Jan/Feb 2012 Maintenance Sales News by Maintenance Sales News

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January/February 2012

MAINTENANCE

SALES NEWS Exclusively Serving Professional Distributors

January/February 2012

Vol. 29, No. 1

Read/Download MSN At: www.maintenancesalesnews.com

MSN FEATURE STORIES Kaeb Sanitary Supply Experiencing Double Digit Growth Most Years........................................6 Maintenance Sales News Exclusive Distributor Roundup

Distributors Use Experience, Knowledge To Attract, Keep Customers .............................................16

Wholesalers & Buying Groups:

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

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Industry News/Products 55 | Advertisers Index 58 | Classified Advertising 58 On The Cover: Kaeb Sanitary Supply, Inc., of Bloomington, IL, is a full service, one-stop-shop jan/san distributor serving a wide swath of Central Illinois. Pictured are co-owners Dave Kaeb (standing) and his son, Clint Kaeb. See story on page 6.

Circle Number Replies Are Now Online @ www.maintenancesalesnews.com/circles.htm Industry Calendar of Events March 10-13, 2012 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200. May 1-3, 2012 — National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. For information: 203-840-5622. May 2-3, 2012 — New Jersey Sanitary Supply Association’s Supply Line, Taj Mahal, Atlantic City, NJ. For information: 973-283-1400.

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Maintenance Sales News (ISSN 1040371X) is published bimonthly by Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130. Publisher assumes no liability whatsoever for content of any advertisement or editorial material contained herein. Copyright 2012, Rankin Publishing, Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form without written consent of Rankin Publishing, Inc. Periodical postage paid at Arcola, IL, and additional mailing offices. POSTMASTER: Send address changes to Maintenance Sales News Circulation, 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130 Subscription Rates in United States: 6 issues $25 Single Copy rate: $5 plus postage/handling; Buyer’s Guide $15 plus postage/handling International rates: 6 issue annual Air Mail Subscription $60 U.S. dollars net

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January/February 2012 Family owned and operated Kaeb Sanitary Supply began the transition about a decade ago from a small “mom and pop” business to a single-source jan/san distributorship. Left to right are Clint Kaeb, Brenda Kaeb and Dave Kaeb.

Kaeb Sanitary Supply Experiencing

Double Digit Growth Most Years Kaeb Sanitary’s mission statement says: “As a Christianbased company, we at Kaeb Sanitary strive to provide quality janitorial/sanitary products to the local market using honest and ethical business standards. We will add value for our customers/partners by offering personal service, technical assistance and creative flexibility.” “We have been fortunate. We have had good growth,” Clint Kaeb said. “What I am excited about is we have invested for the future. For example, we have a new truck we recently purchased. It is a bigger truck with a lift gate that we didn’t have before. We now have an outside sales rep in addition to myself. I am excited about the next several years.” Kaeb Sanitary has enjoyed double-digit growth each year since the mid-2000s, except in 2009, during the depths of the recession. If there is a plus side to the economic downturn, it has manifested itself at Kaeb Sanitary in opening doors to acquire customers who are looking for a commitment to value-added service that really saves them money. “It has been a fun time to be in business,” Clint Kaeb said. “I think the economic situation that we are experiencing really provides an opportunity for companies that are aggressively showing their customers betitems, but today we are much more of By Rick Mullen ter ways to do things. No one likes a bad a one-stop shop distributorship,” Dave Maintenance Sales News economy or a sluggish economy, but I think Kaeb said during a recent interview Associate Editor those of us in our industry who are really out with Maintenance Sales News at the there working hard and showing the right soluamily owned and operated Kaeb Sanitary company’s facility in Bloomington. “We tions are seeing great opportunities for growth.” Supply, Inc., of Bloomington, IL, serves have become very strong in the school segment. Dave Kaeb added: “People who wouldn’t talk to us as a single-source distributor of janitor- We also service many accounts in the church and day care before the recession because they were locked in to a particial/sanitary products for a wide swath of center markets, and we are starting to scratch the surface in ular distributor have changed their attitudes. With the downthe health care field, which is an area of emphasis for us as turn, we gained from small all the way up to major customers central Illinois. Co-owned by Dave Kaeb and his son, we move forward. Kaeb Sanitary is still a small company who were willing to look at what we could do for them. The Clint Kaeb, Kaeb recession really opened the “It has been a fun time to be in business. The economic situation that we are experiencing door for a lot more cusSanitary began the transition about a really provides an opportunity for companies that are aggressively showing their customers tomers.” decade ago from a small “mom A major reason that Kaeb better ways to do things. Those of us in our industry who are really out there working hard Sanitary and pop” business to a full line, has been able to one-stop-shop jan/san house. woo business during the ecoand showing the right solutions are seeing great opportunities for growth.” Today, Kaeb Sanitary’s product nomic downturn is its ex— Clint Kaeb, co-owner lineup includes such categories pertise in saving customers as chemicals, odor control, skin care, paper products, dis- and there is a lot of room for growth.” significant money over the long haul, rather than just selling Kaeb Sanitary customers in the education segment in- cheaper products. pensers, can liners, mops, brooms, floor pads, floor matting, material handling, waste receptacles, foodservice, packag- clude major universities and other smaller colleges in the “When customers came to me and said they had a maning supplies, equipment, floor finishes, strippers, floor clean- area, as well as K-12. date to save 10 percent, I told them we might be able to save Kaeb Sanitary’s customer base also includes businesses, them 10 percent and come up with cheaper options, such as ers, degreasers, disinfectants, deodorizers, green products hospitals, health care facilities, manufacturing facilities and going to different brands,” Clint Kaeb said. “However, I and more. “We used to be involved in a lot of bid work on niche governmental entities. pointed out that saving 10 percent is nice, but how about if we

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January/February 2012

can show you how to save 30 percent by using a different towel dispenser system, for example? “The way we approached it was to come up with solutions that would result in significant, long-term savings, such as reducing labor costs by implementing safer and more efficient systems and techniques. “As a growing company, we have had a lot of opportunities with folks who were not getting the type of service and results from their distributors that we offer. “We told people, ‘Sure, we could do the same thing you are doing now and maybe save you a little bit of money —maybe not — but let me show you a better system that will save you some real money. “The bottom line is many companies are opting for more efficient systems out of necessity and our goal is to be the company that provides them.”

For example, Kaeb Sanitary offers chemical proportioning systems that are designed to provide better chemical performance, labor savings, improved employee safety and reduce chemical waste. Moving On Up

hen Dave Kaeb came home from the service in the early 1970s, he began working a job in marketing. In 1974, he began working at Kaeb Sanitary, which was then called Tri-County Supply. At that time, the business was owned by a man and his wife and Dave Kaeb worked as the outside salesman. “When the former owner hit retirement age, I purchased the business. That was in the fall of 1977, almost three years to the date I had started working at Tri-County,” Dave Kaeb remembered. “My wife, Brenda, and I continued to operate the company as a ‘mom and pop’ operation. We operated out of an old two-story, white-framed building that had an unattached garage. “The business experienced gradual growth — nothing in double digits per year — but it sustained the family. We were, at that time, a distributor that marketed a lot of niche items to many customers, but we were not a one-stop shop company.” The company was on the threshold of redefining itself in a big way when Clint Kaeb joined his father in the business in 2002. Clint Kaeb grew up in the business and helped out in the warehouse during the summers when he was ÊV> ÊÃ ÛiÊÞ ÕÀÊ ` ÀÊEÊ«>Ì }i Ê old enough. «À L i ÃÊµÕ V ÞÊ> `Êi>Ã Þ° After he graduated from Illinois State University with a double major in marketing and information systems, Clint Kaeb worked for his father-in-law in the food production industry. Two years later, he joined Kaeb Sanitary. “I worked for my father-in-law in food production and when he sold that business, I talked to Dad and asked him to let me join the family business,” Clint Kaeb said. After joining the company, Clint Kaeb and his father made the joint decision to begin the company’s transition to offering a much wider range of products and services. “Clint (Kaeb) saw that we were Owen Lewis, President, Odorite Co. of Baltimore,Inc. going to customers and selling them Baltimore, MD. three or four items and missing out on An exclusive Airx Distributor since 1984 a boatload of other stuff,” Dave Kaeb said. To get the ball rolling to becoming a ÃÊ> ÊiÝV ÕÃ ÛiÊ ÀÝÊ` ÃÌÀ LÕÌ ÀÊÞ ÕÊV> ÊÃ ÛiÊÞ ÕÀÊVÕÃÌ iÀ½ÃÊ ` ÀÊEÊ full line jan-san distributor, Kaeb San«>Ì }i Ê«À L i ÃÊ> `Ê}> ÊÛ> Õ>L iÊÀi«i>ÌÊÃ> iÃÊv ÀÊÞi>ÀÃÊÌ ÊV i°Ê itary began to pursue business in the floor care market, which was a major emphasis for the company during 2002 As our exclusive Airx distributor you get: and 2003. “One big factor during that time was UÊ/ iÊ ÃÌÊ>`Û> Vi`Ê iÊ vÊ ` ÀÊEÊ«>Ì }i ÊV ÌÀ Ê«À `ÕVÌÃÊ ÊÌ iÊ >À iÌ° partnering with a major brand name UÊ/ ÊvÀiiÊ>VViÃÃÊÌ Ê ÕÀÊ } ÞÊÌÀ> i`ÊÃ> iÃÊÃ«iV > ÃÌÃ° chemical manufacturer that offered quality floor care products,” Clint Kaeb UÊ*À Ì > Ê vviÀÃÊv ÀÊÞ ÕÀÊÃ> iÃÊ«i « iÊÌ Ê}À ÜÊÞ ÕÀÊLÕÃ iÃÃ° said. UÊ } Ê«À wÌÊ >À} ÃÊ> `ÊÀi«i>ÌÊLÕÃ iÃÃ° At that time, Kaeb Sanitary became an exclusive provider of the chemical UÊ vw >ÌiÊ«À }À> Êv ÀÊ ÌiÀ iÌÊÃ> iÃ]ÊÜiÊÃ «Ê> `ÊÞ ÕÊ}iÌÊÌ iÊ«À wÌ° company’s products in McLean UÊ ÝÌÀi i ÞÊ ÜÊ Õ Ê ÀìÀÃÊÜ Ì Ê` ÃV Õ Ìi`ÊvÀi } Ì°Ê County, of which Bloomington is the county seat, and neighboring LivUÊ"ÀìÀÃÊÃ ««i`ÊÜ Ì Ê£ÓÊ ÕÀÃÊ vÊ« >V }Ê ÀìÀÊ ÀÊv>ÃÌiÀ° Scan to get info ingston and Woodford counties. Also, Kaeb Sanitary began to bolster its equipment business, with strong / Ê i>À Ê Ài]ÊV> Ênää {{{ n ääÊ> `Ê>Ã Êv ÀÊ iLL iÊ ÀÊ °Ê support from a vendor, by aggressively 6 Ã ÌÊÕÃÊ iÊ ÊÜÜÜ°> ÀÝ v °V É > > ÀÝ° Ì pursuing sales and conducting demos. Airx Laboratories is a division of The Bullen Companies, Folcroft, PA. ® The new ideas and aggressive approach to sales and demos pursued by

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January/February 2012

the father and son team began to pay dividends for Kaeb Sanitary from the get-go. â&#x20AC;&#x153;I would say the business probably doubled the first three or four years after Clint (Kaeb) joined the company,â&#x20AC;? Dave Kaeb said. In January 2005, the first working day of that year, Clint Kaeb became a full partner in the business. â&#x20AC;&#x153;At that time, we changed the name of the business from Tri-County Supply to Kaeb Sanitary Supply,â&#x20AC;? Dave Kaeb said. â&#x20AC;&#x153;We felt Tri-County Supply was not very descriptive of the new direction the distributorship was going, as we were mushrooming out from just the three counties (McLean, Livingston and Woodford) we had been historically serving. Our name, â&#x20AC;&#x2DC;Kaeb,â&#x20AC;&#x2122; was pretty recognizable here and in Livingston County where I came from. We also wanted the name to indicate what we were supplying â&#x20AC;&#x201D; i.e., sanitary supplies.â&#x20AC;? Nearly two years later, Kaeb Sanitary had generated enough profit to buy out a competitor in Peoria, expanding the distributorshipâ&#x20AC;&#x2122;s customer base significantly as well as its service area. Today, the companyâ&#x20AC;&#x2122;s primary service area extends northwest along Interstate 74 to the Galesburg area and southeast toward Champaign/Urbana, as well as areas north and south of I-74. â&#x20AC;&#x153;Purchasing that business opened the door for us to have a significant presence in Peoria,â&#x20AC;? Dave Kaeb said. â&#x20AC;&#x153;By that time, (Clint Kaeb) had developed some strong customers and we were able to gain quite a few more in the Peoria area. Since then, we have enjoyed double-digit growth every year except 2009. We didnâ&#x20AC;&#x2122;t go backward in 2009 â&#x20AC;&#x201D; our growth was slim that year â&#x20AC;&#x201D; but even that year we did have some.â&#x20AC;? The Peoria Metro area is the third largest metro area in the state after Chicagoland and the Metro-East portion of the St. Louis metropolitan area. One of the major benefits of purchasing the Peoria business, Clint Kaeb explained, was the former owner had established some strengths in the school marketplace, which helped

Kaeb Sanitary establish a firm foothold in the school business. Today, the company has a very strong presence in the school segment in its service area. Kaeb Sanitaryâ&#x20AC;&#x2122;s growth has also resulted in the company moving to a larger facility, which was purchased about 2 1/2 years ago. â&#x20AC;&#x153;Our current facility is about 16,500 square feet,â&#x20AC;? Clint Kaeb said. â&#x20AC;&#x153;When we first moved here, we used about 5,000 square feet of the building. Today, we occupy about 12,000 square feet.â&#x20AC;? The distributorship leases space in the building it does not use, with the provision that, as the company continues to grow, it will take over the space it has leased to other entities. Of the 12,000 square feet the Helping take Kaeb Sanitary Supply to the next level is company now uses, 2,000 square sales person Jon Estenson. feet is for office space, including a showroom and classroom area. The remaining 10,000 square feet is used for warehouse space and the companyâ&#x20AC;&#x2122;s equipment repair operation. The new facility has given Kaeb Sanitary the space to conduct vendor shows and other activities not previously available. â&#x20AC;&#x153;I see that a lot of distributors conduct vendor shows, which I think we are going to look into as we move forward,â&#x20AC;? Clint Kaeb said. â&#x20AC;&#x2DC;Making It Happenâ&#x20AC;&#x2122; For The Customer ne of the foundational attitudes in the Kaeb Sanitary company culture is â&#x20AC;&#x153;to make it happenâ&#x20AC;? when it comes to meeting customersâ&#x20AC;&#x2122; needs. The commitment to serving the customer is the primary motivation behind everything the distributorship seeks to accomplish. Sometimes it is not as easy to â&#x20AC;&#x153;walk the walkâ&#x20AC;? as it is to â&#x20AC;&#x153;talk the talk,â&#x20AC;? as an incident Clint Kaeb alluded to that took place early in his career at Kaeb Sanitary illustrates. â&#x20AC;&#x153;A few years ago, when I was relatively new in the business, I showed a school district some can liners,â&#x20AC;? Clint Kaeb said. â&#x20AC;&#x153;The school district purchased a pallet of the liners. At that stage we were pretty small, so a pallet of can liners was a nice sale.â&#x20AC;? As it turned out, the school district came back to Kaeb Supply and said the can liners were not the ones they ordered. â&#x20AC;&#x153;Dad and I looked at each other and said, â&#x20AC;&#x2DC;What are we going to do about this?â&#x20AC;&#x2122;â&#x20AC;? Clint Kaeb said. â&#x20AC;&#x153;To make a long story short, we took Kaeb Equipment Service Technician Phillip Stoller care of the customer. We took the repairs a piece of equipment. can liners back and got the school district what they wanted. Taking those liners back was a significant hit. At that time, I was doing mostly commission sales, but my dad and I both said, â&#x20AC;&#x2DC;We need to make sure the customer is taken care of.â&#x20AC;&#x2122; As a result, that school district is one of our very best customers to this day.â&#x20AC;? About a year later, Dave Kaeb was having a conversation with the school board president who brought up the incident with the can liners. â&#x20AC;&#x153;According to the school board president, the superintendent was impressed with our service enough to bring it up at a school board meeting,â&#x20AC;? Dave Kaeb said. â&#x20AC;&#x153;The superintendent told the board how they had had a complaint about the liners and how, within a couple of days, we came with a truck, jerked the liners and put in what they wanted. It was a lemon turned into lemonade.â&#x20AC;? Clint Kaeb added: â&#x20AC;&#x153;It was really hard to do. Today, it wouldnâ&#x20AC;&#x2122;t be that big of a deal, but because of where our company was at that point, it was a big deal. We have fostered and maintained that mentality when it comes to serving our customers.â&#x20AC;? Clint Kaeb also spoke of a more recent example of Kaeb Sanitaryâ&#x20AC;&#x2122;s commitment to â&#x20AC;&#x153;make it happenâ&#x20AC;? when meeting customersâ&#x20AC;&#x2122; needs. He told of a customer who recently purchased

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January/February 2012

several pieces of the same type of equipment that were just not working as advertised. “We were fighting it, trying to figure out why the equipment was not working properly,” Clint Kaeb said. “We ended up telling the customer, ‘We are not going to fight this anymore. It is not your problem; it is our problem “When we have a commitment from a and we are going to take care of it, so we customer, even if he or she is the only took the equipment back. It cost us some money, but what we gained was the loyone buying a particular item, we will alty of that customer. This is the way we do business. We believe in, and practice, stock that product.” the ‘Golden Rule’ — do unto others as — Dave Kaeb, co-owner you would have them do unto you.” Keeping Ahead Of The Competition With Value-Added Services mong the many important value-added customer services Kaeb Sanitary offers its customers, especially during these volatile economic times, is fixed quarterly pricing. “We provide our customers quotations for a quarter so they know what they are going to pay during that time,” Dave Kaeb said. “If an invoice comes out other than what was quoted, all the customer has to do is give us a call and he or she will pay what we told them for the quarter. If there are any changes, customers will be notified and will receive another price list of updated quotations. We have found customers really like this service.” Kaeb also helps customers in a variety of other ways, including stocking products that customers are using. This service extends even to a single customer using a single product. “We will not tell a customer, “You are the only one we sell this product to, so we will just

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order it when you order it,” Dave Kaeb said. “When we have a commitment from a customer, even if he or she is the only one buying a particular item, we will stock that product.” Kaeb Sanitary also offers free audits of a customer’s facility. The audits are designed to help determine cost savings in three areas: chemicals, paper products and equipment. A Kaeb sales consultant will perform the audit and supply the customer with a report outlining potential savings. “Many of our customers have taken advantage of our audit program,” Clint Kaeb said. “Folks really appreciate this service.” Banking on its aggressive sales approach along with many value-added customer services, the Kaeb Supply sales effort also extends to conducting full-scale demonstrations and training sessions. This effort has really taken off in the past several years as the company has teamed up with a national brand name supplier. “Our supplier rep comes here and we typically spend three or four days a month with

“Getting out there and conducting demos is one of many ways we separate ourselves from the competition. We are out there training customers and fulfilling a need where the customer obviously has a void. This is our main goal — if you have a void in an area, let us help you. We want to. We will conduct the training whenever it is needed.” — Clint Kaeb, co-owner him,” Clint Kaeb said. “What we have done, instead of just going out and talking about products, we have focused on conducting full-scale demonstrations, other than ‘table top’ demos, especially when it comes to floor care. This approach has been great for us. We are doing the same thing with equipment. “What often happens is, we lead in with a product demonstration, which, in turn, leads to a lot of other opportunities. You walk in and get the floor care business, and, all of a sudden, the customer is interested in talking to you about your paper towels and other products. “Getting out there and conducting demos is one of many ways we separate ourselves from the competition. We are out there training customers and fulfilling a need where the customer obviously has a void. This is our main goal — if you have a void in an area, let us help you. We want to. We will conduct the training whenever it is needed.” For example, according to Dave and Clint Kaeb, Kaeb Sanitary recently conducted a demonstration/seminar in conjunction with a large recreation and wellness center in Peoria. In exchange for classroom space at the recreation and wellness center, Kaeb finished a gym floor at the facility.

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Spartan distributors can close Health Care accounts easier with our expanding line up of GPOs and The Spartan Appâ&#x201E;˘. Use the Health Care Proposal Builder to zoom in on various areas, identify proper products throughout the facility, add the products to a proposal, and email your recommendations before ever leaving the facility. Talk to your Spartan Regional Manager today to learn more about our Health Care sales tools. Circle 32

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14 “We had the gym floor prepped and ready to go the day before the seminar,” Clint Kaeb said. “We were able to have our customers come in and we taught them how to finish a gym. It was great. “It is also part of our philosophy to really let people get hands-on experience. If you can do that and you really have a good product, you are going to win business and do well. Showing people a better way to do things is one of our goals.

January/February 2012 “Another goal that our new facility will allow us to accomplish is to have, at least once a year, a vendor show featuring training. The advantage of vendor shows is to give customers and vendors the opportunity to interact.” Kaeb Sanitary offers instruction and training on several other fronts, including safety, how to read MSDS (material safety data sheets) forms and the proper use and upkeep of equipment. “Our training services are a real benefit to customers who

are telling us, ‘We need to provide our employees with a certain number of training hours per year,’” Clint Kaeb said. “Kaeb Sanitary will provide this kind of training.” Kaeb has also strengthened all aspects of its equipment operations, from sales to training to preventive maintenance to making repairs. “When a customer purchases a piece of equipment, we offer a quarterly maintenance check for the first year,” Clint Kaeb said. “Each quarter, a Kaeb serviceman will visit the customer and inspect the equipment to make sure everything is working properly. We don’t charge for this service. When a year is completed, the customer can enter into a service agreement with Kaeb Supply.” Kaeb Supply will repair equipment regardless of where it is purchased. “We solicit equipment repair work,” Dave Kaeb said. “If a person buys a used piece of machinery online and needs parts or needs it repaired, we welcome this business. Plus, you never know how else we might be able to serve someone once they visit our facility. “In the past, we were weaker in equipment, but today we stock much more equipment. We now have a highly trained service technician. Up until about a year and a half ago, we did all of own service work at night or whenever we could.” Both Dave and Clint Kaeb praised the attitude and commitment of the company’s equipment service tech, Philip Stoller. “When we recruited Stoller, he told us, ‘I’m interested if you sell service. I’m not interested in just filling a gap. I want you to believe in your service,’” Dave Kaeb said. Before coming to Kaeb Sanitary, Stoller had 16 years of experience in the service industry. He is factory trained and is able to work on any piece of floor maintenance equipment, including auto scrubbers, extractors, floor machines, burnishers and sweepers, from preventative maintenance to complete reconditioning. “When Stoller first came to work for us, my dad and I just couldn’t figure out what was wrong with a particular piece of equipment,” Clint Kaeb said. “Stoller looked at that machine and, in 15 minutes, he had the problem diagnosed, and in another hour or so, he had it fixed.” In the realm of value-added service, deliveries are also a critical part of the equation. Kaeb Sanitary still provides free delivery with a small minimum order. “Customers really appreciate our free delivery service,” Clint Kaeb said. “We gained several customers because they were being assessed a delivery charge the first time an order was delivered, and then were also being charged for back-orders. “Locally, if someone calls in an order, it will go out that afternoon. For out-of-town customers, they know our schedule and they know we are going to be there. If a customer needs something on an emergency basis, we will figure out a way to meet that need.” Going Green On The Prairie he state of Illinois’ official nickname is “The Prairie State,” although it is also well known as “The Land of Lincoln.” Illinois residents often refer to

Continued on Page 54

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January/February 2012

Experience counts for a lot when trying to keep facilities clean from dirt and germs. One of the primary roles of a first-class janitorial/sanitary distributorship is providing key information, knowledge and products that will help building managers and others properly maintain their facilities. Looking after the health of building occupants is also essential. Maintenance Sales News Magazine recently talked with four well-established distributors to get their take on today’s building maintenance issues. They also commented on their expectations for 2012 regarding the overall jan/san industry and business in general.

This includes local universities and public schools. Temple is also a pretty good industrial town. We have some contracts in place with large industrial customers.” As far as Smith Supply’s walk-in trade is concerned, many visitors are homeowners, local or over 50 years, Edgar “Butch” A. Smith, president/general manager of Smith janitors and hotel/motel maintenance personnel, the latter of which are often looking for Supply Co., LLC, has been serving the needs of various jan/san customers — first supplies and/or help while maintaining floors and swimming pools. “Our summer pool business is our largest walk-in segment,” Smith said. “Overall, our out of his company’s initial location in Austin, TX, and now from its current site in school and federal government work currently provides us with our largest accounts. nearby Temple, TX. “I believe it’s important to be diversified. We don’t depend on just one segment to “We started the business in 1961 and today sell jan/san and swimming pool supplies. We succeed. If one part of the company, such as jan/san supplies, slows down, then we can also operate a cleaning service,” Smith said. The company, which has 35 employees, also provides an equipment repair service and has focus more on our janitorial cleaning service, equipment repair offering and/or pool supplies.” a walk-in store/showroom operation in place. Part of Smith Supply’s focus on satisfying its varied customer base is being able to offer “I own the company along with my wife (Linda J. Smith, corporate secretary/accounting), and son (Casey P. Smith, vice president/store manager),” Edgar Smith said. “It’s been proper educational and training programs. The company conducts different types of traina good business. We started in Austin and sold that facility in the late 1980s. However, I main- ing seminars, as well as in-service training programs where manufacturer reps are brought in for the benefit of customers. Training can be provided at different tained ownership of settings, such as hotels, convention centers, etc. the Temple branch of“We haven’t conducted a large training seminar for some time, so fice, which we began we are looking to get this underway again during the early part of this in the early 1970s. It year,” Smith said. was started as a small After 50-plus years in business, Smith has seen his share of changes storeroom operation take place within the jan/san industry. Some of these changes, he with part-time help added, have been good, while others are not. Smith said he is conabout 10 years after cerned that some people involved with the industry have lost their we began in Austin.” focus when it comes to the necessity for proper training. Smith said his com“There remains a need for show and tell and training. There pany’s service region has been a move by some within the industry to get away from this extends 100 to 150 focus, but not us,” Smith said. “One of the biggest changes I have miles around Temple. noticed recently is with the introduction of the new flat mop systems. All of a sudden, many customers see the need for their people to be trained on how to properly use these systems. “Smith Supply is not the biggest company in the world, but we have customers who have been with us for many years. Part of this reason stems from our ability to train.” Looking ahead, Smith sees some positive signs for economic growth taking place in the Temple, TX, area in 2012 and beyond. “We are having customers, such as schools, looking to purchase Shown in the front row, from left: Kelli Alsup, office manager; and new floor equipment. This is always a good sign,” he said. Shelley Gates, maintenance supervisor. Shown in the back row, from Smith added that during lean times, these same customers often are left: Nell Williams, sales; Linda Smith, treasurer; Edgar “Butch” Smith, more interested in ordering parts and having their equipment repaired, president; Robert Cumming, service; and Casey Smith, vice president. rather than purchasing new units. When looking back on his past 50-plus years as a jan/san distributor, Smith said he has The company is close to the Fort Hood military base, as well as large cities such as no regrets on his career choice. “I love this industry. It’s more recession proof than most lines of work. You can always Killeen, Waco and Austin. “Fortunately for us, this area has not been hit as hard compared to many other parts of the have a job. It may mean cleaning floors yourself, which I have done over the past 50 years, country when it comes to the economy,” Smith said. “Schools are our largest customers. but it’s still a good way to make a living,” Smith said. “One of my favorite things about this By Harrell Kerkhoff Maintenance Sales News Editor

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Ground

Breaking

Idea!

industry is the opportunity it gives to introduce new products and cleaning methods. I like to try new things and see if they sell — some do and some don’t. “Many people involved in cleaning, including supervisors, are searching for the best products and new ways to shine floors, disinfect surfaces and train people. As a distributor, I can help these customers succeed in many areas.” Contact: Smith Supply Co., LLC., 2822 S. General Bruce Dr, Temple, TX 76504. Phone: 254-773-3592. Website: www.smithsupply.com.

aking advantage of new business opportunities during slow economic times has helped Maintenance Too Paper Company, of Bradenton, FL, during the past several years. Southwest Florida's economy and housing market took a major hit during the recent recession, making a dent in the jan/san distributorship business plan. The company had been serving many local small manufacturing and service industry accounts prior to the recession, and soon found itself with fewer clients due to the hard economic times.

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“I thought to myself, we have all of these builders and construction workers out of work in The offices of Maintenance Too Paper Company of Bradenton, FL. our area. What are they going to do?” Maintenance Too Paper Company President John Hargreaves said. “I figured many would start going to the local sports bars and watch football games. I started marketing such supplies as plastic beer pitchers, beer mugs and paper products geared toward these local establishments.” The distributorship has also increased its focus by going after county government bid work as well as helping supply the local agricultural industry. “Not many people realize that agriculture is a major industry in Florida. We provide a lot of supplies for local tomato growers and the packing houses,” Hargreaves said. Of course, tourism is also a big draw in southwestern Florida. Hargreaves said the main tourist season runs from February 15 through April 15, although “snowbirds” come as early as October. “We supply hotels, condos and rental houses in response,” Hargreaves said. “However, the economy in southwestern Florida remains flat. It’s starting to get a little easier in our area, but many small businesses are still hurting. I go by what I see with the small businesses because I run a small business myself. “I’m always looking at the next six months and taking aim at new markets.” Helping customers with their various cleaning challenges through training is also a primary goal for Hargreaves and is employees. The company president said more customers today are looking for help when it comes to cleaning various parts of a facility. “They want to have answers for all the new materials now available in buildings,” he said. “For example, there are a lot of tile floors in Florida. Installers tell people to only clean with vinegar and water. This is great in helping leave the tile shiny if there’s no dirt, but the grout lines are where all the dirt and dirty water end up. I will recommend one of our products that can break up that dirt. They can then wipe those grout lines clean with a towel.” Hargreaves started Maintenance Too Paper Company in 1981 soon after moving to Florida as a newlywed. He had graduated from college after studying such subjects as oceanography, business, accounting and marketing. While in college, he worked as a janitor at an apartment complex for a time and also sold postage meters. It was during this latter job that he became more acquainted with the janitorial paper industry and wanted to give it a try after moving to the Sunshine State. “With $500, I rented a small garage unit in an industrial park, had a phone installed and started cold calling,” Hargreaves said. Thirty years later, Maintenance Too Paper Company, a Buckeye International distributor, has expanded its offering of paper, janitorial, restaurant and safety supplies. It also strives to provide fast and courteous delivery, in-service training and competitive pricing. The company’s customers include cleaning contractors, hospitals, retirement centers, meat and deli stores and fire stations. The business works out of a 6,000-square-foot building that includes office space, a showroom and warehouse. It also services equipment that it sells. Continued on Page 52

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The DPA Buying Group MISSION he 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 highvolume 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. 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 the best pricing, lower minimum order requirements, extra promotions and better prepaid freight policies. DPA’s annual buying and networking conference is an opportunity for distributors to meet 1on-1 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. “The meetings are invaluable because they allow distributors like me to establish personal relationships with the executive level contacts of each DPA supplier. If you have an opportunity or a problem, you know who you can call, and you know you will receive the maximum support.” — DPA President, Jeff Tishko – Colker Company, Pittsburgh, PA. The annual DPA Buying and Networking Conference will take place in beautiful San Antonio, TX, on April 22-25, 2012 at the Hyatt Regency Hill Country Resort. DPA members will be treated to a special “green certification” presentation from an industry leading expert, and also experience the excitement of a live dolphin show at the neighboring Sea Word San Antonio. DPA’s 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. In 2012, DPA

will be launching a new and improved website with even more tools for distributors. “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. 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. “We supplemented business already this week with good margin orders using DPA suppliers of first aid kits, custom signs and GFCI electrical products. These were all on existing jan/san accounts. DPA’s programs have opened industrial/safety oriented business opportunities that we traditionally overlook — simple diversity has accomplished a bunch for me.” — Brian Magazine, Gem Chemical, Evansville, IN DPA distributors can meet the personal protective equipment (PPE) needs of their end-users by choosing to attend DPA’s “safety only” products show. 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, floor care, 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... “OPERATIONAL SAVINGS” DPA saves its member distributor and suppliers money on their operational expenses! The group has contracts with several Service Providers and Human Resource Companies that offer discounts to the group’s members. Discounts include credit card processing, shipping & freight, payroll, cellular phones, inventory management software, catalogs, e-commerce 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

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From Pro-Link

Pro-Link Continues Expansion Of Core Programs To Increase Distributor Sales

ro-Link’s plan for 2012 is to continue expanding on its core programs to drive growth and success among its distributor members. According to Paul Lemieux, President and CEO of Pro-Link, these programs include: secure more national account business; continued update and expansion of online training for DSRs; and to develop business, sales and marketing expertise at Pro-Link headquarters which can then be deployed throughout Pro-Link. Lemieux adds, “These programs help increase sales and market share for our distributors. In fact, the programs seem to be the right mix, as most of our members enjoyed meaningful growth in 2011.” Securing national account business has been successful on many fronts, including the consistent addition of new accounts. Lemieux anticipated this growth noting, “More and more companies want to standardize and centralize the purchase of facility maintenance and cleaning suppliers. And Pro-Link 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 level of support and commitment Pro-Link receives from its members for national accounts has surpassed any expectations. “Pro-Link members help win national business for the group. There’s focus on what would help me and my network, not what would just help my business,” says Russell Seybold, the Director of Strategic Accounts at Pro-Link. Lemieux adds: “The dedication, participation and support of our members is amazing. Our (newest) award for distributors who have consistently championed and supported Pro-Link products and programs seems to have become a friendly competition among our members. They value the assistance they provide Pro-Link and their fellow distributors, and also thrive on the recognition from us and their peers.” Pro-Link’s Online Training Center (OTC) remains quite a success among Pro-Link’s distributor-members. The OTC is a comprehensive online training resource for these distributors. It was launched in 2009 and now offers over 25 courses. These courses include the basics of jan/san products and cleaning procedures, as well as OSHA required training classes. It’s a great way to get new DSRs productive quickly, and also helps experienced sales people update their knowledge. “The goal is to efficiently and effectively deliver training on Pro-Link’s products and programs for distributor salespeople to become more knowledgeable, and to bring more value to the end-customer,” says Lemieux. The system, available to Pro-Link distributors on its website, allows DSRs to take the training classes on various Pro-Link products and programs on their schedule, not a preset time where conflicts could occur. The system incorporates quizzes and tests to help ensure knowledge retention. “Recognition to the salespeople who take the time to enhance their knowledge is a key component of a training program. We, and our distributor-member management, are able to track who has taken which, when, and how they did on the tests. This information helps us all reward DSR self training efforts appropriately” says Lemieux. Pro-Link’s commitment and delivery of offering core services is one thing that has not changed. These core services continue to be well-received and very successful. 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 Pro-Link 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’s branded products in 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. Pro-Link’s comprehensive green cleaning program, introduced several years ago, has been used by many of its distributors to develop significant new business in their local markets. Pro-Link, and its members, have been featured in industry articles on facilities choosing the Pro-Link green solution. According to Lemieux, the program is designed to take a “big-picture” approach to green cleaning and the use of environmentally preferable products and systems. “We want our members to clearly understand what green cleaning is all about. They can then advise their customers on how to incorporate green cleaning into their facilities, and take advantage of its health, productivity and cost-saving benefits,” says Lemieux. He adds that the company is continuing to enhance its green program. As an example,

Pro-Link introduced new foam skin care systems, with all refills being biobased. Several also meet the EcoLogo™ standard for environmental leadership and proven performance. These new products expand upon Pro-Link’s full line of bio-based chemicals (under the name “BioLink”), introduced in early 2010. Biobased products are made with natural, renewable resources such as soybeans, coconuts and corn. As with the BioLink products, the foam soaps take sustainability a step further by meeting or exceeding the minimum requirements for bio content as required by the U.S. Department of Agriculture’s (USDA) BioPreferred program. 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 website. 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 business operations. “Our first goal was to present detailed information on the many business challenges facing a BSC,” says Mike Nelson, Vice President of Marketing for Pro-Link. The BSC Program also includes tools, ideas and training 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 for distributors; • 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, • Ten 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 their scope of work with existing customers. “We emphasize in the BSC Program how important value-added 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,” say Paul Lemieux. 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 ProLink 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 their local Pro-Link 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 ProLink handles all the administration, paperwork and reporting.” In looking ahead to 2012, 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 slowly recovering economy in 2011, Pro-Link continued to invest in new ideas and new opportunities for its distributor-members. This means that Pro-Link’s distributor members are well positioned to take advantage of growth in 2012. Visit www.prolinkhq.com.

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

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

To watch videos of our members talking about the benefits of belonging to Pro-Link, go to: 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 28

From The United Group

Connecting Members & Suppliers: Enhancing Profitability For All

oining a buying group like The United Group® (TUG) adds strength and buying power to distributors seeking to purchase from certain vendors. Suppliers within a buying group are often more available to a group than they might otherwise be to a distributor making purchases alone. Without the strength-in-numbers buying power of a group, many independent distributors cannot compete against larger, chain distributors. The United Group works to maximize marketing allowances by keeping operating expenses low. The United Group is a nationwide marketing and sales organization for independent distributors that promotes strong relationships between members and suppliers, for increased sales and enhanced profitability for all. Headquartered in Monroe, LA, The United Group was founded more than 28 years ago and connects over 350 Member Stockholders with 170-plus Preferred Suppliers, including major redistributors. Vendors in The United Group have already been verified 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, and a number of Preferred Suppliers offer volume discounts in addition to contracted rebates. TUG is able to offer private label product lines in a number of categories available exclusively through its Preferred Suppliers. TUG targets three primary market segments, Janitorial/Sanitary, Foodservice, and Industrial Packaging and serves customers across North America. According to United Group President Tobie McKown, “We monitor our supplier relationships and carefully consider the value that our members receive.” TUG’s executive staff negotiates contracts with vendors for the greatest benefit to members, addressing pricing and marketing allowances, and makes all negotiation and contract details available to every member at any time of day or night. The United Group continually seeks potential distributor members in geographic areas where additional marketplace coverage might be needed. TUG vets each prospect to confirm the extent to which it is a viable and growing business, and ascertains from what vendors they purchase to evaluate how many existing United Group Preferred Suppliers are in the mix and any potential suppliers. Existing members with proximity are polled as to the extent to which their service area might overlap with the prospective member’s. Any Group member has the right to voice an objection to adding a new member that encroaches on their company’s territory. The United Group charges no membership fees, and every member of the Group owns an equal share purchased at a low symbolic cost. All members are afforded the same opportunities to increase their involvement with the Group through participation. Member Stockholders can meet with one another at regional meetings and with Preferred Suppliers at TUG’s annual national conference, helping to cement long-lasting business and personal relationships.

Members are encouraged to participate in market segment committees which confer via video conference up to six times a year, and may elect to serve as Executive Vice-Presidents (EVPs) representing their committee. EVPs confer up to twice a quarter via conference call, and their summary reports appear in TUG’s United Connects magazine. TUG’s Board of Directors, comprised of elected Member Stockholders, meets annually at TUG’s yearly conference and supplier review meetings. 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. TUG publishes news items free of charge to any Member Stockholder or Preferred Supplier. The magazine is distributed by mail to members and vendors and on the Group’s website, www.unitedgroup.com. Preferred Suppliers are invited to support the magazine through paid print and website advertisements. TUG’s interactive website provides Member Stockholders with information on solutions to shared business concerns and Preferred Supplier new product and system sales flyers, product training videos, news releases, and promotional specials. The website offers a secure passwordprotected portal where Member Stockholders can exchange information, ideas, and requests to work together to service national accounts and may check rebate earnings in real time. TUG’s Maximizing Member Outreach Program, known as MMOR, gives every member the opportunity for face-to-face interaction with the Group’s management staff. MMOR helps to address member concerns, answer questions, and announce new suppliers and products. In 2011, The United Group expanded its ranks with a whopping 52 new distributor members and 20 new supplier partners, and TUG’s gross annual revenues exceeded those for 2010. TUG’s 2011 National Conference in March in Orlando, FL marked record attendance for the event and introduced new Conference features, including a keynote speaker and custom, proprietary scheduling software for member-supplier meetings. TUG staff created the software with a developer, and its functionality allows members to choose the vendors for their meetings, rank them in order of priority, and to indicate when they are unavailable. Suppliers can use the system to view their schedules, search member schedules for availability and request additional meetings. The new system was met with overwhelming favor by attendees and has been tweaked for even greater control and ease of use for this year’s conference. What does 2012 hold for The United Group? For one, TUG’s National Conference on April 15-19 at The Wynn Resort in Las Vegas promises to be another fun and worthwhile experience where relationships are forged and strengthened. TUG’s website is slated for major redesign and reconfiguration that will add valuable features and content for members. And in McKown’s words: “I can assure you that The United Group will continue its focus on providing value and encouraging profitability for all of its stakeholders.” For more information, visit www.unitedgroup.com, or call 318.348.0806

Circle 38

From NISSCO

Helping Independent Distributors Collapse The Big Box What Do The 'Big Box' Competitors Have That Independent Distributors Don't? That is the question Mark Bozich, president of NISSCO asks. "Our distributor members have years of Jan/San experience, a trained and educated staff, roots in the community, competitive pricing, and a name reputation built with integrity and hard work. 'Big boxes' don't have all these business assets." What the 'big box' does have is a coordinated and consistent marketing program that is good at being found. "The fortunate 500 Big Box retailers have taken their consumer expertise and applied it the industrial sector," Bozich continues. "And we must adopt their strategies in retaining our present account base and finding our next customer. "Remember the consumer in every business has changed and the Big Box competitors are well versed in their decision making pattern. Once, the aggressive cold call sales person was the rainmaker of the organization, finding the decision maker at new accounts and cultivating a relationship. Now that decision maker is a ‘proactive’ buyer," he adds. "The next customer of our distributor is not waiting for a sales person to call them; they are defining a need and using their smart phone, iPADS, tablets, and laptops to find solutions and products," Bozich concludes. The days of finding the next customer have been replaced with the need to place your business where your next customer is looking. In addition to the 85 traditional purchasing program relationships that have been the core of NISSCO success the past 27 years, NISSCO has taken the lead on developing end-user marketing strategies for its suppliers and distributors. It has recently launched a partnership with a newly formed resource for Jan/San sales and marketing services — AXIS Group Marketing Organization (GMO). "AXIS GMO brings the marketing expertise, tools and implementation strategies used by Fortune 500 companies directly, and affordably, to our members," announces Bozich. "This is truly a game-changing program for our distributors. Through AXIS GMO, we just leveled the marketing playing field for our distributors with the largest 'big boxes' in their markets." Fortune 500 Marketing Within Reach The "big boxes" have marketing departments that work full-time to create consistent messaging through print ads, direct mail, online advertising and e-marketing. They have the resources to customize traffic-building videos, make facebook posts, create E-newsletters, and mail monthly product postcards. "Independent distributors are not set-up to easily handle this array of marketing activities," states Ginny Petru, director of marketing for NISSCO and an AXIS partner. "Nor do they find it manageable to keep up a consistency in staying in front of their customers, such as sending regular E-newsletters, facebook posts, or invoice stuffers. AXIS GMO becomes the reasonable, affordable, and trusted marketing partner to implement these activities." The marketing services available through AXIS GMO include the full range of media including electronic, digital, and traditional platforms. "AXIS GMO excels at placing companies where their next customer is looking, creating an image that reflects the company's professionalism, and giving customers reasons to purchase from them." Whether it is making sure you are at the top of the list for Google, generating content marketing ideas, assuring your monthly e-newsletter is done, creating YouTube videos, posting on your Facebook account, writing case studies, or creating sell sheets, AXIS delivers with surprising affordability to NISSCO members.

Business Development Seminars The NISSCO Buying Conference is well-known in the industry for its business-building atmosphere and structure. "Buying Conference week is the time to work ON your business," notes Bozich. "We maintain our highly successful series of one-on-one executive meetings and enhance the experience by adding free seminars with content specifically geared to the independent Jan/San distributor. "Between our conference, business seminars and annual goal maker trip, we provide the vehicle for executives to meet in both business and casual settings to develop the professional and personal relationships that are the foundation of long-term relationships,” he adds. This year's seminar "Marketing in a Click, Click World" is comprised of two powerpacked sessions. The first session addresses "Positioning Your Business for Online Success." Attendees will learn the fundamentals of online marketing from search engine optimization to social media marketing and everything in-between. The second session will address "Enriching Your Business with Content Marketing." When a company engages in good content marketing, 61 percent of customers are more likely to purchase. Participants will learn how to implement this marketing strategy with online and traditional marketing platforms. Each attending distributor will receive a complete analysis of their total marketing program and meet one-on-one with the AXIS marketing team to review that existing program and create strategies to enhance their local market presence. "It is all about helping distributors in their local market," notes Bozich. "NISSCO is the leader in providing traditional buy-side programs from the top industry suppliers, now it is time to provide the marketing tools to get their businesses found." Conference attendees will learn advanced strategies used by the country's top corporations and techniques they can begin implementing right away. Ongoing Access To Resources NISSCO distributors have access to valuable resources throughout the year. There are monthly NISSCO E-newsletters that provide updates from NISSCO suppliers, marketing resources and promotional ideas. The NISSCO website offers a "content rich" page with "cut-and-paste" items, such as product videos and white papers that distributors can add to their websites or use in e-mails to their customers. NISSCO distributors have direct access to the resources at AXIS GMO for small projects or major promotional undertakings, all at a deep discount. The NISSCO Buyers' Guide is published semi-annually and puts NISSCO resources and supplier information at a distributor's fingertips. Beginning in 2012, the Buyers Guide goes online in addition to the print version. “The supplier to distributor to end-user sales model is the foundation of NISSCO and we view it as our core mission to foster that sales channel. The support that AXIS GMO brings to our business model makes us unique and the perfect place for the independent distributor,” states Bozich. "We are here to support our members, and provide them with the tools and strategies to not only compete with the 'big boxes,' but actually take steps to collapse them in their local markets."

For more information about NISSCO, visit www.nissco.com, email info@nissco.com, or call 800-229-9541. Article provided by Ginny Petru, the director of marketing for NISSCO and a partner in AXIS GMO. She is president of Petru & Associates, a marketing communications company that has provided services to the JanSan industry for 20 years.

Circle 25

From DDI System

Understanding The Benefits Of Preferred Software Providers Many of the benefits provided to members of industry specific marketing/buying groups are well known. The cost savings afforded to the small and mid-size distributor through centralized purchasing can make a significant difference to their bottom line. Group sharing of industry knowledge is also a key advantage. Learning from your peers provides insight into new markets, new products and even improved operational workflows. Now, let’s apply that same mentality when evaluating software solutions to move your business forward. What value does a group member gain by selecting a “preferred provider” of ERP business software? One of the most significant ways to impact a distribution business is to adopt today’s technology and the latest developments in software features. Marketing/buying groups understand this benefit, allowing leading solution providers into their group membership. These software vendors usually have proven expertise and the size and industry focus associated with these buying groups. They work hard to get to know their members and provide consultation and workflow improvements through technology. There is added value to be gained when members utilize “preferred service providers.” Preferred Service Providers Are Key With the many different options available to wholesalers today, the task of selecting a new ERP solution can be confusing. “Preferred service providers” are an excellent place to start gathering information and come with many instant benefits when selected. Time Savings — First and foremost, if the buying group endorses a software solution, that solution comes with a level of prescreening that saves evaluation time amongst its members. The group has already established this solution to be relevant and valid in its industry, containing the features necessary to run daily operations and, in some cases, increase sales. In addition to the group’s endorsement, it is easier to contact fellow group members for insider reviews and real-world experience from conversion and data transfer to ongoing up-

grades and customer support. Cost Savings — Whether the savings are offered on the initial deal, through trade show and meeting specials, or through rebates, members receive top value with preferred providers — a value not typically achieved with “outside” ERP providers. Group members can ban together to submit feature requests, reduce development costs and speed up timing. Industry Understanding — Established relationships offer insight into the current focus and direction of buying group members. This knowledge assists software companies in developing industry specific workflows that are geared toward group requirements and operational nuances. This understanding results in smoother transitions, better training and increased customer support. Group Specific Integrations — Group inspired developments also benefit each individual company. Purchasing and reporting integrations enable wholesalers to quickly place their purchases and easily submit necessary group reporting with the click of a button. This in itself increases efficiency and productivity levels, saving hours of work each month. There is no doubt to the benefits small and mid-sized distributors maintain through marketing/buying group membership. For those considering joining a group, or if they already have, be sure to take a look at a group’s preferred solution providers and take advantage of technology partnerships. Finding a software provider with a fully integrated feature set including inventory, accounting, today’s CRM, WMS and e-commerce that effectively works with a buying/marketing group can make all the difference. Rayna Naclerio is the marketing manager at DDI System and can be reached at rayna@ddisys.com. DDI’s inform distribution software is a preferred choice for many marketing/buying groups in the jan/san, paper and packaging industry. Group members across the country are increasing sales and achieving higher profitability with inform’s comprehensive feature set. Learn more at ddisys.com or email sales@ddisys.com to see an online demo.

DDI System Revolutionizes E-Commerce Storefronts – Driven By DDI System's Inform Business Software Outsell the competition with online purchasing options for current customers (B-to-B) and anonymous shoppers (B-to-C). DDI’s integrated e-commerce solution combines the power of a complete back-end distribution software with unparalleled e-commerce software and customer service tools. Avoid the need to update and maintain a separate website and/or database — eliminating duplicate tasks. DDI’s inform utilizes existing data to create an online storefront complete with images, descriptions, attachments, featured and sale items, new products, and much more. Existing B-to-B customers will love the “virtual customer service desk” where they can check order status, email themselves invoices and place new orders based on their favorites list. New B-to-C features include nationwide sales tax calculations, automated shipment charges and instant credit card processing. See how DDI System’s inform software will provide the competitive edge needed to succeed for today's online shopper.

Learn More - Call 877-599-4334 or visit ddisys.com.

Jansan & Paper Distributors Top Choice for

High Performance Software Join the thousands of users succeeding with informâ&#x20AC;&#x2122;s integrated e-commerce, accounting, inventory, CRM, sales tools, performance analytics and so much more. DDI System is Proud to Support Members of: AFFLINK ISSA NPTA Alliance

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From STEP1 Software

The Future Of Jan/San Distribution Is Here

First is the CEO Dashboard, which lets users see all the vital stats of their business at-aglance. Extensive drill-downs allow the user to investigate anything that looks different than what was expected. Users can also set goals that help track their progress. Second is STEP1â&#x20AC;&#x2122;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 customers, and see the range of special prices being offered to customers for each item. One more click will show all similar customers who have NOT yet purchased this item. The information available to the Sales Manager is amazing. Users will instantly be able to see how the company is performing versus goals. This tracks through to sales offices if the user has 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 the sales manager that automates the normal tasks of this job. STEP1 also has several tools for a companyâ&#x20AC;&#x2122;s customers. There are two customer order entry systems available. One is browser based, and will show the customer special pricing on any item he/she has 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 Â&#x160; not already purchased. There is also a package for very large customers that help these customers track their budgets and consumption. This is very useful for customers like school districts, city and county governments, 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. STEP1 has a package called Price Manager that helps take some of the work out of all the special pricing. A company can use Price Manager to assign pricing discounts or markups to groups of items for a customer. For example, a company 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 spent with customer pricing issues. STEP1 also has a margin preservation system, so that if costs go up, it shows the company what it should charge to maintain the same margin as the last purchase for this customer. For those companies that 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 that a company 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 a company to see at-a-glance the status of every job in for repair. Statuses such as â&#x20AC;&#x2DC;On Benchâ&#x20AC;&#x2122; or â&#x20AC;&#x2DC;Waiting on Partâ&#x20AC;&#x2122; allow companies to keep customers quickly informed of the status of their repairs. Service Desk also has a companion product called Service Manager. The Service Manager package tracks billable time by service reps. 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. Warehouse people will enjoy the 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 allows them to grab a â&#x20AC;&#x2DC;wave pullâ&#x20AC;&#x2122; ticket, which would allow 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 truckâ&#x20AC;&#x2122;s orders as â&#x20AC;&#x153;shippedâ&#x20AC;? with one click. Once marked, the computer knows this inventory is out of the building and wonâ&#x20AC;&#x2122;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 67(3 %XVLQHVV 3URGXFWV Â&#x2021; 2OG &RQHMR 5G 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. 1HZEXU\ 3DUN &$ Â&#x2021; Â&#x2021; Â&#x2021; )D[ STEP1 combines the most modern technology with a package that addresses every ZZZ 67(3 FRP Â&#x2021; HPDLO VDOHV#67(3 FRP aspect of a business. STEP1 is the system of the future for jan/san distribution, and the future is today. Visit www.step1.com.

ll-Windows SQL-based distribution software is very easy to use. Thatâ&#x20AC;&#x2122;s how STEP1 Software describes its state-of-the-art distributorâ&#x20AC;&#x2122;s system, designed specifically for the jan/san industry. STEP1 has used its 35 years of experience with the jan/san industry to create a software package that addresses the needs of every aspect of business. Itâ&#x20AC;&#x2122;s new iPad app for sales reps is a big success. Use this impressive tool to enter orders, check stock, enter quotes and manage territory using the USAâ&#x20AC;&#x2122;s favorite tablet. Heart and soul of the distribution business is order entry. This is the most important point of contact between a customer and a company. STEP1â&#x20AC;&#x2122;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.

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ABCO Products Corp. 6800 N.W. 36th Avenue Miami, FL 33147 USA Phone: 305-694-2226 Ext. 6007 Fax: 305-691-8471 E-Mail: chrism@abcoproducts.com Website: www.abcoproducts.com Company Officers: Christopher Meaney Products: ABCO Products is a certified minority business enterprise that manufactures and markets color-coded cleaning tools, brooms, mops, buckets as well as accessories into the jan-san, industrial, retail, safety, foodservice and quick service restaurant channels. 12 Absolute Coatings, Inc. 38 Portman Rd., New Rochelle, NY 10801 USA Toll Free: 800-221-8010 Fax: 914-636-0822 E-Mail: kfreeman@absolutecoatings.inc Website: www.lastnlast.com; www.polycare.com Products: Absolute Coatings, Inc. is a leader of wood floor finishes and maintenance products. Founded in 1923, ACI provides quality, waterborne and solvent-based VOC compliant finishes for every market. Proven quality in gym and wood floor coatings. 12 Absorbcore, LLC 30275 Lorain Rd., North Olmsted, OH 44070 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 ACS Industries, Inc. One New England Way, Lincoln, RI 02865 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

January/February 2012

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. 12 Action Pump Co. 170 Chicago St., Cary, IL 60013 USA Toll Free: 800-273-6900 Fax: 847-516-0033 E-Mail: marty@actionpump.com Website: www.actionpump.com Products: Action Pump is a manufacturer of drum and pail pumps along with grease, oil and lube products. 12 Advanced Vapor Technologies, LLC 5901 23rd Dr. W., Ste. 103 Everett, WA 98203 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. 12 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 AJM Nino Corp. 22 Church St., Ramsey, NJ 07446 USA Phone: 201-236-8555 Fax: 201-236-0288 E-Mail: johnjr@ajmnino.com Website: www.ajmnino.com Company Officers: John Morin Sr., VP of Business Development; Mary Morin, Owner/President; John Morin Jr., Operations Manager; Melissa Sutley, Office Manager Products: Private label floor pads, environmentally

conscious cleaners, paper and plastic. Microfiber mopheads, nitrile gloves, hands-free dispensers, sanitizers and disinfectants. Residential and commercial brand name paper products and cleaning chemicals. Everwipe paper and wiper, can liners all sizes, and Rubbermaid waste receptacles. 12 Aldran Chemical, Inc. 1313 N. Carolan Ave., Burlingame, CA 94010 Toll Free: 800-969-3378 Fax: 650-347-8241 E-Mail: sales@aldranchemical.com Website: www.aldranchem.com Products: After 37 years of blending and private labeling, Aldran products are made to order. Any quantity gets bottom line pricing. 12 Alliance in Mfg., LLC 3736 Windsor Place, St. Louis, MO 63113 USA Toll Free: 800-613-1086 Fax: 800-613-1096 E-Mail: sales@aim-alliance.com Website: www.AIM-Alliance.com Products: Hard to source is company’s specialty. Aim Alliance manufactures a broad, innovative line: wastebaskets, safety signs and kits; flatmop systems; razors, scrapers; sprayers; washroom accessories and dispensers; waste/recycle receptacles; floor squeegees; dustpans; mopping equipment; window cleaning and carts. 12 Amano Pioneer Eclipse 1 Eclipse Road, Sparta, NC 28675 USA Toll Free: 800-367-3550 Fax: 800-949-2914 E-Mail: sales@pioneer-eclipse.com Website: www.pioneer-eclipse.com Company Officers: Tom Benton, Pres/CEO Products: Amano Pioneer Eclipse produces mechanical and chemical solutions for cleaning and maintaining all types of flooring. This includes vinyl composite tile, granite, marble, concrete, carpet, linoleum and marmoleum. The company also produces a full line of environmentally preferred cleaners whose chemistry is ideal for hospitals, schools, hotels, offices and retail environments. 12 American Dish Service 900 Blake Street, Edwardsville, KS 66111 USA Toll Free: 800-922-2178 Phone: 913-422-3700 Fax: 800-367-5859, or 913-422-6630

Products: ADS is a manufacturer of commercial dish machines ranging in size from undercounters to 66-inch conveyors. It also produces "Energy Star" units for both low- and high-temperature sanitation. Program is designed to increase chemical sales. Training is available. All equipment is manufactured in the USA. 12 American Paper Converting Inc. 1845 Howard Way, Woodland, WA 98674 USA Toll Free: 866-922-5272 Fax: 360-225-0478 Website: www.americanpaperco.com Products: American Paper Converting Inc., (APC) manufactures bathroom tissue and paper towel products. APC Inc., was founded in 1997 to be a flexible and innovative supplier of towel and tissue to janitorial and food service distributors. 12 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 Amrep, Inc. 425 Franklin Rd., Ste. 530, Marietta, GA 30067 Phone: 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 national manufacturer of specialty chemicals, with product lines in the chemical industry including aerosol, liquid and lubricant products. Amrep offers product innovations, quality, service and support. 11 Anderson Chemical Company 325 South Davis Ave., Litchfield, MN 55355 Toll Free: 800-366-2477 Fax: 320-693-8238 E-Mail: acarlson@accomm.com Website: www.accomm.com Products: Anderson Chemical Company offers

Our easy to use Portable Dispensing Unit (PDU) meets all ASSE 1055 standards for endurance, pressure, and burst testing. The enhanced functionality, and ability to use with virtually any of your containers, makes this the best possible option for lowering your dispensing costs â&#x20AC;&#x201C; all with Closed-Loop protection built right in.

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January/February 2012

professional programs for the food processing, water treatment, and industrial and institutional (I & I) marketplaces. Provider of professional products and services for over a century, Anderson creates solutions for cleaning and water treatment needs. 12 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 ZynSonic® janitorial line includes metered and hand-held air fresheners, as well as cleaners, polishes and disinfectants. ZynSonic® products are designed for professional cleaning of offices, hotels, hospitals, schools, nursing homes and other public and private facilities. 12 Atlas Paper Mills 11400 NW 32nd Avenue, Miami, FL 33167 Phone: 305-636-5740 Fax: 305-685-6714 E-Mail: sales@atlaspapermills.com Website: www.atlaspapermills.com Products: Atlas Paper Mills is a cost-effective U.S. leader of Green Seal-certified manufactured recycled tissue and paper products. All Green Sealcertified products are manufactured from 100 per-

cent 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 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 semiconductors. 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

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AWAY Chemical Corp. 7800 Bissonnet, Suite 310, Houston, TX 77074 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 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, VP Products: Aztec Products 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 and UltraEdge propane-powered concrete floor grinders and polishers, and the Grand Finale floor chemical applicator. 12 Baumgartens 144 Ottley Drive NE, Atlanta, GA 30324 Toll Free: 800-247-5547 Fax: 404-881-1442 Website: www.baumgartens.com www.conservebrand.com Products: Baumgartens is a woman-owned family business supplying unique, innovative products to the school, home, office and janitorial/ sanitation market. Its Conserve™ Cleaning Tablets help redefine how the cleaning industry purchases, stores, mixes and uses spray cleaners. 12

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 Phone: 215-412-8181 Fax: 215-412-4010 Products: Berk Wiper Converting & Packaging is a full service, private label convertor that carries a large line of wiping cloths, toweling and tissue. 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 BiOWiSH Technologies, Inc. 2135 City Gate Ln., Naperville, IL 60563 USA Phone: 312-572-6700 Fax: 312-572-6710 E-Mail: info@biowishtechnologies.com Website: www.biowishtechnologies.com

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800.962-9588 www.nationaltissue.com Circle 23

Maintenance Sales News Products: BiOWiSH is a powerful biocatalyst that rapidly 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 Bissell Professional 2345 Walker Ave., NW Grand Rapids, MI 49544 USA Phone: 616-791-0654 Fax: 616-453-5203 Website: www.bissell.com www.bissellcommercial.com Products: Cleaning tools for commercial cleaning applications. This includes deep carpet cleaners, upright vacuums, canister vacuums and sweepers. 12 Bro-tex, Inc. 800 Hampden Avenue St. Paul, MN 55114 USA Toll Free: 800-328-2282 Fax: 651-646-1876 E-Mail: info@brotex.com Website: www.brotex.com Products: Bro-tex converts a number of paper and non-woven single use (disposable) wipers as well as numerous cloth wiping products. 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 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. 12

33 Website: www.canberracorp.com Company Officers: Dan Johnson, President; Edward Mueller, V. P. Operations; Todd Schimmoeller, V. P. Sales; Bill Schneck, V. P. Finances; Jeff Gayer, Dir. Marketing/Inovations Products: For over 40 years, Canberra Corporation has been a leader in the manufacture and distribution of cleaning products for the commercial, industrial, and institutional markets. Based in Ohio, Canberra continues to supply high quality products and unique cleaning systems worldwide. 12

Canberra Corporation 3610 Holland-Sylvania Road Toledo, OH 43615 USA Phone: 419-841-6616 Fax: 419-841-7597 E-Mail: info@canberracorp.com

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 Americanmade quality wet mops including: cutends, 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

Carroll Company 2900 W. Kingsley Rd. Garland, TX 75041 USA Toll Free: 800-527-5722 Fax: 972-840-0678 E-Mail: gkerley@carrollco.com Website: www.carrollco.com Products: Leaders in private brand development to multi-unit distribution, marketing groups and other selected targets. 12

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Bullen Companies, The 1640 Delmar Dr. Folcroft, PA 19032 USA Phone: 215-724-8100 Fax: 610-534-8912 E-Mail: sales@bullenonline.com Website: www.bullenonline.com Products: Specialty chemical manufacturer offering liquid products from dog shampoo to aircraft cleaner. Private branded and branded products. 12 CAF Environmental Solutions 23175 224th Pl. SE, Suite G Maple Valley, WA 93038 USA Phone: 425-433-8277 Fax: 888-894-4111 E-Mail: sgames@mycaf.com Website: www.mycaf.com Company Officers: Michael Zahajko Products: EXIMO waterless concrete cleaner, Otis super concentrate surface cleaner, Orus super concentrate glass cleaner, LUXSS multi-surface polish, RADO gum remover, VIVX graffiti and adhesive remover, and FRIGO winter additive. 12

Cargill Salt 9380 Excelsior Blvd. Hopkins, MN 55343 USA Toll Free: 888-385-SALT (7258) Website: www.cargillsalt.com Products: Commercial strength packaged ice melters for the jan/san marketplace. 12

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January/February 2012

Cascades Tissue Group 148 Hudson River Road, Waterford, NY 12188 Toll Free: 800-246-0711 Fax: 518-238-0560 E-Mail: question@cascades.com Website: www.afh.cascades.com Products: Cascades Tissue Group offers a wide range of paper products and brands for the awayfrom-home market including paper towels, napkins, wipers, facial tissue, bath tissue, paper hand towels, and dispensers. The focus of its business is sustainable development and nearly all of its products are made with 100 percent recycled materials. 12 Cascades Tissue Group IFC Disposables, Inc P.O. Box 469 / 250 Kleer Vu Drive Brownsville, TN 38012 USA Phone: 731-779-0959 Toll Free: 800-432-9473 Fax: 800-947-3432, 731-779-2558 E-Mail: laura_brooks@cascades.com Website: www.afh.cascades.com Company Officers: Robert Briggs, President IFC div.; Bob Jenkins, Director of Sales - IFC Products: Manufacturer of disposable nonwoven wiping cloth products for the industrial, jan/san, foodservice, institutional, healthcare and automotive markets. Product lines include: Tuff-Job® Scrim, Like-Rags® Spunlace, Presto-Wipes® Airlaid, Busboy® Foodservice Towel, North River® Brown Towel, and WorkPac* 2-ply AllPurpose Wipes. 12 Central Illinois Paper Supply 811 S. Glover, Urbana, IL 61802 USA Phone: 217-328-1984 E-Mail: dexmcdan@sbcglobal.net Company Officers: Dwain McDaniel, Peter McDaniel Products: Janitorial supplies and equipment. 12

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 Products: Chase Products Co. provides a wide range of aerosol cleaners, air fresheners, insecticides, paints; and automotive, bench, craft and personal care products. 11 Cintas Corporation P.O. Box 625737, Cincinnati, OH 45262 USA Toll Free: 800-CINTAS1 Website: www.cintas.com Products: Cintas’ Cleaning Chemical Service eliminates the need for chemical inventory and provides properly diluted chemical with the push of a button. As part of the service, a Cintas professional installs the dispenser and chemical reservoirs, and visits facilities on a regular basis to replenish the chemical reservoirs. Cintas will continuously maintain the unit. 12 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 CleanTelligent Software 460 N. University Ave., Ste. 203 Provo, UT 84601 USA Phone: 801-375-0375 Fax: 801-375-0404 E-Mail: michael.jenkins@cleantelligent.com Website: www.cleantelligent.com

Company Officers: Michael Jenkins Products: By automating everyday business processes, CleanTelligent helps building service contractors focus while keeping management and customer support on task. CleanTelligent can optimize the efficiency and profitability of janitorial companies. 12 Colgate-Palmolive Company 191 E. Hanover Ave., Morristown, NJ 07962 Toll Free: 800-432-8226 Fax: 973-630-1291 Website: www.colgatecommercial.com Products: Dispensing equipment and cleaning products including general multi-surface cleaners, dish washing liquids and hand soaps. 12 Concept Amenities 3230 S. Buffalo Dr., Ste. 101, Las Vegas, NV 89117 Phone: 702-869-3741 Fax: 702-869-3680 E-Mail: us.support@conceptamenities.com Website: www.conceptamenities.com Company Officers: Michael Matulick, Chief Executive Officer; Gary Coward, President of Sales; Mike Dunlap, VP West Coast Business Development; Michael Kelley, VP East Coast Business Development; Darleen DeLisle, VP Marketing & Communications Products: Concept Amenities supplies guest amenities that deliver on quality, luxury, style and environmental solutions. In sync with the hospitality industry, the company’s environmental stewardship is a fundamental expression of its values. This is enhanced with ERP – the leading benchmark for Environmentally Responsible Products – which are biodegradable, and recycleable, with a care for the environment. 12 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: Offering 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 Cotto-Waxo Co. 3330 N. Broadway, St. Louis, MO 63147 USA Phone: 314-436-0300 Fax: 314-241-9296 Products: Sanded oil based, gritless oil based and wax based sweeping compounds. 12 CP Industries LLC 560 North 500 West, Suite 100 Salt Lake City, UT 84116 USA Toll Free: 800-453-4931 Fax: 801-539-0510 E-Mail: ann@cpindustries.net 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 provided. Production facilities located in Salt Lake City, UT, and York, PA. 12 Cross Country Installations & Service, LLC 38 Governor St., Paterson, NJ 07501 USA Phone: 973-278-2663 Toll Free: 800-884-5084 Fax: 973-278-2668 E-Mail: sales@crosscountryinstall.com Website: www.crosscountryinstall.com Company Officers: Jim Barry, Tony Mariconda Products: CCI installs and services all types of janitorial dispensing equipment across the United States and Canada. With professional installers, CCI has the teams in place ready to install, serv-

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ice and maintain equipment on regional and national levels. 12 CSI Products Inc. 1684 Casa Solana, Wheaton, IL 60189 USA Phone: 816-799-8455 E-Mail: kamen@csiproductsinc.com Products: Manufacturer of liquid HHC and HBC products. Contract packaging for grocery, retail, jan/san, foodservice and secondary markets. Sell house brands and private label to all trades. 12 CTA Products 27524 Cashford Circle, Ste. 102 Wesley Chapel, FL 33544 USA Phone: 813-907-2949 Fax: 813-907-2026 E-Mail: jerry@ctaproducts.com Website: www.nanopowerfinish.com Company Officers: Jerry Greiff, Vice President Products: Nano Power Finish creates a thin invisible coating over all non-porous surfaces. Dirt does not stick – dust, grease and liquids are repelled. Reduces cleaning time by up to 50 percent. Protects surfaces so they stay cleaner longer. Totally green, eco-friendly. 12 CTC Supplies 3845 N. Bremen St., Milwaukee, WI 53212 USA Phone: 414-332-3401 Fax: 414-332-3402 E-Mail: info@ctcsupplies.com Website: www.ctcsupplies.com Company Officers: Bob Woycke, Sandy Woycke, Justin Woycke Products: One source supplier for all janitorial, maintenance and wiping rag needs. 12 Culicover & Shapiro Inc. 220 S. Fehr Way, Bayshore, NY 11706 USA Phone: 631-918-4560 Fax: 631-918-4561 E-Mail: culicoverbrush@aol.com Website: www.culicoverbrush.com Products: Floor brushes, garage brushes, counter dusters, radiator and window brushes, truck brushes, street brooms, corn brooms, baseboard brushes, bi-level scrubs, deck scrubs, hand scrubs, pot brushes, wet and dry mops, broom and mop handles, dustpans, squeegees. Company can manufacture all types of brooms quickly and efficiently with modern CNC machinery, but still can run small orders and do hand work. It can also manufacture to specifications. 11 Daley International 4100 W. 76th St., Chicago, IL 60652 USA Phone: 773-284-6565 E-Mail: info@daleyinternational.com Website: www.daleyinternational.com Products: Manufacturer of institutional and commercial cleaning products, branded chemicals, private branded products, and contract packaging. 12 DDI System 75 Glen Road, Ste. 204, Sandy Hook, CT 06482 Phone: 877-599-4334 Fax: 203-364-1400 E-Mail: sales@ddisys.com Website: www.ddisys.com Company Officers: Adam Waller, President Products: DDI System’s “inform” distribution management software creates a strategic advantage by integrating daily operations with advanced sales, 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. 12 Dead Sea Works Ltd. c/o K+S North America 201 E. 42nd St., New York, NY 10017 USA Phone: 212-697-4994 Fax: 212-599-2778 E-Mail: kyle.mazza@ks-northamerica.com Website: www.ks-northamerica.com Products: Magnesium chloride ice melt, MAG flake and MAG pellet. 12

2013 BUYERS’ GUIDE A Directory of Manufacturers of Sanitary Supplies, Master Distributors & Buying Groups We invite your company to participate in our upcoming Buyers’ Guide. Please complete and return the form below no later than January 2, 2013. (You must return this form to qualify for inclusion.)

Send to Maintenance Sales News, P.O. Box 130, Arcola, IL 61910 USA, or fax to (217) 268-4815. SUBMITTED BY: _____________________________________________________________________________________________________________ COMPANY NAME:____________________________________________________________________________________________________________ ADDRESS:__________________________________________________________________________________________________________________ CITY: ____________________________________________________ STATE ___________ ZIP______________COUNTRY _____________________ TELEPHONE: _____________________________________________ FAX: _____________________________________________________________ E-MAIL:__________________________________________________ WEBSITE: ________________________________________________________ COMPANY OFFICERS: ________________________________________________________________________________________________________ PRODUCTS: 50 WORD MAXIMUM PLEASE _____________________________________________________________________________________ __________________________________________________________________________________________________________________________ __________________________________________________________________________________________________________________________ __________________________________________________________________________________________________________________________ __________________________________________________________________________________________________________________________

Product Categories J 100. Absorbents: Oil, Grease, & Water J 101. Acoustical Cleaning Chemicals & Equipment J 102. Adhesives J 103. Aerosols J 104. Air Filtration Equipment J 105. Anti-Graffiti Systems J 106. Anti-Static Chemicals J 107. Ash Trays J 108. Associations/Societies J 109. Automatic Scrubbers J 110. Automotive Cleaning Specialties J 111. Bacterial/Enzyme Products J 112. Bag-in-the-Box Packaging J 113. Bar Code/EDI Technology J 114. Baseboard Cleaning Machines & Accessories J 115. Batteries & Chargers J 116. Bedding Supplies J 117. Bird Control Products J 118. Brooms J 119. Brushes J 120. Buckets J 121. Burnishing Equipment J 122. Buying Groups J 123. Candles J 124. Carpet & Fabric Protective Finishes J 125. Carpet Cleaning Chemicals-Brand Name J 126. Carpet Cleaning Chemicals-Private Label J 127. Carpet Cleaning Wands & Accessories J 128. Carpet Drying Equipment J 129. Carpet Dyeing Systems J 130. Carpet Extractors J 131. Carpet Shampoo Machines & Accessories J 132. Carpet Spotting Kits J 133. Carpet Sweepers-Electric J 134. Carpet Sweepers-Hand J 135. Carts-Hospital, Janitorial & Maid J 136. Catalog Publishers J 137. Chalkboard/Blackboard Cleaners J 138. Chemical Dispensing Systems J 139. Chemicals-Raw Material J 140. Cleaning Chemicals-Brand Name J 141. Cleaning Chemicals-Private Label J 142. Colorants & Dyes J 143. Computer Systems & Software J 143a. Computer Cleaning Products J 144. Concrete Floor Treatments J 145. Consultants-Advertising

(Please check categories that apply to your major lines only) J 146. J 147. J 148. J 149. J 150. J 151. J 152. J 153. J 154. J 155. J 156. J 157. J 158. J 159. J 160. J 161. J 162. J 163. J 164.

J 164a. J 165. J 166. J 167. J 168. J 169. J 170. J 171. J 172. J 173. J 174. J 175. J 176. J 177. J 178. J 179. J 180. J 181. J 182. J 183. J 183a. J 184. J 185. J 186. J 187. J 188. J 189. J 189a. J 190. J 191. J 192.

Consultants-Financial Consultants-Marketing Contamination Control Products Custodial Garments & Uniforms Dehumidifying Equipment Disinfectants-Brand Name Disinfectants-Private Label Disinfectants-Raw Material Dispensers-Paper Products/Soaps Drain Opener Chemicals Drain Opener Equipment Drums Dusters Dusting Cloths Dust Pans Electric Cord Reels Electric Motors Electrical Testing Devices Emergency Response/Regulatory Services Emergency Spill Kits Escalator Cleaning Machines Filters Financial Services Fire Extinguishers Fire Restoration Products Floor Finish Applicators Floor Finishes-Brand Name Floor Finishes-Private Label Floor Machine Motors Floor Machines Floor Pad Holders Floor Pads Floor Pads-Raw Material Floor Sealers-Brand Name Floor Sealers-Private Label Food Processing Products Food Service Disposable Tableware Food Service Equipment & Supplies Fragrances Furniture Glides Gloves Hand Cleaners Hand Dryers Handles-Mop,Broom, Brush & Telescopic Hoses-All Types Human Resources Hydrogen-Peroxide Cleaners Ice & Snow Removal Compounds Insect & Rodent Control Chemicals & Devices Insurance Services

J 193. J 194. J 195. J 196. J 197. J 198. J 199. J 200. J 201. J 202. J 203. J 204. J 205. J 206. J 207. J 208. J 209. J 210. J 210a. J 210b. J 211. J 212. J 213. J 214. J 215. J 216. J 216a. J 217. J 218. J 219. J 220. J 221. J 222. J 223. J 224. J 225. J 226. J 227. J 228. J 229. J 230. J 231. J 232. J 233. J 234. J 235. J 236. J 237. J 238. J 239.

International Cleaning Services Labeling Ladders Laundry Chemicals Laundry Equipment Lawn & Turf Chemicals Lawn & Turf Equipment Leasing-Equipment Light Bulbs Liquid Filling Equipment Litter Vacuums Lockers/Storage Lodging Amenities Lubricants & Oils Magazine Publishers Magnetic Attachment for Vacuums Material Handling Equipment Mats & Matting Microfiber Mold Treatment/Prevention Mop Treatment Chemicals Mopping Equipment Mops-Dust Mops-Wet Odor Control Chemicals Odor Control Devices Ozone Generators Packaging Equipment Packaging Supplies Paint & Paint Products Paper and/or Food Service Products Paper Products-Office Supplies Paper Products-Towel & Tissue Pavement Patching Personnel Services Plastic Bags Plastic Containers Polishes-Furniture Polishes-Metal Polishes-Plastic Poly Trash Can Liners Pool & Spa Chemicals & Equipment Pre-Measured Chemicals Pressure Washer Pumps Pressure Washing Chemicals Pressure Washing Equipment Pumps & Dispensers Purchasing & Marketing Services Recycling Systems Repair Parts-Floor Equipment & Vacuum Cleaners J 239a. Restroom Cleaning Equipment J 240. Robotic Cleaning Equipment

J 241. J 242. J 243. J 244. J 245. J 246. J 247. J 248. J 249. J 250. J 251. J 251a. J 252. J 253. J 254. J 255. J 256. J 257. J 258. J 259. J 260. J 261. J 262. J 263. J 264. J 265. J 266. J 267. J 268. J 269.

J 270. J 271. J 272. J 273. J 274. J 275. J 276. J 277. J 278. J 279. J 280. J 281.

J 282. J 283. J 284. J 284a. J 285. J 286.

Roof Maintenance Materials Safety Apparel Safety Products, Equipment & Signs Safety Treads Sales Incentives Sanitary Napkins & Dispensers Scouring Chemicals & Powders Scouring Pads/Bars Shampoo Tanks Smoking Urns Soaps Spill Kits-Chemical Sponges & Chamois Spray Tanks Sprayers & Foggers Squeegees-Floor Squeegees-Window Steam Cleaning Chemicals Steam Cleaning Equipment Stone Restoration Systems Striping Machines-Pavement Surfactants Sweepers-Electric, Gasoline & Propane Sweeping Compounds Technology Services Telecommunication Services Toilet Seat Covers & Dispensers Toilet/Shower Compartments Training Consultants, Materials & Programs Upholstery Shampoo Machines & Accessories Vacuum Cleaner Attachments Vacuum Cleaner Motors Vacuum Cleaners Vacuum Tanks Venetian Blind Cleaning Equipment & Chemicals Wall Washing Equipment Warewashing Chemicals Warewashing Equipment Washroom Accessories Waste Receptacles Water Brooms Water Treatment Chemicals & Devices Window Cleaning Accessories Wipers-Cloth Wipers-Paper & Non-Woven Wipers Cheesecloth Wood Treatment-Scratch Remover Wringers

January/February 2012

Delamo Manufacturing 7171 Telegraph Road Montebello, CA 90640 USA Phone: 888-711-8011 E-Mail: delamo@delamo-mfg.com Website: www.delamo-mfg.com Company Officers: Fred Morad, President/CEO; Todd Carlson, General Manager/VP Products: An innovative line of cleaning tools including waste cans, wringer buckets, lobby dustpans and hand-held dustpans, proudly made in the USA. These core items are also available in a recycled plastic, “Delamo Green Clean,” made from used tires. Delamo also manufactures mop sticks, utility buckets, toilet seat covers, dispensers and more. 12 Delta Industries 191 South Gulph Road King of Prussia, PA 19406 USA Phone: 610-962-0200 Fax: 610-962-1091 E-Mail: inquiry@deltasprayers.com Website: www.deltasprayers.com Products: Extensive line of bottles and trigger sprayers for the industrial & janitorial, automotive, foodservice, lawn & garden, mass market and retail specialty trades, as well as for unique and special applications. 12

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, antibacterial wipes, contract packaging. 08 Dirt Killer Pressure Washers Inc. 1708 Whitehead Road, Baltimore, MD 21207 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. 12 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: Clean & Green Battery technology for floor machines. The company provides innovation in deep cycle battery technology. 11

Proudly Made in the USA

Distributor Partners of America (DPA) 8410 Market Place Lane, Suite 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 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, better pricing, extra promotions and other benefits from 150-plus suppliers. DPA also holds an annual buying and networking conference each year for partner distributors and vendors. 12

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 two decades has provided quality odor control products for thousands of institutional and industrial businesses across the United States. 11

Diversified Distribution Co. 129 Randolph Ave., Clarksville, IN 47129 USA Phone: 812-282-6613 Fax: 812-282-6690 Company Officers: Edwin Goldberg, President; Tony Higdon, VP Sales Products: Specializes in the distribution of industrial paper, janitorial and concession supplies. 12

Emsco Group P.O. Box 151, Girard, PA 16417 USA Toll Free: 800-458-0839 Fax: 814-774-3463 Website: www.emscogroup.com Products: Emsco Group 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

Don’s Carpet Restoration P.O. Box 712, Aurora, OH 44202 USA Phone: 330-608-1317 Website: www.donscarpetrestoration.com Company Officers: Donald F. Peters Products: Carpet and Upholstery shampoo, pet stain and odor remover. 12 Draco Hygienic Products, Inc. 716 S. Bon View Ave., Ontario, CA 91761 USA Phone: 909-933-1000 Fax: 909-933-2728 E-Mail: info@dracoinc.com Website: www.dracoinc.com Company Officers: Peter Zheng Products: Specializes in OEM manufacturing of towel, soap and air fresh dispensers for the AFH market. 12 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 CNC-controlled machinery. Gornell continues to custom-design and manufacture staple-set and wire-drawn brushes for industry. 12

p ro f e s s i o n a l s e r i e s ®

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Earth Friendly Chemicals 2585 Horse Pasture Rd., Ste. 202 Virginia Beach, VA 23453 USA Toll Free: 800-753-1548 Fax: 757-802-9531 E-Mail: mjoe@efchem.com Website: www.efchem.com Company Officers: Jamie Welch, President; Melanie Joe-Daniels, Vice President; Mike Burton, Vice President Products: EFC is a certified small, SDVO business specializing in the manufacture and sale of USDA BioPreferred janitorial chemicals and snow/ice melt products for use in government facilities, schools, etc., as well as the general public. EFC's growth and sustainability has been attributed to bid awarded contracts, competitive pricing, customer service, and the overall acceptance of protecting the environment through the use of green cleaning. 12

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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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EES, Inc. 127 Riverside Drive, Cartersville, GA 30120-6383 Phone: 678-721-9989 Fax: 678-721-9279 E-Mail: lnix@eesatl.com Website: www.eesatl.com

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

Enviro Master With Traction 3909 Witmer Rd., Suite 186 Niagara Falls, NY 14305 USA Phone: 855-237-4778 Fax: 905-237-4341 E-Mail: sales.enviromaster@gmail.com Website: www.masteroftraction.com Company Officers: Luigi Bruno, Lou Barbesin, Antonio DiFortunato Products: Environmental LEED-certified ADA totally compliant product for wet-dry slippery bathtubs and floors in the slip resistant industry. Also, products that control odors naturally from garbage to sewage treatment plants. 12 Envirochem, Inc. 425 Whitehead Ave., South River, NJ 08882 USA Phone: 732-238-6700 Fax: 732-238-5590 E-Mail: dgildersleeve@envirochem-usa.com Website: www.envirochem-usa.com Company Officers: Deborah Gildersleeve, Pres.; Howard Fleisher, Director; Sid Fleisher, V. P. Products: Envirochem, Inc. is an ISO 9001:2008 certified manufacturer of a complete line of laundry, warewashing and housekeeping products for all cleaning and sanitation needs. 12 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. Providing green-friendly products for close to 20 years. 12 Epic Industries 1007 Jersey Avenue, New Brunswick, NJ 08901 Phone: 732-249-6867 Fax: 732-249-7683 E-Mail: slevine@epicindustries.com Website: www.epicindustries.com Company Officers: Ted Bustany, President/ CEO; Sam Levine, Executive V.P. Products: For over 90 years, Epic Industries has serviced the janitorial, foodservice, laundry and housekeeping industries with its "Swell" brand of products and "E-Z Suds" and "Like Magic". Its newest products include the Avatar Dispensing Dilution Control System and DfE recognized Green Essentials™ products, which are environmentally friendly, effective and safe. 12

Maintenance Sales News 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 WebSite: www.expandedtechnologies.com 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®, Slip-over®, Wraparound®, 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

37 provider of hygenic dispensing systems, towels, tissues, soaps, air fresheners, wipers, cups, cutlery and napkins. Two business groups operate under 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™. 11 Gift Sales Co., The P.O. Box 17082, 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

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 maximize results and can reduce labor and material costs drastically. 09 Filmop USA 13410 Hwy 105 West, Conroe, TX 77304 USA Phone: 888-741-0707 E-Mail: info@filmopusa.com Website: www.filmopusa.com Products: Designs, manufactures and distributes a large range of microfiber mop systems; mop buckets; maid, janitorial, healthcare, and hospitality carts stocked in the USA. 12 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 Gent-L-Kleen Products, Inc. 3445 Board Road, York, PA 17406-8409 USA Phone: 717-767-6881 Fax: 717-767-6888 E-Mail: info@gentlkleen.com Website: www.gentlkleen.com Products: Gent-L-Kleen®, Grime Grabber®, Turbo Cherry™, Advantage® HD, Power Wipes®, Ultra Power Wipes®, Dreumex Special, Dreumex Ples, Dreumex Wash & Care™, Dreumex Expert™, Dreumex One2Clean™, Dispenser-Mate® 5000, Premiu Blue™, Soy Blast™, GK-55™, Citrus Lotion, Orange Lotion, Skin Armor™, Natural Care, Universal Protect. 12 Georgia-Pacific Professional 133 Peachtree St., NE, Atlanta, GA 30303 USA Phone: 1-866-Hello GP (1-866-435-5647) Fax: 920-438-2121 Website: www.gppro.com Products: Georgia-Pacific Professional is a

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Products: Bowl blocks, urinal blocks, wall blocks, 20-pound sewer blocks, non-para dumpster system, 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. 12 GKR Industries, Inc. 13653 S. Kenton Ave., Crestwood, IL 60445 Toll Free: 800-526-7879 Fax: 708-389-3267 E-Mail: kris@gkrindustries.com

January/February 2012

Website: www.gkrindustries.com Company Officers: Kris Fleury, Richard Fleury Products: Manufacturer of the Hard Hat Liner, a disposable hard hat liner that assists in preventing diseases of the hair and scalp. Saves time and money cleaning and sanitizing hard hats. 12 Global Materials Technologies 750 W. Lake Cook Rd., Suite 480 Buffalo Grove, IL 60089 USA Phone: 847-495-4700 Fax: 847-215-4843 E-Mail: paulb@gmt-inc.com Website: www.gmt-inc.com Products: Xcluder Pest Control products, all steel-wool related products – floor pads, hand pads, soap pads, bulk reels and exotic alloys. 12 Golden Star Inc. 4770 N. Belleview Ave., Ste. 209 Kansas City, MO 64116 USA Phone: 816-842-0233 Fax: 816-842-1129 E-Mail: goldenstar@goldenstar.com Website: www.goldenstar.com Company Officers: Steve Lewis, Earl D. Julo Products: Golden Star is a full line, vertically integrated manufacturer of professional surface cleaning tools, systems and accessories since 1908. The company offers private branding capabilities and marketing tools to better grow customers' brands. Products include wet and dust mops, microfiber pads and cloths, dusters, bonnets, corn brooms, push brooms and hardware. 12 GSC Manufacturing, Inc. 510 Merritt Avenue, Nashville, TN 37203 USA Phone: 615-248-6556 Fax: 615-248-6558 E-Mail: info@gscmanufacturing.com Website: www.gscmanufacturing.com Company Officers: Gina Lofredo and Scott

Atkinson, owners Products: 100 percent made-in-the-USA textile mops. Wet mops are available in cut-end, loopedend, finish and screw type mops. GSC Manufacturing, Inc. offers a full line of launderable and disposable dust mops and frames. All mops are offered in a variety of natural and synthetic yarns. Natural and plastic fiber upright brooms, push brooms and industrial brushes complete a full janitorial and commercial line of cleaning products. GSC Mfg., Inc. specializes in OEM programs, private labeling, custom packaging and short lead times from receipt of order to delivery. 12

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. 12

Gunn Brush Co., Inc. 948 Church St., Baldwin, NY 11510 USA Phone: 516-771-7732 Toll Free: 800-834-6035 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. Orders are filled correctly – the first time. 10

Hagco Industries 1052 N. Main Street, River Falls, WI 54022 Phone: 715-425-7994 Fax: 715-425-7992 E-Mail: hagcoinc@msn.com Website: www.hagcoultramicrofiber.com Company Officers: Ted Hagberg, President; Traci Hagberg, CEO Products: Hagco Industries offers a wide variety of microfiber products. It carries many types of wet and dry mops including string mops, grout mops, surgical mops, wire frame mops, and antibacterial mops that will pick up 99 percent of bacteria using only water. Hagco Industries also carries specialty items such as microfiber sponges, high dusting wands, dusting gloves, and a wide variety of window washing pads and accessories. It also carries carpet bonnets, vacuums, buckets, and wringer buckets. Hagco Industries carries all the hardware needed for all microfiber products such as handles, bases, and other tools. It also carries a wide variety of microfiber cloths for any cleaning needs. Hagco Industries was established in 1967 serving commercial customers. The company imports microfiber from Korea, China, and Italy. Its ac-

H & S Manufacturing Co. 727 East Broadway, Williston, ND 58801 USA Phone: 701-572-5400 Fax: 701-774-3091 E-Mail: hsmfg@nemont.net Company Officers: Kathy Zeat, President Products: Manufacturer of disposable clean-up kits (HEP-AID® and NEW-AID™); absorbents (Springtime® and Hypo-Sorb); and personal protection kits. 12 Ha-Ste Manufacturing, Inc. 119 East Elm Street, P.O. Box 168 Union City, IN 47390 USA Phone: 937-968-4858

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cessories and hardware for the mops are made in the USA. 12 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: 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 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 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

Maintenance Sales News 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, Pres/CEO; Scott Hogan, V. P. Ops; Kathleen Ryan, Ops. Mgr. 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 companyâ&#x20AC;&#x2122;s fragrances are custom made for customersâ&#x20AC;&#x2122; products. 12

39 Products: IPC Eagle offers one of the most complete lines of cleaning equipment on the market today. Its product lines include vacuums, sweepers, scrubbers, extractors, wet/dry vacuums, industrial vacuums, pressure washers; window cleaning equipment such as the HydroTube Pure Water System, Ultra Pure, HighRise Automatic Window Cleaner; microfiber mopping system and more. 12 J & M Technologies, Inc. 3685 Stutz Drive, Suite 103, Carfield, OH 44406 Phone: 330-533-9000 Fax: 330-702-8740 E-Mail: john@jmcatalog.com Website: www.jmcatalog.com

Company Officers: John Manzoian Products: Software to create professional looking printed catalogs on demand as well as Internet catalogs. The company provides the programs as well as the data and images of customer products. It has built a library of 170,000 items from vendors in the janitorial and paper industry. 12 Jamco Mfg., Inc. P.O.Box 519 - 35835 Harvard Rd. Newberry Springs, CA 92365 USA Phone: 760-257-3151 Fax: 760-257-0913 E-Mail: ajamco@wildblue.net Company Officers: Allen Marcroft, President;

John Marcroft, VP Products: Manufactures a complete line of equipment and tools for cleaning carpet and upholstery, auto vacuums and pump pressures. It also custom manufactures to customer specifications and private labels. 12 Janibell P.O. Box 1919, Rancho Cucamonga, CA 91729 Toll Free: 800-856-0332, 888-624-4526 Fax: 909-947-1659 E-Mail: info@janibell.com Website: www.janibell.com Products: Magikan, a garbage disposal system

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; Fred Persia, Canada 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. 12 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 and 570-319-3144 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, and, Halite Salt Crystals. 12 IPC Eagle 2955 Lone Oak Rd., Egan, MN 55121 Toll Free: 800-486-2775 Fax: 651-686-5695 E-Mail: info@ipceagle.com Website: www.ipceagle.com

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40 that utilizes a long continuous plastic tube roll and Magikan bags. 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, Bob Robinson Jr., Tom Morrison, Bob Toews Products: Kaivac delivers complete science-based cleaning systems producing safe, healthy outcomes while raising the value/professionalism of cleaning operations. Originator of No-Touch Cleaning®, and crossover cleaning, Kaivac offers environmentally-friendly cleaning products designed to remove the maximum amount of soil and bio-pollution in the quickest manner possible. 12 Karcher 4275 NW Pacific Rim Blvd., Camas, WA 98607 Phone: 888-805-9852 Fax: 800-248-8409 E-Mail: info@karchercommercial.com Website: www.karchercommercial.com Company Officers: Elliot Younessian, CEO; Thomas Brendel, CFO Products: Scrubbers, floor machines, extractors, sweepers, vacuums, air blowers, steam cleaners, industrial sweepers, industrial scrubbers, pressure washers, hot pressure washers, floor scrubbing chemicals, carpet cleaning chemicals, pressure washing chemicals. 12

January/February 2012 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 Kissner Group, The 32 Cherry Blossom Rd. Cambridge, ON N3H 4R7 CANADA Toll Free: 800-434-8248 Fax: 877-434-8250 E-Mail: enquiries@kissner.com Website: www.kissner.com Products: Ice Melter products, raw chemicals and lawn and turf chemicals. 12 Kleen Products, LLC 11900 Wayzata Blvd., Ste. 116F Minnetonka, MN 55305 USA Phone: 952-544-0530 Fax: 952-544-0726 E-Mail: info@kleenproducts.com Website: www.kleenproductsllc.com Company Officers: G. Howell, President; Anne Ballard, Vice President Products: Manufacturer of patented non-oil based environmentally safe sweeping compounds. May be used on all hard surface floors. 12

KleenRite Equipment 1122 Maple Street, Madera, CA 93637 USA Phone: 559-673-5700 Fax: 559-673-5725 E-Mail: sales@kleenritemfg.com Website: www.kleenritemfg.com Company Officers: Bill Hachtmann, President Products: KleenRite, "Engineered to be the Best since 1973," manufactures quality machines, tools and accessories for cleaning carpets, upholstery, drapery, hard surfaces, excalators and flood removal. From design and rotational-molding through production, all work is done onsite for quality control, and then tested for optimal performance. U.S. made. 12 Kruger Products L. P. 1900 Minnesota Court, Ste. 200 Mississauga, ON L5N 5R5 CANADA Phone: 905-812-6900 Fax: 905-812-6996 E-Mail: mark.ray@krugerproducts.ca Website: www.krugerproducts.ca Company Officers: Mark Ray, Dir./Marketing Products: 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. 12 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 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 Lebermuth Company, Inc., The 14000 McKinley Highway Mishawaka, IN 46545 USA Toll Free: 800-648-1123 Fax: 574-258-7459 E-Mail: info@lebermuth.com Website: www.lebermuth.com Company Officers: Robert Brown, Pres.; Tony Overmyer, Head of Sales Products: Fragrances, perfume, essential oils, aroma ingredients,

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d'limonone, methysalicylate, wintergreen, camphor, menthol, eucalyptus, orange oil. 12 Lindhaus USA 12941 Eagle Creek Pkwy., Savage, MN 55378 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, the Activa Pro single motor 12-inch upright and the Dynamic two motor upright available in 12 or 15-inch widths. Lindhaus vacuums feature geared belts, highest filtration, lowest sound and vibration levels and on-board tools. New products include the Lindwash Pro versatile compact floor scrubber available in 12 or 14-inch widths and the LW46 Hybrid 46-inch floor scrubber/drier – powered by battery or electric. 12 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. 12 Major Chem Ltd. 2015 Shadowbriar Drive Houston, TX 77077 USA Phone: 281-870-1183 Products: Cleaning supplies. 12 Malish Corporation, The 4260 Hamann Parkway Willoughby, OH 44094 USA Toll Free: 800-321-7044 Fax: 440-951-0293 E-Mail: comments@malish.com Website: www.malish.com Company Officers: Jeff Malish, President Products: Leading manufacturer of commercial and industrial floor machine brushes. Manufacturing facilities in the U. S. and China, and a sales office and warehouse in Europe. Well positioned to handle customer requirements anywhere on the globe. Malish also offers a full line of janitorial and foodservice/color-coded brushes for use in a wide variety of industries. More recently, the 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. Malish Plastics is a division of The Malish Corporation with manufacturing and sales operations at the corporate headquarters in Willoughby, OH. Specializing in custom thermoplastic extrusions to produce a wide range of profiles and tubes. 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 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

Maintenance Sales News Matguys, Inc. 2849-A Whipple Road, Union City, CA 94587 Phone: 510-324-1500 Fax: 510-324-1600 E-Mail: kaz@matguys.com Website: www.matguys.com Company Officers: Syed Kazim, President; Faiyaz Naziruddin, CEO - Sales USA Products: Mats of distinction – carpet mats, rubber mats, vinyl runners, wet and dry mats, anti-fatigue mats, entrance mats, logo mats. Specialty – all in house custom manufacturer – only wholesaler for 3M mats, Andersen mats and Crown mats. 12 Merfin Systems Inc. 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 Company Contact: Kristy Leonard 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. 12 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 Products: 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 manufacturer 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, and placemats. 12

41 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 Milazzo, John Wesolowski, Joe Milazzo Products: Snow and ice melting agents/winter products, absorbents, sweeping compounds, charcoal and BBQ related products, outdoor living cleaners, all-purpose cleaners, pool and spa chemicals, bulk salt, solutions for both residential and commercial applications. 12 Milwaukee Dustless Brush, Gordon Brush Wisconsin, LLC 1632 Hobbs Dr., Unit C, Delavan, WI 53115 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 eMop™ Bucketless Floor Cleaning System, Speed Sweep® floor brushes, Speedy Squeegy® floor squeegees, Speedy Corn® upright brooms, Speedy Mop® self-wringing cellulose sponge mops, handheld utility brushes, counter dusters, deck scrubs, vehicle washing brushes, color-coded brushes. 10 Mobilistics LLC 75 Glen Road, Sandy Hook, CT 06482 USA E-Mail: sales@mobilisticapps.com Website: www.mobilisticapps.com Company Officers: Barbara Jagoe, Executive Vice President Products: MobiOrder (available on the app store) is an enterprise level catalog and order entry app for the iPad. Eliminates the need for printed catalogs, providing a sales force with current inventory, pricing and product details. Salespeople submit quotes, place orders, check customer purchase history, contact information and much more. 12

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: Competitively priced, Moonsoft microfiber towels, microfiber bar towels, microfiber mop pads, microfiber dusters, microfiber string mops, microfiber tube mops. Quality knitting processes and top quality product construction plus a commitment of research and development keep Moonsoft International an innovator in cleaning textiles. Producing Made In USA mop pads. 12 Mor-Value Parts Co. (MVP) 653 36th St. S.E., Grand Rapids, MI 49548 USA Toll 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

National Tissue Company, LLC 3326 E. Layton Ave., Cudahy, WI 53110 USA Phone: 414-481-3300 Fax: 414-481-3311 E-Mail: sales.assist@nationaltissue.com Website: www.nationaltissue.com Company Officers: Mike Graverson, President; Jill Lambrecht-Hudson, VP of Sales & Marketing; Eric Bachhuber, VP New Business Development Products: Full line of towels, tissue, napkins and wipers for the away-from-home market. The tissues consistently provide durable, yet gentle to the touch, product while offering a large selection of styles and product options including custom cores, sheet sizes, and specialized packaging. Napkins available in beverage, dinner, luncheon, and dispenser styles with unmatched absorbency, and low-lint. Towels and wipers designed to meet various commercial and industrial needs with quality, strength, and absorbency for the most demanding jobs. 12

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

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 electronic 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. 12

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

New Jersey Sanitary Supply Association P.O. Box 435 Butler, NJ 07405 USA Phone: 973-283-1400 Fax: 973-838-7124 Website: www.njssa.net Products: Regional Trade Association. 11

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 broad-specrum hospital-grade disinfectant on hard non-porous surfaces. 12 MidLab, Inc. 140 Private Brand Way, Athens, TN 37303 Toll Free: 800-467-6294 Fax: 423-337-3369 E-Mail: customerservice@midlab.com Website: www.midlab.com; www.natturaproducts.com Company Officers: Matthew J. Schenk, CEO Products: Midlab, Inc. focuses on assisting distributors in creating a private brand they own, from logo design to marketing materials. Midlab has over 600 high quality, custom blended formulas in liquid, powder and solid forms. Packaging choices include – totes, pails, drums, gallons, quarts and packets. 12

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January/February 2012

Nexstep Commercial Products 1450 W. Ottawa Road, Paxton, IL 60957-0071 Phone: 217-379-2377 Fax: 217-379-9901 E-Mail: sales@ocedarcommercial.com Website: www.ocedarcommercial.com Company Officers: Todd Leventhal, Pres; Stan Koschnick, VP Ops; Todd Mauer, VP Sales & Marketing; Joel Hastings, Assistant Plant Mgr. Products: Exclusive Licensee of O-Cedar, 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, 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. 12 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. Established in 1985, NISSCO has distribution centers providing market penetration, sales support, and logistics throughout the United States, Canada, South America and the Caribbean. 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. 12 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. 12 Orchidia Fragrances 1525 Brook Drive, Downers Grove, IL 60515 Phone: 888-827-6627 Fax: 630-620-9724 E-Mail: sales@orchidia.com Website: www.orchidia.com Company Officers: Ross Sprovieri, Executive VP; Ken Malinowski, President Products: Orchidia manufactures fragrances, essential oils, and botanicals that are designed to address unique needs. An experienced staff of perfumers and chemists utilize the latest technologies and old-fashioned hard work to develop fragrances customized to specifications. Orchidia's modern production operations in Downers Grove, IL, and San Clemente, CA, offer high quality products with quick turn-around times. Orchidia's large warehouse facilities allow it to maintain ample product inventories, assuring economical and timely delivery. 12 Palmer Fixture 2954 Holmgren Way, Green Bay, WI 54307 USA Phone: 920-884-8698 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 roll towel dispenser, bath tissue dispensers, napkin dispensers, SaniSuds® soap & sanitizer dispensers, bulk foam soap dispensers, signs, restroom safety and maintenance products. 12

Circle 15

Paraclipse, Inc. 2271 East 29th Avenue, Columbus, NE 68601 Phone: 402-563-3625 Fax: 402-564-2109 E-Mail: insales@paraclipse.com Website: www.paraclipse.com Company Officers: Ron Lambert, General Mgr./ CEO; Lon Jochens, Sales Mgr. Products: Paraclipse insect fly and mosquito traps. Paraclipse is the inventor and mastermind behind the automatic advancing glue cartridge. Products include Paraclipse Terminator, Paraclipse Fly Patrol, Paraclipse Insect Inn Ultra, and Paraclipse Mosquito Eliminator. 12 Perfect Products, Inc. 303 Smith St., Ste. 4, Farmingdale, NY 11735 Toll Free: 800-555-3903 Fax: 631-491-6634 E-Mail: imark21@aol.com Website: www.perfectproducts.us Products: Manufacturer of commercial vacuum cleaners, janitorial products, back packs, carpet sweepers, battery sweepers, dual motor upright vacuums, single motor upright vacuums, residential vacuums, wet/dry vacs, commercial tools, wands and electric cords. 12 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: Perfex Corporation manufactures innovative cleaning tools for controlled environments. It has an extensive line of mopping systems, microfiber mops, sponge-mops, laboratory brushes, squeegees, brooms, scrubbing pads, scrapers, buckets and brushes. 12 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 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 Pro-Link, Inc. 500 Chapman St., Canton, MA 02021 USA 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). 12 ProTeam 12438 W. Bridger St., Boise, ID 83713 USA Phone: 208-377-9555 Fax: 208-377-3014 E-Mail: customerservice.pro-team@emerson.com Website: www.pro-team.com Company Officers: Matt Wood, Brad Walters Products: ProTeam became a global phenomenon in the commercial cleaning world after intro-

ducing a game-changing design innovation, the lightweight backpack vacuum. ProTeam offers a full range of innovative vacuums, including the ProGuard wet/dry line. 12 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/Pres. 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. 12 QuestVapco Corporation P.O. Box 624, Brenham, TX 77834 USA E-Mail: sherip@questvapco.com Website: www.questvapco.com Products: QuestVapco Corporation, located in Houston, TX, and St. Louis, MO, has been offering quality products since 1953. It offers, under the QuestVapco brand or private label, a complete line of cleaners, disinfectants, deodorants, insecticides, herbicides, industrial construction, floor care, automotive products, hand cleaners, adhesives, lubricants, wipes and specialty chemicals for the HVAC, janitorial and industrial distributor. 12 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. 12 R & B Wire Products, Inc. 2901 W. Garry Ave., Santa Ana, CA 92704 USA Toll Free: 800-634-0555 Fax: 714-549-0625 E-Mail: sales@rbwire.com Website: www.rbwire.com Products: Manufacturer of wire, tubular steel, sewn and poly products serving the janitorial supply, health care and other sectors. Products include a new nesting basket truck line. 12 Raymar Medical Corp. 16360 Broadway Avenue, Cleveland, OH 44137 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 RD Industries, Inc. 7417 North 101 Street, Omaha, NE 68122 USA Phone: 402-455-8553 Fax: 402-455-8242 E-Mail: dnelson@rdindustries.com Website: www.rdindustries.com Company Officers: Rod Laible, President Products: RD Industries designs, manufactures, and distributes closed loop chemical containment and dispensing systems. With hazards such as leaks and spills, unsafe chemical handling and improper dilutions, chemical manufacturers turn to us to make their chemical management systems cleaner and safer. 12 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, Exec. Director Products: RDA Advantage consists of 17 redis-

Maintenance Sales News tributors 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. 12 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 Reliable Corporation 5-100 Wingold Ave. Toronto, ON M6B 4K7 CANADA Toll Free: 800-268-1649 Fax: 416-785-7038 E-Mail: art@reliablecorporation.com Website: www.reliablecorporation.com Company Officers: Robert Kahn, President Products: Reliable Corporation has built a solid reputation over the past 56 years as a leader in steam products and a growing selection of commercial steam cleaning and steam-vac systems. 12 Remco Products 4735 W. 106th Street, Zionsville, IN 46077 USA Phone: 317-876-9856 Fax: 800-585-8619 E-Mail: ppearson@remcoproducts.com Website: www.remcoproducts.com Company Officers: Michael Garrison, President; Chuck Bush, Jr., Director of Sales & 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. 12 Rochester Midland Corporation 155 Paragon Drive, Rochester, NY 14624 USA Phone: 585-336-2200 Fax: 585-336-2357 E-Mail: jbruno@rochestermidland.com Website: www.rochestermidland.com Products: Founded in 1888, manufacturer of specialty chemicals for food sanitation, industrial cleaning and water treatment as well as housekeeping and restroom care programs designed for human health, safety, and the environment. Sustainable green cleaning programs for commercial and institutional facilities with over 30 third-party certified, biobased products and its Certified Green Housekeeping Training Program. Provides training and education programs for workers and building occupants. 12

43 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 Sanastar 2021 N.E. 59th Ct., Ft. Lauderdale, FL 33308-2111 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 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 Products: Manufacturer of LED's (light emitting diodes), CFL's (compact fluorescent lamps), incandescent, halogen, HID specialty bulbs, along with a full line of indoor and outdoor lighting fixtures and electrical accessories. 12 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 Products: SCA Tissue’s segment-driven solutions include 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 per year, of which 400,000 tons consist of post-consumer recyclables. 11

Seatex Ltd. 445 TX-36, Rosenberg, TX 77471 USA Phone: 713-357-5300 Fax: 713-357-5301 E-Mail: taustin@seatexcorp.com Website: www.seatexcorp.com Company Officers: Kelly Aimes, President Products: Automotive presoaks; foaming waxes; rainbow conditioners; clear coat; powdered vehicle cleaners; solid, liquid, powdered laundry/warewash; microbial portion pack; drain maintainers; drain maintenance; floor finish; floor strippers; bowl cleaners; deodorizers; enzyme cleaners; descalers; degreasers; decarbonizers; furniture polish; stainless steel cleaner; Green Seal/DfE formulations; anitbacterial hand soap; hand sanitizers. 12 Seko Dosing Systems Corporation 1103 Branagan Dr., Tullytown, PA 19007 USA Phone: 866-651-4323, or 215-945-0125 Fax: 215-945-0937 E-Mail: info@sekousa.com Website: www.sekousa.com Products: Products offering chemical control solutions in the institutional and light industrial markets. Seko equipment offers solutions for applications including manual and automatic warewashing, drain and odor control, on-premise laundry, chemical preportioning, water treatment and swimming pools. 12

Sheppard Redistribution, Inc. 1100 Schell Lane, P.O. Box 1057,Oaks, PA 19456 Phone: 888-733-4787 Fax: 888-733-3887 E-Mail: info@sheppard-enterprises.com Website: www.sheppard-enterprises.com Products: A growth-oriented master redistributor of paper products, janitorial, industrial and foodservice supplies. Serving the Mid-Atlantic and greater Pittsburgh, PA, regions. 10 Sky Systems Co., Inc. 1825 Taylor Place, Ontario, CA 91761-5559 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 bagin-box dispensing systems and distributes a wide range of electric hand dryers, urinal block-screens and rim cages with enzymes. Bag-in-box dispensing system is available in 500, 800, 1000, and 8000ml with the full line of soap refills. 10

Seladis Bio Ltd. Hermitage House, 60 New Road, Basingstoke, Hampshire RG21 7PW UK Phone: +44 (0) 845 241 9900 E-Mail: sales@seladisbio.co.uk Website: www.seladisbio.co.uk Products: Washroom accessories including the BioBall System. 12

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: Developer of VOC compliant industrial, institutional and commercial chemical products. Founded in 2001, the Kentucky-based company produces, markets and distributes biobased 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

Shair Sales Ltd. / Tip Top Parts 19578 55 A Ave., Surrey, BC V3A 8P8 Toll Free: 800-665-2500 Phone: 604-514-7005 Fax: 604-514-8979 E-Mail: sales@ttparts.com Website: www.tiptopparts.com Company Officers: Terry Rogers Products: Distributor of cleaning equipment and repair parts in Canada and Northwestern USA. 12

Spartan Chemical Company, Inc. 1110 Spartan Drive, Maumee, OH 43537 USA Toll Free: 800-537-8990 Fax: 419-536-8423 E-Mail: spartan@spartanchemical.com Website: www.spartanchemical.com Company Officers: Stephen H. Swigart, COB; John W. Swigart, Pres; James R. Lenardson, Corp. Exec. V. P.; Scott M. Libbe, Sec/Treas; Greg Ford, V. P. Sales; William J. Schalitz, V. P, Research & Development

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

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

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.

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

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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January/February 2012

Products: Manufacturer of brand name chemical specialty and industrial maintenance products. 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. Products for hard floors, carpet and concrete; disinfectants; industrial cleaners/degreasers; restroom/hand cleaners and deodorants, & chemical management systems. 12 Spray Nine / Permatex 309 W. Montgomery St., Suite 15B Johnstown, NY 12095 USA Phone: 518-762-4593 Fax: 518-762-2566 E-Mail: loraine.gifford@permatex.com Website: www.spraynine.com Company Officers: Lorraine Gifford, Director of Sales; Cary Zelich, Market Manager Products: Manufacturer of specialty cleaners, disinfectants, degreasers and hand soaps for the institutional, industrial, 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 and tackle tough cleaning tasks. 12 St. Nick Brush Co. P.O. Box 15 Burton, OH 44021 USA Phone: 440-834-1891 Fax: 440-834-0243 Company Officers: Stephen M. Trudick, Freeman Miller Products: Manufacturers of industrial

and household brushes and brooms. The company also manufactures over 100 different types of wooden blocks for brooms and brushes. 12 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 Rd., #104 Newbury Park, CA 91320 USA Toll Free: 800-553-2602 Fax: 805-499-7783 E-Mail: bobh@step1software.com Website: www.step1.com Company Officers: Robert Hestenes, President Products: Serving the jan/san industry for 35 years, STEP1 is the No. 1 installed package in the jan/san industry.

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Circle 13

Its easy-to-use windows programs are helping customers of all sizes. Installing STEP1 in a business will result in lower operating costs and increased customer margins. 12 STOKO Skin Care by Evonik 2401 Doyle Street Greensboro, NC 27406 USA Toll Free: 800-334-0242 Fax: 336-333-3641 E-Mail: stoko-us@evonik.com Website: www.stokoskincare.com Company Officers: Ron Shuster, Product Line Director; Lori Huffman, Marketing Manager; Roland Lindner, Sales Manager Products: 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-fromhome destination. 12 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 Tiger-Vac Inc. 73 S.W. 12 Ave., Bldg 1, Unit 7 Dania, FL 33004 USA Toll Free: 800-668-4437 Fax: 800-668-4439 E-Mail: sales@tiger-vac.com Website: www.tiger-vac.com Company Officers: Massimo DePastena Products: Explosion proof vacuum cleaners. Industrial vacuum cleaners, hepa filter, static dissipating, electrically operated, pneumatically operated, dust ignition, cleanroom single phase, three phase. 12 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: Tucel produces brushes currently serving foodservice, janitorial and other industries. Tucel is 100 percent green, recyclable and fused. All products are polypropylene, which does not absorb water, causing bacteria. Fused brushes are made using a manufacturing process whereby the bristle and block are "Heat Fused" together; thus no holes and no staple where bacteria can harbor and crosscontaminate. Tucel originated in 1970 gaining its first patent for "fusing" bristle to block. Tucel was located in Middlebury, VT, for 10 years and relocated to Forestdale where the 45,000-square-foot factory remains. Tucel has held more than 38 patents worldwide. Tucel also develops

a wide assortment of specialty brushes for other companies. Tucel has its brushes NSF tested for cleanability. All products are HACCP compatible. Tucel has been under the same ownership since it started in 1970. 12 Turtle Plastics Co. 7400 Industrial Pkwy. Lorain, OH 44953 USA Phone: 800-756-6635 Fax: 800-437-1603 E-Mail: michele@turtleplastics.com Website: www.turtleplastics.com Company Officers: Tom Norton, President; Michele Norton, V.P. Products: Modular entrance matting that combines a walk off mat with a drainage mat. Linear carpet strips remove dirt and debris from foot traffic; holes in the mat allow dirt and moisture to fall through. Modular anti-fatigue mats provide a slip-resistant comfortable surface for standing. Made in the USA out of 100 percent recycled plastic. 12 Tuway American Group, The 2820 W. Maple Rd., Suite 101 Troy, MI 48084 USA Toll Free: 800-537-3750 Fax: 248-649-3666 Website: www.tuwaymops.com Products: A full line supplier of textile cleaning products including wet-mops, 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 Products: Complete line of deep cycle batteries for sweepers/scrubbers, golf cars, marine military and special application requirements. 07 Ultra Chem Labs 1462 E. Mission Blvd. Pomona, CA 91766 USA Phone: 909-620-0949 Website: www.ultrachemlabs.com Products: Advanced, high quality cleaning and protecting chemical products. 12 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 and 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 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 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, multi-fold, mini multi-fold, c-fold, single-fold, hardwound, household roll; Tissue - jumbo roll, standard bath, porta-roll, roto-roll, facial. Brand names: Preserve, Precious, Premium Quality, Feather Soft, Blue Mist. 12 VVF Amenities 3920 Cyress Creek Parkway Houston, TX 77068 USA Toll Free: 800-432-7627 Fax: 281-444-7250 E-Mail: customerservice@vvfamenities.com Website: www.vvfamenities.com Company Officers: Monica Bahr Products: VVF Amenities offers a wide range of amenity products such as Dial products, white Marble and Restore. Also offered are Beach Mist, Good Day, Hotello, and Fresh Bouquet. Many of these lines include shampoo, conditioner, lotion, bar soap, and body wash. 12 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 Waterless Co. Inc. 1050 Joshua Way Vista, CA 92081 USA Phone: 760-727-7723 Fax: 760-727-7775 E-Mail: info@waterless.com Website: www.waterless.com Company Officers: Klaus Reichardt, President and CEO Products: Waterless no-flush urinals, BlueSeal, EverPrime, EcoTrap, iPack. 12

Maintenance Sales News 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 WestÂŽ brand towels, tissue, soap, wipers, and dispensing systems. Bay WestÂŽ brand Dubl-NatureÂŽ and EcoSoftâ&#x201E;˘ Green SealÂŽ 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

45 Xaact Products 181 W. Aqua Ave. Coeur dâ&#x20AC;&#x2122;Alene, ID 83815 USA Phone: 208-762-3800 Fax: 208-762-4453 E-Mail: cmarinella@xaact.com Website: www.xaact.com Company Officers: Doug Hauff, President Products: Xaact Products is a supplier of equipment for the professional cleaning and automotive and restoration industries. The company manufactures and supplies these through corporate partnerships and major distributors throughout the USA and internationally. Key products are heated portable carpet extractors, hard-surface extractors and restoration equipment. 12

Xynyth Manufacturing Corp. 122-3989 Henning Drive Burnaby, BC V5C 6N5 CANADA Toll Free: 800-MELT-ICE (635-8423) Fax: 604-473-9399 E-Mail: sales@xynyth.com Website: www.xynyth.com Products: XYNYTH is a manufacturing leader in the de-icing industry for more than 25 years, offering a line of high quality eco-friendly ice melters and absorbents. XYNYTH is a one-stop shop for all ice melting and absorbent needs. It distributes and warehouses de-icers throughout Canada and the United States. 12

9OU DON T WANT TO MISS THE ONLY %AST #OAST 4RADE 3HOW FOR #LEANING 3UPPLIES

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. 12

Etess Arena in the Taj Mahal !TLANTIC #ITY .* !TLANTIC #ITY .* s -AY n

Wipeco, Inc. 250 N. Mannheim Rd., Unit B Hillside, IL 60162 USA Phone: 708-544-7247 Fax: 708-544-7248 E-Mail: info@wipeco.com Website: www.wipeco.com Company Officers: Bob Woycke, Sandy Woycke, Justin Woycke Products: Chicagoland manufacturer of wiping rags. Also specializing in MRO supplies. Products include wipers, chemicals, towel and tissue, spill absorbents, janitorial supplies and more. 12

3UPPLY ,INE IS THE MOST EFlCIENT AND EFFECTIVE WAY FOR YOU TO REACH DISTRIBUTORS AND CLEANING PROFESSIONALS FROM -AINE TO &LORIDA AND EVERY STATE IN BETWEEN /VER OWNERS MANAGERS AND DECISION MAKERS ATTENDED THE EVENT 9OU WILL SAVE TIME AND MONEY WITH 3UPPLY ,INE AND HOTEL ACCOMMODATIONS ALL UNDER ONE ROOF AND Incredible rrate for exhibitors and attendees to stay in the new Taj Chairmanâ&#x20AC;&#x2122;s Towerâ&#x20AC;Ś s $119 for a Taj Chairmanâ&#x20AC;&#x2122;s Tower Room s $99 for a Taj Standard Room

Witt Industries 4600 N. Mason Montgomery Rd. Mason, OH 45040 USA Toll Free: 800-543-7417 Fax: 877-891-8200 E-Mail: sales@witt.com Website: www.witt.com Products: Witt Industires is a woman owned manufacturer of a quality line of waste receptacles, recycling containers, ash urns, benches and planters for indoor and outdoor use. Offered in a variety of styles, these units will complement any environment and dĂŠcor. 12 World Dryer Corporation 5700 McDermott Drive Berkeley, IL 60163 USA Phone: 708-449-6950 Fax: 708-449-6958 E-Mail: sales@worlddryer.com Website: www.worlddryer.com Company Officers: Tom Vic, President Products: Hand dryers, hair dryers, baby changing stations. 12 WorldWare Enterprises Ltd. 30 Rosslinn Rd. Cambridge, ON N1S 3K1 CANADA Phone: 866-621-8244 Fax: 519-622-5281 E-Mail: crobinson@eatoils.com Website: www.eatoils.com Products: EcoLogo certified green cleaning products for cleaning challenges â&#x20AC;&#x201C; oil, grease, urine, skunk, mold and mildew, grout cleaning, degreasing. 12

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. 12

3PECIAL &EATURES OF 3UPPLY ,INE s %XHIBITOR $ISTRIBUTOR s 'OLF /UTING n -AY s s Presidentâ&#x20AC;&#x2122;s Reception & .ETWORKING %VENT n -AY

â&#x20AC;&#x153;The NJSSA show has performed above our expectations again. It is a nice mix between the U.S. ISSA show and the ISSA Interclean show for us as suppliers to the jan/san market.â&#x20AC;? â&#x20AC;&#x201D;Scott Jarden, The Bullen Companies

â&#x20AC;&#x153;The NJSSA staff is to be congratulated for running a well organized show. The traffic on Wednesday was outstanding and all the events were very well coordinated.â&#x20AC;? â&#x20AC;&#x201D;Randy Starr, Golden Star

&OR ADDITIONAL INFORMATION ON EXHIBITING OR ATTENDING 3UPPLY ,INE CALL THE .*33! OFlCE AT

OR VISIT WWW NJSSA NET Circle 26

Absorbents: Oil, Grease, & Water Aldran Chemical, Inc. Amrep, Inc. Bro-tex, Inc. Central Illinois Paper Supply Cotto-Waxo Co. CTC Supplies Daley International Gift Sales Co., The H & S Manufacturing Co. Major Chem Ltd. Milazzo Industries, Inc. RDA Advantage Sheppard Redistribution, Inc. United Group, The Wipeco, Inc. WorldWare Enterprises Ltd. Xynyth Manufacturing Corp. Acoustical Cleaning Chemicals & Equipment United Group, The Adhesives Airosol Company, Inc. Amrep, Inc. Major Chem Ltd. QuestVapco Corporation United Group, The

January/February 2012

Aerosols Airosol Company, Inc. Aldran Chemical, Inc. Amrep, Inc. CAF Environmental Solutions Canberra Corporation Carroll Company Chase Products Co. Clean Control Corporation Continental Commercial Products Daley International Diversified Distribution Co. Draco Hygienic Products, Inc. Epic Industries Fuller Brush Commercial Products Major Chem Ltd. Pro-Link, Inc. QuestVapco Corporation RDA Advantage Sheppard Redistribution, Inc. Sky Systems Co., Inc. Spartan Chemical Company, Inc. United Group, The

Anti-Graffiti Systems Aldran Chemical, Inc. Central Illinois Paper Supply Major Chem Ltd. United Group, The WorldWare Enterprises Ltd.

Air Filtration Equipment Diversified Distribution Co. United Group, The

Automatic Scrubbers Amano Pioneer Eclipse Aztec Products, Inc. Diversified Distribution Co.

Anti-Static Chemicals Bullen Companies, The Daley International Diversified Distribution Co. Major Chem Ltd. Spartan Chemical Company, Inc. United Group, The Ash Trays Continental Commercial Products Diversified Distribution Co. Gift Sales Co., The United Group, The Associations/Societies United Group, The

IPC Eagle Karcher United Group, The Automotive Cleaning Specialties Amrep, Inc. CAF Environmental Solutions Major Chem Ltd. Nexstep Commercial Products QuestVapco Corporation Seatex Ltd. United Group, The Bacterial/Enzyme Products Aldran Chemical, Inc. Amrep, Inc. Anderson Chemical Company Bullen Companies, The CAF Environmental Solutions Canberra Corporation Carroll Company Central Illinois Paper Supply Clean Control Corporation Daley International Diversified Distribution Co. Earth Friendly Chemicals EES, Inc. Envirochem, Inc. Epic Industries Gift Sales Co., The Major Chem Ltd. MidLab, Inc. Pro-Link, Inc. QuestVapco Corporation RDA Advantage Rochester Midland Corporation Seatex Ltd. Sheppard Redistribution, Inc. Spartan Chemical Company, Inc. United Group, The WorldWare Enterprises Ltd. Bag-in-the-Box Packaging Canberra Corporation Central Illinois Paper Supply Daley International Draco Hygienic Products, Inc. Seatex Ltd. Sheppard Redistribution, Inc. Sky Systems Co., Inc. United Group, The Bar Code/EDI Technology United Group, The Baseboard Cleaning Machines & Accessories Diversified Distribution Co. Fastrak Industries United Group, The Batteries & Chargers Discover Energy Corp.

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Maintenance Sales News Diversified Distribution Co. Fullriver Battery IPC Eagle Major Chem Ltd. Mor-Value Parts Co. (MVP) RDA Advantage U.S. Battery Mfg. Co. United Group, The Bedding Supplies United Group, The Bird Control Products Aldran Chemical, Inc. United Group, The Brooms ABCO Products ACS Industries, Inc. Bel-Maid Company CAF Environmental Solutions Carolina Mop Mfg. Co. Central Illinois Paper Supply Continental Commercial Products Culicover & Shapiro, Inc. Diversified Distribution Co. Emsco Group Fuller Brush Commercial Products Gift Sales Co., The Golden Star Inc. GSC Manufacturing, Inc. Gunn Brush Co., Inc. Harper Brush Works, Inc. IPC Eagle Kelsan, Inc. Lafitte Mop Co., Inc. Malish Corporation, The Marino Manufacturing Milwaukee Dustless Brush, Gordon Brush Wisconsin, LLC Mor-Value Parts Co. (MVP) Nexstep Commercial Products Perfex Corporation PFERD Milwaukee Brush Company Pro-Link, Inc. Quinn Broom Works, Inc. RDA Advantage 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 Zephyr Manufacturing Company, Inc. Brushes ABCO Products ACS Industries, Inc. Bel-Maid Company Carolina Mop Mfg. Co. Central Illinois Paper Supply Continental Commercial Products Culicover & Shapiro, Inc. Diversified Distribution Co. E. Gornell & Sons, Inc. Emsco Group Fuller Brush Commercial Products Golden Star Inc. GSC Manufacturing, Inc. Gunn Brush Co., Inc. Hagco Industries Harper Brush Works, Inc. Haviland Corporation IPC Eagle Kelsan, Inc. Lafitte Mop Co., Inc. Magnolia Brush Manufacturers Ltd. Malish Corporation, The Marino Manufacturing Milwaukee Dustless Brush, Gordon Brush Wisconsin, LLC

47 Mor-Value Parts Co. (MVP) Nexstep Commercial Products Perfex Corporation PFERD Milwaukee Brush Company Pro-Link, Inc. RDA Advantage Remco Products S.M. Arnold, Inc. Sheppard Redistribution, Inc. St. Nick Brush Co. Tucel Industries, Inc. United Group, The Weiler Corporation Zephyr Manufacturing Company, Inc. Buckets ABCO Products ACS Industries, Inc. Bel-Maid Company Carolina Mop Mfg. Co. Central Illinois Paper Supply Continental Commercial Products Delamo Manufacturing Diversified Distribution Co. Emsco Group Filmop USA Golden Star Inc. Hagco Industries Harper Brush Works, Inc. IPC Eagle Kaivac, Inc. Magnolia Brush Manufacturers Ltd. Nexstep Commercial Products Perfex Corporation Pro-Link, Inc. RDA Advantage Royce Rolls Ringer Co. S.M. Arnold, Inc. Sheppard Redistribution, Inc. United Group, The Burnishing Equipment Amano Pioneer Eclipse Aztec Products, Inc. Diversified Distribution Co. IPC Eagle Karcher Marwind Corp. United Group, The Buying Groups Distributor Partners of America (DPA) Major Chem Ltd. NISSCO, LLC Pro-Link, Inc. RDA Advantage Sheppard Redistribution, Inc. United Group, The Candles H & S Manufacturing Co. Carpet & Fabric Protective Finishes Daley International Diversified Distribution Co. Fastrak Industries MidLab, Inc. Sheppard Redistribution, Inc. Carpet Cleaning Chemicals— Brand Name AJM Nino Corp. Aldran Chemical, Inc. Amano Pioneer Eclipse Amrep, Inc. Canberra Corporation Central Illinois Paper Supply Chase Products Co. Clean Control Corporation Daley International Diversified Distribution Co.

Enviro-Solutions Ltd. Kelsan, Inc. Lindhaus USA Major Chem Ltd. MidLab, Inc. Pro-Link, Inc. QuestVapco Corporation Rochester Midland Corporation Sheppard Redistribution, Inc. Spartan Chemical Company, Inc. Ultra Chem Labs WorldWare Enterprises Ltd. Carpet Cleaning Chemicals— Private Label AJM Nino Corp. Aldran Chemical, Inc. Amano Pioneer Eclipse Amrep, Inc. Bullen Companies, The Canberra Corporation Chase Products Co. Daley International Don’s Carpet Restoration Enviro-Solutions Ltd. Major Chem Ltd. MidLab, Inc. QuestVapco Corporation Seatex Ltd. Sheppard Redistribution, Inc. WorldWare Enterprises Ltd. Carpet Cleaning Wands & Accessories Atrix International, Inc. Diversified Distribution Co. IPC Eagle Jamco Mfg., Inc. Kaivac, Inc. Karcher KleenRite Equipment Nexstep Commercial Products Perfect Products, Inc. Tiger-Vac Inc. Xaact Products Carpet Drying Equipment Diversified Distribution Co. IPC Eagle Xaact Products Carpet Dyeing Systems United Group, The Carpet Extractors AJM Nino Corp. Aztec Products, Inc. Diversified Distribution Co. IPC Eagle Jamco Mfg., Inc. Kaivac, Inc. Karcher KleenRite Equipment United Group, The Xaact Products Carpet Shampoo Machines & Accessories Aztec Products, Inc. Diversified Distribution Co. United Group, The Carpet Spotting Kits Aldran Chemical, Inc. Bullen Companies, The Canberra Corporation Daley International Diversified Distribution Co. Nexstep Commercial Products Tucel Industries, Inc. Tuway American Group, The United Group, The Xaact Products

Carpet Sweepers—Electric Atrix International, Inc. Bissell Professional Diversified Distribution Co. IPC Eagle Karcher Sheppard Redistribution, Inc. Tiger-Vac Inc. United Group, The Carpet Sweepers—Hand Bissell Professional Continental Commercial Products Diversified Distribution Co. Fuller Brush Commercial Products Karcher Nexstep Commercial Products Shair Sales Ltd. / Tip Top Parts Sheppard Redistribution, Inc. United Group, The Carts—Hospital, Janitorial & Maid Continental Commercial Products Delamo Manufacturing Diversified Distribution Co. Filmop USA Hagco Industries Nexstep Commercial Products R & B Wire Products, Inc. Royce Rolls Ringer Co. Sheppard Redistribution, Inc. United Group, The Catalog Publishers J & M Technologies, Inc. Mobilistics LLC Sheppard Redistribution, Inc. United Group, The Chalkboard/Blackboard Cleaners Amrep, Inc. Diversified Distribution Co. Hagco Industries QuestVapco Corporation Sheppard Redistribution, Inc. United Group, The Chemical Dispensing Systems Anderson Chemical Company Aztec Products, Inc. Bullen Companies, The CAF Environmental Solutions Canberra Corporation Carroll Company Central Illinois Paper Supply Cintas Corporation Clean Control Corporation Colgate-Palmolive Company Cross Country Installations & Service, LLC Daley International Diversified Distribution Co. Major Chem Ltd. Meterpak, Inc. MidLab, Inc. Pro-Link, Inc. RD Industries, Inc. RDA Advantage Rochester Midland Corporation Seko Dosing Systems Corp. Sheppard Redistribution, Inc. Spartan Chemical Company, Inc. United Group, The Chemicals—Raw Material Daley International Innovative Surface Solutions Kissner Group, The Major Chem Ltd. Soy Technologies LLC United Group, The

Cleaning Chemicals—Brand Name Absolute Coatings, Inc. Airosol Company, Inc. Aldran Chemical, Inc. Amano Pioneer Eclipse Amrep, Inc. Anderson Chemical Company Apex International Group, Inc. Austin Diversified Products, Inc. Baumgartens Bullen Companies, The CAF Environmental Solutions Carroll Company Central Illinois Paper Supply Chase Products Co. Cintas Corporation Clean Control Corporation Colgate-Palmolive Company CTC Supplies Daley International Diversified Distribution Co. Earth Friendly Chemicals EES, Inc. Enviro Master With Traction Enviro-Solutions Ltd. Intercon Chemical Company Kaivac, Inc. Lindhaus USA Meterpak, Inc. Microban/ProRestore Products MidLab, Inc. Milazzo Industries, Inc. Pro-Link, Inc. QuestVapco Corporation RDA Advantage Rochester Midland Corporation Sheppard Redistribution, Inc. Soy Technologies LLC Spartan Chemical Company, Inc. Spray Nine / Permatex Unelko Corp. United Group, The Warsaw Chemical Co., Inc. Waterless Co. Inc. Wipeco, Inc. WorldWare Enterprises Ltd. Cleaning Chemicals—Private Label Airosol Company, Inc. AJM Nino Corp. Aldran Chemical, Inc. Amano Pioneer Eclipse Amrep, Inc. Bullen Companies, The Carroll Company Central Illinois Paper Supply Chase Products Co. Cintas Corporation CTC Supplies Daley International Earth Friendly Chemicals Enviro-Solutions Ltd. Envirochem, Inc. Fastrak Industries Intercon Chemical Company Major Chem Ltd. Meterpak, Inc. MidLab, Inc. Milazzo Industries, Inc. QuestVapco Corporation RDA Advantage Seatex Ltd. Sheppard Redistribution, Inc. Soy Technologies LLC United Group, The Warsaw Chemical Co., Inc. Wipeco, Inc. WorldWare Enterprises Ltd. Colorants & Dyes Aldran Chemical, Inc. Major Chem Ltd. United Group, The

48 Computer Systems & Software DDI System J & M Technologies, Inc. Spartan Chemical Company, Inc. STEP1 Software United Group, The Computer Cleaning Products Amrep, Inc. Atrix International, Inc. Major Chem Ltd. QuestVapco Corporation Tucel Industries, Inc. United Group, The Concrete Floor Treatments Aldran Chemical, Inc. Aztec Products, Inc. CAF Environmental Solutions Central Illinois Paper Supply Daley International Diversified Distribution Co. Enviro Master With Traction Spartan Chemical Company, Inc. United Group, The Consultants - Advertising J & M Technologies, Inc. Major Chem Ltd. Consultants - Financial Major Chem Ltd. Consultants - Marketing Distributor Partners of America (DPA) J & M Technologies, Inc. Major Chem Ltd. Contamination Control Products Gift Sales Co., The H & S Manufacturing Co. Tiger-Vac Inc. Tucel Industries, Inc. United Group, The Custodial Garmets & Uniforms United Group, The Dehumidifying Equipment United Group, The Disinfectants—Brand Name AJM Nino Corp. Amano Pioneer Eclipse Amrep, Inc. Anderson Chemical Company Apex International Group, Inc. Bro-tex, Inc. Bullen Companies, The Canberra Corporation Carroll Company Central Illinois Paper Supply Chase Products Co. Clean Control Corporation CTC Supplies Daley International Diamond Wipes Intl. Diversified Distribution Co. Earth Friendly Chemicals Epic Industries Fuller Brush Commercial Products Kaivac, Inc. Kelsan, Inc. Microban/ProRestore Products MidLab, Inc. Pro-Link, Inc. QuestVapco Corporation RDA Advantage Rochester Midland Corporation Sheppard Redistribution, Inc. Spartan Chemical Company, Inc. Spray Nine / Permatex

January/February 2012 Ultra Chem Labs Unelko Corp. United Group, The Warsaw Chemical Co., Inc. Wipeco, Inc. Disinfectants—Private Label AJM Nino Corp. Amano Pioneer Eclipse Amrep, Inc. Bro-tex, Inc. Bullen Companies, The Canberra Corporation Carroll Company Cascades Tissue Group IFC Disposables, Inc. Central Illinois Paper Supply Chase Products Co. CTC Supplies Daley International Diamond Wipes Intl. Envirochem, Inc. Epic Industries Fuller Brush Commercial Products Major Chem Ltd. MidLab, Inc. QuestVapco Corporation RDA Advantage Seatex Ltd. Sheppard Redistribution, Inc. United Group, The Warsaw Chemical Co., Inc. Wipeco, Inc. Disinfectants—Raw Material Major Chem Ltd. United Group, The Dispensers—Paper Products/Soaps AJM Nino Corp. Best Sanitizers, Inc. Canberra Corporation Cascades Tissue Group Central Illinois Paper Supply Colgate-Palmolive Company Concept Amenities Continental Commercial Products CTC Supplies Delamo Manufacturing Diversified Distribution Co. Draco Hygienic Products, Inc. Georgia-Pacific Professional Kruger Products L. P. Merfin Systems Inc. Nexstep Commercial Products Palmer Fixture Pro-Link, Inc. RD Industries, Inc. RDA Advantage Rochester Midland Corporation Royce Rolls Ringer Co. SCA Tissue North America Stefco Industries United Group, The Von Drehle Corporation Warsaw Chemical Co., Inc. Wausau Paper Wipeco, Inc. Drain Opener Chemicals Aldran Chemical, Inc. Amrep, Inc. Anderson Chemical Company Bullen Companies, The Canberra Corporation Carroll Company Daley International Earth Friendly Chemicals Envirochem, Inc. Major Chem Ltd. QuestVapco Corporation Rochester Midland Corporation Seatex Ltd.

Sheppard Redistribution, Inc. Spartan Chemical Company, Inc. United Group, The WorldWare Enterprises Ltd. Drain Opener Equipment Seko Dosing Systems Corp. United Group, The Drums United Group, The Dusters ABCO Products Central Illinois Paper Supply Continental Commercial Products Culicover & Shapiro, Inc. Filmop USA Golden Star Inc. GSC Manufacturing, Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Harper Brush Works, Inc. Lambskin Specialties Milwaukee Dustless Brush, Gordon Brush Wisconsin, LLC Moonsoft International, Inc. Nexstep Commercial Products RDA Advantage Sheppard Redistribution, Inc. Starlee Imports, Inc. United Group, The Dusting Cloths ABCO Products AJM Nino Corp. Berk Wiper Converting & Packaging Carolina Mop Mfg. Co. Cascades Tissue Group Cascades Tissue Group IFC Disposables, Inc. Continental Commercial Products Diversified Distribution Co. Filmop USA Golden Star Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Harper Brush Works, Inc. IPC Eagle Milwaukee Dustless Brush, Gordon Brush Wisconsin, LLC Moonsoft International, Inc. Nexstep Commercial Products RDA Advantage S.M. Arnold, Inc. Tuway American Group, The United Group, The Dust Pans ABCO Products ACS Industries, Inc. Bel-Maid Company Carolina Mop Mfg. Co. Continental Commercial Products Culicover & Shapiro, Inc. Delamo Manufacturing Diversified Distribution Co. Gift Sales Co., The Golden Star Inc. GSC Manufacturing, Inc. Harper Brush Works, Inc. Marino Manufacturing Milwaukee Dustless Brush, Gordon Brush Wisconsin, LLC Nexstep Commercial Products Palmer Fixture Perfex Corporation RDA Advantage Remco Products S.M. Arnold, Inc. United Group, The Weiler Corporation

Electric Cord Reels United Group, The Electric Motors Shair Sales Ltd. / Tip Top Parts United Group, The Electric Testing Devices United Group, The Emergency Response/Regulatory Services United Group, The Emergency Spill Kits Daley International United Group, The Escalator Cleaning Machines KleenRite Equipment United Group, The Filters AJM Nino Corp. Atrix International, Inc. Diversified Distribution Co. Mor-Value Parts Co. (MVP) ProTeam United Group, The Financial Services Major Chem Ltd. Fire Extinguishers United Group, The Fire Restoration Products Clean Control Corporation QuestVapco Corporation United Group, The Floor Finish Applicators ACS Industries, Inc. Aztec Products, Inc. Continental Commercial Products Diversified Distribution Co. Fastrak Industries Golden Star Inc. Ha-Ste Manufacturing, Inc. Haviland Corporation Kaivac, Inc. Lambskin Specialties Nexstep Commercial Products Tuway American Group, The United Group, The Floor Finishes—Brand Name Absolute Coatings, Inc. AJM Nino Corp. Aldran Chemical, Inc. Amano Pioneer Eclipse Amrep, Inc. Bullen Companies, The Canberra Corporation Carroll Company Central Illinois Paper Supply Clean Control Corporation Daley International Diversified Distribution Co. Enviro Master With Traction Epic Industries Fuller Brush Commercial Products Kelsan, Inc. MidLab, Inc. Pro-Link, Inc. QuestVapco Corporation RDA Advantage Rochester Midland Corporation Sheppard Redistribution, Inc. Spartan Chemical Company, Inc. Ultra Chem Labs United Group, The

Floor Finishes—Private Label Absolute Coatings, Inc. AJM Nino Corp. Aldran Chemical, Inc. Amano Pioneer Eclipse Amrep, Inc. Bullen Companies, The Canberra Corporation Carroll Company Central Illinois Paper Supply Daley International Earth Friendly Chemicals Envirochem, Inc. Epic Industries Fuller Brush Commercial Products Major Chem Ltd. MidLab, Inc. QuestVapco Corporation RDA Advantage Seatex Ltd. Sheppard Redistribution, Inc. United Group, The Floor Machine Motors Diversified Distribution Co. IPC Eagle Mor-Value Parts Co. (MVP) United Group, The Floor Machines AJM Nino Corp. Amano Pioneer Eclipse Aztec Products, Inc. Diversified Distribution Co. IPC Eagle Karcher Kelsan, Inc. Lindhaus USA Marwind Corp. Polti Distribution, Inc. United Group, The Floor Pad Holders Amano Pioneer Eclipse Diversified Distribution Co. Gift Sales Co., The Gunn Brush Co., Inc. IPC Eagle Mor-Value Parts Co. (MVP) Nexstep Commercial Products Perfex Corporation Remco Products Sheppard Redistribution, Inc. Tucel Industries, Inc. United Group, The Floor Pads ACS Industries, Inc. AJM Nino Corp. Amano Pioneer Eclipse Americo Manufacturing Co., Inc. Central Illinois Paper Supply Continental Commercial Products Diversified Distribution Co. Fuller Brush Commercial Products Gift Sales Co., The Global Materials Technologies Ha-Ste Manufacturing, Inc. Hagco Industries Karcher Moonsoft International, Inc. Mor-Value Parts Co. (MVP) Nexstep Commercial Products Perfex Corporation Pro-Link, Inc. RDA Advantage Sheppard Redistribution, Inc. United Group, The Floor Pads—Raw Material ACS Industries, Inc. Amano Pioneer Eclipse United Group, The

Maintenance Sales News Floor Sealers— Brand Name Absolute Coatings, Inc. AJM Nino Corp. Amano Pioneer Eclipse Bullen Companies, The Canberra Corporation Carroll Company Central Illinois Paper Supply Daley International Diversified Distribution Co. Enviro Master With Traction Epic Industries Fuller Brush Commercial Products MidLab, Inc. Pro-Link, Inc. RDA Advantage Rochester Midland Corporation Sheppard Redistribution, Inc. Spartan Chemical Company, Inc. Ultra Chem Labs United Group, The Floor Sealers— Private Label Absolute Coatings, Inc. AJM Nino Corp. Aldran Chemical, Inc. Amano Pioneer Eclipse Amrep, Inc. Bullen Companies, The Canberra Corporation Carroll Company Central Illinois Paper Supply Daley International Earth Friendly Chemicals Epic Industries Fuller Brush Commercial Products MidLab, Inc. RDA Advantage Seatex Ltd. Sheppard Redistribution, Inc. United Group, The Food Processing Products ABCO Products Anderson Chemical Company Daley International Matguys, Inc. Nexstep Commercial Products Spartan Chemical Company, Inc. United Group, The Food Service Disposable Tableware Central Illinois Paper Supply Diversified Distribution Co. Georgia-Pacific Professional Kelsan, Inc. Palmer Fixture RDA Advantage SCA Tissue North America Sheppard Redistribution, Inc. United Group, The Food Service Equipment & Supplies ABCO Products Best Sanitizers, Inc. BiOWiSH Technologies, Inc. Continental Commercial Products Haviland Corporation Milwaukee Dustless Brush, Gordon Brush Wisconsin, LLC National Tissue Company LLC Nexstep Commercial Products Palmer Fixture SCA Tissue North America Spray Nine / Permatex Tucel Industries, Inc. United Group, The Warsaw Chemical Co, Inc. Webster Industries, Inc.

49 Fragrances Aldran Chemical, Inc. Daley International EES, Inc. Gift Sales Co., The Hogan Flavors & Fragrances, Inc. Lebermuth Company, Inc., The Major Chem Ltd. Orchidia Fragrances Pro-Link, Inc. QuestVapco Corporation Sky Systems Co., Inc. United Group, The Waterless Co. Inc. Furniture Glides Diversified Distribution Co. Expanded Technologies United Group, The Gloves AJM Nino Corp. Berk Wiper Converting & Packaging Central Illinois Paper Supply Continental Commercial Products CTC Supplies Diversified Distribution Co. Gift Sales Co., The Hagco Industries Raymar Medical Corp. RDA Advantage Sheppard Redistribution, Inc. United Group, The Wipeco, Inc. Hand Cleaners Best Sanitizers, Inc. Bro-tex, Inc. Canberra Corporation Cascades Tissue Group IFC Disposables, Inc. Central Illinois Paper Supply CTC Supplies Daley International Diversified Distribution Co. Earth Friendly Chemicals Epic Industries Gent-L-Kleen Products, Inc. Kruger Products L. P. MidLab, Inc. Pro-Link, Inc. RDA Advantage Rochester Midland Corporation Seatex Ltd. Sheppard Redistribution, Inc. Soy Technologies LLC Spartan Chemical Company, Inc. Spray Nine / Permatex STOKO Skin Care by Evonik United Group, The Warsaw Chemical Co., Inc. Wipeco, Inc Hand Dryers Diversified Distribution Co. Palmer Fixture RDA Advantage Sky Systems Co., Inc. United Group, The World Dryer Corporation Handles—Mop, Broom, Brush & Telescopic ABCO Products ACS Industries, Inc. Bel-Maid Company CAF Environmental Solutions Carolina Mop Mfg. Co. Central Illinois Paper Supply Continental Commercial Products Culicover & Shapiro, Inc. Delamo Manufacturing Diversified Distribution Co.

Emsco Group Filmop USA GSC Manufacturing, Inc. Gunn Brush Co., Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Harper Brush Works, Inc. Haviland Corporation IPC Eagle Lafitte Mop Co., Inc. Lambskin Specialties Marino Manufacturing Milwaukee Dustless Brush, Gordon Brush Wisconsin, LLC Moonsoft International, Inc. Nexstep Commercial Products Palmer Fixture Perfex Corporation Pro-Link, Inc. RDA Advantage Reit-Price Mfg. Co., Inc. Remco Products Sheppard Redistribution, Inc. St. Nick Brush Co. Tucel Industries, Inc. United Group, The Zephyr Manufacturing Company, Inc.

Insect & Rodent Control Chemicals & Devices Airosol Company, Inc. Amrep, Inc. Chase Products Co. Clean Control Corporation Gift Sales Co., The Global Materials Technologies Major Chem Ltd. Paraclipse, Inc. QuestVapco Corporation Sheppard Redistribution, Inc. United Group, The

Hoses— All Types Perfect Products, Inc. United Group, The

Laundry Chemicals AJM Nino Corp. Anderson Chemical Company Carroll Company Central Illinois Paper Supply Clean Control Corporation Daley International Diversified Distribution Co. Envirochem, Inc. Epic Industries Major Chem Ltd. MidLab, Inc. Seatex Ltd. Sheppard Redistribution, Inc. Spartan Chemical Company, Inc. Ultra Chem Labs United Group, The

Human Resources United Group, The Hydrogen-Peroxide Cleaners AJM Nino Corp. Carroll Company Central Illinois Paper Supply Clean Control Corporation Daley International Diversified Distribution Co. Envirochem, Inc. Kaivac, Inc. Pro-Link, Inc. QuestVapco Corporation Rochester Midland Corporation Seatex Ltd. Spartan Chemical Company, Inc. United Group, The Ice & Snow Removal Compounds Cargill Salt Central Illinois Paper Supply CP Industries LLC CTC Supplies Daley International Dead Sea Works Ltd. c/o K+S North America Diversified Distribution Co. Earth Friendly Chemicals Envirochem, Inc. Innovative Surface Solutions International Salt Company Kissner Group, The Milazzo Industries, Inc. Morgro Inc. Morton Salt North American Salt Company, a Compass Minerals Company Occidental Chemical Corporation Pro-Link, Inc. QuestVapco Corporation RDA Advantage Sheppard Redistribution, Inc. TETRA Technologies, Inc. United Group, The Wipeco, Inc. Xynyth Manufacturing Corp.

Lockers/Storage United Group, The Lodging Amenities Concept Amenities United Group, The VVF Amenities

Insurance Services Major Chem Ltd.

Lubricants & Oils Airosol Company, Inc. Aldran Chemical, Inc. Amrep, Inc. Daley International Major Chem Ltd. QuestVapco Corporation United Group, The

International Cleaning Services Major Chem Ltd. United Group, The

Magnetic Attachment for Vacuums Diversified Distribution Co. United Group, The

Labeling Major Chem Ltd. United Group, The

Material Handling Equipment Continental Commercial Products Diversified Distribution Co. Remco Products United Group, The

Ladders United Group, The

Laundry Equipment Cross Country Installations & Service, LLC Major Chem Ltd. R & B Wire Products, Inc. Seko Dosing Systems Corp. United Group, The Lawn & Turf Chemicals Amrep, Inc. Kissner Group, The Major Chem Ltd. United Group, The Lawn & Turf Equipment Haviland Corporation United Group, The Leasing—Equipment Cross Country Installations & Service, LLC United Group, The Light Bulbs Diversified Distribution Co. Major Chem Ltd. Satco Products, Inc. Sheppard Redistribution, Inc. United Group, The Liquid Filling Equipment RD Industries, Inc. United Group, The Litter Vacuums IPC Eagle United Group, The

Mats & Matting Absorbcore, LLC AJM Nino Corp. Americo Manufacturing Co., Inc. Central Illinois Paper Supply Diversified Distribution Co. Expanded Technologies Karcher Kelsan, Inc. Matguys, Inc. Nexstep Commercial Products Pro-Link, Inc. RDA Advantage Rochester Midland Corporation Sanastar Turtle Plastics Co. United Group, The Microfiber ABCO Products AJM Nino Corp. Bro-tex, Inc. Carolina Mop Mfg. Co. Central Illinois Paper Supply Continental Commercial Products CTC Supplies Diversified Distribution Co. Emsco Group Fastrak Industries Filmop USA Golden Star Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Harper Brush Works, Inc. IPC Eagle Kaivac, Inc. Karcher Lafitte Mop Co., Inc. Lambskin Specialties Magnolia Brush Manufacturers Ltd. Milwaukee Dustless Brush, Gordon Brush Wisconsin, LLC Moonsoft International, Inc. Nexstep Commercial Products Palmer Fixture Perfex Corporation Pro-Link, Inc. ProTeam Reit-Price Mfg. Co., Inc. Royce Rolls Ringer Co. S.M. Arnold, Inc. Tuway American Group, The United Group, The Wipeco, Inc. Zephyr Manufacturing Company, Inc.

50 Mop Treatment Chemicals Aldran Chemical, Inc. Amrep, Inc. Bullen Companies, The Central Illinois Paper Supply Chase Products Co. Diversified Distribution Co. MidLab, Inc. QuestVapco Corporation RDA Advantage Sheppard Redistribution, Inc. Spartan Chemical Company, Inc. Tuway American Group, The United Group, The Mopping Equipment ABCO Products ACS Industries, Inc. Aztec Products, Inc. Bel-Maid Company Carolina Mop Mfg. Co. Central Illinois Paper Supply Continental Commercial Products Delamo Manufacturing Diversified Distribution Co. Emsco Group Filmop USA Gift Sales Co., The Golden Star Inc. GSC Manufacturing, Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Harper Brush Works, Inc. IPC Eagle Kaivac, Inc. Lafitte Mop Co., Inc. Magnolia Brush Manufacturers Ltd. Moonsoft International, Inc. Nexstep Commercial Products Perfect Products, Inc. Perfex Corporation Pro-Link, Inc. RDA Advantage Royce Rolls Ringer Co. Sheppard Redistribution, Inc. United Group, The Weiler Corporation Zephyr Manufacturing Company, Inc. Mops—Dust ABCO Products ACS Industries, Inc. Bel-Maid Company Carolina Mop Mfg. Co. Central Illinois Paper Supply Continental Commercial Products Culicover & Shapiro, Inc. Diversified Distribution Co. Emsco Group Filmop USA Fuller Brush Commercial Products Golden Star Inc. GSC Manufacturing, Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Harper Brush Works, Inc. IPC Eagle Lafitte Mop Co., Inc. Magnolia Brush Manufacturers Ltd. Marino Manufacturing Milwaukee Dustless Brush, Gordon Brush Wisconsin, LLC Moonsoft International, Inc. Nexstep Commercial Products Palmer Fixture Perfect Products, Inc. Perfex Corporation Pro-Link, Inc. RDA Advantage Reit-Price Mfg. Co., Inc. Sheppard Redistribution, Inc. Tuway American Group, The United Group, The

January/February 2012 Weiler Corporation Zephyr Manufacturing Company, Inc.

Waterless Co. Inc. WorldWare Enterprises Ltd.

Mops—Wet ABCO Products ACS Industries, Inc. Bel-Maid Company Carolina Mop Mfg. Co. Central Illinois Paper Supply Continental Commercial Products Culicover & Shapiro, Inc. Delamo Manufacturing Diversified Distribution Co. Emsco Group Filmop USA Fuller Brush Commercial Products Golden Star Inc. GSC Manufacturing, Inc. Ha-Ste Manufacturing, Inc. Hagco Industries Harper Brush Works, Inc. IPC Eagle Lafitte Mop Co., Inc. Magnolia Brush Manufacturers Ltd. Marino Manufacturing Milwaukee Dustless Brush, Gordon Brush Wisconsin, LLC Moonsoft International, Inc. Nexstep Commercial Products Palmer Fixture Perfect Products, Inc. Perfex Corporation Pro-Link, Inc. RDA Advantage Reit-Price Mfg. Co., Inc. Sheppard Redistribution, Inc. Tuway American Group, The United Group, The Weiler Corporation Zephyr Manufacturing Company, Inc.

Odor Control Devices Airosol Company, Inc. Amrep, Inc. Chase Products Co. Clean Control Corporation Continental Commercial Products Delamo Manufacturing Draco Hygienic Products, Inc. Enviro Master With Traction Gift Sales Co., The Newaire, Inc. dba The Ozone Specialists/Rainbowair Palmer Fixture Pro-Link, Inc. Queenaire Technologies, Inc. Rochester Midland Corporation Seko Dosing Systems Corp. United Group, The

Odor Control Chemicals Airosol Company, Inc. AJM Nino Corp. Aldran Chemical, Inc. Amrep, Inc. Anderson Chemical Company Apex International Group, Inc. Bullen Companies, The CAF Environmental Solutions Canberra Corporation Carroll Company Central Illinois Paper Supply Chase Products Co. Clean Control Corporation Continental Commercial Products Daley International Diversified Distribution Co. Don’s Carpet Restoration Draco Hygienic Products, Inc. Earth Friendly Chemicals EES, Inc. Envirochem, Inc. Enviro Master With Traction Epic Industries Fuller Brush Commercial Products Gift Sales Co., The H & S Manufacturing Co. Kelsan, Inc. Major Chem Ltd. Microban/ProRestore Products MidLab, Inc. Orchidia Fragrances Palmer Fixture Pro-Link, Inc. QuestVapco Corporation RDA Advantage Rochester Midland Corporation Seatex Ltd. Sheppard Redistribution, Inc. Spartan Chemical Company, Inc. Spray Nine / Permatex United Group, The

Ozone Generators Diversified Distribution Co. Newaire, Inc. dba The Ozone Specialists/Rainbowair Queenaire Technologies, Inc. United Group, The Packaging Equipment Major Chem Ltd. United Group, The Packaging Supplies Gift Sales Co., The United Group, The Paint & Paint Products Chase Products Co. Major Chem Ltd. Starlee Imports, Inc. United Group, The Paper and/or Food Service Products AJM Nino Corp. American Paper Converting Inc. Berk Wiper Converting & Packaging Bro-tex, Inc. Central Illinois Paper Supply CTC Supplies Diversified Distribution Co. Georgia-Pacific Professional Kruger Products L. P. Metro Paper Industries / Tissue Group Nexstep Commercial Products RDA Advantage Royal Paper Converting, Inc. Sheppard Redistribution, Inc. Stefco Industries United Group, The Von Drehle Corporation Wipeco, Inc. Paper Products— Office Supplies Atlas Paper Mills Central Illinois Paper Supply Major Chem Ltd. RDA Advantage United Group, The Paper Products— Towel & Tissue AJM Nino Corp. American Paper Converting Inc. Atlas Paper Mills Berk Wiper Converting & Packaging Bro-tex, Inc. Cascades Tissue Group Central Illinois Paper Supply Cross Country Installations & Service, LLC CTC Supplies

Diamond Wipes Intl. Diversified Distribution Co. Draco Hygienic Products, Inc. Georgia-Pacific Professional Kelsan, Inc. Kruger Products L. P. Merfin Systems Inc. Metro Paper Industries / Tissue Group National Tissue Company LLC Pro-Link, Inc. RDA Advantage SCA Tissue North America Sheppard Redistribution, Inc. Stefco Industries United Group, The Von Drehle Corporation Wausau Paper Wipeco, Inc. Pavement Patching Aldran Chemical, Inc. Haviland Corporation United Group, The Personnel Services Major Chem Ltd. Plastic Bags AJM Nino Corp. Diversified Distribution Co. Janibell RDA Advantage Sheppard Redistribution, Inc. United Group, The Plastic Containers Continental Commercial Products Diversified Distribution Co. Gift Sales Co., The Major Chem Ltd. RDA Advantage Remco Products United Group, The Polishes—Furniture Aldran Chemical, Inc. Amrep, Inc. Apex International Group, Inc. Bullen Companies, The CAF Environmental Solutions Canberra Corporation Carroll Company Chase Products Co. Daley International Diversified Distribution Co. Epic Industries MidLab, Inc. QuestVapco Corporation RDA Advantage Seatex Ltd. Sheppard Redistribution, Inc. Spartan Chemical Company, Inc. United Group, The Polishes—Metal Aldran Chemical, Inc. Amrep, Inc. Bullen Companies, The CAF Environmental Solutions Canberra Corporation Carroll Company Chase Products Co. Daley International Diversified Distribution Co. Epic Industries MidLab, Inc. QuestVapco Corporation RDA Advantage Rochester Midland Corporation Seatex Ltd. Sheppard Redistribution, Inc. United Group, The

Polishes—Plastic Aldran Chemical, Inc. Bullen Companies, The CAF Environmental Solutions Daley International Diversified Distribution Co. Major Chem Ltd. MidLab, Inc. QuestVapco Corporation RDA Advantage Sheppard Redistribution, Inc. United Group, The Poly Trash Can Liners Central Illinois Paper Supply Diversified Distribution Co. Major Chem Ltd. Pro-Link, Inc. Sheppard Redistribution, Inc. United Group, The Pool & Spa Chemicals & Equipment Enviro Master With Traction Gift Sales Co., The Milazzo Industries, Inc. United Group, The Pre-Measured Chemicals Daley International Diversified Distribution Co. Epic Industries Major Chem Ltd. MidLab, Inc. Seatex Ltd. United Group, The Pressure Washer Pumps United Group, The Pressure Washing Chemicals Aldran Chemical, Inc. Amrep, Inc. Bullen Companies, The Canberra Corporation Daley International Dirt Killer Pressure Washers Inc. Karcher MidLab, Inc. QuestVapco Corporation Rochester Midland Corporation Sheppard Redistribution, Inc. Spartan Chemical Company, Inc. United Group, The WorldWare Enterprises Ltd. Pressure Washing Equipment Dirt Killer Pressure Washers Inc. Kaivac, Inc. Karcher United Group, The Pumps & Dispensers Action Pump Co. Clean Control Corporation Continental Commercial Products Gift Sales Co., The Jamco Mfg., Inc. Nexstep Commercial Products Seko Dosing Systems Corp. Sky Systems Co., Inc. United Group, The Purchasing & Marketing Services Distributor Partners of America (DPA) Major Chem Ltd. United Group, The Recycling Systems Continental Commercial Products United Group, The Witt Industries

Maintenance Sales News Repair Parts—Floor Equipment & Vacuum Cleaners Diversified Distribution Co. Haviland Corporation IPC Eagle Shair Sales Ltd. / Tip Top Parts United Group, The Restroom Cleaning Equipment Continental Commercial Products CTC Supplies Diversified Distribution Co. Ekcos Innovations Fastrak Industries Hagco Industries Kaivac, Inc. Pro-Link, Inc. Sheppard Redistribution, Inc. Tucel Industries, Inc. United Group, The Wipeco, Inc. Xaact Products Robotic Cleaning Equipment United Group, The Roof Maintenance Materials Diversified Distribution Co. Major Chem Ltd. United Group, The Safety Apparel Diversified Distribution Co. GKR Industries, Inc. United Group, The Safety Products, Equipment & Signs ABCO Products AJM Nino Corp. Delamo Manufacturing Diversified Distribution Co. Evolution Sorbent Products, LLC Expanded Technologies Fastrak Industries Gift Sales Co., The Lambskin Specialties Matguys, Inc. Nexstep Commercial Products Remco Products Sheppard Redistribution, Inc. United Group, The Safety Treads Diversified Distribution Co. Matguys, Inc. United Group, The Sales Incentives Distributor Partners of America (DPA) Major Chem Ltd. United Group, The Sanitary Napkins & Dispensers AJM Nino Corp. Diversified Distribution Co. Rochester Midland Corporation Sheppard Redistribution, Inc. United Group, The Scouring Chemicals & Powders Bullen Companies, The Carroll Company Central Illinois Paper Supply Diversified Distribution Co. Earth Friendly Chemicals Major Chem Ltd. RDA Advantage Sheppard Redistribution, Inc. United Group, The

51 Scouring Pads/Bars ACS Industries, Inc. Americo Manufacturing Co., Inc. Central Illinois Paper Supply Continental Commercial Products Diversified Distribution Co. Gift Sales Co., The Nexstep Commercial Products Perfex Corporation RDA Advantage United Group, The Shampoo Tanks Concept Amenities Diversified Distribution Co. United Group, The Smoking Urns Continental Commercial Products Diversified Distribution Co. Sheppard Redistribution, Inc. United Group, The Witt Industries Soaps Aldran Chemical, Inc. Best Sanitizers, Inc. Bullen Companies, The Central Illinois Paper Supply Colgate-Palmolive Company Concept Amenities CTC Supplies Daley International Diversified Distribution Co. Draco Hygienic Products, Inc. Earth Friendly Chemicals Enviro-Solutions Ltd. Epic Industries Kruger Products L. P. MidLab, Inc. Palmer Fixture Pro-Link, Inc. QuestVapco Corporation RDA Advantage Sheppard Redistribution, Inc. Sky Systems Co., Inc. United Group, The VVF Amenities Wausau Paper Wipeco, Inc. Spill Kits—Chemical Aldran Chemical, Inc. Bro-tex, Inc. Bullen Companies, The Continental Commercial Products Diversified Distribution Co. MidLab, Inc. RDA Advantage United Group, The WorldWare Enterprises Ltd. Sponges & Chamois ACS Industries, Inc. Continental Commercial Products Hagco Industries Harper Brush Works, Inc. Lambskin Specialties Milwaukee Dustless Brush, Gordon Brush Wisconsin, LLC Nexstep Commercial Products S.M. Arnold, Inc. United Group, The Zephyr Manufacturing Company, Inc. Spray Tanks Continental Commercial Products Diversified Distribution Co. United Group, The Sprayers & Foggers Clean Control Corporation Continental Commercial Products

Delta Industries Diversified Distribution Co. Fastrak Industries Gift Sales Co., The Marino Manufacturing QuestVapco Corporation S.M. Arnold, Inc. United Group, The Squeegees— Floor ABCO Products Bel-Maid Company Central Illinois Paper Supply Continental Commercial Products Culicover & Shapiro, Inc. Diversified Distribution Co. Filmop USA GSC Manufacturing, Inc. Harper Brush Works, Inc. Haviland Corporation IPC Eagle Magnolia Brush Manufacturers Ltd. Malish Corporation, The Marino Manufacturing Milwaukee Dustless Brush, Gordon Brush Wisconsin, LLC Mor-Value Parts Co. (MVP) Nexstep Commercial Products Perfex Corporation ProTeam RDA Advantage Remco Products S.M. Arnold, Inc. Sheppard Redistribution, Inc. Tucel Industries, Inc. United Group, The Weiler Corporation Zephyr Manufacturing Company, Inc. Squeegees—Window ABCO Products ACS Industries, Inc. AJM Nino Corp. Bel-Maid Company Central Illinois Paper Supply Continental Commercial Products Culicover & Shapiro, Inc. Diversified Distribution Co. GSC Manufacturing, Inc. Haviland Corporation IPC Eagle Lambskin Specialties Magnolia Brush Manufacturers Ltd. Nexstep Commercial Products Perfex Corporation RDA Advantage S.M. Arnold, Inc. Sheppard Redistribution, Inc. United Group, The Weiler Corporation Zephyr Manufacturing Company, Inc. Steam Cleaning Chemicals Aldran Chemical, Inc. Central Illinois Paper Supply MidLab, Inc. QuestVapco Corporation Seatex Ltd. Spartan Chemical Company, Inc. United Group, The Steam Cleaning Equipment Advanced Vapor Technologies, LLC Karcher Reliable Corporation United Group, The Xaact Products Stone Restoration Systems Aldran Chemical, Inc. Aztec Products, Inc. Continental Commercial Products

Hertron International, LLC United Group, The Striping Machines—Pavement United Group, The Surfactants Aldran Chemical, Inc. CAF Environmental Solutions QuestVapco Corporation Unelko Corp. United Group, The Sweepers—Electric, Gasoline & Propane IPC Eagle Karcher Mor-Value Parts Co. (MVP) United Group, The Sweeping Compounds Aldran Chemical, Inc. CAF Environmental Solutions Central Illinois Paper Supply Cotto-Waxo Co. CTC Supplies Diversified Distribution Co. Harper Brush Works, Inc. Kleen Products, LLC Milazzo Industries, Inc. RDA Advantage Sheppard Redistribution, Inc. United Group, The Wipeco, Inc. Technology Services CleanTelligent Software DDI System J & M Technologies, Inc. Major Chem Ltd. Mobilistics LLC STEP1 Software Tucel Industries, Inc. United Group, The Toilet Seat Covers & Dispensers AJM Nino Corp. Cascades Tissue Group IFC Disposables, Inc. Central Illinois Paper Supply CTC Supplies Delamo Manufacturing Diversified Distribution Co. Draco Hygienic Products, Inc. Metro Paper Industries / Tissue Group Palmer Fixture RDA Advantage Rochester Midland Corporation Sheppard Redistribution, Inc. United Group, The Wipeco, Inc. Toilet/Shower Compartments Diversified Distribution Co. Draco Hygienic Products, Inc. United Group, The Training Consultants, Materials & Programs Bullen Companies, The ProTeam United Group, The Upholstery Shampoo Machines & Accessories Diversified Distribution Co. IPC Eagle Jamco Mfg., Inc. KleenRite Equipment United Group, The Xaact Products

Vacuum Cleaner Attachments Atrix International, Inc. Diversified Distribution Co. IPC Eagle Perfect Products, Inc. ProTeam Shair Sales Ltd. / Tip Top Parts Tiger-Vac Inc. United Group, The Vacuum Cleaner Motors Atrix International, Inc. Diversified Distribution Co. IPC Eagle Jamco Mfg., Inc. Mor-Value Parts Co. (MVP) Shair Sales Ltd. / Tip Top Parts Tiger-Vac Inc. United Group, The Vacuum Cleaners Atrix International, Inc. Bissell Professional Diversified Distribution Co. Hagco Industries IPC Eagle Karcher Lindhaus USA Perfect Products, Inc. Polti Distribution, Inc. ProTeam Shair Sales Ltd. / Tip Top Parts Sheppard Redistribution, Inc. Tiger-Vac Inc. United Group, The Vacuum Tanks Shair Sales Ltd. / Tip Top Parts United Group, The Venetian Blind Cleaning Equipment & Chemicals Hagco Industries United Group, The Wall Washing Equipment Ha-Ste Manufacturing, Inc. Hagco Industries Nexstep Commercial Products Royce Rolls Ringer Co. United Group, The Warewashing Chemicals Anderson Chemical Company Bullen Companies, The Central Illinois Paper Supply Colgate-Palmolive Company Daley International Diversified Distribution Co. Envirochem, Inc. Epic Industries MidLab, Inc. Rochester Midland Corporation Seatex Ltd. Sheppard Redistribution, Inc. Ultra Chem Labs United Group, The Warewashing Equipment American Dish Service Cross Country Installations & Service, LLC Epic Industries Seko Dosing Systems Corp. United Group, The Washroom Accessories AJM Nino Corp. Berk Wiper Converting & Packaging Continental Commercial Products Diversified Distribution Co. EES, Inc. Georgia-Pacific Professional

52 Nexstep Commercial Products Palmer Fixture Pro-Link, Inc. Royce Rolls Ringer Co. Seladis Bio Ltd. Tucel Industries, Inc. United Group, The Waterless Co. Inc. World Dryer Corporation Waste Receptacles Continental Commercial Products Delamo Manufacturing Diversified Distribution Co. Pro-Link, Inc. RDA Advantage Sheppard Redistribution, Inc. United Group, The Witt Industries Water Brooms Diversified Distribution Co. Haviland Corporation Milwaukee Dustless Brush, Gordon Brush Wisconsin, LLC Nexstep Commercial Products

January/February 2012 Remco Products United Group, The Water Treatment Chemicals & Devices Anderson Chemical Company AWAY Chemical Corp. Bullen Companies, The Daley International Diversified Distribution Co. EES, Inc. Gift Sales Co., The Major Chem Ltd. QuestVapco Corporation Rochester Midland Corporation Seko Dosing Systems Corp. Spartan Chemical Company, Inc. United Group, The Window Cleaning Accessories ABCO Products Continental Commercial Products Diversified Distribution Co. Hagco Industries Harper Brush Works, Inc. Haviland Corporation IPC Eagle

Distributors Use Experience, Knowledge Continued From Page 18 “There is one thing about running your own business — you do learn a lot about yourself,” Hargreaves said. “I love working in the jan/san industry and dealing with so many different businesses. You get to not only help people, but also learn what’s going on in your local area.” He has noticed the jan/san industry in southwestern Florida becoming more competitive, while customers, as a rule, are looking to do more with less. “It’s a step in the right direction when we can keep costs low while also offering ‘green’ solutions,” Hargreaves said. “Having passed the Cleaning Industry Management Standard (CIMS) program with ISSA, I can offer customers free consultation on many problems that they are having as it pertains to cleaning, while helping them become ‘greener.’” Contact: Maintenance Too Paper Co., Inc., 1200 60th Ave., W., Bradenton, FL 34207. Phone: 941-758-6730. Website: www.maintenancetoopaper.com.

n today’s business world of Internet sales and big box suppliers, it’s comforting to know that the local, family-owned jan/san distributorship remains alive and well in many regions of the United States. One perfect example is Smith Paper & Janitor Supply, in Eldon, MO. Located in the center of the state, the family-owned and operated distributorship is now in its second and third generations of family members helping lead the company. “We are experiencing our 41st year in business. My parents (Virgil and Vera Smith) started the company in 1971, primarily as a contract cleaner. Selling jan/san supplies was secondary,” Smith Paper & Janitor Supply President Kim Smith said. “After a couple of years, my dad decided he was tired working both night and day. Therefore, he started to concentrate on the supply part of the business.” While Virgil and Vera Smith have since retired, their three children: Marlene, Keith, and Kim now operate the distributorship. Two grandsons, Ben and Nathan, are also part of the business. “My sister works with the financial side of the company, while my brother serves the general manager’s role, helping maintain our warehouse and other day-to-day opera-

Lambskin Specialties Nexstep Commercial Products United Group, The Weiler Corporation Wipers—Cloth Berk Wiper Converting & Packaging Bro-tex, Inc. Cascades Tissue Group Cascades Tissue Group IFC Disposables, Inc. Continental Commercial Products CTC Supplies Diversified Distribution Co. Hagco Industries IPC Eagle Moonsoft International, Inc. Nexstep Commercial Products RDA Advantage S.M. Arnold, Inc. Sheppard Redistribution, Inc. Tuway American Group, The United Group, The Wipeco, Inc. Wipers—Paper & Non-Woven Berk Wiper Converting & Packaging

Bro-tex, Inc. Carroll Company Cascades Tissue Group Cascades Tissue Group IFC Disposables, Inc. CTC Supplies Diversified Distribution Co. Gent-L-Kleen Products, Inc. Kaivac, Inc. Kruger Products L. P. Merfin Systems Inc. National Tissue Company LLC Nexstep Commercial Products RDA Advantage SCA Tissue North America Stefco Industries United Group, The Von Drehle Corporation Wausau Paper Wipeco, Inc. Wipers— Cheesecloth Berk Wiper Converting & Packaging Bro-tex, Inc. CTC Supplies

tions,” Kim Smith said. The company’s customer base includes schools, health care/institutional facilities and industrial accounts. “We require very low minimum orders for free delivery. If a customer is willing to share his/her money with us, we will provide the required products and services,” Smith said. “We also are not afraid to look for new types of customers. For example, we have started to work with more people involved in the restaurant business. One or two of our sales people have had some ex-

Kim Smith, President, Smith Paper & Janitor Supply

perience in this area, thus opening new doors.” Business has also grown in the past two years for Smith Paper & Janitor Supply when it comes to satisfying customers operating convenience stores. “This type of work involves the supply of certain foodservice-related items that were a bit foreign to us at first, but now are becoming mainstream products in our warehouse,” Smith said. The jan/san distributorship's service region encompasses a great portion of rural Missouri in the middle of the state. The biggest towns in this service region are Columbia and Jefferson City, the latter of which is the state capital. Smith Paper & Janitor Supply has also expanded into the Springfield, MO, market, which is a larger city located in the southwestern part of the state.

S.M. Arnold, Inc. United Group, The Wipeco, Inc. Wood Treatment— Scratch Remover QuestVapco Corporation United Group, The Wringers ABCO Products ACS Industries, Inc. Central Illinois Paper Supply Clean Control Corporation Continental Commercial Products Delamo Manufacturing Diversified Distribution Co. Gift Sales Co., The Hagco Industries Nexstep Commercial Products Palmer Fixture Perfex Corporation Pro-Link, Inc. RDA Advantage Royce Rolls Ringer Co. United Group, The

“Our service region also heads east to St. Louis and west to Kansas City, although we do not actually provide service into those two cities,” Smith said. “Basically, we work within a 120 mile radius of Eldon, which allows my sales people and drivers to be home every night.” Although Smith Paper & Janitor Supply is considered a well-established jan/san distributorship, Kim Smith said there is always room to provide new services for customers. This includes added training opportunities. “In today’s litigation-happy world, a lot of contractors and business owners want to make sure their employees receive all the necessary education and training now available. These employees are the ones who are actually maintaining and sanitizing the facilities,” Smith said. “We have all heard horror stories about someone involved in litigation because an employee said he/she was injured due to a lack of training when using a product.” Part of Smith Paper & Janitor Supply’s educational focus is providing in-house video presentations that are designed for front-line maintenance workers. The distributorship will soon be launching a campaign on its website where viewers can click an icon and be taken to a YouTubetype platform. The viewer will then be able to learn more about how to properly and safely clean a specific part of a building, such as a restroom. “Making these instructional videos is taking a little bit longer than I first anticipated, but we are hoping to have the service polished and launched within the next 90 or so days,” Smith said. “I feel it’s pretty cutting edge stuff that people will be able to find on our website.” Yet another new focus for those involved in the upper management of the distributorship is that of transparency. Kim Smith said it’s important that everyone who works at Smith Paper & Janitor Supply feels he/she can contribute to the company’s growth, and not be afraid to speak up when they have an idea or criticism. “We schedule meetings where everyone can be quite candid without worrying about offending the boss. This has translated into a great deal of renewed interest and ownership from our employees. They now feel more part of the company, and are eager to take a greater initiative in helping the company grow and become proactive,” Smith said.

Maintenance Sales News He explained that in today’s business world, a company doesn’t have to make a lot of mistakes to lose business. There are many competitors out there who are in the wings and who also do a good job. “People, as a whole, are not real patient with mistakes anymore. We do make them, as all companies do. And we do occasionally lose business because of those mistakes. Therefore, our employees are now taking greater interest in how they can do their jobs more efficiently and better,” Smith said. He added that when a customer orders a product, there are some basic steps that must go correctly every time for that order to be successful. “No. 1, we have to have the right product in stock. No. 2, the order must get to the customer in a timely fashion. And No. 3, the product must be in working order,” Kim Smith said. “These are the challenges that all similar businesses face. However, we have been pushing to provide more ‘icing on the cake’-type products and services, helping make us a more essential company for our customers.” When asked to comment on current product demands from his company’s customer base, Smith said many people are expressing greater interest in environmentally friendly items. Price, however, is still a big factor. “More of our customers are asking, ‘Do you have a safer, greener product than what we are currently using? And, does this product come with the same or better price?’” Smith said. “They are also interested in reducing the actual number of items being used to clean a facility. “In response, we have launched our own private label campaign with a fairly local private labeler. The result is a two-product system that comes with a dispensing unit. One of the products is a disinfectant and the other is an all-purpose cleaner. Depending on the amount of soil involved, the end-user can adjust the chemical mixing station to get the best result. This has all been customer driven as more people today want to do more with less.” Maintaining solid relationships with suppliers is another key building block for any successful jan/san distributorship. Officials at Smith Paper & Janitor Supply look for as much product exclusivity as possible when working with suppliers. “If four or five distributors in our area have the same line of products, it doesn’t make a whole lot of sense to promote that line. Obviously, the main sales tool then becomes price, and it’s hard to differentiate your company from the competitor,” Smith said. “When we are approached by new suppliers seeking some of our warehouse space, I want to know what they are going to do for our company. How exclusive are they going to make their products for us? “Of course, it’s also vital to look at the actual new product being offered as well as conduct research on the supplier to see if that company will be able to properly provide service to us. We look to find a supplier’s strengths and weaknesses.” According to Smith, there is a disturbing trend taking place from certain jan/san suppliers willing to sell more of their products to non-jan/san houses. “While there is a positive side to the Internet for jan/san distribution, the negative side is that about anybody can get a hold of these products and sell them through a website. This can immediately erode a distributor’s market, one which that distributor has been working for years to promote and establish,” Smith said. “The other interesting thing we have seen is that more office supply houses are embracing janitorial supplies. Most of these companies are very new to the jan/san business and not well educated about the industry. Most of them are very good at selling office supplies such as copiers and printers, but under educated when it comes to jan/san supplies.” Despite such challenges, Smith said he is optimistic that 2012 will be a good year for his company. He also feels the nation’s economic recovery should progress this year, but

53 perhaps at a slow pace. “I have talked with many people who feel the presidential election must conclude before the country experiences significant changes in the economy,” Smith said. “Many of these people are retired with disposable incomes, and I have found they are usually correct in their assessments. Right now, they are sitting tight with their spending.” He added that many jan/san customers are feeling the same way — holding on to older mop buckets or equipment for a while longer. This all influences the rate of growth within the jan/san industry. “Many of the ‘extras’ right now are not being sold. You have to really convince some customers that they need to buy what you are selling, and that it’s important to keep equipment clean and updated,” Smith said. “However, I feel very positive about 2012 as a company. We have made some fairly radical changes in the way we market ourselves and have become more transparent to our employees. As a company, Smith Paper & Janitor Supply is now more open to change. This has already helped our company experience some good results through the first three weeks in January. “Our industry, like many, is ever changing. It’s important to embrace new things that come our way, be open minded and carefully pick and choose.” Contact: Smith Paper & Janitor Supply, P.O. Box 144, Eldon, MO 65026-0144. Phone: 573-392-3358. Website: www.smithpaper.com.

ocusing on the southern part of New Jersey as its main service region, Standard Maintenance Supply Co., Inc., of Franklinville, NJ, works for a customer base that includes schools and private industry as well as local municipalities and county governments. “We are what many would consider a basic jan/san distributor. We don’t focus much on foodservice. The company was started by my father and mother, the late Edwin and Rhoda Zinader, in 1957 and I joined the business in 1974,” Standard Maintenance Supply President Stephen Zinader said. “My father began as a chicken farmer. When that business moved south, he turned his chicken coops into a warehouses for a time. We have been in our existing facility since 1980. “Approximately 99 percent of our business is located within a 60-mile radius of Franklinville. We have always stayed within our backyard.” Standard Maintenance Supply features a large showroom that Zinader said is mostly directed toward maintenance contractors, and has a fleet of delivery trucks. It also runs a jan/san equipment repair service and provides individual customer training when the need arises. “We are able to provide product training, such as when someone purchases a floor machine. We don’t offer large group training programs because many of our customers are so spread out. Their businesses tend to also be on the small side,” he said. “We do offer a lot of individual training for people who have little or no background in cleaning. For example, a man recently needed our help stripping a floor, something he hadn’t done since his navy days 30 years ago. We often have to teach somebody how to do such tasks.” Zinader said one reason for his company’s success has to do with the loyalty it has built with its customer base. “We have customers who have been with us for 30 to 40

years. Personal relationships are very important. Many of these customers know they can easily reach the owner at any time,” Zinader said. “We do employ sales reps, but a lot of customers like the fact that if they have a question, it’s going to be answered by myself — one way or another. They are not going to get stuck with a message machine. I would hate for that to happen. “Our company takes pride in doing everything possible to meet a customer’s request. It might not always be the most economical way to do things, but this philosophy keeps customers very loyal.” In looking ahead, Zinader said a soft economy is still presenting problems for many of his customers. They remained worried about spending money. Therefore, items that are more economically priced are of great interest. “For example, it’s harder to sell the higher priced floor machines right now as more customers are willing to fix their older machines and keep them running a little while longer,” Zinader said. “I sure hope the economy gets stronger. We have seen some customers who have worked with us for 20 to 30 years disappear. They have not necessarily gone out of business, but instead have just closed their local locations. “However, I am looking forward to a good year. We know how to run a small company and keep it economical. We also own our own building, which is of fairly good size. This allows us to keep a healthy amount of stock and not have to back-order a lot of items.” Contact: Standard Maintenance Supply Co., Inc., 1133 Fries Mill Rd., Franklinville, NJ 08322. Phone: 856-694-1400.

ACS Industries Offers Pro Quality Microfiber Mop Line

Circle No. 44 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 and corner cleaning. Aluminum ergonomic handle is lightweight and a perfect fit. For more information, call 800-222-2880 or through the company website at www.scrubble.com.

January/February 2012

jan/san house, it has attempted to build a strong core of “players,” such as Stoller and others, to take the distributorship to the next level. “We now have, and have had, some very loyal and skillful employees,” Clint Kaeb said. “Our staff is a major reason we have been able to distinguish Kaeb Sanitary from the competition. “I was joking recently with an employee telling him, ‘I think you care about the busi“It is also part of our philosophy to really let people get hands-on ness even more than I do.’ To be able to say that about an employee is huge.” Dave and Clint Kaeb spoke highly of their staff including Warehouse Manager Mike experience. If you can do that and you really have a good product, Cooper, who wears many hats, such as delivery driver. you are going to win business and do well. Showing people a better “He is the person who has always taken a physical inventory of our warehouse, makway to do things is one of our goals.” ing sure there aren’t any discrepancies in the system,” ‘Clint Kaeb said. “He is a guy who often takes orders out in the field. For many customers, he is the ‘face’ of the company.” — Clint Kaeb, co-owner Dave Kaeb added: “(Cooper) cares about our customers. He understands it is more than As so much of the state’s economy depends on Mother Nature, the modern-day “green” just dropping a skid of stripper off someplace. He does his job with a smile and knows our movement in protecting the environment and seeking sustainability has become an impor- customers well.” “He really has better relationships with some of our customers than I have, because he tant issue in the state’s jan/san industry. Indeed, Illinois was the second state in the country, sees them on a weekly basis,” Clint Kaeb said. “Sometimes he hears a little complaint or behind New York, to implement a green mandate for the state’s school systems. The Green Cleaning Schools Act, which became effective August 13, 2007, requires the notices a little problem. Customers may not get on the phone and call us, but he spots it, and he calls us.” purchase and use of environmentally sensitive cleaning While Clint Kaeb has traditionally handled the masupplies in schools. jority of sales, to take the company to next level, another The purpose of the act is to protect students, teachoutside sales person was recently hired. ers, staff and other school building occupants by im“Our newest sales person in Jon Estenson, who is a proving indoor air quality and reducing harmful ‘younger’ guy,” Clint Kaeb said. “I want someone who exposure to chemicals in cleaning products, according is going to be here for the long haul. I want a person who to www2.illinois.gov/green/Pages/Schools.aspx. is going to make a career out of sales. I think it is a good “Our top four or five products by sales volume are eithing to bring ‘young blood’ into the industry. ther Green Seal™ or EcoLogo™ certified, which “Many of my buyers are approaching retirement age. speaks to our commitment and focus on green,” Clint As a result, I think there is going to be a fundamental Kaeb said. “When the Green Cleaning Schools Act shift in the way people purchase. At this stage, purchascame to pass, we said we can stock a green cleaner and ing still involves ordering through a sales rep, or by telea ‘regular’ cleaner of a particular brand, or we can just phone, fax or email. What I see now, with my generation stock the green version. In these cases, we decided to and younger, is purchases are being made online. I realjust stock the green product. Because of the state manize that we must be equipped to accommodate online date, there has been a huge increase in our sales of green business. Modern technology affects our sales staff, and products. we want to give them the tools to take care of customers. “The Green Cleaning Schools Act sort of forced us Therefore, another one of our priorities for the next year into changing our product mix, and the wonderful thing Clark Kaeb (left), warehouse and deliveries, is shown with Mike is to focus on our website. Currently, we do not have about being a small business is we can make changes Cooper who manages the warehouse and schedules deliveries. customers clamoring to buy online, but I just think it is fairly easily.” Switching customers to green products can be a challenge as people naturally resist part of the future.” Along with building a strong core of staff members, about three years ago, Kaeb Sanichange. However, Kaeb Sanitary’s aggressive approach to educating customers about green products and environmentally friendly cleaning techniques has been successful. The tary formed a small advisory board to help brainstorm new ideas, set goals and plan for company has shown customers the green products work as well and are as cost effective the future. Clint Kaeb was introduced to the idea while attending a conference where someone spoke on the value of forming an advisory panel. “Having an advisory board has given us accountability that we didn’t have “Customers really appreciate our free delivery service. We gained several before,” Clint Kaeb said. “It would be easy for Dad and I, as owners, to say, customers because they were being assessed a delivery charge the first time ‘OK these are our goals for the next year; let’s get them done.’ However, an order was delivered, and then were also being charged for back-orders. having outside accountability has proven very beneficial. “I just thought creating an advisory board made sense. There is a proverb — Clint Kaeb, co-owner that says, ‘In the multitude of counselors there is safety’ — and it is true.” As it says in its mission statement, Kaeb Sanitary is a company based on Christian prinas the traditional cleaners customers were using. “By going to just the green product when possible, we have been able to reduce our in- ciples, one of which, Dave Kaeb said, is working hard and not being slothful — a charventory,” Clint Kaeb. “In addition, the environmentally friendly cleaning movement has acter trait he proudly points out his son has practiced since his youth. Dave Kaeb told of Clint Kaeb’s devotion to his paper route job from the time he was approaching 11 years opened many doors for educational opportunities.” For example, Kaeb Sanitary has conducted a two-hour training session at the same old to his sophomore year in college. “That paper route paid for the bulk of my education,” Clint Kaeb said. large recreation and wellness center in Peoria where it recently conducted a gym floor Dave Kaeb said: “If you work hard, ethical, smart and give credit where credit is due, finishing seminar. “We conducted a little classroom session, and then we actually cleaned some bathrooms and ask the Lord for “The Green Cleaning Schools Act sort of forced and floors with attendees, showing green products,” Clint Kaeb said. “Green is a lot about blessings, He is going to education. There are many of our customers who, maybe in the past, were not interested take care of you.” us into changing our product mix, and the Clint Kaeb agreed: “I in green, but who now use our green products. Our church customers are green, our day wonderful thing about being a small business think if you put Godly care centers are green and our contractors have gone green.” is we can make changes fairly easily.” principles into practice, there are going to be Safety In A Multitude Of Counselors — Clint Kaeb, co-owner blessings. Everyone has a philosophy. Our philosophy is we want to work hard. We want to take care of customers Where no counsel is, the people fall: but in the multitude of counsellors there is and then we want to provide for our families. Beyond that, we want to bless others. safety. — Prov. 11:14 (KJV). “As the business has grown, it has created the opportunity for us to be able to serve. I n professional sports, it is often the case that a front office will try to build a team get excited to see growth and success and to be able to take that growth and success and around a particular core of key players or positions. In basketball, it may be a point bless others.” guard and/or a dominating center. In football, it may be the so-called skill players on Contact: Kaeb Sanitary Supply, Inc., offense such as a quarterback, and/or a receiver and/or a running back. In baseball, gen500 E. Bell St., Bloomington, IL 61701. eral managers talk about being strong “up the middle,” meaning the catcher, pitcher, shortPhone: 309-829-3011; Fax: 309-823-8808. stop, second baseman and center fielder positions. Website: www.kaebsanitary.com. As Kaeb Sanitary has transitioned from a small mom and pop concern to a full-fledged Email: customerservice@kaebsanitary.com. anywhere in the state outside of Chicagoland as “Downstate Illinois.” Downstate Illinois’ fertile prairie soil has Continued From Page 14 resulted in some of the world’s most valuable farmland. The state consistently ranks at or near the top in the country when it comes to soybean and corn production.

Kaeb Sanitary Supply

PEOPLE

Maintenance Sales News

National Tissue Announces Purchase Of Merfin Systems Mike Graverson, president of National Tissue Company LLC, has announced the signing of a an agreement to acquire the assets and ongoing business operations of Merfin Systems from its parent company, Buckeye Technologies, Inc. National Tissue Company is a privately owned converter located in Cudahy, WI. National Tissue markets and sells its broad product Mike Graverson line of away-fromhome products primarily to distributors concentrated in the Midwest. Merfin Sys tems is located in King, NC. Its proprietary and standard products are sold primarily to Kristy Leonard distributors con-

Martin Zaret Returns To Diamond Chemical As Vice President

Martin Zaret

Starco Chemical of East Rutherford, NJ, a division of Diamond Chemical Company, Inc., and a supplier of specialty chemical products, has announced Martin Zaret has been named as vice president. Zaret has more than 15 years of chemical industry sales and marketing experience working as a general manager and sales manager for institutional detergent manufacturers. In addition, the company says Zaret has a strong command of institutional food service business protocols, is skilled in sales team training and management, strategic partnership building, key account management, and has vast knowledge of manufacturing. Zaret will work with the sales force, manufacturer’s agent representatives, Starco’s and Diamond’s distributors, and national accounts to grow their chemical business. For further information Zaret can be reached at 1-800-OK-4-SOAP ext. 1573 and/or mzaret@starcochemical.com. Visit www.starcochemical.com..

centrated in the eastern United States and Canada. Graverson has appointed Kristy Leonard, a five-year Merfin Systems employee, as the King location general manager. Graverson said, "Merfin is an excellent fit and will complement National Tissue's core business. Merfin brings its proprietary dispensing systems and other product extensions to our basic offering. Adding a second and expandable operating location is a big step in our strategic roadmap." Buckeye’s Chairman and Chief Executive Officer John Crowe said, "We are pleased that our employees in King are now partnered with a strategic industry player. While not part of our core business profile, we have been pleased with our 15 year ownership of Merfin Systems. We believe this opens up new horizons for this fine company." Kristy Leonard said, "We appreciate the support of Buckeye over the years. Our new relationship with National Tissue creates great opportunities for our business and our people. We are poised to bring value and growth to our combined businesses."

Marina Sawyer

Juliana Mazziero

Americo Personnel Marina Sawyer Promoted To International Sales Manager Americo Manufacturing Co., has announced the promotion of Marina Sawyer to international sales manager. Americo’s products are currently sold in over 70 countries worldwide, and Sawyer will be managing all of Americo’s international

sales efforts. Americo spokepeople say Sawyer has shown strong leadership in developing and promoting international distribution of Americo products, providing a substantial growth in sales and market positioning. “Marina’s knowledge of our markets and clients will help drive our international growth,” stated John Miller, executive vice president of sales and marketing. Americo Appoints Mazziero Marketing Coordinator Americo has appointed Juliana Mazziero as marketing coordinator. She comes to Americo with a strong background in marketing management and an extensive experience in the professional cleaning industry in South America and the United States. Visit www.americomfg.com for more information.

ACS Names Alternative Sales Group As Reps ACS Industries, Inc., Lincoln, RI, has changed its sales representation in part of the central U.S. region. Appointed for Kentucky, Ohio, West Virginia, western Pennsylvania and central/southern Indiana, (jan/san sales), is the Alternative Sales Group, with Guy DiLullo as principal, operating from the main office in Independence, OH.

SCA’s Tork Brand Debuts Online ‘Better Business Center’ SCA, has announced the launch of The Tork Better Business Center. The new website is an online information resource providing tips and insights from industry experts. SCA says its new site (www.betterbusiness.torkusa.com) facilitates the sharing of business tips and peer-to-peer insights to facilitate open, engaging conversations and the sharing of best practices. Visitors can also access Tork’s social media sites, including Facebook, YouTube, SlideShare, Flickr and LinkedIn to gain and share additional content and resources for improving businesses. “The Tork Better Business Center is an industry first, providing valuable industry insights to our customers to help them increase their bottom lines,” said John Drengler, SCA Tissue North America vice president product and marketing. “It supports our continuing effort to provide full consultative services to the businesses and industries we support.” The information provided on the Tork Better Business Center is organized around the industries served by SCA, including foodservice, healthcare, office, education and industrial, but could be helpful to any business. The company says subject matter experts from SCA and the Tork Green Hygiene Council™ (TGHC) cater to each segment, offering solutions for saving time and resources, and retaining patrons. The Tork Better Business Center also provides “how-to’s,” advice and studies about topics such as U.S. consumer preference for green products and services, initiating an employee handwashing program and creating a more sustainable office environment. According to SCA, the company recycles more than 750,000 pounds of paper a year; on average, more than 60 percent of those tons are post-consumer waste. The first American papermaker to earn EcoLogo™ certification, SCA also has earned Green Seal™ certification on many of its products. The company has more than 2,200 employees in the United States and Canada.

Circle No. 45 The Tork brand offers a complete range of products and services within hygiene and cleaning for professional washrooms, healthcare, food service and industry. Through customer understanding and particular expertise in hygiene and sustainability, Tork has become a market leader in many segments and a committed partner to businesses in over 80 countries. Tork is a global brand in the SCA hygiene portfolio. SCA is a global hygiene and paper company that develops and produces personal-care products, tissue, packaging solutions, publication papers and solid-wood products. Sales are conducted in some 100 countries. SCA has many well-known brands, including the global brands TENA and Tork. Sales in 2010 amounted to $15 billion (USD). SCA has about 45,000 employees. For more information about SCA, visit: www.sca.com.

INDUSTRY NEWS

January/February 2012

Americo Honors Sales Excellence At National Sales Meeting Americo Manufacturing Company, Inc., Acworth, GA, held its annual sales meeting recently in the Las Vegas (NV) Hilton. Americo officials say that the company enjoyed a record year in 2011 and honored the achievements of its sales force with special recognition given to various top performing sales reps. Special honors went to Riches Associates as Americo’s 2011 “Rep of the Year.” Also recognized were Hygienic Technologies & Training, Inc., for “Outstanding Sales Performance;” and The Osborne Group received the “Soaring Eagle Award” for securing the most new ac-

Americo’s Rep Group Of The Year - 2011 Riches Associates Pictured from left to right are Alan McCabe, Riches Associates; Leonard Shutzberg, CEO, Americo; Richard Rones, President, Americo; John Riches, Riches Associates; Marc DuCharme, National Sales Manager, Americo; John Miller, Executive Vice President Sales, Americo; and Kris Dihrkop, Regional Sales Manager, Americo.

counts over the past year. “Star Sales Performance” awards went to BTR Sales Associates; Callahan Sales; CLA, Inc.; Hygienic Technologies & Training, Inc.; Leading Edge Associates; LG Best & Company; Mid-America Distributor Sales; Miller Marketing Associates; Phoenix Sales & Marketing; Prime Line, Inc.; Riches Associates; Sanitary Maintenance Consultants, Inc.; and Sales West Group. Visit www.americomfg.com for more information.

Americo’s Outstanding Sales Performance – 2011 Hygienic Technologies & Training, Inc. Pictured from left to right Cal Gladstone, Hygienic Technologies; Leonard Shutzberg, Americo, CEO; Richard Rones, Americo, President; Marc DuCharme, National Sales Manager, Americo; Scott Womack, Hygienic Technologies; and Kris Dihrkop, Regional Sales Manager, Americo.

Starco Using Solar Farm To Partially Power Operations

Americo’s Soaring Eagle Award – 2011 The Osborne Group Pictured from left to right Leonard Shutzberg, Americo, CEO; Richard Rones, Americo, President; Marc DuCharme, National Sales Manager, Americo; Brad Jarrard, Osborne Group; Kris Dihrkop, Regional Sales Manager, Americo; Rob Abraham, Osborne Group; Mike Kuhlman, Osborne Group; John Osborne, Osborne Group; and John Dawson, Osborne Group.

Remco Offers Newly Designed Ceiling Squeegee From Vikan® For the problem of ceiling condensation, Remco says it now offers a newly designed ceiling squeegee from Vikan®. This new product features a one-piece, color-coded head with no screws or end caps, making for a streamlined tool that can effectively cap-

Starco Chemical, of East Rutherford, NJ, a supplier of laundry, warewash, floor care, housekeeping, industrial, specialty chemicals, and car wash products, says it is committed to preserving the environment as evidenced by its Green Key® product line developed in partnership with the U.S. E.P.A’s Design for the Environment initiative. Starco will soon begin the partial powering of its operations via a 6 acre, 2.5 megawatt solar farm. This project is presently being installed adjacent to Starco’s East Rutherford property. Circle No. 46

ture and remove nuisance moisture. The ceiling squeegee is available in 5 colors and is made from FDA-compliant materials to help companies comply with stringent HACCP regulations and guidelines. The ceiling squeegee is compatible with several different draining handle options available from Remco. According to the company, the complete ceiling squeegee system makes the task of removing ceiling condensation less of a chore. Visit www.remcoproducts.com for more information, or call 317-876-9856.

Pro-Link’s Network Grows With 6 New Members Starco will soon begin the partial powering of its operations via a 6 acre, 2.5 megawatt solar farm.

Company spokespeople say the use of solar power will lessen Starco’s energy expense. The solar farm will also reduce emissions, Green House Gases (GHG), and lessen Starco’s environmental/carbon footprint. Visit www.starcochemical.com or call 1-800-OK-4-SOAP for more information.

Six distributors recently joined Pro-Link, Inc., a marketing and buying group based in Canton, MA. The new distributor-members are: Advance Paper Company, Inc., Chattanooga, TN; J.C. Nelson Company, Fairfield, CA; Quality Paper Company, Inc., Leesburg, GA; Retailers Supply, New Albany, IN; Sanico, Christiansburg, VA; and Sinclair Sanitary Supply Co. Inc., Oxnard, CA. “These new Members see the value in Pro-Link’s strategy to grow our distributors business by offering core competencies and sales generating programs” said Brian Slack, Vice President of Sales at Pro-Link. With a combined total of hundreds of years of Jan/San experience, these new members are already enjoying Pro-Link’s networking opportunities with other distributor-members from

around the nation. Pro-Link, Inc., founded in 1984, is a national full-service janitorial supply, marketing, and buying organization. This jansan-focused organization currently has more than 70 members and over 100 distribution points throughout the United States. According to the company, Pro-Link provides its distributormembers and customers with a nationally-recognized brand of high quality products and services that can help deliver consistently cleaner facilities at lower total cost. With a sales force of industry professionals, the organization also provides national field support, troubleshooting, and training for members and end-customers. For information visit www.prolinkhq.com or contact Mike Nelson at mike.nelson@prolinkhq.com, or call (800) 745-4657.

INDUSTRY NEWS

Maintenance Sales News

North American Salt Company’s Safe Step® Pro Series® Provides Ice Melter Options Harsh winter weather demands a modern ice melter that not only works fast, but will not harm the surrounding environment when used as directed. In response, North American Salt Company offers The Safe Step® Pro Series® Ice Melter product line. This series has been specifically designed to meet the needs of the jan/san professional, offering the right combination of price and performance, according to the company. The Safe Step Pro Series range extends from value blends to environmentally friendly mixes to products that are fast-acting at low temperatures. Leading the way is North American Salt Company’s Safe Step Pro Series 960 Choice Formula, which has earned the EPA Design for the Environment (DfE) certification. According to the company, the product is gentle to the environment, yet melts ice in temperatures as low as -10°F. It also contains MG 104® to help prevent refreezing up to 2.5 times longer than conventional ice melters. North American Salt Company’s Bob Harper, who is the company’s business director - deicing, said DfE certification means Safe Step Pro Series 960 Choice Formula has met certain strict criteria that defines this product as being friendly toward the environment. “We have to maintain this certification on a yearly basis. This includes having our manufacturing facilities annually audited to remain in compliance with DfE,” Harper said. Along with North American Salt Com-

pany’s 960 Choice Formula, the Safe Step Pro Series line includes: n Safe Step Pro Series 750 Magnesium Chloride, a deicer that melts to -25°F and is safe for animals, vegetation and concrete when used as directed; n Safe Step Pro Series 650 Calcium Chloride, with high purity calcium chloride, melting to -25°F; n Safe Step Pro Series 550 Select Blend® and 570 Select Blend Blue®, blended to combine performance with value. Each melts to 0°F and is safe to handle; and, n Safe Step Pro Series 370 Econo Blend Blue®, an economical blend that melts to 7°F. “We offer a variety of products as there are different needs within the jan/san industry. End-users are responsible for maintaining corporate buildings, schools, public facilities, etc.,” Harper said. “They also deal with different materials in these buildings. Not only are they responsible for getting snow and ice safely removed outside, but they have to guard against people tracking residue inside a facility on different types of flooring. “Some ice melt products can be harmful to certain floors. However, when used as directed, products that contain such ingredients as magnesium chloride are very safe for flooring.” Harper noted that both Safe Step Pro Series 960 Choice Formula and Safe Step Pro

Series 750 contain magnesium chloride. “It’s an ingredient that we produce through all-natural means from solar and wind evaporation at the Great Salt Lake (in Utah). Because we use nature — sun and wind — the production process involves a very low carbon footprint,” Harper said. Ice melter products that are friendlier toward the environment are growing in demand among many end-user segments. However, not all ice melters are equal in this area. “There is a lot of confusion right now in our industry as to what ‘green’ means. We (at North American Salt Company) believe ‘green’ should mean products that are easier on, and more friendly, toward the environment. This includes less energy used during the production process,” Harper said. “There must also be fewer detrimental effects to people, vegetation and animals. “We work in an unregulated industry. There are a lot of claims from companies that can’t be substantiated. We (at North American Salt Company) can substantiate all our claims.” Harper estimated that around 80 percent of those involved with the jan/san industry have experienced demand from their customers for green products. “There is now a swell of support,” he said. North American Salt Company’s Rob Peterson, who is senior product manager - deicing, added that the company is very proud

DPA Continued From Page 19

NISSCO Announces Partnership With AXIS Group Marketing Organization NISSCO (National Independent Sanitary Supply Companies) announces a newly formed partnership with AXIS Group Marketing Organization, a provider of jan/san marketing services. "As the premier buying group for independent distributors, we are thrilled to announce our partnership with AXIS GMO," states Mark Bozich, president of NISSCO."AXIS GMO brings the marketing expertise, tools and implementation strategies used by Fortune 500 companies directly, and affordably, to our members. This is truly a game-changing program for our distributors.” AXIS GMO provides a full range of marketing services, including electronic, digital, and traditional marketing activities. "The market has changed and today’s enduser is a proactive customer, searching with laptops, tablets and smart phones. AXIS GMO excels at placing companies where their next customer is looking, creating an image that reflects the company's professionalism, and giving customers reasons to purchase from them," states Ginny Petru, director of market-

ing for NISSCO and an AXIS partner."AXIS GMO handles everything from content marketing to social media maintenance; from

Alpha Aromatics To Take Orders For Meelium video marketing to press releases." In addition to Petru, the AXIS GMO core partners include Cara and Jason Filler. Together, they have over 35 years of combined experience in the jan/san industry and as many years in their respective areas of marketing expertise. Visit www.nissco.com and www.axisgmo.com for more information. NISSCO is a purchasing and marketing group in the jan/san industry, dedicated to the independent distributor.

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of all its products, including those that are magnesium-based. “North American Salt Company is the largest producer of magnesium chloride in the United States. It’s nice to be able to say, ‘Made in the USA’ on our packaging,” Peterson said. “It also gives our company an advantage in terms of sourcing magnesium chloride-based products. There are several reasons why we believe these products, whether they are 100 percent magnesium chloride hexahydrate or blended, are superior. These include better safety for people, vegetation, animals and surfaces, as well as less environmental impact during production.” The value of being a trusted ice melt supplier is also important. Harper said any supplier can look good during a mild to normal winter. It’s a totally different matter, however, during a winter that features multiple weather events. Continuity in supply during these harsh winter conditions is critical. “North American Salt Company is vertically integrated throughout its entire supply chain — from mining to production to distribution. We can be counted on in a pinch. This reliability has served as a cornerstone to our business success for many years,” Harper said. “North American Salt Company is part of Compass Minerals, which is publicly traded, providing full visibility to who we are and what we do.” Visit www.nasalt.com for more information.

Effective immediately, Alpha Aromatics’ customer service department will take and fill orders for Meelium. Alpha Aromatics LP, located in Fox Chapel, PA, is a fragrance manufacturer and supplier for scented products. Alpha Aromatics says it brings an elevated level of focus, technical expertise, customer service and stewardship to the Meelium brand. Alpha Aromatics’ customer service can be reached at 1-800-295-5261. The company says there will be a short transition period during which Envincio will work with Alpha Aromatics to ensure orders placed with Alpha Aromatics are filled. Visit www.alphaaromatics.com.

number of vendors 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, DPA is able to work closely with preferred 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 emails, member mailings and coordinated promotional opportunities at no cost to the manufacturer. A Group Label Program (regional and national) is available for interested suppliers. 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

January/February 2012

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MAINTENANCE SALES NEWS ADVERTISERS’ INDEX ACS Scrubble......................................................5 Advanced Vapor Technologies ........................12 Away Chemical Corp. ......................................40 Berk Wiper Converting & Packaging............38 Bullen Companies, The......................................8 Clean Control Corporation...............................2 Daley International ..........................................46 DDI System .......................................................27 Delamo Manufacturing, Inc............................36 Diamond Wipes ................................................59 Distributor Partners of America.....................19 Expanded Technologies....................................11 Fullriver Battery Mfg. Co. Ltd .......................29 Gift Sales Company..........................................44 Golden Star .......................................................12 H & S Manufacturing......................................42 Ha-Ste Manufacturing, Inc. ............................41 Haviland Corporation......................................14 Intercon Chemical............................................60

Janibell...............................................................37 Matguys .............................................................34 Midlab Incorporated........................................18 National Tissue Company ...............................32 Newaire..............................................................33 NISSCO .............................................................25 NJSSA Supply Line 2012.................................45 Polti Distribution, Inc. .....................................39 Pro-Link ............................................................21 Quinn Broom Works, Inc. ...............................43 RD Industries....................................................31 SCA Tissue ..........................................................7 Spartan Chemical.................................13, 15, 17 Stefco Industries .................................................3 STEP1 Business Products................................28 United Group, The ...........................................23 von Drehle Corporation.....................................9 Warsaw Chemical Company, Inc. ..................32 Zephyr Mfg. Co., Inc........................................10

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