Mar/Apr 2016 Maintenance Sales News

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MAINTENANCE

SALES NEWS Exclusively Serving Professional Distributors

March/April 2016

Vol. 33, No. 2

Read/Download MSN At: www.maintenancesalesnews.com

MSN FEATURE STORIES Indianapolis Honors A.G. Maas Company On 100th Anniversary .....................................6 7 Steps To Marketing Success ......................18

MSN Interviews AfH Paper Manufacturer Executives...28 • SCA • von Drehle Corporation • Cascades Tissue Group • Nittany Paper Mills

Supply Line 2016 Set For May 3-5 .....................................................40 Maintenance Sales News Focus On Odor Control ................................42

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 Kris Bott Reception Mary Jo Dunn

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Industry News/Products 34 • Advertisers Index 50 • Classified Advertising 50

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On The Cover: A.G. Maas Owner/President Laura Sniadecki is pictured with awards the company received late last year, celebrating its 100th year in business. Indianapolis Mayor Greg Ballard declared October 16, 2015, as A.G. Maas Company Day. Also, on Dec. 7, 2015, the company recieved the Indiana Historical Society’s Centennial Business Award. See story on page 6.

Maintenance Sales News (ISSN 1040371X) is published bimonthly by Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130.

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Industry Calendar of Events May 3-5, 2016 — National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. For information: www.nationalhardwareshow.com.

MOVING? Old Address: Affix old mailing label or print old address here: Name _______________________________________________

May 3-5, 2016 — NJSSA Supply Line, Harrah’s Casino Resort, Atlantic City, NJ. For information: 973-283-1400.

Company ____________________________________________

May 21-24, 2016 — National Restaurant Association’s Restaurant, Hotel-Motel Show, McCormick Place, Chicago, IL. For information: 800-424-5156.

City, State, Zip ________________________________________

Address _____________________________________________

New Address: Print new address here: Name _______________________________________________

October 25-28, 2016 — ISSA/INTERCLEAN® - North America, McCormick Place South Hall, Chicago, IL. For information: 847-982-0800.

March 18-21, 2017 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200.

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4 — Maintenance Sales News — March/April 2016

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Indianapolis Honors

A.G. MAAS COMPANY On

100

th

Anniversary Shown in the A.G. Maas parking lot with Lucas Oil Stadium, home of the Indianapolis Colts, in the background are, left to right, Office Manager Lorinea Barnard, Warehouse Manager Brad Gibson and Owner/President Laura Sniadecki. The company’s parking lot is a prime tailgating location on game day.

As 2015 wound down and 2016 approached, Laura Sniadecki, owner and president of A.G. Maas Company, of Indianapolis, IN, thought her company would “quietly” turn 101 years old. It didn’t quite turn out that way.

Nestled in the heart of downtown Indianapolis, the small, but energetic distributorship has been a staple in the community since its founding in 1915. Last year, during the company’s 100th anniversary, people took notice and honors and praise followed.

6 — Maintenance Sales News — March/April 2016

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The company and Sniadecki became the subject of several write-ups and interviews by the local media.

“I thought we might quietly turn 101, but then as the year (2015) went on, I found I was being asked to participate in interviews,” Sniadecki said during a recent interview with Maintenance Sales News at the company’s facility. “I was interviewed five times last year. I quickly realized we were not going to go quietly into 101, we were going to be loud at 100.”

Indeed, Indianapolis Mayor Greg Ballard declared October 16 as A.G. Maas Company Day. That same day, the company hosted an open house event to show its appreciation to customers and a supportive community. Also, as a part of the event, other local businesses donated products, services and raffle prizes. Money was raised to donate to the Concord Neighborhood Center, the leading provider of needed social

services to individuals and families in the neighborhood where A.G. Maas is located.

“The open house in October was an all-day, very casual event. It was designed to be fun,” Sniadecki said. “The intent was not to get a whole new bunch of customers, it was to thank those in the community and the customers that we have for their loyalty and support. It was really a ‘thank you.’

“In addition to the proclamation from the mayor, I also received a letter from Indiana Lt. Gov. Sue Ellspermann congratulating us. That was very special to me. Getting recognized by public officials reminded us our 100th year in business was a significant milestone.

“We invited everyone we knew. We gave away more than 200 goodie bags and $700 in door prizes, all donated by our vendors. It was great. It was just what we wanted. We

thanked everyone and we gave away lots of fun gifts and prizes.”

Also, during the open house, anyone who placed an order was entered into a raffle to win two tickets to an Indianapolis Colts game. A portion of the proceeds was donated to the Concord Neighborhood Center.

“The center aids underserved children and the elderly in this neighborhood,” Sniadecki said. “It was a natural fit for us to give back some of what we earned.

“We also received dozens of notes, gifts and flower arrangements. It was overwhelming to have that big of a day when the spotlight was just shining on A.G. Maas.”

The company’s 100th anniversary year culminated when, on December 7, the Indiana Historical Society inducted it into the Indiana Historic Business Register during the Historical Society’s Founders Day Dinner. In addition, the distributorship received the society’s Centennial Business Award.

“A.G. Maas is now on the list of more than 500 businesses that are 100 years old or older,” Sniadecki said. “It is a pretty remarkable achievement.”

A Great Place To Be .G. Maas is not one of the larger janitorial supply distributors in the area. If fact, it may be one of the smaller ones with just a handful of employees and only a little more than 4,000square-feet of warehouse space. However, being small and “lean and mean” (in a good way) works to their advantage.

A.G. Maas offers products in five major categories — janitorial supplies; ice melt and water softener salt; toilet partitions and accessories; indoor/outdoor mats; and site furnishings.

“Everyone here has the attitude to do whatever it takes to service customers,” Sniadecki said. “It just comes naturally. We are people pleasers. We all help each other and that is the only way it works.”

Sniadecki is the company’s primary sales person.

Other leaders in the company are Lorinea Barnard, who is the office manager, and Brad Gibson, who manages the warehouse, and drives the delivery truck.

“We are a cohesive team. Lorinea and Brad know the important role they play in the company. It is significant,” Sniadecki said. “We also like to have fun.

We know each other well because we work in such a small space.”

Despite the company’s small facility and staff, A.G. Maas is a very busy place, and the people manning the fort must be on their game and flexible enough to fill in for each other when needed.

Sniadecki also empowers her employees to make decisions.

“Everybody in the company is cross-trained,” Sniadecki said. “Lorinea has been here for seven years. She has amassed so much industry knowledge and takes time to learn the important customer details.

We complement each other very well.

“Because she has been here so long, she has the autonomy to make decisions. Because I have that trust in her, and she has that ability, we can respond to customers’ needs much faster. She performs inside duties such as purchasing and customer service. In addition, when Brad is on the road, she or I will step in and fill his role. What makes us successful is our proactive communication and support of each other.

“The reason our process works so well is because we can go outside the lines. We don’t have a rigid structure. We don’t have levels of administration. Decisions are made quickly, which saves us and customers time and money.”

While striving to serve customers at the highest level, Sniadecki believes in a company culture that mixes in some “fun,” as well as humility.

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“We like to have fun with our customers. We also admit our mistakes. We have some humility,� Sniadecki said. “When I left the corporate world, it was important to me to create a happy atmosphere. I didn’t ever want to be taken too seriously, because, in the end, I’m a very ordinary person. I share this community with my customers. “It is a simple philosophy. I talk about the importance of finding some common thread. I think that commonality with the customer base, and even vendors, just humanizes the process.

“There is nothing in this company that I have not done myself,� Sniadecki said. “When I was nine months pregnant, I was driving a forklift and loading a truck.�

Sniadecki began learning about the hands-on approach as a child from her mother. “When my grandfather bought the company, it was a traditional janitor supply shop,� Sniadecki said. “He quickly added specialty floor coatings and commercial dishwasher service, based on the complementary products he was selling. “I remember as a very young girl, my mom would be paged on her beeper in the middle of the night and weekends to repair commercial dishwashers.�

Not having anyone to watch her daughter, Sniadecki’s mother would often take her along on repair calls. “She would take advantage of my small size and hands to hold the tools and to reach tight spaces to get things.

I’ve been in the back of so many kitchens in Indianapolis it is unbelievable,� Sniadecki said. “We no longer operate that service, as it doesn’t fit the model or demands of our current customer base. “It was a different time. There weren’t many companies offering that service and we served a need. Fax maLime & Rust chines and computers were going to be Remover the wave of the future. Even though we Professional strength are no longer selling those specialty formula quickly dssolves floor coatings and offering the dishhard water and rust stains. washer service, we are still very true to our roots. We are still downtown.

Great for removing soap We still bend over backwards for our scum build-up. For customers. Like my mother, I occause on bathroom and sionally get calls at night. Some of kitchen surfaces our customers operate at night, and I without scrubbing. know that level of service is imporSize: 32 oz. tant. It is part of what sets us apart. “There has never been a better time to own a business in this community and in the state of Indiana in general.

The opportunities are here. It has never been better. In fact, 2015, was another record-setting revenue year for the RustGuardŽ company.�

Tablets A.G. Maas’ primary service area is Stops rust with every flush! the city of Indianapolis, with a particuTime-released in-tank bowl lar emphasis on the city’s bustling and cleaner protects the toilet bowl growing downtown. against rust and hard water “As a distributor, if we get asked to sell something out of our normal delivstains... and it’s safe for pets! ery range, we will always try to make Sizes: Six tablet box. the sale, but only if the logistics make sense,� Sniadecki said. “If it is an item we can drop-ship, we will ship it anywhere. If it is a case of chemicals, it may not make sense for us. However, we primarily focus on the Indianapolis market.�

A.G. Maas’ downtown facility is located across from one of the nation’s most famous delicatessens, Shapiro’s Deli, and just three blocks from Lucas Oil Stadium, home of the Indianapolis Colts. In fact, the company’s parking lot is a coveted spot for tailgaters on game day.

The company is also just minutes

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“There is so much business activity on the Internet, where you never see a face or talk with a real person. We like to think there is still a place for that human interaction. Just making a simple connection could make the difference in why someone would choose A.G. Maas.�

The company has been in Sniadecki’s family since 1962, when her grandfather, John Lytle, purchased the business.

Her mother, Linda Lytle Mohlenhoff, bought the business in 1982. Like her mother, Sniadecki prides herself in being a “hands-on� owner.

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brancy of the city’s downtown. In addition, thousands of people travel downtown each day its needs — born of years of networking and hard work — A.G. Maas’ ownership has also, historically, understood the advantage and limitations of the company’s size. to work.

“Understanding our capacity is important,” Sniadecki said. “There have been in“We are just steps from the Interstate 70/I-65 interchange, and within reach of thousands of businesses. It is a dream location,” Sniadecki said. “Furthermore, within maybe a mile stances where we’ve had to turn away business, which is never easy, but if it isn’t a or two from our building, there are five major construction projects going on right now, good fit, we simply won’t take it on.

“For example, I make my cell phone number available to all customers, and I personally totaling $250 million. This is a great place to be and we are in the heart of it. We are where respond to all emails. I think that level of access to the company president can only be ofall the action is.”

Taking advantage of her grandfather’s and mother’s history of serving the needs of down- fered at a certain size.” town businesses, and her visibility in the business, beginning when she was a young girl, Sniadecki has mastered the art of netIce Melt Experts “The reason our process works so well is working.

“There are thousands of businesses in s the winter of 2015 was relabecause we can go outside the lines. We don’t Indianapolis, and because of the nettively mild, obtaining ice melt working that I do in the community, I was not as much of an issue as it have a rigid structure. We don’t have levels of never have to make a cold call,” Sniwas the previous two snowy and bitterly administration. Decisions are made quickly, adecki said. “Networking produces cold winters, when ice melt became warm leads. Customers and vendors also scarce. When it comes to ice melt prodwhich saves us and customers time and money.” ucts, A.G. Maas touts itself as the premake referrals and, of course, there is the drive-by business. mier experts in Indianapolis.

— Laura Sniadecki, owner and president “I may not know everyone personally, “We work with a lot of groundskeepbut this city is small in the sense that ers. Beyond their office property needs, there are only a couple of degrees that separate everybody. If I want to meet someone, I al- groundskeepers are the ones who buy ice melt,” Sniadecki said. “We sell ice melt in full most always know someone who knows that person. If I can find a mutual connection with or partial truckloads primarily, but we also sell it by the bag. We have really earned the a customer — maybe we have the same age kids, or maybe we like to travel to the same reputation for understanding the science of the ice melt business.” places — that just breaks down barriers and separates us from larger competitors.”

Sniadecki spoke about how A.G. Maas handled keeping customers supplied with ice A large portion of A.G. Maas’ customer base is property managers. The significant spate melt during shortages. of construction taking place in the city has spurred much growth for the distributorship.

“There have been two years in probably the past five years that I can recall that we “Our business in construction has grown tremendously over the past several years, have had to ration ice melt,” Sniadecki said. “We supplied everybody with a smaller largely because of these projects that are in our backyard,” Sniadecki said. “We are being amount than usual, and that seemed to keep people satisfied. Proactive communication asked to supply products needed to clean up job sites, because we are right here, and we was the key. If you can be a proactive communicator and let customers know what is understand the urgent demand. happening, they can prepare. Communication is everything to our business. We think “We have also been asked to quote on a number of items contractors need to furnish a what really sets us apart is the close communication we have cultivated with customers.” project, such as bike racks; benches; trash receptacles; and toilet partitions and accessories.

In the thriving Indianapolis market, A.G. Maas isn’t the only company selling jan/san Those are big areas of growth for us. The construction industry is probably not one that products and services. Competition is stiff, but, again, Sniadecki considers the comwe would traditionally call upon, but our location has really driven a lot of that business pany’s smaller size a huge plus and an important differentiator. our way.”

“Many suppliers have acquired smaller companies and turned into what I call mega-supIn addition to an in-depth understanding of how the downtown works and how to service pliers,” she said. “There is competition from big box stores and Internet companies. I think

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doing business with small, independent, locally-owned companies like A.G. Maas is more desired and unique than ever.

“It is really a good position to be in and something we have embraced. Being smaller is working to our advantage. What I mean when I say ‘small’ is our team and physical space may be smaller, but it is amazing the success that can be achieved when you are a creative and efficient distributor. There is almost nothing we cannot reach and get to our customers. Technology has really worked to our advantage, but it still comes back to that personal attention we are offering.

“In addition, we sell as consultants. Sometimes that means talking the customer out of a product.

Because we want to earn their loyalty, we operate with high integrity. Customers trust A.G. Maas.”

Consult, Advise And Train

any distributors seek to make their mark by being more than just order takers. The challenge is to bring more added value to the table for clients than the big box stores, the Internet, or other distributors can offer.

“We are very comfortable being an order taker. We do that all the time. Customers tell us what they want and we get it,” Sniadecki said. “However, where we really excel is when we are given the opportunity to look at what a customer is currently buying, assess it and make recommendations.

“We look at the frequency and the quantity of a customer’s purchases. That is when it really gets fun.

I really like to dissect the data and determine how we can streamline and make recommendations.”

For example, one of A.G. Maas’ customers has Procurement Support Service multiple locations. That client provided its purchasing history across all vendors to Sniadecki for her to o promote growth and to further cement itself analyze. as a “go-to” progressive distributorship in the “I knew what location was buying what item. We got In recognition of its 100th anniversary, A.G. Maas received a Indianapolis market, in recent years A.G. Maas them from more than 200 items down to 80 items, and proclamation from Indianapolis Mayor Greg Ballard naming October 16, has developed a division they call procurement supwe now have all the company’s locations purchasing 2015, as A.G. Maas Company Day. In addition, the company was port. from one source,” Sniadecki said. “In addition, all the awarded the Historical Society’s Centennial Business Award.

The underlying philosophy of this service is to locations are buying the same types of items, and not allow a customer’s buyer to concentrate on his or her four different glass cleaners, toilet paper, etc. We daily tasks, while letting A.G. Maas handle the research, sourcing, purchasing and paper- brought it down to a manageable size, and they, in turn, have saved a lot of time and money.” work for additional products.

While Sniadecki conducts training herself, such as teaching a BSC crew about products “Our procurement support service is designed for customers who may be short staffed and efficient usage, she relies heavily on vendors. or who desire to create an efficient alignment with their vendors under one umbrella,” Sni“I think vendor relationships are as important to a distributor as employee and cusadecki said. “A company may have just one purchasing person who is responsible for or- tomer relationships, because manufacturers can provide expertise in a specific area,” dering a large number of things. They may be in need of something very specific, but don’t Sniadecki said. “I will bring reps along on sales calls, so the customer can have that have the resources to conduct the research. valuable interaction. They can ask questions such as how is a product made? What are “Another scenario may be that a customer has dozens of vendors and is in need of some- its specific applications? one to streamline and managed those relationships. This is what our procurement support “We don’t try to be experts on everything. We just want to be the navigator and is all about. We are an extension of our customer’s team.” connector. We want to help customers bridge that gap, so they can make smart, inIndeed, while a customer’s purchasing person may be swamped ordering toilet paper, formed decisions.” paper towels and other nuts and bolts items for his or her property, A.G. Maas’ procurement Sniadecki said her vendors have been a big help in operating in what she calls “an on-desupport is designed take up the slack. mand” environment.

“If a customer needs a replacement coffee carafe for the coffeemaker in the break room, “Everybody wants it now. Nobody is keeping big inventories — customers aren’t, and we will source it, quote it, purchase it and deliver the product to the customer’s facility,” neither is A.G. Maas. Everybody is really lean,” Sniadecki said. “Vendors have really Sniadecki said. “We may pull together several different items from several companies and come through for us and, as a result, we don’t have to stock as much, and neither do our deliver them all at once. By doing this, we are consolidating the administrative part of pur- customers.” chasing.

Sniadecki also takes advantage of the Internet and YouTube videos to demonstrate and train.

“This program really helps save customers time and money.”

“Customers can view training videos in the middle of the night and can also watch them many times over,” she said. “I love embracing technology to work to our advantage.”

While A.G. Maas has not had a great demand to conduct formal seminars, Sniadecki has not ruled out offering these types of training sessions in the future.

“My mom was so smart. She would bring all the customers into one room for a seminar — what an efficient sales call,” Sniadecki said. “We haven’t done it in several years, but I think that is part of the future.”

M

T

An Active Little Warehouse elying its small size — just over 4,000 square feet — on any given day, A.G. Maas’ warehouse is a beehive of activity.

“It is the most active little warehouse, but sometimes items don’t even make it here, they go straight to the customer,” Sniadecki said.

“That is where our vendor relationships are so important, because most of them will drop-ship for us. In some cases, it is what makes the most sense.”

Sniadecki admits if the company relocated to the suburbs or outside the city, it could have a much larger and more state-of-the-art facility. However, since A.G. Maas’ location puts it in the middle of the action downtown, and is within easy access to several Interstates, Sniadecki has no plans to leave.

“The only items we warehouse are those that have a lead time — things we can’t get the next day,” Sniadecki said. “If we have to wait a little longer for a product, we bring it into our warehouse to be able to continue to offer that next-day or same-day service to customers.

B

14 — Maintenance Sales News — March/April 2016

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“There are also advantages to buying in bulk, and there are items like that in our warehouse. We also have to meet the demands of walk-in customers, and we try to anticipate those needs, as well.

“This environment is so fast. People make decisions in a split second, so being small and having a short chain of command is a big plus. We can be more flexible and we can make decisions quickly, and that pays when the customer needs it now.”

A.G. Maas has one delivery truck, which is kept busy. The company also relies on local courier partnerships to make deliveries.

“Our couriers can provide any size vehicle and can deliver to any location,” Sniadecki said. “This gives us endless capabilities when it comes to logistics.”

By using couriers, A.G. Maas is not overwhelmed with maintenance and staffing issues that would come with operating a fleet of vehicles, Sniadecki said.

A.G. Maas sells floor equipment, but it does not operate a repair service. For customers seeking repairs, the company makes referrals to outside repair businesses.

“I know how to change a belt and a brush roll on a vacuum — and that’s about it,” Sniadecki said. “We leave the service of equipment to people who have the expertise.

“We see the value of partnerships in this industry, and I think the smaller guys are stronger if we work together. I see this is an important component to success in the future. I don’t mean ‘merging,’ I mean ‘partnering,’ so we can help each other grow in our own special areas.

“For example, we don’t want to operate a repair shop, it is not in our wheelhouse. If I have a good service partner that I trust that could be an extension of our business, the service is seamless to the customer.

“I think we are stronger together, because there is enough business for everybody. We don’t need to be afraid to partner with complementary businesses.”

Changing Times hen Sniadecki’s mother began working in the jan/san field, she found it to be a very male dominated industry.

Today, it is not as unusual to see female sales people, managers and owners.

“My mom was really a pioneer. In the late 1970s, you can imagine how unusual it was to be in sales and pregnant.” Sniadecki said. “In 1982, she was interviewed by our local newspaper. There is a great quote in the article that really tells of the time. Someone called and said, ‘I need to speak with the ‘man’ in charge.’ She said, ‘You are talking to him.’ It was just a different time.”

Sniadecki grew up around the industry and worked for her mother from time-to-time, including during summers, while she was still in school.

She also worked at A.G. Maas for a time after college; however, she let it be known she was not interested in taking over the family business.

“I saw how much my mom worked, including during vacations, at night and on weekends. As a result, I opted to work in the corporate world,” Sniadecki said.

In 2005, Sniadecki received a phone call from her mother who said her father had taken a job in the state of Washington, and they were moving.

“Immediately, I thought it was time for me to take the risk and reap the rewards of owning a small business,” Sniadecki said. “I was not part of the exit strategy, because I had told her I didn’t want to get involved in the business. My mom said, ‘You need to write a business plan and go to the bank.’ In the end, I met with five banks before I received my loan to buy Continued on Page 49

W

16 — Maintenance Sales News — March/April 2016

By Rick Mullen, Maintenance Sales News Associate Editor

Jean Hanson

“Most of you are probably a little frustrated with marketing, with the advent of social media and online marketing. So I’m going to break it down so it makes sense for you. I want to suggest that marketing can be a system.”

Speaking to a group of cleaning industry professionals recently, Jean Hanson, of Marketing Systems By Design, located in Rogers, MN, outlined seven steps to marketing success.

“Demographics involve things such as where a customer is located, the type of facility a client has, etc.,” Hanson said. anson said there are basically two questions to answer when it comes to strategy Psychographics is the study of personality, values, opinions, attitudes, interests and — who is your ideal client, and what is your core difference? In determining lifestyles. who is the ideal client for a business, Hanson suggested owners and managers “Psychographics has to do with behavior. What magazines does a client read? Can begin by thinking about target markets. you reach them that way? Does he or she belong to certain organizations or associa“You could have targets in medical cleaning, tions?” Hanson said. “You want to figure out industrial cleaning, Class A office space and so how to reach your ideal clients, and, once you on, but I want you to narrow that down even furhave all that, you can make what we call a bither,” Hanson said. “If you are doing medical ographical sketch.” cleaning, for example, you could be talking about Hanson explained the biographical sketch hospitals, big medical office buildings, or small helps a business owner or manager get to know ■ Strategy before tactics; dental offices. Which one is ideal for you? I a customer more intimately. don’t want you spending money on marketing “When it comes to marketing, your dollars ■ Fill your marketing hourglass; if it is really not your ideal client.” are very precious and you do not want to be Hanson said when she and her husband started spending money on reaching the wrong peo■ Publish educational content; their first cleaning company in the 1980s, they ple,” Hanson said. figured out early-on what type of customers were What is your Core Difference?: “After fig■ Create a total Web presence; not ideal. uring out who your ideal clients are, it’s time to ■ Use a lead generation trio; figure out what makes you different and better “Restaurants, bars and hair salons — those than your competitors,” Hanson said. were our three,” Hanson said. “We started out ■ Lead conversion is a system, too; and, She told of speaking to a group who had a like a lot of people in this business, by taking difficult time giving a definitive answer when on any kind of cleaning work. We quickly dis■ Live by the calendar. asked to identify their differences. covered restaurants and bars were not ideal “What makes you different? Let me give you for us, because they are very hard to staff late a hint — it is not that you provide better quality service,” Hanson said. “We all have at night, seven days a week. So we were able to rule them out as an ideal client.”

Who is ideal?: According to Hanson, to figure out who is an ideal client, compa- said it, believed it, and it could very well be true.”

Hanson explained in today’s competitive marketplace, prospective customers nies should start segmenting their current clients. She added that it goes without saying clients who are not profitable are not ideal. Furthermore, out of the group need more than just a verbal assurance that a company offers quality service.

“If you don’t have anything to back your claim, or to differentiate your comof profitable clients, the more ideal ones are those who are giving referrals.

“Which clients refer you? Who are the ones who you could call and say, ‘Hey Joe, pany from competitors, a prospect is going to be stuck comparing you on price.

I’ve got a prospect who would like to talk to one of my customers to find out why you That is how we fall into the price trap,” she said. do business with us,’” she said.

Furthermore, differences must be of value to the client.

The next step, Hanson explained, is looking at demographics and psychographics.

“For example, a business claims whenever its clients call, they are ‘Johnny on the Step 1 Of The Seven Steps To Marketing Success — Strategy Before Tactics

H

The seven steps to marketing success are:

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spot,’” Hanson said. “Guess what, everybody else is saying the same thing. How can you use that and differentiate it from what your competitors are doing? Do you have a system or process in place that really is different? Maybe you have someone in management on duty 24 hours a day, and you can guarantee he or she will respond within 10 minutes.

That could be a differentiator that maybe your competitors can’t touch. Find a way to use what you have and make it different.”

Hanson said a business owner or manager can ask customers some pertinent questions to determine what makes his or her company different.

Ask your clients …

■ What made you decide to hire us?; ■ What is one thing we do better than other companies like ours?; ■ What could we do better?; ■ Get specific examples; and, ■ Leverage that in your marketing tactics.

“Interview your clients and ask them such questions as, ‘What made you decide to hire us in the first place? Why do you stay with us?’” Hanson said. “Often, what we think is important to our customers isn’t necessarily what they feel is of value.

“What could we do better?’ — maybe you are not providing quite the perfect service a customer would like.

Asking this question may be an opportunity for you to create something that is different and better.”

If a customer responds to the question of why he or she chose a particular company in a general way, Hanson suggests getting the client to narrow it down.

“A follow-up question might be, ‘Well, that’s great, but can you give me a specific example of a time we provided great customer service?’” Hanson said. “You need to be very specific with these questions.”

Step 2 — Fill Your Marketing Hourglass hat Hanson calls the “marketing hourglass” is a method to describe the customer’s journey from the time he or she comes on board until the client is giving referrals.

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Repeat ■ Post project survey; ■ Cross-selling, upselling; and, ■ Customer events.

Refer ■ Partner intros; ■ Champion events; and ■ Incentives.

“There are seven stages in the hourglass. ‘Know,’ ‘like’ and ‘trust’ are in the top portion. We have all heard the phrase ‘people need to know, like and trust you before they will buy from you,’” Hanson said. “‘Know’ is how you create awareness for your business; therefore, advertising falls under ‘know.’

Networking would also be under ‘know,’ because you are meeting people for the first time at an event.

“In addition, when you receive referrals, that is the first time they have learned about your business.

‘Like’ and ‘trust’ are very similar.

Continued on Page 24

20 — Maintenance Sales News — March/April 2016

ADVERTORIAL

There’s A Gold Mine Downstairs ——————

Eli Finkelberg, President Of Gold Coast Chemical, Explains How To Work With Engineers/Heads Of Maintenance To Increase Sales A multitude of sales opportunities await salespeople who venture into boiler rooms to meet the engineers/heads of maintenance. Two amazing things will happen: First, they will find out that engineers/heads of maintenance are not ogres just waiting to chew up unsuspecting salespeople. Secondly, most engineers/heads of maintenance have their own purchase orders, not just requisitions.

Engineers/heads of maintenance can, and will, buy on the spot, if you show them a product featuring true service-value to justify its purchase. Given this great sales potential waiting beneath the vast majority of accounts, isn’t it time to start working the mine?

GETTING STARTED The first prerequisite for success in selling downstairs is ridding oneself of the unfounded fear of engineers/heads of maintenance. Here’s my theory on why most salespeople are afraid of them to begin with: After five or so years in the sanitary-supply field, most people feel pretty confident. Even in the worst case scenarios of dealing with housekeepers, knowledgeable salespeople feel on equal ground, and, in many cases, a step or two above them when it comes to product expertise. But when they go downstairs to see the engineer/head of maintenance, they feel the tables are turned; it’s the engineer/head of maintenance who stands a step or two above them in expertise.

The truth of the matter is, engineers/heads of maintenance are no different from the people you’re calling on for custodial supplies. They just have a different set of responsibilities and needs. Often, their crucial responsibilities leave them less time for small talk. Thus, the first rule of successful selling to engineers/heads of maintenance is to be concise and to the point.

This time factor also serves as one of the many advantages of selling to engineers/heads of maintenance. Normally, the time from product presentation to procurement of the purchase order is minimal. With housekeeping departments, it can take days, weeks, and, sometimes, even months to make a sale. Yet, in many cases, an engineer/head of maintenance will write a purchase order on the spot. Another timesaving advantage is the total time spent making the call. From the initial hello to the parting goodbye, a lot more is accomplished in less time with an engineer/head of maintenance.

Another of the many things I like about engineers/heads of maintenance is that they’re not sample addicts. And, when they do request a sample, they generally try it out promptly.

MAKING THE CALL While these advantages explain why salespeople should approach engineers/heads of maintenance, the question of how to approach them remains.

Facilities use many products to keep heating and cooling operations functioning at maximum efficiency. While many of these products require some technical expertise, others require little or none. A good example of one that requires no expertise to sell is a de-sliming product used in air conditioning and refrigeration drain pans to catch condensation. Selling this requires less technical knowledge than many jan/san products. Consider these facts: ■ All refrigeration systems have condensate drain pans; ■ Because these pans are always moist, bacterial slime grows in them; ■ Because condensation is formed with water dripping into the drain pan, problems can occur as these pans are very shallow and drain lines are small; ■ Slime can easily clog the drain, causing the pan to overflow; ■ Drain pan overflow can be very costly. For example, if a pan overflows in a motel room, and goes unnoticed, it can leak to the room below causing damage to the floor, ceiling, walls, draperies, and carpeting; ■ Odors can emanate from drain pans; and, ■ Legionnaires disease has been attributed to air conditioning systems.

MARKET SIZE Just how big is the market? As I mentioned, every account that has air conditioning, other than the window type, has a condensate drain pan. It could be the individual type, called fan units. With this kind of system, popular in many hotels and motels, pans are placed in every room, usually along the window wall. They heat in the winter and cool in the summer and use small drain pans. Or, it could be a central system such as those found in larger office buildings.

In this case, there are air handlers and large drain pans.

There’s a good chance that some of your customers are already using a de-sliming product.

The question you must ask yourself is, “Why shouldn’t I be the one selling them condensate drain pan treatments?”

22 — Maintenance Sales News — March/April 2016

Consider this scenario: A salesman from the ABC industrial supply company calls on the engineer/head of maintenance of one of your accounts. On his way to this person’s office, he passes the housekeeping storage area. The door to the storage room is open, he stops, looks in and stares. Now, as he looks, he starts thinking, “If we started stocking some of these items, I know I could sell them to this account.”

He then continues on to the engineer/head of maintenance, with whom he has a good relationship, and gets his order for condensate drain pan treatment. Order in hand, he asks, “Do you buy janitorial supplies?” The engineer/head of maintenance may say, “No, I don’t, but I’ll introduce you to the housekeeper.”

The moral? You may not want to go downstairs and sell to engineers/heads of maintenance, but more and more salespeople who sell to them are coming upstairs to sell to the housekeeper — your customer. Easy-sell, necessary products, like de-slimers, make a great entree to an engineer/head of maintenance’s domain: The product is uncomplicated and nontechnical, and the sales presentation is short.

Equally detrimental to added business and profit is hiding behind the argument that a jan/san salesperson should only sell janitorial supplies. In reality, many janitorial supply companies can, and do, sell de-slimers, and some enjoy 100 gross and more a year.

Not only do they sell engineers/heads of maintenance drain pan treatments, but, once in the door, they sell other stock items such as rags/wipers, waterless hand cleaners, cleaners/degreasers, aerosols, buckets, brooms, brushes, etc. It’s always important to maximize sales opportunities, and a sales person is not accomplishing this when he/she leaves a client without paying the engineer/head of maintenance a visit.

To overcome any remaining reluctance, it’s good to take an analytical view of condensate drain pan treatments. First, think of all the things that you don’t have to know to sell it: How it works; what is a condenser; what is a compressor; what is a handler; or even where the drain pan is! (Although, from the above, you already know this).

Here are the only questions you need to be concerned about when selling drain pan treatment — followed by their easy answers: Q. What are the benefits?

A. It prevents slime build-up, mildew, fungus, algae, pan overflow, odors, scale and corrosion.

Q. How long does the treatment last?

A. A good treatment lasts up to six months.

Q. There’s a lot of talk about “sick building syndrome.” What will this do for the building, in addressing the problem?

A. As you know, sick building syndrome can have many root causes: A good no-slime product contains a broad spectrum EPA-registered biocide that is highly effective, tested in the laboratory and found 99.9 percent effective against a wide range of bacterial strains including Legionella pneumophila, which causes Legionnaires disease. The bottom line is, all condensate drain pans are breeding grounds for bacteria and therefore should be treated.

Q. How much is needed?

A. That is determined by tonnage and the size and strength of the de-slimer. Take Gold Coast’s No Slime strips, for example. The regular size covers 5 to 7.5 tons, and the jumbo covers 10 to 15 tons. So a 100-ton unit would require 20 regular or 10 jumbo strips.

THE SALES CALL Here’s a good example of a drain pan treatment sales call: “Good morning Mr. Jones. Knowing how busy you are, I’ll get right to the point. I stopped by this morning to show you an easy, effective and economical way to treat all your condensate drain pans. This is an EPA-registered biocide in a solid form that will last three-to-six months. By the way, this biocide is effective in preventing Legionella pneumophila, which you probably know better as Legionnaires disease. Now, here’s what it does for you: (1) prevents slime build-up which can clog the drain and cause the pan to overflow; (2) eliminates offensive odors; (3) prevents scale and corrosion; and, (4) lessens the risk of sick building syndrome. How many drain pans do you have, Mr. Jones, and which size would serve you better — the regular or jumbo?”

ADDED SALES BONUS While targeting new markets remains a primary goal, remember; just as engineers/heads of maintenance use many of the products you already stock, the same pan de-slime item used downstairs by engineers/heads of maintenance can also be used upstairs. For example, large computers, which have cooling systems and drain pans, need to keep those pans clean. Then, there is the grocery field. The last thing any grocery store owner wants is to have foul odors from the dairy case. Other areas where pan de-slime products are needed include refrigerated vending machines, walk-in coolers and dehumidifiers.

As I see it, the only problem salespeople have when selling to engineers/heads of maintenance is overcoming their own fears. It’s time to climb down into the gold mine and start working your way up.

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“Repeat” involves doing the things that motivate customers to keep coming back.

“The goal is to have repeat customers who love doing business with you,” Hanson said. “Maintaining consistency is also a point of emphasis when it comes to attracting repeat customers. Monitoring how customers perceive the level of service they are receiving over a period of time guards against a gradual erosion of that service.

“You want to check in with customers after two or three months to make sure they are as happy now as they were in the beginning. With ‘repeat,’ you can also create customer loyalty programs or have customer appreciation events.”

Hanson said she has a friend in Dallas, TX, who, when it is 100 degrees outside, has an ice cream social as a customer appreciation event.

“Most of her customers attend, and it deepens relationships with them. This helps guarantee she is going to continue having repeat customers,” Hanson said.

The final category of the marketing hourglass is ‘refer.’

“Referrals are the final step,” Hanson said. “Most of us are just happy when we get a referral. However, many companies don’t have a system in place to get more referrals.

There are things you can do with strategic partners, such as contributing to their blogs or newsletters. This can get you referrals on a larger scale.”

Hanson said one of the pitfalls companies experience is when they put most of their efforts into the “know” part of the hourglass.

“Many people put most of their marketing dollars into ‘know.’ Then, they wonder why is it so hard to get people to buy,” Hanson said. “They are not doing anything to build ‘like’ or ‘trust’ in a relationship. Furthermore, once they get a customer, they wonder why they are not getting referrals. The problem is people are not doing anything to nurture relationships.”

7 Steps To Marketing Success: Continued From Page 20 Trust goes a bit deeper.”

Hanson offered the following scenario as an example of building “like.” A person has a question and goes to the Internet to research the answer. While doing so, he or she comes across a blog post that answers the question.

“Whoever wrote the blog is building ‘like,’ because he or she created valuable content for the person searching for an answer,” Hanson said. “With ‘trust,’ you can build an even deeper relationship. Let’s say that person who read your blog post sees that you have a related eBook. It makes him or her think, ‘I need to have that piece of content. I need to learn about that.’ Chances are high that the individual will be willing to give you his or her email address in order to receive the information. Now, you are building trust because people don’t give up their email addresses very easily.”

“Try” is the way for people to experience a business, either for free or at a low cost, Hanson explained.

“If you are a distributor, you could have product samples,” she said. “Perhaps, you could demonstrate your floor equipment or schedule a workshop, both of which are in the ‘try’ category.

“Evaluations and audits are also ‘tries.’ What you are trying to do is demonstrate your expertise so a prospect can experience what it would be like to work with you.”

While “buy” brings to mind a monetary transaction, Hanson said it must involve more than an exchange of money.

“For a new cleaning customer, there is an ‘on-boarding’ process that takes time. Therefore, have a new customer welcome kit that explains what the client can expect next,” Hanson said. “The welcome kit would introduce him or her to your company and the people with whom they will be in contact.”

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Step 3 — Publish Educational Content s Hanson pointed out, her audience was comprised of cleaning company and distributorship professionals, and not publishers. For those in the cleaning industry, creating and publishing educational materials might seem like a daunting task.

“There are different types of content that have different intent,” Hanson said.

A

Content Powers the Journey ■ Awareness — Blog posts, advertising, FAQs; ■ Trust — Testimonials, reviews, how-to articles; ■ Education — eBooks, demos, workshops; ■ Engagement — Newsletters, social sharing, interviews; and, ■ Conversion — Case studies, guarantees, community involvement.

Hanson said the educational material a company presents must create awareness, and blogging is a good place to start.

“Creating awareness is where blogging can come in,” she said. “It is an easy way to create new content about all sorts of topics that address people’s frustrations. You also want to have content that builds trust. Testimonials build trust. If you have video testimonials, that is even more ‘trust.’ Reviews and how-to articles also build trust.

“You want to have content that educates. eBooks are great educational tools. Also, white papers and even tip sheets can be great educational tools. Workshops, especially for distributors, are another way to educate people.”

Hanson added that newsletters are an effective way to create content that engages those who read them.

“Newsletters engage people if you are giving them really good and valuable content,” Hanson said. “And don’t forget about social media. It’s one of the best ways to engage prospects and clients.”

In discussing content that converts, Hanson said case studies are effective. She gave the example of a cleaning company that has medical, educational and office building customers.

“That company could publish a case study for each of those target markets,” she said. “Let’s say you have a case study on banks. You can tell a story of what your bank customers experienced before they started working with you.

Here are the issues that they were having. Here are all the things you did to help them with their problem, and here is what it looks like today. You want prospects to read that case study and say, ‘These are the same problems that we have and I like their solutions. I think this might be the company for us.’ What great content to have on your website.”

Step 4 — Create A Total Web Presence anson told of starting The Janitorial Store (www.TheJanitorialStore.com), which is an online destination for cleaning business owners. The site offers educational training and resources.

“One of the first articles I wrote was on why you need a website for your cleaning company,” Hanson said. “Ten years ago, we were just trying to get everyone to create a website. These days, a website is the hub of a company’s online presence.”

H

Total Online Presence ■ Content platform; ■ Organic SEO (search engine optimization), local search; ■ Email marketing; ■ Social media marketing; ■ Online advertising; ■ Mobile friendly; and, ■ Analytics and conversion.

When Hanson asked the audience, “How many of you have a YouTube channel?” a few hands went up. She said she likes YouTube because it is a platform people use to search for information.

Hanson suggested companies can design a YouTube channel that is a branded extension of their website. A YouTube channel can display a custom header that includes their logo, colors and fonts, to brand their channel so it looks similar to their website.

“There are other ways to create an online presence, with social media being the big one,” Hanson said. “I recommend your social media efforts focus on LinkedIn, Facebook, Twitter and Google Plus.

“In addition, there is www.prlog.org.

When a company has something newsworthy, such as a new service or product, it can create a news release and PRLog will distribute it to some of the online news agencies, including Google News and Yahoo News. They will also automatically create a PDF version of the release and link back to your website.”

Hanson said it is important for a company to concentrate on search engine optimization so that it will appear on the first page of an Internet search.

In email marketing, Hanson said it is important the content adds value, rather than just being promotional in nature.

“You want them to open your email and think, ‘This is great information. I am going to continue receiving their emails,’” she said.

It is also important that a company’s website be mobile friendly, which means it is one that loads and displays correctly

on a mobile device.

“If you don’t know if your site is mobile friendly, you can go to Google and type in ‘Google mobile friendly test,’ plug in your URL, and it will tell you if your website is mobile friendly or not,” Hanson said. “Also, make sure your website is hooked up to Google Analytics and Google Search Console. This will enable you to gain a ton of information that can improve your rankings.”

A major platform for online marketing is social media.

Why Social Media?

■ SEO (search engine optimization) value; ■ Follow up and network with prospects (follow your customers); ■ Provide customer service; ■ Keep up on your industry; ■ Develop partner network; and, ■ Amplify and share your content.

“Social media has SEO value. I do searches for cleaning companies all the time and, many times, their social media pages rank higher than their website page,” Hanson said.

Social media is also an effective tool to follow up or do research on prospects.

“Every time I go to a networking event, I come back to my office and use social media to connect with the people I met,” Hanson said. “If you don’t do that, it might be several months down the road before they see you again, and by that time they could have forgotten all about you.

“If you have a presence on social media, you can engage with your prospects and customers, keep up with what is happening in your industry and even develop a partner network.

“If you are looking for strategic partners, see what they are doing on social media. If they have a good following and they are very engaged with connections, then they might make a good strategic partner for you.”

Step 5 — Use A Lead Generation Trio he lead generation trio is advertising, public relations and referrals, of which advertising affords the most control. A company controls its advertising budget, the target audience for ads and the timing of their release.

T

Advertising ■ You control (timing and target); ■ Narrow target (save money); ■ 2-step direct response: create awareness of content and start building like and trust; and, ■ Track and measure.

“Rather than brand advertising, where you just place a generic ad, which is very difficult to track and doesn’t really do much for you, I suggest using two-step direct response advertising,” Hanson said. “In your advertising, draw attention to that eBook, or white paper on your website that is educational and that people would want to read.”

A person who sees the ad and wants to get the information it points to, will have to visit the website and give an email address to access the eBook or white paper.

“After receiving an email address, you can start marketing directly to that person,” Hanson said. “Don’t do all your marketing within the ad. Send people over to your website.”

Companies can track how many people seek out content that is teased in an ad, which is an indicator of the effectiveness of the advertising.

A second aspect of the lead generation trio involves public relations, which is primarily about fostering relationships, Hanson said.

Public Relations ■ PR is about relationships; ■ Follow the media; ■ Add to the conversation; ■ Pitch strategically; and ■ Use online news release tools.

“Public relations have changed a lot with the advent of social media,” Hanson said. “Now, reporters are online, encouraging people to engage with them. They are looking for story ideas.

“Find a reporter, either in your industry or who works in your local area, who might be willing to do a story on a subject that you have some expertise.

Continued on Page 49

March/April 2016 — Maintenance Sales News — 25

By Harrell Kerkhoff, Maintenance Sales News Editor

Opportunities and challenges remain plentiful for those companies involved with the commercial/awayfrom-home (AfH) paper towel and tissue marketplace. Paper company executives recently interviewed

by Maintenance Sales News Magazine discussed what is new within their organizations, as well as what to expect in the near future for the overall janitorial/sanitary (jan/san) paper marketplace.

Don Lewis SCA

SCA

Jason Gscheidmeier von Drehle Corp.

Sandra Hudon Cascasdes Tissue Group

Don Chapman Nittany Paper Mills

In an effort to offer a greater breadth of products and services for its network of distributors, it was announced in January that SCA had acquired Wausau Paper, another North American AfH tissue company with a strong jan/san focus.

“This acquisition expanded SCA’s production capacity and rounded out our comprehensive product portfolio, providing more options to our distributors,” SCA AfH Professional Hygiene President Don Lewis said. “We’re confident that the acquisition is a strong strategic fit. It will give customers increased access to the superior sales, service, innovation and logistics that the combined business can offer.

“Our portfolio of products will cover the full range — from economical solutions to enhanced premium products.”

He added that SCA remains committed to building strong business relationships with its jan/san distributors. This begins by offering a pipeline of innovative solutions that are developed through SCA’s global research and development efforts, starting with end-customer insights.

Through this global network, Lewis said, SCA provides market-leading solutions that address end-customer needs in unique and relevant ways. This also helps SCA distributor partners achieve higher levels of profitability.

“Additionally, our Tork® AfH tissue brand provides consultative tools — such as custom apps, evaluators, webinars, customizable brochures and product/dispenser trialing programs — that help differentiate our distributor offerings of Tork solutions from the competition,” Lewis said.

The SCA sales team also works closely with distribution partners on developing a robust sales opportunity pipeline.

“With a focused effort to set mutual target accounts, our sales professionals work through a process to bring these opportunities to a positive close with our distributors,” Lewis said.

28 — Maintenance Sales News — March/April 2016

ing. Customers are looking for creative solutions to meet the challenges they face, while still controlling operating costs.

These solutions can be simple in nature, such as SCA’s Easy Handling packaging, which is a patented assortment of ergonomic packaging solutions that ease the workload of facility staff.

“The goal of the Tork brand is to be a trusted business partner to our jan/san distributors and their end-customers.

This is done by doing our part to help them face daily challenges,” Lewis said. “In fact, many of the advancements in our innovation pipeline are pointed toward meeting these challenges.”

Looking further ahead in 2016 and beyond, increased efficiency and customer expectations will continue driving the janitorial paper towel/tissue business, according to Lewis.

“In recent years, we’ve seen how reports of bath tissue shortages in sports stadiums have gone viral, thanks to the power of social media. That’s why, through products such as Tork EasyCube™, we are helping customers harness technology and work closely with their employees to deliver for end-customers,” he said. “By providing an intelligent washroom maintenance solution, we can help facility managers better manage cleaning and supply order needs.

“As customers become even more cost-conscious, high capacity, controlled consumption systems that require fewer refills and reduce waste will be a top priority. The Tork high capacity roll towel dispenser and Tork coreless bath tissue dispenser are a couple of examples from the full family of Tork Elevation® washroom solutions that can help solve such high priority needs.”

Helping protect the environment is another objective SCA has focused on for a number of years. Lewis said the company is constantly striving to deliver solutions that are sustainable, hygienic and innovative.

“For example, our Tork dispensing solutions control usage and waste, while also reducing costs, refill time for staff and landfill burden. Each year, we assist customers in reaching their sustainability goals by helping them find the right products and solutions to fit their needs,” he said.

Looking further ahead in 2016 and beyond, Whether it’s service, increased efficiency and customer source reduction or dispenser material, sustainexpectations will continue driving the ability is a point of pride for janitorial paper towel/tissue business.

SCA. The company has focused targets and initiatives — SCA AfH Professional Hygiene President Don Lewis in place in such areas as SCA also continues its focus on innovation through vari- fiber sourcing as well as water, energy and carbon footprint ous digital solutions, such as apps for distributors. These reduction.

“Our annual sustainability report provides in-depth analyapps are developed specifically to aid distributors as they consult with their customers. For example, the SCA Tork sis on SCA’s efforts. To aid our customers in their sustainSnapshot app enables a distributor to take a photo of a cus- ability goals, we offer environmental evaluators, closed loop tomer’s restroom or work area and then import Tork dis- programs, composting solutions, and signage and messaging pensers into the image. This shows what the final to help share their sustainable story with employees and cusenvironment will look like, before the installation actually tomers,” Lewis said. “Our sustainability commitment has been recognized by a number of reputable third-party organbegins.

This type of technology helps employees at SCA improve izations. SCA is currently listed on the Dow Jones Sustaintheir customer service offering, an area that remains a core ability Index, the Carbon Disclosure Leadership Index and competency and key element to the company’s go-to-market was recently noted for its leadership in transparency for disclosing the company’s ecological footprint in the WWF Enstrategy.

“With a highly-tenured and knowledgeable customer vironmental Paper Company Index of 2015.”

Throughout its focus on environmental initiatives, cusservice group, we work to anticipate and address the needs of our valued distribution customers. This ensures they can tomer service and producing innovative products, the jan/san be more successful in the marketplace,” Lewis said. “Addi- industry remains an important part of business for SCA. “The recent Wausau acquisition has given us a better plattionally, our sales methodology drives toward providing a solution-based selling approach. Our sales team works to form to expand our business with jan/san customers,” Lewis uncover unmet end-user needs or issues, and then collabo- said. “We believe the combined know-how of SCA and ratively, with our distribution partners, recommend the best Wausau, within the jan/san segment, gives us a high level of expertise in key end-user market segments in which our dissystem solutions.”

Lewis noted that the jan/san industry is constantly evolv- tributors participate. We will leverage these insights to furSCA remains a global hygiene company that develops and produces personal care, tissue and forest products. For the jan/san market, its Tork® AfH tissue brand provides paper towels, bath and facial tissue, napkins, wipers, soaps, sanitizers, dispensing systems and “smart” solutions for use in office buildings; healthcare, educational and industrial facilities; restaurants and stadiums.

Lewis added that the SCA portfolio spans multiple segments — from healthcare and hospitality to manufacturing — and offers products designed for a variety of jan/san needs.

“For customers with discerning clientele, we offer a comprehensive high-end washroom range featuring towels, dispensers and recessed solutions. The recently released Tork Image Design™ dispenser line combines form and function, and was created to harmonize with high-end environments.

At the same time, it brings functional benefits from professional dispenser systems,” Lewis said.

“In 2016, we continue our mission of customer-centric innovation with the launch of the Tork® Washstation Dispenser, purpose-built for food processing environments. This new, water-resistant and HACCP International-certified wiper dispensing system was designed for the rigors of the challenging food processing environment.”

He added that at SCA, innovation falls into three areas: product, service and people. By leveraging all three, the company helps prepare customers for the next generation of end-user needs.

“For each product, service and dispensing solution that we create under the Tork brand, we look at market needs and customer insights to inspire our designs and our teams,” Lewis explained. “For example, last year we launched the Tork EasyCube™ Intelligent System to help customers optimize their restroom cleaning routines. Jan/san staff traditionally clean washrooms on a predetermined schedule, regardless of foot traffic on any given day. However, with Tork EasyCube™, facility managers have the ability to analyze usage data and traffic trends from their smartphones.”

Lewis explained that as building managers rely more heavily on online tools to retrieve information, the EasyCube™ system offers a streamlined way to access data that helps them make informed decisions on product purchasing and staffing needs — shifting from a schedule-based cleaning approach to a more efficient usage-based approach.

ther build product bundles, segment specific solutions and supporting marketing materials — all in an effort to help our distributors strengthen their own positions in profitable, growth-oriented segments.”

He added that the basic needs found in jan/san are quite consistent throughout the world.

“As a global business, this allows us to take in a wide range of market insights to drive our innovation funnel,” Lewis said. “We believe that as the No. 1 global brand in the AfH industry, Tork goes beyond paper and dispensers — offering a full suite of hygiene solutions, resources and tools.

We’re truly committed to being a business partner to distributors and end-customers — helping them address their needs and empowering them to improve their businesses.”

Contact: SCA, 2929 Arch St., Suite 2600, Philadelphia PA 19104-2857.

Email: don.lewis@sca.com.

Website: www.torkusa.com.

von Drehle Corporation s traditional distributors continue to face mounting pressure from larger and non-traditional competitors in the jan/san marketplace, a greater reliance needs to be given to suppliers that can help these distributors grow in the wake of today’s challenges.

Providing this support is a major focus at the von Drehle Corporation, a full-line supplier of AfH paper towel and tissue products as well as dispensers.

“Consolidation continues in today’s jan/san industry. This is true for both distributors and suppliers. Those distributors who remain focused on consultative sales and service-based business are likely to be the ones who have the most positive outlook,” von Drehle Corporation Vice President of Sales & Marketing Jason Gscheidmeier said. “It’s important for distributors to help their end-use customers reduce total costs. A good supplier can also help in this process — for both the distributor and end-user.”

He added that von Drehle representatives have been busy the past several years in this effort by building the company’s product line and adding service capabilities. von Drehle remains a national manufacturer with facilities in North Carolina, Tennessee, Mississippi and Nevada. Each of these facilities manufactures von Drehle’s full line of products. The company has also purchased a state-of-the-art NTT paper machine at its Natchez, MS, location that will begin production during the second quarter of this year (2016).

“This NTT technology will be more environmentally conscious, offering world-class efficiency and delivering an improved paper performance over conventional towel and tissue products,” Gscheidmeier said. “This equipment is the first of its kind in the United States, allowing us to create a higher quality product.”

He added that von Drehle is small enough and structured properly to remain nimble and adaptive, yet the company provides the required supply and cost benefits by being a vertically integrated manufacturer.

“This means we have the same level of cost structure and consistency of supply as any of our largest competitors, yet we can still act and behave as the family-owned business we are today. We believe that as long as we continue to operate this way, von Drehle will grow faster than the market,” Gscheidmeier said. “Having paper mills and related operations in place are as important to von Drehle’s success as the products being made from these facilities — shaping our consistency, quality and cost structure.” von Drehle is also in the process of designing a new generation of dispensers. They will feature a unified and updated look as well as placing a high priority on performance.

These dispensers are expected to be introduced in 2017.

“Our goal is to push the market in dispenser reliability and performance. von Drehle has done this over the years very well with its centerpull dispensers, and the company strives to do the same with its other dispenser items,”

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March/April 2016 — Maintenance Sales News — 29

help our customers better run their own businesses every day.”

Another part of von Drehle’s customer service focus is honoring commitments as a paper towel and tissue supplier.

This includes working within a limited distribution platform.

“A major focus is to build within our customers. They have helped us get to where we are today, and therefore, we have to respect and honor their hard work and efforts. This is done, in part, by honoring our commitments,” Gscheidmeier said. “Our sales people should understand our customers — what they are trying to do, where they are headed and how we can best fit inside their (the customer’s) business model. Not vice versa.

“We don’t want to be dictating how our customers will work with us; but instead, we want to figure out how we can adapt to their needs. This is a primary goal.”

To help meet this goal, the von Drehle Corporation inAlthough overall growth is important to officials at the creased its sales team by 30 percent in 2015.

“This is part of our commitment and investment in trying von Drehle Corporation, Gscheidmeier said the company’s primary goal is to remain a customer-first, customer-driven to provide the best service and sales support within our cusorganization. Another key goal is to introduce and leverage tomer base,” Gscheidmeier said. “We also have a distributor the NTT technology that the von Drehle Corporation is advisory council in place. Once a year, we ask a rotating set of jan/san distributor customers to meet with us for several about to bring aboard.

“We are also embarking on a continuous improvement days. They provide feedback on our business and direction journey for our organization. This is all about engaging our as a company. It’s all part of von Drehle’s focus of listening and providing solutions.”

Remaining a leader in environmental “It’s important for distributors to help stewardship is also important for representatives of the company. This stewardship is their end-use customers reduce total present in von Drehle’s operations, products costs. A good supplier can also help in and with corporate resources.

“For example, our Cordova, NC, mill opthis process — for both the distributor erations utilize 100 percent recycled fiber, and end-user.” and require no trees to be harvested. Addi— von Drehle Corporation Vice President of tionally, fiber clay from our paper mill is Sales & Marketing Jason Gscheidmeier used at local farms to improve soil moisture and crop yields,” Gscheidmeier said. “von employees, and creating a culture of consistent operational Drehle’s new paper machine in Natchez will also manufacand company improvements that reduce waste, time and ac- ture 100 percent recycled materials; however, this new mativity within our business. The whole point of this is to better chine will use significantly less water and energy than invest in our people,” Gscheidmeier said. “von Drehle is an standard conventional paper machines. This facility has also employee-owned organization. We believe in employee been built with many recovered/recycled materials. “von Drehle Corporation is also a proud supporter of ownership, community stewardship and putting customers first. Employee ownership gives our employees a stake in Green Seal and its certifications. The company currently our future and continuous improvement empowers them to manufactures close to 70 Green Seal products.”

Gscheidmeier spoke as well of recent trends he sees takmake a difference. This is done by giving them knowledge and best practices that can be placed within the company to ing place within the jan/san industry. These trends are influmake us more efficient, adaptable and flexible. Everyone encing manufacturers, distributors and end-users alike. For example, he noted that the availability of information is at wins when applied correctly.

“Our people are our greatest asset. We invest in them and an all-time high.

“Every year there is greater transparency. This means empower them to help us, as a company, achieve our goals.

This focus continues to be a major initiative at von Drehle stronger competitive pressures,” Gscheidmeier said. “Prodin 2016. This is going to touch every part of our business.” ucts that don’t perform well, or are made of poor quality, Gscheidmeier also spoke of von Drehle’s distributor sales will be more transparent in the market. A greater number of representative (DSR) training program, which is a two-day people are recognizing and sharing information about these session where von Drehle officials help build product knowledge and overall selling skills “All of us are faced with what seems for DSRs. like different challenges when, in fact, “The results thus far have been great. We have conducted eight DSR training sessions they are tightly intertwined. When in the past year. Not only are we educating good information can be shared people on products, but selling skills and overall sales professionalism as well,” he between well educated professionals, said. “Our DSR training sessions generally a great partnership can emerge.” fill up in less than a week. It’s been successful because this type of training fills a real products as well as what products are working well. People need for our distributor customers.” von Drehle is also providing additional training for its quickly learn today about good and poor product performown team of customer service representatives. The focus of ance.”

Gscheidmeier also sees a tremendous amount of pressure this training is to provide greater knowledge concerning von Drehle’s products, overall business and the markets that the being placed on facility maintenance workers as they are being asked each year to do more with less. company services.

“Our goal is to make sure our customer service represen“It’s therefore to the advantage of jan/san distributors to tatives can help people as quickly as possible when it comes make the jobs of these facility maintenance professionals to orders and issues,” Gscheidmeier said. “It’s all about easier, helping them with training, education, technology being adaptable, flexible and focused on what we can do to and automation,” he said. “It’s all about helping customers Gscheidmeier said. “von Drehle is working with partners to provide a significant amount of improvement inside these units. Significant testing and systems reliability procedures are currently taking place.”

Gscheidmeier expects the overall North American AfH paper towel and tissue market to continue its approximate 2 percent a year growth pattern in 2016.

“This market is also experiencing higher utilization rates at paper mills, but as I stated last year, the at-home (paper towel/tissue) market is changing. There is a lot of capacity going into the at-home market, which should have a greater impact on the AfH side. This could likely happen in 2017,” according to Gscheidmeier.

30 — Maintenance Sales News — March/April 2016

reduce labor costs through greater efficiency and productivity.

“All of us are faced with what seems like different challenges when, in fact, they are tightly intertwined. When good information can be shared between well educated professionals, a great partnership can emerge.”

Contact: von Drehle Corporation An ESOP Company, 612 Third Ave., NE, Hickory, NC 28601. Phone: 828-322-1805.

Email: jason.gscheidmeier@vondrehle.com.

Website: www.vondrehle.com.

Cascades Tissue Group ith the use of proper research, officials at Cascades Tissue Group are working hard to identify and target specific markets, and determine their overwhelming needs, that can be best served by a fulloffering jan/san paper supplier.

“We have been successfully growing the business by taking our undivided time and listening to each customer. This helps us provide quality products and services that satisfy their requirements,” Cascades Tissue Group Vice President of Sales, AfH Products North America, Sandra Hudon said.

She explained that Cascades continues to provide a full line of towel, tissue, wiper and dispenser products for the away-from-home marketplace.

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“Cascades offers quality products that cover economical to high-end customer requirements. We pride ourselves on our range of solutions — from 100 percent recycled products to reliable dispensing systems,” Hudon said. “We specifically remain focused on promoting our Tandem+ line, which was launched just over a year ago. Our highly reliable and durable Tandem+ systems significantly contribute to enduser cost savings and productivity gains. We have received great feedback from the market thus far.”

Hudon added that she expects solid growth to take place within the overall jan/san marketplace during the remainder of 2016.

“With more businesses looking for recycled options, value-added products and cost savings — we feel we are well adapted for this market,” she said.

Customer service remains a high priority at Cascades Tissue Group. Hudon said the company cares for, and takes into consideration, each and every one of its customers and their requests. This includes working diligently to anticipate different needs, and ensuring that deliveries are made on time and that fill rates remain high.

“Over the years, we have implemented several Key Performance Indicators (KPIs) that we continuously monitor.

This helps Cascades remain ‘best-in-class’ for the company’s extensive distribution base,” she said. “From the beginning, it has been Cascades’ goal to work side-by-side with distribution partners, so that we have mutually beneficial relationships in place that grow each of our businesses.

Because we value their unique knowledge and experience, Cascades strives to cultivate personal relationships with each one of the company’s distributers.

“By getting to know distributors better, we are able to provide them with the quality products they need, at the competitive prices they want. This is accompanied by our sales support capabilities and industry knowledge.”

Hudon also discussed the overall availability and quality of away-from-home paper found in today’s marketplace. She noted that the variation in paper quality, rather than the actual supply of the paper itself, can be a reoccurring challenge in the industry.

“There are converters from non-integrated suppliers who are only interested in finding the best bargain on parent rolls.

This often results in a variation of product consistency,” Hudon said.

More businesses are looking for recycled options, value-added products and cost savings.

— Cascades Tissue Group V.P of Sales, AfH Products North America, Sandra Hudon

Cascades Tissue Group has built refined supply chain and demand-planning systems to address this issue.

“Through our unique processes, we have been able to significantly grow additional business,” she said. “We are always on the lookout for new growth opportunities.

Cascades’ vision and strategy is to pursue and accelerate growth in the United States. Our new, state-of-the-art tissue converting facility in Wagram, NC, is fully operational. This allows us to be closer to, grow with, and better serve many key markets in the Southeast.

“The main focus at Cascades continues to be a full-offering supplier to our customers.”

Product innovation and environmental sustainability also go hand-in-hand at Cascades. These are essential drivers to the company’s overall business. Hudon said each play a significant role in the decisions being made at Cascades on a daily basis.

She added that Cascades has made a concerted effort to introduce products that offer enhanced environmental and hygienic value. This is reflected not only in the composition of the company’s products, but also in their production methods.

“Cascades has remained a leading producer of paper products made mainly from recycled fibers, and we continue to focus on these efforts in our manufacturing process, which has allowed us to reduce both water and energy consumption

over time,” Hudon said. “In 2015, by recycling 2.6 million short tons of recycled fiber, Cascades saved 44 million trees from being cut down. The company also recycles and reuses every drop of its water between 10 and 40 times, and has reduced its energy consumption by 7 percent since 2010.

“With more than 50 years of experience, we have one of the widest portfolios of sustainable products available in the marketplace.”

Contact: Cascades Tissue Group by phone at 514-949-5995 or 450-444-6477, through email at sandra_hudon@cascades.com, or visit www.afh.cascades.com.

Nittany Paper Mills upported by over 33 years of jan/san experience, resulting in coast-to-coast distribution, Nittany Paper Mills remains solely focused on providing paper towels, tissue products, napkins and soap systems to the North American AfH marketplace.

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Ongoing consolidation among overall distribution in the AfH marketplace will strengthen the distribution that remains independent within certain geographical regions.

— Nittany Paper Mills President Don Chapman “We will be further expanding product categories in 2016.

This includes Green Seal-certified, USDA biobased-certified and FSC-certified TAD towels, tissues, and napkins,” Nittany Paper Mills President Don Chapman said. “With the expansion of these categories, Nittany Paper expects substantial growth in 2016 and 2017 despite continued shrinkage of distribution in the AfH marketplace.”

According to Chapman, ongoing consolidation among overall distribution in this marketplace will strengthen the distribution that remains independent within certain geographical regions.

“The independent distributor base will continue to shrink, but will not disappear anytime soon,” Chapman said. “Nittany Paper’s growth will continue by providing independent distributors with product solutions and fair pricing that enable them to compete with the largest chains and mills.

“In addition, Nittany Paper’s geographical proximity to over 60 percent of the U.S. population helps the company lessen freight expenses for its customers while providing quicker turnaround. We have also not experienced any paper availability issues for the jan/san marketplace, and there seems to be plenty of available capacity for growth.”

He added that Nittany Paper’s product knowledge, qualified salespeople, management focused on superior customer service and its value-added product offerings at a fair price will all prevail over the long run.

“We still see the trend of non-traditional distribution, such as suppliers involved with the office supply segment, aggressively pursue jan/san end-users. This segment is having great success, supported by pricing from the large paper mills,” Chapman said. “Fortunately for traditional jan/san distributors, most of the suppliers found in the office supply segment lack product knowledge and solutions to really help end-users when it comes to paper and chemicals.”

Contact: Nittany Paper Mills, Inc., 6395 SR 103 N 5A, Lewistown, PA 17044.

Phone: 717-994-6241.

Email: dmchapman3@verizon.net.

Website: www.nittanypaper.com.

From U.S. Battery:

Recycling Concerns Over Lithium-ion Batteries Entering Lead Battery Recycling Process “New information distributed by the Battery Council International, a not-for-profit trade association of more than 200 member companies worldwide, and battery manufacturers such as U.S. Battery Manufacturing, warn about the introduction of Lithium-ion batteries entering the lead battery collection and recycling process,” according to a news release from U.S. Battery.

“Industry studies show that lead-acid batteries are recycled at the highest rate of any commercial product — a rate of 97 to 99 percent. With the increase of lithiumion battery use, the introduction of these batteries into the lead recycling system has resulted in a number of safety incidents as reported by the International Lead Association, ILA.” The BCI warns risks of fires and explosions can occur during transport, storage, battery breaking and smelting processes of used lead-based batteries, if lithium-ion batteries are mistakenly or knowingly added into the recycling process. Since both types of batteries look similar, proper identification is required when recycling plants receive pallets or bins containing used batteries.

To properly inform manufacturers such as U.S. Battery, along with lead recycling and battery industries of North America and Europe, the International Lead Association (ILA), the industrial and automotive battery manufacturing and recycling associations of Battery Council International (BCI) and Europe (EUROBAT), and the Association of Battery Recyclers (ABR), have created a

a Pb symbol on lead batteries and a Li symbol on lithium batteries. It may also be possible to distinguish the chemistries by manufacturer; and, 2). Notice the weight difference - Although they have similar dimensions, lithium batteries are much lighter than lead batteries.

“The lead battery industry has the most successful recycling program in the world,” said Mark Thorsby, executive vice president of BCI. “In no way do we want to jeopardize our success or compromise our commitment to sustainability. Preventing lithium-ion batteries from entering the lead battery recycling process is critical to achieving that outcome.”

While it’s important to carefully read the battery labels before collecting or sending batteries to a lead recycling plant, another solution is now being developed. The U.S. Society of Automotive Engineers (SAE) and the International Electrotechnical Committee (IEC) are proposing to develop standardized labels that are color-coded to allow for better identification between lead-acid and lithium-ion batteries.

joint initiative to caution about lithium battery contamination. These organizations urge battery collectors to: 1). Look for the proper labeling - Battery labels contain

For more information on properly identifying flooded lead-acid batteries and lithium-ion batteries, contact the Battery Council International at www.batterycouncil.org, or contact U.S. Battery Manufacturing at 1675 Sampson Ave. Corona, CA 92879. Phone: 800-695-0945, website: www.usbattery.com.

March/April 2016 — Maintenance Sales News — 31

Aluf Plastics, Inc.

All Signs Point To Higher Liner Sales In 2016

ADVERTORIAL

You don’t need to look to the stars to predict the course of liner sales in 2016. Just look at the signs at Aluf Plastics, Inc., and ask the company’s distributors. Coming off a record-breaking year, Aluf Plastics is predicting 2016 will be an even better year for its bags and packaging film, based on the signs that company officials see in their business.

3-Ply Triple Strength Attraction Aluf’s COEX Supertuff® line showed the industry an advanced technology which eliminates the double and triple bagging of liners.

“Once people learn about the strength advantages of using our COEX technology, the sales just take off,” says Joe Rosenberg, vice president, sales and marketing, for Aluf Plastics.

The COEX Supertuff® bag technology offers a low-density bag with extremely strong 3-ply construction to deliver extra strength at lower gauges, while providing an advantageous cost-in-use when compared to traditional black bags. Customers find replacing double bagging with just a single COEX saves valuable time and product costs.

The COEX Supertuff® technology is available in low density flat packs and rolls. As an extra benefit, the COEX Supertuff® CXP is manufactured with antimicrobial odor control compounds to inhibit the growth of odor-causing bacteria on the inside and outside of the bag, thus keeping receptacle surfaces more sanitary between cleanings. The bags are also LEED compliant and SCS Global Services Certified as they are manufactured with at least 80 percent recycled material.

Plastic Sheeting for Multiple Facility Needs Aluf’s most recent introduction, the Clear Poly Sheeting Program, offers numerous plastic sheeting sizes and strengths for addressing a variety of facility and maintenance needs.

“Plastic Poly Sheeting is becoming a staple in facility maintenance departments due to its wide variety of uses,” comments Rosenberg. “In our pilot markets, we found a great demand for stocking it, and the surge in sales after its full launch confirmed it as an indispensable item for our distributors to carry.”

The program includes poly sheeting in 2 mil, 4 mil and 6 mil thickness, and choices of 10-foot, 12-foot or 20-foot widths. There are NFPA 701-04 compliant fire retardant options, as well.

The lighter-weight 2 mil-strength poly sheeting is ideal for covering surfaces, equipment and furniture to protect it from painting or dust created by renovations, sanding or floor stripping. The heavier 4 mil can be used as economical dust and vapor wall barriers. It can also be used for mulching, concrete curing, and carpet protection during remodeling or moving.

The heavy-duty 6 mil can be used as concrete slab vapor barriers, temporary roof patching, and heavy-duty mulch underlayment.

Flap-Tie Now Available In addition to twist-tie closures, Aluf trash bags are now available with drawstring and flap-tie closures. The signature “wavy top” makes tie-off faster and easier, while saving money by decreasing the amount of plastic required. Many end-users also claim the flap-tie closure is easier to lift from receptacles and to transport. Flap-tie closures are available on 33-gallon and 42-gallon bags.

Five New Production Lines Construction is underway at both of Aluf Plastics’ production facilities as expansion plans have begun. The company is adding six new production lines to increase production capabilities by approximately 25 million pounds each year. Three of the new lines will be added in the company’s headquarters in Orangeburg, NY, and three will be constructed in its Sulfur Springs, TX, facility.

“This expansion will enable us to maintain our signature fast turn-around and delivery to our customers as demand for our products continues to increase,” notes Rosenberg. “We are known for our tremendous manufacturing capabilities, and this expansion enables us to preserve that positioning in the marketplace.”

With these signs, it is easy to see why Aluf Plastics, and its distributors, are looking at 2016 to be a banner year for trash and the bags needed for disposal.

Visit www.AlufPlastics.com for more information.

32 — Maintenance Sales News — March/April 2016

OUR FAMILY TAKES THIS BUSINESS VERY SERIOUSLY. A s a family-owned company manufacturing maximum-strength, minimum cost can liners since 1977, we can’t afford trashing the fine family reputation. That’s why all of us here at Aluf Plastics work hard to deliver client-focused results and help you increase your profits, bag by bag. It’s time you give us a call... and meet the family.

Swift turnaround times & nimble production capabilities

Massive inventory with hundreds of in-stock SKUs for quick delivery

Competitive pricing structure & cost-cutting strategies

ALUF HAS EXPANDED TO THE LONE STAR STATE: 1212 ELM STREET, SULPHUR SPRINGS, TX

WWW.ALUFPLASTICS.COM | 800.394.BAGS

People In The News National Chemical Laboratories Appoints Regional Sales Managers National Chemical Laboratories, Inc. (NCL) has announced the appointment of Mike Griffen as regional sales manager. Griffen has over 25 years sales experience in the sanitary maintenance industry, and is responsible for servicing distributors, product training and sales growth in the states of Missouri, Iowa, Kansas Mike Griffen and Nebraska.

NCL has also named Bruce Orman a regional sales manager.

Orman has experience in the sanitary maintenance industry, and is responsible for servicing distributors, product training and sales growth in the states of Arizona, New Mexico, Nevada and the West Texas region.

Also named a regional sales Bruce Orman manager by NCL was Kevin Moffett. He has over 20 years sales experience in the sanitary maintenance industry, and is responsible for servicing distributors, product training and sales growth in the Southern California region.

Established in 1946, National Chemical Laboratories, Inc. is a privately held company that manufactures cleaning solutions Kevin Moffett for commercial, industrial, and institutional cleaning products. NCL develops and markets cleaning solutions across the United States through jan/san distributors and in 50-plus countries around the world.

Visit www.nclonline.com.

Spartan Chemical Promotes Colt McLaughlin To Regional Manager Spartan Chemical Company has promoted Colt McLaughlin to regional manager of the Southern California region.

Prior to his appointment with Spartan, Colt worked as a sales consultant at Arthrex in Portland, OR, where he was in charge of inter-office processing and inventory management. Colt attended Colt McLaughlin California State University, Stanislaus, in Turlock, CA, where he earned a bachelor’s degree in criminal justice.

Visit www.spartanchemical.com for more information.

Americo President Richard Rones Is Featured On New Jan/San Podcast Shown, left to right, are David Jones, Spartan regional manager, and Chris Goeshel, general manager, of Matera Paper Company.

Spartan’s David Jones Awarded Matera Paper Company 2015 Outstanding Sales Representative Spartan Chemical Regional Manager David Jones was named Matera Paper’s Outstanding Sales Representative for 2015.

Each year, at its annual sales meeting, Matera Paper honors one sales representative. This year, Spartan’s David Jones was selected to receive the honor.

“David is always willing to take care of business,” said Chris Goeshel, general manager, Matera Paper Company.

“There has never been a time that David did not meet the demands of the end-users. We are pleased to be able to honor David with this award.”

Richard Rones, president of Americo Manufacturing, is featured in a recent episode of the Distribution Spotlight Show podcast. During the episode, Rones talks about growing up in his family’s business, and how a 2011 sports movie inspired him and helped change the strategy of Americo Manufacturing. He talks about his experiences serving in various ISSA positions, describes some of his rock climbing adventures, water skiing accomplishments and more.

The free audio podcast is available worldwide via iTunes and Stitcher and can be heard at: http://distributionspotlight.com/richard-rones-story/.

Along with being president of Americo Manufacturing, Rones has also served in various ISSA positions, including regional director and secretary; and he currently serves as vice president/president elect of ISSA. The Distribution Spotlight Show is an audio podcast that shares the stories of the people in the sanitary supply distribution industry. Episodes feature leaders, innovators and other interesting people from the industry who share their personal stories and experiences. Visit www.distributionspotlight.com.

The DPA Buying Group Has New Members The DPA Buying Group has four new distributor members in its janitorial products division. They are: Fikes Holdings, Inc., (Grapevine, TX, and three additional locations) — Fikes of Oregon (Portland, OR); Global Supply & Floor Equipment (Georgetown, KY); and Lebanon Chemicals, Inc. (Lebanon, TN).

DPA also recently added three new suppliers: Dreumex (York, PA); SmartProcure, Inc. (Deerfield Beach, FL) and World Dryer (Berkeley, IL).

The DPA Buying Group is a North American buying and networking organization comprised of more than 600 distributors and 180 preferred suppliers in the janitorial, industrial, safety, packaging and restoration product industries.

Visit www.DPABuyingGroup.com.

People: Continued On Page 41

34 — Maintenance Sales News — March/April 2016

ADVERTORIAL

SCA

What’s New For Distributors At

Enhance Your Building’s Image With A Premium Restroom Experience rom hotels to restaurants to offices and everything in between, there’s one area in buildings that all are sure to visit — the restroom. While some view this facility as an afterthought, the experience that visitors have in this space impacts their overall impression of the building and its inhabitants.

To create a functional yet elegant restroom experience that reflects positively on companies, SCA, a global leader and producer of the Tork® line of hygiene solutions, has created a line of high-end dispensers and hand towels that are sure to impress even the most discerning guests.

“At SCA, we know that companies have one shot to make a strong first impression and it can emanate from a space that people often do not pay attention to,” said Cheryl Rickert, washroom marketing director for SCA’s Away from Home Professional Hygiene business in North America. “Beyond delivering a hygienic experience in a clean, well-stocked environment, restrooms should feature an aspirational design aesthetic that reflects how companies want to be perceived.”

F

completely. In a blind test against a leading brand, Tork Premium Soft multi-fold towels were overall preferred by employees in Class A Office Buildings.(3)

Learn More About SCA In January, SCA Tork announced the acquisition of Wausau Paper, another leading North American away-from-home tissue company with a strong Jan/San focus. This acquisition expanded SCA’s production capacity and rounded out a comprehensive product portfolio, providing more options to our distributors.

Visit www.torkusa.com for more information.

At SCA, we are constantly striving to deliver solutions that are sustainable, hygienic and innovative. Our Tork dispensing solutions control usage and waste, reducing cost, refill time for staff and landfill burden. Each year, we assist customers in reaching their sustainability goals by helping them find the right products and solutions to fit their needs.

Whether it’s service, source reduction or dispenser material, sustainability is a Enhancing An point of pride for SCA. We have focused Image-Conscious Business targets and initiatives in the areas of fiber The Tork Image Design™ stainless sourcing, water, energy use and carbon steel dispensing system, featuring antifootprint reduction. Our annual sustainfingerprint protection, was created in ability report provides in-depth analysis collaboration with a team of internaon our extensive sustainability efforts. To tional designers to ensure a timeless, aid our customers in their sustainability modern style. efforts, we offer environmental evaluaWith a wide assortment to choose tors, closed loop programs, composting from, facility managers are now able to solutions, signage and messaging to help complement their design aesthetic across share their sustainable story with their bath tissue, hand towel and skincare disemployees and customers. pensers, allowing the coordinating collecOur sustainability commitment has tion to act as both beautiful décor and been recognized by a number of repfunctional dispensing solutions.

“Beyond delivering a hygienic experience in a utable third-party organizations. SCA is In addition to providing a wide range clean, well-stocked environment, restrooms should currently listed on the Dow Jones Susof dispensing options, the corresponding feature an aspirational design aesthetic that reflects tainability Index, the Carbon Disclosure luxurious Tork Premium Hand Towels, Leadership Index and was recently which are preferred in softness, performhow companies want to be perceived.” noted for our leadership in transparency ance and appearance, elevate any wash— Cheryl Rickert for disclosing our ecological footprint in room experience.(1) In fact, the superior the WWF Environmental Paper Company Index of 2015. quality of these hand towels allows Tork to guarantee a 10 percent product usage reduction when companies make the switch from any competVisit www.sca.com for more information. itive folded towel brand.(2)

Dry Off In Style The quality of Tork Premium Hand Towels is a difference that customers will feel and believe. Available in three or the unique four-panel multifold, these large and ultra-absorbent towels provide reliable one-ata-time dispensing.

Tork Premium Hand Towels deliver on the promise of simple elegance with stronger, more absorbent towels to help customers dry their hands

Footnotes: (1). 2013 blind comparison test conducted by third-party market research firm, asking Class A Office Building employees to rate pairings of select Tork, Kimberly-Clark and Georgia Pacific hand towels.

(2). Cost savings estimate based on market research with end customers who switched from competitive folded towels to Tork Premium Soft Multifold Towels.

Actual usage reduction varied from 10 percent to 30 percent.

(3). 2013 blind comparison test conducted by third-party market research firm, asking Class A Office Building employed to rate pairings of select Tork, Kimberly-Clark and Georgia Pacific hand towels.

March/April 2016 — Maintenance Sales News — 35

ADVERTORIAL

von Drehle What’s New

For Distributors At

36 — Maintenance Sales News — March/April 2016

From Lindhaus

Lindhaus Double Duty Carpet And Floor Equipment: One Machine, Two Jobs Done!

LW46 Battery or Electric The LW46 is a 20-inch industrial scrubber drier that is highly maneuverable and light for the user, just guide it and it goes by itself. It features the world's lowest base housing profile of only 9 inches. So it’s perfect for those hard-to-

reach areas such as bathrooms and kitchens. The LW46 has a superior working capacity of 16,000-square-feet per hour so it’s also great for large areas. The LW46 scrubs and dries wall-to-wall with its forward-placed 1200 RPM brush. Users can quickly change the brush roller and squeegee without tools. The selection of optional brushes or abrasive disks are available to handle any type of floor, from delicate to difficult.

With the optional Carpet Kit, the LW46 can quickly be converted into a state-of-the-art low moisture carpet cleaner, capable of cleaning up to 8,000-square-feet per hour.

The LS50 Battery or Electric The LS50 wide area vacuum features the highest efficiency motors for the longest running time of any battery wide-area vacuum cleaner. It’s capable of cleaning over 20,000 square feet of carpeting or hard floor on one charge.

It also comes in a corded version for non-stop cleaning. It features a self adjusting suction nozzle that removes easily for cleaning. It’s equipped with a full set of tools on board and a large, high filtration dust bag with a 16-liter capacity. The battery version is perfect for day cleaning of occupied spaces with no cord to trip over, and a library-quiet noise level.

Simply snap on the optional conversion plate and the LS50 is ready to deep clean carpets while removing stains and eliminating grimy traffic patterns. Carpets are clean and fresh, and dry quickly using the low moisture encapsulation method.

Polymer Based Encapsulation Carpet Cleaning is a cost-effective cleaning method that is exploding in popularity with professional carpet cleaners, as well as facility maintenance managers.

Encapsulation cleaning is a low moisture method that is eco-friendly and virtually residue free. It reduces the frequency of carpet care events and suffers none of the many negatives associated with outmoded extraction methods.

• High equipment maintenance.

• Long drying times.

• Wicking.

• Increased mold and mildew.

• Sticky, soapy residue.

• Removal of protective fiber treatments.

Low Moisture Encapsulation Cleaning completely differs from traditional extraction cleaning, which attempts to remove soils by flushing them out with mass quantities of water and detergents.

Encapsulation cleaning agents are sprayed on the carpet. They quickly break down stains and loosen the soil with the combination of powerful polymers and agitation. This soil and stain debris is then suspended (encapsulated) in the light solution. This solution dries into distinct polymer crystals, which surround the debris in a hardened crystalized shell.

These microscopic particles are easily removed with vacuuming. Now, several Lindhaus vacuum cleaners and floor scrubbers achieve this “Spray, Scrub and Vacuum” process in an ALL-IN-ONE design called Dual-Core. Until now, users of this advanced carpet care method were required to purchase yet another specialty piece of equipment. Not any longer, with the introduction of Dual-Core by LINDHAUS, a selection of dual purpose products created by Lindhaus USA. Daily vacuum cleaners can be used monthly or quarterly for carpet cleaning at no extra expense. The Dual Core lineup includes: • The LW46 Hard Floor Scrubber Dryer/Encapsulation Carpet Cleaner in both battery and electric versions.

• The LS50 Wide Area Vacuum Cleaner/Encapsulation Carpet Cleaner in both battery and electric versions.

• The LW 30 12-inch-wide Hard Floor Scrubber Driers/Encapsulation Carpet Cleaners.

• Activa/Dynamic Professional Upright Single and Dual Motor Vacuum Cleaners/Encapsulation Cleaners in 12, 14 and 18-inch-wide models.

• The DCS Independent Encapsulating Scrubber. The world’s lightest, most inexpensive independent encapsulation cleaning machine, retailing at around $300.

All listed models preform excellently as encapsulation cleaners.

DCS The Lindhaus Dry Cleaning System is the perfect solution to clean and freshen carpets and rugs with minimal effort. The DCS high speed brush scrubs the carpet fibers 200 times per second, loosening and dislodging the toughest stains and grime. Its patented brush system features a unique dual wave brush that will not harm the fibers of even older carpets. It weighs only 6 lbs. and is light enough to hang on a wallhook, like a broom.

The DCS is perfect for interim cleanings and spot cleaning carpet and high traffic areas between major cleanings. The detachable, telescopic handle allows it to be stored anywhere, even on a maid’s cart, for easy access.

38 — Maintenance Sales News — March/April 2016

800-498-7526 Email: info@lindhaus.com Website: www.lindhaus.com

LW30 pro Compact Scrubber Drier The LW30 pro High Tech Scrubber is a highly innovative multi-functional scrubber/drier.

It is the perfect machine for cleaning hard floor surfaces in hard-to-access areas. It also features the world’s lowest profile with a base height of only 5.5 inches, which allows easy use under low furniture. The handle reclines to an operational 2.1 feet, allowing total access under tables and booths and easy movement under bathroom stall dividers.

The components, such as squeegees and roller can be easily removed, without any tools for quick cleaning. It has a working capacity of 2600-square-feet per hour and 3400-squarefeet per hour with the LW38 (hard floor only).

Scrubs and dries in both directions, and easily converts to a perfect carpet cleaner, with no tools needed because it replaces the squeegees with optional carpet nozzles.

Activa/Dynamic Professional Upright Single and Dual Motor Vacuum Cleaners Both the Activa and Dynamic have a patented weight distribution system that allows each vacuum to have only 1.89 lb of handle weight, making this line of professional vacuum cleaners the easiest to use. Each model comes with ultra-strong metal brush supports with sealed water-proof roller bearings. Integrated onboard accessories include a spare bag, and interchangeable roller covers for carpets and bare floors. With the simple placement of a convertor plate, users can channel the energy of the 5000 RPM brush roller from sweeping and vacuuming to deep scrubbing, and the cleaning of grimy, non-hygienic carpet. Carpets look newer and smell refreshed while creating a healthier indoor environment.

Lindhaus has a proprietary encapsulation cleaner formulated specially for the array of its dual function machines.

OXY-GEN is a double oxygenated encapsulation cleaner that is highly concentrated and has excellent stain removal capacity It is virtually residue-free and safe on nearly all carpets and rugs. OXY-GEN’s unique blend of cleaning agents and oxygenators react with the high speed brushes to create a super oxygenated attack on grime, stains and greasy residues.

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Dynamic Professional Line Ultra Light Multifunction Upright Vacuum Lightest handle weight of any 2 motor upright. Loved by maids and managers and technicians.

Over twice the working capacity of competitors.

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Over 10 times more productivity than a mop and bucket

RX Professional Line Heavy Duty Multifunction Upright Vacuum Most dependable, lightest, quietest 2-Motor vacuum.

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800-498-7526 E-Mail: info@lindhaus.com Web Site: www.lindhaus.com Serving The Industry For 30 Years

At Harrah’s Waterfront Conference Center In Atlantic City, NJ

Supply Line 2016 will take place in the new 120,000-square-foot Waterfront Conference Center, at Harrah’s Resort in Atlantic City, NJ, May 3-5. maintenance managers; and cleaning contractors who will meet directly with suppliers of the latest and most innovative jan/san products available today.

“Attendees will also learn new ways to meet 21st century cleaning challenges and enhance professional contacts and business expertise,” Supply Line officials said.

New at this year’s Supply Line 2016 are: Prizes to win from exhibitors; education for distributors and cleaning R A professionals; CEU credits available D N LE UR CA for building and school service manO Y K MAR agers; and new product showcase and presentations.

Supply Line 2016 provides the tools attendees need to educate their employMay 2016 ees and customers on best practices for Supply Line is the region’s largest trade event for distributors, cleaning professionals, today’s cleaning professionals. This year’s program will include a Cleaning facilities directors, school maintenance managers and building cleaning contractors Industry Training Standard (CITS) “AcNEW Location—Enjoy luxury at a great price at Harrah’s on the waterfront credited Certification Trainer (A.C.T.) NEW Floor Plan—Find leading suppliers of cleaning products and services under one roof Workshop” as well as “The Value of NEW Sessions and Features—We’re celebrating 20 years of giving you a competitive edge Clean” session. These programs provide attendees and their employees with • CIT and CIMS Training for • Earn valuable CECs for School • See the latest cleaning products critical information to help customers Distributors and Cleaning and Maintenance Personnel in action! meet operational and budgetary manProfessionals • Prizes and products galore! agement demands.

Tuesday, May 3, 2016: Golf Outing, Seminars, and President’s Reception The ACT Workshop is scheduled for Wednesday, May 4, 2016: Seminars and Exhibits Open Tuesday, May 3, from 8 a.m. to 3:30 Thursday, May 5, 2016: Seminars and Exhibits Open p.m. Meanwhile, building services professionals can “earn while they learn” by attending “The Value of Clean.” This Call to reserve your $99 Waterfront Tower room rate: seminar, approved by Rutgers UniverGroup code: H05SL6 (All callers will be asked for this code) sity, offers continuing education credits and will take place on Wednesday, May Group name: NJSSA – Supply Line 2016 4, from 8 to 10 a.m. The first 20 attenReservations: 888-516-2215 (8am–2am EST seven days a week) dees will also receive a complimentary Hoover vacuum.

This exhibit and convention space, situated on the harbor in the Marina District, boasts state-of-the-art technology and audio-visual capabilities, with direct connection to the 2,500-room Harrah’s Resort Atlantic City. The Waterfront and Renaissance Pointe area has five-star dining, gaming

and nightlife attractions.

Supply Line 2016 is the largest exhibition on the East Coast for the cleaning supply industry and attendees come from Maine to Virginia. Those attending are distributors; facility service managers; hospital, school and institutional

There’s Something NEW in store for you at

3-5

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40 — Maintenance Sales News — March/April 2016

Supply Line is open to distributors on Wednesday, May 4, from 10 a.m. to 5 p.m. and on Thursday, May 5, from 9 a.m. to 3 p.m. Cleaning contractors and facilities managers may attend on Wednesday, May 4, from noon to 5 p.m. and on Thursday, May 5, from 9 a.m. to 3 p.m.

“These extended show hours offer every cleaning professional an opportunity to attend and get inspired,” Supply Line officials said. “Whether you are looking for new products, improved ways to service your customers or opportunities to network with industry colleagues, Supply Line 2016 is the most efficient and cost-effective way for you to buy products and learn new cleaning techniques.”

Hotel Reservation Information Attendees of Supply Line 2016 can receive a $99 Waterfront Tower room rate by using Group Code: H05SL6 (all callers will be asked for this code). The Group Name is: NJSSA–Supply Line 2016. Reservations can be made by calling 888-516-2215 between 8 a.m. and 2 a.m. EST seven days a week.

For more information on Supply Line 2016, contact Patricia S. Koziol, NJSSA executive director, at 973-283-1400 or send email to pkoziol@njssa.net, or visit www.njssa.net.

PEOPLE IN THE NEWS

Don Lewis Named President Of SCA’s Away From Home Professional Hygiene Business Unit SCA, with North American headquarters in Philadelphia, PA, has named Don Lewis president of its Away from Home (AfH) Professional Hygiene Business Unit.

Lewis is responsible for SCA’s AfH Professional Hygiene business in North America and Europe. SCA is active in AfH in 100 markets under the Tork brand with products which include dispensers, paper towels, bath tissue, napkins, skin care, and industrial and kitchen wipers. The Tork brand offers professional hygiene products and services to customers ranging from restaurants and healthcare facilities to offices, schools and industries.

Lewis also serves as a member of the company’s global executive leadership team.

Previously, Lewis served as president of SCA Americas since 2012. He oversaw all of SCA’s businesses in the United States, Canada, Mexico, Central America and South America, including a number of consumer and business-to-business brands the company makes and sells throughout the Americas. He remains a member of the board of directors of Productos Familia S.A., the Colombian joint venture between SCA and the Gomez family.

Don Lewis Lewis has nearly 29 years of paper industry experience. In a previous role with the company, he served as president of SCA’s tissue business in North America.

Prior to joining SCA, Lewis was with Encore Paper, which SCA later acquired, and Fort Howard Paper Company. He earned a bachelor’s degree in business administration from Youngstown University.

He is a board member of the American Forest & Paper Association (AF&PA), the Swedish-American Chamber of Commerce and the Red Cross of Eastern Pennsylvania. Email Lewis at don.lewis@sca.com.

SUPPLY LINE 2016 SCHEDULE OF EVENTS All Exhibits and Seminars are in Harrah’s Waterfront Conference Center unless otherwise noted.

TUESDAY, MAY 3 7:30 a.m. – 2 p.m.

NJSSA Golf Outing, Harbor Pines Golf Club & Estates 8 a.m. – 3:30 p.m.

ISSA CITS Accredited Certification Training Workshop, presented by Jim Perduto 6 p.m. – 8 p.m.

President’s Reception at The Pool, Harrah’s Hotel

WEDNESDAY, MAY 4 8 a.m. – 10 a.m.

Seminar: The Value of Clean, presented by Bill Balek 8:30 a.m. – 10 a.m.

Seminar: Sales Management — Finding & Keeping Good Sales People, presented by Dave Fellman 10 a.m. – 5 p.m.

Exhibit Hall Open to Distributors: Harrah’s Waterfront Conference Center Noon – 5 p.m.

Exhibit Hall Open to Cleaning & Building Services Professionals Noon Free Lunch on Show Floor Noon – 1 p.m.

Seminar: Cost, Quality & Productivity: Making the Connection, presented by Jim Perduto 1 p.m. – 2 p.m.

Seminar: Dinosaur Wisdom, presented by Dave Fellman 4 p.m. – 5 p.m.

Happy Hour on the Show Floor – Network and Enjoy Refreshments

THURSDAY, MAY 5 7:30 a.m. – 9 a.m.

Seminar: Making Money—You’ll Like it…It’s Easy!

Presented by Jim Perduto 9 a.m. – 10 a.m.

Breakfast with Exhibitors 9 a.m. – 3 p.m.

Exhibit Hall Open to All: Harrah’s Waterfront Conference Center Noon – 1 p.m.

Seminar: Making the Business Case for Cleaning, presented by Anthony Trombetta

March/April 2016 — Maintenance Sales News — 41

ADVERTORIALS

From Clean Control Corp.

From Warsaw Chemical:

OdoBan®

New Cleaner And Deodorizer And Ice Melt Neutralizer

Clean Control Corp. has manufactured OdoBan® The Original Odor Eliminator since 1980, as well as multiple high quality cleaning, deodorizing and specialty products for families and industry professionals worldwide.

While the original OdoBan® has been on the market for more than 30 years, Clean Control National Sales Manager Bill Frazier points out that many people are unaware of all the product’s benefits. Frazier explained OdoBan® is not only an odor control product, but is also an effective cleaner and disinfectant.

Products in the OdoBan® line can be used in such varied segments as health care, petrol chemical, industrial manufacturing, waste management, restoration, disaster relief, hospitality, casinos and apartments.

Another popular product offered by Clean Control is the Fogging Deodorizer, an odoreliminating liquid with a fresh, natural scent. The deodorizer is best applied by using the Fogmaster jr.™, a hand-held spraying device with a 38-ounce reservoir available through the company.

According to Frazier, the Fogmaster jr.™ can spray such a fine mist that it will not wet or stain items such as bedding, curtains, lamp shades, etc., when used in such applications as eliminating odors in a hotel room or a room in a residence. Once product is applied, it dries to a virtually invisible powder. When the powder is vacuumed, the enduser is literally vacuuming odors and disposing of them. The product is also effective without vacuuming.

Other products in the OdoBan® lineup include 3-in-1 Carpet Cleaner Concentrate, Vacuum Bag Refresher Beads, and A/C Duct Solid Odor Absorber.

Visit www.odobanprofessional.com.

42 — Maintenance Sales News — March/April 2016

Warsaw Chemical Co., Inc., has introduced OSO Clean, an all-purpose cleaner and deodorizer and ice melt neutralizer.

“OSO Clean can clean and deodorize in a single step, producing a bright, shiny and streak-free surface for floors, walls, countertops, carpets and many other washable surfaces. It also can be used to dissolve ice melt and rock salt residue,” according to the company.

“OSO Clean is recommended for automatic scrubbers, mop and bucket or spray and wipe applications, and is also recommended for floor finish maintenance. It is a super-concentrated formula that features a fresh, lavender fragrance, uses biodegradable surfactants and is effective even under hard water conditions.”

Warsaw Chemical Co., Inc., offers over 200 janitorial, industrial, and automotive detail chemical products; as well as its Car Choice® Brand car wash products throughout the United States and internationally. Warsaw Chemical is celebrating its 75th anniversary in 2016.

For more information, contact Warsaw Chemical Co., Inc., P.O. Box 858, Warsaw, IN 46581. Phone: 800-548-3396, Fax: 574-267-3884.

Website: www.warsaw-chem.com.

New From Queenaire Technologies

Newaire™ Hydroxyl Air Treatment For Breaking Down The DNA In Foul Odors, And Destroying Harmful Bacteria And Viruses new product line from Queenaire Technologies is designed to address an old problem — offensive odors in occupied places such as hotels, apartments, offices, schools, hospitals, nursing homes, buses and shuttles, private vehicles, boats, fitness and day care centers.

The company is introducing its Newaire™ HG1500 and HG2500 Hydroxyl Air Treatment System, featuring state-of-the-art hydroxyl generator technology.

Not to be confused with ozone generators, the Hydroxyl Air Treatment uses hydroxyl radicals and UV light to break down airborne odors, according to Queenaire Technologies President Susan Duffy. She added that OH and UV light also destroy a wide range of harmful bacteria and viruses.

its ozone generators, now provides two different methods for combating offensive odors: ozone generation and hydroxyl air treatment. They complement one another in their ability to deal with odors and contaminated air.”

She added that not all hydroxyl generators on the market today are the same. Some produce ozone in large enough levels that can present problems when people are present in the areas being treated.

“The HG1500 and HG2500 include a carbon filters and UV lamps. They do not produce ozone. They only produce hydroxyl molecules using Photo Catalytic Hydroxyl Generator Technology.

This is designed to treat the air inside the unit, helping kill bacteria and viruses, while eliminating odors and reducing VOCs,” Duffy said. “For example, these units are very effective against MRSA. Hospitals, schools, day care centers and fuWhat Is A Hydroxyl Radical? neral homes are all suitable settings for our Hydroxyl Air Treatment System. The botHydroxyl radicals are formed in nature tom line is, the units work well where air by the reaction of UV light from the sun quality concerns exist.” and dissociate water vapor (H2O). •OH is The Newaire HG1500 unit weighs 6 the neutral form of the hydroxide ion (OH–). pounds and treats an area of approximately Hydroxyl radicals are diatomic molecules 1,500 square feet, while the HG2500 unit that are highly reactive and very shortweighs 8.5 pounds and treats an area of aplived, with an average half-life of less than proximately 2,500 square feet.

Nano seconds. The hydroxyl radical, which “The units are portable and simple to opNewaire HG2500 was discovered by scientists in 1963, is erate. You just turn them on and let them often referred to as the “detergent” of the run. With a small footprint, they use minitroposphere (the lowest part of the atmosphere), because it helps destroy mal space,” Duffy said. “The Hydroxyl Air Treatment System is a new many pollutants. It also has an important role in eliminating some green- product line for Queenaire Technologies, one that we have been researchhouse gases, according to Queenaire Technologies. ing for the past two years. We looked at what was already available on the market, and set a goal to create a safe and affordable “The Newaire HG1500 unit weighs 6 pounds and treats an area of product for people looking at hydroxyl technology.”

According to Duffy, interest from distributors and approximately 1,500 square feet, while the HG2500 unit weighs 8.5 end-users regarding this type of odor control has inpounds and treats an area of approximately 2,500 square feet. creased significantly. After much research and develThese units are portable and simple to operate. You just turn them on opment, Queenaire Technologies is now ready to offer what company officials feel are the right hyand let them run. With a small footprint, they use minimal space.” droxyl products for the market.

— Susan Duffy, president Focusing on the brands Newaire, Rainbowair and Queenaire, a management team with over 30 Atmospheric hydroxyl radicals should not be confused with free radicals years of experience in odor control helps Queenaire Technologies, Inc., that are produced inside living organisms. Atmospheric hydroxyl radicals provide different products that incorporate up-to-date generating technolare so reactive that they are instantly neutralized when making contact with ogy. Further, a trained service team offers maintenance and repair work on any substance, and would be impossible to ingest as a complete ion. This several company makes and models. makes hydroxyl radicals, which are found in the outside air at all times durVisit www.ozoneexperts.com or ing the day, one of the safest processes for deodorizing an occupied area. call 1-866-676-9663 for more information.

“A good ozone generator is, and always will be, the best way to deodorize. However, limitations to this process occur in areas where people are also present,” Duffy said. “A hydroxyl generator can be used to fill this void for superior air quality. Queenaire Technologies now offers two types of odor elimination — ozone and hydroxyl — and these technologies complement one another.”

Duffy explained that offensive odors are often present where there are ongoing issues with poor air quality. This can include areas that do not have proper ventilation.

“Every facility in the country deals with some type of odor issue. The problem is, facility managers don’t always hear from customers about these issues. Instead, customers simply don’t come back. For example, there are hotels that receive complaints about odors only after conducting quality assurance testing,” Duffy said. “Queenaire Technologies, well known for Newaire Plugin Rainbowair Activator 250

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March/April 2016 — Maintenance Sales News — 43

EES Inc. Is Trusted Provider Of High-Quality, Cost-Effective Products For Facility Maintenance & Odor Control

The Airx Line Of 3-Dimensional Pathogen & Odor Control Airx Laboratories is the only line of odor control products that offers solutions in 3 dimensions: Airborne, Surface and Sub-Surface.

“By operating in 3-dimensions, Airx is able to deal with any odor situation. If odor control products are only working in the air, they are missing the source of many odors,” according to the company.

What makes Airx unique?

All of the products in the Airx line contain Airicide®, a proprietary odor counteractant.

How does Airicide® work?

In simplified terms, odors float in the air as molecules. When breathed in, these molecules reach the nasal cavity containing thousands of hair-like antennae called cilia that receive these molecules and trigger impulses to the brain identifying the smell. Airicide® links with the foul odor and changes the shape of the molecule so it is no longer perceived as a foul odor.

“Airx is also well known for its expertise in pathogen control. Its latest product, the RX75 Pathogen Compliance Center, is a state-of-the-art system for total blood and body fluid cleanup in one unit,” according to the company.

With spring in full swing, RX34 is a great product for keeping the worst odor and cleanup problems under control, including trash and refuse areas. With its auto-dilution foam gun, the user just sprays RX34 and its surfactants clean while Airicide® handles the worst odors and mess.

Visit www.airxinfo.com.

EES Inc. specializes in manufacturing unique solid and liquid air fresheners for the janitorial and industrial markets. It provides low quantity private label opportunities and fast shipments of products.

EES liquid deodorants include long-lasting Spray-A-Jell plus a variety of highly enzyme-based odor remediation products such as Knock-Out, Odor Digestor and Scrub Bugs.

The company also offers a full line of solid deodorants, dumpster care and drain care products. Restroom needs are covered with EES urinal screens, blocks and grout cleaners.

Contact EES for all facility maintenance and odor control needs at 800-4739467 or visit www.eesatl.com.

WE ARE EES INC. EFFECTIVE ENVIRONMENTAL SYSTEMS

The Trusted Provider of High-Quality, Cost-Effective Products for Facility Maintenance & Odor Control

CONTACT

EES Inc. specializes in manufacturing unique solid and liquid air fresheners for the janitorial and industrial markets. We provide low quantity private label opportunities and fast shipments of high-quality products. Contact us for all your facility maintenance and odor control needs.

127 Riverside Drive • Cartersville, GA 30120 CALL TOLL-FREE: 1-800-473-9467 VISIT: WWW.EESATL.COM

44 — Maintenance Sales News — March/April 2016

Triple Concentrated Odor Control The Eliminator eliminates airborne odors and neutralizes most offensive odor problems. One spray in a 10x10 area will eliminate all odors for up to 24 hours, leaving the room fresh and clean smelling all day.

Available in 8 fragrances: citrus, apple, cherry, pumpkin, spring mist, mango, plumeria and peach. Recommended for schools, churches, hospitals, country clubs, athletic clubs, restaurants and hotels.

Effective for cigarette smoke, food odors, garbage odors, pet odors, restrooms, musty odors and any malodors.

Visit www.performmfg.com.

Clearly Better Solutions’ Smart Drain Products Eliminate Odors And Prevent Common Commercial Kitchen Drain Problems Clearly Better Solutions’ Drain Maintenance Smart Drain system for food service kitchens promises no odors, no clogs (even grease clogs) and no fruit flies. Using the system can reduce the need to pump grease traps and pay for pest control services or products.

Clearly Better Solutions’ Smart Drain cartridges fit into patented 4-inch, 4 11/16-inch, 5-inch and 6-inch round or square stainless steel covers.

The Smart Drain cartridge is filled with BioBlock and BugBlock. Powerful, ultra-concentrated grease digesting microbes and odor control agents eliminate fruit flies’ food source, eliminating fruit flies. When the Smart Drain technology is combined with Clearly Better Solution’s Smart Floor no rinse daily cleaner, a quick and simple preventive maintenance system means users won’t have heftier expenses later.

Commercial restrooms get all the benefits of Smart Drain technology along with concentrated fragrance to freshen the air from the floor drain up. Smart Drain For Commercial Restrooms can be differentiated from Smart Drain For Commercial Kitchens by the color of the tops: silver for commercial kitchens and purple for public restrooms.

When drains dry out, sewer gases that sneak into a facility can be the least of a customer’s problems. Dry drains are also an open path into a facility for pests like cockroaches and mice. Toxic chemical treatments and professional pest control services can be costly and disruptive. Clearly Better Solutions’ Smart Drain DriFit™ system offers an affordable alternative.

Taking seconds to install, Smart Drain DriFit eliminates odors, gases and pest problems from dry drains.

DriFit’s one-way valve seals out pests and odors, but allows water (even high heat water used for dish washing) and enzymes to go down the drain. As water passes through the DriFit cartridge, the one-way valve opens and seals shut when the water flow ends. DriFit works with SmartZyme, concentrated live liquid bacteria and enzymes, which activates drain lines and grease traps and provides instant odor control. DriFit’s silicone sleeve has a long service life and is available in 2-inch, 3-inch, 3.5-inch and 4-inch diameters.

Clearly Better Solutions’ Smart Drain system for commercial kitchens and restrooms offers cost-effective benefits that can reduce the need for expensive services and chemicals.

Visit www.clearlybetter.com for more information.

Spartan Chemical’s ecore™

Nyco Introduces

Consistent Fragrance Intensity For 60 Days

Ever-Pine One-Step Disinfectant

There’s no question that building occupants and visitors associate malodors with unclean facilities, which in turn reflects poorly on the business. In public facilities, offensive odors can enter the environment at all times of the day — even shortly after a space has been cleaned. Malodors can give the wrong impression, causing even clean restrooms to be perceived as dirty.

Spartan Chemical’s ecore™ Aircare System’s unique dual-technology fragrance diffusion system delivers consistent fragrance intensity for 60 days. Completely free of solvents, propellants, HFCs and VOCs — ecore is not only safer for building occupants, it is safer for the environment.

With no batteries to change and no energy consumption, the passive system continues to refresh the room all day through natural airflow.

Submicron particles remain airborne for hours versus traditional fragrance systems, thus improving longevity and ensuring full room saturation. ecore contains no liquids; so it won’t spill even if knocked over. Replacing refills is effortless — simply recycle and replace.

“We can’t always control the odors that enter our buildings,” Spartan Chemical Company President John Swigart said. “ecore gives facility managers control over their environment, ensuring a pleasant first impression each and every time.” ecore™ Aircare System is available in four different fragrances: new cucumber melon, new ocean breeze, citrus mango, and NABC. They are available through Spartan distributors.

Visit www.spartanchemical.com for more information.

Nyco Products Company has introduced a pine fragranced disinfectant with broad spectrum kill claims.

Nyco said, “EPA Registered Ever-Pine is a one-step disinfectant, cleaner, mildewstat, virucide and deodorizer*. Quat-based Ever-Pine is a pH neutral formulation and can be effectively used on finished floors. While the new disinfectant is pine scented, it does not contain pine oil.”

Ever-Pine is recommended for hospitals, hotels and motels, food service/handling, schools, veterinary, commercial and industrial uses.

“It’s effective against a broad spectrum of bacteria such as antibiotic resistant MRSA and CA-MRSA strains, viruses including HIV, HBV and Influenza A, and animal viruses such as Canine Caronvirus and Feline Picornavirus," according to the company.

Nyco said Ever-Pine inhibits the growth of mold and mildew and those odors when used as directed; other benefits include: • Cleans, disinfects and deodorizes in one labor-saving step; • Antibiotic resistant bacterial efficacy; • Aids in reduction of cross-contamination in hospitals, schools, institutions, and industries; and, • Excellent non-food contact sanitizer for shoe baths in food processing facilities.

EPA Reg. No. 10324-157-8370.

EPA Est. 8370-IL-01 Nyco Products Company is a privately owned manufacturer of national cleaning and disinfectant brands and distributor private branded chemicals used in the sanitary maintenance, industrial, institutional and other specialty cleaning markets. *Visit www.nycoproducts.com for specific efficacies.

March/April 2016 — Maintenance Sales News — 45

From Bullen:

Introducing PERFECT-02 Multi-Purpose Peroxide Cleaner PERFECT-02 is a multi-purpose cleaner with oxygenated peroxide and fortified with high performance solvents and surfactants.

rors and glass,” said the company.

“PERFECT- 02 is unique in that it utilizes state-of-the-art solvents and surfactants to boost cleaning ability. It also contains more than double the level of peroxide than other products on the market.”

Key features include: • Two times the level of peroxide for better cleaning; • Neutral pH, no streaking; • Leaves surfaces sanitary; • Safe on hard and soft surfaces not harmed by water; • HMIS rating of 100B; • Utilizes environmentally-safe surfactants and high performance solvents; • Does not contain D-limonene; and,

“This blend of oxygen boosted surfactants and cleaners means it will safely clean and degrease the toughest soils. Unlike other peroxide cleaners, it has a neutral pH, so it does not leave a streaking residue behind. It is recommended for mir-

• Fresh clean scent and natural odor control.

Visit www.bullenonline.com, call 610-534-8900 and ask for sales, or email sales@bullenonline.com.

Your complete supplier for commercial dishmachine parts!

DDI System Offers New Features On Inform ERP DDI System, an ERP software provider for wholesale distributors, now offers Inform ERP version 21.0.15 with new features for wholesale distributors.

The new features include: • Cycle count analysis; • Expanded inventory visibility; and, • New key performance indicator (KPI) dashboards.

The company said, “Inform ERP adds a full mobile selling suite, including orders and quotes, with an intuitive CRM activity scheduling workflow.

These latest tools enable distributors to gain a better understanding of their business performance, achieve better inventory control and empower sales teams with the information they need to excel.”

They are: • Cycle Count Scheduling — Keep inventory in check with rank-driven analysis and count scheduling for each warehouse. Driven by Inform’s automated cycle count analysis, the Cycle Count Scheduler plans daily counts that focus on the fastest moving, most important products; • Inventory Visibility — Instantly determine where products are throughout the entire receiving, picking, transferring and delivery workflow. Elininate

the costs of tracking down misplaced stock or inventory in transit, regardless of the number; • KPI Dashboards —Twenty new Key Performance Indicators drive business decisions on sales, collections, and inventory. Track these metrics down to the branch, customer, product, and salesperson level to make quick decisions based on facts; and, • Mobile Contacts & Activities — Sales teams now have mobile access to quotes, orders, contacts, and CRM activities.Monitor backorders, territory sales/profit performance, and identify and act on sales opportunities driven by Inform’s Due-to-Buy sales history analysis.

“Our developers constantly optimize DDI’s Inform ERP software for vertical market success. As wholesale distribution evolves, we are quick to add new tools and enhance features that enable Inform users to be a customer service leader in their markets. These free upgrades are one of the many reasons DDI System has the highest satisfaction rating in the ERP industry,” DDI System COO Barbara Jagoe said.

Visit www.ddisystem.com or call DDI System for a complimentary demonstration at 877-599-4334.

Wipers for Every Size Budget and Job DRC Scrim Airlay Spunlace Pro-Knit ® Private Label Capabilities

Dishmachine Parts

Tubing

Testing & Safety

Kitchen Equipment

Valves

Fittings & Connectors

Chemical Storage

Electrical

Chemical Dispensing Request your FREE catalog at

www.tcdparts.com tcdparts@tcdparts.com 1-800-823-8313 Commercial Dishmachine & Laundry Repair Parts Specialists

46 — Maintenance Sales News — March/April 2016

brotex.com 800.328.2282 info@brotex.com

From ACS Industries:

Premium Melamine Floor Pad Double Density Waffle Faced Melamine Erasing Floor Pad is built strong to last long. Made of Polymeric Foam designed to remove black marks without harsh chemicals. This one-sided pad with green backing restores and shines to highest levels.

Benefits include: • Available in round and rectangle styles; • Run on standard equipment up to 350 RPM or on oscillating machines; and, • Cannot be used dry. Perfect on all floor types except with finish.

Visit www.acsindustries.com.

Premium, Heavy-Duty Hand Cleaner From Warsaw Chemical Warsaw Chemical Co., Inc., now offers Aqua Select as part of the Select Care Hand Cleaners, a line of all natural industrial hand care. Aqua Select is a premium, heavy duty hand cleaner that is formulated with biodegradable detergents and micro scrubbers, which rinse freely without clogging drains.

This solvent-free hand cleaner removes all types of industrial soils such as grease, oil, inks, adhesives, carbon, tar and asphalt. Aqua Select uses skin softening ingredients and aloe to keep hands soft and from drying out.

The Select Care line also includes Soy Select, Citrus Select and Cherry Xtreme.

For more information, contact Warsaw Chemical Co., Inc., P.O. Box 858, Warsaw, IN 46581.

Phone: 800-548-3396, Fax: 574-267-3884.

Website: www.warsaw-chem.com.

Spartan Expands SparClean® Warewash Line With Rinse Aid II Spartan Chemical Company, Inc., now offers SparClean® Rinse Aid II. “Rinse aid solutions are an important step in the warewash process in order to improve water sheeting and ensure spotless plates, glasses and utensils. Highly concentrated, Spartan’s Rinse Aid II is an affordable and effective formulation that accelerates the drying of dishware and utensils in all temperature dish machines. With an acidic pH, Rinse Aid II helps to control mineral deposits left by hard water and food soils. The non-foaming formula will help maintain the machine’s spray arm efficiency, providing optimal wash conditions for each rack,” said Spartan officials.

Spartan Chemical Company President John Swigart said, “Spartan’s warewash products do not contain Phosphates, Nonylphenol ethoxylates (NPEs), or EDTA, making them more environmentally preferable than most traditional warewash products. In addition, the entire line is designed for employee safety, with color and number coding, closed container packaging, and product identification aids.”

Visit www.spartanchemical.com.

From On Point Reps

Video Manager Allows Users To Add Videos From Manufacturers Directly To A Website

Aqua Select Hand Cleaner

From Nyco Products:

New Floor Finish Formulations Improve Gloss, Application, Leveling And Scuff Resistance Nyco said it has recently reformulated six of its top-selling floor finishes. The new formulations, including Nyco’s Dual 18, Reflection 22, Reflection 25, Hard Coat 19, ProUltra 22, and Base 16, have been field tested and proven better in several areas important in a floor finish.

“Video Manager is a powerful tool to manage video content on your website.

This tool will allow you to add videos from your manufacturers directly to your website with the ability to sort by vendor and product categories.

“Change them as often as you would like without need of a programmer. It is easy point and click selection. Choose from thousands of videos including training, product, procedure, and marketing videos from your key vendors. Our database is continually being updated with the latest videos as they become available,” according to On Point.

Visit www.onpointreps.com, call 330-550-8038 or email rob@onpointreps.com.

Video Manager

6LPSOH 6ROXWLRQ IRU :HEVLWH 9LGHR 0DQDJHPHQW Easy to use tool to add powerful video content to your existing website x Customized to match your website design x Choose from Thousands of Videos x Choose from Hundreds of Vendors x Easy admin, no programming required

Features customers have noted include a higher level of gloss, easier application and leveling, greater resistance to marking and scuffing, and a faster dry time than Nyco’s original formulas.

According to Nyco Vice President of National Sales John Wunderlich, “These are truly some of the best formulations we have ever manufactured here at Nyco. I just had a customer contact me to say that Dual 18 laid remarkably well with superior gloss.

They were planning to lay a number of floors the following week after testing it in their own facility.”

Visit www.nycoproducts.com for more information.

x Customers stay on Your Site to watch videos

rob@onpointreps.com 330.550.8038

March/April 2016 — Maintenance Sales News — 47

From Bona

Cleaner-Concentrate For Unrethane-Finished Hardwood Floors Coated With An Unwaxed Finish “Bona SuperCourt™ Cleaner Concentrate is a professional strength, non-toxic floor cleaner concentrate formulated for all unrethane-finished hardwood floors coated with an unwaxed finish,” said Bona.

“It’s an effective, residue-free solution for thoroughly cleaning and maintaining athletic floors.”

Visit www.bona.com for more information.

From Berk Wiper

Tech Wipe For Delicate Task Cleaning “The TechWipe is great for optical, electronics, computer and any delicate-task cleaning,” said a Berk Wiper spokesperson.

“This virtually lint-free product dispenses one four-inch by eight-inch sheet at a time from a popup box, with a built-in poly-film dust layer.”

Contact Berk Wiper International for free samples and sell sheets at jberk@berkwiper.net, or visit www.berkwiper.com.

Chemwipe Universal Cleaning System Also from Berk Wiper is Chemwipe, a universal cleaning system that allows the user to add his/her preferred cleaner, disinfectant or solvent into a bucket of strong, absorbent, lint free disposable wipers.

Recommended for jan/san, foodservice, schools, hospitals and more — the bucket is included or separate. Call for free samples, information and pricing at 866-222-BERK (2375) or 610-3690600.

Visit www.BerkWiper.com to view the company’s complete line of wiping products.

AVT Offers E. coli Prevention Tips As a public service, Advanced Vapor Technologies (AVT) is offering E. coli prevention tips.

“These tips highlight the performance of TANCS® hot, dry steam vapor to eradicate E. coli and other pathogens in seconds, using only tap water, and with zero exposure to toxic, irritating sanitizing chemicals,” according to the company.

“TANCS dry steam vapor sanitation protects health – it’s as simple as that. This is why we do what we do,” said Rick Hoverson, principal of Advanced Vapor Technologies. “Restaurants and commercial foodservice operators can do their customers and corporate reputations a favor by switching to this proven, productive healthful approach to cleaning back and front of house areas. Public health is at stake.”

E. Coli Prevention Tips From AVT Application of TANCS hot, dry, steam vapor with a triangle brush wrapped with a microfiber or a terry cloth towel, traps steam at the surface where it quickly penetrates even porous surfaces yielding almost immediate germ kill, without chemistry while preventing cross-contamination (heat kills the germs in the applicator), according to AVT. AVT said that by applying dry steam vapor to kitchen or dining surfaces, with just seconds of dwell or exposure time, these outcomes are achievable: • E. coli – eliminated in 2-5 seconds; and, • Norovirus – eliminated in 7 seconds.

For full test reports, visit www.advap.com/reports. For more tips and tools, visit www.advap.com/com_vaporjet_tips.

For more information about the green lifetime warranty on the boiler, contact Advanced Vapor Technologies at 800.997.6584 or visit www.advap.com.

Wareforce And TCD Parts Now Have Master Distributor Agreement TCD Parts Inc., and Wareforce brand of dishmachines, a division of Jackson WWS Inc., of Barbourville, KY, have entered into a master distributor agreement.

This agreement includes the entire Wareforce dishmachine line and associated parts.

The Wareforce dishmachine model line of high temp, low temp dishmachines and glasswashers has been designed for use by chemical supply distributors and dealers.

TCD Parts Inc., is located in the center of the United States and Canada.

TCD Parts Inc., will be stocking all major parts for Jackson Wareforce dishmachines as well as several models of the Wareforce line of dishmachines for same day shipping.

Call 800-823-8313 or visit www.tcdparts.com for more information.

From Spartan Chemical:

Water-Based Cleaner Alternative For Stainless Steel In Public Facilities Spartan Chemical Company, Inc., now offers Stainless Steel Cleaner Ready To Use Handi Spray, a water-based stainless steel cleaner and surface protectant.

“Due to its resilience and beauty, stainless steel is becoming a staple for architectural design in facilities such as arenas, office buildings, healthcare, hospitality and education but, it is prone to smudging and finger prints,” said Spartan.

“The water-based formula ensures that no oil residue or buildup remains on the surface. Continued use will provide protection from finger prints smudging and dust build up.”

Spartan Chemical Company President John Swigart said, “Oilbased stainless steel cleaners and polishes work great, but typically utilize a strong solvent to remove soils. In small spaces, like elevators or areas where olfactory sensitivities are of concern, petroleum and other solvents can present a problem. Stainless Steel Cleaner RTU Handi Spray is free of solvents and is an excellent alternative for these applications.”

Visit www.spartanchemical.com for more information.

48 — Maintenance Sales News — March/April 2016

A.G. Maas Company:

7 Steps To Marketing Success:

Continued From Page 16

Continued From Page 25

the company outright from my mom.”

While building on her mother’s pioneering efforts, Sniadecki has also been challenged by the rapid pace and changes in today’s marketplace.

“One thing I’ve noticed is many customers do their own research,” Sniadecki said. “In the past, the distributor had the opportunity to teach and introduce new products.

Nowadays, the manufacturer is often way ahead of the game — many times they get to the customer before we do. The customer is in a different position than he/she used to be. People are consuming information at a rapid pace.

This is where we can advise and navigate.”

Sniadecki spoke of the importance of embracing technology as A.G. Maas moves into the future.

“Automation and technology have never been more important,” she said. “In the next 100 years of A.G. Maas, that is where we are investing. We are in the midst of creating a greater online presence and increasing our automation and electronic marketing.

“We know baby boomers who work in purchasing are retiring. Furthermore, there is not a large population of generation Xers — my generation. Millennials now account for more than 50 percent of the workforce, and they have a different way of operating. We are anticipating their needs, and we know the way we have traditionally sold is going to change.”

Technology has also allowed managers to communicate from any location — a big change from Sniadecki’s mother’s era.

“In her early days, my mom faced technological barriers. She had to be physically in the office to work,” Sniadecki said. “With cell phones and other portable devices, I can work anywhere; therefore, my response time is faster.”

In addition to new technologies changing the way distributors do business, Sniadecki also thinks the future bodes well for companies whose leaders think creatively.

“We don’t have to stay with the status quo. We can be different and creative,” Sniadecki said. “What works in one community, might not work in another. It is also important to be a good listener. Right now, we are really listening and responding to what is needed in this market.

“I think this is the best industry in the world. Everyone needs what we are selling. Being genuine, creative and staying true to core values has never been more important.

That is what is going to make smaller distributors unique against larger distributors and the Internet.

“In the 10 years I have owned the company, our revenue has grown year over year every year. Slow and steady growth has proven to be a successful strategy.

“We also work hard to not lose sight of what is really important. My employees have small children. I just got married six years ago. I now have a 4-year-old, a 3-yearold and a 1-year-old. Family must come first. There is nothing more important to me in this world than my family. I think you have to keep your priorities in check and remember what is really important. When I decided to buy this company, I knew this was number one.

“We also think it is important to give back to your community. We give of our time and, in some cases, monetarily. By giving a donation, the day of our open house, to the community center down the street, we knew we were making a small difference.

“It has never been more important to help those around us. This includes mentoring and inspiring the next generation of business owners — someone did it for me.”

Contact: A.G. Maas Company, 25 E. McCarty St., Indianapolis, IN 46225.

Phone: 317-632-8315.

Email: info@agmaas.com.

Website: www.agmaas.com.

“A simple example is when flu season is coming up. This is a story news outlets typically cover. You might know a lot about how to prevent the spread of the flu, so find out what reporter would be doing that type of story. Engage him or her. Add value to the conversation. The idea is to be on a reporter’s radar.”

Referrals: Hanson mentioned earlier that most people are just grateful to have received a referral, and leave it at that.

“Your business needs to be more referable,” she said.

“People do not talk about boring businesses, especially these days. They want to talk about businesses that are doing great things. Don’t be boring; be referable.”

No. 6 — Lead Conversion Is A System, Too he sixth step to marketing success Hanson discussed involves establishing a system to make a prospect a customer.

“You have done some marketing and you finally have a prospect — now what?” Hanson asked. “Do you have people answering the phone for your company who say, ‘I’m sorry, David is not here today. Can I take a message?’ and they are not asking anything else. That prospect will go to a competitor because he or she wants to talk to somebody right now. The receptionist needs some sort of a process, or a series of questions, to lead the prospect to becoming a customer.”

At times a company may not get a prospect’s business right away. Therefore, Hanson said it is important to have a system in place to stay in touch with a prospective client.

T

No. 7 — Live by the calendar anson said she utilizes the calendar in several ways to help her schedule and keep up with her marketing activities. One method is to create monthly marketing themes.

H

Marketing Calendar ■ Monthly content themes;

■ Monthly marketing themes; ■ Weekly actions; and, ■ Daily appointments.

“Monthly marketing themes are a great way to get your marketing done,” she said. “Sometimes people start things, but they never finish. Create a monthly marketing theme for everything you want to accomplish.”

For example, an owner wants to start a blog for online content but is having a hard time getting started. In this case, Hanson suggested making “starting a blog” the theme for a particular month.

Concluding her presentation, Hanson reminded the audience of the importance of establishing a marketing budget, and having a system in place to track a company’s marketing activities.

Marketing budget and tracking ■ Lifetime value; ■ Customer acquisitions cost; ■ Marketing ROI; and, ■ Analytics.

“Don’t forget to think about a marketing budget for the year,” she said. “Also, none of this does you any good if you can’t track it. There is a lot you can track, especially with all the online tools available. Social media and email marketing services have built-in analytics that tracks engagement, click-through rates and more.”

Hanson concluded by saying, “I truly believe that marketing is not only a system, it may be the most important system in any business. And for those of you that are working on creating systems for everything you do in your business, you now have the framework to create a system for marketing your business, as well.”

Contact: Marketing Systems By Design 21897 S. Diamond Lake Road, Ste. 400-408.

Rogers, MN 55374.

Phone: 866-684-2781.

Website: www.marketingsystemsbydesign.com.

Nexstep Commercial Products Introduces 18-Inch MaxiPlus® Microfiber Floor Finishing Pad Nexstep Commercial Products has introduced its new 18-inch MaxiPlus® Microfiber Floor Finishing Pad.

Some of the features include: ■ Five-inch pad is perfect for laying floor finish in a smooth even layer; ■ Easy-glide strips will not streak or run; ■ May be laundered up to 500 times; and, ■ Reinforced sewn edges eliminate fraying for extended use.

Nexstep Commercial Products is the exclusive licensee of O-Cedar.

Visit www.ocedarcommercial.com for more information.

Phone Number: 1-800-992-0181 Fax Number: 316-267-2930 e-mail address: gscjansplymfr@juno.com website: giftsalescompany.net P.O. Box 17082 Wichita, KS 67217

March/April 2016 — Maintenance Sales News — 49

CLASSIFIED ADVERTISING

ALDRAN For over forty years, we compounded probably the most comprehensive odor control product line in the industry.

1. REODORIZER - No fragrance, eliminates all putrid odor, Highly Concentrated. Ideal for all industries.

2. ALIVE - Odor counteractant with enzymes.

3. R.O.C. - residual odor control, does not dry, food grade oil base.

4. DEO-ZORB - pellets that contains twelve different fragrances, very strong aroma to blanket large areas.

5. VERY BERRY CHERRY - ten times more powerful than our competitors.

6. LEMONIZER - ten times stronger.

7. STICKY - adheres to all vertical surfaces, in twelve fragrances, our best selling spray to replace aerosol, wall units. No one can tell where the aroma is coming from.

8. FRESH - concentrate or R.T.U. in twelve fragrances.

9. FRESH&CLEAN - all purpose cleaner concentrate with an aroma that last.

If you do not see it, we will make it for you. All available private label with no minimums. All Sizes - From 8 oz. cases to totes.

www.aldranchemical.com 800-969-3378

MAINTENANCE SALES NEWS ADVERTISERS’ INDEX

MAINTENANCE SALES NEWS CLASSIFIED ADVERTISING RATES

ACS Industries, Inc...............................11

Lindhaus..................................................39

Aluf Plastics ...........................................33

National Chemical Laboratories, Inc. ...5

Away Chemical......................................41

Newaire (Queenaire Technologies)......20

Berk Wiper International, LLC ..........24

NJSSA Supply Line...............................40

Bona ........................................................19

Nyco ........................................................51

Bro-Tex, Inc. ..........................................46

On Point Reps........................................47

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

Palmer Fixture.......................................14

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

RedDot Brands ........................................3

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

Royal Paper............................................17

PAYMENT SHOULD ACCOMPANY ORDER.

EES .........................................................44

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

Maintenance Sales News

Gift Sales Company ..............................49

Sheppard Redistribution, Inc. .............12

Gold Coast Chemical Products ...........23

Spartan Chemical....................................9

Ha-Ste Manufacturing, Inc. .................34

TCD Parts Inc........................................46

Haviland Corporation ..........................16

Trojan Battery .......................................15

Intercon Chemical/

vonDrehle ...............................................37

Clearly Better, LLC ..................26, 27, 52

Warsaw Chemical Company, Inc........25

J & M Technologies...............................21

Whink Products Company...................10

JanSanOptimize.com............................48

To Receive Maintenance Sales News’

monthly eNewsletter, please send your

name, company & email address to

rankinmag@consolidated.net

50 — Maintenance Sales News — March/April 2016

40 words for $40 per insertion Additional words - $1 per word (min charge) Bold face headings - $5.00 • Blind Ad - $25.00 Display Classifieds $70 per column inch (2 inch minimum)

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Since 1920 Nyco has been building chemical brands that deliver opportunity for growth and profit. We can help your business grow too, with one of our many professional brands, a private brand program, or both. Call us at 800.752.4754 to discover your brand potential.

800 .752.4754 | nycoproducts.com