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MAINTENANCE
SALES NEWS Exclusively Serving Professional Distributors
March/April 2011
Vol. 28, No. 2
Read/Download MSN At: www.maintenancesalesnews.com
MSN FEATURE STORIES 73-Year-Old Distributorship
Southwest Paper Company: Serving Kansas & Oklahoma........................................6 Haviland Corporation Celebrating 65th Anniversary ...........................16 MSN Focus On Paper & Wipes
Paper Products Continue Strong Demand, Say Paper Executives........................................................................18
March/April 2011
RANKIN PUBLISHING CO. www.rankinpublishing.com Co-Publishers Don Rankin Linda Rankin
Editor Harrell Kerkhoff
Associate Editor Rick Mullen Advertising Don Rankin Linda Rankin
Graphics David Opdyke Reception Sandy Pierce
_______________ ADVERTISING Arcola, IL Don Rankin Linda Rankin Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130 Arcola, Illinois 61910-0130 (217) 268-4959
MSN Focus On Paper & Wipes:
Fax: (217) 268-4815
_______________
• SCA Tissue 25 • Cascades Tissue Group 26 • von Drehle Corp 28 • Kruger Products 30 • Merfin Systems 32 • Diamond Wipes 34 • Royal Paper 36 • Stefco Industries 38
EDITORIAL AND CORPORATE OFFICES
Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130 Arcola, Illinois 61910-0130
CanClean 2011 In Mississauga, ON – April 19 & 20, 2011................44
(217) 268-4959 Fax: (217) 268-4815 www.rankinpublishing.com
Industry News/Products 42 | Advertisers Index 04 | Classified Advertising 46
e-mail: drankin@consolidated.net
On The Cover: Southwest Paper Company has been an important fixture in Wichita, KS, since its founding in 1938. Pictured are Eric D. Tangeman, president; and Sandy Aubrey-Tangeman, marketing director. See story on page 6.
Maintenance Sales News (ISSN 1040371X) is published bimonthly by Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130. Publisher assumes no liability whatsoever for content of any advertisement or editorial material contained herein. Copyright 2011, Rankin Publishing, Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form without written consent of Rankin Publishing, Inc. Periodical postage paid at Arcola, IL, and additional mailing offices. POSTMASTER: Send address changes to Maintenance Sales News Circulation, 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130
Circle Number Replies Are Now Online @ www.maintenancesalesnews.com/circles.htm Industry Calendar of Events
MSN Advertisers Index
April 19-20, 2011 — Can Clean 2011, International Centre, Mississauga, ON. For information: 905-665-8001.
ACS Scrubble................................................5
Haviland Corporation................................17
Away Chemical Corp. ................................43
Janibell .........................................................11
May 10-12, 2011 — National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. For information: 203-840-5622.
Berk Wiper Converting & Packaging......39
Kruger Products .........................................31
Bro-Tex, Inc. ................................................42
Lindhaus USA .............................................41
May 21-24, 2011 — National Restaurant Association Restaurant, Hotel-Motel Show, McCormick Place, Chicago, IL. For information: 312-853-2525.
Bullen Companies, The ................................8
Merfin Systems ...........................................33
Cascades Tissue Group ..............................27
National Tissue Company..........................24
October 18-21, 2011 — ISSA/INTERCLEAN® - North America, Las Vegas Convention Center, Las Vegas, NV. For information: 847-982-0800.
Clean Control Corporation .........................2
Polti Distribution, Inc.................................15
Diamond Wipes...........................................35
RD Industries ..............................................12
March 11-13, 2012 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200.
ëkcos innovations ..........................................9
Royal Paper Converting, Inc.....................37
Enviro-Solutions .........................................10
SCA Tissue.....................................................7
May 2-3, 2012 — New Jersey Sanitary Supply Association’s Supply Line, Taj Mahal, Atlantic City, NJ. For information: 973-283-1400.
Evolution Sorbent Products ......................48
Stefco Industries............................................3
Fullriver Battery Mfg. Co. Ltd .................47
von Drehle Corporation.............................29
May 8-11, 2012 — ISSA/INTERCLEAN ® - Amsterdam (NL) 2012, Amsterdam RAI Exhibition & Congress Centre. For information: 847-982-0800.
Gift Sales Company....................................42
Zephyr Mfg. Co., Inc..................................14
Ha-Ste Manufacturing, Inc........................13
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73-Year-Old Distributorship
SOUTHWEST PAPER COMPANY: SERVING KANSAS & OKLAHOMA
Southwest Paper’s showroom.
Southwest Paper’s Wichita facility is an 80,000 sq-ft distribution center featuring overhead and in-rack sprinkler systems and 10 dock doors.
Left to right, Southwest Paper’s management team includes: Curt Clanton, CFO; Dan Guzman, sales manager; Jeff Davis, division manager, Kamen Wiping Materials Company; Darin Miller, director of purchasing; Terry Cole, operations manager; Carl Stanley, customer service manager; Eric Tangeman, president; Sam Edmundson, purchasing manager; Sandy Aubrey-Tangeman, director of marketing; and Tom Kerschen, IT manager.
“Fundamentally, we still do business the same way we did 73 years ago by taking care of customers and meeting or exceeding their expectations. However, the processes and customer expectations have changed dramatically. It is how we have managed and invested in the changes that has transformed the company into what it is today.” — Eric D. Tangeman, president/owner
By Rick Mullen Maintenance Sales News Associate Editor
S
izing the old downtown warehouse district, turning it into an entertainment center, and we decided to move under a strong threat of imminent domain. “It turned out to be a great move for us, although we were quite nervous about moving our location and taking on a large debt. The greatest benefit of our current facility is it allows us to move product in and out with minimal handling costs. We have ample space that now allows us to store large amounts of product for some of our key customers. We also have the ability to add another 40,000 square feet to the back of the building.” Southwest Paper was founded 73 years ago as a fine paper distributor. Since then, the company has evolved and changed with the times. “Fundamentally, we still do business the same way we did 73 years ago by taking care of customers and meeting or exceeding their expectations. However, the processes and customer expectations have changed dramatically,” Tangeman said. “It is how we have managed and invested in the changes that has transformed the company into what it is today. “In addition to fine paper in the early years, the company also sold school supplies, such as pencils and Big Chief Tablets. By the time I started as a kid in the warehouse in the mid-’70s, we had a row in the warehouse the company still referred to as the ‘school aisle,’ although it did not contain any schools supplies, as we had not sold them in years. “Also, in the 1970s, foodservice was growing rapidly. We began selling disposables to many restaurants and
Southwest Paper’s company headquarters are in Wichita, KS.
outhwest Paper Company services all of Kansas and Oklahoma with two distribution centers, one in Wichita, KS, and one in Oklahoma City, OK. The paper and sanitary maintenance supply company stocks more than 5,000 products, equipment, packaging products, foodservice disposables, cloth rags and printing and imaging paper. The third generation familyowned company employs 73 people, in addition to 18 sales representatives. “We also operate Kamen Wiping Products, which has 20 employees,” said Southwest Paper President and owner Eric D. Tangeman, during a recent interview with Maintenance Sales News at the company’s headquarters in Wichita. “Kamen Wiping Products operates in a separate facility here in Wichita, where various grades of rags are cut, washed and packaged for customers throughout North America, Canada and Mexico.” Southwest Paper’s current Wichita facility, where it moved from a downtown location in the early ’90s, is an 80,000 square-foot tilt up concrete distribution center featuring overhead and in-rack sprinkler systems and 10 dock doors. “By 1992, Southwest Paper outgrew the old brick, multi-story warehouses (about five) acquired over the previous 40 years, which were located in downtown Wichita,” Tangeman said. “Our efficiency in moving and storing product there was horrible. The city was revital-
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8 small regional chains. However, with the growth of the foodservice industry came the formation of national food distributors and large regional independents. As these companies decided to add disposables to their food offering, the business quickly changed. We could no longer service many of these types of customers at a margin and drop size that would be profitable. We still sell many foodservice disposables, but not directly into restaurant channels as we did in the past.” A major shift in the company’s product offerings
March/April 2011 came as a result of technology associated with the computer age. “The biggest change has been is in the area of fine printing paper. The entire industry has experienced a paradigm shift due to personal computers and the Internet,” Tangeman said. “Company letterhead paper and envelopes have become rare. When was the last time you typed a letter, put it in a matching envelope and mailed it? Also, many catalogs, technical manuals and books are now available on the Internet in digital form.
“This technology has really changed our business as a printing paper distributor to where this segment is not a large factor in our business today. “Our customer base has also changed dramatically. Our primary customers were commercial printers and inplant print shops. Now, our customers represent a much more diversified group, including building service contractors (BSCs), hospitals, nursing homes, manufacturing, K-12 schools, universities, food processors and hospitality.” A Colorful History
E
ric D. Tangeman’s grandfather, Eric G. Tangeman, founded Southwest Paper in 1938, with three other partners. In the beginning, the company was a printing paper distributor serving commercial and in-plant printing operations. Prior to founding Southwest Paper, Eric G. Tangeman had worked for another paper company in Kansas City — Graham Paper — setting up several locations for that company, including one in Wichita. Eric G. Tangeman died in 1950 and his portion of the ownership of the company was passed to his son, John, who was 14-years-old at the time. The three partners, Cash Miller, Monty McCormick and Harold Yarnell, continued to run the business. McCormick was elected president and held the position until 1956. Miller was then elected president, a position he held until 1976. “In 1957 my father, John, began his career as a sales person with Southwest Paper, after completing his Bachelor of Science degree in business administration at Kansas State University,” Eric D. Tangeman said. In 1976, John Tangeman purchased virtually all of the outstanding company stock and succeeded Miller as president. “After about five years working in sales, my father decided one day to make a call on a small restaurant in Wichita. By that time, Southwest Paper had added some types of foodservice products to its lineup,” Eric D. Tangeman said. “The restaurant was owned by the Carney brothers, who lived in Wichita, and was called Pizza Hut. My father often delivered products to them in his Volkswagen Beetle.” As Pizza Hut began to expand and grow, Southwest Paper grew along with it. By the mid-1960s, Pizza Hut had grown to 26 locations. It was then that the Carney brothers approached John Tangeman about purchasing a franchise. “After much thought my father decided not to buy a franchise and stick to the paper business since it had always been steady,” Eric D. Tangeman
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Maintenance Sales News
9
said. “My father wondered, ‘How many people would go to a restaurant that only serves pizza and was not open for breakfast?’ “Pizza Hut continued to grow and Southwest Paper grew with it, supplying cups, lids, straws, napkins, sacks and other items throughout two-thirds of the United States.” Southwest Paper also supplied Pizza Hut with the boxes used for carryout pizzas. In those days, it was more common for pizza restaurants to put carryout pizzas on a cardboard circle and then place the pizza in a paper bag and staple it shut. “Pizza Hut’s packaging engineers came up with an idea to make a box for carryout pizzas. However, they could not find a big enough supply of what is called e-flute corrugated, which is a small enough flute to be able to store and ship boxes economically,” Eric D. Tangeman said. “They approached Southwest Paper with their idea and a need for a solution. We were able to partner with Menasha Corporation to help develop the first e-flute corrugated pizza box. Southwest Paper began selling the box to Pizza Hut and, during the more than 10 years we served the restaurants, we shipped millions of boxes throughout the United States. Menasha Corporation was the manufacturer and we handled all the logistics and billing.” In 1987, Southwest Paper acquired the Wichita division of Jim Walter Paper, formally Graham Paper, which was, ironically enough, the location that Eric G. Tangeman had started nearly 45 years before.
for many decades to come,” Tangeman said. Meanwhile, in 1996, Southwest Paper purchased Miller-Norris Company, Inc., in Oklahoma City. The acquisition provided a wide range of additional sanitary maintenance items for Southwest Paper. In addition, the purchase created a strong distribution channel for paper and allied products in both Kansas and Oklahoma. “The Miller-Norris name was changed to Southwest
Paper in 1999 to provide customers one unified company in both Kansas and Oklahoma,” Tangeman said. “The joining of these two companies is consistent with Southwest Paper’s plans to grow geographically into surrounding states. “In January 2003, Southwest Paper purchased Institutional Maintenance Supplies (IMS) in Wichita. The addition of IMS further expanded our offerings and
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n 1975, at age 15, Eric D. Tangeman began working at Southwest Paper, sweeping the warehouse and unloading freight from boxcars and trucks. Tangeman went on to earn a Bachelor of Science degree in business administration at the University of Kansas, graduating in 1983. Entering what was a depressed job market at the time, Tangeman needed a job and sought employment at his father’s business. “I really did not plan on coming into the business right out of college, but I needed a job,” Tangeman said. “So I humbly asked my father if he had a job for me at Southwest Paper. I was hired at $7.50 an hour and began working in customer service.” Tangeman worked his way up through sales and, in 1995, began to oversee all of the company’s operations. When his father died in 2000, Tangeman took ownership of the company. “My father had the great joy of knowing that as a result of his planning, Southwest Paper would continue
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customer base in the sanitary maintenance supply channel. In February 2009, we acquired Kamen Wiping Products. This has been a nice addition for us and it has expanded our product offerings even further. It has also opened my eyes to the manufacturing and converting side, which is very interesting after being in distribution for years. “Much of our growth has come about because we are committed to providing products and services that exceed our customers’ expectations. We are always looking at ways to invest in the future through our employees, customers and suppliers.”
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Southwest Paper’s knowledgeable, dedicated and veteran employees have been a critical cog in the company’s growth, and in its ability to smoothly integrate its acquisitions into the company’s operations and culture.
“Much of our growth has come about because we are committed to providing products and services that exceed our customers’ expectations. We are always looking at ways to invest in the future through our employees, customers and suppliers.” “The most important asset of any distributorship is its employees, and we are no different,” Tangeman said. “Everyone on our management staff has been at Southwest Paper for at least 20 years or more. Most have worked other jobs in the company over the years, allowing them to have a good understanding of the entire operation. “Their knowledge has been invaluable in allowing us the ability to acquire companies and transition them smoothly into our operations. Without them being able to do that, it would be very difficult to grow through acquisition.” While Southwest Paper’s sales force is a mix of seasoned veterans and young professionals, Tangeman reported recruiting young people to replace retiring staffers is a difficult challenge. “We find many people who want a job, but few who understand the difference between sales and order taking,” Tangeman said. “We have begun to employ personality testing. When we find a candidate for employment, we profile the strengths and weaknesses of that person. We then look to see how that person’s profile matches up to a proven successful profile for the job. If the candidate matches the proven profile, we think we are improving our odds of getting the right person in the right job. “Profiling is helping to prevent us from asking a person to do a job they probably would not like or be very successful at doing. It also helps us to better coach the person we hire as we are able to determine what we may need to work with the person on to improve his or her performance. “Without good people, you really don’t have much but some hard assets that can only be sold once for revenue. Our industry has not appealed to the younger generation in recent years. We are not getting the necessary quality young people to replenish the work force.” Tangeman said, despite the hardships brought on by the recession, the down economy might have a positive impact on attracting new talent to the industry. “With the current lack of career paths for young people, I think our industry might start to look a little more like a swan than the ugly duckling of the past,” he said.
“We find many people who want a job, but few who understand the difference between sales and order taking. We have begun to employ personality testing. When we find a candidate for employment, we profile the strengths and weaknesses of that person.” Total Cost Containment Strategies
W
ichita’s population, as of the 2010 census, was 382,368, making it the largest city in Kansas. As of 2009, the Wichita metro area had a population of 612,683. In the late 1800s, Wichita, located on the legendary Chisholm Trail, was a prime destination for cattle drives heading north to railheads to access eastern markets. In the late 1920s and early 1930s, a thriving aircraft industry began to develop as the Stearman, Cessna, Mooney and Beechcraft corporations were all founded in the city. As a result, Wichita would become known as the “Air Capital of the World.” Today, Cessna, Hawker Beechcraft, Learjet, Spirit AeroSystems, Airbus and Boeing all maintain a presence in Wichita. The aviation industry, like many other industries in the nation, has struggled as a result of the recent recession, impacting the local economy. “Business has had some challenges over the last few years,” Tangeman said. “Our regional economy is primarily driven by the general aviation industry. With the recession we have experienced over the past couple of years, general aviation has suffered greatly. When the economy is down, businesses and people don’t
Maintenance Sales News buy new airplanes. “However, general aviation has bottomed out and is starting to show some signs of improvement, because you can’t fly old planes forever.” Despite the area’s down economy, Tangeman reported that Southwest Paper has taken some successful steps to remain competitive and initiate growth during these tough times. “With our experienced staff, investments in our Oklahoma City division and the addition of Kamen Wiping Materials, we are well positioned to bring continued value to the channels we serve for years to come,” he said. “My father always told me, ‘If you are in business long enough, you will experience some rainy days. Save your money during the good days because it will give you the opportunity to take advantage of the bad days.’ This is what we are trying to do right now.” It is a fact of life in the modern distributorship industry that most companies offer high quality products from major brand name manufacturers. Therefore, distributors must look for other avenues to differentiate themselves from the competition. “Today it is more difficult to differentiate products than in the past,” Tangeman said. “There are many good products available, and most are available from multiple distributors. As a result, customer service and training are prime areas of emphasis at Southwest Paper.” Tangeman outlined eight primary sales and customer service concepts the company employs to meet its goal of servicing the needs of customers. The concepts are: Focus on total cost containment strategies; Staffing & benchmarking data; Operational gap analysis; Applying industry standards to meet quality management goals; Strategies to implement green building standards; Technical training curriculum; Expertise in hygiene and cleaning standards; and Responsive customer service.
11 Tangeman said total cost containment strategies are especially resonating with customers given the tough economic times. “There are a number of ways to focus on cost, such as improving procedures, standardizing product, using controlled usage with towels and toilet paper, dilution centers to control the use of chemicals, etc.,” Tangeman said. “These are the kind of things that we are emphasizing to help customers reduce their overall operational costs, and that gives Southwest Paper value to them.”
“My father always told me, ‘If you are in business long enough, you will experience some rainy days. Save your money during the good days because it will give you the opportunity to take advantage of the bad days.’ This is what we are trying to do right now.” In the category of staffing and benchmarking data, Southwest Paper aids in gathering raw data to be used in conjunction with “workloading” software. This helps customers determine their real costs and to justify their people and procedures, Tangeman explained. The next step is an operational gap analysis. “We will perform an operational gap analysis for customers to determine how Southwest Paper can help them improve their equipment, procedures, etc.,” Tangeman said. “We will then measure the company’s operation against industry standards to meet quality management goals to determine areas where there is room for improvement.” After consulting with a customer on how involved he or she wants to become in the “green” field, Southwest Paper will offer strategies to implement green building standards.
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March/April 2011
equipment including floor scrubTo further aid customers, Southwest bers, carpet extractors, propane and Paper has technical training material electronic burnishers, floor buffers, available, either in hard copy form or carpet vacuums and sweepers. The by email. Southwest Paper has sales company is a factory service cenprofessionals who are experts in hyter for several well-known equipgiene and cleaning standards. The ment manufacturers. company is also proud of its responSouthwest Paper’s delivery opsive customer service to offer quality, eration is another crucial customer personalized service for customers. service in today’s economy, as it “Once we get a customer’s commithas become commonplace for cusment, then we must work even harder. tomers to keep very low or virtuOur sales people are the primary line ally no inventory. of service. They try to work with the “We have a company-owned customer to achieve the most efficient fleet of trucks consisting of six procedures and products to complete tractor trailers and eight bobtails the customer’s desired goals,” Tangecovering most of Kansas and Oklaman said. “We look for ways to mechhoma,” Tangeman said. “We pick anize processes, control usage and orders at night on the second shift standardize products, and to show and load the trucks for delivery the value through cost-in-use-reductions. By 1992, Southwest Paper had outgrown its old warehouses, which had been acquired over 40 years. next day. This is almost required if you are reThe warehouse district was turning into an entertainment center and the company decided to move. “We provide next day delivery ally going to help your customers for all of our customers in Wichita and Oklahoma City. today and continue to be a valuable supplier to them in software to better help sales people organizationally. “We are testing some different software to determine We also publish regularly scheduled delivery routes for the future. our customers outside the Wichita and Oklahoma City “Our customer service department has a direct phone what would work best for our needs,” Tangeman said. Another area of customer service where Southwest metro areas. line to answer customer questions or expedite emergency “If a customer calls in an emergency order before 3 requests. There is no automated receptionist answering Paper has differentiated itself over the competition durthe phone. If questions become too technical, then we ing the past two decades is its extensive equipment serv- p.m., we will ship the order the same day. Locally, cushave our category purchasing managers who can answer ice operation. “We started our first most any question about our products, or, if not, they know where to find the necessary information for the cus- service center in Wichita 20 years ago. We noticed that tomer.” Southwest Paper also makes use of technology to re- repair service on cleaning main connected to customers, including online ordering, equipment was not offered field questions by way of email and email blasts to pro- by many distributors at that time,” Tangeman said. “We mote products. “We have worked closely with our customers to help cleared out some old offices them examine and eliminate unnecessary costs in their in the warehouse and took one of our mechanically in- tomers can visit our showroom. Also, on the local level, many times a sales person is available to take an order to organizations,” Tangeman said. “We have achieved this clined truck drivers and started up. “We now have a staff of highly trained factory service a customer, when an emergency arises.” by focusing on equipment mechanization, procedural technicians, service coordinators and a large parts invenSouthwest Paper has 120,000 square-feet of warehouse changes and usage control.” In addition to helping customers become more effi- tory in both our Wichita and Oklahoma locations. We space. The company uses warehouse management softcient, Southwest Paper is continually working to improve provide mobile service throughout Kansas and Oklahoma ware to accurately track inventory. “We track how many cases of a particular item we have its operation as well. The company is currently looking to to further eliminate down time for customers.” Southwest Paper services all makes and models of in each bin location, as well as the total amount. This alimplement Customer Relationship Management (CRM)
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Maintenance Sales News lows us to know exactly how much inventory we have and exactly where each case is located,” Tangeman explained. “We also cycle count weekly to prevent a total inventory shutdown. But more importantly, with our constant cycle counting, it reduces the number of stock outs due to bad inventory numbers or wrong locations. We think this is really a key in providing consistent service. If you don’t know how much you have, you can’t service your customer.”
13 essentially a statistical process. It tracks improved cleaning processes to reduce microscopic organic material, resulting in a reduction of hospital-acquired infections.” Southwest Paper offers seminars at its facility each quarter on
Training Programs Afford Southwest Paper A Competitive Edge
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n addition to offering the best in customer service, Southwest Paper differentiates itself from the competition with its in-depth and comprehensive training programs. “We have many training and service programs available for our customers,” Tangeman said. “We work hard on these programs to have the quantity and quality of pertinent information, proven training procedures and current subject matter to help set our services apart from competitors.” Southwest Paper has training programs and procedures designed specifically for the market segments it serves. “For our sanitary maintenance customers, we have work loading programs to help them control and justify costs. We offer regular training seminars covering hard floor, carpet, restroom cleaning, proper disinfection, green cleaning levels and processes and equipment maintenance,” Tangeman said. “We also have on-site training programs for proper product use and procedure standardization.” Southwest Paper also conducts in-service training for laundry and warewash personnel, as well as preventive maintenance programs for the equipment it sells. The company’s newest program, called “Healthy Hygiene,” is designed to help health care facilities reduce incidents of hospital acquired infections. This is done by monitoring high touch points. “We work with health care facilities to change their cleaning processes while we continue to measure high touch surfaces to show a statistical improvement on the bacteria being harbored in those areas,” Tangeman said. “We track all the testing and we track incidents of hospital-acquired infection to try and determine a cause and effect relationship. “Hospital-acquired infections are extremely expensive for hospitals to deal with. The Healthy Hygiene program is
Top: Joe Davis, service manager working on floor equipment. Middle: Tim Todd, lead paper cutter, cutting special ordered paper. Bottom: Dave Craddock, lead receiver, receiving product.
a variety of current sanitary maintenance topics. For example, Southwest Paper scheduled a seminar for midApril called “Resourceful Cleaning,” covering cleaning more with less, paper products, dilution systems, equipment and preventing health care-acquired infections. “We conduct seminars in our training room,” Tangeman said. “When we built the Wichita facility, we included a showroom and training room to allow us to conduct training seminars on site. We feel it is a lot bet-
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ter to host seminars on site verses renting a facility, because we can show attendees our building and products.” ‘GO’ Stands For ‘Green Opportunities’
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outhwest Paper officials believe that “going green” is beneficial to customers in several aspects, including providing a healthier and cleaner environment, improving efficiency, lowering costs, gaining a competitive advantage by differentiating themselves as a green company, setting a positive example for employees and boosting morale and company loyalty. To help customers establish a green presence, Southwest Paper is able to provide literature and education on LEED (Leadership in Energy and Environmental Design) certification and other standards, and make information readily available on the company’s green certified products. Southwest Paper’s green certified products can be found in its Green Opportunities Resource Guide. “Our company started working on a program we call ‘GO,’ standing for ‘Green Opportunities,’ several years ago,” Tangeman said. “Southwest Paper offers our customers green cleaning programs to promote health, safety and social consciousness, depending on how green a company wants to be. “‘GO’ encompasses all aspects of the cleaning process, improving indoor air quality, recycling and minimizing the use of raw materials and toxic products that require disposal. We seek to have a positive impact on the health of the building occupants and cleaning personnel, while striving to minimize any effects on the environment.
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March/April 2011
“Green cleaning concepts started a little slow in our area, but are continuing to gain market share. When we identify and provide green cost neutral solutions, they are well received by our customers. “A trend such as green typically starts on the East and West Coasts and slowly moves inland. When it finally reaches the Heartland, it is no longer a trend. Green has made it this far, and it is here to stay.” Despite Challenges Future Is Bright
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hen looking at current economic and political issues, Tangeman sees several challenges facing the distributorship and other industries in the near future. As the country struggles to overcome the recent recession, the prevailing political mood in many states is to drastically cut government spending. These potential cuts could have a dramatic impact on some of Southwest Paper’s customer base, especially schools and universities. “The potential for drastic budget cuts for K-12 schools seems to be the most immediate concern, with state universities following,” Tangeman said. “As states deal with massive budget deficits, they are forced to reduce spending for schools. We are working with schools to achieve their new budget requirements, but the full effect of the spending cuts has yet to be felt.” Another change is the trend for businesses and facilities to outsource their maintenance programs. Southwest Paper president and owner, Eric D. Tangeman and his wife, Sandy Aubrey-Tangeman, director of marketing.
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“We are seeing building service contractors growing as customers continue to outsource more non-critical functions and BSCs continue to bundle more services together,” Tangeman said. “This can be a great opportunity if distributors are servicing BSCs properly. “If you are trying to sell to individual janitors at each location, it can be very difficult because some are very sophisticated on how they do their jobs and some are not. BSCs have been a concern; however, we have grown rather nicely with some of them, and I think this growth is going to continue in the future. “We are also finding more negotiated national agreements. Virtually all health care concerns now seem to be affiliated with a group purchasing organization. Multi-unit manufacturing companies are also leveraging their business with national price agreements and purchasing through integrated suppliers. The concern moving forward is that everything seems to be under contract through some kind of integrated supply or purchasing organization. “Last but not least, you must position your business to be able to continually reinvest in itself with technology, people, buildings, trucks, etc. — there are many choices. If a distributor can manage to make the right investments at the right time, it can help assure the operational tools will be in place to continue to show value to customers.” In thinking of Southwest Paper’s 73 years of success, Tangeman said the single most important key to the company’s successful run has been its talented employees. “Throughout our entire history, we have been fortunate to have had many good business people make Southwest Paper their life’s work,” he said. “Of course, I credit my grandfather for his desire and fortitude to start the business. I also credit my father. He was my mentor and had the vision to continue to grow the company, while doing the proper succession planning to ensure Southwest Paper would continue as a quality company for years to come. “Our industry has a lot of potential moving forward as the economy improves. We are very excited about the future, but we are also very concerned that the private sector maintains its ability to grow.”
“We are seeing building service contractors growing as customers continue to outsource more non-critical functions and BSCs continue to bundle more services together. This can be a great opportunity if distributors are servicing BSCs properly."
Contact: Southwest Paper, 3930 N. Bridgeport Circle, Wichita, KS 67219-3322. Phone: 316-838-7755; Fax: 3160838-6119. Email: saubrey@swpaper.com. Website: www.swpaper.com.
Maintenance Sales News
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From Enviro-Solutions
Selling Green Cleaning To Hotels? Then Focus On Independent Luxury Properties Every two years, the American Hotel & Lodging Association publishes a survey of its members to identify trends imBy Mike Sawchuk, pacting the hotel and V.P./G.M. hospitality industry. Enviro-Solutions The most recent survey was conducted in 2010 and published toward the end of that year. Nearly 9,000 people were contacted representing the full spectrum of the hotel industry from hotels with inexpensive guest rooms often found on major interstate highways to the priciest properties located in major U.S. cities. The association claimed a “very respectable” 18 percent response rate. Unlike previous surveys that just touched on Green-related topics, the 2010 study included a number of questions regarding environmental issues. And some of what was revealed may prove helpful for those jan/san distributors calling on this industry. For instance, the survey found that luxury hotels (which were categorized as “very high end” and were often independent, non-chain properties) and upscale properties (high-quality hotels, many also independents, but not on the same scale as the luxury properties) were the most likely to feature Green amenities. This would include operating their facilities in a Greener, more sustainable manner as well as selecting Green janitorial products such as environmentally preferable cleaning chemicals, paper products, and equipment. Some of the other Green-related findings included these: • Recycling programs — Forty percent more hotels said they have a recycling program in place now compared to the most recent survey taken in 2008; recycling programs are most likely to be found in luxury hotels (87 percent) and upscale hotels (85 percent); • Water-saving programs — Nearly 70 percent of the hotels responding said they have a water-saving program in place, which is up from 46 percent in 2008. Once again, more than 80 percent of the luxury and upscale hotels reported having such programs; • Nonsmoking rooms — In 2008, only 38 percent of the hotels surveyed said they had designated nonsmoking rooms. In this survey, nearly 60 percent said they offer such rooms, with 70 percent of higher-end hotels offering nonsmoking rooms; • Green certification — Just a third of the lower-end “interstate” hotels reported they are working toward Green certification. However, this figure jumped to 71 percent for upscale and luxury hotel properties.*
But Why? Although the survey did not discuss why higher-quality hotels are more focused on Green issues, other surveys and reports seem to indicate there are a variety of reasons, among them: • Better-educated travelers including business travelers tend to “live Green,” are more
conscious and concerned about Green and sustainability issues, and appear ready to pay any additional costs for them; • Green awareness in general is on the increase. A J.D. Power and Associates study released in 2009 found that 69 percent of hotel guests were aware of and appreciated the Green efforts of the hotels where they stayed;
• Many city mayors, such as those in Chicago and Los Angeles, are determined to make theirs among the Greenest cities in the country and showplace Green, high-end hotels as examples of their progress; and, • Major global accounts such as Microsoft, AT&T, and Hewlett-Packard insist Continued on Page 46
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Members of the Haviland team include, left to right, Tom Peters - Production, Floor Squeegees; Dale Mebruer - Foreman, Window Squeegee Dept.; Kevin Grellner - Production, Floor Squeegees; Randy Wolfe - Senior Manager of Operations, Replacement Parts Division; Cody Dudenhoeffer - Production, Replacement Parts; Kevin Peters - Production, Replacement Parts; Ali Andrews - Director of Strategic Planning; Travis Luebbert - Production, Floor Squeegees, Safety Officer; Bonnie Brandt - Director of Customer Service, Office Manager; Diane Neuner - Administrative Assistant / Export Manager; Joyce Dudenhoeffer - Marketing Director; Russell Dudenhoeffer - Foreman, Floor Squeegee Dept.; Jan Haviland - President/CEO; John Painter - VP of Information Systems; Dale Heidbrink - VP of Operations.
cross-contamination or need a specific color for branding. One of the company’s newest squeegee products is the innovative “attract and attack” Microbe Spiker™, comprised of or 65 years, Haviland Corporation, of Linn, MO, has a blue double foam rubber blade infused with an antimicrobial never wavered from its original commitment to manu- agent. “With the Microbe Spiker, we are moving from ‘looks clean, facture the best in high quality floor squeegees. Today, in addition to floor squeegees, Haviland’s product lineup has smells clean, it must be clean,’ to ‘looks clean, but is it scienexpanded to include window squeegees, woodblock squeegees, tifically clean?’ This was our mindset while developing this waterbrooms, stainless steel squeegees and scrapers, extension new product,” Jan Haviland said. Infused in the Microbe Spiker’s blade are millions of bactehandles, splashguards, gaskets, replacement cartridges and reria inhibiting spikes. As the blade moves over surfaces, the placement blades for floor machines and wet-dry vacuums. “This year is our 65th anniversary,” said Haviland Presi- spikes remove microbes from surfaces by physical means, in dent Jan Haviland, during a recent interview with Mainte- contrast to using poisons or chemicals. The spikes use a strong nance Sales News. “We started out manufacturing quality positive charge to attract the negatively charged bacteria. squeegees, and this remains the primary thrust of the business. When microorganisms come in contact with the squeegee, the We like to point out that sometimes the consumer is going to spikes puncture the cell membrane; therefore, there is no opportunity for cell adaptation pay a little more for a quality or development of microbial piece. However, because we resistance. offer replaceable blades for “The Microbe Spiker is our squeegees, the consumer long-lasting and easy to clean. can buy one squeegee and Just rinse it off and use it perhaps three additional again, and its ability to attract blades, which may be all he or microbes lasts throughout the she needs in a year. With life of the product. It can be cheaper squeegees, the conused with or without a liquid, sumer is likely to buy several, water or disinfectant,” Jan and, by the end of the year, Haviland said. “We have also will pay 30 or 40 percent put the antimicrobial foam more.” into floor and hand-held Haviland manufactures squeegees and into a small several lines of straight and sheet that can easily fit in a curved floor squeegees dewoman’s purse called the signed for a wide variety of Swipe, to be used to disinfect applications. Haviland squeea person’s hands rather than gees are used to clean up using a liquid sanitizer. Just grease, degreasers, solvents, rinse it in water and it is ready acid, animal and vegetable to use again.” oils and more. Some lines are The new Microbe Spiker is color-coded for customers Haviland President/CEO Jan Haviland gaining momentum in the who are concerned about By Rick Mullen, Maintenance Sales News Associate Editor
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marketplace and many customers who have tried it are coming back for more, according to Jan Haviland. New Product Lines Introduced Following The Move To Linn arren Haviland, Jan Haviland’s father-in-law, founded the business with his wife, Van, in 1946 in St. Louis, after serving in World War II. Warren Haviland had worked with Van’s father, who operated a sanitary supply distributorship in St. Louis. “Warren had worked with his father-in-law a little while and said he really liked the industry and enjoyed the people, but didn’t want to have a storefront operation,” Jan Haviland said. Van and Warren “Warren and his father-in-law Haviland discussed what the industry could use at that point and time and decided upon quality floor squeegees.” The Haviland Corporation remained in St. Louis until 1974, outgrowing the company’s facility there. The Havilands researched where to relocate and settled on Linn, the county seat of Osage County, MO, about 110 miles west of St. Louis. They were impressed by the work force available in the area and received an attractive offer from Linn’s Industrial Park Committee. Since moving to Linn, Haviland has expanded its offerings to include window squeegees, paving tools and many others. “We expanded our product lines in many areas, including making replacement blades for automatic floor scrubbers, an area that has really done well for us,” Jan Haviland said. “We have also gone into the paving industry with some of our products. “We sell mostly through distribution. Our high quality products are widely used by professionals, but they are also popular among do-it-yourselfers who want a good squeegee to use
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Maintenance Sales News on their projects. “Our replacement blades for automatic scrubbers and our pavement line have been doing well. We are always out there looking for a niche market that nobody is serving.” While expanding product lines to service various marketplace segments, Haviland Corporation has remained heavily involved in the sanitary supply industry. Haviland family members have held positions as board members or officers for the National Sanitary Supply Association or the International Sanitary Supply Association. Haviland Chairman of the Board Randy Haviland, Jan Haviland’s husband, served as board president of ISSA in 1994-1995. Randy and Jan Haviland’s daughter, Alice Haviland Andrews, joined the company full time in 2005 and currently serves as director of strategic planning. In the company’s quest to manufacture and develop innovative and high quality products, Haviland Corporation relies heavily on its employees for their on-the-job expertise. The company’s experienced staff has also historically been an important source for new product ideas and manufacturing techniques. “Our employees have brought to the table many valuable new product ideas, as well as ideas for new applications of existing products,” Andrews said. “We have a highly creative atmosphere at Haviland Corporation. It is common to go to an employee and say, ‘I have an idea, what do you think? Can we put something like this together?’ — and in the next hour, or at least by the end of the day, have a working sample.” Jan Haviland added: “Our people do not lack for creativity in what they do. We have had people who have put together unique squeegee configurations for use at home that have evolved into new products.” She told of an employee who was building a garage and configured a squeegee that would also remove debris while drying the floor. “As a result, we developed our Super Dry squeegee line,” Jan Haviland said. “We like to say, ‘Many minds are better than one.’ We have an amazing group of employees here.” Other unique and innovative products manufactured by Haviland Corporation include: The Sizzler and The Sizzler Plus designed to handle extreme temperatures up to 500 degrees Fahrenheit. These squeegees are used to clean grills. The Sizzler Plus also features a stainless steel scraper; Jubilee Floor Squeegee features a replaceable blade. This squeegee is also color-coded; Easy Clean Squeegee, also available in colors, is a special duroextruded squeegee that is easy to use and is chemical resistant, hygienic and dishwasher safe. The blade is pliable enough to apply wallpaper; Mini Boss Roller Squeegee ab-
17 sorbs water, moisture and dew quickly and efficiently. This innovative squeegee is great for outdoor and indoor use on any surface that needs to be kept dry; and Big Badger Waterbroom is corrosion resistant and its top-of-the-line insulated pistol-grip valve attaches to any standard garden hose. The company’s paving products include serrated squeegees, neoprene sealer squeegees, tan gum slanted edge squeegees, aluminum lutes, applicator squeegees, multi-purpose squeegees, multi-use squeegee edgers, crackfiller squeegees, pouring pots and hand tampers.
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Easy To Do Business With hen it comes to customer service, Haviland Corporation strives to make it as easy as possible for customers to get their needs met. This involves personalized service and the ability to be flexible in customizing products for specific applications. “Haviland squeegees are not just generic products. We specialize to our customers’ needs,” Jan Haviland said. “The process begins when a customer calls and a live person answers the phone. We have always insisted upon the personal touch Continued on Page 39
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March/April 2011
Challenges and opportunities alike are expected for the commercial/away-from-home (AFH) paper/tissue marketplace through the remainder of 2011. Company executives interviewed in March by Maintenance Sales News recently discussed what is new within their particular organizations, and what to expect in the overall janitorial/sanitary (jan/san) paper marketplace for the remainder of the year. more solutions and choices when it comes to quality and affordable products. We will also be adding many additional products to our Green Seal-certified product line,” espite signs of economic improvement in certain he said. Thomson added that von Drehle will continue to look sectors of the AFH paper segment, 2011 could for new distributors. remain a challenging year for “Since we offer only limited distrithe industry. Officials at the von Drehle bution — making sure our distributors Corporation have taken steps in an efwill not have to compete against each fort to overcome various challenges and other and can enjoy a competitive edge help the company remain prosperous in over other distributors — it’s important the jan/san marketplace. that we find distributorships that will be “The forces of a soft market will go a good fit. We look for mutual benehead-to-head with increases in costs. fits,” Thomson said. Raising prices in the market is difficult He added that von Drehle has expeduring a soft economy, but will be necrienced double-digit growth every year essary if companies are to maintain profitable operations,” von Drehle Cor— including the last couple of “chalporation Marketing Manager Jon lenging” years — and the company Thomson said. “The cost and availforecasts another double-digit growth ability of freight will affect bottom for 2011. lines like never before. If China inHeadquartered in Hickory, NC, von creases its purchase of waste Drehle is a fully-integrated, full line Jon Thomson paper, pricing will continue to supplier of towel and tissue products, climb. The battle for marketshare will be a difficult as well as dispensers, for the AFH market. von Drehle one in 2011. Only the strong will survive. completely controls its manufacturing processes, ac“The waste paper market is volatile. Some grades are cording to Thomson. more readily available than others. The export market is “We select and purchase the waste paper, clean and pulling a large volume of waste paper in all grades out deink the fibers in our new state-of-the-art deinking faof the U.S. market.” cility, manufacture towel and tissue parent rolls on our Thomson said von Drehle will continue to design, own paper machines, and then convert to finished prodmanufacture and bring new and innovative products to ucts in our modern, automated converting facilities,” he the market. said. “This will be done in order to provide customers with von Drehle currently has two new Metso paper maBy Harrell Kerkhoff Maintenance Sales News Editor
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chines at its 400,000-plus square-foot Cordova, NC, paper mill. The company also has three converting facilities, located in Maiden, NC; Memphis, TN; and Las Vegas, NV. According to Thomson, these converting facilities use state-of-the-art, high-speed, automated converting lines to provide consistent high-quality paper products. “We keep a huge inventory on hand at all of our production facilities, so that over 98 percent of all orders are filled within 24 hours,” Thomson said. von Drehle Corporation remains committed as well to new product development. Thomson outlined new dispenser and paper-related products the company has to offer. In the dispenser category, they are: Hands-free “Touch Your Towel” Electronic Roll Towel Dispenser — Features no waving, no looking for a sensor, no false dispenses. The user simply touches the towel over the flashing blue light and the towel is dispensed. Cross-contamination is eliminated. Loading of the roll towel dispenser is designed to be easy; Hands-free “The Big One” 10-inch Electronic Roll Towel Dispenser — These programmable dispensers use big 10-inch wide towels for the “One Towel Equals One Hand Dry” system. Users can choose between “hidden” or “exposed” towels and various sheet lengths. Features also include extra long battery life and a mechanical back-up; Hands-free 8-inch Electronic Roll Towel Dispenser — All of the features and benefits of von Drehle’s 10inch electronic dispenser also comes in a universal 8inch-wide format; Hands-free 8-inch Compact Roll Towel Dispenser — Full-size features in a compact design. Includes the economy and efficiency of roll towels in a small footprint of a folded towel dispenser. Mechanical pull-down dispenser accommodates universal 8-inch-wide roll towels; and, Mini Fold Dispensers — Perfect for small spaces or when a full-sized towel is not necessary. The smaller mini fold reduces usage and minimizes waste while dispensing one towel at a time. There are two different models to choose from. New paper products from von Drehle include: Mini Folds — Can be used as napkins, door handle wipes, health equipment wipes or any place where a fullsized towel is unnecessary. Available in white or natural, mini folds are packed 8,000 per case; and, Toweling, Tissue and Wipers — Additional toweling, tissue and wiper products have been added to von
Maintenance Sales News Drehle’s standard product lines. Thomson added that a new von Drehle product catalog is also available. With 36 full-color pages, the catalog showcases von Drehle’s selection of towel and tissue products as well as dispensers. Another strong focus at von Drehle Corporation, according to Thomson, is the company’s focus on being “green.” He noted that additional towel and tissue products from von Drehle have received Green Seal certification. “von Drehle has been, and continues to be, a leader in environmental responsibility. First of all, not a single tree is harvested to supply our paper mill — it uses only recycled paper to produce our parent rolls — saving over 75,000 tons of paper per year that would be destined for landfills. The state of North Carolina classifies our paper mill as a ‘Recycling Center,’” Thomson said. von Drehle’s new cleaning and deinking facility does not use any chlorine or harsh chemicals to clean the recycled fiber, but instead uses heat, pressure and water, he added. The water is filtered and reused, resulting in about a 90 percent reduction in water usage. A by-product of the deinking/cleaning process is sludge — which primarily consists of clay and ash, but also contains the inks removed from waste paper. “Many paper mills dump this sludge in landfills. von Drehle, however, has developed a program where it takes this sludge and, with a fleet of tractors, spreads it on large tracts of land, plows it into the soil, and grows cover crops such as soybeans,” Thomson said. “Not only does this improve the soil texture and provide nutrients, it enables us to divert approximately 2,500 dump truck loads per year from landfills. “‘Reduce, Reuse, Recycle’ is not just a slogan at von Drehle — it is a methodology that is employed everyday. Electrical engineering experts reviewed our energy usage and energy efficient systems have been employed, such as motion-activated lighting, heat capturing, energy efficient equipment, etc.” He added that all of von Drehle’s end cuts are also collected and recycled, while parent roll cores are collected and returned to be used again. Even shipping pallets are reused, repaired or recycled. “Local waste disposal companies were called in and given samples of materials that were still being sent to the landfill. It was determined that the majority of these materials could also be collected and recycled. By recycling, we were able to turn an expense into a profit center,” Thomson said. “We’ve learned that reducing waste is not merely good stewardship of our environment — it makes good business sense. We not only have a significant positive impact on the environment and our natural resources, but we are able to lower manufacturing costs. This enables us to lower our costs to our valued customers. In the end, everyone benefits.” Also key to von Drehle’s success is the company’s focus on customer service. As Thomson states, “There is not much sense in offering a product to your customers if they cannot get it when they need it, or if they get the incorrect item. von Drehle has a nationwide, dedicated Sales & Support Team that is available to work with our customers to help them become more successful. This includes product and sales training, joint sales calls, solution selling, custom marketing solutions, conversions, etc.” von Drehle remains a family owned and operated business. Thomson said this is reflected in how the company works with customers. “When you call von Drehle, you never have to ‘press 1’ to talk to a live person. Instead, you always get to speak with a courteous, experienced professional. Our customer service personnel have been with von Drehle for many
19 years and know most of our customers by name,” Thomson said. “The von Drehle Corporation is also an ESOP company (Employee Stock Ownership Plan), so employees are also part owners of the company.” When asked about the current availability of paper for the jan/san industry, Thomson reported that finished goods inventory levels at most mills are high. Meanwhile, the weakness in the economy has reduced demand in the AFH market. Regarding current jan/san trends he is seeing taking place right now that are making an impact with distributors and end-users, Thomson discussed three main items: Touchless — End-users are insisting that restrooms and other public places be hands-free. This includes soap dispensers, faucets, entryways and towel dispensers. According to Thomson, distributors will need to have a variety of hands-free dispenser systems available including electronic, mechanical pull-down and centerpull dispensers; Controlled use and greater efficiency — Due to a challenging economy, end-users are searching for ways to reduce waste and save money. Controlled-use dispensers will be requested as well as dispensing systems that offer greater efficiency, less maintenance and limit the amount of paper product dispensed; Value — Not just the lowest price, end-users and distributors alike are looking to get the most for their money. “They expect to get what they pay for, and are becoming more aware that some of the “bargain” products are not such a bargain. These products may offer an attractive price, but when tested, fall short of what is expected including short-sheeting and lower basis weights,” Thomson said. Contact: von Drehle Corporation, 612 3rd Ave. NE, Hickory, NC 28601. Phone: 800-438-3631. Email: Jon.thomson@vondrehle.com. Website: www.vondrehle.com.
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ascades Tissue Group, the fourth largest manufacturer of tissue paper in North America, is expecting the overall janitorial tissue paper business to slowly improve over the balance of 2011. “As the employment picture improves, the jan/san business will see upticks. This will also be coupled with continued price increases due to pressures on input costs,” Cascades National Director of Sales Dennis Lion said. “We also see the sustainable market segment growing throughout the year.” Dennis Lion With 18 locations throughout North America, and manufacturing products for both at-home and away-from-home (AFH) markets, Cascades produces bath tissue, hand towels, napkins, facial tissue, and has one of the most comprehensive wiper lines in the industry. “Our products are manufactured with the highest sustainable standards in the industry. Towel and tissue brands include Decor®, North River®, Cascades® and a Tandem® controlled dispensing system,” Lion said. Meanwhile, the wiper division of Cascades Tissue Group is a producer of top-quality disposable wiping cloth products for all segments of the AFH market in North America.
This includes industrial, jan/san, foodservice, institutional, lodging/hospitality, health care and automotive. “Over the past 30-plus years we have grown from a limited line converter to a partially vertically integrated manufacturer of over 20 branded product lines. This covers all segments of the wiper market,” Bob Jenkins, Director of Specialty Products for Cascades Tissue Group, said. “We go to market using a core marketing strategy of Wiping Solutions® under brand names including Like-Rags® Spunlace, Tuff-Job® Scrim and Presto-Wipes® Airlaid.” New product development is important for Cascades. The company is launching a 100 percent recycled (50 percent post-consumer) TADe Tandem towel offering. It’s a high-end white towel produced with 30 percent less energy than traditional TAD products. Cascades will also be launching a new line of Cascades Elite® toweling, facial and bath tissue products, enhancing Cascades’ positioning in the “best” category. “We are also looking to finalize regulatory approval on our antibacterial towel product line. This product won the Innovation Award at the 2010 ISSA as well as several other awards,” Lion said. “Also new for us is ‘Sustain,’ an online professional forum for sustainable towel and tissue. Subscriptions for a newsletter relating to this can be found at sustain.cascades.com.” Jenkins added the jan/san wiper market has undergone several changes in recent years with the company adapting accordingly. “We expanded our jumbo roll offering in Spunlace and DRC, along with enhancing our corresponding dispensing systems. In addition, due to the tough economy and a greater emphasis on cost savings, we expanded our offering in all categories to include smaller wiper sizes and lower basis weights where applicable,” Jenkins said. “Wipers are sold on application and we have attempted to offer lower cost options that will still do the job.” Cascades sells wipers to three main sectors: Jan/San, which includes four wiper sectors — Light, medium, heavy and specialty applications; Foodservice — The trend in this market is away from linen towel rental services and toward the use of disposable wipes. Cascades has taken advantage of this at both the distributor and national account markets; and, Health Care — Serving as a specialty market for Cascades, Jenkins said the company does very well with its airlaid category into the disposable washcloth market. This is a growing sector led by several key accounts. When it comes to producing wiper products, Jenkins said Bob Jenkins Cascades excels in ® the manufacture of Processed Chlorine-Free paper, using 100 percent recycled fiber that is used in paperbased wiper products such as North River® wipers. These wipers are also certified Green Seal®. “In all other categories, we single source our raw material from various manufacturers and convert all finished goods at our production facility in Tennessee,” Jenkins said. “We have a strong QA department and have recently hired a process engineer to enhance our production quality.” Looking toward the remainder of 2011, Lion said Cascades’ goal as a company is to continue growth in vari-
20 ous business sectors, particularly health care and hospitality. “We have refined our corporate and sales structure to assist in the further development of the AFH market. We have continued to grow our business despite the downturn in the market, and will also be expanding our presence in national accounts during 2011,” Lion said. He added that customer service excellence is paramount to Cascades’ success. “We have successfully maintained our one-week lead time since inception in September 2009. Cascades has also implemented key performance indicators as it relates to fill rates, on-time delivery and order accuracy,” Lion said. “We will be benchmarking our results to exceed the industry standard and will continue to reduce lead times where applicable.” Lion also commented on the availability of paper within the jan/san marketplace. He explained that Cascades is vertically integrated, so paper availability fluctuations in the market do not impact the company’s ability to serve. “The overall paper supply in the industry has been covering demand. There have, however, been several changes to the supply base that may have an impact in 2011. There will also be impacts on costs as input costs continue to rise,” Lion said. A major focus with Cascades continues to be successfully working with jan/san distributor partners. Lion said Cascades is a well balanced diversified manufacturer, which means the jan/san distribution base is very important to the company. “We have focused on strategic partners in the marketplace and work within this distribution model to maximize mutual benefits,” Lion said. “We have created the Tandem dispenser ordering system with the distributor in mind. There is no need to warehouse our dispensers if our distributors do not wish. We have created a web tool that can be utilized to have the dispensers shipped directly to the end-user. The distributor is then billed the deviated cost on invoice. “This reduces required inventory investment, paperwork and bill-backs — enabling distributors to use the cash in other areas of their business. We also have a 100 percent pioneering program as it relates to our Tandem system.” On Earth Day, Cascades will be communicating its Sustainable Development plan. “This is a multi-year plan outlining sustainable goals for the company set with collaboration of several NGO’s (Non Government Organizations),” Lion said. “We continue to see trends driving to more sustainable products and offerings in the market. This is creating unique opportunities for both manufacturers and distributors who embrace sustainable platforms. “We also continue to see further penetration of dispensing systems regarding cost-in-use benefits as well as reduction of waste and maintenance costs.” Regarding wipers, Jenkins reported that 2010 was a very good year for the company considering the economic climate. “Our growth was more than what we expected, leading to our best sales results in the company’s history. The introduction of four new products, exceptional growth in the airlay and DRC categories and many new key accounts helped deliver these results,” Jenkins said. “We plan to introduce two to four new products in 2011, which will either complement our current offering or meet the demands of the market. This will help sustain our growth that we have experienced over the past several years. “Also, we will continue to work diligently to control costs, both on the raw materials side and within pro-
March/April 2011 duction. In addition, we are always looking at ways to reduce packaging costs through our optimal size program.” Solid customer service people and programs are also essential for wiper items to succeed. Jenkins said Cascades relies on strong customer service team members who have years of experience. “They are often the first point of contact with the account and serve dual roles as inside sales people when needed. This is mostly with the smaller, but still important, accounts,” Jenkins said. “We stay in close contact with all of our accounts. This is done through the efforts of our four regional managers and our inside sales/support team.” Contact: Cascades Tissue Group. Phone: 800-246-0711, and 800-432-9476 for wiper division. Email: Dennis_lion@cascades.com. Websites: www.cascades.com. sustain.cascades.com.
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ontinuing the focus on the development of three primary go-to-market brand lines is Stefco Industries, an integrated tissue manufacturer headquartered in Haines City, FL. The company mainly produces and/or markets paperrelated products and dispensers for the AFH market. It also provides products for the at-home market, which is a relatively new initiative at Stefco. For the AFH market, Stefco’s Heavenly Soft® is the company’s flagship brand that lists over 40 SKUs of towels, bath and facial tissue, napkins and dispensers. The focus of these items is to meet distribution’s every need, according to Stefco Senior Vice President of Sales & Marketing David Shapiro. “In addition, Stefco has two differentiated brands. The Confidence® product line includes ‘no touch’ proprietary dispensers — both electronic and mechanical hands-free — along with conventional and TAD (Through-AirDried) roll towels,” Shapiro said. “They are portion control and proprietary. Stefco added new dispensers and products to the Confidence® line in 2010 and into 2011.” Another differentiated line from Stefco is Heavenly Choice® brand of double-layer products. The company has developed a process that provides the market with a high basis weight product that performs, feels and looks like a two-ply item, but at an in-use cost less than a two ply, according to Shapiro. “It’s basically two plys fused into one. It’s as functional as a two-ply sheet,” he said. “Labor, fixed cost, energy and water usage remains the same, but the yield is 50 percent or more better. Therefore, the unit cost — the cost per ton operationally — goes down. This savings can be passed through to the marketplace. “Right now, Stefco has 11 different SKUs with the Heavenly Choice® Double-Layer product line, which is up from a year ago. We continue to grow that line.” Stefco operates two Metso 35,000-plus-tons-per-year tissue machines at its Haines City plant. These machines were started in 2006 and 2009 respectively. The company’s largest converting facility is also located at Haines City. It has three other converting facilities as well, located in Green Bay, WI; Henderson, NV; and Shenzhen, China. Along with its paper making capabilities, focusing on the human element of business is also vital at Stefco, according to Shapiro. This comes in the form of a solid customer service department that continues to grow. “We believe in having people at the ready, rather than a series of prompts. Our people are versed in the company’s process and products, and are crossed-trained to minimize transfers,” he said. Looking ahead toward the remainder of 2011, Shapiro
sees growth for the overall AFH tissue industry, although challenges do remain. “We at Stefco expect an approximate 1 1/2 to 2 percent growth in total tons consumed in the AFH market this year, which would be better than last year. Overall demand has improved, however it’s not anywhere near 2008 levels,” Shapiro said. “Total tissue consumed in the United States in 2010 was approximately 7,525,000 tons, of which 31.1 percent came in the AFH market. The balance, of course, was from at-home usage.” He added that this 31.1 AFH percentage is down from pre-recessionary years, when it was near the 33 to 35 percent mark. “The AFH percentage is going to grow this year, but probably not as fast as the at-home market,” Shapiro said. Along with the past recession, part of the reason the AFH percentage of paper consumed in the United States is down from past years can be attributed to conservation efforts. Shapiro noted that portion control dispensers for towels, tissue and napkins are leading to reductions in the amount of pounds that are used per person in the AFH market per year. AFH paper capacity is another important issue for manufacturers, distributors and end-users alike. According to Shapiro, the total amount of capacity that is going to be added in 2011 and 2012 is approximately 1 1/2 percent each year. “That is new machinery coming aboard. The growth in the total industry for tissue consumption is going to be 1 1/2 to 2 percent tops, so new capacity is in tune with the growth of the market,” Shapiro said. “Meanwhile, the operating rate of the industry right now is somewhere around 94 percent, which is pretty healthy. “It’s important to note that just about all of the new capacity is going to be with TAD paper, and most of this paper produced in the United States today ends up in the at-home market. Therefore, these new machines are more geared toward the at-home market than the AFH market. Because of this, the availability of paper in the AFH market is tight. Most mills are running pretty close to capacity. Although parent rolls in the marketplace are available, prices are going up because their is more demand than supply.” Shapiro added that another key part of price for parent rolls is the cost of pulp, which he said peaked in 2010 to around $1,000 a ton. “We are going to see the average pulp price (in 2011) average around $950 to $1,000 a ton. The price of pulp is going to stay high for the duration of this year,” he said. When asked about current trends in the jan/san paper industry, Shapiro said that more products for the AFH marketplace are being used through dispenser systems. This includes hard-wound roll and centerpull towels. “Centerpull continues to hold its own while folded towels continue to decline,” Shapiro said. “As far as tissue is concerned, more tissue products are being used in bath tissue systems. This includes less standard roll and more jumbo roll or proprietary tissue systems. “The same is true with napkins. Napkins are being dispensed out of more portion control dispensers than ever before. These are trends that are driven by an effort to reduce costs by reducing consumption. There is also a trend in the tissue industry to reduce fiber, either through the basis weight and/or size. For example, napkins and hardwound roll towels are becoming smaller.” He explained that it’s been very difficult for manufacturers to receive price increases during relatively low market demands. Cost pressures, therefore, have required mills to figure out ways to take more costs out of the production process. “This comes through content reduction and will con-
Maintenance Sales News tinue,” he said. Shapiro also addressed today’s focus on environmental friendly products and systems in the AFH marketplace. He said Stefco uses a mix of recycled fiber (both post- and pre-consumer) in its products. It also uses virgin fiber from Sustainable Forestry Initiative (SFI) forests. “We also have four converting facilities that give us the ability to be close to the markets that we serve, rather than shipping all over the place,” Shapiro said. “Stefco uses a closed system as well in its paper mill that saves on water usage.” Regarding Stefco’s relationship with its distributor base, Shapiro explained that a major focus of jan/san distribution is the selling of differentiated products. That is ® why Stefco developed its Heavenly Choice Double® Layer concept, along with its Confidence proprietary systems. “The jan/san industry is the best at providing a ‘features benefit’ story. We have to give them stories to tell, while also providing all the communication data/literature necessary,” Shapiro said. “Stefco’s growth plans for 2011 in volume and dollars is 15 percent, which means we are going to substantially outperform the market. We are tracking close to that rate after the first quarter of 2011.” Contact: Stefco Industries Inc., 1006 Marley Drive, Haines City, FL 33844. Phone: 800-835-1854. Website: www.stefcoindustries.com.
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ith a new tagline “Performance In Every Fiber,” Kruger Products, Inc., remains committed to providing new product development and a strong customer service team. “Our new tagline relates to Kruger Products’ core competency of quality, service and cost-effectiveness,” Kruger Products Director of Marketing Mark Ray said. The company continues to provide a full line of towel and tissue products. This includes roll and folded towels; conventional and jumbo bath tissue and various types of napkins. It also provides a full line of wipers as well as handcare and dispensing systems. According to Ray, a new innovation at Kruger Products is “Kruger E-Credit.” This is an electronic method for the company’s distributor clients to take advantage of when processing contract claims. “People appreciate this innovation as it eliminates errors and simplifies the process,” Ray said. “We test-marketed Kruger E-Credit with a few customers in Canada last year, and it’s now being rolled out on a selective basis. It’s designed for the smaller distributor in mind.” Kruger Products has also announced changes to its Titan™ dispenser line that will be ready this fall and will provide for a smaller format. This will be in addition to the new Genesis™ family of dispensers for Kruger’s Ultimate Washroom. “We are also in development to provide our towel products with a new embossing look. This work will be introduced at ISSA in 2012,” Ray said. “And Kruger Products is adding to its existing Esteem® value line of products. We recognize the need to have a competitivevalue offering for the marketplace.” Providing solid customer service remains vital at Kruger Products as well. “For us, customer service is really about performance. Our customer service representatives are many times the main link between the company and its distributor clients,” Ray said. “We recognize human contact is the most important link. Getting back to our customers is imperative.”
21 Looking ahead to challenges that can be expected in 2011 and beyond for the jan/san paper industry, Ray said the biggest hurdle to overcome right now is cost inflation with fiber. Energy costs are also rising. “Last year was interesting. It was a ‘good month, bad month’ type of year, almost right through 2010. Just when you felt the market was building and would see some sustained growth, there would be a slow period,” he said. “Kruger Products finished 2010 very positively and reached all of its volume goals. We made some improvements to our internal processes that were very gratifying. “There are encouraging signs taking place in 2011. All sectors that were hurt by the recession seem to be recovering. This includes lodging, foodservice and largevolume public facilities.” When asked about the current availability of paper within the jan/san segment, Ray said there appears to be enough parent rolls to purchase, although prices are rising. “We do see demand for recycled fiber being a problem (causing possible shortages in the future) when it comes to the production of sanitary tissue products. There have to be alternative methods in place, such as those found with Forest Stewardship Council (FSC) certification and sustainable forestry practices. This helps offset some fiber requirements in the market,” Ray said. “There is growth offshore for recycled fiber and prices are going up. Demand is increasing, while sources for recycled fiber may be declining. Long term, this is going to be a structural issue facing the industry.” On the “green” front, Kruger Products launched its Sustainability 2015 program last year. It’s a project that has publically announced benchmarks pertaining to reductions in carbon emissions. “We want to use 100 percent certified fiber in our operations, whether it’s third party EcoLogoM (Environmental Choice) or FSC-certified fiber,” Ray said. “Sustainability is a journey. It’s about continuous improvements along the way. “Kruger Products has a Director of Sustainability who is responsible for the company’s compliance and to publically communicate our efforts to stake holders and customers. These people learn about our programs along this journey.” He added that Kruger Products has received FSC certification for fiber used in 150 SKUs, the largest FSC bundle in North America. This includes 56 FSC-certified AFH SKUs. Contact: Kruger Products, No. 200-1900 Minnesota Ct., Mississauga, ON L5N 5R5. Phone: 905-812-6900. Email: mark.ray@krugerproducts.ca. Website: www.krugerproducts.ca.
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ostering continual innovation within its product development process is a major focus for Wausau Paper Towel & Tissue. The company reported that a number of new products will be introduced to its line in 2011, all designed to give distributors and endusers a high level of functionality and quality. Wausau Paper provides both premium and Authentically Green™ towel, tissue and soap products, as well as stylish, versatile dispensing systems for the AFH market, according to Mark Stanland, Vice President of Marketing. “Being a leader in environmentally preferable washroom solutions, we have a full line of products certified by Green Seal. This includes Dubl-Nature® and EcoSoft™ towels and tissue, and OptiSource® foam and lotion soaps,” Stanland said.
Despite challenging economic conditions, Stanland added that Wausau Paper looks to continue to develop its ability to serve customers. “Through continued product innovation and customer service, Wausau Paper has a great opportunity to maintain and expand its legacy of leadership in the AFH market,” he said. When asked about the overall janitorial paper/tissue business for 2011, Stanland said, as in prior years, this industry faces many challenges, both economic and practical. “However, the core values that have carried the industry and our company through difficult times in the past still apply: inventive and unique products, responsive and comprehensive customer service, and a dedication to delivering value to distributors and end-users,” Stanland said. He stressed the importance of customer service in today’s jan/san marketplace. “From sales to customer service, we commit ourselves not only to providing the right products, but delivering on time and shipping with methods that reduce our impact on the environment,” Stanland said. “We have a case fill rate of over 99 percent, and Wausau Mark Stanland Paper is a U.S. EPA ™ SmartWay transport partner.” According to Stanland, the company’s focus toward environmentally preferable products will continue. “We are the first company to offer a full line of towel and tissue products certified by Green Seal. Additionally, there is a trend toward complete washroom solutions — not just paper products, but a system that combines paper and soap with controlled-use dispensing. Wausau Paper is in the very fortunate position of being able to offer distributors and their customers these complete programs,” he said. Controlled-use dispensing continues to be advantageous for both distributors and end-users alike, according to Stanland. It allows measured dispensing of paper and soap, while reducing waste and maintenance costs. “Coupled with our Green Seal offering, these systems provide the most environmentally preferable solution for customers,” he said. “Wausau Paper’s green proposition remains the most cohesive in the market because Green Seal’s standards are the most stringent and comprehensive in our industry. Green Seal differentiates our products, indicating a high post-consumer waste content and environmentally preferable packaging, in addition to 100 percent recycled fiber.” Working with the company’s distribution base is another key focus at Wausau Paper. Stanland said any success that the company enjoys is a success shared with its distributors and their customers. “We are constantly working to assist distributors and their representatives with meeting the needs of endusers,” Stanland said. “We deliver what our customers value, and try to promote that same sense of service and accommodation between distributors and end-users.” Contact: Wausau Paper Towel & Tissue, LLC, 1150 Industry Road, P.O. Box 189, Harrodsburg, KY 40330. Phone: 800-723-0001. Email: mstanland@wausaupaper.com. Website: www.wausaupaper.com.
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March/April 2011
ooking ahead through the remainder of 2011 and tices and hand washing compliance. “Our range of new products is representative of these beyond, a major push at Georgia-Pacific Professional continues to be that of providing cost-ef- main objectives that drive our innovation,” he said. This includes such new items as Angel Soft ps™ Bath fective and environmentally sustainable products to and Facial Tissue, which meets EPA’s businesses that are wanting to reduce exComprehensive Procurement Guidelines penses and improve competitiveness. for minimum post-consumer recycled “We’ve noticed an increasing trend fiber content. This product’s facial tissue toward sustainability, and many facilcomes in a flat or cubed box and inity decision makers are choosing prodcludes color indicator sheets that signal ucts that will help them achieve their the need for refilling. Additionally, the environmental goals,” Vince Rounbath tissue is available in an 80-roll Pertree, Senior Marketing Manager, fect Size™ case as well as a 40-roll disOffice Building Segment for Georpenser pack. When paired together, the gia-Pacific Professional, said. “The bath and facial tissue’s upscale packagoffice building and lodging industries are ing adds an elegant, professional look to particularly focused on this aspect, any facility, according to Rountree. driven by demands from end-users.” Another new product from GeorgiaHe added that Georgia-Pacific ProfesPacific Professional is the SofPull™ Censional produces more than 200 AFH terpull Tissue Dispenser, designed for products, containing 95 to 100 percent end-users to get the right amount of tisrecycled fiber, and 40 products that help Vince Rountree sue with one pull — reducing waste companies earn LEED (Leadership in and overhead costs and promoting wellness through inEnergy and Environmental Design) certification. “We are known for our hygienic dispensing systems, creased hygiene. The dispensing system features a completely enclosed towels, tissues, soaps, sanitizers, wipers, cups, plates, cutroll, with sheet-by-sheet feeding of tissue pulled from a lery and napkins,” Rountree said. Two business groups operate under the Georgia-Pacific small opening in the front and leaving a minimal amount Professional name. The Washroom and Wiper Solutions of tissue exposed. “Since tissues are previously untouched, they are more group provides a full range of products, such as the en® ® hygienic and help reduce the chance of cross-contaminaMotion family of touchless dispensers and Compact coreless tissue products, to a number of market segments. tion,” Rountree said. Although new product innovation is important, GeorThis includes office buildings, health care, manufacturing gia-Pacific Professional also strives to keep the lines of and lodging facilities. Meanwhile, the Food Services Solutions group focuses communication open between the company and cuson such segments as restaurants, coffee shops and con- tomers. “Our business is about meeting the very specific needs venience stores. Georgia-Pacific Professional’s brands include enMo- and goals of our clients, and ensuring that we are develtion®, Angel Soft®, Compact®, Dixie®, EasyNap®, Smart- oping products and cultivating relationships that will help facilitate their success,” Rountree said. “This mindset of Stock®, Brawny Industrial™ and SofPull™. Rountree said that since the 1930s, Georgia-Pacific Pro- putting our customers’ needs first is what helps us succeed. fessional, and its predecessor companies, have pioneered Moreover, our job is to exceed their expectations and prosystems that reduce waste. In 2007, Georgia-Pacific Pro- vide knowledge-based solutions that benefit their bottom fessional began labeling the environmental benefits of its lines. “A key strategy in remaining innovative is to underproducts using the Green by Design® designation. Green by Design®-marked products follow the EPA’s 3 R pro- stand our customers and their businesses. We know that most customers need cost-effective solutions that are gram of Reduce, Reuse and Recycle. “When it comes to selecting products for a facility, en- aesthetically pleasing, as well as efficient and environvironmental benefits are playing an increasing role in what mentally responsible. In addition, we work to be a leader customers choose. It’s more than just jumping on the ‘sus- within the industry by becoming involved in important initainable’ bandwagon. It's a way of thinking and working tiatives that align with significant industry topics. This inthat leads to products and practices that are environmen- cludes sustainability and hygiene/infection control.” Contact: Georgia-Pacific Professional tally and socially responsible as well as economically at www.gppro.com. sound,” Rountree said. “Customers need to understand the steps required to find environmental solutions for their faroduct development and improving marketing cilities — and the Green by Design® platform helps. It’s strategies remain two main focus points at Merfin® been created to help buyers meet their sustainability Systems. For example, the company has introneeds.” He added that Georgia-Pacific Professional’s sustain- duced for 2011 a new addition to its pre-moistened line. “The introduction of our new Merfin® Mates Disinability website (www.gppro.com/sustainability) is a re® ® source to find Green by Design information and includes fectant Wipes is the result of Merfin Systems’ search for the company’s environmental guidelines, recognitions, a powerful EPA-approved disinfectant wipe,” Gus Calabro, Marketing and NPD Strategist for the company, commitments and achievements. Plus, visitors can learn about the numerous certifications said. “This new product features many kill claims, and Georgia-Pacific Professional and some of its products have its formulation has been conceived with the health care earned, including EcoLogo™, LEED, Process Chlorine and foodservice industry in mind.” Merfin® Systems is an industry innovator in the awayFree (PCF), 100 percent Recycled Fiber Verification and ® from-home business, according to Calabro. With a full the Sustainable Forestry Initiative , among others. With the development of every product, Rountree said line of paper products available — from tissue to non® Georgia-Pacific Professional strives to meet the social, woven — Merfin Systems presence in the industry goes economic and environmental wants of customers. The back to 1984. The company provides products and servcompany’s primary focus is to offer solutions that encour- ices for various jan/san markets. “From towel and tissue paper, pre-moistened disinage a better experience, along with increased hygiene prac-
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fectants, hand sanitizers and high-end air-laid napkins, Merfin® has established a convenient, affordable and attractive solution for distribution partners,” Calabro said. In terms of marketing strategies, the goals of Merfin® Systems are very broad and ambitious, he added. At one end, the company is continuously reviewing and evolving its processes within the marketing environment and research systems. This is done to adapt marketing strategies so they better fit industry changes. “This includes the analysis and conversion to new digital media transformation trends. One of our main goals, within this context, is the completion of our new and fully interactive website,” Calabro said. “This website will include multimedia training and some of the latest tools and applications to better serve clients.” He added that the new website, in conjunction with upto-the-minute social networking initiatives such as Facebook, Twitter and YouTube, among others, will increase brand awareness, engagement, improve search engine rankings, increase relevant visitor traffic and improve online conversion performance. When asked to comment on the overall 2011 janitorial paper/tissue business, Calabro said crude oil prices are a concern. This, of course, could influence pulp costs. “It’s obvious that the rising cost of doing business is the result of increasing raw material prices due to higher fuel costs. However, a number of other factors also appear to be driving input prices higher. This includes a weakening of the U.S. dollar, ongoing expansion in the global Gus Calabro economy and recent unrest in the Middle East,” Calabro said. “We also can’t forget the natural disaster in Japan, which could have an influence on both the Asian and global recovered paper market. Japan is the fourth largest player in terms of recovered paper collection, following Europe, North America and China.” He added another important factor that continues to impact the paper industry concerns the end of the original black liquor tax credit. Black liquor is a byproduct when creating wood pulp. “Industry experts also report an increase in the number of paper mills shutting down machines for a month or longer until greater demand returns,” Calabro said. ® Looking ahead, officials at Merfin Systems say they will continue the company’s focus of providing strong customer service. “Our representatives have developed the ability to understand and effectively respond to the needs and concerns of customers,” Calabro said. “We believe that excellent customer service starts by first taking the time to get to know a customer. This includes the understanding of a customer’s situation, vision, frustrations and goals.” Merfin® Systems is also committed to conserving natural resources by promoting environmentally conscious products. According to Calabro, company officials believe their greatest responsibility is to help preserve the environment and ensure global sustainability for future generations. “Today, our customers can choose a Merfin® product
Maintenance Sales News that best suits their consumers’ preferences — from our Growing Green™ brand to the highest standard of Green Seal® compliance for select Merfin® products,” Calabro said. Contact: Merfin® Systems LLC, 105 Industrial Dr., King, NC 27021-8221. Phone: 336-985-6589. Website: www.merfin.com. Email: gcalabro@merfin.com.
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xpecting 2011 to be a growth year is Royal Paper Converting Inc. In addition to expanding the company’s western U.S. platform, company officials are looking to launch its East Coast commercial product line from Royal Paper’s Long Island, NY, facility. “We believe by year’s end, we will have outpaced our 2010 numbers,” Royal Paper Converting Director of Sales Tim Koester said. The company was founded in 1992 and is headquartered in Phoenix, AZ. With three manufacturing facilities, it has rapidly become one of the leading privately-owned tissue converters in the western United States. “With over 50 years of experience in all levels of manufacturing and management, Royal Paper has the ability and the commitment to provide top quality products at competitive prices, with exceptional service,” Koester said. The company specializes in the manufacturing of paper products, including bathroom tissue, kitchen towels, table napkins and facial tissue. “State-of-the-art machinery has been installed to give the company the ability to compete successfully in all of the segments of trade for which it produces product,” Koester said. Royal Paper's newest division, American Premier Products, produces moist wipes in a variety of packs and sizes. The wipes division has exclusive licensing agreements with globally-recognized cartoon characters, making it the only facility of its kind operating in the United States. “Royal Paper adheres to stringent procedures to maintain product quality and manufacturing efficiencies,” Koester said. “Its Quality Assurance Department is constantly growing in terms of capabilities. This includes measuring every facet of the company's production line quality control, maintaining standards for raw materials, periodically testing specifications of competing product lines, and randomly testing Royal Paper’s own finished goods inventories. “Royal Paper is a rapidly growing company operating on the premise of profound commitment to product and service excellence. We pride ourselves in taking extraordinary care of customers. That's the ‘Royal Treatment,’” Koester said. Regarding the overall outlook for the jan/san paper and tissue business in 2011, he added that although a tough economy still exists, there are signs of real recovery. “Customers are cautiously optimistic that things will be on the upswing by year’s end,” Koester said. No matter what type of economic conditions is present, however, Royal Paper officials place a high value on helping customers. According to Koester, “Customer service is a pretty simplistic concept at its core: If you go above and beyond to support a customer’s needs, he/she will continue to buy from you. If you provide bad service, that customer will continually look elsewhere until his/her needs are met. “I believe what works the best is to never be satisfied. Collaboration with your customer partners will ensure you meet their needs, even when their needs are constantly changing. Open communication and dialogue is necessary to build relationships.” Another strong focus at Royal Paper is that of meeting today’s growing needs from distributors and end-users
23 concerning environmentally friendly products and programs. Koester said the “green” movement remains very important to people. Companies are constantly striving to see what they can do to help the environment. “Royal Paper's EARTH FIRST product was developed to meet the needs of the discerning consumer whose concerns with organics and environmental preservation have dictated the need for a natural product offering,” Koester said. “Our EARTH FIRST product line is produced from 100 percent recycled paper and with up to 80 percent postconsumer waste. It’s also whitened without chlorine bleaching and meets or exceeds EPA standards.” Successfully working with today’s jan/san distributors remains essential at Royal Paper as well. Koester said company officials realize that distributor partners serve as key allies within the market. “We strive to meet all of their needs on a daily basis. Consistently delivering high quality products helps us solidify their names in the marketplace,” he said. “Delivering products that will out perform others in the market, at a fair cost, gives our distributors an advantage versus their competitors.” Contact: Royal Paper Converting, Phone: 949-698-2199. Email: tim@royalpaper.us. Website: www.royalpaper.us.
for the AFH marketplace. This includes the Scott Slimroll towel system. It is a high-capacity, touchless dispensing system that is nearly half the size of standard KimberlyClark Professional roll towel dispensers. “It’s designed to go in place of folded towels in tight spaces where roll towels wouldn’t typically fit in the past. Places that can take advantage of this system include health care facilities, small offices, restaurants and other locations where space is at a premium,” Clement said. “We also recently introduced the Kleenex Touchless Counter Mount Skin Care System. This is a hygienically sealed soap system that is easy to install and delivers a specific shot of foam soap without misfires or drips.” Wypall X90 Cloths are another new offering from Kimberly-Clark Professional. These are disposable wipers designed to replace cloth towels in the workplace, according to Clement. “All three of these new products are targeted at the jan/san industry and designed to grow a distributor’s business,” he said. As for future goals, Clement added that the main focus of Kimberly-Clark Professional is to grow ahead of the market and increase market share. “We are on track to reach these goals,” he said. “We also see modest growth ahead for the overall jan/san paper industry as companies emerge from the recession. The comeback from the recession has been slower than origiimberly-Clark Professional renally expected. In general, companies mains dedicated to providing esare doing more with less, but we also ansential solutions for a healthier, ticipate modest growth in 2011 for the safer and more productive workplace, acindustry.” cording to Kimberly-Clark ProfesOfficials at Kimberly-Clark Professional Director - Hand Hygiene sional took steps in 2010 to strengthen Business Andy Clement. the company’s customer service departThis includes a portfolio of innovative, ment by adding executive leadership and cost-effective and sustainable offerings improved capability. Clement said the for office buildings, lodging properties, company has also increased its sales health care facilities, manufacturing enviforce to better focus on the jan/san inronments, educational facilities, food dustry. preparation and processing operations, Along with helping distributors proand home professionals. vide products and programs to help “Kimberly-Clark Professional offers a make an end-user’s facility a healthier comprehensive array of hand hygiene workplace, another major focus in the Andy Clement and contamination control solutions to jan/san marketplace right now is susbreak the germ transmission chain and help create a health- tainability. ier workplace,” Clement said. “Our global brands include According to Clement, Kimberly-Clark Professional’s Kleenex, Scott, Wypall and Kimtech.” “Reduce Today, Respect Tomorrow” global environmenA new service initiative from Kimberly-Clark Profes- tal sustainability program takes a big-picture approach. It sional is the company’s Healthy Workplace Project. It’s a seeks to reduce environmental impact at every stage of a comprehensive approach to hand hygiene aimed at reduc- product’s life cycle — from raw material sourcing to maning workplace absenteeism as well as the productivity and ufacturing, from packaging to transport, and from design business losses that occur from colds, the flu and other and usage to final disposal. The company has a website contagious ailments. This project includes a combination directed toward this effort at www.kcpreducetoday.com/us. of products and marketing materials given to distributor In August 2009, Kimberly-Clark Professional became partners for the benefit of end-users. the first AFH tissue products provider to receive FSC “We are seeing a drive from facilities, particularly chain-of-custody certification for a broad range of tissue office buildings, to provide a healthier workplace for and towel products, Clement said. This certification aptheir employees. I would say this is definitely affecting plies to a variety of Kimberly-Clark Professional products how jan/san distributors position their products,” marketed under the Kleenex and Scott brand names. Clement said. According to Clement, FSC certification is a key comAnother new service that Kimberly-Clark Professional ponent of Kimberly-Clark Professional’s sustainability has introduced for jan/san distributor sales professionals program “Reduce Today, Respect Tomorrow,” which beis the KCPzone (www.kcpzone.com). This is a secure, pass- gins with the understanding that the way resources are word-protected website launched in October 2010. It pro- used today shapes the world of tomorrow. vides distributor sales partners with information about Located in Roswell, GA, Kimberly-Clark Professional products, special promotions, training and marketing cam- is one of Kimberly-Clark Corporation’s four business secpaigns. These partners can also build their sales capability tors. with Kimberly-Clark Professional’s training modules. Contact: Kimberly-Clark Professional, Clement said the KCPzone enables the company to 1400 Holcomb Bridge Road, Roswell, GA 30076. communicate more efficiently with distribution. Phone: 1-888-346-4652; Fax: 1-800-654-8270. For 2011, Clement reported that Kimberly-Clark ProEmail: kcpinfo@kcc.com. fessional has introduced several new products designed Website: www.kcprofessional.com.
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ational Tissue Company LLC continues working to meet various jan/san paper market needs as well as plan for growth opportunities. Many of these opportunities are coming in the wake of industry challenges. “The last few years have been difficult for distributors and manufacturers. This is due to loss of jobs and a down economy. Some companies appear to be ‘waiting it out,’”
National Tissue Vice President of Sales & Marketing Jill D. Lambrecht-Hudson said. “For 2011, forward looking companies will be taking a more aggressive stance by providing more services.” Lambrecht-Hudson described National Tissue as an “easy-to-work-with-company” for standard products and hard-to-find items. “Our products are 100 percent recycled and meet, or exceed, EPA guidelines for post-consumer content. They are also made in the USA,” Lambrecht-Hudson said. She added that National Tissue’s private label program is simple to understand without “enormous case commitments required by some other manufacturers.” The company’s line extensions, meanwhile, allow customers to add premium and value products to a lineup without hassles. According to Lambrecht-Hudson, National Tissue Company has experienced continued growth on a yearly basis. “And for that, we thank our customers. We don’t expect 2011 to be any different,” she said. “Already in the first quarter we have helped our customers develop new products and services, resulting in positive growth. “National Tissue has a ‘Know Way’ rather than a ‘No Way’ attitude. Our customer service and sales teams are responsive and responsible. We take pride in being a company people can trust.” Lambrecht-Hudson said National Tissue has not had any problems in the past with the availability of paper and does not foresee such problems for the future. There are trends, however, within the janitorial paper industry that company officials are watching. “Hygiene is driving sales of ‘low touch’ products as end-users are becoming more conscious of hygiene in restrooms,” she said. “They are pressing operators, who in turn are impressing their suppliers, with the necessity of improving hygienic conditions in restroom environments. “Everyone recognizes that fewer touch points equal fewer chances of cross-contamination, which then equals a healthier work force and environment.” As a result, National Tissue has seen increased demand for hands-free product offerings. This includes centerpull toilet tissue, where a person only touches the sheets they use; and hands-free hand drying options that dispense roll, centerpull and multi-fold towels.
Lambrecht-Hudson also said shrinking case packs are driving excessive use of packaging materials and increasing product costs. “At a time when recycled content is a key factor in a buyer’s decision-making process, it seems contradictory that case packs are shrinking. Buyers often do not realize that they are receiving less product in a case, and that this reduced case pack actually creates more waste, in addition to having a negative environmental impact,” she said. “For example, if a distributor purchases a case of jumbo tissue at only 500 feet per roll versus 1,000 feet per roll, they may feel they are giving their customer a value because they are offering a product with a lower case price. In reality, that distributor/customer is creating more waste.” This is because a 500-foot roll can take up as much room in a case as a 1,000-foot roll, she said. “As a result, twice as many boxes, cores and tape are required for the same amount of product, creating more waste. In addition, smaller sheet sizes often result in higher sheet usage per patron, which typically leads to higher costs and waste,” Lambrecht-Hudson said. “National Tissue Company does offer many value size products, but we make sure our customers are aware of the true case contents.” When it comes to providing environmentally friendly products and programs, National Tissue consciously uses 100 percent recycled paper and boxes that meet, or exceed, EPA guidelines for post-consumer content, she added. “We also look at the location of the source. If a product is made in the USA, we will use that source over another. It does not make sense to us to use a product that has to be placed on a boat — crossing an entire ocean — and then placed on a truck to travel 3,000 miles,” Lambrecht-Hudson said. “Just the fuel consumption required for shipping defeats the purpose of using a 100 percent recycled product.” Looking ahead, she added that National Tissue Company is eager to hear about customer needs as well as distributor goals, because the two are important, but often different. “Customers may need a wide variety of multi-folds or cfolds, but a distributor must be efficient and focus on keeping costs in line and improving inventory turns,” she said. “National Tissue’s response to these opposites is, ‘Let’s work together on some options and opportunities to help fill needs and reach goals.’” Contact: National Tissue Company LLC, 3326 E. Layton Ave., Cudahy WI 53110. Phone: 1-800-962-9588 or 1-414-481-3300; Fax: 1-414-431-9634. Email: sales.assist@nationaltissue.com. Website: www.nationaltissue.com.
ëkcos innovations Introduces New Product Aimed To Help Facilities Managers Save Money ëkcos innovations, maker of the ëkcoscreen— the only anti-splashback urinal screen on the market—is excited to announce the debut of the ëkcono-screen, a highly cost-effective alternative option. ëkcono-screens are designed with specialty Fragrance Blades™ that allow them to emit more scent than most other urinal screens currently on the market. Each screen also includes our proprietary antimicrobial that helps to eliminate E.Coli, Klebsiella and Staph on the surface of the urinal screen along with reducing offensive odor in the urinal. The ëkcono-screen is an ideal solution for facilities that are concerned with cost, but are still seeking a quality product. Customers can achieve all
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of this as the ëkcono-screens are inexpensive, effective and hygienic. The screens are rated to last up to 30 days and are available in four translucent colors and a choice of four fragrances: purpleberry, spiced green apple, ice mint and tropical fruit. About ëkcos innovations ëkcos innovations, the leader in splashback prevention technology, was founded by Ed Ramirez, a San Francisco-based entrepreneur. His vision and innovative approach helped to create ëkcoscreen, the only anti-microbial and anti-splashback device of its kind. ëkcos innovations is a proud member of the International Sanitary Supply Association (ISSA). For more information, please go to www.ekcos.com.
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What’s New For Distributors At:
SCA Tissue
SCA Tissue: Committed To Sustainability And Giving Back
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CA’s North American Tissue Division lives its commitment to corporate social responsibility in a number of ways. In fact, it’s deeply rooted in its Swedish heritage. At the heart of this commitment is environmental responsibility, which means operating and making Tork products in a sustainable way. The company takes its responsibility to preserve the environment very seriously. SCA’s social responsibility also includes giving back on a national level and in the communities where its employees live and work. SCA looks to support and partner with organizations that share its values. “We take pride in helping to make the world a greener, safer and cleaner place to live and work,” said Don Lewis, president, SCA Tissue North America. “We’re also focused on connecting our actions and way of working back to our core values of Respect, Excellence and Responsibility.” One of the many ways the company’s green efforts positively impact the environment is through the use of recycled materials to make its towel, tissue and napkin products. Tork products are 100 percent recycled, and each year SCA uses 750,000 tons of wastepaper to make its products, 400,000 tons of which are post-consumer waste. SCA’s commitment to sustainability has not gone unnoticed. For three consecutive years SCA has been recognized as one of the most ethical companies by the Ethisphere
unique needs of its local communities. The company also supports environmental education through an annual grant program. Schools can apply for funds in support of learning initiatives designed to help students understand the value of living and acting sustainably. SCA’s employees show they care through volunteerism. Across North America, employees share their time and talents in a number of ways—through blood drives, litter clean-up programs, and an annual tree planting event with customers, to name a few examples. When natural disasters occur, like the earthquake in Haiti, SCA employees express their strong interest in providing help. In this case, the company set up a matching gift program to raise funds in support of relief programs. Inspiring Others To Live Sustainably
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o help inspire others to join SCA in environmental responsibility, the company established a partnership with Earth Day Network, which launched the Billion Acts of Green smart car sweepstakes. This was one of the first online contests to ask entrants to use social media to inspire their communities to environmental activism. Participants became eligible for one of two Smart Fortwo car giveaways, donated by SCA, For three consecutive years SCA has been recognized as one of the by pledging their commitment to their own permost ethical companies by the Ethisphere Institute. This recognizes sonal acts of green. the company’s industry leadership in setting standards in the areas Pledges ranged from comof sustainability, compliance, ethics and environmental stewardship. mitments to participate in green planting projects to Institute. This recognizes the company’s industry leadership in setting standards in the community sanitation efforts. In addition to inspiring communities toward enareas of sustainability, compliance, ethics and environmental stewardship. vironmental activism and service, Earth Day Network hoped to encourage fuel-efficient automobile SCA Employees, Tork Products, Make A Difference travel with the Smart Fortwo prize. According to CA takes pride in putting its Tork products to work to make a difference. After the Environmental Protection Agency’s 2010 Fuel the Gulf oil spill, the company donated a supply of its Tork wipers to support the Economy Guide, the Smart Fortwo is the most fuel-efficient, non-hybrid, gasolinecleanup process. When members of SCA Tissue North America’s senior lead- powered car in the United States. The innovative automobile is also completely recyership team volunteered at a food pantry in Philadelphia, home of its headquarters, clable, from its dashboards to exterior door panels. “Partnering with Earth Day Network was our way of encouraging sustainable livthey saw an excellent fit for donating their products to support the organization’s coming in ways that extend beyond the use of our products,” Lewis said. “We believe that mitment to feeding the hungry. Most recently, SCA donated 100 cases of Tork paper towels and bath tissue to sup- our commitment to conduct business in a responsible manner can positively impact port the more than 1,500 children who attend the Double H Ranch in Lake Luzerne, people and our planet.” Winners of the contest are two public school teachers who pledged to incorporate NY, each year. The donation is part of SCA’s longstanding sustainability into their lesson plans. “We congratulate the winners of our contest and commend them for committing relationship with the camp, which provides specialized their Acts of Green,” said Kathleen Rogers, president of Earth Day Network, which programs and year-round generates a wide range of environmental education and policy initiatives year-round. support for children and their “The Billion Acts of Green campaign was launched last year and will continue to colfamilies dealing with life- lect green acts until the time of the Earth Summit in Rio de Janeiro in 2012, when we expect to have one billion acts.” threatening illnesses. The fortunate winners were selected through a random drawing among thousands “Over the past several years, SCA has provided on- of entries. One of the winners has already begun to develop sustainability lessons for going support for the Double her classroom. The other winner said his ecologically efficient teachings will be borH Ranch,” said Max Yurenda, chief executive officer at the ranch. “We’re grateful for rowed from his sustainable home practices. “Caring for the environment, both people and planet, is very much a part of who SCA’s donation. Essentials like bath tissue and towels help us accommodate the campers, their families and the more than 1,000 volunteers who aid us in creating we are, and we’re incredibly proud when we can inspire others to do the same,” Lewis added. memorable experiences for the children we serve throughout the year.” For more information, visit www.talktork.com. Each of SCA’s regional facilities conduct similar programs depending on the
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March/April 2011
What’s New For Distributors At:
Cascades Tissue Group
Cascades Tissue Group - IFC Disposables, Inc. – Wiping Solutions® Cascades Tissue Group – IFC Disposables, Inc., an active and dynamic North American supplier of top-quality disposable wiping cloth products, markets products throughout the United States, Canada and abroad. Product lines known by trademark names such as: North River® 4-ply brown towels, WorkPac* 2-ply All-Purpose, Tuff-Job® Scrim Reinforced, Presto-Wipes® Airlaid, Privilege® Airlaid Dinner Napkins, Privilege® Moka® DRC Napkins & Guest Hand Towels, Like-Rags® Spunlace, Busboy® Foodservice Towels, Dusterz® Anti-Static Cloths, Grab’n Dust™ , and Golden Dusters™ Cleaning & Dusting cloths. Jumbo & Centerpull Roll Towel Systems … Cascades-IFC’s new Jumbo & Centerpull Roll Towels are engineered and designed for wiping tasks in work areas where high capacity supply is required. Roll towels are provided in substrate offerings ~ Spunlace and DRC (Double-Recrepe), which provide outstanding performance for high capacity needs. They provide simple solutions to daily wiping tasks which increase productivity and make work environments more efficient. A comprehensive line of wall mount and heavy duty floor stand dispensers are also available.
Multifold Pop-Up offering … The new smaller, economical size pop-up offering — 9.25” x 12.5” — features top substrates ..… DRC (Double Recrepe), Tuff-Job® 4-ply Scrim and Like-Rags® Heavy Duty Cloth Replacement Towels. The smaller size allows for excellent value and also helps minimize packaging and transportation impacts on the environment along with the DRC and Scrim substrates being made with recycled fibers! Offering premium substrates in an alternative smaller size gives the flexibility to offer the right size towel for the application.
Busboy® Foodservice Towels… IFC addresses the challenges foodservice establishments face daily with improper cleaning tools for sanitation programs. The enhanced Busboy® Foodservice Towel line offers towel sizes to meet all application needs ~ 16.75”, 21” and 24” quarterfold towels. This color-coded towel system is an essential tool in educating employees on identifying certain wiping tasks with specific color towels along with proper
sanitizer procedures can help eliminate the risks of cross-contamination in Foodservice, Institutional, and Janitorial environments while providing an economically sized towel for the applications. The Busboy® Foodservice Towel line is designed to replace rental linen or cloth dish towels and consists of towels that range in average use cycles from 1 day to the high end Busboy® HyWorx™ Heavy towel that can last up to 30+ days. Busboy® Guard Antimicrobial foodservice towels inhibit the growth of odor-causing bacteria on the towel for the life of the towel.
Privilege® Moka® DRC Napkins & Guest Hand Towels — Environmentally Preferred… Privilege® Moka® Napkins are made with 40% post consumer recycled fibers and the ideal replacement for linen napkins. These premium napkins and guest hand towels are exceptionally soft on hands and face and won’t fall apart even when wet. Privilege® napkins add a unique touch of ambiance to any dining establishment, hotel room, country club or casino. They provide the quality and performance of real linen at a fraction of the cost and are environmentally preferred! The range of offerings gives you napkin options for silverware to be rolled, banded or set out for an attractive table setting. Also, ideal for lining bread baskets, serving baskets or trays.
The most complete line of Wiping Solutions® available from a single source! For additional information, please contact: Cascades – IFC Disposables Inc. Customer Support Center 1-800-432-9473 Toll Free 1-800-947-3432 Fax www.cascades.com/tissuegroup
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What’s New For Distributors At:
6
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March/April 2011
What’s New For Distributors At:
Kruger Products
Kruger Products: Vision, Commitment And Action
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ince 1904, Kruger Inc. has been concerned not only about the environment, but also about the quality-of-life of its employees, the well-being of the communities where it operates and the expectations of customers who rightly demand higher quality prod-
ucts. As part of ongoing and industry leading sustainability efforts, Kruger Products has announced aggressive new sustainability goals incorporated into a five-year plan of action — Sustainability 2015. Already one of Canada’s largest renewable energy producers, and one of North America’s leading recyclers, Kruger’s new sustainability goals reinforce the company’s commitment to sustainability while fostering an attitude of partnership and cooperation. From reductions in packaging materials, reduced greenhouse gas emissions and less water consumption, to the increased use of certified fiber, Kruger Products is dedicated to going beyond regulatory compliance and setting an example of sustainability for others to follow.
In March 2011, Kruger Products received the Forest Stewardship Council® (FSC) Chain of Custody (CoC) certification from the Rainforest Alliance’s SmartWood program for Kruger’s consumer and away-from-home tissue products. This is quite a significant accomplishment, as Kruger Products is the first Canadian tissue company to achieve this standard, and will offer the largest portfolio of FSC CoCcertified products in North America beginning in the summer of 2011. Over 150 SKUs will be labeled with either FSC Mixed or FSC Recycled designations, including products from well-known Cashmere®, SpongeTowels®, White Swan®, Embassy® and Esteem® brands. This will include 56 AFH branded products, also making the AFH portfolio the largest commercial FSC certified product offering in North America. “With Sustainability 2015, Kruger Products intends to become the largest supplier of quality tissue products in North America whose formal commitment to sustainable development will be reflected in concrete actions throughout our value chain, from procurement to product packaging," said Mario Gosselin, COO at Kruger Products. Why buying Kruger FSC products makes sense… • Kruger Products offers the luxury of buying quality tissue products while providing accountability through every step in the supply chain, from forest to product to the end-user; • Both virgin and recycled fiber sources are considered in the chain of custody certification, ensuring responsible sourcing for a wide range of products; • Independent third-party certification can assist you and your customers to identify, select and purchase more environmentally responsible products; • FSC-labeled products have been independently audited by Rainforest Alliance’s SmartWood authority; • Buying FSC-certified products means you are investing in the future; • Kruger Products is encouraging its fiber packaging suppliers to also gain FSC CoC certification, and it is using FSC-certified paper and printers for printed materials; and, • There is no additional cost for purchasing these independently certified products. FSC And Rainforest Alliance Mean Good Business The FSC label is prominent on a wide variety of products from the printing industry, wood-based building materials and furniture. Increasingly, it is being used across a broad range of consumer goods including home office papers, stationery, greeting cards, books and lumber sold in DIY outlets. FSC is recognized in the Leadership in Energy & Environmental Design (LEED) program of the USGBC for the use of FSC-certified wood in green building products. The Rainforest Alliance logo is also gaining strong consumer awareness in product categories such as coffee, chocolate and produce.
Kruger Products’ distributor clients, end-using customers and stakeholders will know that the decision to buy Kruger Products brands is sound for the environment. Their choice will have a progressively positive impact on air, water and soil. To find out more, visit www.sustainability2015.ca.
© 2011. ™ Kruger Products L.P. * Kruger Inc., used under licence. ® Forest Stewardship Council and FSC logo – Forest Stewardship Council A.C.
IT’S ONE THING TO SAY YOU’RE COMMITTED TO SUSTAINABILITY. IT’S ANOTHER THING TO GET THE EXPERTS TO AGREE.
Kruger Products now offers the largest portfolio of Forest Stewardship Council (FSC) Chain of Custody (CoC)-certified products in North America. Our portfolio includes 150 products, including 56 Away-From-Home branded products. It’s your assurance of responsible production and consumption, from forest to product to shelf. And it comes from the leading global authority on responsible forest management. The certification is just one part of our Sustainability 2015 initiative. Learn more about it at sustainability2015.ca
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March/April 2011
What’s New For Distributors At:
Merfin® Systems
From Merfin® Systems:
Our Goal Is To Have Each Customer Feel Like He/She Is Our Only Customer
I
t’s not uncommon for a person to call customer serv® ice at Merfin Systems LLC and become temporarily at a loss for words. This often happens when the unexpected occurs — a live voice answers at the other end of the line. “When a new customer calls us there is often a pause. In today’s world, people are often forced to jump through hoops until somebody is finally available to help. We try to get to that phone by the second ring, and with a live ® voice,” Merfin Systems Customer Service Manager Linda Martinez said. ® Merfin Systems is an industry-leading innovator of value-added paper systems featuring a full line of products for the janitorial/sanitary (jan/san), hygienic and foodservice markets. Along with Martinez, other customer service officials who have become very familiar over the years with many of the company’s customers are Evelyn Goings (U.S. Rep.) and Vickie Bullins (Canadian Rep.). “We feel customers are the most important part of ® Merfin Systems. They help improve the company’s innovation, quality and overall excellence,” Martinez said. “We strive to give these people our very best. “The goal is to have every customer feel like he/she is ® Merfin Systems’ only customer, and that the company has a ‘we care’ attitude.”
®
Gus Calabro, Merfin’s Marketing and NPD Strategist, believes his company’s customer service response philosophy makes sense when one considers that existing customers routinely purchase a service or product many times after developing a solid relationship with a company. “It’s essential to nurture, retain and maintain customer relationships,” Calabro said. He added statistics to back this philosophy: • Repeat customers spend 33 percent more than new customers; • Referrals among repeat customers are 107 percent greater than non-customers; and, • It costs six times more to sell something to a prospect than to sell that same thing to a customer.
“The people we work with on a daily basis over the tele® phone are the lifeline of Merfin Systems,” Martinez said. “These are people who need help from the jan/san industry. Their needs, of course, are directed toward the awayfrom-home marketplace. They may have questions about the types of products or systems we provide, including paper towels, toilet tissue, wipers, etc. “We also hear from end-users who call about our products and ® who might have seen a Merfin Systems’ advertisement online or in a magazine. We will connect them with the right people, working to pull that end-user through a distributor.” ® At Merfin System, every question or situation that comes to the customer service department is treated with a sense of urgency and prompt follow-up. “This focus is what has made ® Merfin Systems so successful in our industry,” Martinez said. “We seize every opportunity. Any time someone calls, we Shown are Merfin® Systems Customer Service Representatives, left to right, ask if there is anything we, as a Vickie Bullins, Linda Martinez and Evelyn Goings. company, can do to better serve that person. We also keep ® them current of new products that Merfin Systems has All In A Day’s Work istening to concerns, working to meet needs and available.” ® Merfin Systems’ focus on caller feedbacks has helped delivering on promises are all key aspects of being a good customer service representative. It’s these the company design and introduce many new items for the goals that are accomplished on a daily basis by Martinez jan/san industry. “A caller might have questions about a certain type of (15 years experience with Merfin®), Bullins (11 years) and paper towel or wiper in the marketplace that is quite popGoings (8 years).
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ular and will want to know if we have anything that is similar,” Martinez said. “We feed this information to our sales force. Often during our sales meetings different ideas that were first brought up by a potential or current customer will get discussed. This can lead to innovative new ideas and products.” Goings said she believes in, and practices, the “Golden ® Rule’ of customer service when doing her job at Merfin Systems. “I try to service a customer the way I would want to be serviced,” she said. Meanwhile, Bullins handles Canadian customer accounts and is very used to any cultural differences that may occur — all the while providing the same level of service. “We treat everybody the same, whether they buy 1 or 500 cases,” Bullins said. Along with phone calls, customer service representa® tives at Merfin Systems also handle inquiries that arrive via email and fax. ® Merfin Systems National Sales & Marketing Manager Eric Bachhuber feels the company is fortunate to have such a talent-rich customer service department. He said it’s filled with people who possess not only experience, but expertise, as it pertains to company products and the jan/san industry in general. “They are real people. That sounds trite, but it takes real people to solve real issues — instead of getting bounced from voice mail to voice mail and department to department,” Bachhuber said. “Our clients can contact one of these three people and their issues are going to be heard and taken care of in a short period of time. I look at all three of these people not as cost units, but as profit centers. The biggest thing that they can do is provide customer satisfaction, which is the perception we want for our company. “They are also very proactive, often picking up the phone and contacting people themselves. There are a lot of companies that make paper products, but it’s still a people business. It’s important how we handle this business and interact with clients. What largely separates us is our customer service department.” ® Martinez added that she has found Merfin Systems to be a company that stands behind its sales force and customer service representatives. “This has led to the success of our company. We all take pride in what we do,” she said.
Contact: Merfin® Systems LLC, 105 Industrial Dr., King, NC 27021-8221. Phone: 800-874-6373. Website: www.merfin.com.
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March/April 2011
What’s New For Distributors At:
Diamond Wipes
Diamond Wipes’ Philosophy:
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A Customer’s Success Is Our Success
or the past 17 years, Diamond Wipes International Inc., has been serving distributors, both large and small, nationwide. The company caters to many markets, including jan/san, foodservice, health care, hospitality, household and cosmetics. The company offers a variety of branded wet wipes and its signature turnkey full-service private label and contract packaging programs. After a relocation project in 2010, Diamond Wipes now hosts two facilities — its new West Coast headquarters in Chino, CA, and its East Coast operation base in Bucyrus, OH. The combined space boasts 200,000 square feet of EPA- and FDA-registered production environment. The plants are equipped with highly specialized machines, R&D micro lab and dedicated specialists. Working together with a national network of sales force, Diamond Wipes offers excellent quality products and services to its customers. Wipes For All Your Needs And More
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ne of the leading figures in the sales force, Vice President of Institutional Sales Anthony Reyes, has this to say to all the distributors interested in adding convenient wet wipe products to their lineup:
“We have wipes for virtually all your needs. If you are a jan/san distributor, we have hand sanitizer, hard surface disinfectant and other cleaning wipes in a canister designed for high-traffic environment. There are wipes for personal hygiene, sanitization and incontinence care that work great in hospitals and other facilities to provide care for patients,” Reyes said. “For suppliers in the hospitality industry, we provide individually-packaged personal care wipes such as makeup remover and shoe cleaning. Imagine all the linen that would be saved.
“Of course, I can’t forget to mention our staple refreshing hand wipes. We
have been catering these wet wipes to foodservice distributors and restaurants ever since I joined the company.”
“We then make them aware of our STERIDOL Wipes™, which comes in the handy canister form. In many instances, using a wipe product is more useful and cost effective than using a chemical. For example, a busy hospital worker may find it more practical to use a wipe to disinfect a small area as opposed to applying a liquid chemical from a container. And don’t forget the ease of storage. Sometimes, wipes are simply better.” CEO Weighs In
I
n 2011, research and development of new and innovative wet wipe products continue at Diamond Wipes, directed by the entrepreneurial vision of Founder and CEO Eve Yen. She describes: “Despite some positive news of economic recovery, many of our customers and their customers are still struggling. When their business suffers, so does ours. We are doing everything we can to keep providing an excellent
He added: “Just ask us what your company is looking for, we probably already have it in a wipe form. We have a great private label program for those distributors and other companies who want to put their names on “Just ask us what your company is these wipes. If you have looking for, we probably already developed a unique cleanhave it in a wipe form." ing solution and are looking to create a wipe delivery system, or if you — Anthony Reyes, Vice President of Institutional Sales have a liquid or powder formula to be packaged in a single sachet, we can be your contract packag- service and great products at a reasonable price,” Yen said. “As we continue to add to our producing specialists.” tion capacity, we are reviewing all aspects of our operation and making changes fast so that the Sometimes, Wipes Are Simply Better! company can run more efficiently and continue he bottom line is that sometimes, wipes to produce affordable wet wipes.” From the time Diamond Wipes International provide a better cleaning experience. Diamond Wipes’ products not only get the Inc., first opened its doors in 1994, the company job done, but get it done with ease, convenience has been driven by the simple philosophy — that and added productivity. Anthony Reyes explains: a customer's success is its success. It continues “Many times when we contact janitorial sup- to serve distributors and suppliers by underpliers and tell them about one of our products, a standing their needs, providing timely and reledisinfectant wipe for example, they tell us they al- vant information, and delivering quality products ready have the same thing in a chemical solution. and services.
T
FDA & EPA Registered R&D, Micro Lab on Site Multiple Plant Locations Turnkey Full Service Provider Serving the Industry for Over 17 Years
Let Us Provide
WIPES for ALL YOUR NEEDS Trust Our Made in USA Quality Shopping Cart Cleaning Instant Hand Sanitizer STERIDOL™ Disinfectant And many more... BUY DIAMOND WIPES® BRAND PRIVATE LABEL single packets, canisters, resealable pouches CONTRACT PACKAGING service also available
Contact Us Today! 1 (800) 454-1077
Proudly Made in the U.S.A. Since 1994 Diamond Wipes International Inc., 4651 Schaefer Ave., Chino, CA 91710 (800) 454-1077 toll-free | (909) 230-9888 main | (909) 230-9885 fax www.diamondwipes.com | dwsales@diamondwipes.com
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March/April 2011
Whatâ&#x20AC;&#x2122;s New For Distributors At:
Royal Paper
USE ROYAL PAPER AND PUT YOUR EARTH FIRST! Royal Paper Benefits
Green Facts
Our recycled products are as soft and comfortable as other paper brands. You will not have to sacrifice comfort by using Royal Paper green products.
Toilet Paper: If every household in the US replaced just 1 roll of virgin fiber toilet paper (500 sheets) with 100% recycled, we could save 423,900 trees.
100% recycled paper
80% post-consumer waste
Whitened without chlorine bleaching
No artificial fragrances or harsh chemicals
Meets or exceeds all EPA standards
www.royalpaper.us
Paper Towels: If every household in the US replaced just one roll of virgin fiber paper towels (70 sheets) with 100% recycled, we could save 544,000 trees. Napkins: If every household in the US replaced just one package of virgin fiber napkins (250 count) with 100% recycled, we could save 1 million trees. Facial Tissue: If every household in the US replaced just one box of virgin fiber facial tissues (175 sheets) with 100% recycled, we could save 163,000 trees.
Think Green Be Green Save Green
Your one-stop source for eco-friendly paper products!
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March/April 2011
What’s New For Distributors At:
Stefco Industries
Stefco Offers High Quality Products For The Most Demanding Environments Today’s customers demand high-quality paper products and great-performance dispensers for ultimate hygiene. Stefco branded products, Confidence®, Heavenly Soft® and Heavenly Choice® are Designed to meet the requirements of the most demanding environments. Whether distributors service the hospitality, healthcare, food service, office or manufacturing industries, Stefco has the perfect mix of products.
Lodging & Hospitality In the competitive hospitality industry, image is everything. Hotel guests expect a high-quality experience that provides all the comforts of home, and includes premium washroom amenities. Offering Stefco products to the hospitality industry client helps enhance guest satisfaction with tissue and towel products that feature softness, durability and an attractive appearance that rivals national brands. In addition, we offer a range of elegantly designed towel dispensers that are the perfect complement to any décor.
Healthcare Stefco knows that for healthcare institutions today, maintaining a sanitary facility is essential. Our hands-free, controlled-use dispensing systems minimize waste and prevent cross-contamination, while our disposable tissue and towels offer a hygienic option for patient care and cleanliness. In addition to helping your customer keep their staff, patients, and visitors safe, Stefco’s products can help to enhance the healthcare experience. Stefco’s products enable you to:
• Prevent healthcare-associated infections (HAIs) • Increase operational efficiency • Maintain hygienic conditions for staff and patients • Improve your image through consistent quality and comfort • Reduce the environmental impact of the facility Foodservice/Food Processing Serve Up a Lasting Impression In the world of food preparation, cleanliness is king. So is customer safety and satisfaction. At Stefco, we understand the unique challenges facing the foodservice industry today. Whether your customer is a restaurant, grocery store, or food processing plant, we provide product solutions that help improve sanitation throughout any establishment. Our hands-free dispensing systems minimize waste and reduce the risk of food contamination. And for staff and guests, our premium-quality tissue and towel products offer both comfort and convenience. Stefco’s products enable you to:
• Prevent contamination of food • Increase operational efficiency
• Maintain a hygienic environment for staff and guests • Improve your image through consistent quality and value • Reduce the environmental impact of the facility Manufacturing & Industrial Products that Work as Hard as You Do Manufacturing companies face a range of daily concerns, from keeping washrooms sanitary to maintaining a clean, uncluttered production environment. Count on Stefco for cost-effective, superior-quality solutions that meet the everyday demands of business. Our rugged, high-capacity dispensers and high count products reduce the need for frequent refills, while our durable paper towels can multi-task: drying hands, cleaning up the environment whenever—and wherever—the need arises. Stefco’s products enable you to:
• Enhance hygiene and cleanliness • Increase operational efficiency • Lower costs • Reduce the environmental impact of the facility Office Buildings Ask a building operation manager what’s important to them and they’ll probably say it’s things—like touchless towel dispensers that keep germs at bay or toilet tissue that offers home-like softness with high capacity dispensers and products. Stefco has created an array of quality products and solutions that help make a great impression on tenants while keeping a tight rein on operating costs. Stefco’s products enable you to:
• Enhance hygiene and prevent the spread of bacteria and viruses • Maximize tenant satisfaction and minimize complaints • Improve image through consistent quality and value • Lower operating costs • Reduce the environmental impact of the facility Toll Free: 800-835-1854 Fax: 800-835-1898 E-Mail: info@stefcoindustries.com Website: www.stefcoindustries.com
Maintenance Sales News
39
Haviland Corporation
Continued From Page 17
and people are happy that we can get them to the person they need to speak with right away, rather than going through 14 menus. â&#x20AC;&#x153;We donâ&#x20AC;&#x2122;t want to make it so complicated that people get frustrated at the basic point of ordering. When customers call, we talk to them and find out exactly what they need. We can pretty much put anything together in any manner or form. If a customer is not happy with the price, we can offer options in the price range that he or she desires. In essence, customers get a chance to customize their squeegees.â&#x20AC;? Andrews added: â&#x20AC;&#x153;It goes without saying, without customers, we donâ&#x20AC;&#x2122;t have anything. When we get questions or requests for literature or requests for pricing or anything, we will get the answer back to them the same day, unless it is just not possible. Thereâ&#x20AC;&#x2122;s not a lot of waiting or playing the phone tag game. â&#x20AC;&#x153;It is not the case that we have, for example, just one kind of squeegee with some black rubber. We find out from the customer what kind of frame is needed. Does the customer need a different socket, etc. â&#x20AC;&#x153;We talk about the application the customer will use the squeegee for â&#x20AC;&#x201D; is it going to be with a lot of petroleum or is the customer just moving water? We find out what kind of floor is involved. All these factors will determine what will be the best squeegee to do the job. There is a lot of customization involved.â&#x20AC;? Also in the area of customer service, Haviland Corporation has historically been committed to quick turnaround times. Timely deliveries are even more important in these times when customers are cutting their inventories as much as possible. â&#x20AC;&#x153;The orders we receive are smaller, which indicates customers are trying to not keep any inventory,â&#x20AC;? Andrews said. â&#x20AC;&#x153;Turnaround times are shorter now as well. The prevailing atmosphere is, â&#x20AC;&#x2DC;I need this yesterday.â&#x20AC;&#x2122;â&#x20AC;?
Jan Haviland and Andrews also emphasized that the companyâ&#x20AC;&#x2122;s products are manufactured in the United States. Competition from imports is a challenge, but Haviland Corporation officials remain steadfast in their commitment to offer products â&#x20AC;&#x153;made in the USA.â&#x20AC;? â&#x20AC;&#x153;We often see products that are advertised as being made in America that we are very sure are not,â&#x20AC;? Jan Haviland said. â&#x20AC;&#x153;This misleading advertising waters down the significance of â&#x20AC;&#x2DC;made in the USAâ&#x20AC;&#x2122; brands, which has a negative impact on companies like ours that truly are manufacturing in the United States. â&#x20AC;&#x153;I think people are becoming a little more aware about where their items are coming from. More and more people are spending that extra dollar or two to help keep a job in the United States. The more people become aware of this, the better off the whole country will be.â&#x20AC;? Andrews added: â&#x20AC;&#x153;A very enthusiastic gentleman at one of our latest conventions came up to me and we talked for about an hour about â&#x20AC;&#x2DC;made in the USA.â&#x20AC;&#x2122; I think it is an effective marketing tool. â&#x20AC;&#x153;Another challenge is there are some companies bringing in overseas products and using them as add-ons. For example, a chemical company will import some squeegees to sell. Sometimes customers have the mindset, â&#x20AC;&#x2DC;Well, I can just order my chemicals and squeegees at the same place.â&#x20AC;&#x2122; â&#x20AC;&#x153;Squeegees are our bread and butter. It can be a challenge to make a customer understand that the squeegee he or she is getting from the chemical company is unlikely to be the best squeegee to do the job. There are several factors to consider such as the type of flooring the customer has, or maybe the rubber in the squeegee is not a good rubber for the chemical they are purchasing.â&#x20AC;? Another important aspect of Haviland Corporationsâ&#x20AC;&#x2122; commitment to serving customers, the industry and the community at large is that of helping safeguard the environment. The opening statement of the companyâ&#x20AC;&#x2122;s â&#x20AC;&#x153;Green Statement,â&#x20AC;?
which can be viewed in its entirety at www.havilandcorp.com, says: â&#x20AC;&#x153;Continuing in the tradition of Haviland Corporation being a good steward of the environment, we are committed to raising the awareness of protecting the environment within the cleaning industry and our own community.â&#x20AC;? The statement emphasizes that rubber, one of the primary components of the companyâ&#x20AC;&#x2122;s products, is 100 percent reusable. Metal squeegee frames typically can be used for many years with replaceable blades and the metals the company uses are recyclable. The plastic used in Haviland Corporationâ&#x20AC;&#x2122;s products is recyclable and the company uses primarily recycled cardboard as shipping material. Looking Ahead espite the volatility of the current economy, Haviland Corporation officials are optimistic about the future of the company. â&#x20AC;&#x153;There are always new ideas and new products on the horizon. A lot of things my father-in-law did in the beginning have proven to be very successful in the long run,â&#x20AC;? Jan Haviland said. â&#x20AC;&#x153;We are continually building upon this foundation to create innovative products that will carry us into the future. â&#x20AC;&#x153;We owe our success to our employees, past and present. They have given Haviland Corporation a strong reputation in the industry. As for the industry as a whole, there have been a lot of changes as distributorships have shrunk. Some companies that used to be manufacturers are now importing and have become holding companies. This makes it harder to compete against some of the â&#x20AC;&#x2DC;big guys.â&#x20AC;&#x2122; Nonetheless, we feel there will always be people who want quality products that will hold up.â&#x20AC;?
D
Contact: Haviland Corporation, 200 S. Highway U, P.O. Box 769, Linn, MO 65051. Phone: 800-325-3915; Fax: 573-897-3672. Website: www.havilandcorp.com. E-mail: squeegees@havilandcorp.com.
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March/April 2011
Lindhaus Vacuum Cleaners Rated
Best For Sand
Lindwash
Convergent brush
L
indhaus upright vacuum cleaners are simply the best vacuum cleaners for sand, say distributors nationwide. Lindhaus manufactures the most complete line of dual motor upright vacuum cleaners, with on-board tools, available in 12”, 15”, 18” and 20” widths. The inside story to the amazing performance of Lindhaus vacuum cleaners is their patented brush roll design. Each Lindhaus’ brush roller features a 360-degree convergent brush. Simply put, each brush roll is patterned with bristles that spiral the entire circumference of the roller toward the center throat of the vacuum nozzle. These brushes, which feature 20 percent more bristle than leading competitors, while revolving 40 percent faster than those of leading competitors, according to Lindhaus, act as a turbo charger. This patented design digs out deeply embedded sand and dirt, then propels it into the suction throat of the nozzle in a synchronized effort. This system cleans 27 percent faster than leading competitive models. Commercial customers understand the value that good equipment can bring when cutting into labor expenses. The unique bristle pattern of the Lindhaus brush roller is hard hitting when it comes to performance, yet easygoing when it comes to the carpets and fibers it cleans. The continuous contact pattern of polished bristles on the “dynamically balanced” core never strikes the fibers at harsh angles like so many other products with slidein brush strips. Replaceable brush strips must be configured at an aggressive angle to the carpet fibers in order to slide in and out, which results in unnecessary fiber wear. Some brush rollers feature one single removable strip that twirls the entire length of the brush roll in one direction. The result of this design is that the brush pushes debris in one direction only. Half of the brush will push debris toward the throat, while the other half is actually pushing debris away from that throat. End-users can tell of the unpredictability of this design in which all forms of tracked-in pea gravel and debris are spit out and thrown away from the nozzle. The patented Lindhaus brush roller is so effective at gathering material it can even clean without the aid of suction. This is a feature that is often demonstrated by salesmen showing the Lindhaus vacuum cleaner to potential customers. David Wesley, of Valley Supply, has his entire staff demonstrate this feature by dumping a pile of sand or salt onto the carpet. They remove the hose from the wand, then push the Lindhaus into the pile of debris with the hose still disconnected — thus the pile of debris is being cleaned by the brush only. “When the customer sees that the pattern of the brush is digging out and throwing all that sand up into the vacuum cleaner without any suction — it definitely impresses them,” Wesley said. “They can even see it throwing the salt out the end of the wand some three feet off the ground.” When this energy is teamed up with the advanced performance of the dual fan Rotafil motor, which generates over 110 C.F.M., it’s no wonder Lindhaus is rated “Best for Sand.” Along with the “Best for Sand” rating, an ever growing number of distributors are getting on board with the Lindwash upright hard floor scrubber/dryer. The Lindwash is the only full-featured auto-scrubber sized for ease of access. The Lindwash is manufactured with all of the qualities and performance of the large industrial scrubbers, but without the bulky design, heavy weight and difficult handling. With this “vacuum cleaner-like” design and low 5.5-inch base height, the LW Pro scrubbers allow for easy access under low furniture. The inclination of the vertical suction body permits washing under tables of restaurants, and is small enough to navigate through the smallest commercial kitchen. The handle weight is a mere 2.8 pounds, lighter than most vacuum cleaners. The Lindwash Pro is a two-motor system with patented user-friendly designs. Its independently-controlled switches will dispense a controlled amount of cleaning solution on the floor and scrub away all forms of greasy dirt and tough grime. With the push of a button, The Lindwash Pro will extract all the dirty water while rinsing and drying the floor instantly. The Lindwash Pro incorporates a sophisticated electronic control which “soft starts” the brush motor and maintains perfect brush RPM. It also allows for perfect brush pressure and is protected by an overload sensor. The brush roll, which is available in three degrees of “stiffness,” is kept uniformly wet by several injectors spraying directly into the brush. Other machines drop solution directly on the floor and drive their brush into the standing solution. This is why they require constant dumping and refilling. The extraction is perfect in both directions thanks to the dual set of squeegees working simultaneously in front of, and behind, the brush. The brush roll and squeegees can be removed in seconds without tools for cleaning and maintenance. An optional hose and wands are available for upholstery, window and wall cleaning. Phone: 1-800-498-7526; Web site: www.lindhaus.com; E-mail: al@lindhaus.com.
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March/April 2011
From DDI System
Transforming Analytics Into Sales: Distributors Take Action What would you do with “up to the day” business performance information? Today’s top businesses have a not-so-simple response – turn them into sales. The idea of converting data into actionable steps is not a new one however; it can be a difficult one if the data is not readily available in an easyto-analyze format. According to the company, DDI System’s inform software provides the information necessary to make faster and smarter decisions throughout leading organizations. Understandable dashboards display top-level overviews with immediate drill-down capabilities allowing for quick access to executive level data. When used consistently, this data directly leads to increased cash flow, lean inventory levels, stronger gross margin return on investment (GMROI) and more. The ability to leverage purchasing and sales information increases cross-sell opportunities, allows for effective management of advertising, and highlights pipeline potential. Anytime, anywhere access to this information provides your sales team with the necessary tools to recognize and remedy challenge accounts and take immediate action. “DDI’s inform was a terrific choice for us. Starting with an absolutely seamless transition, it has exceeded our expectations in every possible way. The information needed to run our business is now complete and can be ascertained in mere seconds. Inform’s thoughtful design has made it the window to our world.” – Sikes Paper Company
DDI says that with strong technology and the user-driven reporting available today, the company’s approach to distribution software will increase profitability and drive sales. Call 877-599-4334, email sales@ddisys.com or visit ddisys.com.
From Nassco
Chris Varney Receives LEED Green Associate Accreditation Chris Varney, sales representative with Nassco, Inc successfully earned his Leadership in Energy and Environmental Design (LEED) Green Associate accreditation. Earning a LEED Credential demonstrates a candidate’s comprehensive and current knowledge of green building technologies and best practices. As an indicator that an individual has met this benchmark of understanding, the LEED Green Associate credential is a mark of recognition for professionals who may not have direct involvement on a LEED project but who work closely with the sustainable building industry in other capacities. “We are very proud of Chris and the work he has done in this growing area of our business," said Ken Henk, vice president of sales and marketing. Varney serves as a field sales representa-
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1-800-992-0181 316-267-2930 gscjansplymfr@juno.com Wichita, KS 67217
ACS’s New Blush Burnisher From ACS, the Blush Burnisher is an all new specifically designed Floor Pad for today’s high speed Auto-Scrubbers. This pad contains a blend of synthetic fibers and resins to run at the highest speeds. The Blush Burnisher’s open weave design allows for the wax dust to move up into the pad and not spread around the floor surface. The company says, the burnisher works well with all of today’s floor finishes. Type 43 Blush Burnisher The Blush Burnisher is designed for Circle No. 98 Auto-Scrubbing at 1000 rpm and above on all types of UHS machines. This newest addition to the ACS Scrubble Floor Maintenance Pad Line rounds out the high-speed offering. Refer to Type 43. For more information, call 800-222-2880 or through the company website at www.scrubble.com. tive for Nassco, primarily focusing on the office building, hospitality and medical buildings markets. His main focus is on janitorial and building maintenance systems including housekeeping chemicals and supplies, restroom products, recycling waste programs, etc. During his time with the company, Varney has helped develop Nassco’s Sustainable Systems program through its Green Committee, a blueprint for companies desiring to reduce their overall environmental footprint. Candidates who earn the LEED Green Associate credential also must complete 15 continuing education hours biennially in accordance with GBCI’s Credentialing Maintenance Program. The Credentialing Maintenance Program is designed to keep
LEED Professionals current with changes to green building technology and the LEED Rating Systems. Established in 1955, Nassco is a recognized leader in the distribution of janitorial and packaging supplies. As a family-owned business, its goal is to build lasting relationships by offering cost effective solutions through utilization of quality products and exceptional customer service. The company’s headquarters is located in New Berlin, WI, with additional warehousing in Green Bay. Nassco is strategically located to serve Wisconsin and Northern Illinois with its company-owned fleet of delivery vehicles. For more information, visit www.nasscoinc.com.
Bullen Truekleen Brand, “Minimum Risk Pesticide” Tumbleweed From Bullen, Tumbleweed is a newly “Inspired By Nature” non-selective vegetation killer concentrate. According to the company, Tumbleweed is considered a minimum risk pesticide by EPA. It’s a special class of pesticide because of its ingredients are demonstrably safe for the intended use. Tumbleweed is described as a general Circle # 90 use pesticide that is ideal for use outside of public buildings, schools, child care centers, pet facilities as well as zoos, entertainment parks and public areas. Truekleen is Bullen’s new brand identity for a complete line of industrial and institutional cleaning and maintenance products. Call 610-534-8900 or visit www.truekleen.com for more information.
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Earth Friendly Products: Eco-Friendly, High Performance Since the 1990’s, Earth Friendly Chemicals has been at the forefront of developing eco-friendly products while maintaining the highest performance its customers demand. From 1996 through 1998, EFC was granted patents on seven American anti-icing/deicing products. Later in 1998, it was awarded the Charles Pankow Award for Innovation from the American Society of Civil Engineers for one of its patented products, Ice Ban®. As Earth Friendly Chemicals entered mid-2000, it turned its attention to the portable sanitation industry, offering a complete line of “green” chemicals. In June 2009, EFC obtained a GSA Contract. The company
launched its line of Eco/Bio cleaning and floor care products in January 2010, and earned honors from the USDA Bio-Preferred Program, being named the “2010 Manufacturing Champion” for its bio-based products. The company’s mission is to utilize green chemistry to manufacture not only the “greenest” earth friendly products, but those that out-perform industry standards. This emphasizes EFC’s dedication toward the most efficient and effective use of the planet’s precious resources. Join the environmentally safe revolution with Earth Friendly Chemicals’ Family of Products. Order direct through GSA Advantage, call 800753-1548 or visit www.efchem.com.
NDM-1 Strain Killed Using Steam Vapor
Circle No. 99
VVF’s New Good Day Soap Collection VVF announces the launch of its new value amenity/institutional “Good Day” bar soap collection. This item comes in various colors and properties identical with famous retail lines. Customers are invited to take advantage of standard presentations # 1/2, # 3/4, and # 1-1/2 with trilingual text in English, French, and Spanish, thus facilitating usage throughout the Americas. A specially formulated wrapper surface provides mildew protection and repels water drops, resulting in a longer shelf life. Match “Good Day” bar soaps with any of their liquid amenities in bottles and/or packets at low season pricing.
Contact a sales representative at partnering re-distributor LagasseSweet, or call Monica Bahr at (800) 432-7627 Ext. 13 in VVF’s Amenities.
New Products From Berk Wiper Converting POLYTEX New from Berk Wiper Converting is the POLYTEX product line. Extremely strong, absorbent, and virtually lint free, Berk says the product line is aggressively priced. It is an excellent prep-cloth for use with: •grease, oil and inks, •durable and reusable, •polypropylene constructed wiper, •now available in a variety of putups. MW-50 Berk Wiper Converting also has added to their Mighty Wipe™ line: the MW 50 weight hydro-entangled fiber. It is the lightest Mighty Wipe™ offered by Berk. Call for samples and pricing. Berk Wiper Converting & Packaging 215-412-8181 • www.berkwiper.com
Circle No. 96
Circle No. 95
Spartan Reaches Agreement With Premier Purchasing Spartan Chemical Company, Inc., has been awarded an agreement for laundry services and products with the Premier Purchasing Partners, L.P. The group purchasing unit of the Premier healthcare alliance has finalized a contract that makes Spartan’s Clothesline Fresh™ Laundry products and services available to Premier members. This group purchasing agreement, effective March 1, 2011, makes Spartan’s Clothesline Fresh™ Laundry products and services available to Premier members through specially negotiated pricing and terms.
Tests conducted by Texas-based Antimicrobial Test Laboratories (ATL) have demonstrated rapid destruction of the NDM-1 strain of Klebsiella pneumoniae bacteria using Advanced Vapor Technologies’TANCS®equipped steam vapor units. "The studies we conducted show that the steam vapor device can eradicate NDM-1 Klebsiella on a hard surface within just 2 seconds of contact," said Benjamin D. Tanner, PhD, President, Antimicrobial Test Laboratories. According to Brandi Limbago, PhD, CDC Division of Healthcare Quality Promotion, Klebsiella pneumoniae is a type of “gram-negative bacteria that normally lives in our intestines. These infections are typically treated with beta-lactams, but when a resistance gene such as NDM-1 gets into the bacteria, the result is a multidrug resistant organism (MDRO) that can be very difficult to treat. ” The MondoVap 2400 with TANCS uses tap water, a proprietary watertreatment module and applied nanotechnology to generate steam for cleaning and killing pathogens without leaving chemical residue. The lowmoisture 6 percent steam leaves surfaces dry and those areas can be returned to service almost immediately while reducing slip and fall hazards. TANCS steam vapor kills bacteria and germs and emulsifies soil, grease and oil. It also removes deeply embedded contaminants and prevents their re-accumulation. With the TANCS option, the AVT steam vapor system qualifies as a disinfection device under U.S. Environmental Protection Agency (EPA) rules.
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March/April 2011
CanClean 2011 In Mississauga, ON – April 19 & 20, 2011
C
anClean 2011, the largest exposition in Canada aiding facilities in their quest for cleaning standards, sustainability, hygiene and infection control, will be held for the first time at the International Centre, Hall 5, in Mississauga, ON, on April 19 and 20.
This year’s theme is “A New Beginning — A New Standard of Clean.” Show hours: 10:30 a.m. to 5 p.m. on Tuesday, April 19, 10:30 a.m. to 4 p.m. on Wednesday, April 20. Can Clean 2011 will feature more than 100 exhibitors displaying products professionals need to be more effective, environmentally aware and efficient in the future. The sanitation sector is worth in excess of $2 billion a year to the Canadian economy and more than 50,000 Canadians are employed in the industry. Without these workers and their products, buildings would not be cleaned, very quickly there would be outbreaks of infectious diseases and the impact on the nation’s economy would be devastated. Cleaning professionals and delegates attend CanClean to view the newest and most innovative cleaning products available. End-users of these products include hospital housekeepers, contract cleaners, environmental service managers, school and church custodians, hotel and motel managers, window cleaners, plant managers and carpet cleaners. Other end-users include maintenance supervisors at casinos, private clubs, airports, shopping malls and government installations. They come to purchase the latest in floor care equipment, paper products, washroom products, waste disposal systems, personal care items, mops, brooms, brushes, wringers, buckets, conventional cleaning chemicals, microfiber products and educational material. Cleaning products used in the sanitation industry can have a major impact on the environment; therefore, hundreds of “green” cleaning products will be on display. CanClean 2011 is expected to attract around 3,500 delegates who will find many new and innovative cleaning products available on the show floor. A highlight of CanClean is its seminar program. Keynote speakers will address current topics critical to cleanliness and hygiene, and how facilities can plan for a healthy and safe environment. “The Canadian Sanitation Supply Association (CSSA) is putting a lot of emphasis on the seminar program this year,” said Mike Nosko, CSSA executive director. “Our focus this year is on education, training and bringing the best program possible to CanClean 2011.” Seminar choices include: Session 1A — Not Winning Enough Business? Write Better Proposals! 9:30 to 11 a.m. on Tuesday, April 19 Presented by Michel Theriault, Principle, SuccessFuel Do your proposals do your company any justice? Are you struggling to write winning proposals? Proposals must be clear, concise and compelling. They need to differentiate you from the competition and convince the evaluators to choose your company. Learn techniques and strategies based on Theriault’s experience writing winning proposals that have resulted in billions of dollars in revenue, including winning large janitorial contracts. Get insider knowledge that is based on his work with facility and property management buyers developing RFP documents, conducting procurement initiatives, evaluating bid submissions and coaching evaluators. This seminar is based on Theriault’s book Win More Business, Write Better Proposals, and covers some of the most important techniques to become more profitable.
Session 1B — “RISK” Strategic Conquest for the Control and Spread of C-Difficile … Not A Game! 9:30 to 11 a.m. on Tuesday, April 19 Presented by Liz Vanhorne, Ontario Agency For Health Protection and Promotion (OAHPP), and Letticia Adinkrah, Ministry of Health and Long-Term Care (MOHLTC) RISK is a game of world domination, where the object is to conquer the world to win. It requires a strategic approach to WIN. The same applies to WIN the battle against C-difficile and control its spread through strategic environmental cleaning. Understanding your enemy (C-diff.) will give you the leading edge to conquer and win. This session will help you organize your Environmental Team and learn more important concepts in winning the battle against C-Difficile. Session 2A — Creating A CSSA Approved Green Sustainability Program 1 to 2:30 p.m on Tuesday, April 19 Presented by Keith Sopha, President, CAEM, and Kerry Nevatte, Past President, CSSA During this session, delegates will learn how to develop and/or expand on their facilities’ Green sustainability programs. Learn how to create a solid foundation for your Green Team structure and establish a group that will deliver positive results for your organization. Kerry Nevatte, past president of CSSA and program director of the Canadian Green Sustainability program (CGSP), will present an overview of the CGSP (a program designed for Canadians by Canadians through the CSSA), and how it has evolved and grown to become a nationally-recognized program. Keith Sopha, manager of Housekeeping, Linen and Space, Homewood Health Centre, Guelph, ON, will share Homewood’s experience of waste minimization and how the facility has become the first to achieve Platinum Status through the CSSA’s CGSP. Session 2B — Environmental Audits … Making Them Work 1 to 2:30 p.m on Tuesday, April 19 Presented by Dean Waisman, President, Westech Cleaning Audit Systems, and Jennifer Blue, Chair of the Oncology Interest Group, CHICA-Canada A few years ago, cleanliness auditing was considered a onedimensional task that required only a simple visual check of a room. With recent evidence proving the correlation between effective cleaning and the reduction of ‘Super Bugs,’ cleanliness auditing has evolved into a multi-dimensional system that helps to ensure that facilities are safe. With the outbreak of epidemics such as SARS and H1N1, it is more important than ever that facilities are clean and safe. This presentation will focus on how technology can help objectively measure the cleanliness of health care, educational or commercial facility, with the goal of quality improvement. Session 3A — Cleaning and Disinfection of Environmental Surfaces … Are We Doing It Right? 9:30 to 11 a.m. on Wednesday, April 20 Presented By Dr. Sayed Sattar, Professor of Microbiology, University of Ottawa Dr. Sattar is a world-renowned expert in the field of environmental biology. His work focuses on how the environment can help or hinder the proliferation of disease-causing agents. His discoveries regarding the spread of infections in places such as hospitals, nursing homes and mental health facilities have become critical in the development of global strategic infection control procedures. Dr. Sattar will provide delegates with a better understanding of cleaning and disinfection of environmental surfaces. Session 3B — The Threat of Bed Bugs At Your Facility Is Real! 9:30 to 11 a.m. on Wednesday, April 20 Presented by Alice Sinia, Entomologist, Orkin PCO Services The threat of bed bugs at your facility may be keeping you
up at night, but don’t pull the covers over your eyes just yet. Joint entomologist Alice Sinia, quality assurance manager for Orkin PCO Services, will provide an overview of the nocturnal pests, where they hide and how facility managers can protect themselves from beg bug infestations before they tarnish reputations. This presentation will provide insight into prevention strategies as well as roles, responsibilities and tactics for remediation. Sinia has a Master of Science Degree in Pest Management (M.Sc.), Simon Fraser University; B.Sc. (Hons) Biological Sciences (Entomology & Parasitology), Makerere University; and Advanced Level Certificate of Education, Trinity College. She regularly researches and updates Orkin PCO management on changes in government regulations pertaining to the pest control industry. Session 4A — Separating Valid, Verifiable Claims From Greenwashing 11:30 a.m. to 12:30 p.m. on Wednesday, April 20 Presented by Dr. Angela Griffiths, Executive Director, EcoLogo In a world over-crowded with green labels, Dr. Griffiths will provide valuable information to government and industry purchasers on how to separate valid, verifiable claims from greenwashing. The presentation will identify and review the characteristics of a credible environmental label and review recent market research and government guidance to assist in the identification of false claims or greenwashing in the marketplace. Dr. Griffiths brings more than 12 years of experience managing programs, projects and organizations to her role as the executive director of the EcoLogo program. In this position, she manages EcoLogo’s science team and oversees the program’s standard development, auditing and verification processes. She is a certified management consultant with technical expertise in sustainability planning, cumulative environmental effects assessment, climate change, solid waste management and energy and water use efficiency. Dr. Griffiths also has strong community building and facilitation skills, and has facilitated a variety of meetings large and small. Session 4B — Living The Life of a Housekeeper — Walking The Walk 1 to 2:30 p.m. on Wednesday, April 20 Presented by Jim Gauthier, President-elect, CHICA-Canada The departments of infection prevention and control, and housekeeping are vitally linked. Issues in housekeeping such as effectiveness of the cleaning process can have huge implications for the Infection Prevention and Control Practitioner (IPCP). Having the IPCP spend a day as a housekeeper, performing daily cleans, terminal cleans and washroom work was more than just informative; it was an eye-opener. Implementing Best Practices can have unforeseen issues for the front line workers. The experience and issues will be discussed. Jim Gauthier has been working in the field of infection prevention and control for over 20 years. Certification Session James Barkman, lead facilitator, Canadian Green Sustainability Program, will present Become A Certified Green Sustainability Service Contractor on Tuesday, April 19, from 11:30 a.m. to 3:30 p.m., a certification training course, with exam. The Canadian Green Sustainability Program (CGSP), available through CSSA, is a nationally-recognized program complete with an independent, third-party certification and auditing system. The CGSP is designed by Canadians for Canadians. Building owners and facility managers are currently seeking service personnel who can accommodate their goals of achieving “Green Building Status.” Certified Green Sustainability Contractors (CGSCs) are equipped with the knowledge to achieve these goals — at no added cost to the building owner/facility manager.
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Maintenance Sales News 2012 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 3, 2012. (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
INDUSTRY NEWS
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Enviro-Solutions Selling Green Continued From Page 15 that Green programs be in place in order to win their corporate business. The Logical First Step: Green Cleaning Products In many cases, established hotel properties find that making structural and major mechanical changes to their facilities just for the purpose of being Greener and more sustainable is cost prohibitive. This would include, for instance, installing less-energydemanding heating and air-conditioning systems even if they will result, ultimately, in a cost savings. In most cases, these systems are selected assuming they will last several years before needing to be replaced. However, transferring from conventional to Green-certified or “proven-Green” cleaning products and equipment is typically easy and quick to implement, and is cost neutral and an appealing first step for properties looking to make a change. In addition to little or no added costs, except for some training on the use of Green cleaning products when and where necessary, the transition tends to be rather seamless.
March/April 2011 Should jan/san distributors selling Green cleaning products put more energy into marketing to luxury hotels? The surveys referenced here seem to indicate they should. Concludes John Livengood, President/ CEO of the Indiana Hotel & Lodging Association, more and more of today's travelers are comparing properties when they choose where to stay, and one of the strongest factors in their decision making is what he calls the “Green factor.” As he defines it, this refers to the way the property is built or operated as well as the way it is cleaned. Mike Sawchuk has been involved with the jan/san industry for more than 15 years. He is currently vice president and general manager of Enviro-Solutions and Charlotte Products, both leading manufacturers of certified-Green cleaning chemicals based in Ontario, Canada. *There are a variety of Green-certification programs for hotels. Many of these are based on the criteria established to earn Leadership in Energy and Environmental Design (LEED) certification, which does include the use of Green cleaning products, tools, and equipment. Twenty-three states now have their own “official” Green-certification programs that have been signed into law.
MAINTENANCE SALES NEWS CLASSIFIEDS CREATORS FRAGRANCES MASKING ODORS FOR CHEMICAL SPECIALTY PRODUCTS
AFTER 36 YEARS Here’s a website that should be checked out. Your Private Label – Custom Blending – Formula Duplicating – No Charge Samples – One Case Price the Same As 100 Cases – Drop Ship. Extremely strong line of industrial specialty chemicals.
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Midwest distributor of building and grounds maintenance products since 1985. Annual volume: $800,000 to 1 million dollars. Many established accounts. Never had a month in the red. Reply to: Maintenance Sales News, PO Box 130, Arcola, IL 61910 or email: drankin@consolidated.net
VVF Amenities Your partner of Choice Please visit us at: www.vvfamenities.com (800) 432-7627 Ext. 13 Circle Number Replies Are Now Online @ www.maintenancesalesnews.com/circles.htm
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O B I T U A R Y Michele Budreaux Michele Budreaux, vice president of sales for KleenRite, died January 5, 2011. A long time industry professional, she was with KleenRite for over 20 years. She is survived by her only child, Kyle Budreaux of Clovis, CA. Her colleagues remember her as very tenacious, never wanting to give up on anything. Her hobbies included spending time with family, friends, fishing, cooking and good wine. She requested that no services be held, but that friends ‘pour a glass of wine and remember her as a good person.’
People In The News R.J. Schinner Hires Jeff Beyer R.J. Schinner Co., Inc. (RJ Schinner), a re-distributor to the commercial wholesale trade, has announced that Jeff Beyer has joined the company as a sales representative. Beyer has an extensive industry background, and will hold responsibilities of managing RJ Schinner distribution partners in the Upper Midwest. The company has established its own truck fleet to guarantee timely deliveries throughout the Midwest, and provides a strong marketing presence. Visit www.rjschinner.com for more information. Spartan Chemical Announces Promotion Spartan Chemical Company, Inc. has announced the promotion of Trey Robinson to the position of regional sales manager for Spartan’s southern South Carolina region. Robinson will report to Southeast Divisional Sales ManTrey Robinson ager Skip Seal and will be responsible for the service, sales and support of several Spartan Distributors. He is a graduate of the University of South Carolina with a degree in management with an emphasis on retail. While in college Robinson worked for both the University of South Carolina and the New York Jets. After graduation, he ac-
cepted a sales position, where he has been selling packaging for the last four years. Mobile Janitorial Salesman Of The Year Eddie Cross Eddie Cross, a 45-year-veteran of the jan/san industry, recently earned the “Salesman of the Year” award from Mobile Janitorial & Paper Co., for 2010. Cross began his career at 17 and has never left the industry. He credits his success to great service, great friendships and personifies the term “going the extra mile.” He is looking forward to many more years working with his friends. Mobile Janitorial & Paper Co., is a leading jan/san supplier serving Alabama, Florida and Mississippi coastal areas since 1984. The DPA Buying Group Announces 13 New Distributor Members The DPA Buying Group, of Cincinnati, OH, announced the addition of 13 new distributor members on March 1. They are: Action First Aid & Safety, Phoenix, AZ; Basic Maintenance Supply Inc., Philadelphia, PA; Central California Cleaning Supply (CCCS), Fresno, CA; Crown Cleaning Supplies & Equip., Orlando, FL; Dee Janitorial Supply, Inc., Chicago, IL; DHC Supply, Lanham, MD; Janitorial Supplies Co., Dallas, TX; Excel Cleaning & Restoration Supplies, Ft. Myers, FL; Lynx Supply Inc., Oak Ridge, TN; Macomb Wholesale Supply Corp., Fraser, MI; Smart Safety Group, San Diego, CA; Solutions and Cleaning Products, Bismarck, ND; and Sure Supply Inc., Tucker, GA.
MAINTENANCE SALES NEWS CLASSIFIED ADVERTISING RATES 40 words for $40 per insertion Additional words - $1 per word (min charge) Bold face headings - $5.00 • Blind Ad - $25.00 Display Classifieds $70 per column inch (2 inch minimum) Classified Ad deadline date is 1st of preceding month. Additional charge for blind classified advertising. PAYMENT SHOULD ACCOMPANY ORDER.
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We manufacture high-performance pads and
NO ORDER IS TOO BIG OR TOO SMALL. We also
means we make sorbents that perform better,
Our sorbent-savvy local sales teams and CSR
find earth-friendly alternatives for others and
staff are committed to helping you get the right
West Chicago, IL 60185
keep them all competitively priced.
products for your job.
1. 800.615.8699
1270 Nuclear Drive www.esp-us.com