Mar/Apr 2013 Maintenance Sales News by Maintenance Sales News

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March/April 2013

MAINTENANCE

SALES NEWS Exclusively Serving Professional Distributors

March/April 2013

Vol. 30, No. 2

Read/Download MSN At: www.maintenancesalesnews.com

MSN FEATURE STORIES WhiteHall Products Partnering With Customers To Increase Profits For Both .........................................6 Maintenance Sales News Exclusive Distributor Roundup

5 Distributors Discuss Meeting Today’s Challenges.....18 MSN Focus On Paper & Wipes:

Paper Industry Execs Offer Advice On Meeting Changing Customer Demands • 24 • Sofidel America 29 • von Drehle 30 • Cascades Tissue Group 32 • Diamond Wipes 34

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

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On The Cover: WhiteHall Products’ officials shown are, seated, Joe Justin, CEO; standing, left to right, Mark Justin, vice president; Jeff Justin, director of purchasing; Mike Russo, president; and Will Justin, solutions consultant. See story about the distributorship on page 6.

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Industry Calendar of Events April 30, May 1, 2013 — Canadian Sanitation Supply Association’s Can Clean 2013, Mississauga, ON. For information: 866-684-8273.

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Maintenance Sales News (ISSN 1040371X) is published bimonthly by Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130. Publisher assumes no liability whatsoever for content of any advertisement or editorial material contained herein. Copyright 2013, Rankin Publishing, Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form without written consent of Rankin Publishing, Inc. Periodical postage paid at Arcola, IL, and additional mailing offices. POSTMASTER: Send address changes to Maintenance Sales News Circulation, 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130 Subscription Rates in United States: 6 issues $25 Single Copy rate: $5 plus postage/handling; Buyer’s Guide $15 plus postage/handling International rates: 6 issue annual Air Mail Subscription $60 U.S. dollars net

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March/April 2013

WhiteHall Products Partnering With Customers To Increase Profits

For Both By Harrell Kerkhoff Maintenance Sales News Editor

Thinking like a manufacturer and serving customers as a partner have led officials at WhiteHall Products to success in the company’s current role as a distributorship. Representatives from the family-owned and operated Tampa, FL, distributorship draw upon the company’s manufacturing roots to help provide single-use solutions to such customer groups as national, regional, and local distributors as well as manufacturers, government entities, schools, quick-service restaurants, hotels and prisons. Their radically different approach is unique to the distributor market. WhiteHall Products’ variety of cleaning, maintenance and facility items include plastics such as can liners, paper items and other janitorial supplies. “I don’t consider us a typical jan/san house. We do things a little differently,” WhiteHall Products President Mike Russo said during an interview with company officials in Tampa. “Specifically, we are different than many companies when it comes to sales. We take a more consultant approach. Our people just don’t go out and show a catalog and say, ‘Buy our stuff.’ “Instead, we sit down with customers, find out what their needs are, and see what improvements we can make to help them save money and become more profitable.”

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WhiteHall Products CEO Joe Justin, who took over operation of the company in 1993 and oversaw its transition from a manufacturer to distributorship, said WhiteHall is good at conducting a needs analysis with specific customers, then creating a program where both sides are happy and profitable. “It’s important to first understand customers’ true needs before you can supply the products that help them grow and increase margins,” Joe Justin said. Because today’s economy does not always allow for “one program fits all” scenarios, Justin added that WhiteHall Products offers the following products, services and expertise: n Marketing and design of polyethylene bags and other product packaging applications; n Implementation of the latest advancements in raw materials for unique and practical product solutions; n Developing unique and custom packaging requirements for specific situations;

n Designing,

developing, and marketing a full range of environmental products; Realizing significant market expansion with distribution and large end-users in the United States, Europe, the Caribbean, and Latin America; and, n Establishing a customer base that includes market-leading organizations and local, state, and federal government installations. “In 1993, 95 percent of our sales was government-related. Since then, our business has expanded to such customers as distributors, manufacturers, schools, hotels, and quick-service and casual dining restaurants,” Justin said. “Although headquartered in Tampa, WhiteHall Products now services customers coast-to-coast and beyond.” To help with the company’s increased service region, officials at WhiteHall Products recently opened a warehouse in California. “We have sales people assigned to territories, and as those sales grow we add distribution sites within those territories,” Justin said. The basic approach to the way WhiteHall Products services customers, however, does not change, according to Justin. “It’s about calling on a prospective customer, helping meet the needs of that customer, and following up to make sure WhiteHall Products is doing a good job,” he said. n

Life After Manufacturing

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hiteHall Products began operations as a marketer, designer and distributor of plastic packaging products in 1993. However, the roots of the company extend 13 years prior when Justin was hired by Hallmark Packaging, a manufacturer of high-density packaging products, can liners and trash bags. Justin eventually saw an opportunity to help change the direction of the company from manufacturing to distribution. This shift also brought on a new name — WhiteHall Products. The word “white” was chosen to project a clean, new image, with “hall” retained as a tie to the prior company. The new distributorship hit the ground running with an established customer base, product line expansion and an experienced team of industry experts. “We closed the manufacturing site on a Friday in 1993 and opened on the following Monday as a distributor. I eventually purchased the company in 1997,” Justin said. “Because of our manufacturing experience, we were able to benefit from unique relationships early on with manufacturers that made purchasing and product development more efficient. We continued to think like a manufacturer while serving as a distributor.” He attributed the company’s successful beginning as one of the main reasons why WhiteHall Products has been able to maintain a consistent rate of growth and expand its product lines and services even during tough economic times. “Because we began in manufacturing, our people have the technical knowledge regarding manufacturing processes and how to match the right raw materials with the right products. We have been able to come up with the best solutions to satisfy customers’ needs — whatever they are,” Justin said. “Today, we provide a complete line of paper products, janitorial supplies and global sourcing capabilities to a diverse range of over 500 clients.” To further strengthen the company’s business model, officials at WhiteHall Products have opened a product acquisi-

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the marketplace.” Officials at WhiteHall Products have also found success over the years by finding new customers unhappy with the status quo. “These are individuals who were not getting the quality of service, innovative thinking and/or market expansion from their current suppliers,” Mark Justin said. “As people understand that, they gravitate toward us. Therefore, growth in certain markets gets easier and easier as we empower our customers.” When it comes to the supply of jan/san products, Joe Justin said his company only provides those items that his company can specialize in and stays clear of the rest. “We specialize in what we really know. That is a key part of our business. While doing that, our people also look for opportunities to further meet our customers’ needs,” Joe Justin said. “We are also continuously striving to reinvent ourselves. Small companies cannot stay as they are in this business. If they do, they are either going to be Representatives at WhiteHall Products include, left to right, Julie Richardson, customer service; acquired by a larger company or go Sonia Dalano, administrative manager; and Brian Macca, solutions consultant. under.” Among the different areas of business very important to officials at WhiteHall Products 2010 after having served as the company’s CFO since 1992, reiterated the importance of a is private labeling. These officials take pride in being able to customize and create a private manufacturing background for the distributorship. “It’s allowed us to have better knowledge of our product lines. This includes intimate label program for a customer, or that customer’s customer, at no additional charge. This inknowledge on how products are made, their capabilities and what changes can be made to cludes full color labels. “This is done to assist customers in branding their own products,” Joe Justin said. improve these items,” Russo said. “One of the key products that we specialize in is can linRusso added that WhiteHall Products can offer private label options for a wide variety of ers. That is really where we got our start.” Justin added a manufacturing background also helps officials at WhiteHall Products with items. “We want to help customers take their business to the next level and offer products research and development projects that customers sometimes bring to the distributorship. Many of these projects have eventually led to additions in WhiteHall’s product lineup such they maybe haven’t considered before,” Russo said. “This is all done in an effort to improve the bottom line for these customers. I don’t know anyone else in our industry as in the area of paper, gloves, antimicrobial items and window films. Despite this, Justin said the distributorship works hard to be a niche market supplier rather who is offering full-color private labels at no additional charge.” than a broad-line supplier. Empowering Employees “We are the poster child for niches,” WhiteHall Products Vice President Mark Justin said, who is a brother of Joe Justin. “WhiteHall Products is a hybrid organization,” Joe Justin added. “We will not pursue a iring the right people — and then giving these employees the power and freedom product to offer customers unless we conduct a very thorough investigation. We want to to pursue success — has added to the growth of WhiteHall Products over the years, know how that product is made and its differentiations that will help us sell the item within according to Joe Justin. The company currently employs 15, plus outside representation. As this number grows, Joe Justin has found success by implementing a pre-employment test designed to find the best candidates. “We all have made mistakes in the past when it comes to hiring, myself included. As we have added people, however, new candidates now take a pre-employment test that is incredibly accurate,” Joe Justin said. “This has allowed us to minimize hiring mistakes.” Despite the recent down economy and higher unemployment rates of the past few years, Russo added that it’s been harder to find qualified employees. “Due to the economy, many companies have worked hard to keep their ‘A’ players, while letting many of the rest go,” he said. “Therefore, it’s difficult to find those ‘A’ players.” Mark Justin added that due to the complexity of selling in many of the specific markets pursued by WhiteHall Products, it’s very hard for, “somebody to just walk off the street and understand what we are trying to accomplish as a company.” To help attract quality talent, Joe Justin said WhiteHall Products offers an excellent health insurance program that includes dental and vision as well as life insurance. tioning and quality control office in Asia. “We have also been prudent in aligning ourselves with other organizations that have a solid manufacturing base,” Justin said. “As a result of our manufacturing relationships, I feel WhiteHall Products will be transformed as a business in the future.” Russo, who was promoted to the position of president of WhiteHall Products in early

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“Our overall benefits program is very good,” he explained. Mark Justin added: “Throughout the recent recession we remained aggressive in hiring people as well as going after new markets. This took place while many other companies were cutting back.” When it comes to succeeding in customer service, upper management at WhiteHall Products has worked hard as well to empower employees to make key decisions on their own. The company also employs a full-time customer service representative to help free WhiteHall’s sales people so they can concentrate more on increased selling. “Our customer service representative has the responsibility to follow up on orders, make sure everything is correct, and contact customers we haven’t heard from in a while to make sure there are no issues,” Russo said. “This person will also call customers, for example, at the start of the Christmas season to make sure everything is OK with their supplies before things get crazy during the holidays.

door, that’s when his/her company identity starts.” Mark Justin added that his brother Joe has always operated the company as if it’s owned by somebody other than himself. “It’s like there is some mythical owner named ‘WhiteHall’ and the company is operated as such. It’s really unique for a family business,” Mark Justin said. “Everybody here knows his/her own role and has a certain list of things to do.” A Changing World

fter 20 years in the distribution business, Joe Justin and colleagues have seen more than a few changes occur in business. Many of these changes involve products, customer needs and the type of competitors found within the jan/san marketplace. Consolidation among companies remains an important issue for many North American industries, a trend that has been noticed as well by officials at WhiteHall Products. Joe Justin discussed what he referred to as the “amalgamation” trend among several jan/san distributorships. “‘Conglomerate’ was deemed by many as a bad term five or so years ago, but now consolidation among (distributorships) is happening again. The big just keep getting bigger,” Joe Justin said. Mark Justin agreed, adding that as a distributorship grows larger, it’s important to keep a strong focus on customer service. Mike Russo added that individual distributor sales reps often are the best at providing the type of knowledge that customers seek. — Joe Justin, WhiteHall Products CEO “Another trend we see with amalgamation is that these larger companies are entering markets that they never went into previously,” Joe Justin said. “And, as an industry, everyone is noticing that freight is becoming a larger por“We work to be very proactive with customers rather than waiting for issues to hit.” Joe Justin said WhiteHall Products’ customer service focus always falls back to selling tion of a company’s expenses.” Of course, no discussion about trends within the jan/san industry can be completed withprograms rather than just products. “It just so happens that products are part of a program, but they are not the only part. You out talking about environmentally friendly products and programs. As it turns out, this subject is not a new topic for WhiteHall Products. have to provide value-added benefits as well,” Joe Justin said. “When our company was a manufacturer, it was one of only three in the country to proAlong with brother Mark, Joe Justin also works with two sons at WhiteHall Products — Director of Purchasing Jeffrey Justin and Solutions Consultant Will Justin. Despite the vide high-density can liners, which are friendlier to the environment. Since that time, Whitefamily connections at the company, Joe Justin said everyone at the distributorship is valued Hall Products has increased its ‘reduce, reuse and recycle,’ focus,” Mike Russo said. “For example, WhiteHall now supplies post-consumer bags that feature the same strength as regand treated as an equal. “Even though I have two sons and a brother who work here, Mike (Russo) is the ular bags.” Joe Justin added: “Not only do we want to offer post-consumer products, we want them president and his last name is not Justin. When an employee walks through the front

“WhiteHall Products is a hybrid organization. We will not pursue a product to offer customers unless we conduct a very thorough investigation. We want to know how that product is made and its differentiations that will help us sell the item within the marketplace.”

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to be quality items. A customer shouldn’t have to think twice when using a post-consumer product. We have been able to assist a manufacturing company that produces an extra strong bag while using post-consumer material.” Many customers want to be “green,” of course, as long as they don’t have to pay extra in the process. “That is the main battle with selling green,” Mark Justin said. “Using a post-consumer or biodegradable bag is one way to be more environmentally friendly, but looking at an entire ‘reduce, reuse, recycle’ program is the best way to truly be green. This requires a little bit more effort than what some people are willing to go through.” Working with customers with their green programs is something that officials at WhiteHall Products are very willing to do. For example, Joe Justin said his company has helped a quick-service restaurant develop a program where it’s able to separate

paper and plastic items in its garbage from discarded food. This has led to a green recycling end-result. Providing information about LEED (Leadership in Energy and Environmental Design) certification and other green programs is another focus for officials at WhiteHall Products. “There are people and companies that want to be green but don’t know how or what to do. A lot of education is involved about post-consumer products and other items,” Russo said. “We help customers with these issues as a distributor.” “Obviously, when it comes to training,” Mark Justin added, “we have sales meetings in place and send out samples. Mostly, however, it’s about face-to-face time with customers, showing how WhiteHall Products can help them solve important issues.” The distributorship has YouTube videos available as well when it comes to training, Will Justin added. Part of training, of course, also involves showing customers how to select and use the right products. “One thing that has been beneficial while looking at new products is finding (a customer) who we have a close relationship with, and learning through (that customer) what he/she truly needs,” Will Justin said. “We then do further homework in an effort to elaborate on what that customer already knows. This is all done in an effort to provide the right products.” Joe Justin said that many times, a new or potential customer is overProfessional Ecological buying products. WhiteHall repreVapour Cleaning System sentatives work to educate these • Effective against bed bugs, dust mites, lice and other micro-organisms. customers on how they can save • Eliminate bacteria and viruses. money with better purchasing decio o • Temperature from 145 C - 160 C sions. • Pressure 82.5 psi - 97.5 psi “I think our entire sales staff some• Continuous fill times does nothing but look for new • Save time, effort and money products,” Mark Justin added. “It seems they are constantly bringing in stuff for Jeff (Justin, director of purchasing) to look at for possible use. Again, it’s about being with customers, asking questions and finding out what their needs are in order to help them.” “We have customers who call us on the weekends at our homes,” Will Justin continued. “Sometimes they just want to talk about life in general and other times it’s about work. We have the same type of relationship with many of our suppliers.”

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ocated in the heart of Tampa, the headquarters of WhiteHall Products includes administrative offices and a 35,000-square-foot warehouse. Another warehouse is located across town featuring 10,000 square feet, and the company has just opened its 10,000-square-foot warehouse in California. The man in charge of incoming and outgoing logistics pertaining to the company’s stock inventory is WhiteHall Products Warehouse Manager David Miller. It’s a job that Miller enjoys plenty of experience. “David has been with the company since the start, back when it was a manufacturer of can liners. His experience in invaluable,” Russo said. WhiteHall Products utilizes common carriers to distribute its prod-

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ucts, many of which are headed to customers located outside of Florida. “The nice thing about Florida is that it’s a peninsula, so there are many more products coming into the state than going out. This helps our buyer culture,” Joe Justin said. “Because of this imbalance, freight is also advantageous to us.” Working with quality suppliers, both domestic and foreign, is another important focus at WhiteHall Products. “It’s always better to be in business with people you like, are reactive to your needs and help you think outside the box,” Joe Justin said. “Of course, pricing and product quality cannot be left out of any discussions concerning vendor relationships. “Our vendors also help us with exchange and market information. It’s vital to know what is going on. It’s also good when vendors have the same sense of timing and anxiety that we do. We want them to be just as hyper about certain things as our company.” As director of purchasing, Jeff Justin spends a lot of time working with suppliers. He places a strong emphasis on a vendor’s reputation. “We always hear about a company’s reputation while on the street. It’s good to stay with suppliers that have a great reputation. In return, I feel our company’s reputation is strong as well,” Jeff Justin said. “Working with suppliers that help us pursue other avenues and op-

“The acquisition of knowledge is key. It’s essential to the growth of this business and we can’t stop acquiring knowledge.” — Joe Justin, WhiteHall Products CEO portunities in business is also essential.” Another strength of WhiteHall Products is company representatives being able to help customers find specific items that may not be produced anymore in the United States. “There is an understanding today that we are all working in a global economy,” Joe Justin added. WhiteHall Products’ representatives also believe in adding to the company’s product offering when appropriate. This includes a recent expansion into jan/san related equipment sales such as with vacuums and floor machines. Looking ahead, Joe Justin listed a set of main priorities that his company is currently focusing on in order to continue growing.

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“We work to be very proactive with customers rather than waiting for issues to hit.” — Mike Russo, WhiteHall Products President “Our priorities center around increasing sales at higher margins, and to innovate. If you don’t innovate, you die. For instance, we have been working with major grocery store chains and quick-service restaurants to offer new and innovative products,” Joe Justin said. “It’s also vital to provide value-added service and widen the horizon of our purchasing field. If we are not constantly out there looking for manufacturers that focus on specialization or doing something different, better and/or more cost-effective, then we will lose business. “We will also continue to hire people and maximize the implementation of information technology (IT) products that fit our needs. And, we are going to expand into other areas of the country.” He added that WhiteHall Products’ representatives will continue to use knowledge developed from the company’s manufacturing days as well to help customers solve unique problems. “We employ people with strong knowledge about polymers and chemistry. This helps with our efforts in research and development,” Joe Justin said. “The acquisition of knowledge is key. It’s essential to the growth of this business and we can’t stop acquiring knowledge. It comes to us almost every day in some fashion thanks to the Internet. “It’s also important that our company has the ability to act quickly on important decisions. It’s all about speed, timeliness, information exchange and making sure everybody is on the same page.” Mark Justin said this speed to action and constant change are two main reasons why he enjoys his job so much. “In this business, you will generally never run into the same thing day in and day out,” he said. “I enjoy working with my co-workers and others within this industry, and there always seems to be something new going on.” Contact: WhiteHall Products, Inc., 4514 S. Church Ave., Tampa, FL 33611. Phone: 800-262-1258. Website: www.whitehall-products.com.

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Maintenance Sales News Magazine recently spoke with representatives from five distributorships hailing from the East Coast to the South and West, all who indicated business remains challenging in today’s economy. These executives shared how their respective companies have implemented strategies to continue to grow in their service areas.

he Haskins Company, of Augusta, GA, is a full-line janitorial supply company, specializing in facility maintenance supplies including towel, tissue, skin care, liners and equipment, as well as laundry, warewash and disposable foodservice supplies. The company services southeastern Georgia including Savannah and surrounding areas, according to Haskins Company President Brian Haskins. “Some of our largest customer categories include education, federal, state and local municipalities, health care, and building service contractors,” Haskins said. “Business has been challenging, but profitable. In the industry that we are in, we have seen a lot of clients looking for more effective ways to be productive in terms of labor, and to be able to stretch their budgets.” According to the company, its core values are its foundation and guide to perform in a financially, environmentally and socially responsible way. The core values as listed by the company are: n Integrity — Haskins Company has a responsibility to ensure that all of our actions inside and outside our company are conducted in a respectful, open and honest way; n Innovation — The company strives to provide innovative, proactive solutions in all Haskins Company President Brian Haskins business and social exchanges; and n Commitment — Haskins Company’s commitment to excellence creates value in the products and services for customers, employees and community. In their interaction with customers, Haskins Company’s sales reps, both inside and outside, seek to be consultants, rather than just order takers. “When working with a new client, we spend a lot of time initially having conversations trying to understand what they do, what their needs are, and if there are any current issues,” Haskins said. “At that point, we digest that information and come back to customers with a proposal and a plan of action that will either solve a problem or help them achieve their goal. We find by doing this, we better understand our customers’ needs short and long-term. This approach also allows us to nurture a partnership with them for a longer term versus just selling a product.” In keeping with its sales and customer service principles, company reps don’t sell based strictly on price. “I think a lot of people in this economy are in ‘the race to zero,’” Haskins said. “They are looking to find the least expensive product they can supply to their customers. For us, we look to position our product quality and product cost where they should be. This doesn’t mean that they are always going to be the least expensive product on the front side, but long-term or cost-of-use is always our key focus. “We make sure the product performs effectively and is essential to what customers are try-

ing to accomplish.” Part of the temptation to participate in “the race to zero” stems from a trend in recent years, due to the economy, of customers restricting budgets, Haskins said. “We are getting a lot of requests, whether it is from a purchasing agent or a director of maintenance, to help him or her to be able to do more with less,” Haskins said. “Sometimes that involves automation. Sometimes it is making the budget dollar stretch further. “Several years ago when everybody seemed to have money, it didn’t really matter — companies spread the wealth. Now, with restricted facility maintenance budgets, we are having to really assist them to maintain the level of cleanliness within the facilities that they need, while spending fewer dollars.” Offering environmentally friendly products and programs is a large part of Haskins Company’s mission. “We like to talk more about ‘sustainability’ than we do ‘green,’” Haskins said. “We take more of a holistic approach. We have a process called Greenarc® for our Advisory Resource Center in which we have developed mission vision and value statements for our sustainability program (see www.haskinsinc.com). We follow this in working with a customer who wants to integrate sustainability into their facility processes. We help customers become educated and understand where they can get the most bang for their buck in terms of sustainable products. We try to help customers achieve their ultimate goal in this area. “I think it is important for distributors to ‘walk the walk’ as well as ‘talk the talk.’ Therefore, Haskins Company has a full recycling program where it has reduced the amount of waste it sends to the landfill by more than 75 percent.” Haskins Company reps are also able to help customers who are seeking LEED (Leadership in Energy and Environmental Design) certification. “We can show companies how to attain LEED points with innovation or use of product on the purchasing side, and also assist them in some of the fundamental things they need to do logistically with reporting, feedback loops and these types of things,” Haskins said. When it comes to training for customers, the Haskins Company offers instruction at the customer’s site, and also conducts seminars in-house. “We have an in-house facility equipped with VCT, carpet, ceramic and other types of flooring,” Haskins said. “We will bring clients into our facility to train them on the proper care and cleaning of these types of flooring materials. We also have a conference room that seats up to 30 people for other types of in-house training. “We can also train on-site at the customer’s facility, especially if the training involves any type of equipment. We like to try and train on-site on equipment so the customer can be comfortable operating the machinery in their own environment.” The company employs a full-time, factory-trained technician to accomplish equipment re-

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March/April 2013 pairs, both in-house and at a customer’s facility. Haskins Company also offers a full preventative maintenance service. Deliveries are made daily throughout the company’s service region utilizing its fleet of trucks. A critical part of any distributorship business is its vendors. Haskins Company seeks longterm partners. “We look for vendors who are positioned in the marketplace with a good history and who are very well respected,” Haskins said. “We tend to create these long-term relationships and we don’t change very frequently. We have had many long-term partners. “In interviewing or looking at a new vendor, one of the things that we would say is, ‘Do the products fit a need that we have or are something different that we are not able to offer?’ Therefore, we are not just replacing an apple with an apple, but we are giving our customers access to something that is unique and effective as opposed to just moving them from one glass cleaner to another.” In an ever-evolving jan/san marketplace with new products and new technologies being introduced all the time, helping customers keep up with all the information available is a challenge. “With the advent of new technologies, such as search engines or social sites, customers are gaining access to information much quicker than they did in the past,” Haskins said. “Assisting them in sorting through all the new products to determine which ones best meet customers’ needs is important. We are helping customers understand that quality control and consistency are keys for them in terms of a good spend for their dollar.” As the company has enjoyed from 5 to 10 percent annual growth for the past several years, Haskins sees a very “bright” future. “We are fulfilling the needs that our customers are looking for, for that partnership, for that consistency, and for that type of trust,” Haskins said. “As for the jan/san industry as a whole, I think it will continue to grow. I predict there will be consolidation in the market. Very small distributors will continue to either be acquired or will merge, meaning there will be fewer distributors in the marketplace than there have been in years past.” Contact: Haskins Company, 3304-7 Commerce Drive, Augusta, GA 30907. Email: sales@haskinsinc.com. Website: www.haskinsinc.com.

epresenting more than 75 of the leading manufacturers in the cleaning industry, Benman Industries, Inc., of Bridgeport, CT, services the entire state of Connecticut with a wide array of products. The company offers building maintenance supplies, chemicals, equipment and some foodservice items in such categories as aerosols, blocks, brushes, pads, carpet care, detergents, dusters, mops, rags, equipment, floor care, liners, paper, and more. “We believe in personal service. Our goal is to help customers where the box stores can’t,” Benman Industries President Ernest “Ben” Benedetto said. “We also strive to offer the best in delivery service. If customers need something right away, chances are we can get it to them the same day.” The company was founded in 1957 by the late Joseph S. “Ben” Benedetto, and was known as Ben’s Service Center. Joseph Benedetto was a master when it came to repairing vacuum cleaners and small appliances, and that ability became the cornerstone of the company. In 1977, Ben’s Service became Benman Industries, Inc., and the company still repairs machines with factoryBenman Industries, Inc., of Bridgeport, CT trained mechanics. “We have two trucks that cover Connecticut,” Benedetto said. “We have one truck designated to servicing the local area. This way if someone is in dire need of something, we can pull a truck off the road and make sure the customer is satisfied.” Benman Industries’ personalized service begins when a live person answers the phone, as opposed to an answering machine. “We want our customers to talk to a live person every time they call. Just about everybody in our facility can answer questions, and, if not, we will find someone who can,” Benedetto said. “Whether it is a customer on the road or a customer who comes into the store, we are all about offering personal service. We do a good retail business in-house with our 2,000-square-foot showroom.” According to Benedetto, the company’s customer base includes cleaning contractors, municipalities, the state of Connecticut, industry, hospitals and convalescent homes.

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Maintenance Sales News Since its founding, one of Benman Industries’ long suits has been equipment sales and repair. “We have a nearly 1,000-square-foot service area,” Benedetto said. “We stock machines and parts. We try to turn equipment over, whether it be a vacuum cleaner or automatic scrubber, within a day or two.” While Benedetto reported that the company sells many environmentally friendly products, there are still many customers who have not gotten aboard the “green” bandwagon. When is comes to offering customer training, Benman Industries currently emphasizes training on a one-on-one basis, rather than conducting seminars or shows. “If someone has a problem or situation and he or she doesn’t know what to do, our counter people or sales people will spend the time with him/her to solve the issue,” he said. The company’s vendor reps are also called upon at times to help with training. Benedetto seeks vendors that respond quickly with deliveries and in helping solve any issues that may arise. One negative trend impacting traditional distributorships, Benedetto said, is companies such as large office supply houses entering the custodial supplies marketplace. “The biggest problem in this area is these companies will deliver a $5 item with no charge, which makes it pretty hard for traditional jan/san distributors to compete,” Benedetto said. “Another huge problem I see for companies right now is if you don’t have cash, you are in deep trouble. Fortunately, that is not one of our problems. There are many other challenges associated with the state of the economy. Until more business is created, big problems will exist, because there are more companies going out of business than there are new business start-ups. “Nonetheless, we are moving along. We are up and down, but Benman Industries is holding its own. We try to service people better than other distributors. If someone needs help, we are here.” Contact: Benman Industries Inc., P.O. Box 5327, 1870 East Main St., Bridgeport, CT 06610-0327. Email: Benservice@aol.com. Website: www.benmanind.com.

21 “What was originally a company selling to a small niche segment of the New York marketplace is now both a jan/san house (with purchasing and sales strength in towels, tissue, garbage liners and chemicals) and a foodservice packaging house. “We effectively service the Tri-State New York area as well as Philadelphia and a small portion of Massachusetts. We employ more than 100 people, including 22 salespeo-

amily owned and operated, Borax Paper Products of Bronx, NY, is a leading distributor of janitorial supplies, food service disposable paper and plastic packaging supplies throughout the Tri-State area of New York, New Jersey and Connecticut.

“My father closed Borax Paper in 1966 and I restarted it 10 years later in 1976,” said Borax Paper President and CEO Marc Borak.

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ple, and send out 25 trucks a day, all overseen by a strong team of managers as well as 6 active family members. According to Borak, the company services five of the top eight major hospitals in the New York Tri-State area. “In addition to hospitals, we service nursing homes and a wide venue of health care facilities,” Borak said. “Our customer base also includes universities, colleges, municipalities, school systems, retail food establishments,

March/April 2013

supermarkets, contract cleaners, industrial accounts and major food packers and processors. We operate out of 90,000-square-feet of office and warehouse space where our philosophy is, and has always been, to excel in all aspects of the services we provide.” One of the ways Borax Paper distinguishes itself from its competitors is its consultative approach in working with customers. “We consult with customers — we listen — to enable us to take a picture of what the customer is currently doing, and then bring to the table cost effective, quality options,” Borak said. “Partnerships develop between our salespeople, our customers and our suppliers. Problems, issues and challenges are solved through these partnerships. We seek out suppliers who are going to understand who we are, what our needs are and what we are trying to accomplish in the marketplace.” Always stressing the importance of going to market energetically and professionally, Borak is eager to engage manufacturers that educate the salespeople as well as bringing quality, consistent products to market in a timely fashion. “From a sales perspective, our suppliers must be able to work with our sales team to get the message across about the benefits of working with a particular manufacturer through Borax Paper,” Borak said. Beginning with the foodservice side of the business, and now with jan/san as well, Borax Paper was a pioneer in the New York Tri-State area in introducing environmentally friendly products. “We were the first distributor in the New York area to introduce ‘green’ on the foodservice side of our business,” Borak said. “Last year, on the jan/san side, we installed 3,800 towel and tissue dispensers for a major New York hospital and put in place for them a recycling program. The towels and tissue used were both of environmentally friendly recycled paper.

“We crunched some numbers and sent the hospital interesting information as to the number of trees saved by the program, how many gallons of water and oil were saved, and how many kilowatts of electricity were saved as well. All very positive and all very proactive.” Borax’s salespeople are always encouraged to recommend environmentally responsible solutions wherever appropriate. “We make suggestions emphasizing ‘green’ and then help our customers market the products to their customers by providing pamphlets, mailings and other sales aids,” Borak said. “People who work and study in the hospitals and universities we service know that the Borax Paper President and CEO washroom items they use — towels, tissue, soap — as Marc Borak well as the foodservice items they find in the cafeterias, are all environmentally friendly, made from sustainable resources, and that there is a conscious effort to provide those products.” When it comes to dealing with customers, Borax Paper has always preferred personal presentations to understand and address a customer’s needs. “Distributor salespeople must be smarter, more alert and more attentive to show the end-user that there is a benefit in working with us, and that we are the one who can solve their concerns,” Borak said. “It is no longer simply a matter of offering a price and saying that delivery will be next Tuesday. To compete successfully, sales reps must be effective consultants. We are constantly working towards that end. “We are in a difficult business. Most everything we sell is a commodity available from every other company in our business, making our challenges to be competitive even greater. The need for quality, consistency and on-time delivery is absolutely imperative. “We work closely with our manufacturers to ensure those requirements and continually reinforce the need to be on the cutting edge of new products. We believe in innovation. We continually seek to enhance the service intangibles that we bolt onto the tangible products we provide. “I am particularly optimistic about the future of our company. Our business has grown every year since its inception, and I see the same for the coming years. We have good, solid people working here who are dedicated and passionate — our sales team, customer service personnel, financial staff, purchasing department and operations. Our employees do care about Borax Paper and enjoy working here as evidenced by their longevity and the number of second generation individuals in key positions.” Contact: Borax Paper Products. Inc., 1390 Spofford Ave., Bronx, NY 10474. Phone: 718-665-8500; Fax: 718-665-3661. Email: info@boraxpaper.com. Website: www.boraxpaper.com.

Greener cleaners make a difference. Ours make a BIG difference. And they REALLY work. Visit us on-line, and take the first step toward a cleaner, greener world.

enviro-solution.com Circle 27

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Toll Free: 1-877-674-4373

Maintenance Sales News

n business for more than 100 years, S. Freedman & Sons, Inc., of Landover, MD, is under its fourth generation of family leadership, serving the Baltimore, Richmond, Tide Water and Washington, D.C., areas. S. Freedman & Sons specializes in jan/san and foodservice products. “We service restaurants, contract cleaners, lodging facilities, schools and hospitals,” S. Freedman & Sons Vice President Jeff Freedman said. “We will service almost anybody who is cleaning something — if they need to clean, we can service them.” The company’s jan/san offerings include can liners, trash bags, chemical dilution products, chemicals, floor and carpet care, disinfectants, machines, vacuums, utility cleaning tools, mats, mopping equipment, packaging supplies, towels, paper, waste receptacle systems, water-free urinals and wipers. Freedman reported that business has been “good.” “We are seeing more and more that there is a heightened interest in the cleaning process because of health issues and cross-contamination,” Freedman said. “People are more aware that if you have a clean facility, people will stay healthy.” The company’s Jan/San Product Specialist Larry Johnson added: “We used to clean for appearance first, but now we clean for health first. When cleaning for health, appearance will be there. When cleaning for just appearance, health is not always there.” S. Freedman & Sons’ vision statement says: “S. Freedman & Sons, Inc. is committed to continually providing superior service and products that meet and exceed customer expectations. “We are dedicated to creating value for our customers through efficiency, teamwork and continuous improvement within our organization. “Our Associates will seek out and capitalize on new opportunities to ensure the long-term viability and growth of the company. We will provide our associates with the work environment and the tools to ensure the accomplishment of these objectives and the success of our customers, our suppliers and ourselves.” “We are a company that specializes in providing solutions to our customers and soon-to-be customers,” Vice President of Sales Tim Antonini said. “Our philosophy is to help our customers when they have issues and concerns — the same for potential customers. We work on solutions to help our customers improve their business, profitability and image. “We are very good listeners. We are not out there pushing boxes. What we really do is try to help our customers improve their business. If we do that, then they will want to partner with us.” An important segment of S. Freedman & Sons sales is in the “green” or environmentally friendly products arena. “Being located in the Washington, D.C., Baltimore, Richmond and Tide Water markets, green is important as there is so much government here pushing green,” Freedman said. Johnson added: “I teach customers about green. I think in terms of ‘green’ for their solutions all the time. Therefore, when customers call me and say, ‘My boss told me we want to go green,’ I say you are pretty much on the way there. “I try to stay ahead of the game when it comes to environmentally friendly products and cleaning techniques. We are getting more and more questions about green, but what amazes me is there are still many people who have no clue.

23 “We can also help people obtain LEED points. I have been heavily involved in this area. I am CIMS (ISSA Cleaning Industry Management Standard) certified and I can give customers advice. “We also have numerous other staff members who are CIMS certified and, in addition, we rely on our vendor reps, some of whom are CIMS certified. We take the team approach to helping our customers.” Freedman and Antonini both agreed that in seeking suppliers, the company looks for quality products that work and provide value, innovation and support. Also important to S. Freedman & Sons’ overall business are equipment sales and repair. The company operates its own equipment repair department. “We service everything we sell,” Johnson said. “We will service any make or model. We conduct repairs both on site at the customer’s location and in our shop. Mainly, we go on Continued on Page 41

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Paper Industry Execs Offer Advice On

Meeting Changing Customer Demands By Harrell Kerkhoff, Maintenance Sales News Editor

n The purchase of a new paper mill facility in Natchez, MS; Satisfying ever-changing customer demands is among the many challenges n New state-of-the-art high speed converting and opportunities that will be found within the commercial/away-from-home lines in two production facilities; n Started Blue Ridge Molding, a plastic injec(AFH) paper/tissue marketplace for the remainder of 2013 and beyond. This is tion molding business for manufacturing disaccording to paper company executives interviewed in March by Maintenance pensers; and, Sales News Magazine as they discussed what is new within their organizations, n New technologies and components within as well as what to expect in the near future for the overall janitorial/sanitary von Drehle’s paper mills. “Each and all of these investments will maintain (jan/san) paper marketplace. our service levels and keep the company flexible. The benefits of these investments are shared with ith a strong belief in employee ownership, community stewardship and putting our customers because we believe we all should make a fair profit,” Gscheidmeier said. the customer first, officials at the von Drehle Corporation continue to serve the “We run our business with the understanding that both our customers and ourselves must jan/san industry with quality products and deep integrity, while also remaining be healthy for everyone to survive for the long term.” flexible and entrepreneurial, according to von Drehle Corporation Marketing DirecIn a time when jan/san distributors are being purchased or squeezed, large and national tor Jason Gscheidmeier. players are driving consolidation, and more jan/san dollars are spent with non-traditional “We believe good business means investing in our suppliers, von Drehle officials are proud of the company’s reputation for trust, he excommunities, providing employees with advance- plained. ment opportunities and giving our employees com“The von Drehle way is growing responsively and respecting those who have gotten pany ownership,” Gscheidmeier said. “von Drehle us here. Our customers have worked hard to help us build this business, and they deserve has built the company on the premise that, ‘Integrity our respect and admiration for their support,” Gscheidmeier said. “As we continue to exis our most important asset.’ This can be witnessed in pand throughout the United States, mutual trust enables open and transparent relationships our daily decision making. We take very seriously that steer our geographic expansion and provide the framework for fruitful and meanthe trust and relationship bestowed by our distribu- ingful growth discussions with our customers.” tor partners, and run our business with their interests To further help customers compete in an increasingly competitive landscape, von in mind.” Drehle representatives work to provide new and improved products. This trust has enabled the company to communi“The von Drehle way is supplying products we are proud to market and sell, and to procate openly and collaboratively with its customers. vide distributors with winning programs. Since last year, we have introduced a new line “It is our humility, flexibility and willingness to of mechanical hands-free dispensers, developed a new brand of high-end products named listen that provide the very value our customers need Elegance™ and are in the process of improving our wiper program,” Gscheidmeier said. to operate and grow within their respective areas,” “Several operating costs segments will rise, end-users will Gscheidmeier said. Jason Gscheidmeier Officials at von Drehle have more purchase/supplier options, distribution will continue believe the jan/san market will continue to experience signifito consolidate, technologies will advance, and on-line purchases cant changes in the coming years. and marketing will continue to grow.” “Several operating costs segments will rise, end-users will have more purchase/supplier options, distribution will continue — von Drehle Corporation Marketing Director Jason Gscheidmeier to consolidate, technologies will advance, and on-line purchases and marketing will continue to grow,” Gscheidmeier said. “While these changes will prove challenging, we believe our core business principles that got us “We stand behind these products with quality guarantees that ensure proper and quick reshere will continue to provide opportunities for our customers and for von Drehle. olution when the rare negative event occurs. We never want our customers to be bur“The jan/san industry will experience cost increases like every other industry. Health dened in these events.” care costs will rise, government taxes will increase, and fuel and energy costs will creep The von Drehle way, Gscheidmeier continued, is staying humble with customers, truly up. We understand and embrace our responsibility to find ways to neutralize these in- listening to their concerns and opportunities, and then acting on them with changes and creased expenses without compromising service and quality.” improvements whenever possible. It’s also being available to customers at all levels of the It’s von Drehle’s goal, Gscheidmeier added, to remain a good price and cost steward organization so they can win that new business or solve their own customer issues. for customers. It helps that the company has deployed capital and resources that keep “We believe helping our customers be responsive is critical in winning or keeping discosts down, eliminate unnecessary management layers and assign responsibility low tributor business,” Gscheidmeier said. within the organization. In this last year, the company’s capital investments in equipment, Humility can also be witnessed in von Drehle’s environmental responsibility, he noted. systems and facilities have included: The company takes the position that good business means being good stewards of the en-

Maintenance Sales News

vironment. For example, in 2012, von Drehle significantly expanded the number of its GS-1 Green Seal™ products, continued to own and operate farms that utilized paper byproducts to improve soil moisture and provided this same technology to private farms that have improved crop yields. “All of these principles are the hallmarks of our business. We believe staying true to these will help our customers grow, will protect the business they already enjoy, will provide opportunities and stability for our employees and their families, and will support our communities with financial and resource help,” Gscheidmeier said. “Because ‘Integrity is our most important asset,’ we do these things not just because it’s good business, but because it’s the right thing to do. “To our customers who have supported von Drehle, we genuinely appreciate them trusting us with their business, which in turn has helped us deliver on our beliefs — employee ownership, community stewardship and putting the customer first.” Contact: von Drehle Corporation - An ESOP Company, 612 Third Ave., NE, Hickory, NC 28601. Phone: 828-322-1805; Fax: 828-322-4145. Email: jason.gscheidmeier@vondrehle.com. Website: www.vondrehle.com.

ocusing on a strong future while celebrating past successes continues to lead Sofidel Group moving forward. The company remains committed to seeking new avenues of growth through its U.S. subsidiary Sofidel America. According to Sofidel America Corp. Senior Vice President of Sales & Marketing David Shapiro, Sofidel Group is the sixth largest tissue company in the world with over 1 million tons of tissue capacity. It sells branded, private label and AFH products in the European market where it’s the second largest tissue manufacturer. “Sofidel Group acquired Cellynne Stefco in August 2012. This acquisition is the first entry into the U.S. marketplace for Sofidel Group, which is working to expand Sofidel America via all vehicles posDavid Shapiro sible,” Shapiro said. “This includes additional acquisitions, greenfield mill development and by adding new converting equipment. “Our basic concept is to market a premium product with a value proposition. This is our niche.” Shapiro added that 85 percent of Sofidel America’s sales revolve around towel and tissue products for the AFH marketplace, while 15 percent are towel and tissue product sales to the private label retail marketplace. “Sofidel America wants to grow in both areas,” he said. “Business at Cellynne Stefco had been on a dramatic growth curve over the past four years, and we expect this growth to accelerate with Sofidel Group as the new owners. Sofidel Group is an innovative company, well financed and has $2 billion in annual sales.”

“It’s important to use quality products that get the job done with the least amount of wasted fiber.” — Sofidel America Corp. Senior Vice President of Sales & Marketing David Shapiro

Part of the company’s innovative focus is offering new products for the AFH marketplace. For example, Shapiro said Sofidel America will be launching later this spring an improved proprietary dispensing system. This involves both electronic and mechanical hands-free dispensers that are proprietary in both design and operation to Sofidel America. “These dispensers will help reduce costs for end-users and allow our distributors to sell an improved proprietary system to enhance their own margins and ability to grow business,” Shapiro said. He further explained that by providing full size, quality products, Sofidel America helps distributors and end-users reduce product consumption, labor and waste, while improving sustainability practices. “It’s important to use quality products that get the job done with the least amount of wasted fiber. That is what we focus on,” Shapiro said. As Sofidel America continues to grow in the U.S. marketplace and improve its service to customers, the company has transitioned to a new ERP (SAP) system, according to Shapiro. “It’s been a challenging process since January, but we are seeing continuous improvement every day,” he added.

When asked about the overall outlook in 2013 pertaining to the AFH paper/tissue business, Shapiro reported demand for these products is expected to be “decent, neither robust nor weak.” “Growth should be somewhere around 2 percent for both the at-home and AFH marketplaces in 2013. This is similar to 2012,” he said. “Demand is basically driven by population at 70 percent and GDP (Gross Domestic Product) at 30 percent.” On the subject of availability, Shapiro said there has been an substantial addition to tissue capacity coming from the southeastern United States, mostly centered around ThruAir-Dried (TAD) products. This has been aided by the addition of four major paper machines located in the southeast. These machines mostly serve the at-home marketplace. “There is also a developing abundance of paper for industrial toweling, while there is a tightness to the supply on virgin fiber for bath tissue,” Shapiro said. “This is particularly true for virgin 9-pound bath tissue.” Shapiro added that as society in general uses less paper, there remains a growing shrinkage in the supply of available secondary fiber/replenished paper. Simultaneously, the recovery rate for recycled paper has grown from around 50 percent in 2000 to nearly 70 percent today. “In some grades of paper now, recycled paper costs more than virgin paper. This trend will continue across more grades,” Shapiro said. “Therefore, increased efforts for sustainability are going to have to center around the idea that a company’s whole business process becomes sustainable. This involves using managed forests, reducing the level of contamination into the environment and reducing water usage. These are all areas where Sofidel Group is focusing its energy. “Sofidel is a devoted, sustainable company driven by three major elements: No. 1, all of Sofidel America’s fiber is sourced from 100 percent certified managed forests; No. 2, Sofidel Group is part of the WWF Climate Savers initiative to dramatically reduce carbon emissions. Sofidel is the only paper company to be a member of that group; and No. 3, Sofidel America and Sofidel Group uses dramatically less water in the production of tissue products versus the industry standard.” Contact: Sofidel America Corp., 1006 Marley Dr., Haines City, FL 33844. Phone: 800-835-1854. Website: www.sofidelamerica.com.

ational Tissue Company continues to be a full-line supplier of towels, tissue, wipers and napkins for the jan/san industry. This includes standard universal products and a complete line of high quality proprietary systems. Private label opportunities and hard-to-find items are also among key capabilities at National Tissue. “Our acquisition of Merfin Systems last year has given us a much broader product line and increased our ability to ship within North America,” National Tissue Company President Mike Graverson said. “We have been taking the best products and services from each company to give customers an even larger variety of options. The private label programs we’ve offered for a long time, for example, continue to be popular with customers. “Meanwhile, our centerpull tissue product is also very popular, providing opportunities for growth Mike Graverson and profit for those distributors who have yet to bring this into their area.” When asked to share National Tissue’s projections for what to expect in the overall janitorial paper/tissue business in 2013, Graverson said it’s taken longer than expected for the U.S. economy to recover, but there are now very positive signs taking place for many of National Tissue’s customers. “Unemployment is coming down, travel is up and people are much more optimistic than before, which causes good things to happen. We will continue to grow and offer products and services that distributors want,” he said. Graverson added that National Tissue officials anticipate the supply of paper for the AFH segment to remain readily available in 2013. He also commented that many jan/san companies continue to ask for smaller size rolls and sheets in order to attain low case prices. However, Graverson said, National Tissue representatives have also seen a movement toward better quality tissue and towels. “Smaller size doesn’t necessarily mean lower quality. The full impact of the new paper machines in the country coming online remains to be seen in the AFH market, but we anticipate that product quality will continue to improve and low quality products will be phased out over time,” Graverson said. “It’s possible to get great pricing along with a quality product, and we have that in our products.”

March/April 2013

Looking ahead for the remainder of 2013 as a company, Graverson said that as National Tissue officials have integrated the company’s various product lines they have seen, as a result, growth among all types of customer segments. “We expect to again grow in double-digit figures this year. Our goal is to continue the successful integration of Merfin Systems’ and National Tissue products with our customers. By doing so, this gives them the choices they deserve and helps support their internal growth,” he said.

“Unemployment is coming down, travel is up and people are much more optimistic than before, which causes good things to happen.” — National Tissue Company President Mike Graverson

Keeping a strong focus on customer service is another essential part of business at National Tissue. Graverson explained that customer service is one of the key factors that distinguish companies from each other. “We recognize that our customers have choices and if you let them down, they can, and will, go to somebody else for their janitorial supplies,” he said. “At National Tissue, we’ve worked hard to ensure that our customer service and sales teams are responsive AND responsible. We take pride in being a company people can trust.” Helping customers remain good stewards to the environment is also an essential objective at National Tissue. Graverson said the company’s greatest responsibility is to help preserve the environment and ensure the sustainability of global ecology for future generations. He explained National Tissue is dedicated to manufacturing towel, tissue and napkin products containing recycled fibers that meet, or exceed, EPA guidelines for pre- and post-consumer content. It also offers Green Seal™ products for people who require thirdparty certifications. “During the converting process, we have also implemented recycling programs for reclaiming scrap materials such as cardboard, poly wrap, strapping, spend cores and even waste machine oil,” Graverson said. “We have also upgraded our lighting system to be motion-activated in order to reduce energy consumption; and all of our cardboard boxes are made from 65 percent recycled product. Meanwhile, National Tissue is listed in the EPA’s Comprehensive Procurement Guidelines Supplier Directory. “At National Tissue, caring for customers and the environment, on which we all rely, are keys to creating value.” 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.

ew and innovative product introductions for the jan/san paper market have been among important objectives for Cascades Tissue Group during the past several years — and this focus continues. “We feel the most innovative ‘game changer’ for the paper industry is the Cascades® Antibacterial paper towel. This towel promotes effective hand washing and reduces bacterial contamination and transmission without changing habits,” Cascades Tissue Group Vice President of Sales, AwayFrom-Home USA, Dennis Lion, said. “Once hand washing is complete, the towel used from traditional dispensers transfers an active ingredient to the hands and kills over 99.99 percent of harmful bacteria. This effective means of hand sanitation Dennis Lion will advance healthy schools and workplaces as well as make major strides in the reduction of hospital acquired infections (HAIs).” According to Lion, Cascades Tissue Group is the fourth largest supplier of tissue paper in North America. Cascades operates 18 plants throughout the United States and Canada that produce paper hand towels, bath tissue, facial tissue, napkins, and wipers under the brands Cascades, North River, and Decor, along with various private brands. Besides the Cascades® Antibacterial paper towel, the company recently launched its line of Moka bathroom tissue in conventional as well as jumbo- and high-capacity formats. The product line will be extended to include facial tissue later this spring. “This (Moka) product is the first unbleached tissue and incorporates the use of recy-

cled corrugated boxes in its fiber makeup,” Lion said. “This readily available resource, as well as skipping the bleaching process, allow us to reduce the carbon footprint by 25 percent versus the pulp mix used in traditional Cascades 100 percent recycled fiber tissue. (Moka) is of premium grade and doesn’t compromise in terms of softness.” When asked to express future company goals, Lion stated that Cascades Tissue Group has aggressive double-digit growth plans for 2013 and beyond. “With our acquisition of Papersource (in Granby, QC), as well as expanded capacities for our IFC wiper division, we are targeting new business and expanding new markets throughout the United States,” Lion said. “We are also looking at potential new converting sites and expanded converting equipment capacities to balance our paper making capabilities. Our goal is to double our AFH tissue business within five years.” Lion also commented on his company’s take regarding the 2013 outlook for the overall janitorial paper/tissue business. He stated the coming years “will be a tough ride for many” as industry dynamics and new, non-traditional suppliers require distributors and manufacturers to redefine themselves. “There will continue to be pressure to offer new and innovative cost-saving systems and services to maximize profits,” he said. “Selling on price alone will not be a sustained endeavor. Distributors and manufacturers will also be required to update their systems to keep up with the growing evolution of touch-screen devices such as android phones and iPads. Customers, meanwhile, will be looking for more user-friendly apps to find information and conduct business. “There will also be more acquisitions and business failures in mid-size distribution. Pressure will be great to grow to a larger size or sell out to a national or large regional player.” Lion added that he feels costs will continue to rise to keep up with changes in health care laws and needed investment in technology.

“There will continue to be pressure to offer new and innovative cost-saving systems and services to maximize profits. Selling on price alone will not be a sustained endeavor.” — Cascades Tissue Group Vice President of Sales, AfH USA, Dennis Lion

“We have already seen a rising number of acquisitions by national players within the jan/san industry,” he noted. “There will be a continued trend among existing distributors to offer greater cost effective systems. This includes selling more effective dispensing programs such as our Tandem system. “There are ever more cheater products and cases available now that do not offer the cost savings that end-users are expecting. However, end-users will continue to push for real cost saving initiatives that will deliver in the end.” To help meet the challenges brought on by the years ahead, Cascades Tissue Group officials will continue to place a strong emphasis on customer service. “Customer service is an important differentiator in our business. We have implemented many Key Performance Indicators (KPIs) that we monitor to become best-inclass to our distribution base,” Lion said. “We have reduced our lead time to 7 days, and are looking at ways to potentially reduce that further in key geographical locations. We have also implemented a KPI for our fill rates. Cascades has accomplished a better than 99 percent fill rate within the past 12 months. “In order for us to hit our aggressive growth expectations, a stellar customer service team and system are required.” According to Lion, Cascades Tissue Group representatives continue to work with a core base of distributors in the jan/san industry. “We offer a highly educated and dedicated team of direct sales representatives who focus on growing our distributors’ business. Once we identify limited partners in a particular geography and industry, our efforts are spent working with distributors to maximize share for both parties,” Lion said. “As we are growing, we are also growing our sales team. This includes the addition of a full-time corporate sales trainer, who will continue to cultivate and develop the knowledge and skills of our sales team members. We have also added many innovative technologies.” Ongoing training must be provided to continually aid Cascades Tissue Group’s sales team, Lion added, so that these people, in turn, can educate the company’s distributors. These sales team members are available for meetings at the distribution level to provide new product training. “We have also announced recent plans to add two new sales reps in the United States as well as two positions focusing on end-user development. We will continue to be a valued resource for our distribution partners,” Lion said. Lion also discussed the current rundown on the availability of paper within the AFH market. He stated that with recent announcements and new paper machines coming on

Maintenance Sales News

board, paper supply has not been an issue. What is often an issue with non-integrated suppliers is the variation of paper quality. “When paper is readily available in the industry, converters tend to shop around to find the best deal on parent rolls. This can cause variation in consistency for finished products,” Lion said. When it comes to Cascades Tissue Group specifically, the company has spent significant time and resources improving its supply chain. This includes implementing demand-planning systems. “Everything from parent roll production through finished goods forecasts have been greatly improved in order to have the right product at the right time for our customers,” Lion said. “This has helped us attain a 99 percent fill rate on our products while we grew double digits in both unit and dollar growth in 2012. We will continue to monitor this, and look at where we are producing products to maximize supply chain efficiency as well as profitability.” Remaining focused on environmental issues and related “green” products and programs is essential as well for Cascades Tissue Group. Lion said the company has always been a leader in sustainable practices “which are part of our DNA. This is how the company was founded.” Most North River and Cascades’ products are third-party certified by Ecologo, CFPA (Chlorine Free Products Association) and Green Seal™ (GS-1). They also are offset with renewable Green-e certified energy. “Most of our Decor and Cascades Elite lines are also certified Ecologo. We continue to raise the bar internally as well for our facilities to reduce waste, energy and greenhouse gases,” Lion said. “For example, our Lachute, QC, facility is the first LEED-NC Gold certified paper mill in North America. Sustainability has been, and will continue to be, a major effort in our evolution.” Contact: Cascades Tissue Group. Phone: 518-880-3640; Email: Dennis_lion@cascades.com. Website: www.afh.cascades.com.

maintenance fees, improved tenant/user satisfaction, enhanced brand image and potentially contributing to sustainability goals.” When asked to comment about the 2013 outlook for the overall janitorial paper/tissue business, Candido said that although market conditions in Canada show some improvement, growth will be a gradual process. The U.S. market, however, will continue to experience challenges as the overall economy struggles to maintain its existing level and eventually strengthen. In 2013, he added, the janitorial paper/tissue business is expected to remain relatively flat to slightly up. “Our customers are charged to operate with lower budgets to reduce operational costs yet increase efficiencies. To this end, Kruger Products’ exclusive Cost-In-Use business modeling tool is the perfect tool to help them meet their business needs across the board,” Candido said. “We can walk customers through the differences between various product mixes, and demonstrate opportunities for cost savings with different dispensing system solutions.” Candido was also asked about the current availability of paper for the AFH market. He said officials from the Company keep an accurate pulse on the industry, and believe that the availability of paper will actually increase in coming years as companies continue to invest in new papermaking technology. Being an integrated manufacturer that makes its own parent rolls, Candido added, Kruger Products is not concerned about the supply of paper itself. In fact, the company’s new TAD machine just came online at its Memphis, TN, facility. “This will greatly assist our mounting production volumes and support our growth within the United States,” he said. To aid in future growth for the company, officials at Kruger Products also recently announced the expansion of the company’s exclusive Ultimate Washroom™ collection and to its main dispenser line. The additions to the Ultimate Washroom™ collection, according to Candido, include: n The Mini Titan™2, which, according to Candido, “is the market’s smallest dispenser with the capacity to hold the longest towel roll on the market — Kruger Products’ White Swan® 1,200 foot towel roll. The Mini Titan™2 offers numerous end-user bens a leading Canadian manufacturer and distributor of quality tissue, napkin and efits including touchless operation that reduces the risk of cross-contamination, flexible paper products for household, industrial and commercial use, some of Kruger length settings that control the amount of product dispensed at one time and a refined Products’ best-known consumer brands include Cashmere® bathroom tissue, design that enhances an establishment’s overall brand image. Purex® bathroom tissue, Scotties® facial tissue, Paired with Kruger Products’ White Swan® 1,200 roll towel, this dispensing soluSpongeTowels® paper towels, as well as the White tion offers the added benefit of sustainability as longer roll towels mean fewer rolls are Swan®, Embassy® and Esteem® families of away- required, reducing both packaging and the number of cores discarded; and n The Mini-Max®2 Stainless Steel Jumbo Bathroom Tissue (JBT) dispenser and from-home products. Meanwhile, the company’s White Cloud® portfolio of products is available to the Stainless Steel Hands Fresh® touchless soap dispenser. “Both provide more options for customers looking to heighten the aesthetics of their consumers at select locations across the United facilities,” Candido said. “The Mini-Max®2 dispenser is a stylish yet durable alternative States. “We provide premium dispensing system solu- that can accommodate high-traffic locations, Candido said. Paired with the new Minitions to all markets, including accommodation, food Max®2 1-PLY JBT 1,500-foot roll, this combination will result in fewer run outs and less service, property management and health care, that maintenance refill trips, allowing maintenance staff to focus on more important tasks.” Meanwhile, the launch of NOIR from Kruger Products provides a fresh, coordinated support each customer’s unique business objectives,” Kruger Products Corporate Director of look for the Company’s main dispenser line, according to Candido. “It captures the sleek and modern appeal associated with European designs. Our Marketing and Operations – AFH Jay Candido said. “Our main AFH product lines include one- and generic line of products are an economical choice for those who want reliable distwo-ply bathroom tissue; facial tissue; napkins; pensers,” he said. “The NOIR line combines functionality and a unique modern design wipers; and multifold, singlefold and C-fold paper that complements any décor.” According to Candido, the Kruger Products AFH Division remains focused on worktowels.” Jay Candido “We are committed to ensuring that product ing closely with customers to provide dispensing system solutions that benefit their botquality, service and comprehensive business optimization solutions run through every tom lines. The company’s Cost-In-Use business modeling exemplifies where cost saving opportunities exist through different product mixes. fiber of our business, satisfying the needs and demands of end-users.” “Unfortunately, in challenging economic times, such as we’ve experienced recently, busiLooking ahead for the remainder of 2013, Candido said the AFH Division at Kruger Products remains focused on maintaining the company’s strength in Canada, while grow- nesses often overlook this concept and mistakenly focusing on price as the main factor in ing in select areas of the United States with partner distributors. Leveraging Kruger purchasing decisions,” Candido said. “This prevents them from benefiting from cost savProducts’ core strengths — premium products, superior customer service and effective ing opportunities across their operations. To understand and leverage potential returns, we help our distributors and customers differentiate between the actual cost or price of a prodbusiness optimization — is helping the AFH Division achieve these goals. uct in dollars and cents and the true worth of a “We believe sustainability is a journey of continuous improvement — not a destination.” product throughout its lifetime, showing how — Kruger Products Corporate Director of Operations and Business Development – AFH Jay Candido this all impacts other areas of their business. “These impacts may include reducing overall consumption through the use of pre“We help our customers, whether directly or indirectly through distributor partners, by explaining the benefits of incorporating our exclusive Cost-In-Use business model,” mium products and accurate product comparisons to understand the full impact across Candido said. “We believe in this model and we’re keen on educating customers about a business.” Kruger Products’ employees also embrace sustainability as a core part of the Comhow this business model can result in savings across their operations and benefit their bottom lines. The tool demonstrates how different product combinations can meet dif- pany’s business and help customers understand the value of sustainable operations and ferent customer demands. This can lead to savings through lower consumption, reduced product offerings. Ultimately, this leads to customers/end-users incorporating these prod-

March/April 2013

ucts and programs into their facilities and supporting their sustainability goals, too. “In 2010, we launched Sustainability 2015, our five-year initiative to reduce Kruger Products’ impact on the environment. Since then, we’ve incorporated various projects across our network— some small, like lighting efficiency programs, and some large, such as our award-winning biomass gasification and heat recovery technologies. These systems were developed and incorporated to help reduce our energy consumption and greenhouse gas emissions, thereby indirectly reducing our customers’ GHG emissions and energy consumption, too,” Candido said. Further, in 2011, Kruger Products became the first Canadian tissue manufacturer to earn Forest Stewardship Council® (FSC®) certification, according to Candido. He added that Kruger offers one of the largest portfolios of third-party certified tissue products across North America, including FSC and EcoLogo certifications. “And in 2012, Kruger Products became an official partner of Earth Day Canada (EDC). We have been actively working with EDC to communicate with multiple stakeholders about the practical things we all can do to incorporate sustainable solutions into everyday life and make meaningful changes,” Candido said. “We’ve also developed a private round table series focused on sustainability issues, such as (re)defining sustainable paper and responsible sourcing. It’s our job, as an industry leader, to stay abreast of industry insights and updates, and translate these to our distributor partners and customers so that they can make informed decisions in order to support their own sustainability goals. “We believe sustainability is a journey of continuous improvement — not a destination. As a result, Sustainability 2015 is challenging us to continuously evolve by improving our products, as well as the operations that manufacture and deliver them.” Understanding the power of the dynamic relationship among manufacturer, distributor and customer is also vital at Kruger Products. “By using our broad portfolio of premium quality products and dispensing system solutions, we collaborate with distribution partners throughout North America to understand and address the unique needs of their businesses. This allows us to provide them with effective product and business optimization solutions to satisfy end-user demands,” Candido said. “We work closely with distributors to train them on our products so they are well-equipped with information to handle any customer need, and put together the right product mix to benefit a customer’s bottom line. “Our exclusive Tissue University® program walks users through basic to advanced modules with relevant information about our industry, and specific to our products. This helps them effectively communicate the differences between various dispensing system solutions and how each will impact an individual business in a specific market.” “At Kruger Products, we take pride in not only the big changes we integrate, but also our smaller contributions. Often these are the most meaningful to an end-user,” Candido said. “We appreciate the relationships we’ve built with distributors, and together we will continue to work hard to add value to our customers’ businesses.” Contact: Kruger Products, 1900 Minnesota Court, Suite 200, Mississauga, ON L5N 5R5; Phone: 905-812-6939; Fax: 905.812.6996. Email: jay.candido@krugerproducts.ca. Website: www.krugerproducts.com/afh.

o further the company’s business and product offerings, officials at Wausau Paper Towel & Tissue, LLC, announced in 2011 plans to expand production capabilities in response to growing demand for “green” products. The project currently includes a state-of-the-art 220-inch paper machine capable of producing premium towel and tissue products from 100 percent recycled fiber as well as converting line enhancements. “The new machine is located at our Harrodsburg, KY, facility. This investment further extends our green leadership position, and allows Wausau Paper to introduce new premium green towel and tissue products unlike anything available in the AFH towel and tissue market today,” Wausau Paper Vice President of Marketing Mark Stanland said. Mark Stanland Wausau Paper manufactures and offers a complete line of towel, tissue, wiper, soap and dispensers for the AFH market. Its product ® line features three paper brands: DublSoft , DublNature® and EcoSoft™. According to Stanland, each brand, with its own unique attributes and benefits, offers customers high-quality products with exceptional performance. “We offer premium, 100 percent recycled and Green Seal™ certified products, coupled with controlled-use dispensing systems. Our products service a variety of market segments, including: office buildings, schools/colleges, factories, health care facilities,

hotels, airports and other high-traffic facilities,” he said. It’s the goal at Wausau Paper to continually develop innovative products that are directly aligned with needs found in the marketplace. This is supported by the company’s recent expansion project, according to Stanland. “As in previous years, green products and services continue to be a growing trend in the jan/san industry. Now, more than ever, end-users are incorporating environmental factors into their decision making process,” Stanland explained. “Facilities are seeking quality products that meet functional needs, and that are also made with environmen-

“Green products and services continue to be a growing trend in the jan/san industry. Now, more than ever, end-users are incorporating environmental factors into their decision making process.” — Wausau Paper Vice President of Marketing Mark Stanland

tally-responsible methods.” In a marketplace with confusing environmental product claims, however, consumers can become overwhelmed and must be careful of “greenwashing,” Stanland added. “Simply put, ‘greenwashing’ is misleading or inaccurate product claims about the environmental benefits of a product. As a result, the increase of products bearing thirdparty environmental certifications has risen,” he said. “This assures end-users that the products purchased meet objective criteria as set forth by the certifying organization, and takes the guesswork out of the decision-making process, thus making purchasing easier.” Wausau Paper enjoys a long history of offering products that meet the needs of customers as well as changing market demands, according to Stanland. “This is evidenced by our production of 100 percent recycled towels and tissue for over two decades. With the rising importance of the global green movement, we understood the significance of substantiating our product claims and became the first paper company to offer a complete line of Green Seal™-certified products in 2003,” he said. “Believing in our green platform, Wausau Paper invested in innovative papermaking technology to be able to offer premium green products, again changing the way the market viewed environmentally responsible products.” In addition to its Green Seal™-certified product offering, Wausau Paper has many stewardship initiatives in place that focus on making an environmental difference. Stanland said they include: n “Recycling and waste management programs at the company’s Harrodsburg facility. This includes batteries, fluorescent bulbs and light bulb ballasts; aerosol can waste; non-hazardous ink residue; and paper waste; n “A wastewater treatment plant at the company’s Middletown, OH, mill where approximately 2 million gallons per day are treated and returned to a de-inking operation; n “Being a U.S. EPA SmartWaySM Transport Partner. Wausau Paper is focused on improving the company’s environmental performance of freight operations to reduce carbon dioxide and nitrogen oxide emissions; and, n “Instituting a ‘Smart Ship’ initiative, which reviews the unit/pallet configuration of the company’s products to provide better cube utilization, promote space savings, enhance packaging integrity and improve transportation fuel usage,” Stanland said. Working to meet the needs of the company’s distributor base also remains vital at Wausau Paper Towel & Tissue. This is done by focusing on new product innovation, green products and dispensing systems that satisfy the needs of these distributors. “Offering innovative product ideas and solutions for our customers is a high priority. This has led to our investment in new papermaking technology,” Stanland said. “To complement our green products, Wausau Paper has a wide range of dispensing systems that control use and discourage waste. Together, our dispensers and Green Seal™-certified products offer distributors the best environmental solution to help support enduser facilities.” Stanland added that Wausau Paper is not complacent with the company’s success, but continually looks for innovative product ideas and solutions to further aid customers in the marketplace. “Wausau Paper strives to be at the forefront of important ideas when it comes to environmentally preferable products,” he said. “This is the catalyst for our continued investment in new technologies and product innovations.” Contact: Wausau Paper Towel & Tissue, LLC, 1150 Industry Rd., P.O. Box 189, Harrodsburg, KY 40330-0189. Phone: 800-723-0001; Fax: 859-734-8200. E-mail: contactbaywest@wausaupaper.com. Web site: www.wausaupaper.com.

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March/April 2013

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The Future Is Greener For Diamond Wipes Diamond Wipes International, the original U.S. manufacturer of hot and cold disposable wet wipes, announced two new programs aimed at advancing its sustainability initiatives. After completing the installation of the 3,360 panel clean renewable solar energy PV system in December, 2011 — which has cumulatively saved the equivalent of 842,443 pounds of CO2, 51,043 trees, and 42,894 gallons of gas and qualified the company as EPA Green Power Partner — the company received the Forest Stewardship Council™ and Rainforest Alliance certifications in October, 2012. And this February, the State of California Department of Public Health Food & Drug Branch certified Diamond Wipes for the Organic Processed Product Registration.

PROFESSIONAL PRODUCT SPOTLIGHT In 2012, Diamond Wipes also welcomed the new addition to its highly popular canister wipe product line. Handyclean™ Rinse-Free Food Contact Surface Sanitizer Wipes (120 wipes/canister, 6 canisters/case) are EPA-registered, fast & effective, odor eliminating hard surface sanitizer designed for use on food contact surfaces in homes, public eating places, restaurants, bars, institutional kitchens, food handling and processing areas and food preparation lines without the requirement of a potable water rinse after sanitization. The wipe kills 99.999% of bacteria that can cause food borne illness in just 60 seconds. Along with many other Diamond Wipes professional products, this item is packaged using the clean, renewable solar energy. Handyclean™ Rinse-Free Food Contact Surface Sanitizer Wipes are now available for purchase through Diamond Wipes distributor partners.

Eve Yen, president and founder of DWI

All parties interested in exploring the contract packaging services or professional grade wet wipe products should contact your Diamond Wipes representative or call toll-free 1 (800) 454-1077.

“At Diamond Wipes, our commitment to being the best in the business constantly drives us to look for ways to reach more environmentally and socially responsible processes,” said Eve Yen, founder and CEO of Diamond Wipes. “We are thrilled to now be able to offer our loyal contract packaging clients the option of developing their products according to these newly awarded and responsibly managed sustainability standards.”

ABOUT DIAMOND WIPES INTERNATIONAL Diamond Wipes International is the leading West Coast manufacturer of disposable wet wipes in the United States. Established in 1994, Diamond Wipes supplies wet wipes to major restaurant chains and other leading foodservice distributors. Diamond Wipes also produces wipes for private label and contract packaging customers in cosmetic, personal care, healthcare, automotive and household industries.

wipes for all your needs and more

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DAD1069

March/April 2013

ADVERTORIAL

Lindhaus USA: Now Offering A True Industrial Carpet Vacuum Cleaner At Competitive Price Lindhaus USA, the worldwide leader of quality dual motor upright vacuum cleaners, is now leading the highly priced competitive single motor upright vacuum cleaner category. Lindhaus is known for making the world’s fastest vacuum cleaners. Lindhaus vacuums operate at the highest working capacities on the market, enabling its users to go faster while still cleaning better. Now the fastest vacuum cleaners are positioned to sell in the fastest moving sales class, the single motor commercial upright category. Without sacrificing any of the quality Lindhaus is known for, it now offers a true industrial carpet vacuum cleaner that is priced to take on any of the competition. The Activa Pro is positioned a whopping 30 percent below the price of competitive dual motor uprights, yet still outperforms most of those very expensive dual motor uprights. This makes the Activa Pro the “go to” vacuum for these challenging economic times. Facilities maintenance budgets are stretched beyond reason and the Activa Pro is just the product to meet the most competitive bids with the highest performance. The Activa Pro is making a name for itself in high profile accounts such as glitzy Las Vegas resorts to major universities across America. “The fact that I can usually bid the Lindhaus Activa for up to $100 less than a two-motor vacuum, without sacrificing a dime of profit, makes it my go-to piece,” reports one Lindhaus distributor. “Do not let the attractive price fool you,” Lindhaus USA President Al Carpenter added. “The Activa Pro is heavy-duty and employs state-of-the-art technology in every Single Motor Commercial Upright Vacuum Cleaner category.” x x x x x x x x x

Ultra-light machine Strong and versatile Electronic overload control Accessories onboard No tool brush change True HEPA filtration option Cleans 50% faster than competitors Out cleans dual motor competitors Priced 30% to 40 % less than competitive dual motor uprights!

The Activa Pro was designed to lead the industry in the following seven categories: • Ease of use • Performance • Ergonomics/Utility • Speed of application • Filtration • Durability • Price

1. EASE OF USE: The Activa Pro features a patented weight distribution system that makes it the easiest vacuum cleaner on the market to operate, according to Lindhaus. With a handle weight of 1.89 pounds, the Activa Pro is three times easier to support that the average vacuum cleaner. 2. PERFORMANCE: The Activa Pro dominates its competition when it comes to cleaning power. The Activa Pro deep cleans so well that Lindhaus is one of the only companies to publish all three critical measurements of performance: • Air Volume (CFM) 93 • Water Lift Inches 79 • Brush Speed 5000 RPM. 3. ERGONOMICS/UTILITY: The Activa Pro is not only designed to be easy-touse, it’s designed to maximize its application. Conveniently located on-board tools allow for a variety of above-the-floor cleaning needs. The industry-leading 4 to 1 1. It is equipped with a complete set of on board accessories instretch hose provides ample hose length, yet tucks completely out of the way when cluding the replacement filter not in use. The handle length of the Activa Pro is adjustable, so users may set it in bag. 2. Very versatile, goes from rugs the most comfortable position for themselves prior to use. Once adjusted, the full and carpets to hard floors such as ceramic, marble and wood wrap-around handle can be used in three hand grip positions to ease repetitive stress thanks to a series of roller injuries. covers (optional). 3. The dynamically balanced 4. SPEED OF APPLICATION: Simply put, the Activa Pro is the world’s fastest brush roller is mounted on vacuum cleaner, according to Lindhaus. The brush of the Activa Pro not only turns at metal supports with ball bearings. In case of blocking a 5,000 RPMs, it has a patented design that propels dirt and debris to the throat of the speed sensor sends the inforvacuum with incredible force when teamed with the specially-designed high airflow LINDHAUS USA mation to the electronic control that switches off the motor 1-800-498-7526 base plate. The Activa Pro can be used up to a 50 percent faster working pace than immediately. The transmission other commercial vacuum cleaners. has a double geared belt WWW.LINDHAUS.COM 5. FILTRATION: Lindhaus is the world leader when it comes to true sealed-suction, high-filtration vacuum cleaners. Lindhaus publishes the Net Filtration Efficiency of every vacuum cleaner it manufactures. While many facilities desire the benefits which true HEPA filter vacuum cleaners can provide, the cost of maintaining and replacing the HEPA filters is incredibly hard on the budget. By employing a specifically designed format of Multi-Media-Membrane Filtration, the Activa Pro achieves a rating of 98.28 percent filtration at .3 microns, with no costly HEPA filters to replace ever. Users who want the 1.6 percent increase in filtration performance may simply purchase a HEPA filter for the Activa Pro. 6. DURABILITY: All Lindhaus models are known to be long lasting, and the Activa continues to raise the bar of durability. With solid metal brush roll supports and seven ball bearings employed throughout the machine, the Activa Pro is in a class by itself. With its own custom made motor, and a speed sensor that shuts off the motor in case of any blockage, the Activa Pro has increased its estimated motor life by another 50 percent. 7. PRICE: The Activa Pro has a wholesale price tag of 30 to 40 percent less than comparable dual motor uprights. This makes it the “must have” commercial upright Editorial provided by Lindhaus USA. vacuum cleaner for 2013.

1-800-498-7526 • www.lindhaus.com

THE REAL GREEN

CLEANING MACHINES The world’s lightest 2-motor commercial upright vacuums CRI CERTIFIED ALL MACHINES CERTIFIED HEPA WITH FILTER

LINDHAUS ALSO GOES BEYOND YOUR EXPECTATIONS WITH THEIR ENTIRE LINE OF QUALITY PRODUCTS

CELEBRATING

25 YEARS OF BUSINESS Circle 24

March/April 2013

ADVERTORIAL

From Legend Brands

Winning The Race Against Dirt To Truly Clean THE PROBLEM Facilities work hard to keep their floors, fixtures and furniture looking clean and looking new — yet it’s often not enough. Dingy floors and soiled and stained carpets and other furnishings persist, in spite of their best efforts to keep them clean. They also struggle to maintain good indoor air quality and to manage airborne dust and bathroom odors for the health, safety and comfort of building occupants. Today’s cleaning procedures to address these issues are labor intensive — in fact, labor accounts for 80 to 90 percent of most facilities’ cleaning expenses. Add to this the cost of complex, expensive janitorial equipment and the money required to maintain it. Battery-operated autoscrubbers may sit idle while waiting for budget funds to replace expensive batteries. And then there’s the training to operate the equipment effectively and mixing chemicals, and all repeated when staff members move on: it’s a potent mix of high expense and low effectiveness. Further compounding these issues is the prevalence of inadequate procedures. Currently, there is no standard process for cleaning many facilities, especially for hard surfaces, and in many cases, there’s a real lack of understanding of what actually works. Institutional and commercial facilities may be “cleaned” by a broom and mop or a high-end autoscrubber. Neither of these approaches can be said to clean effectively in every situation. Operators are often in a “race against dirt” — a race they feel they can never win. Legend Brands recently worked with the maintenance staff at the Edmonton Mall, the

Hard surface

largest retail mall in North America. With over 6.1 million ft2 (570,000 m2) of space and 800 stores, the mall presents significant challenges for cleaning. The staff said that their extensive use of autoscrubbers was good enough for daily, light duty cleaning. But over time, they said soils began to accumulate and become more and more difficult to remove. They felt they were just “pushing dirt around” rather than actually cleaning. Indeed, their maintenance procedures were not keeping up with the task. They needed to implement a regular restorative cleaning process, one that regularly removed all the soils, even soils deeply imbedded in grout and other porous or textured surfaces. Only then would they have any hope of keeping ahead of the dirt. THE SOLUTION Engineers and product designers with Legend Brands, all of whom have extensive experience in the cleaning industry, decided to design a system that would address these issues. They understood that a successful system must incorporate these features: • Deliver efficient and effective cleaning that restores surfaces to a “clean as new” look on a regular basis; • Offer an integrated system that can be easily adapted for various cleaning challenges and that eliminates the need for multiple accessories and expensive equipment; • Be extremely easy to use, ensuring that no labor is wasted because of inadequate training or misunderstandings about how to use the system; • Works in tight spaces, such as restrooms and crowded offices, where larger autoscrubbers can’t reach (and where mops and buckets only make things worse); and, • Competitively priced, both chemicals and equipment, to make regular, even daily use, affordable and cost-effective. The Legend Brands VersaClean™ System provides all of this and more. It is the complete floor care system, offering turn-key floor care at a reasonable cost. Best of all, it outperforms far more complex and costly systems while keeping labor costs, training time and user error to a minimum. POWERFUL, EFFICIENT CHEMISTRY First, consider the chemistry employed by VersaClean. The carpet cleaning machine (VC700) features a two-step chemical delivery systems. No mixing is required; operators simply place the clearly-marked Step 1 and Step 2 chemical containers in the machine and insert the draw tubes. Once the machine is switched on, the machine will automatically mix the chemicals with water at the optimum rate. This ensures that every ounce of chemical purchase is used at maximum efficiency. No dollars wasted by using too much; no time wasted by not using enough. Hard surface restorative cleaning with the VersaClean System is also a simple two-step process — apply cleaner then rinse/extract with the VT1200 machine, followed by application of a sealer.

Carpet

Simple to use VersaClean System products make it easy to be the hero in the race against dirt, stain and soil build-up. Clean and restore floors to like-new condition fast!

Learn more about this new streamlined system: VC.legendbrands.net

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EASE OF OPERATION Minimal training is required to operate the VersaClean system. Unlike traditional rotary machines, which often have a steep learning curve, new operators can master VersaClean machines in a matter of minutes. VersaClean cleaning systems maximize the efficiency of daily maintenance operations while providing deep, restorative cleaning with every use. It is truly a total floor care solution. Use the VC700 on all types of carpet and upholstery, as well as draperies and other soft materials. The VT1200 delivers highly effective cleaning on all types of hard flooring, including tile, stone, terrazzo, linoleum, and many other surfaces, as well as tile and grout, porcelain fixtures, and more. For truly effective cleaning, choose the VersaClean System. By reducing or eliminating the need for complex and expensive equipment, by providing access to critical small spaces, and by delivering a deep, restorative clean with every pass, VersaClean will help facilities win the race against dirt and achieve truly clean results. For more information, contact: VC.legendbrands.net. Editorial provided by Legend Brands.

Maintenance Sales News

Cascades Antibacterial Paper Towel Gains Product Recognitions Cascades Tissue Group has announced its Antibacterial Paper Towel secured a â&#x20AC;&#x153;4Starâ&#x20AC;? Environmental Leader Technology Review Score and has been named a 2013 Edison Award Finalist in the Consumer Packaged Goods: Cleaning Solutions category. The paper towel was launched in 2010 on the Canadian away-from-home market and in 2012 in the United States. Cascades says the Antibacterial Paper Towel provides a simple and effective way to further reduce bacterial contamination and transmission.According to the company, it almost instantly kills over 99.99 percent

of harmful bacteria. By integrating a safe active ingredient into a dry format, the greencolored paper towel compensates for peopleâ&#x20AC;&#x2122;s imperfect hygiene habits without changing how they wash or dry their hands. About The Environmental Leader Technology Review Program The Environmental Leader Technology Reviews is a program that recognizes excellence in products and services that provide companies with energy and environmental benefits. Only products earning a score of 3.5 or better are included in the publicationâ&#x20AC;&#x2122;s report, and by earning â&#x20AC;&#x153;4 Stars,â&#x20AC;? the Cas-

cades Antibacterial paper hand towel placed within the top 20 products recognized for excellence, technical features and performance that provide clear and substantial benefits. Scores were determined by a panel of independent judges from companies including PepsiCo, Staples, The University of California Berkeley, ISS Facilities Services, The Green Grid, LNS Research, Owens Corning, Yahoo! Inc., GlaxoSmithKline, Legrand, Petco and New Belgium Brewing Company. About The Edison Awards Since its beginning in 1987, the Edison

Awardsâ&#x201E;˘ have recognized and honored some of the most innovative new products, services and business leaders in America. The ballot of nominees for the Edison Awards is judged by more than 3,000 senior business executives and academics from across the nation. Votes acknowledge the finalistsâ&#x20AC;&#x2122; success in meeting the ward criteria of concept, value, delivery and impact. The Cascades Antibacterial Paper Hand Towel is one of four finalists in the Cleaning Solutions section of the Consumer packaged Goods category. Award winners will be announced on April 25, 2013 at the Edison Awards Annual Gala held in Chicago. Visit www.afh.cascades.com.

Cascades Receives LEED Gold Certification For The Expansion Of Lachute Plant Cascades has announced that the expansion of its Tissue Group plant in Lachute, QuĂŠbec, has received the LEEDÂŽ Gold certification. Cascades says the plant is the first paper manufacturing facility to obtain LEEDÂŽ-NC (New Construction) certification in the Canadian paper industry. The 6,800 m2 expansion project of the Lachute plant received the Gold level of LEEDÂŽ certification because of Cascadesâ&#x20AC;&#x2122; efforts to reduce its ecological footprint. According to Cascades, â&#x20AC;&#x153;This concern demonstrates the companyâ&#x20AC;&#x2122;s will to remain at the forefront of environmental protection, which concerns not only its production activities but also the continuous improvement of its buildings.â&#x20AC;? This project was recognized for its performance regarding: â&#x20AC;˘ The reduction of its drinking water consumption, evaluated at 46.57 percent; â&#x20AC;˘ The use of regional materials, with 47.08 percent of costs used for the purchase of materials produced and extracted locally; and,

â&#x20AC;˘ The presence of certified wood, accounting for 96.36 percent of total cost for materials. About LEEDÂŽ Certification LEEDÂŽ (Leadership in Energy and Environmental Design) is an internationally recognized system based on a range of principles and practices that reduce the environmental impact linked to the construction and operation of green buildings. Derived from LEEDÂŽ, LEEDÂŽ-NC is a rating system that addresses new constructions. The program involves the comprehensive evaluation of a broad set of criteria organized into six main credit categories aimed at producing â&#x20AC;&#x153;a high-performance ecological building.â&#x20AC;? Cascades Tissue Group, a division of Cascades, ULC, says it is the fourth largest manufacturer of tissue paper in North America. Founded in 1964, Cascades produces, converts and markets packaging and tissue products that are composed mainly of recycled fiber. The company employs more than 12,000 men and women, who work in more than 100 units located in North

The Cascades Tissue Groupâ&#x20AC;&#x2122;s Lachute, Quebec, expansion project.

America and Europe. With its management philosophy, close to half a century of experience in recycling, and efforts in re-

search and development as driving forces, Cascades says it continues to serve its clients with innovative products.

Zephyr does what it takes to help you succeed. Zephyr is your single source for brooms, mops, brushes, dusters, squeegees and microfibers. When you choose Zephyr: â&#x20AC;˘ You avoid backorders with our 99% fill rate â&#x20AC;˘ You make good margins with our competitive, wholesale only pricing â&#x20AC;˘ Your questions are answered by friendly, trained professionals.

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Circle 43

March/April 2013

Spartan Chemicalâ&#x20AC;&#x2122;s Hard Surface Disinfecting Wipes Now Available Spartan Chemical Company, Inc. has announced the availability of its Hard Surface Disinfecting Wipes for cleanup and disinfection of bloodborne pathogens in health care, education and other facilities. Spartan officials say in order to promote worker safety, the Occupational Safety and Health Administration (OSHA) developed the Blood borne Pathogen Standard (Title 29 of the Code of Federal Regulations at 29 CFR 1910.1030), which provides important protection for workers who can reasonably be anticipated to come into contact with blood or OPIM (other potentially infectious materials) as a result of performing their job. An important component of the standard relates to cleanup and disinfection of a spill containing blood borne pathogens. Spartan says its Chemical Hard Surface Disinfecting wipes offer a compliant, hospital grade solution for the removal of such spills. â&#x20AC;&#x153;A key concern in blood borne pathogen cleanup is cross-contamination,â&#x20AC;? says Greg Ford, vice president of sales for Spartan Chemical Company. â&#x20AC;&#x153;Our Hard Surface Disinfecting Wipes provide convenient and effective cleaning and disinfecting in a disposable wipe that eliminates this concern.â&#x20AC;? In addition, Spartan Hard Surface Disinfecting Wipes also provide an EPA registered efficacy for the disinfection of the

Circle No. 44 â&#x20AC;&#x153;superbug,â&#x20AC;? CRE (Carbapenem-Resistant Enterobacteriaceae). â&#x20AC;&#x153;While hand hygiene is the first line of defense against the spread of HAIs (Healthcare Associated Infections) caused by CRE,â&#x20AC;? says Ford, â&#x20AC;&#x153;Spartanâ&#x20AC;&#x2122;s Hard Surface Disinfecting Wipes can be used to disinfect high touch surfaces that are contaminated with CRE, reducing the risk of contact with this dangerous bacteria.â&#x20AC;? Spartan says the wipes are formulated to disinfect hard, non-porous, inanimate environmental surfaces. Offered in three fragrances: fresh, lemon and NABC, Spartan says the wipe kills 99 percent of bacteria in 15 seconds (Staphylococcus aureus, Klebsiella pneumoniae, Listeria monocytogenes, Escherichia coli O157:H7). Effective

against the common cold (Human Coronavirus) as well as HBV, HIV-1 and CRE, Spartan Hard Surface Disinfecting wipes provide a solution for a variety of germicidal initiatives.

users," said Walter Cresswell, regional sales manager for Spartan Chemical. "AmSan is an innovative, forward-thinking company. I am proud to partner with them to bring complete cleaning solutions to their customers." AmSanÂŽ is a supplier of janitorial, cleaning, and facility maintenance supply products and, according to Spartan, is committed to bringing new standards of quality and value to customers; offering

Spartan Chemical Named Vendor Of The Year At AmSan Spartan Chemical Company, Inc., was named AmSan, South Florida Vendor of the Year at its sales meeting on Feb. 5, 2013. Each year, AmSan, a distributor of janitorial and sanitation supplies, polls its sales force to select one vendor that stands out from the rest. This year, Walter Cresswell, regional manager for Spartan Chemical was identified and awarded the Vendor of the Year award. "It was an easy choice," said Mike Dinnen, regional sales manager, AmSan South Florida division. "We carry hundreds of lines at AmSan, Walter and Spartan Chemical Walter Cresswell, left, regional manager for Spartan Chemiprovide standout products, cal, was awarded the Vendor of the Year award from AmSan. service, and support. This award is truly an indication of the dedica- products, programs, and solutions that ention that Spartan has to our success, our enhance customer productivity, efficiency, and tire sales staff voted, and Walter won, cost control. The company offers multiple distribution centers across North America. hands-down." Visit www.spartanchemical.com "At Spartan, we rely on strategic partners for more information. like AmSan to be the frontline to our end-

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Maintenance Sales News

5 Distributors Continued From Page 23 site for the large items that we don’t really want to transport.” The company’s delivery drivers are an important cog in the company’s efforts to build lasting relationships with customers. “We have our own fleet of trucks,” Antonini said. “We have longtime delivery professionals who do an excellent job. We hear very good comments from our customers about our drivers. For the most part, we accomplish nextday delivery except in a few areas.” Both Freedman and Antonini said one of the challenges to doing business in today’s marketplace is finding what Freedman calls “energetic professionals” who want to enter the industry. “We have been pretty fortunate,” Freedman said. “S. Freedman & Sons is a good place to work, which helps us attract good people, although not as many as we would like. We pay well, offer good benefits and give people the opportunity to make money.” Antonini added: “Once on board, employees typically stay with the company. They like being here.” Freedman sees a “bright” future for the company. “We have talented folks here,” he said. “We have people who really care about what they do. We have good solid momentum going right now and I think we are doing all the right things and our customers and prospective customers like what we offer. That is why we have been fortunate to continue to grow.” Contact: S. Freedman & Sons, Inc., P.O. Box 1418, 3322 Penny Dr., Landover, MD 20785. Email: info@sfreedman.com. Website: www.sfreedman.com.

ith its headquarters in Las Vegas, NV, Brady Industries is a full-service jan/san distributor with other locations in Albuquerque, Carlsbad and Farmington, NM; El Paso, TX, Boise, ID; Reno, NV; Phoenix, AZ; and Salt Lake City, UT. Boasting more than 500,000-squarefeet in its combined facilities, Brady Industries serves both the local needs of Las Vegas and regional customers. “Brady Industries has been distributing janitorial supplies since 1947,” said Vice President for Sales & Marketing Ryan Banks. “As a third generation distributor, we offer supplies and services in such categories as janitorial, equipment, equipment service, warewash, laundry, chemicals, laundry design, linen services, hospitality amenities, foodservice, wood floor care and matting.” In addition to being a major supplier to Las Vegas’ casinos, Brady Industries also services other market segments including building service contractors, health care, educa-

tion, government, commercial, hospitality, restaurants, clubs, recreational facilities, industrial, retail, religious, transportation and residential. Banks reported that business at Brady Industries the past year or so has been “terrific.” “I think it is going to be very solid for us for the next three or four years,” he added. “We are a solution-based selling team. We focus more on programs than products. We use solutions that we find, whether through technology or through products and processes. “We exceed customers expectations. Brady Industries’ culture also gives us a competitive advantage. We conduct business with honesty, integrity and hard work, which I think resonates with our customer base. “In addition, we transact business through e-commerce interchange, which accounts for a good portion of our sales.” Brady Industries’ commitment to offering the best in customer service also extends to its efforts in offering customers environmentally friendly products. “We are heavily committed to sustainability,” Banks said. “We have a sustainability program for our customers and we practice what we preach. We recently built a new facility in Salt Lake City that is a LEEDcertified distribution center.” Brady Industries’ “Go Green” program provides customers with a sustainable business strategy. This strategy is designed to allow customers to prosper economically, to have a positive impact on the environment and to be socially responsible to all who work in and visit their facilities, according the company. A brochure on the Go Green initiative can be seen at www.bradyindustries.com. Banks said he sees a trend where customers are asking for more access to information online to help them make decisions in purchasing products and programs. “Historically, I think there was the idea that if a sales person didn’t show new products to customers, they would not find out about them otherwise,” Banks said. “Now, our customers want us to give them more access to information so they can make up their own mind.” When it comes to training, Brady Industries employs both in-house seminars and training customers at their sites. Another trend Banks sees is that purchasing departments are tending to take the lead in deciding what products and/or systems to buy.

“Purchasing has had more influence into the buying position in our category. The people using the products used to have much more influence into what was being purchased. I think that is a trend that will stay around as long as the economy is challenged.” An important cog in serving customers, both locally and across the company’s sprawling service area of six western states, is its delivery service. “We manage our own fleet. Typically, any order that comes in before 4 p.m. gets delivered the following day, Banks said. “Because we are a regional distributor, we do some things within the region which are kind of unique to Brady Industries in that we run our own transfer trucks. “For example, if Reno needs an item, we can fill it from Las Vegas. We can put the product on our Brady transfer truck and replenish that item, typically within a four-day window.” Brady Industries’ relationships with its suppliers, Banks said, “Are incredibly important.” He added: “It is a corporate initiative to establish good relationships with our suppliers. We actually coach our sales team how to interact with manufacturers as a part of their training.” Banks said part of the challenge in being a successful sales team member in today’s market is the ability to adapt to the changes in the way customers do business. “The distributor sales rep who is not adaptable is going to face challenges,” Banks said. “He/she is going to get gobbled up in this market.” The old saying, “You can’t teach an old dog new tricks” does not apply to Brady Industries’ veteran sales people. “Some of our sales reps who have been with us the longest have actually had the easiest time in adapting to the ever-changing marketplace,” Banks said. “There are more and more competitors entering our state that bring some complexity to the ways we have done business in the past. However, I think as Brady Industries adapts to the changes, things will be good. The future is bright.” Contact: Brady Industries, 7055 Lindell Road, Las Vegas, NV 89118. Email: bids@bradyindustries.com. Website: www.bradyindustries.com.

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March/April 2013

CanClean 2013 Set For April 30 And May 1 In Mississauga, ON

anClean 2013, the largest exposition in Canada aiding facilities in their quest for cleaning standards, sustainability, hygiene and infection control, will be held at the International Centre, Hall 5, in Mississauga, ON, April 30 and May 1.

Cleaning professionals and delegates attend CanClean to view the newest and most innovative cleaning products available. Endusers of these products include hospital housekeepers, contract cleaners, environmental service managers, school and church cus-

CanClean 2013 show hours are 10 a.m. to 5 p.m. on Tuesday, April 30, and 10 a.m. to 3:30 p.m. on Wednesday, May 1. According to CanClean 2013 officials, constant media reports of high bacteria in Canadian hotels, hospitals, schools and food handling facilities are the motivation for this year's theme: â&#x20AC;&#x153;Is Clean Really Clean?â&#x20AC;? Hosted by the Canadian Sanitation Supply Association (CSSA), Can Clean 2013 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 and very quickly there would be outbreaks of infectious diseases. The impact on the nationâ&#x20AC;&#x2122;s economy would be devastating.

todians, 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, microfibre products and educational materials. Cleaning products used in the sanitation industry can have a major impact on the environment. Therefore, hundreds of â&#x20AC;&#x153;greenâ&#x20AC;? cleaning products will be on display. â&#x20AC;&#x153;CanClean 2013 is a sell-out,â&#x20AC;? said CSSA Executive Director Mike Nosko. â&#x20AC;&#x153;The show is expected to attract from 700

to 800 industry delegates who will find many new and innovative cleaning products available on the show floor. The event will feature 185 booths and we are expecting up to 2,500 attendees.â&#x20AC;? A highlight of CanClean is its seminar program. Keynote speakers will address current topics critical to cleanliness and hygiene, and how facility managers can plan for a healthy and safe environment. Seminar choices include: Session 1A â&#x20AC;&#x201D; Company Of One â&#x20AC;&#x201D; How One Person Will Make Or Break You 9 to 10:30 a.m. on Tuesday, April 30, Hall B

Presented by Mark Hunter, â&#x20AC;&#x153;The Sales Hunterâ&#x20AC;? Mark Hunter will share what it takes to create a â&#x20AC;&#x153;culture of oneâ&#x20AC;? that results in each employee performing at his or her highest level. Hunter will provide a variety of significant strategies that attendees can implement immediately within their companies, irrelevant of their role within the company. Session 1B â&#x20AC;&#x201D; Protecting Your Most Valuable Asset â&#x20AC;&#x201D; Your Staff 9:30 to 11 a.m. on Tuesday, April 30, Hall C

Presented by Elisha Lemoire, CCPE, Senior Ergonomist, Options Incorporated Options Inc. offers the â&#x20AC;&#x153;Clean Awareâ&#x20AC;? Ergonomics Program, which ensures workers are aware of the risks within the workplace through education, techniques and strategies to work safely. This presentation highlights a case study review demonstrating a 38 per cent reduction in musculoskeletal injuries with custodial workers from â&#x20AC;&#x153;Cleaning the Ergo Way.â&#x20AC;? Session 2A - Key Findings Of The Canadian Hospitals Environmental Services Study (CHESS) 11:15 a.m. to 12:15 p.m. on Tuesday, April 30, Hall B

Presented by B. Douglas Ford, MA, Queenâ&#x20AC;&#x2122;s University During the past year, the Canadian Hospitals Environmental Services Study (CHESS) group assessed environmental cleaning practices in hospitals across Canada. Key findings from this study have been compiled and will be presented at this free session. Additionally, the environmental cleaning policies and practices in Canadian hospitals will be discussed and compared to PIDA and Centers for Disease Control and Prevention (CDC) guidelines, with a special focus on the antibiotic resistant organisms MRSA, VRE and C. difficile. Auditing practices and Environmental Services interactions with Infection Control Services will also be examined. TheÂąSigmaÂąPlasticsÂąGroupÂąisÂąoneÂąof ÂątheÂąlargestÂąpolyethyleneÂąfilmÂąmanufacturer[Âą inÂąNorthÂąAmericaÂąwithÂą37ÂąmanufacturingÂąplantsÂąthroughoutÂątheÂąUnitedÂąStatesÂą Âą Canada.ÂąOurÂącanâ&#x20AC;?linerÂądivisionsÂąareÂąwellÂąpositionedÂąthroughoutÂątheÂącountryÂą\WÂą ser^QKMÂąyW]ZÂąKIVâ&#x20AC;?TQVMZÂąZMY]QZMUMV\s Âą

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Session 2B - Medical Waste Management â&#x20AC;&#x201D; Have You Kept Up-To-Date? 1 to 2:30 p.m. on Tuesday, April 30, Hall B

Presented by Laura Clements and JeanPierre PĂŠpin, Stericycle Laura Clements and Jean-Pierre PĂŠpin of Stericycle will provide information on the

most current trends in medical waste management. Stericycle is a leader in the collection, treatment and disposal of medical and biohazardous wastes. Clements manages the companyâ&#x20AC;&#x2122;s large quantity Regulated Medical Waste sales team in Ontario. Session 3A â&#x20AC;&#x201D; Occupational Health & Safety â&#x20AC;&#x201D; â&#x20AC;&#x153;Same Level Slipsâ&#x20AC;? 9:30 to 11 a.m., Wednesday, May 1, Hall C

Presented by Jim Ogilvie, Public Services Health and Safety Association (PSHSA) This session will identify several hazards to a cleaning staff and then focus on a methodical way of addressing one of the most significant hazards in the work place, â&#x20AC;&#x153;the same level slip.â&#x20AC;? Through a simple detailed analysis, the focus will be on reducing slips in the workplace. This new approach will examine all the factors from the ground up, and determine what can be controlled and what cannot. Session 3B â&#x20AC;&#x201D; Get â&#x20AC;&#x153;The Dirtâ&#x20AC;? On Cleaning â&#x20AC;&#x201D; Promoting Best Practices In Environmental Cleaning 11 a.m. to 12:30 p.m. on Wednesday, May 1, Hall B

Presented by Nora Boyd, Brenda Smith and Grace Volkening, Public Health Ontario Nora Boyd, Brenda Smith and Grace Volkening will discuss the importance of Environmental Cleaning in reducing the risk of health care associated infections (HAIs). Session 4A â&#x20AC;&#x201D; Building Your Sustainability Program 1 to 2:30 p.m. on Wednesday, May 1, Hall B

Presented by Dylan Dingwell, The Canadian Coalition for Green Health Care Since joining the Coalition in 2010, Dylan Dingwell, national manager of program delivery for the Canadian Coalition For Green Health Care, has coordinated the delivery of a range of initiatives focused on greening health care. These initiatives include the development of the Safer Chemical Policy Alliance and the Green Products and Services Guide. More recently, his focus has been on projects related to energy use at health care facilities in Canada, such as the Coalitionâ&#x20AC;&#x2122;s ongoing initiatives of green revolving funds and renewable energy. Certification Session â&#x20AC;&#x201D; Become A Certified Green Sustainability Building Service Contractor 11:30 a.m. to 3:30 p.m., Wednesday, May 1 - Meeting Room 2

The Canadian Green Sustainability Program (CGSP), available through the Canadian Sanitation Supply Association (CSSA), is a nationally-recognized program complete with an independent, third-party certification and auditing system. The CGSP is designed by Canadians for Canadians. The Certification Training Course, with exam, will take about 3 1/2 hours. For more information, contact the CSSA at 905-665-8001, toll free 866-684-8273, e-mail: tracy@cssa.com or visit www.cssa.com.

Maintenance Sales News

Nexstep Commercial Products Promotes Joel Hastings As General Manager Nexstep Commercial Products has announced the promotion of Joel Hastings to General Manager of Operations. In this new role, Hastings will be responsible for overseeing all manufacturing and distribution of Nexstep products in both Paxton, IL, and Springfield, OH. Hastings brings 26 years of combined experience in transportation, distribution and warehousing. Previously he held positions with Supervalu, Prairie Farms Dairy and Ace Hardware. Todd Leventhal, president, said, “We are

very fortunate to have such a qualified and experienced manager on our team. Joel is a great asset to our company.” Hastings says that, “The everyday challenge of meeting the demands of Joel Hastings customers, both internal and external, is the most exciting part of my job.” Outside of work, Hastings says he enjoys spending time with his wife and family. He is busy following his daughters’ daily extracurricular activities in sports, band and 4-H. He also enjoys farming with his dad, and fishing. Visit www.ocedarcommercial.com.

ACS’s Blush Burnisher

Trojan Battery Company has been honored by the industry research and consulting firm, Frost & Sullivan, and awarded its 2013 Manufacturing Leadership 100 Award (ML100) in the category of “Innovative Enterprise.” The company was recognized for its innovative use of technology and equipment at its Lithonia, GA, manufacturing facility. According to the company, “Since the manufacture of deepcycle batteries takes precision, accuracy and succinct methods to ensure the proper assembly of the delicate internal components, Trojan implemented specially designed Cast-On-Strap (COS) equipment to ensure the proper placement and connectivity of deep-cycle battery features, which ensures the highest level of product quality. “Trojan Battery is honored to receive this prestigious recognition by Frost & Sullivan for the company’s advanced manufacturing processes,” said Gordon Beckley, senior vice president of engineering and quality assurance for Trojan Battery. “This award reinforces Trojan’s strategy of combining advanced manufacturing technology, premium components, and exact-

ing standards for quality to ensure our batteries provide customers with the performance and reliability Trojan has become known for over the past 85 years.” Trojan’s receipt of the 2013 ML100 Innovative Enterprise Award was based on the evaluation of the company’s manufacturing achievements by an independent

panel of expert judges and peers in the industry. Manufacturing Leadership 100 Award winners will be honored on May 15 in Palm Beach, FL, at the ninth annual Manufacturing Leadership Summit. Trojan Battery Company is a manufacturer of deep-cycle batteries and a battery technology pioneer, having built batteries for the first golf car in 1952, according to Trojan. Visit www.trojanbattery.com for more information.

— SEEKING MANUFACTURERS REPS — D

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. The Blush Burnisher is designed for autoType 43 Blush Burnisher scrubbing at 1000 rpm and above on all types Circle No. 51 of UHS machines. This newest addition to the ACS Scrubble Floor Maintenance Pad Line rounds out the high-speed offering. For more information, call 800-222-2880 or through the company website at www.scrubble.com.

Trojan Battery Receives Frost & Sullivan 2013 Innovative Enterprise Award

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Green Building Construction And Operations Remain Strong

From Kaivac

The OmniFlex Crossover Cleaning System Kaivac says its OmniFlex Crossover Cleaning System can be transformed in minutes into a high-performance floor machine whose performance rivals that of a conventional automatic scrubber — at a fraction of the cost. The company says the system is especially effective for high-speed cleaning of all types of hard-surface floors in hallways, cafeterias, lobbies, warehouses, fitness areas, and more. Kaivac says it is a costeffective tool for building service contractors and facility managers alike. For more information, visit www.kaivac.com or call 800-287-1136.

Circle No. 46

Two new studies by McGraw-Hill Construction (MGH) and one study by Turner Construction, both international building contractors, indicate the demand for Green buildings is increasing even with a struggling worldwide economy. Further, according to one of the MGH studies, 81 percent of U.S. executives now believe the public expects them to “institutionalize” sustainability. According to Stephen Ashkin, CEO of Sustainability Dashboard Tools LLC (www.green2sustainable.com), this “institutionalizing” of sustainability is very significant. “The public now expects organizations to focus on sustainability, report on their efforts, and reduce their impacts,” says Ashkin. “This means sustainability is now becoming an essential part of how business is conducted and part of the corporate culture.” The results of the studies were released in January 2013. According to Ashkin, other key findings in the contractors’ studies included: • The top reason for implementing green projects, such as building and operating green facilities, is costs. “Organizations now realize that becoming more sustainable typically translates into lower operating costs,” says Ashkin; • Green building construction has grown dramatically from $10 billion in 2005 to an estimated $85 billion in

2012; expectations are that green construction will double by 2016; • The number of U.S. firms seeking LEED certification has declined from 61 percent in 2008 to less than 50 percent today; however, Ashkin believes that LEED will remain the de facto standard for defining a green building and “serve as the roadmap for whether or not a building is ultimately certified;” and, • Health-related factors, most specifically improved indoor air quality (IAQ), were cited as among the benefits of a green building. Properly maintained green buildings with healthy IAQ typically enhance worker productivity, among other benefits. “What I found especially interesting is that the studies indicate U.S. executives are no longer going green just because they think it is the right thing to do,” Ashkin said. “Today, the bread-andbutter issues like protecting (building user) health, enhanced worker productivity, and lowering operating costs, are center stage when it comes to why organizations want to be green and more sustainable.” The Sustainability Dashboard is an advance reporting system designed for everyone who is involved in sustainability programs. It is specifically designed to be easy to use, reduce environmental impacts, save money, and create a culture of sustainability. — Robert Kravitz, AlturaSolutions Communications

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Maintenance Sales News

From Enviro-Solutions

How To Tell If A Hotel Is Going Green Believe it or not, summer will soon be here and many people are starting to plan their summer vacations now. One thing that more and more people look for when they travel is to stay in a hotel that is taking step to be greener. But how can you tell? After all, according to one travel expert, on one of his travels he found the only thing green about the "green" hotel he had selected was that "they gave to a local green charity." Jennifer Meek, the director of marketing for EnviroSolutions, a leading manufacturer of green cleaning chemicals, says just by asking a few questions or doing a little probing, customers can find out if a hotel is truly green or just doing a little "greenwashing."* According to Meek, among the questions to ask or items to look for are the following:

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• Is the hotel a member of the Green Hotel Association? These members put a much higher emphasis on being environmentally preferable. • Does the hotel keep recycling bins in rooms and public areas? • If it is a nonsmoking hotel? • Are linens fragrance-free? (scent-free detergents help prevent allergic reactions) • Have low-energy light bulbs replaced conventional bulbs? • Are green cleaning chemicals being used? "Transferring to certified green cleaning chemicals is one of the principal and easiest steps hotels can take to become more environmentally friendly," says Meek. • Does the hotel use alternative, renewable energy sources?

• Is food served by the hotel grown organically and harvested locally? • Are steps in place to reduce water consumption? "One of the surest ways to determine if a hotel is green is to ask if it has been LEED-certified," adds Meek. "Then you know it has met very stringent standards that essentially certify it is truly green." Enviro-Solutions is a manufacturer of proven green, environmentally preferable cleaning products. An ISO9001 certified company, Enviro-Solutions was established in 1994 with the goal of developing and marketing a superior line of environmentally preferable cleaning products and solutions. Visit Enviro-Solutions on Facebook at: http://tinyurl.com/7jr2htnor; Twitter: http://twitter.com/#!/ProvenGreen; or www.Enviro-Solution.com. *Greenwashing refers to deceptive marketing practices in which environmentally preferable products or practices are promoted but are not used.

RDA Advantage Hires Meg Vetting As Marketing/Brands Manager RDA Advantage Marketing Associations, Inc. (RDA Advantage), a group of independent redistributors, has hired Meg Vetting as its new marketing and brands manager. She oversees and directs marketing, private label and supplier relation efforts. Vetting will work with the Executive Director, Mark Lyle, to coordinate and facilitate industry relationships and RDA Advantage member-focused programs. Previously Vetting spent several years in the aerospace and solar industries providing marketing and public relations support to engineering and executive departments. Most recently, Vetting held a senior management

position with EcoMark, a Denverbased renewable energy company, where she helped in developing and executing its marMeg Vetting keting and sales plan while also training, managing and launching marketing and sales crews located throughout Arizona, California and Colorado. Vetting’s key roles include coordinating all marketing campaigns; from Internet marketing, to print advertising, to corporate presentations and tradeshow/ conference exhibits.

She will work closely with the RDA Advantage members to provide tools and materials needed to communicate the group’s service offerings and capabilities to further the organization for success and growth. About RDA Advantage RDA Advantage spokespeople say it is a pure redistributor, selling exclusively to distributors, never to end-users, formed in 2007 when Redistributors of America and Advantage Marketing Associates merged. RDA Advantage consists of 17 large independent redistributors and has 35 warehouses all across North America. Its redistributors sell all the national jan/san and food service brands, as well as its own private labels, Advantage & Vintage Brand Products. For more information about RDA Advantage visit www.rdaadvantage.com.

Circle No. 45 Warsaw Chemical Co., Inc. offers Select Care™ Hand Cleaners, Warsaw Chemical’s first industrial hand cleaner line created using totally natural, renewable ingredients. This line of hand cleaners is VOC compliant and features concentrated, water activated formulas that were developed with soy, dLimonene and walnut shell scrubbers for extra deep cleaning. Select Care Hand Cleaners dissolve heavy soils, such as grease, tar, resins, paints, adhesives, carbon and inks. This line includes Citrus Select and Soy Select Premium Industrial Strength Hand Cleaners. These cleaners utilize renewable natural resources, helping to conserve non-renewable resources such as petroleum. Biodegradable soy oils, detergents and walnut scrubbers are also used. The Select Care line is enriched with skin softening ingredients and aloe to prevent hands from drying out. For more information contact Warsaw Chemical Co., Inc. Phone: 800-548-3396. Website: www.warsaw-chem.com.

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March/April 2013

MAINTENANCE SALES NEWS CLASSIFIEDS

BE INNOVATIVE - Buy Smart DEO-ZORB odor absorbant granules strongly scented STICKY Spray Gel - adheres to vertical surfaces R.O.C. residual odor control - no water, does not dry SUPER CONCENTRATES high solid - make your own deodorants to include Neutralizer •••• 21 FRAGRANCES ON ALL OF ABOVE •••• BLANKET a liquid blanket that covers any area that is producing putrid odor M.S.R. mineral stain remover - replaces corrosive acids

IF YOU CAN’T FIND IT, WE’LL MAKE IT FOR YOU! Your Logo, colored private labels - No Charge, No Minimums ALDRAN - The name to remember when you are searching for what your competitor has.

www.aldranchemical.com • 800-969-3378 SERVICES OFFERED TRANSPORTATION Call us for all your transportation chemical needs. 45 year old company expanding market. Ask for our new Non-Haz Mat aluminum cleaner. Visit cherryvilledistributing.com or call 704-435-9692.

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ACS Scrubble.............................................5

Matguys ....................................................43

Away Chemical Corp. .............................44

Midlab Incorporated...............................20

Classified Ad deadline date is 1st of preceding month. Additional charge for blind classified advertising.

Berk Wiper International, LLC ............40

National Tissue Company ......................22

PaymeNt SHOULD accOmPaNy OrDer.

Bro-Tex, Inc..............................................45

Nexstep Commercial Products...............15

Bullen Companies, The.............................8

Qleeno .......................................................41

Cascades Tissue Group...........................33

RD Industries...........................................12

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Maintenance Sales News

Clean Control Corporation......................2

Royal Paper..............................................19

DDI System ..............................................13

SCA Tissue .................................................7

Diamond Wipes .......................................35

Sigma Plastics Group, The .....................42

Name ___________________________________________________________

Enviro-Solutions ......................................22

SKM Industries, Inc................................45

Company ________________________________________________________

Fullriver Battery Mfg. Co. Ltd ..............47

SOFIDEL America....................................3

Gift Sales Company.................................44

Soundview Paper Company ...................11

Ha-Ste Manufacturing, Inc. ...................10

Trojan Battery ...........................................9

City __________________________ State ____________ Zip_________

Haviland Corporation.............................21

VersaClean (Legend Brands) .................38

No. of Insertions:________ Amount Enclosed: $________

Intercon Chemical...................................48

von Drehle Corporation..........................31

ITW Professional Brands .......................16

VPR Impex (Vapore) ..............................14

J & M Technologies.................................23

Wausau Paper..........................................17

JanSanOptimize.com ..............................39

Zephyr Mfg. Co., Inc...............................39

Lindhaus USA..........................................37 Circle Number Replies Are Now Online @ www.maintenancesalesnews.com/circles.htm

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Phone ___________________ Email _________________________________ Heading or Classification ____________________________________________ Authorized Signature _______________________________________________ Copy ___________________________________________________________ ________________________________________________________________

Circle 15

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