-tex, Inc. Carolina Mop Mfg. Co. Continental Commercial Products Emsco Group Expanded Technologies Fastrak Industries Filmop USA Geerpres, Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Hamburg Industries, Inc. Harper Brush Works, Inc. Kaivac, Inc. Kelsan, Inc. Kimberly-Clark Professional Lafitte Mop Co., Inc. Lambskin Specialties Leading Edge Products, Inc. Magnolia Brush Manufacturers Ltd. Midwest Supply Company Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC Moonsoft International, Inc. Nexstep Commercial Products Norshel Industries, Inc. Nuance Solutions O’Dell Corporation, The Palmer Fixture

Paragon Mop Company Pro-Link, Inc. R3 Reliable Redistribution Resource Reit-Price Mfg. Co., Inc. Royce Rolls Ringer Co. S.M. Arnold, Inc. Sanastar Tuway American Group, The Unger Enterprises, Inc. United Group, The WorldWare Enterprises Ltd. Zephyr Manufacturing Company, Inc. Microfiber Bro-tex, Inc. Carolina Mop Mfg. Co. Continental Commercial Products Emsco Group Fastrak Industries Filmop USA Geerpres, Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Hamburg Industries, Inc. Harper Brush Works, Inc. Kaivac, Inc. Kimberly-Clark Professional Lafitte Mop Co., Inc. Lambskin Specialties Leading Edge Products, Inc. Magnolia Brush Manufacturers Ltd. Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC Moonsoft International, Inc. Nexstep Commercial Products Nuance Solutions O’Dell Corporation, The Palmer Fixture Paragon Mop Company Pro-Link, Inc. R3 Reliable Redistribution Resource Reit-Price Mfg. Co., Inc. Royce Rolls Ringer Co. S.M. Arnold, Inc. Tuway American Group, The Unger Enterprises, Inc. United Group, The WorldWare Enterprises Ltd. Zephyr Manufacturing Company, Inc. Mop Treatment Chemicals Amrep, Inc. Athea Laboratories, Inc. Bullen Companies, The Chase Products Co. Diversified Chemical Products, Inc. Earth Friendly Products MISCO Products Corporation Nexstep Commercial Products Pioneer Eclipse Corp. R3 Reliable Redistribution Resource Seatex Ltd. Sheppard Redistribution, Inc. Spartan Chemical Company, Inc. Tuway American Group, The United Group, The Mopping Equipment Aztec Products, Inc. Bel-Maid Company Carolina Mop Mfg. Co. Continental Commercial Products CPAC, Inc., Crystal Lake Manufacturing, Inc. Delamo Manufacturing Emsco Group Filmop USA Geerpres, Inc. Gift Sales Co., The Greenwood Mop & Broom, Inc. GSC Manufacturing, Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Hamburg Industries, Inc. Harper Brush Works, Inc. Hill Brush, Inc.

Maintenance Sales News Jones Companies, Ltd. Kaivac, Inc. Lafitte Mop Co., Inc. Leading Edge Products, Inc. Libman Company, The Magnolia Brush Manufacturers Ltd. Moonsoft International, Inc. Nexstep Commercial Products Norshel Industries, Inc. O’Dell Corporation, The Perfect Products, Inc., Div. of IMIG Pro-Link, Inc. R3 Reliable Redistribution Resource Royce Rolls Ringer Co. Sheppard Redistribution, Inc. Unger Enterprises, Inc. United Group, The Worldwide Integrated Resources Zephyr Manufacturing Company, Inc. Mops—Dust ABCO Products Corp. ACS Industries, Inc. Bel-Maid Company Carolina Mop Mfg. Co. Continental Commercial Products CPAC, Inc., Crystal Lake Manufacturing, Inc. Culicover & Shapiro Inc. Emsco Group Filmop USA Fuller Brush Commercial Products Geerpres, Inc. Greenwood Mop & Broom, Inc. GSC Manufacturing, Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Hamburg Industries, Inc. Harper Brush Works, Inc. Hill Brush, Inc. Lafitte Mop Co., Inc. Leading Edge Products, Inc. Libman Company, The Magnolia Brush Manufacturers Ltd. Marino Manufacturing Michigan Brush Mfg. Co., Inc. Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC Moonsoft International, Inc. Nexstep Commercial Products Norshel Industries, Inc. O’Dell Corporation, The Paragon Mop Company Perfect Products, Inc., Div. of IMIG Perfex Corporation Pro-Link, Inc. R3 Reliable Redistribution Resource Reit-Price Mfg. Co., Inc. Sheppard Redistribution, Inc. Tuway American Group, The United Group, The Weiler Corporation Worldwide Integrated Resources Zephyr Manufacturing Company, Inc. Mops—Wet ABCO Products Corp. ACS Industries, Inc. Bel-Maid Company Carolina Mop Mfg. Co. Continental Commercial Products CPAC, Inc., Crystal Lake Manufacturing, Inc. Culicover & Shapiro Inc. Emsco Group Filmop USA Fuller Brush Commercial Products Geerpres, Inc. Greenwood Mop & Broom, Inc. GSC Manufacturing, Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Hamburg Industries, Inc. Harper Brush Works, Inc. Kaivac, Inc. Lafitte Mop Co., Inc.

49 Leading Edge Products, Inc. Libman Company, The Magnolia Brush Manufacturers Ltd. Marino Manufacturing Michigan Brush Mfg. Co., Inc. Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC Moonsoft International, Inc. Nexstep Commercial Products Norshel Industries, Inc. O’Dell Corporation, The Paragon Mop Company Perfect Products, Inc., Div. of IMIG Perfex Corporation Pro-Link, Inc. R3 Reliable Redistribution Resource Reit-Price Mfg. Co., Inc. Sheppard Redistribution, Inc. Tuway American Group, The Unger Enterprises, Inc. United Group, The Weiler Corporation Worldwide Integrated Resources Zephyr Manufacturing Company, Inc. Odor Control Chemicals Airosol Company, Inc. Amrep, Inc. Anchor Maintenance Systems Apex International Group, Inc. Athea Laboratories, Inc. Buckeye International, Inc. Bullen Companies, The Chase Products Co. Clean Control Corporation Continental Commercial Products Daley International Diversified Chemical Products, Inc. Earth Friendly Products EES, Inc. Enviro-Solutions Ltd. Envirochem, Inc. F-MATIC, Inc. Fresh Wave IAQ Fuller Brush Commercial Products Geerpres, Inc. Gift Sales Co., The Gold Coast Chemical Products H & S Manufacturing Inc. Innosol, Inc. ITW Dymon Kelsan, Inc. Microban/ProRestore Products MidLab, Inc. Midwest Supply Company MISCO Products Corporation Norshel Industries, Inc. Nuance Solutions Packlin Laboratories Pro-Link, Inc. R3 Reliable Redistribution Resource Realzyme LLC Rotovac Seatex Ltd. Sheppard Redistribution, Inc. Simoniz USA, Inc. Spartan Chemical Company, Inc. Spray Nine Corporation Surco Tech United Group, The WorldWare Enterprises Ltd. Zynsonic International Odor Control Devices Airosol Company, Inc. Amrep, Inc. Bioball USA, Inc. Chase Products Co. Continental Commercial Products Envirochem, Inc. Epic Industries F-MATIC, Inc. Fresh Wave IAQ Gift Sales Co., The H. D. Hudson Mfg. Co. Newaire, Inc. dba The Ozone Special-

ists/Rainbowair Norshel Industries, Inc. Packlin Laboratories Paradise Paper & Paradise LLC Pro-Link, Inc. Queenaire Technologies, Inc. R3 Reliable Redistribution Resource Rotovac Seko Dosing Systems Corporation Surco Tech United Group, The Viking LLC, A DEMA Company Waterbury Companies, Inc. Zynsonic International Ozone Generators Newaire, Inc. dba The Ozone Specialists/Rainbowair Queenaire Technologies, Inc. Rotovac United Group, The Packaging Equipment United Group, The Western Plastics Packaging Supplies Buckeye International, Inc. FDS Manufacturing Co. Gift Sales Co., The Premiere Wholesale Industries, Inc. R3 Reliable Redistribution Resource United Group, The Western Plastics Paint & Paint Products Chase Products Co. ITW Dymon Midwest Supply Company Starlee Imports, Inc. Tucel Industries, Inc. United Group, The WorldWare Enterprises Ltd. Paper and/or Food Service Products Berk Wiper Converting & Packaging Bro-tex, Inc. Carolina Paper Converters FDS Manufacturing Co. Georgia-Pacific Professional Kruger Products Limited Metro Paper Industries / Tissue Group National Tissue Company LLC Nexstep Commercial Products Norshel Industries, Inc. R3 Reliable Redistribution Resource Royal Paper Converting, Inc. Saniflow Hand Dryer Corporation SCA Tissue North America Sheppard Redistribution, Inc. Stefco Industries United Group, The Von Drehle Corporation Western Plastics Paper Products—Office Supplies Atlas Paper Mills Metro Paper Industries / Tissue Group Premiere Wholesale Industries, Inc. R3 Reliable Redistribution Resource United Group, The Paper Products—Towel & Tissue Atlas Paper Mills Berk Wiper Converting & Packaging Bro-tex, Inc. Carolina Paper Converters Cascades Tissue Group Diamond Wipes Intl. F-MATIC, Inc. Georgia-Pacific Professional Kelsan, Inc. Kimberly-Clark Professional Kruger Products Limited Merfin Systems Inc. Metro Paper Industries / Tissue Group

National Tissue Company LLC Norshel Industries, Inc. Paradise Paper & Paradise LLC Premiere Wholesale Industries, Inc. Pro-Link, Inc. R3 Reliable Redistribution Resource Saniflow Hand Dryer Corporation SCA Tissue North America Sheppard Redistribution, Inc. Stefco Industries United Group, The Von Drehle Corporation Wausau Paper Pavement Patching Athea Laboratories, Inc. Haviland Corporation United Group, The Plastic Bags Clorox-Professional Products Division Janibell Norshel Industries, Inc. Premiere Wholesale Industries, Inc. R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. United Group, The Plastic Containers Continental Commercial Products Gift Sales Co., The Norshel Industries, Inc. R3 Reliable Redistribution Resource Remco Products United Group, The Polishes—Furniture Amrep, Inc. Apex International Group, Inc. Athea Laboratories, Inc. Bullen Companies, The Chase Products Co. Claire Mfg. Daley International Diversified Chemical Products, Inc. Earth Friendly Products Enviro-Solutions Ltd. Epic Industries ITW Dymon MidLab, Inc. Norshel Industries, Inc. R3 Reliable Redistribution Resource Seatex Ltd. Sheppard Redistribution, Inc. Simoniz USA, Inc. Spartan Chemical Company, Inc. United Group, The Warsaw Chemical Co., Inc. Zynsonic International Polishes—Metal Amrep, Inc. Athea Laboratories, Inc. Bullen Companies, The Chase Products Co. Claire Mfg. Daley International Diversified Chemical Products, Inc. Earth Friendly Products Epic Industries ITW Dymon MidLab, Inc. Norshel Industries, Inc. R3 Reliable Redistribution Resource Seatex Ltd. Sheppard Redistribution, Inc. United Group, The Zynsonic International Polishes—Plastic Bullen Companies, The Diversified Chemical Products, Inc. Earth Friendly Products Epic Industries MidLab, Inc. Norshel Industries, Inc.

R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. United Group, The Poly Trash Can Liners NAPCO Bag & Film Norshel Industries, Inc. Pro-Link, Inc. R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. United Group, The Pool & Spa Chemicals & Equipment Athea Laboratories, Inc. United Group, The WorldWare Enterprises Ltd. Pre-Measured Chemicals Athea Laboratories, Inc. Daley International Earth Friendly Products Epic Industries ITW Dymon MidLab, Inc. Multi-Clean, Inc. R3 Reliable Redistribution Resource Simoniz USA, Inc. United Group, The Pressure Washer Pumps Karcher-Shark Pressure Washers United Group, The Pressure Washing Chemicals Amrep, Inc. Athea Laboratories, Inc. Bullen Companies, The Daley International Dirt Killer Pressure Washers Inc. Diversified Chemical Products, Inc. Enviro-Solutions Ltd. Envirochem, Inc. Epic Industries Innosol, Inc. Kaivac, Inc. Karcher-Shark Pressure Washers MISCO Products Corporation Nuance Solutions Seatex Ltd. Sheppard Redistribution, Inc. Simoniz USA, Inc. Spray Nine Corporation Sunshine Makers, Inc. United Group, The WorldWare Enterprises Ltd. Pressure Washing Equipment Advance Dirt Killer Pressure Washers Inc. Kaivac, Inc. Karcher-Shark Pressure Washers Mytee Products Inc. United Group, The Pumps & Dispensers Clean Control Corporation Continental Commercial Products Gator Chemical Co. Gent-L-Kleen Products, Inc. Gift Sales Co., The H. D. Hudson Mfg. Co. Hydro Systems Company Nexstep Commercial Products Packlin Laboratories Shurflo Pump Manufacturing Co. Simoniz USA, Inc. Sky Systems Co., Inc. United Group, The Viking LLC, A DEMA Company Purchasing & Marketing Services Distributor Partners of America (DPA) Leading Edge Products, Inc. United Group, The

50 Recycling Systems Continental Commercial Products R3 Reliable Redistribution Resource United Group, The Repair Parts—Floor Equipment & Vacuum Cleaners Continental Commercial Products Ekcos Innovations Fastrak Industries Gift Sales Co., The Guardian Repair & Parts Hagco Industries Haviland Corporation Hoover, Inc. Kaivac, Inc. Newaire, Inc. dba The Ozone Specialists/Rainbowair Pro-Link, Inc. Queenaire Technologies, Inc. R3 Reliable Redistribution Resource Saniflow Hand Dryer Corporation Sheppard Redistribution, Inc. Sonic Scrubbers Tucel Industries, Inc. Unger Enterprises, Inc. United Group, The Restroom Cleaning Equipment Continental Commercial Products Ekcos Innovations Fastrak Industries Gift Sales Co., The Hagco Industries Kaivac, Inc. Newaire, Inc. dba The Ozone Specialists/Rainbowair Pro-Link, Inc. Queenaire Technologies, Inc. R3 Reliable Redistribution Resource Saniflow Hand Dryer Corporation Sheppard Redistribution, Inc. Sonic Scrubbers Tucel Industries, Inc. Unger Enterprises, Inc. United Group, The Robotic Cleaning Equipment United Group, The Roof Maintenance Materials Gold Coast Chemical Products United Group, The WorldWare Enterprises Ltd. Safety Apparel Anchor Maintenance Systems Boss Manufacturing Company H & S Manufacturing Inc. Jordan David Kimberly-Clark Professional R3 Reliable Redistribution Resource United Group, The Safety Products, Equipment & Signs Anchor Maintenance Systems Dynamic Research Company, Inc. Evolution Sorbent Products, LLC Expanded Technologies Fastrak Industries Geerpres, Inc. Gift Sales Co., The ITW Dymon Jordan David Kimberly-Clark Professional Lambskin Specialties Midwest Supply Company Nexstep Commercial Products Novus Products Company, LLC Palmer Fixture Paradise Paper & Paradise LLC R3 Reliable Redistribution Resource Remco Products Sheppard Redistribution, Inc. Unger Enterprises, Inc.

January/February 2011 United Group, The Safety Treads Dynamic Research Company, Inc. United Group, The Sales Incentives Anchor Maintenance Systems Distributor Partners of America (DPA) United Group, The Sanitary Napkins & Dispensers Norshel Industries, Inc. Palmer Fixture R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. United Group, The Scouring Chemicals & Powders Athea Laboratories, Inc. Bullen Companies, The Norshel Industries, Inc. R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. United Group, The Scouring Pads/Bars ACS Industries, Inc. Americo Manufacturing Co., Inc. Clorox-Professional Products Division Continental Commercial Products Gift Sales Co., The Global Materials Technologies Nexstep Commercial Products Norshel Industries, Inc. R3 Reliable Redistribution Resource Tucel Industries, Inc. United Group, The Shampoo Tanks United Group, The Smoking Urns Continental Commercial Products Norshel Industries, Inc. R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. United Group, The Soaps Anchor Maintenance Systems Best Sanitizers, Inc. Bullen Companies, The Carolina Paper Converters Carroll Company Concept Amenities Inc. Continental Commercial Products Daley International Earth Friendly Products F-MATIC, Inc. Franmar Chemical Gent-L-Kleen Products, Inc. Inopak Ltd. Kimberly-Clark Professional Kruger Products Limited Norshel Industries, Inc. Packlin Laboratories Palmer Fixture Pro-Link, Inc. R3 Reliable Redistribution Resource SCA Tissue North America Sheppard Redistribution, Inc. Simoniz USA, Inc. Sky Systems Co., Inc. Surco Tech United Group, The VVF Amenities Warsaw Chemical Co., Inc. Wausau Paper WorldWare Enterprises Ltd. Spill Kits—Chemical Anchor Maintenance Systems Bullen Companies, The Continental Commercial Products Daley International

R3 Reliable Redistribution Resource United Group, The WorldWare Enterprises Ltd. Sponges & Chamois Clorox-Professional Products Division Continental Commercial Products Hagco Industries Harper Brush Works, Inc. Lambskin Specialties Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC Nexstep Commercial Products Norshel Industries, Inc. Norton Abrasives R3 Reliable Redistribution Resource S.M. Arnold, Inc. Tucel Industries, Inc. Unger Enterprises, Inc. United Group, The Zephyr Manufacturing Company, Inc. Spray Tanks Continental Commercial Products Norshel Industries, Inc. R3 Reliable Redistribution Resource United Group, The Sprayers & Foggers B & G Equipment Company Clean Control Corporation Continental Commercial Products Fastrak Industries Gift Sales Co., The H. D. Hudson Mfg. Co. Marino Manufacturing Mytee Products Inc. Nexstep Commercial Products Production Metal Forming, Inc. (PMF) R3 Reliable Redistribution Resource S.M. Arnold, Inc. Unger Enterprises, Inc. United Group, The Squeegees—Floor ABCO Products Corp. Bel-Maid Company Continental Commercial Products Culicover & Shapiro Inc. Dorden Squeegee Graco Manufacturing GSC Manufacturing, Inc. Hamburg Industries, Inc. Harper Brush Works, Inc. Haviland Corporation Hill Brush, Inc. Libman Company, The Magnolia Brush Manufacturers Ltd. Malish Corporation, The Marino Manufacturing Michigan Brush Mfg. Co., Inc. Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC Mor-Value Parts Co. (MVP) Mr. Longarm Nexstep Commercial Products Norshel Industries, Inc. O’Dell Corporation, The Production Metal Forming, Inc. (PMF) R3 Reliable Redistribution Resource Remco Products S.M. Arnold, Inc. Sheppard Redistribution, Inc. Tucel Industries, Inc. Unger Enterprises, Inc. United Group, The Weiler Corporation Zephyr Manufacturing Company, Inc. Squeegees—Window ABCO Products Corp. Bel-Maid Company Continental Commercial Products Culicover & Shapiro Inc. Dorden Squeegee Graco Manufacturing

GSC Manufacturing, Inc. Hagco Industries Hamburg Industries, Inc. Haviland Corporation Lambskin Specialties Libman Company, The Magnolia Brush Manufacturers Ltd. Michigan Brush Mfg. Co., Inc. Mr. Longarm Nexstep Commercial Products Norshel Industries, Inc. O’Dell Corporation, The R3 Reliable Redistribution Resource S.M. Arnold, Inc. Sheppard Redistribution, Inc. Tucel Industries, Inc. Unger Enterprises, Inc. United Group, The Weiler Corporation Zephyr Manufacturing Company, Inc. Steam Cleaning Chemicals Athea Laboratories, Inc. Epic Industries Frank Miller & Sons Gold Coast Chemical Products Innosol, Inc. Nuance Solutions Seatex Ltd. Simoniz USA, Inc. Spartan Chemical Company, Inc. Sunshine Makers, Inc. United Group, The WorldWare Enterprises Ltd. Steam Cleaning Equipment Advanced Vapor Technologies, LLC United Group, The Stone Restoration Systems Aztec Products, Inc. Continental Commercial Products Global Materials Technologies Hertron International, LLC Mercury Floor Machines, Inc. United Group, The VMC Technical Assistance Corp. Striping Machines—Pavement Norshel Industries, Inc. United Group, The Surfactants Athea Laboratories, Inc. Daley International Envirochem, Inc. Multi-Clean, Inc. Nuance Solutions Sunshine Makers, Inc. Unelko Corp. United Group, The Sweepers—Electric, Gasoline & Propane Advance Haaga Great Lakes - Haaga Sweepers IPC Eagle Corp. Mor-Value Parts Co. (MVP) United Group, The Sweeping Compounds Frank Miller & Sons Harper Brush Works, Inc. Milazzo Industries, Inc. Norshel Industries, Inc. Premiere Wholesale Industries, Inc. R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. United Group, The Technology Services ECi Maytech United Group, The Universal Dynamic Solutions, Inc.

Toilet Seat Covers & Dispensers Athea Laboratories, Inc. Delamo Manufacturing F-MATIC, Inc. FDS Manufacturing Co. Hospeco Norshel Industries, Inc. Palmer Fixture R3 Reliable Redistribution Resource Sanitor SCA Tissue North America Sheppard Redistribution, Inc. United Group, The Toilet/Shower Compartments United Group, The Training Consultants, Materials & Programs Bullen Companies, The MidLab, Inc. United Group, The Upholstery Shampoo Machines & Accessories KleenRite Equipment Mytee Products Inc. Production Metal Forming, Inc. (PMF) Rotovac United Group, The Vacuum Cleaner Attachments Atrix International, Inc. Hoover, Inc. IPC Eagle Corp. Perfect Products, Inc., Div. of IMIG ProTeam R3 Reliable Redistribution Resource SOP Green Klean® United Group, The VCP International - Motor Division Vacuum Cleaner Motors Atrix International, Inc. Hoover, Inc. Mor-Value Parts Co. (MVP) United Group, The VCP International - Motor Division Vacuum Cleaners Advance Atrix International, Inc. Haaga Great Lakes - Haaga Sweepers Hoover, Inc. IPC Eagle Corp. KleenRite Equipment Lindhaus USA Mercury Floor Machines, Inc. Norshel Industries, Inc. Perfect Products, Inc., Div. of IMIG Polti Distribution, Inc. ProTeam R3 Reliable Redistribution Resource Sheppard Redistribution, Inc. United Group, The VCP International - Motor Division Vacuum Tanks United Group, The Venetian Blind Cleaning Equipment & Chemicals Culicover & Shapiro Inc. Hagco Industries United Group, The Wall Washing Equipment Geerpres, Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Kaivac, Inc. Libman Company, The Michigan Brush Mfg. Co., Inc. Nexstep Commercial Products Royce Rolls Ringer Co. Unger Enterprises, Inc.

Maintenance Sales News United Group, The Warewashing Chemicals Bullen Companies, The Daley International Diversified Chemical Products, Inc. Earth Friendly Products Envirochem, Inc. Epic Industries Gator Chemical Co. MidLab, Inc. MISCO Products Corporation Multi-Clean, Inc. R3 Reliable Redistribution Resource Realzyme LLC Seatex Ltd. Sheppard Redistribution, Inc. Simoniz USA, Inc. Spartan Chemical Company, Inc. Starco Chemical United Group, The Warewashing Equipment Epic Industries Gator Chemical Co. Hagco Industries Seko Dosing Systems Corporation United Group, The Viking LLC, A DEMA Company Washroom Accessories Berk Wiper Converting & Packaging Bioball USA, Inc. Buckeye International, Inc. Continental Commercial Products EES, Inc. Gent-L-Kleen Products, Inc. Georgia-Pacific Professional Hospeco Kimberly-Clark Professional Newaire, Inc. dba The Ozone Specialists/Rainbowair Nexstep Commercial Products Norshel Industries, Inc. Pro-Link, Inc. Queenaire Technologies, Inc. R3 Reliable Redistribution Resource Royce Rolls Ringer Co. San Jamar Saniflow Hand Dryer Corporation Sanitor SCA Tissue North America Simoniz USA, Inc. United Group, The Zephyr Manufacturing Company, Inc. Waste Receptacles Continental Commercial Products Delamo Manufacturing Jofel USA, Inc. Norshel Industries, Inc. Pro-Link, Inc. R3 Reliable Redistribution Resource SCA Tissue North America Sheppard Redistribution, Inc. United Group, The Water Brooms Haviland Corporation Milwaukee Dustless Brush / Gordon Brush Wisconsin, LLC Nexstep Commercial Products Remco Products United Group, The Water Treatment Chemicals & Devices Anchor Maintenance Systems Athea Laboratories, Inc. AWAY Chemical Corp. Bullen Companies, The Diversified Chemical Products, Inc. EES, Inc. Gift Sales Co., The Seatex Ltd. Seko Dosing Systems Corporation

51 Tucker Manufacturing Co., Inc. United Group, The Viking LLC, A DEMA Company WorldWare Enterprises Ltd. Window Cleaning Accessories Continental Commercial Products Culicover & Shapiro Inc. Hagco Industries Harper Brush Works, Inc. Haviland Corporation Lambskin Specialties Leading Edge Products, Inc. Nexstep Commercial Products Norshel Industries, Inc. R3 Reliable Redistribution Resource Tucker Manufacturing Co., Inc. Unger Enterprises, Inc. United Group, The Wipers—Cloth Berk Wiper Converting & Packaging Bro-tex, Inc. Continental Commercial Products Hagco Industries Leading Edge Products, Inc. Moonsoft International, Inc. Nexstep Commercial Products Norshel Industries, Inc. R3 Reliable Redistribution Resource S.M. Arnold, Inc. Sheppard Redistribution, Inc. Tuway American Group, The United Group, The World of Wipers Wipers— Paper & Non-Woven Athea Laboratories, Inc. Berk Wiper Converting & Packaging Bro-tex, Inc. Carolina Paper Converters Cascades Tissue Group Hospeco ITW Dymon Kaivac, Inc. Kimberly-Clark Professional Kruger Products Limited Leading Edge Products, Inc. Mercantile Development Inc. (MDI) Merfin Systems Inc. Norshel Industries, Inc. R3 Reliable Redistribution Resource S.M. Arnold, Inc. SCA Tissue North America Sellars Wipers & Sorbents Stefco Industries United Group, The Von Drehle Corporation Wausau Paper World of Wipers Wipers— Cheesecloth Berk Wiper Converting & Packaging Bro-tex, Inc. S.M. Arnold, Inc. United Group, The Wood Treatment— Scratch Remover Diversified Chemical Products, Inc. United Group, The Wringers Clean Control Corporation Continental Commercial Products Geerpres, Inc. Nexstep Commercial Products Norshel Industries, Inc. Pro-Link, Inc. R3 Reliable Redistribution Resource Royce Rolls Ringer Co. Unger Enterprises, Inc. United Group, The

Phillips Supply Company Continued From Page 15 said. “However, we find we can offset the loss of some business by acquiring new business on the other end. “What is happening in some cases is that valuable customers we have had in the past who would never talk to anyone else, are being forced to talk to competitors to see if they can reduce their costs. “On the other hand, people who maybe wouldn’t have talked to us in the past are now asking us in to discuss what their needs are. “Some people look at me like I am crazy when I say it, but our goal for 2011 is 10 percent growth. Whether we can hit that or not, I don’t know. However, I think we have the capabilities of reaching this goal. It will take a lot of work, and maybe a little bit of luck, but this is our goal for this year.” Another casualty of the tough economy, Brown wonders, may be the lack of demand for green products in Phillips Supply’s service area, and in the state of Ohio as a whole. “It has been surprising to me that, in Ohio, the green initiative has not been very active. I see Ohio somewhat lagging behind other parts of the country,” Brown said. “The economy is the No. 1 issue that we deal with here. Green is out there. Does it take up a huge amount of our time? No.” Nonetheless, Phillips Supply believes in green products and is able to supply environmentally friendly products and the training and expertise that go along with them. Currently, the distributorship is helping a client in this area. “We have a customer that we are dealing with that is undergoing a big initiative to go green,” Brown said. “We are helping them and we have all the expertise to do this. “There are several things that must be addressed to try and motivate people to consider green. Many people still believe green doesn’t work and is too expensive. This is not true today. With modern technology, companies have developed specific formulas to meet the green initiative. The result has been that green products work just as well as regular products. “It is also a misconception that to go green you have to spend more money. I say to our customers, ‘We can take you to a certain level of green without raising your prices.’ We ask people, ‘How green do you want to be? Do you want to be greener than you were yesterday?’ Being LEED certified for an existing building is very difficult, but we can help.”

praises as a good way of life. This seems evident as many distributorships have a fair share of longterm employees. Phillips Supply falls into this category, as it has an experienced and veteran staff, for the most part. Some employees have been with the company up to 30 years. There is a downside, however, as Brown sees the industry, as a whole, facing the problem of replacing an aging work force. “The biggest challenge is going to be to attract young people who view our industry as a good career opportunity. On the surface, it is not real glamorous selling custodial supplies, but I think it is one of the best industries to be in,” Brown said. While it may seem, at first glance, selling custodial supplies is easy, Brown said, it is, in reality, a very challenging and rewarding endeavor. “I think it takes most new sales people two years of good hard work and learning our business before they begin to be half-way decent at it. There are no shortcuts,” Brown said. “I have been very pleased with the young sales people we have hired. This industry is a great way to build a life, build a family, make good money and do all the things you want to do. I think most people who have been in this industry for a period of time would say it is a great industry. “I don’t know of many industries where sales people can be heroes. In our line of work, we get to be heroes. People call seeking our help to solve problems. Then, we get an opportunity to fix their problem — what a great relationship and trust builder.”

“Everyone is going to lose some business today, through no fault of their own, as customers downsize, cut costs, etc. There is nothing you can do about that. However, we find we can offset the loss of some business by acquiring new business on the other end.”

The Jan/San Distributorship Industry — Where Sales People Get To Be Heroes

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t is not unusual to hear testimonies from people who have been in the jan/san distributorship industry for any length of time to sing its

Contact: Phillips Supply Company, 1230 Findlay St. (1 Crosley Field Lane), Cincinnati, OH 45214-2006. Phone: 800-245-8666; Fax: 513-579-1903. Website: www.phillipssupply.com.

“I donʼt know of many industries where sales people can be heroes. In our line of work, we get to be heroes. People call seeking our help to solve problems. Then, we get an opportunity to fix their problem — what a great relationship and trust builder.”

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5 Distributors Say Business Improving Continued From Page 16 cals, paper products, can liners, soaps and such accessories as brooms and brushes. Among its customer base are those who take care of commercial buildings — from high rises to single occupants — schools and universities, airports, casinos, military bases, retail stores and churches. “We are optimistic about the customer mix in place and the relationships that have been developed,” Schneringer said. “As many customers go through today’s tough economic times, hopefully we can continue to provide solutions to ensure that these relationships will only strengthen.” Schneringer credits WAXIE’s culture with helping the distributorship meet the various needs of its customers. “Over time, our company has taken on a personality of its own. I believe people who work here feed off of this culture. There is a specific way of doing business at WAXIE that helps our people look after customers and find solutions for their needs,” he said. Keeping up with the times is also paramount. It’s safe to say that most people involved with the North American jan/san industry during the past 10 years have seen a major shift toward customers demanding products considered friendly toward the environment. Officials at WAXIE are no different. “Green cleaning has become a big part of our company’s business. It now represents a significant portion of our overall sales, especially in certain markets,” Schneringer said. “Many customers are looking for a good green solution to help them reach their own goals.” Many of these customers are also seeking information on how to best use these green products and systems. This is where WAXIE Sanitary Supply’s large focus on training comes into play. “We conduct (in-house) seminars on a variety of subjects, such as restroom cleaning, hard floor and carpet care, green cleaning, proper hand washing, etc.,” he explained. “We also have customer partners who want to provide their own employee training but will use our facilities to accomplish this task. This is a good way of partnering with our customers.” On-site training is part of WAXIE’s educational mix as well. Company experts often visit customers’ facilities and train crews on proper procedures. “It’s one thing to show people how to clean a standard restroom, but it can mean even more if they are trained to clean their own restrooms,” Schneringer said. WAXIE Sanitary Supply employs specialists who work with many of these customers. They are experts in such areas as chemical usage and equipment. “This focus helps demonstrate how important training is to our company,” Schneringer said. “As a distributor, we also want to provide the full package of products. This allows us to remain a one-stop shop. We at WAXIE are grateful to be in this industry and remain very committed to the future.” Contact: WAXIE Sanitary Supply, 9353 Waxie Way, #23506, San Diego, CA 92123. Phone: 858-292-8111. Website: www.waxie.com.

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ith the nickname “Ski Town USA," it’s not hard to determine what drives business in the northern Colorado city of Steamboat Springs — lots of snow and mountainous terrain. The town is an internationally known winter resort destination. Since the 1970s, the Steve Green Company, named after its founder, has been providing jan/san supplies to Steamboat Springs’ many resorts and other businesses. “We provide housekeeping, maintenance and restaurant supplies. This includes floor cleaning equipment. We also lease dishwashers to restaurants,” company representative Jim Barker said. Like most distributorships, the Steve Green Company started small but has grown over the years due to strong cus-

January/February 2011 tomer service and timely delivery capabilities. This is especially important in the winter months as harsh weather can literally close roads and cut the community off from the rest of the world. “Our facility is located in town, while (Steamboat Springs itself) is fairly isolated. There is no interstate near here with trucks full of cleaning supplies,” Barker said. “It’s comforting for our customers to know that (the Steve Green Company) has a warehouse full of inventory in town.” Because of this dependence from customers, inventory management is very important for the distributorship. “We try to stay ahead of the game with our supply of products. We also have great employees,” Barker said. “This has helped us build solid relationships. We are able to supply customers with what they need in a hurry — and with a smile.” The Steve Green Company’s main service region remains Steamboat Springs and outlying towns. Barker said the overall economy in the region is picking up after a slow period brought on by the recent U.S. economic recession. “Like most areas, this region has been impacted by a down economy — most notably fewer visits by skiers. As a company, however, we have been able to hold our own,” Barker said. “The good news is the area received a lot of early season snowfall and it’s continued ever since. This is a huge deal for our area and local economy.” Tourism in Steamboat Springs is big as well during the summer months. “It’s an escape for people who live in the city. We are about 180 miles from Denver. Steamboat Springs offers a great weekend getaway. The area draws people from other parts of the country and internationally, too,” Barker said. The Steve Green Company purchases many of its supplies from master distributors. Barker said one trend that has had an influence on his business is the consolidation movement among these companies. “It seems like there are fewer (master distributors) to purchase products from, although I feel this trend has stabilized,” Barker said. When discussing product trends, he added customer demands for environmentally friendly products have reached an all-time high at his distributorship. Enjoying nature is a very important part of life in the Steamboat Springs area, and people there are very interested in preserving this way of life. There is also great demand in the region for products that will properly clean natural stone surfaces. “Many of these surfaces are found in homes (located in the area). Natural stone looks good when new, but it can be a challenge to keep clean over time,” Barker said. Helping all types of customers with training is another important focus for the distributorship. This includes conducting seminars in the fall, prior to the upcoming ski season. Housekeeping staffs from many of the local resorts are trained by officials from the Steve Green Company. “The big focus with our training concerns information about Material Safety Data Sheets and safety in general. We also show what products to use when cleaning specific surfaces,” Barker said. “It’s an ongoing clinic that we provide — keeping customers safe while using the right products.” Contact: Steve Green Company, 2570 S. Copper Frontage Rd., Steamboat Springs, CO 80487. Phone: 970-879-5717. Website: www.stevegreencompany.com.

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rowth took a major step forward at American Osment, a Birmingham, AL-based jan/san distributorship that also has a facility in Tuscaloosa, AL. The company recently announced the purchase of Central

Products, a distributorship in Montgomery, AL, helping American Osment strengthen its footing in the central part of the state. The acquisition is expected to add 600 new customers to American Osment’s existing state-wide customer base of over 5,000, American Osment President Steve Mote said. He added 2010 helped American Osment rebound in sales after a tough 2009. “I have been in business for 35 years and never experienced what took place in 2009,” Mote said. “As a company, we were able to cut costs and overhead and did OK. The big ticket items stopped selling in 2009, but sales of commodity Steve Mote, products were consisAmerican Osment tent.” Mote is bullish on 2011, especially in the wake of the recent company acquisition. “You can tell momentum is back (with business in general.) More people are spending money, even on equipment,” Mote said. He added American Osment is willing to go the extra mile to satisfy the company’s growing customer base. Operating showrooms provides additional benefits to customers such as local cleaning contractors and churches. “These people are able to come into our facilities and make small purchases, such as buying a mop or a container of cleaner,” Mote said. “We have a serious commitment to showroom sales. Many companies that ship out of big warehouses don’t encourage this type of business.” American Osment’s staff includes several full-time customer service representatives, some with 15 to 20 years experience. “They know our customer base very well and possess great product knowledge. We answer the phone in person here, not by voice mail,” Mote said. The company also encourages and promotes the Internet sales portion of the business, offering free shipping for this type of transaction. Being a local supplier has its advantages for American Osment. “We have been able to enjoy great relationships within the communities we serve. Once we become familiar with a customer we make sure that customer’s merchandise is on hand. Our fill rates are over 96 percent,” Mote said. “Smaller, local companies such as American Osment can be very attentive and offer quick service. We are willing to satisfy smaller orders with only a few requirements.” Part of this service also focuses on training customers how to properly take care of “problem areas.” “For example, keeping restrooms clean can present many challenges. We offer seminars on restroom care, bringing in experts to show how to properly clean and sanitize,” he said. “We also provide training on carpet care, a subject that can be confusing. There is training for hard floor care too, but it seems more people ask about carpet care.” Working with trusted vendors is another important part of American Osment’s success. In fact, the distributorship offers a Vendor of the Year award, which demonstrates the value the company places on its relationships with vendors. Contact: American Osment, 2923 5th Ave S, Birmingham, AL 35233. Phone: 205-326-3456. Website: www.americanosment.com.

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ervicing four major cities in western Texas, Wagner Supply Co., Inc., headquartered in Odessa, TX, is a full-line jan/san distributorship. Along the Odessa and

INDUSTRY NEWS

Maintenance Sales News neighboring Midland, Wagner Supply also has a strong presence in Lubbock and Amarillo. “We employ outside sales reps and deliver approximately 95 percent of our products from our own trucks,” Wagner Supply Company CEO Paul Wagner said. “We provide such items as floorcare products, paper goods, can liners, etc. We also supply and service equipment.” Despite a slow economy, Wagner said his company has stayed aggressive in trying to acquire new business. “I feel one of our strengths is selling such products as industrial sweepers and riding scrubbers to places like warehouses and manufacturing facilities. Providing good customer service by going above and beyond the call of duty has helped,” he said. “We live by the philosophy, ‘If a customer has a problem, we have a problem.’” Wagner noted that consolidation within the jan/san industry has led to bigger and fewer distributorships. The presence of big box stores has also had an impact on the industry. “The big box stores have their own departments, but not a lot of knowledge on how to help a (jan/san) customer. We let customers know we can provide this knowledge,” he said. When asked about how his business builds up its distributor/vendor relationships, Wagner stressed the importance of working together for the common good. “It’s not all about the best price or the product itself. A distributor must have manufacturing support to succeed. On the other end, that distributor can’t ‘beat’ (vendors) up for cheaper pricing all of the time.” Wagner Supply started in 1982 during a downturn in the Texas oil industry. In retrospect, this turned out to be a good thing for the company. “Being small at the time, it didn’t take a lot of capital to get going. We had very little bad debt to deal with because no one would buy anything unless (he/she) could pay for it on the spot. We started off slow and small but solid,” Wagner said. “Along with our location in Odessa, we have a facility in Lubbock, which is 140 miles to the north, and also sales reps located in Amarillo, which is another 140 miles north of Lubbock. “We wear a lot of hats here because of our fairly rural locations. Our company calls on customers found in manufacturing, education, health care, the government and everything in-between. There just isn’t enough of one type of industry to narrow our focus.” Despite challenges, Wagner said he is happy to be involved in today’s cleaning industry. “I think it’s a great industry to be in, and it’s been good to us. If you take care of business in this industry, it will take care of you,” Wagner said. Contact: Wagner Supply Co., Inc., 1349 W. 42nd St., Odessa, TX 79764. Phone: 432-363-0433. Website: www.wagnersupply.com.

DPA Continued From Page 17 eral service providers and human resource companies that offer discounts to the group’s members. Discounts include credit card processing, shipping and freight, payroll, cellular phones, inventory management software, catalogs, ecommerce platforms and logistical management. Recently, the group has partnered with a collection agency to help members recover outstanding invoices. DPA is always looking for new ways to save members money at every-turn. Interested companies can visit www.DPASAVINGS.com to learn more about DPA’s operational savings platform.

DPA SUPPLIER BENEFITS DPA preferred supplier programs are a way for suppliers to gain new distribution and also to strengthen their relationships with existing customers. The group only partners with a limited number of manufacturers in each product category, so every relationship is mutually rewarding. Joining DPA also makes it easier for suppliers to manage their distributor accounts, because the entire group partakes in one simplified national DPA program. Since DPA represents a small-in-number, but larger in volume group of distributors, it closely works with partner suppliers to achieve their strategic sales results. The group offers an Annual Buying Conference that guarantees interaction with every attending distributor, plus private meetings. There are also several marketing opportunities available including broadcast e-mails, member mailings and coordinated promotional opportunities at no cost to the manufacturer. A Group Label Program (regional and national) is also available for interested suppliers. Additionally, a distributor collection service is provided to partner suppliers (if needed). DPA strives to keep distributors informed about new supplier developments and product innovations. In this way, DPA suppliers and distributors are “Totally Connected.” “ALWAYS LOOKING FOR A FEW GOOD DISTRIBUTORS & SUPPLIERS” The DPA BUYING GROUP strives to be a select high-caliber organization that serves and increases the sales and profits of its members. DPA headquarters is located in Cincinnati, OH, with a financial/administrative office in Naples, FL. Please contact DPA or visit www.DPABuyingGroup.com for membership information. Phone: (800) 652-7826; E-mail: DPA@DPABuyingGroup.com.

Wipe Germs Away Every Day With Spartan’s New Hard Surface Disinfecting Wipes Available now in two great fragrances: Lemon and Fresh Scent. The high-quality, durable wipes are packaged 125 to a canister, with 12 canisters in each case. Hard Surface Disinfecting Wipes are convenient, and ready to use in portable dispensers. No spraying of potentially harmful chemicals into the air, risking respiratory problems or over spray on to sensitive equipment. Assisted living facilities as well as nursing homes, doctor’s offices, daycare centers, grocery stores, and fitness centers are just a few places where Spartan’s Hard Surface Disinfecting Wipes can be utilized. The wipes combat against bacteria Circle No. 89 and viruses crosscontamination on hard, non-porous surfaces such as stainless steel surfaces, plastic surfaces, metal surfaces, and bathrooms. This product is an effective disinfectant against: E-Coli, Pseudomonas, Salmonella, MRSA, VRE, VRSA, Pandemic 2009 H1N1, Influenza A2, Herpes, HIV and Trichophyton mentagrophytes. They also sanitize in seconds against: Stephyoccus Aureus, Klebsilla pneumonia and Listeria. Spartan Chemical Company, Inc., with corporate headquarters, manufacturing and distribution facilities in Maumee, OH, is an international manufacturer of chemical specialty maintenance products.

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Cascades Tissue Group Receives Product Innovation Award From Québec Association Of Industrial Research Cascades Tissue Group has been awarded the Product Innovation prize for its IntelligentTM antibacterial hand towel, at the 20th Québec Association of Industrial Research (ADRIQ) 2010 Innovation Awards. “Cascades has always been driven by the spirit of innovation, and this is found to be true once more with our new IntelligentTM antibacterial hand towel, a world-first on the market. We are especially proud to receive this award from ADRIQ which recognizes innovative Quebec-based companies,” said Suzanne Blanchet, President and CEO of Cascades Tissue Group. The Intelligent™ Antibacterial Hand Towel quickly reduces the number of residual bacteria left on hands after washing and assures an antibacterial protection for 30 minutes, contrary to alcohol-based hand sanitizers and a variety of antibacterial soaps. The paper is referred to as Intelligent™ because it compensates for people's imperfect hygienic habits without changing the way they dry their hands. The product is marketed mainly to the healthcare, foodservice, food processing and education sectors where hand hygiene is a daily concern. Currently sold in Canada only, the product is accepted by the Canadian Food Inspection Agency and has received a favorable letter of opinion by Health Canada. For the last 20 years, ADRIQ has honored people and organizations for their outstanding contributions and achievements in industrial innovation. The Product Innovation award recognizes companies that distinguish themselves by developing and marketing competitive products with high added value, capable of supporting their growth and profitability in their respective markets. To obtain more detailed information about Cascades and its antibacterial product, visit www.cascades/bacteria.

Spartan Introduces Upgrades For Clean Training System Spartan introduces a complete upgrade for its Clean Training System, with new manuals, videos and procedure cards in both English and Spanish. The training system offers modules for training janitorial staff on how to clean Offices, Restrooms, Carpets and Hard Floors; it also has a safety module, imperative in every work environment. The most noticeable training system improvement is the availability of an interactive, password protected online system. With online access users can view all manuals, cards and videos, print materials and complete tests to receive certification. For the end-user administrator (facility manager), logs of employee training and testing are available. This online system can assist users seeking CIMS certification, as it meets the requirement for the CIMS-GB Standard. Clean manuals have been upgraded with new photos and layout to allow for a better understanding of the processes. To aid in the teaching process, all videos have been recorded with professional voice over. For hands-on training, matching cards are available to show procedures stepby-step with color photos and simple instructions. Laminated cards can be ordered with a dry erase pen to “check” steps as they are completed… reinforcing the proper procedures.

INDUSTRY NEWS

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January/February 2011

Stefco Expands Its Heavenly Choice Double Layer Product Line

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tefco Industries is focused on continually developing innovative, high-quality tissue and towel products that meet the needs of distribution and their customers. The company’s brands are consistently improving with new differentiated products constantly being innovated and added to the product line. Heavenly Choice Double Layer by Stefco is a unique product concept that gives distribution a diverse product line with which to build profitable sales. Double Layer is a high quality, cost-effective alternative to two-ply towel and tissue products. Made from two plies fused into one, these innovative Double Layer towel and tissue products offer the luxurious look, strength and softness of a two-ply for an extremely competitive price. The economies that Stefco realizes in the manufacturing process of Double Layer products are passed through to the market with an aggressive distributor acquisition cost because: • Stefco’s paper mach ines can produce more ton s per day manufacturi ng Double Layer product s t han conventional two-ply products. This uses less energy and labor while lowering fixed cost per ton and, at the same time, conserving pulp; • Stefco’s converting lines can run faster, making more cases of Double Layer products per day than two-ply products, thus reducing unit converting costs; and, • The high content and less bulky packaging of Double Layer products reduces freight costs while minimizing the total carbon footprint.

Stefco double layer tissue vs. regular tissue

These accumulated savings are passed through to distributors and their customers without compromising quality or functionality. The Heavenly Choice product mix has grown to include a variety of counts and sizes of small roll bath, JRTs and Center Pull towels for every type of sanitary application. PRODUCT BENEFITS • Competitively Priced: Double Layer enables you to offer a superior product to your customers while realizing significant cost savings. Reduce your operating costs without sacrificing quality and product satisfaction; • High-Quality Products equivalent to national brands; • Recycled Packaging: All of our Heavenly Choice® packaging is made from 100 percent recycled materials; • High-Capacity Rolls: Products are sized with more sheets per roll and more content per case. When compared to traditional two-ply tissue, Heavenly Choice® Double Layer offers great performance by reducing the amount of roll changes and labor costs. Environmentally-Friendly Product: Double Layer takes less pulp and less energy to produce than traditional two-ply tissue and towel products reducing the impact on the environment. All Heavenly Choice® high count tissue and towel products are an excellent way to help you reduce waste since they require fewer cores, packaging and wrappers to be produced. Our Fiber: Stefco's paper products use fibers that are 100 percent recycled or that originate from sustainable forestry practices. Our paper products do not contain any added pigments, inks, dyes or fragrances. Processed Chlorine Free: By using a chlorine free process, our fibers are bleached without the use of any chlorine or chlorine derivatives. If you have any questions, please do not hesitate to contact the Stefco Customer Service Department at 1.800.835.1854 or visit www.stefcoindustries.com. Circle No. 95

INDUSTRY NEWS

Maintenance Sales News

ACS Industries Launches Pro Quality Microfiber Mop Line Scrubble® Products, division of ACS Industries, Inc., producers of hand pads, floor pads, mops, brooms, brushes, steel wool and screen disks introduces a Pro Quality Microfiber Mop Line. This product line is made up of 3 types; Dry, Wet and Fringe Mop pads in two sizes; 18-inches and 24-inches. It is made using the proper blend of polyamide and polyester. ACS says these flat mops will withstand hundreds of launderings and dry quickly. Aluminum frame with hook and loop strips secures pads firmly while allowing for easy changes. All pads and frames come in trapezoid shape for improved edge

Circle No. 94 and corner cleaning. Aluminum ergonomic handle is lightweight and a perfect fit. For more information, call 800-2222880 or through the company website at www.scrubble.com.

ëkcoscreen Develops New, More Cost-Effective Screen California-based ëkcos innovations is now developing a new and cost-effective screen to bring to market. The company says the mock urinal on display allowed attendees of the 2010 ISSA Show to see in real time how well the ëkcoscreen works. Having these urinal screens in place in urinals helps to improve the overall cleanliness of public restrooms, including the elimination of urine splashback. The ëkcoscreens will last 60 days, reducing the need for cleaning in-between scheduled daily maintenance. The company says for high-end properties such as hotels, convention centers and performing arts arenas, the ëkcoscreen is a valuable investment. Although the ëkcoscreen is a solution for these facilities, the leaders at ëkcos innovations realized that there is a different need for other types of properties. Highly trafficked areas that are on a tighter budget will be able to purchase ëkcos’ new innovation, the upcoming ëkconoscreen which will also emit a clean

The ëkcoscreen displayed during 2010 ISSA Show.

Circle No. 95 fragrance and is priced very competitively. With the introduction of ëkconoscreen, all facilitators of public men’s rooms can now have their needs met through the selection of products at ëkcos innovations. ëkcos innovations was founded by Ed Ramirez, a San Francisco-based entrepreneur. For more information, visit www.ekcos.com.

From Enviro-Solutions

Now That’s An Odor Eliminator Andre Foisy, of Larose et fils, a distributor for Green cleaning manufacturer Enviro-Solutions, recently had a real odor problem. It all started when his dog got into a fight with a skunk. Afterward, the now-stench-coated dog ran into the house, finally resting in the master bedroom. “Needless to say, the odor was horrible and was found in just about every room in the house,” says Foisy, who adds he “knew just what to do.” He fogged the entire house with ES110, a bioactive odor eliminator from EnviroSolutions. ES110 is specially formulated to control the worst odors, including those caused by decomposing matter. In addition, it has high-potency surfactants and odor modi-

Janibell Introduces PRIVÉ™ Hands Free Sanitary Napkin Disposal System Sinclair Worldwide, Inc., the international manufacturer of the Janibell line of self-relining waste disposal products, has announced the introduction of the PRIVÉ™ Hands Free Sanitary Napkin Disposal System. Exposure to blood born pathogens and general restroom hygiene are major concerns for restroom patrons, service people, and facility managers. According to Janibell, feminine hygiene product disposal has a significant potential for bacterial and viral transfer in public restroom environments. The most serious and life threatening of these being Hepatitis A Virus, Escherichia coli, Salmonella, Cryptosporidium, and Staphylococcus. According to OSHA, in regard to sanitary napkin disposal, they “expect these products to be discarded into waste containers which are lined in such a way as to prevent contact with the contents…If OSHA determines, on a case-by-case basis, that sufficient evidence exists of reasonably anticipated exposure, the employer will be held responsible for providing the protections of 29 CFR 1910.1030 to the employees with occupational exposure.” Not only are there health and safety issues, but there is a growing legal concern for liability associated with disposal practices. The Janibell PRIVÉ™ was designed specifically to address these exposure issues. From the user’s perspective, the simple hands free operation features an infrared activation sensor to automatically open and close the waste collection door. To protect the service worker, the Janibell continuous bag liner system means they never have to see, touch or smell the unit contents. Each section of the liner is closed, cut and sealed without the contents of the bag being exposed. The PRIVÉ™ was designed for use in both high and low traffic restrooms in office buildings, medical facilities, school dorms, athletic facilities, hotels, restaurants, airports, shopping centers and department stores. The elegant and compact,

Circle No. 98 wall-mount design fits in any restroom wall or partition. Headquartered in Ontario, CA, Sinclair Worldwide, Inc., is the international manufacturer of the Janibell line of hands free waste disposal systems featuring biodegradable continuous liner cartridges. All Janibell containers are backed by a Limited Lifetime Manufacturers Warranty. For more information on Sinclair Worldwide, Inc. and the line of Janibell products, visit www.janibell.com or call 1-800-8560332.

von Drehle's New Spring Product Catalog With 36 full-color pages, the company says this product catalog showcases von Drehle's selection of quality towel and tissue products as well as its dispensers. Designed with distributors and end-users in mind. Easy-to-use catalog features include: a table of contents, part number index, en vironmental information, space saving ideas, disCircle No. 99 penser adapters, new products, and easy to use product fitment guide. The catalog is available in both print and .pdf file format.

Expanded Technologies Offers New Colors For Doorstops

Circle No. 97 fiers that help maximize its performance. “We treated the house and furniture for one day,” says Foisy. “I swear that was all the treatment needed, and the skunk odor is gone…thank heaven.” For more information, visit www.envirosolution.com or call toll-free: 877-6744373.

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Expanded Technologies has introduced new colors for two of its most popular doorstops: the Gripper Doorstop and the Safety Release Flip Down Doorstop. The Gripper Doorstop is now available in brown as well as the original yellow. It is an exceptionally durable doorstop that works on any size or type of door. It also has a convenient hook for easy transport and storage. The Flip Down Doorstop is now available in tan as well as the original grey. It's easy to install, eliminates trip hazards, and releases with force in case of an emergency. The new colors blend discretely with floors and doors, making them a good choice for commercial spaces.

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INDUSTRY NEWS

56

January/February 2011

From SCA: Getting Started With Sustainable Operations In Hospitals By Josh Radoff, Tork® Green Hygiene Council Member

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etting started with sustainable operations isn’t necessarily a walk in the park. Maybe you’ve been asked to “green” your facility by upper management but you’re not sure where to begin or what to do. Or maybe you are upper management and you want to provide good direction to your team to get going with sustainable operations. Either way, the first steps in the process are critical to establishing momentum and getting started in the right direction. First Things First: What Are Sustainable Operations? Imagine what the greenest existing hospital would look like. It would address the heavy hitting areas that intersect hospitals and sustainability like energy costs — which for healthcare organizations total more than $8.5 billion[1] annually — water use, toxic and solid waste streams, and occupant health and patient recovery, which are uniquely important to hospitals. The hospital’s operations staff would be engaged, educated, and looking for constant improvements like reusing water, working toward a carbon neutral goal, achieving net zero waste, applying the highest standard for indoor health, accessing natural light and the outdoors, and serving healthy and local food. This ideal image may be a long way off for any given facility, but it’s a road map to help gauge where you are and want to go. Existing Frameworks Help Set Parameters Using the framework of an established sustainable operations program is a great way to set parameters for what you want to do. Currently, there are two programs that provide a meaningful structure and path forward for hospitals to engage in the process. Many are familiar with the first option, which is the LEED for Existing Buildings Operations & Maintenance (EBOM) rating system. LEED-EBOM is a third party certification for holistic sustainable operations whereby participants meet a series of prerequisite requirements and select from a host of available strategies to earn certification. LEED is a good option because it represents the most rigorous third party certification program for sustainable operations and provides a high level of recognition for participants. It’s important to note that implementing LEED-EBOM is not without its challenges. It is a demanding program, which requires a significant effort to verify compliance, and is not tailored to the specific operational characteristics of a hospital. If this is your facility’s first dive into sustainable operations, then you might be better served by the Green Guide for Healthcare (GGHC). The GGHC still provides the holistic framework for quantifiable sustainability strategies but is a self-certifying program (no third party), and is tailored to the special characteristics and operations of hospitals. In fact, the GGHC provides a number of strategies beyond LEED that have particular relevance for hospitals. Either way, both programs are a great tool. Another program many people are familiar with is Energy Star Portfolio Manager, an energy benchmarking component of both LEED-EBOM and the GGHC. Energy Star Portfolio Manager is a tool that allows building managers to enter basic data about their building, along with utility bills from the last 12 months, to benchmark the building’s energy efficiency against all buildings across the country. Based on utility information, building location, and other building characteristics, the building is awarded a score be-

tween 1 and 100 with 100 being the most efficient building. Buildings that score above 75 are eligible for an Energy Star Label which rewards the top 25th percentile of energy efficient buildings. Energy Star is a great energy benchmarking tool, but is not a comprehensive or holistic framework for broader sustainability. The Key Is Momentum Having a solid start to green operations means understanding the applicable metrics (i.e. properly measuring performance to ensure success) and basic fundamentals of sustainable operations. Once that is accomplished, you will

need to assess the current state of the building against those metrics and determine where performance (or data) gaps exist. Based on that analysis, the team can establish priorities on what’s important for the facility and determine what to pursue and when. Many teams find it’s best to keep the initial effort simple and focused to maximize the limited resources they have. Comprehensive programs like LEED and GGHC are good tools and are important for setting a framework, but that doesn’t mean you should try to tackle everything in them all at once. For many teams, starting smaller will lead to greater successes down the road. Fundamentals Starting with the basics of sustainable operations is a great way to get ahead in the process. For each of these areas, the same approach applies, namely: (1) assess your current performance, (2) develop a strategy to address gaps in your performance, (3) implement measures, (4) track performance, and (5) repeat. One of the great things about sustainable operations is that it’s all about continuous improvement, so everything you do today will help you out tomorrow. Each area of sustainable operations is described below along with details on how to implement a step-by-step approach for each of the major environmental impact areas for the facility. Energy: Energy use is particularly important for the healthcare sector, which ranks second behind the foodservice industry for highest energy users in the United States[2]. But where there are high energy costs, there are opportunities for big savings, which can be the driving factor for hospital initiatives. The good news for energy efficiency initiatives is that most facilities don’t have to engage in large-scale retrofit activities to realize large-scale savings. Once you’ve benchmarked the building on Energy Star Portfolio Manager, you can perform an energy audit or work with an Energy Service Contractor (ESCO)[3] to identify where you can save. Both of these activities provide a lot of savings, often ranging from 5 to 20 percent[4]. Water: A study published in 2002 found that hospitals in the size range of 133 to 510 beds used 68,750 to 298,013 gallons per year per bed. Also, the study found that about

25 percent of the water was used for domestic uses and 75 percent was used for HVAC equipment, kitchen, laundry and medical equipment.[5] Two good places to start with water savings are HVAC equipment and water fixtures that can be optimized to use water more efficiently with operational changes and adjustments. For example, Norwood Hospital in Massachusetts was able to save 14.6 million gallons of water over the course of three years in large part by retrofits made to medical equipment and the building refrigeration system. These changes cost $5,500 but were repaid by water cost savings in less than six months.[6] Waste: Hospitals produce around two million tons of trash per year.[7] Surprisingly, waste in hospitals is not that much different than what is seen in other building types with the biggest three waste types consisting of paper (53 percent), food/organics (17 percent), and plastics (15 percent). Many hospitals that have conducted a waste audit find that about 85 percent[8] of the building’s waste is non-infectious materials that can be recycled. Purchasing: Environmentally preferred purchasing (EPP) involves identifying alternatives for purchases that are less toxic, safer for patients/ employees, easier to recycle, incorporate less packaging and are produced/transported locally.[9] Purchases like office and janitorial paper are a great place to start because they are a high volume purchase and are often made from 100 percent recycled material. Also look for products that are certified by EcoLogoCM and Green Seal™. Green Cleaning: Green cleaning applies uniquely to hospitals because of the need to support infection control efforts while reducing harmful impacts on human health and the environment. Glutaraldehyde and ethylene oxide are two chemicals commonly used in hospitals for disinfectant and sterilization purposes, but both chemicals have been shown to cause adverse health effects.[10] Fortunately, green cleaning alternatives certified by third party organizations like Green Seal and EcoLogo are widely available for applications from general purpose and bathroom cleaners to disinfectants and floor finishes. Also, most major cleaning contractors are familiar with green cleaning principles and can work with you to establish a program. There’s a lot that goes into developing a facility-wide sustainable operations program but it’s achievable given the right framework, direction from leadership, and support. Seeing the process as one of continuous improvement and a cultural shift, rather than a one-time effort, will help teams chip away and realize minor successes on the road to the broader goal. Visit www.Torkusa.com or www.torkgreenhygienecouncil.com. Josh Radoff is a Tork® Green Hygiene Council™ member, and founder of YRG sustainability, a consulting firm that helps corporate and government clients implement sustainable strategies, education campaigns, and green operations and maintenance.

Josh Radoff [1] http://www.energystar.gov/index.cfm?c=healthcare.bus_healthcare [2] Practice Green Health http://practicegreenhealth.org/educate/energy/ [3] An ESCO is a business that develops, installs, and arranges financing for projects designed to improve the energy efficiency and maintenance costs for facility. [4] http://www1.eere.energy.gov/femp/pdfs/energy06_dondavenport.pdf [5] http://www.practicegreenhealth.org/educate/operations/facilities/water/ [6] http://www.mwra.state.ma.us/04water/html/bullet1.htm [7] http://www.h2e-online.org/docs/summit2007datacollection.pdf [8] http://www.noharm.org/lib/downloads/waste/ Waste_Min_Seg_Recyc_in_Hosp.pdf [9] http://noharm.org/us_canada/issues/purchasing/ [10] Alternative products to glutaraldehyde and ethylene oxide are available and provide effective disinfection while protecting healthcare patients and workers.

INDUSTRY NEWS

Maintenance Sales News

People In The News Starco Chemical Starco Chemical, a division of Diamond Chemical Company, Inc. has announced the addition of Michael S. Zibit as vice president. Zibit has over 30 years of chemical industry experience, working his way up from laboratory technician, warehouseman, Michael S. Zibit customer service representative, salesperson, sales manager, general manager, and marketing manager. Zibit works with the sales force, manufacturer’s agent representatives, Starco’s and Diamond’s distributors, and national accounts to grow their chemical business. Zibit can be reached at mzibit@starcochemical.com. Starco also announces the addition of David McCarl as western regional sales manager. McCarl has over 30 years of manufacturing sales experience including over 15 years of sales management experience. McCarl has extensive experience in develDavid McCarl oping cleaning procedures for national accounts and has also assisted in launching two different chemical programs, one for the jan/san industry and the other for the food service industry. McCarl can be reached at dmccarl@starcochemical.com. For more information on the company, www.starcochemical.com. Diamond Chemical The Diamond Chemical, Spectrum Services and Warewash Divisions recently promoted Tony Green to the position of field service manager. Green will be working to implement all aspects of Tony Green

repairs and service, equipment installations and follow through. He has been with Diamond Chemical since 2004. Diamond Chemical also announces the addition of K.C. Wong as technical representative in charge of service support for laundry accounts in the Northeast. Wong has over 11 years of experience as a service technician K.C. Wong in the laundry and chemical industries. Americo Americo Manufacturing Company, a supplier of a full range of floor pads, hand pads and floor matting, has appointed Marina Sawyer as international account exMarina Sawyer ecutive. Americo’s products are sold in over 70 countries; she is responsible for supporting all of Americo’s international sales efforts. Visit www.americomfg.com. SEKO Gabriel Flores has joined the SEKO sales team as the regional sales manager for the western United States. Prior to joining the SEKO sales team, Flores began his career path as a U.S. Marine, as did his father and, subsequently, his son. Flores brings Gabriel Flores SEKO’s customers approximately 20 years of actual experience with chemical application, training and equipment knowledge. Throughout this time, he has exclusively represented the western United States. Flores can be reached at: 1-866-740-7623 or by e-mail at Gflores@sekousa.com.

Kruger Announces Winners Of Ultimate Washroom™ Promotion Contest Kruger Products Ltd., has announced the winners of its 2009/2010 Ultimate Washroom™ Promotion Contest. Kathy Marks, of Pittsburgh, PA, is the winner in the Distributor Sales Representative category; and Maurice Lyrette, of Ottawa, Canada, is the winner in the EndUser Consumer category. Both winners have selected the Ultimate Family Getaway, as their grand prize trip. Now in its sixth year, the Ultimate Washroom™ Promotion Contest continues to contribute to the growth and success of Kruger’s Ultimate Washroom™ towel, tissue, handcare and dispenser products sold into the Away From Home marketplace. Participation from distributors of quality brands — Embassy Supreme, Embassy, White Swan and Esteem — continues to grow every year. “The Ultimate Washroom™ Promotion Contest is a great way to encourage new customers to trial Ultimate Washroom™ products,” says Kruger Distributor Sales Representative winner Kathy Marks. “It’s also a very effective incentive for distributors and has certainly helped me develop my business.” “The Ultimate Washroom™ Presentation of the Ultimate Washroom Promotion — category represents a doubleEnd-user Consumer Grand Prize: Left to Right, Mark digit annual growth opportunity,” Ray, Director of Marketing, Kruger Products AFH Divisays Markham Ray, director of sion; Maurice Lyrette, Senior Account Manager, marketing, Kruger Products’ Domus; and Marco Daigle, Director of Operations, Away From Home Division. Kruger Products Limited Partnership. “And this promotion is part of our on-going strategy to grow share of that opportunity. It’s easy to get involved and it’s a lot of fun. We’re thrilled with its continued success and look forward to even greater participation this year. “We strive to offer meaningful and effective promotional tools to our valued distributor partners,” says Ray. “This one has proven to be a real win — for us, for our Distributors and, importantly, for new end-user customers. These end-users are now experiencing the benefits of the Ultimate Washroom™ featuring our Genesis design dispensers first hand.” This year’s Ultimate Washroom™ promotion is currently under way and runs until April 30, 2011. Kruger Products disPresentation of the Ultimate Washroom Promotion — tributor sales reps should visit: Distributor Sales Rep. Grand Prize: Left to right, Jeff www.krugerproducts.ca/afh for Hunter, Region Manager, Kruger Products (USA) Inc.; more details and to register. Sandy Hanberry, President, Colker Company; Kathy The Company recently Marks, Territory Manager, Colker Company; Greg launched Sustainability 2015, Colker, Vice-President, Colker Company; and, Joe an initiative to reduce its overSyms, President, Merit Marketing. all energy consumption and emissions by 15 percent by streamlining manufacturing processes and implementing an array of energy-reduction and efficiency initiatives. For complete information on Sustainability 2015, visit www.sustainability2015.ca.

From Enviro-Solutions: Holds The Finish Facility service providers have all experienced this: a busy walkway has just been refinished, and within days the coating is wearing thin. That is a problem of the past with ES 96, the ultra-high speed burnishing floor finish from Enviro-Solutions. ES 96 is made for “day-after-day” super-high-traffic lanes such as those in hospitals, nursing homes, colleges and universities, yet it resists stains and heel marks, maintaining its high-gloss shine. Super easy to clean, ES 96 is also UL tested and approved for slip resistance and walkers-safety. For more information, visit www.envirosolution.com or call toll-free: 877-674-4373.

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DDI Announces Dates For 2011 User Conference DDI System has announced the dates of its 2011 User Conference. The event will be held September 19-21 in Kansas City, MO. Please contact DDI for additional information at 877-599-4334 or visit the company website at www.ddisys.com.

INDUSTRY NEWS

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November/December 2010

MAINTENANCE SALES NEWS CLASSIFIEDS

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Georgia-Pacific Professional And KaBOOM Build New Playground Facility For Winter Gardens Elementary School

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Winter Gardens Elementary School in Lakeside, CA, received a brand new playground on Dec. 7, 2010. The stateof-the-art play area is part of the efforts of more than 500 volunteers from the Georgia-Pacific Professional business team, the local community and organizers from KaBOOM!, a non-profit dedicated to providing play areas for children. The new playground will serve more than 500 children and provide them with a fun, safe place to play on the school’s campus. “Georgia-Pacific Professional takes pride in giving back to the community and providing our employees an opportunity to help others,� said Bill Sleeper, president of Georgia-Pacific Professional, a leading provider of away-fromhome washroom and foodservice solutions. “We had a wonderful time working with volunteers and KaBOOM! to provide the students of Winter Gardens Elementary with a safe play space they will be able to enjoy for years to come.� In just one day, the new 5,280-squarefoot playground was built from scratch by hundreds of volunteers from GeorgiaPacific Professional and KaBOOM!. The facility is fully equipped and includes features such as a Super Dome, Slither

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Slide, climbing wall and a swing set. The school also held a groundbreaking ceremony for its teachers and students to celebrate the playground. “The KaBOOM! playground build is a life-changing moment for our students and for our community,� said Denise Goulart, teaching vice principal of Winter Gardens Elementary School. “Our students are not used to getting new things, and we are left speechless by the generosity of Georgia-Pacific Professional and KaBOOM!.� Additionally, in recognition of National Hand Washing Awareness Week, Georgia-Pacific Professional helped young children stay healthy by teaching them the importance of washing hands often, especially after playing on the playground. Earlier in the week, students received a visit from Mo, Georgia-Pacific Professional VP of Hygiene and Chairman of Cool. Robed in his traditional jiu-jitsu attire, Mo gave handwashing lessons to students and teachers, and taught them the important steps of proper hand washing. This effort is part of Georgia-Pacific Professional’s “The Art of Washing Hands� program, a children's campaign featuring Germ-jitsu Mo. Visit www.TheArtOfWashingHands.com for more information.

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