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MAINTENANCE
SALES NEWS Exclusively Serving Professional Distributors
May/June 2011
Vol. 28, No. 3
Read/Download MSN At: www.maintenancesalesnews.com
MSN FEATURE STORIES Serving Cincinnati Area For 75 Years
Mailender, Inc. .....................................................6 An Exclusive Maintenance Sales News Distributor Roundup
Education, Earning Customer Loyalty Keys To These Distributors’ Success.....................18
MSN’s Guide To Green, Dispensers, Floorcare & More SCA Tissue.......................25. 52 Americo.................................26 Expanded Technologies........28 von Drehle Corporation..30, 48 Soy Technologies..................32 Fullriver Battery ...................34
Wausau Paper ......................36 U.S. Battery...........................38 Stefco Industries ..................40 Sky Systems..........................41 ACS Industries ......................42 ëckos innovations ................44
Polti Distribution...................45 Janibell..................................46 Midlab, Inc. ...........................47 The Ozone Specialists ..........49 Georgia-Pacific ...................50
May/June 2011
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Industry News/Products 51 | Advertisers Index 58 | Classified Advertising 58 Circle Number Replies Are Now Online @ www.maintenancesalesnews.com/circles.htm Industry Calendar of Events October 18-21, 2011 — ISSA/INTERCLEAN® - North America, Las Vegas Convention Center, Las Vegas, NV. For information: 847-982-0800. March 10-13, 2012 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200. May 1-3, 2012 — National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. For information: 203-840-5622. May 2-3, 2012 — New Jersey Sanitary Supply Association’s Supply Line, Taj Mahal, Atlantic City, NJ. For information: 973-283-1400. May 8-11, 2012 — ISSA/INTERCLEAN® - Amsterdam (NL) 2012, Amsterdam RAI Exhibition & Congress Centre. For information: 847-982-0800.
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Located in the northern suburbs of Cincinnati, OH, in West Chester Township, Mailender, Inc. has been serving the Cincinnati area and beyond for 75 years. Today, Mailender, Inc. is a value-added distributor specializing in paper, packaging, janitorial supplies and foodservice items, making it an invaluable “one-stop” shopping source for many customers. By Rick Mullen Maintenance Sales News Associate Editor
Left to right, Mailender, Inc. President Andrew Abel and Chairman/CEO Ken Mailender.
MAILENDER, INC. Serving Cincinnati Area Years For
75
Cover photo: Mailender, Inc. staff members include: Seated, left to right, Bruce Baker, Packaging Group manager; Edward Maag, sales; Tanya Scott, administrative assistant; Mark Gordon, sales; Mike Richardson, sales; and Frank Fowler, sales. Standing, left to right, are: Rob Visconti, sales; Tom Rohrkasse, sales; Melissa Mailender, sales; Jeff Chadwick, sales, Matthew Ward, sales; Ellen Scully, sales; Mark Yazell, sales; and Larry Wilson, sales.
Cincinnati, Mailender’s service area has grown substantially over the years. “We primarily cover Ohio, Indiana, Kentucky, southeastern Michigan, and parts of West Virginia,” Andrew Abel said. Serving neighboring states is not always as easy as one might think as cultures and ways of doing business can vary from region to region. Cincinnati is located on the Ohio River, which is the boundary between Ohio to the north and Kentucky to the south. “In this market, the Ohio River is about 2,000 miles wide, because the
Kartan Mailender founded the company May 1, 1936. Mailender, Inc. remains a family-owned and operated business under the direction of Chairman/CEO Ken Mailender (Kartan Mailender’s son) and President Andrew Abel (Kartan Mailender’s grandson and Ken Mailender’s nephew). To celebrate the company’s 75th birthday, Mailender, Inc. hosted a dinner with customers and vendors in early May. The company’s wide selection of products includes such restroom sup“I tell people when I hire them, plies as, detergents, clea‘If you can make it your first goal to ners, polishes, towels, take care of customers, meet their wipes, cleaning and floor equipment, shipping supneeds, help them solve problems and plies, cartons, boxes, make sure they get what they need corrugated sheets, mailers, filters, cups, bags, when they need it, you are going to have film, liners, soft serve a great career here. If you don’t, you are ice cream supplies, and more. going to have a very short career here.” Mailender, Inc.’s ven— Ken Mailender, Chairman/CEO dors include many nationally known manufacturers offering high quality name people in Kentucky have a different brand products. The company is also system of doing business,” Ken launching its own private label brand of Mailender said. “Therefore, we have cleaning products called “Five Star Spe- representatives who live and are involved in the Kentucky community. cialties.” “We have great relationships with our They can relate to the people in Kenvendors,” Ken Mailender said during a tucky. We have done a very good job recent interview with Maintenance across the river, but it is a different marketing area with Sales News at the different needs. company’s facility. “In addition, the “I don’t take an anstates are very tagonistic approach competitive, but we with my vendors. have done a good We have a very conjob of recognizing genial environment the uniqueness of with our suppliers. Northern Kentucky We recognize we and accommodating the needs of our can’t get done what we need to do withcustomers there and in the other states out their cooperation. We like to think we service. It has been a good part of we are highly respected by our suppliour business. ers as well as our customers.” “While we specialize in Cincinnati, Since its beginnings in downtown
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we do business in Indianapolis, IN, Columbus, OH, Louisville, KY, Lexington, KY, Cleveland, OH, and Detroit, MI.” Both Ken Mailender and Andrew Abel cited Mailender, Inc.’s membership in an international organization that provides distribution services to global accounts in the health care, commercial real estate, and industrial markets as a major factor in the growth and expansion of sales territory the company has enjoyed. “Becoming a member of this international network has really given us the ability to market on a national basis. It has increased our purchasing power and has given us access to many different products,” Ken Mailender said.
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Foresight To Adapt With The Times Recipe For Growth
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hen Kartan Mailender founded the company, the country was suffering through the Great Depression of the 1930s. Nonetheless, he was able to start his dairy supply business along with two investors from Indi-
anapolis. “Kartan Mailender approached two Barnett brothers of Indianapolis and Mailender-Barnett was established in Cincinnati,” Andrew Abel said. “My grandfather sold milk bottles, soufflé caps, novelty sticks, ingredients, toppings, etc., to dairy processors throughout the Midwest. This was our primary business from 1936 until the mid60s, when my father came into the company and we began to diversify into the paper and foodservice segment.” Despite starting a business during the worst economic times in the country’s history, Ken Mailender remembers that making a lot of money was not his father’s primary motivation. “Business wasn’t necessarily as much about making money for my father as it was just making friends and establishing relationships,” Ken Mailender said. “I think this was the real joy he got out of the business. Money wasn’t a motivating factor with him at all.” The company was called Mailender-Barnett until about seven years ago when the Barnett portion of the name was dropped. The Mailender family bought out the Barnetts in 1967. By the mid-1960s when Fred Abel, Andrew Abel’s father, joined the business, it was apparent that the day of local dairies was coming to an end. Up until that time, larger communities, such as Cincinnati, might have had as many as 30 dairy processors. “My father said to my grandfather, “We need to diversify, because dairies are consolidating at a rapid rate,” Andrew Abel said. “They saw the writing on the wall and a couple of key customers enabled us to get into the foodservice and paper business.” One of the customers that helped Mailender, Inc. diversify at that time was United Dairy Farmers, owned by the Lindner family of Cincinnati. The first United Dairy Farmers store opened May 8, 1940, in Norwood, OH, a suburb of Cincinnati. Today, the chain has nearly 200 stores throughout Ohio, Kentucky, and Indiana, many of which operate as a gas station/convenience store. “My grandfather and the Lindners were very close friends,” An-
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drew Abel said. “As UDF grew, we grew with them. We supplied their cups, napkins, straws, etc., and we enjoy that business today. They are our oldest customer and are still run by Robert Lindner and his family. “Carl Lindner Jr., the oldest Lindner brother, diversified into the insurance and financial services businesses. This helped get us into the paper business as well.” Mailender, Inc. further diversified after Ken Mailender joined the company in the early 1970s. “My uncle (Ken Mailender) saw the opportunity to get us more into the hard paper business, meaning roll towels, toilet tissue, folded towels, etc., and we got into the office building market in a big way,” Andrew Abel said. The expansion into the paper business and joining an international distribution services group spurred significant growth during the 1970s. Ken Mailender was able to partner with Scott Paper in the paper segment in the mid-1980s that had virtually no share in the Cincinnati market, which gave Mailender, Inc. a significant leg up on the competition at the time. Although he had grown up around the distributorship, working in the warehouse in the summers, Ken Mailender did not intend to come into the family business. After college, he went into the U.S. Air Force. Returning to Cincinnati after serving in the armed forces, Ken Mailender went to work for Procter & Gamble in brand management. “At that point in time I was probably working 70 hours a week and it just dawned on me if I was going to work that hard, I would do it for myself,” Ken Mailender said. “One of my main motivations was my dad, who was my hero. I
just thought working here would give me more time to spend with him. “I came into the business from the most sophisticated marketing company in the world, Procter & Gamble. I was working a lot of hours. I had all these ideas and I was reaching out to customers. We had all these relationships in the community, but we had never taken advantage of them. Some people didn’t even know we were a distributor. We had Executive Vice President Chris Ward to get our name out.” By the early 1980s, Mailender Inc. had become primarily a paper and foodservice distributor serving office buildings and many restaurants. According to Andrew Abel, the company was dominating the office building market by the 1980s, and still has a leading share of the Class A office space market in Cincinnati. Also, during this period, broadliners (distributors that service a “You have to be an advocate for your wide variety of accounts customers. You must be a proponent of with a wide variety of products) were beginsystem selling. If we go to market ning to dominate the strictly on price, we can lose those foodservice market. As a battles. The way we overcome the result, Mailender officials decided not to competition is by out selling them and compete with the broadby out serving them.” liners in supplying restaurants. It was time to — Andrew Abel, President diversify again. “At that time we were starting to conduct a small industrial packaging business, buying through master distributors,” Andrew Abel said. “We grew to the point where we began to buy direct. We hired a sales rep, who was selling to us at the time, to come and sell for us. Then we hired Bruce Baker, the company’s packaging manager, who has grown that segment from the 1990s to the present day. Today, industrial packaging is about one-third of our business. So, we emerged into a paper and packaging house in the 1990s and 2000s. “We continued to look for further opportunities, and in the late 1990s, we began to explore the janitorial supply business, which includes chemicals, floor finish, sealers, strippers, mops, brooms, buckets, etc.” Mailender Employees Make Diversification, Growth Possible
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aking the transition into a jan/san house takes time, Andrew Abel explained, and perhaps the most critical aspect of the change is putting the right people in place. “When you run a com“We are very cautious in terms of pany such as ours, you receivables. We think we need to do are somewhat a ‘chief of surgery,’” Andrew Abel everything we can for the customer, said. “You can’t necesbut when the check is due to be mailed, sarily take a heart surit needs to be mailed... Our receivables geon and make him into a brain surgeon. In other employees are very cooperative and words, people who sell understanding, but we can’t do business paper products are experts in that category. with people who don’t pay their bills Likewise, people who in a timely fashion.” sell packaging have expertise in that category. — Ken Mailender, Chairman/CEO When we decided to get
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into the janitorial supply business, we hired people with experience in that area. So, we really have specialists in all three categories, and a couple of our people are still in foodservice, as we still service many soft serve ice cream operations.” Indeed, Ken Mailender thinks probably the most important aspect of his job as CEO is attracting and keep-
ing talented people. “I could be the smartest guy in the world, but if I don’t have good people to implement what I am trying to accomplish, nothing is going to get done,” Ken Mailender said. “This is really a family business. There are several family members and second generation employees working at the company. Our key
people have been here a long time and they all understand the focus on the customer.” Mailender, Inc. employs about 55 people. Taking Care Of The Customer’s Needs Is First Priority
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hen Ken Mailender hires a person, he lets him or her know up front that the first priority is to meet the needs of customers. “I tell people when I hire them, ‘If you can make it your first goal to take care of customers, meet their needs, help them solve problems and make sure they get what they need when they need it, you are going to have a great career here. If you don’t, you are going to have a very short career here,” Ken Mailender said. “We make that clear to everybody. Our people are very focused on the customer and they understand that what we do is all about taking care of our customers’ needs.” From the first phone call, always answered by a live person, the customer has the undivided attention of Mailender, Inc.’s staff. In order to remain competitive, Mailender is a value-added, market driven company, and high quality customer service sets the pace. “It tends to be a cliché these days, but I do believe our survival and our success is dependent upon adding value in the supply chain,” Andrew Abel said. “This involves hiring the very best people possible who possess in-depth product knowledge and sales expertise. “You have to be an advocate for your customers. You must be a proponent of system selling. If we go to market strictly on price, we can lose those battles. The way we overcome the competition is by out selling them and by out serving them. You do that with great people, systems, and support from manufacturers.” Ken Mailender added: “It is rare that we lose a customer because we have done something wrong. When we get a customer, we hold on to him or her.” Andrew Abel, who grew up in Cincinnati, attended the University of Maryland and then worked on Wall Street in New York City, NY, for two years at Lehman Brothers. “We are in a market share game here in the Midwest. There are not a lot of jobs moving into Ohio, Michigan, Kentucky and Indiana,” Andrew Abel said. “My goal is to grab a bigger piece of the pie because the pie is growing little or not at all.”
Maintenance Sales News In the economically hard hit Midwest, many of the jobs that have been lost may never return as companies have learned to be more efficient during the recession. For a jan/san business, this means fewer people using disposable products. “We have hired extra sales people to go out and develop new business, which takes time,” Ken Mailender said. “If you are selling to a factory that once had 800 people and now it only has 500 people, there are going to be fewer of our consumable products used. “In addition, we are very cautious in terms of receivables. We think we need to do everything we can for the customer, but when the check is due to be mailed, it needs to be mailed. We are not the bank. We try to work with people. Our receivables employees are very cooperative and understanding, but we can’t do business with people who don’t pay their bills in a timely fashion.” As a market-driven company, Mailender, Inc. allows the customer to set many of the parameters of the distributor/customer relationship. “We are not going to tell the customer how to receive product or how to order or when to receive product. We let the customer tell us, and we believe that this is a big competitive advantage,” Andrew Abel said. “I think there has been a shift in corporate America to market-driven philosophies over the past 20 years. Many years ago, when an American automobile company made a car, they said, ‘This is the car you are going to buy. They weren’t listening to the market — they were telling the market what it wanted. “The Japanese auto industry was so successful because it came in an listened to what people wanted. People wanted fuel efficiency, smaller cars and better quality control, and the Japanese responded. I think this has filtered down to a variety of industries, and we are very keen to meet our customers’ needs.” Mailender, Inc.’s broad spectrum of offerings and knowledgeable people, who are experts in the market segments the company serves, provide customers easy access to what they need. “The entire focus of this company has always been on the customer. Just take care of the customer. Always be focused on what they need,” Ken Mailender said. “When we go to market, we are not going to market saying, ‘This is what we do;’ we are
13 going to market asking, ‘What do you need us to do?’ I think this is a fundamental strength of our company, that we are focused on what our customers need. We are very broad-based. We can really be a one-stop shop. Everything we do is to make it easier for the customer to do business with us.” Andrew Abel added: “Our people are trained to listen. Our strategic advantage right now is that we are a perfect size. We are large enough to bring scale to our customers, but we are flexible enough to react quickly
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like a family business. I think our sales people are at an advantage in our ability to get things done quickly. Also, we have core competency across different platforms, meaning paper, packaging, janitorial supplies and foodservice. “As a result, we can offer a larger bundle to our customer base than our competition. We have some local competitors in the packaging business, but they don’t offer paper, foodservice and janitorial supplies. We have many jan/san competitors that aren’t necessarily
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“We are not going to tell the customer how to receive product or how to order or when to receive product. We let the customer tell us, and we believe that this is a big competitive advantage.” — Andrew Abel, President strong in the paper or packaging business. We seek to leverage this advantage. More and more customers are looking for one-stop shopping, which is another way to save money.” One of the many ways Mailender, Inc. accomplishes the goal of making it easier for customers to do business with the company is by not shying away from
employing the latest technologies. “Whether it is online ordering platforms, our website, EDI (electronic data interface conversion), dashboards, etc., we use state-of-the-art technologies to better serve customers,” Andrew Abel said. “We have fully integrated systems in operation, including in our warehouse management where scanners and bar cod-
ing are in place. “All of our sales reps have hand-held units and have laptops. We run the business on an IBM I series platform with an integrated PC platform.” Ken Mailender added: “I think our technology, for a company our size, is very sophisticated. We can do things that companies two or three times the size of our company can’t do.” Indeed, the company’s entire 10-year-old facility is designed to best serve the customer. The distributorship is located on 10 acres of land and consists of 15,000 square feet of office space, with the warehouse occupying 55,000 square feet. “We have a state-of-the art facility. We designed it ourselves. The building is on about 5 acres of land, and we have an additional 5 acres on which to expand if we so desire. We have 22 dock doors,” Ken Mailender said. “As opposed to a lot of companies, many of our senior sales people have their own offices. We feel it makes them more productive and it is a nice perk for them. “We designed the facility so customer service, purchasing and warehouse/transportation are all in physical proximity to each other. If there is a problem, the departments can get together and solve it quickly. It is a one-story building.” Another important aspect of customer service is the company’s efficient delivery operation. Mailender, Inc. operates about 15 trucks that feature the company’s distinctive logo. The logo is similar to those seen on U.S. Air Force aircraft — a carryover of Ken Mailender’s tour in the Air Force. “I thought the logo on the Just Say No planes looked good,” Ken To Chemicals! Mailender said. “Our logo is very distinctive and is recognized by many people.” 100% Natural—No chemicals to replace “GREEN” For many customers, the most visible Mailender, Inc. employees With no batteries to replace, draws just 2 watts, simply plug it in or recess into the wall or ceiling are the delivery drivers. Drivers Front plate locks cartridge in place with a vandal-proof screw must be able to carry on the com24/7 Operation—Requires attention just twice a year with a two minute cartridge replacement pany’s commitment to going the 15 year + life expectancy extra mile for customers. “Our drivers are very cooperaSilent Operation—No fans or moving parts. tive,” Ken Mailender said. “I get 100% Money Back Guarantee many compliments on our drivers. We tell them, ‘If a customer needs a little extra help, just help them.’ It is one of our strengths. Or Visit us online @ www.newairepurifiers.com “Our drivers and warehouse workers are very happy. Most of
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Maintenance Sales News them have been here a long time. It is pretty simple — we say, ‘Show up, work hard and you will have a job here for a long time.’ We have continued, even during this economy, to pay bonuses to all our people, because we recognize how hard they work. “My brother-in-law (Ralph Parnell) is in charge of the warehouse. He does a great job. He helps us comply with the Department Of Transportation reporting requirements, which is a daunting task. He is very creative at looking at new ways of doing things.” Offering training for customers is another important value-added service that many distributors offer in various forms. Mailender, Inc. eschews large meetings and seminars, opting for a personal one-on-one approach to training. “We try to take an individual approach, not a shotgun approach. We work with customers on the basis of ‘What do you need?’” Ken Mailender said. “I’m not the biggest meeting guy in the world. Sometimes when you bring a lot of people into a meeting, not everybody is getting something out of it. I prefer one-on-one encounters with people to actually see what their challenges and problems are, and then work with them to solve those problems. We are very good at showing people new products and how to save money.”
15 platforms with many of our customers,” Andrew Abel said. “We are in the process of putting together a comprehensive green solution. Many jan/san distributors are doing something concerning green. You have to be into it. If you don’t show your customers green products and somebody else does, your customers are going to wonder, ‘Why didn’t you guys show me this.’ My role is to make sure my people are as proactive as possible in going to market with the latest systems and the latest products.
“Everybody has an opinion on global warming and the future of the planet. In the Midwest, we are pretty common sense people, so when you bring an argument down from ‘let’s save the planet’ to ‘let’s do what we can to make our environment a little bit better for all of us today,’ I think it resonates with people. It has just taken years for this to proliferate into the Midwest.” As a market-driven company, Mailender, Inc. listens to customers to find out the type of green program that will meet their individual needs.
‘Green’ Has Made Its Way To Ohio
I
t is an old adage that trends begin on the coasts and travel inland, whether in entertainment, fashion, modern culture or business. The reason may have to do, in part, with major population and media centers located on both coasts such as New York City, Boston, Philadelphia, Miami, Los Angeles, San Diego and San Francisco. Anecdotal evidence suggests the same scenario has been playing out with the “green” movement. “I think green has finally arrived in the Midwest,” Andrew Abel said. “The Midwest was talking about green while the coasts were using it for 10 years. The nice thing about green today is the pricing has come way down. It is now almost as cost effective on a product basis as traditional items. Green products are better than in the past and they don’t cost as much as they used to.” Mailender, Inc. is highly committed to the concept of environmentally friendly products. “We have implemented green
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“Green can mean a lot of different things to a lot of different people,” Ken Mailender said. “When we talk to a customer about green, we ask, ‘What are your goals as far as the environment is concerned?’ Some people want to go full bore and want to do everything for the environment. Some people say they want to go full bore until they find out it might cost a little extra money. It is a situation where we try to individually work with our customers. We try to have a very close working knowledge of their company, their people and their goals.”
Left to right are Amanda Morris, customer service; Maribeth Bradley, customer service; and Tim Imm, customer service manager.
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ike many successful businessmen and Left to right are Christina Seymour, buyer; women, both Ken Mike Mathews, buyer; and Chris Hardiman, Mailender and Andrew purchasing manager. Abel are optimistic about the future of their company and the nation’s economy as a whole. While there certainly are challenges and obstacles to overcome, Mailender, Inc.’s leadership is confident the company has cultivated a culture that will result in a successful future. “We do things the right way. If you have principles and do things the right way Left to right are Mendi Hartley, assistant treasurer; Beverlee Hardiman, contract coordinator; Bill Katz, treasurer; then people will identify Carol Ashcraft, billing; and Jennifer Katz, network liaison. with that, and they will want to partner with you,” Ken Mailender said. “When they feel you really have their best interests at heart, then you are going to be in a good position to move forward.” One of the important ways Mailender, Inc. displays its principles and commitment to doing the right thing is in Left to right are Jim Craig, IT director, and Ralph Parnell, warehouse & transportation manager. giving back to the area it serves. “People see how much we give to the community. I think they understand when they do business with us, it is just not the relationship between the two of us, it is what we are all doing for the greater Cincinnati area. This is what makes this community a special place,” Ken Mailender said. For example, Ken Mailender is chairman of the Xavier University Williams College of Business Board of Executive Advisors. “I have done a lot of work at Xavier and they are putting out great young people into the marketplace. I like to think that I have contributed to that,” Mailender said. “I’ve been involved with Big Brothers, the USO and have contributed
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to various organizations. “We are committed to this community in every way shape and form, and the business we do helps us carry out this mission. I think, in the long run, being involved in this community is imp- ortant, because we only win here at Mailender, Inc.’s facility is located on 10 acres of land and consists of 15,000 square feet of office space, with the warehouse occupying 55,000 square feet. Mailender, Inc. if The facility has 22 dock doors and operates a fleet of about 15 trucks that feature the company’s distinctive logo. our community grows, prospers treating them right,” Ken Mailender said. “We are a times, but to me it is ‘cool.’ We’ve had all these peoand we all move forward together.” family business and through the years I have done ple who have had relatives work here. We are all Part of Mailender, Inc.’s mission statement says: many things to help employees when they encounter friends. Nobody calls me ‘mister.’ I go out into the “You have to treat your employees with concern, re- special problems or needs. warehouse and talk to everybody.” spect and integrity if you expect them to treat cus“I learned from my dad that you can never lose Contact: Mailender, Inc., tomers the same way.” your reputation; you can only give it away. We treat 9500 Glades Drive, West Chester Township, This statement embodies much of what has made people the way we would want to be treated — kind Hamilton, OH 45011. Mailender, Inc. a success throughout its history. of like the Golden Rule. It is a family business. In Phone: 513-942-5453; Fax: 513-942-6070. “We owe our success to having great people and today’s world, that doesn’t sound so ‘cool’ a lot of Website: www.mailender.com.
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An Exclusive Maintenance Sales News Distributor Roundup
to help customers truly understand what they are receiving for their money.” Douglas explained that there are times, when a bid goes roviding education and working to improve customer out, if that bid is not specified properly, the customer may reloyalty are two key factors that successful jan/san ceive a wide variety of prices from different bidders. “As a company, we are not interested in entering what I distributors work on to remain competitive in today’s call, ‘The race to zero,’” he said. “We try to inform our cusbusiness environment. Maintenance Sales News Magazine interviewed four dis- tomers that we understand what they are doing as a business tributors in mid-May, all located in different sections of the owner (when bidding out work). We do the same thing as a country, to find out how they are using education, customer business owner (at his distributorship) when it comes to service initiatives and other focus points to improve jan/san finding the best health and business insurance. We shop around as it’s the prudent thing to do for our company. sales. “But, I also know that the lowest price doesn’t always preometimes what is first perceived to be a negative can vail. Price is a factor, but it’s important to receive value as actually turn into something beneficial. One example well.” Looking back, Douglas said the recent bidding process for CP Products, Inc., of Crawfordsville, IN, came about when several customers decided to solicit for bids on with customers has provided good opportunities for his disproducts that had, in the past, been serviced by the central tributorship. “It allows us to better scrutinize what is being bid, and Indiana distributorship. “This typically was due to the slow economy as more cus- understand there are ways to change our prices depending on tomers were wanting to get the most for their money. The sizes, etc. Sometimes it leads to a re-enforcement of a relagood part was we started viewing this bid process as an op- tionship with a customer that we want to continue,” he said. CP Products is a sanitary maintenance supplier that “We believe in loyalty at this firm, and we expect it in return. was formed in 1972. DouIt’s important we funnel our efforts and dollars to those glas said he went to work for the company 15 years ago, manufacturers that show loyalty to us... It’s important to and through that process trust each other and receive help from suppliers when it ended up purchasing the distributorship from another comes to training, expertise and answers.” family. — CP Products Vice President Todd Douglas “We are the third family to own the business. My wife, portunity to re-enforce what we had accomplished over the Amanda Douglas, is president. Our company is a womanpast years with these customers,” CP Products Vice Presi- owned entity in Indiana,” Todd Douglas said. The distributorship has settled into its current location after dent Todd Douglas said. “Customers sometimes don’t realize the level of value or service that we, as a a move five years ago and specializes in providing maintedistributorship, are providing until we can work with them nance items, general paper, plastic can liners, chemicals, floor again on exact specifications. We view this as an opportunity equipment, gym floor contracting and equipment repair. By Harrell Kerkhoff Maintenance Sales News Editor
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“We provide a lot of work for the commercial and industrial sectors along with schools, health care facilities and small businesses,” Douglas said. The company’s primary service region is a 150 mile radius surrounding Crawfordsville, a city containing approximately 15,900 people. It’s located midway between Indianapolis, IN, and the Illinois border. CP Products features a showroom displaying a wide variety of cleaning equipment such as floor scrubbers and vacuums. The company also has an equipment service department and offers training programs for its clientele.
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“We are supported by the manufacturers we work with when it comes to most of our training. We use their expertise,” Douglas said. “Our company continues to learn everyday and we are trying to pass this knowledge along to customers.” According to Douglas, loyalty is the most important attribute when choosing and staying with jan/san manufacturers. “We believe in loyalty at this firm, and we expect it in return. It’s important we funnel our efforts and dollars to those manufacturers that show loyalty to us,” Douglas said. “To me, this is the only thing that can harbor a good relationship. It’s important to trust each other and receive help from suppliers when it comes to training, expertise and answers. “Most of the time, these needs all come on behalf of one or more of our customers who are seeking training, customer support and/or troubleshooting.” When asked, Douglas said struggles still remain regard-
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ing the current economy in central Indiana. The good news is the jan/san industry provides many items and services that are necessary for a facility to function. “However, people are still looking to save money. It’s important for us to focus our efforts on cost saving programs for customers,” he said. One area of business CP Products has become more involved with is providing a greater number of items that help improve indoor air quality. “We offer filtration/HVAC products that improve indoor air. We also provide chemical-free floor stripping and lowmoisture carpet cleaning options, that latter of which helps reduce mold and mildew issues,” Douglas said.
The distributorship has partnered with HVAC experts to help customers improve the air inside their buildings. “It can be as simple as replacing a filter in a rooftop unit. A customer may be using a cheap filter that is virtually ineffective after a short time,” Douglas said. “This is expertise and knowledge that we can now provide. We are not just another filter salesman.” Helping customers with hygienic issues, such as proper hand care, is also vital, a focus not lost on officials at CP Products. “A lot of people’s procedures have changed after past outbreaks of H1N1 and MRSA. There has been a large increase over time of hand sanitizer use as well as customers better
sanitizing and disinfecting restrooms,” Douglas said. “This focus nationwide may have waned a bit recently, but I feel the procedures are in place to help people be better prepared if, and when, more outbreaks occur. “Today’s focus is really more to do about contact and general hand washing procedures than just placing a large number of hand sanitizer dispensers in a school. There is more focus now placed on education. This is where we, as a distributorship, try to lead the pack.” In the wake of more budgets being reduced among the overall customer base, Douglas said his company’s focus on providing greater efficiency also continues. “For example, we have become very diligent in the routing of our delivery trucks, making sure we are cutting down on deadhead miles, etc.,” Douglas said. “Our business remains strong moving into the second quarter of this year. This is a good indication of the strength of our employees. We have a good staff and good customers. This makes my life a lot easier.” Contact: CP Products, Inc., 3591 East US Hwy 136, Crawfordsville, IN 47933. Phone: 765-361-6805. Email: sales@cp-products.com. Website: www.cp-products.com.
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ount Rushmore, The Black Hills, The Badlands, Rapid City, Deadwood, Sturgis — all famous names of locations in southwestern South Dakota that attract tourists from around the country and world. Helping the tourism industry in this region remain clean and healthy is the task of Black Hills Chemical & Janitorial. The Rapid City jan/san distributorship has been in business for 63 years. It has enjoyed this longevity due to its experience and strong focus on customer development, according to Lonnie Green, general manager. “We are a full-line jan/san distributor providing such items as cleaning and paper supplies, ice melt, laundry and warewash products, industrial chemicals and pest control items,” Green said. “Our company
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May/June 2011
has been around so long because we work hard at keeping customers happy, while also being proactive with the products we carry. It’s important that we stay on top of new things being introduced within the marketplace. “We treat everybody the way we expect to be treated from our suppliers. If a person feels he/she didn’t get his/her value’s worth, we work to make it right.” Green explained that Black Hills Chemical & Janitorial has 16 full-time employees and 5 delivery trucks, covering a region that includes all of South Dakota as well as part of Nebraska and Wyoming.
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“There seems to be more interest lately in dilution control. I think these examples show more people are trying to control their expenses and become more efficient.” — Black Hills Chemical & Janitorial General Manager, Lonnie Green “Geography is certainly a challenge. There are a lot of miles between many of the towns in our area,” Green said. “For most of the year this is not a huge issue. It’s during the winter, when the roads are bad, that most challenges in servicing our area occur. “Our biggest market segment is hospitality. Tourism is a big industry out here at our end of the state. Schools and health care are other important customer groups.” Green said that despite the slow economy in many parts of the country over the past several years, the level of tourism in southwestern South Dakota has remained relatively strong. He has noticed, however, more tourists are from bordering states as opposed to those from other parts of the country or overseas. “This could be due to higher gas prices,” Green said. When asked about trends he has noticed from current and potential jan/san customers, Green added that more people appear to be price shopping online. There is also an increase in people investing in capital equipment, such as auto scrubbers, compared to past years. “And there seems to be more interest lately in dilution control. I think these examples show more people are trying to control their expenses and become more efficient,” he said. Black Hills Chemical & Janitorial has its own equipment service department and also provides on-premise training for a variety of cleaning-related subjects. “We will work with housekeepers and custodians on a one-on-one and small group basis, going through all aspects of training that are essential in keeping a facility clean and
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Maintenance Sales News healthy,” Green said. “It’s important to show people how to also become more efficient when cleaning. This helps them save time and money.” Part of this training focuses on restroom care, which Green said is always critical. “It’s an area of a building where most of the public’s complaints originate from and can be the most challenging. This never changes,” he said. “We spend a lot of time helping our customers keep restrooms clean.” Another important function of Black Hills Chemical & Janitorial is maintaining a showroom where customers can come in and see a broad range of products offered by the distributorship. “Our company has thousands of items to sell. Most customers only know about a dozen or so products that they buy on a regular basis. They may not be aware of some of the other items that we carry such as air filters, etc.,” Green said. “Our showroom provides them with an opportunity to get their hands on many types of products that can help them clean a facility. They can come in and look at an auto scrubber, for example, and see what differentiates brands. “Most people who come to our showroom are actual end-users, those swinging the mop and mixing the chemicals,” he said. Keeping a good working relationship intact with suppliers is also a key to success for Black Hills Chemical & Janitorial. Green noted that the distributorship seeks product lines not found among its competitors. “This helps us differentiate ourselves from other companies,” he said. “We also look for suppliers that invest in R & D and are coming up with new products and ideas. A lot of times new products help us get our foot in the door with a potential customer.” Contact: Black Hills Chemical & Janitorial, 1011 E. Philadelphia St., Rapid City, SD 57701. Phone: 1-800-201-0788. Website: www.blackhillschemical.com.
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lthough CE Supply, LLC, of Dallas, TX, is celebrating its 10th anniversary, the jan/san distributorship is full of company officials with longer years of service within the industry. “Our most junior associate has been in the industry for 27 years. We have two other associates with 34 and 45 years experience, respectively,” CE Supply President Brian Eltis said. “As for myself, I have been in this industry 37 years. We are all out there selling, using our experience to benefit our customers. “We are relationship sellers. Most of the people we do business with were referred to us. We provide a lot of personal service along with in-service training and consultation. This all fits well with our level of experience.” Most of CE Supply’s business is centered around the Dallas metroplex area, which includes Fort Worth. Among the company’s clientele are public and private schools, churches, manufacturing and long-term health care facilities. “We provide a traditional jan/san focus,” Eltis said. “It’s very competitive in our area. The market is full of major players. There is a lot of price pressure because of this competition. We are able to hold our own, however, and are seeing growth.” He added his company has strategic plans in place for 2011 and are starting to see positive results. CE Supply utilizes a Cloud Based CRM to keep track of the progress of its sales pipeline. “We are making every effort to execute these plans, becoming more disciplined in terms of seeking target markets,” Eltis said. When it comes to customer service, meanwhile, officials at CE Supply have always worked
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“We also provide a lot of consulting work all year long on infection control. This is always an issue that schools and other facilities face. Again, our experience helps. Our people have done this type of work for a long time. We bring expertise and our ability to train to the marketplace.” — CE Supply President Brian Eltis to keep customers happy. This comes in various forms, such as having no minimum orders or delivery charges. As for current challenges that have to be met by CE Supply on a daily basis, Eltis said today’s inflationary economy remains a concern. However, the company continues to focus on those areas of business that it does well, and stays away from other areas where it doesn’t specialize. “For example, we sell equipment but we don’t service that equipment. Instead, we farm that work out,” he said. “We do work with a lot of schools, such as providing inservice training for custodians. As summer is approaching, we are working hard right now with schools regarding their floorcare needs. Many schools rework their floors during the summer when school is out. “We also provide a lot of consulting work all year long on infection control. Brian Eltis This is always an issue that schools and other facilities face. Again, our experience helps. Our people have done this type of work for a long time. We bring expertise and our ability to train to the marketplace.” Working with vendors that can help with training is also a plus for CE Supply. “We look for solid relationships and are very loyal to our vendors. We don’t change them easily, and our vendors have been loyal to us as well,” Eltis said. “It’s important to have vendors that will help us provide better in-service training. We also look for good literature.” Contact: CE Supply LLC, 9126 Diplomacy Row, Dallas, TX 75247. Phone: 972-484-1333. brian@cesupply.net. Website: www.cesupply.net.
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GREEN OPTION
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May/June 2011
“We have a good computer system which helps with ordering and delivery of products. Our drivers are also very knowledgeable about the products we carry. They know what they are doing.” — Lewis County Chemical General Manager Brian Raymor
d o o G So ’t n o W Yo u e It’ s Beli even ! Gre
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or nearly a quarter of a century, Lewis County Chemical has been meeting the jan/san needs of southwestern Washington for a variety of customers located between Tacoma, WA, and the Oregon border. “We service a more rural area with a customer base that includes K-12 schools, local municipalities, industrial accounts and some colleges,” Lewis County Chemical General Manager Brian Raymor said. The Chehalis, WA, distributorship operates three delivery trucks and a service region that encompasses a 100 mile radius. “We have a good computer system which helps with ordering and delivery of products,” Raymor said. “Our drivers are also very knowledgeable about the products we carry. They know what they are doing.” He added that Lewis County Chemical belongs to a national buying group which helps the company select quality products and find solid suppliers. “Our company employs 10 people and is familyowned. We feel good about the way things are going and have an optimistic attitude toward the future,” Raymor said. To help increase sales, officials at the distributorship have added an online catalog this year as well as hired an extra sales person. When it comes to customer service, the company provides product demonstrations, training and makes sure sales representatives visit customers on a weekly basis. “We also offer vendor-managed inventory for some customers where we basically write the order and deliver,” Raymor said. “Our distributorship provides visual training options as well, such as webinars.” He added this type of training helps the company separate itself from many competitors. Experts from various jan/san fields are also brought in to help with customer training programs. According to Raymor, a greater degree of Lewis County Chemical customers are seeking environmentally friendly products to use, along with help cleaning key areas of a facility such as floors. “We are finding more people are requesting ‘green’ products. We provide a green line so this is not a problem helping these people. It can, however, require additional training,” he said. “The most training we provide, however, centers around floorcare. We help a lot of customers with their floors.” Contact: Lewis County Chemical, 1970 S. Market Blvd., Chehalis, WA 98532. Phone: 360-748-0336. Website: www.lewiscountychemical.com.
Franklin Cleaning Technology Great Bend, Ks. 67530 www.franklintechnology.com Circle 16
MSN Issue Archive Is Located On The Maintenance Sales News Website. www.maintenancesalesnews.com
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SCA Tissue: Offering Products/Services Based On Customer-Driven Insights
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s a key supplier of paper, wiper, tissue and dispensing systems to the awayfrom-home marketplace, SCA Tissue North America officials say they remain committed to offering products and services based on customer-driven insights and innovation.
able action dating back to the 1920s — which well precedes the current green trend. From the company’s sustainable products offered in North America, to the holistic processes used to create them, proof of the company’s environmental efforts are evident.
“Globally, SCA sets strong sustainability targets across the company to drive results. For example, we have set a goal to cut carbon dioxide emissions. The target is that through 2020, fossil fuel emissions will be reduced by 20 percent, using 2005 as a base year,” Lewis said. “SCA proactively searches for ways to reduce energy consumption and seek out alternative energy sources, such as investing in wind power.
“One example is our Tork® Performance line. Customers were seeking a wiper product that would serve as a functional and reliable tool while helping reduce costs, improve hygiene and minimize waste. Last year we launched a solution: Tork Performance, an innovative line of wiper dispensers,” SCA Tissue North America President Don Lewis said. “The Performance dispensers for centerfeed rolls and folded wipers are ideal for healthcare and industrial facilities as well as hygiene-sensitive areas. This includes kitchen and food preparation environments. They are “Last year, we added four wind turbines durable and protect the wiper, preventing to our facility in Neenah, WI. At the same cross-contamination.” location, we operate a solar electric photoHe added that each dispenser in the voltaic system. It includes 115 rooftop Tork Performance line is tailored to help solar panels. Originally estimated to procontrol consumption for the end-user, deduce 22 megawatt-hours of green energy creasing refill and disposal costs. This per year, the system exceeded that level by product line also saves time, labor and 15 percent in the first year of operation.” Don Lewis additional money for customers — elimLewis stated that SCA recognizes inating the need to wash rags after each use. what’s truly important to customers — high quality prod“This solution is one example of the many ways SCA ucts with little impact on the environment that also proTissue is driving customer satisfaction and innovation,” vide hygienic benefits. He said SCA continuously looks Lewis said. for ways to further this commitment when developing fuSCA is a global hygiene and paper company that de- ture products and services. velops and produces personal care products, tissue, pack“We use customer-driven insights, while dispenser inaging solutions, publication papers and solid wood novation is another key area of influence. Keeping these products. With its global headquarters in Sweden, SCA focus areas top-of-mind are important priorities for us in has 45,000 employees and sales of $15 billion in 2010. the effort to help our distributors increase sales,” Lewis SCA sells its products in 100 countries and has many well- said. “We also continue to grow our sales and product & known brands, including the global TENA® and Tork® marketing teams in ways that will enhance speed-tobrands. market and service delivery.” SCA Tissue is one of the largest producers of awayRaising awareness of SCA and the Tork brand of prodfrom-home paper products in North America, supplying ucts is a supporting tool the company uses to continuously paper napkins, tissues, towels, specialty wipers, dispensers boost sales for distributors and end-customers. and soap used in commercial settings such as restaurants, “We’re increasing the understanding and awareness of office buildings, schools and healthcare facilities. our sustainability commitment and hygiene focus in a The company works to help its jan/san distribution base number of ways. Through opportunities like unique margrow by providing quality products as well as highly re- keting initiatives, leveraging academic research, strategic garded service options. events and partnerships, we’re communicating in new and “To support our jan/san distributors, we’ll high level ways through several channels,” Lewis said. A recent example is The 2011 Tork Report, Healthy continue to strengthen SCA’s focus on growing its washroom presence and capabilities. People, Healthy Planet. This SCA report focuses on trends and issues related to sustainability and hygiene, This includes offering complete and innova- with commentary from the Tork Green Hygiene Council, tive systems, like Tork Elevation, that are a panel of industry experts. Practical tips are provided on ideal for a wide variety of public washroom making informed decisions designed to help boost the botenvironments,” Lewis said. “As consumers, tom line. All of this, of course, helps SCA Tissue focus on probusinesses and the government convert their viding the best customer service possible. Lewis said the supplies and resources into more ‘green’ and company holds itself to very high standards when it comes sustainable products, SCA recognizes the op- to customer satisfaction. portunity for manufacturers to work hand“We also ask customers to measure us based on their in-hand with all stakeholders. criteria. This makes us a better organization. The criteria “SCA identifies the need for continued education differs based on the distributor or end-customer, and inamong consumers and our customers to stress the impor- cludes areas such as responsiveness to customer needs, lotance of recycling materials and purchasing sustainable gistics, purchasing, field support and company goods. We also recognize the importance of offering ex- management,” Lewis said. pertise to businesses to support their LEED certification He added that SCA Tissue North America has won sevand help determine ways to reduce cost and waste.” eral customer awards from major distributors over the past According to Lewis, SCA has a long history of sustain- several months. Circle 49
“This recognition is a true testament to our customer focus,” he said. When asked to provide a 2011 outlook for the overall janitorial paper/tissue industry, Lewis reported that growth in the tissue business continues to be impacted by many economic, demographic and social factors. “Based on key indicators like consumer confidence, unemployment and manufacturing indexes, we continue to see the economy stabilize and strengthen as it recovers at a moderate pace. This recovery will contribute to modest growth in the tissue industry as consumers regain confidence and start spending,” Lewis said. He added that overall demand for wastepaper continues to increase, including in the developing world. This is especially true in China.
“Fiber costs have continued to increase over the past several years, while the quality of supply decreases. As a result, we need to reach further into the waste stream to extract the paper and expand the geographic range of the wastepaper procurement process,” Lewis said. Looking further into the future, Lewis predicted public awareness of “green and clean” issues will continue to increase and drive customer demand for hygiene and environmentally friendly products.
“More businesses understand how sickness affects the bottom line. These businesses are seeking solutions that support hygiene,” Lewis said. “There is a much stronger awareness of the importance of handwashing, which, according to the Centers of Disease Control and Prevention, is the single most important means of preventing the spread of infection. “Awareness and demand are also increasing for green products and solutions. For example, more buildings are seeking LEED certification and products that are Green Seal and Ecologo certified. In addition, more companies are wanting modern products that will reduce maintenance requirements and provide cost-in-use savings through controlled consumption.” He explained that SCA Tissue is committed to offering dispensers that support controlled consumption to better aid each customer’s bottom line. Lewis said SCA will continue to also support customers and achieve goals by living up to the core values of “respect, excellence and responsibility.” “They define the way we do business, and inspire and challenge SCA’s employees,” he added. Lewis noted that SCA has been recognized by the Ethisphere Institute as one of the world’s most ethical companies for the past four years. “It’s very meaningful to be recognized for taking action everyday to support environmental and social initiatives. These are areas that are very important to customers, employees and the communities where we all live, work and operate.” Contact: SCA Tissue North America, 2929 Arch St., Suite 2600, Philadelphia, PA 19104. Phone: 610-546-4939. Email: SCATissue.President@sca.com. Website: www.sca.com/us and www.torkusa.com.
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May/June 2011
EXPANDED
Technologies
28
Surface, Floor and Furniture Protective Solutions for Every Environment Protecting hard floors from scratches and dents caused by chairs, desks and tables has been the specialty of Expanded Technologies since it was first established in 1987. Headquartered in Kenosha, WI, the company develops and manufactures products to protect all types of floor surfaces and finishes for both commercial and retail settings. These products include: Adhesive-back Felt Pads, Replacement Chair Tips, the Slip-On® Floor Saver, Wrap Around™ Floor Saver and the new and improved Gripper Doorstop. Also offered is a full line of furniture sliders. All of these products can be found in offices, schools and other institutions around the world. The company manufactures its own products at its Kenosha facility and employs close to 100 people.
Customer Requests for Products “Our first product, a 7/8-inch self-adhesive felt pad was developed by my father, Richard Bushey, over 30 years ago,” says Bret Bushey, Expanded Technologies Vice President of Sales. “This one product has grown into a complete line that includes almost every size and shape of Floor Saver product you can imagine.”
New Products “Innovation has been key to our rapid growth,” notes Bushey. “We’re constantly coming up with new products through feedback from the field. ‘’Our newest innovation is an improvement to one of our best selling products, the Wrap Around™ Floor Saver. The new style features an improved adhesive system and a new wear cushion, improving protection for both the chair and floor. Another new product that has quickly become one of our most popular is the Clear Sleeve Floor Protector. This revolutionary product’s clear sleeve blends in with most furniture and maintains a firm hold without the use of an adhesive. “Our Formed Felt Floor Savers consist of reinforced felt with formed sides and peel and stick adhesive to ensure they stay put. Also, our Replacement Chair Tips incorporate a rigid vinyl sleeve with an optional reinforced felt bottom that slips over tubular chair legs to reduce noise and protect floors against scratches and rust stains. Both products come in a variety of sizes and are perfect for folding chairs, tables, bar stools and desks.
“We have also recently developed a new addition to our line of doorstops: the Safety Release Flip Down Doorstop. This modern doorstop clips onto the door without any tools. Simply flip it down to engage the doorstop, and flip it up to tuck out of the way. For emergencies, the arm releases when sufficient force is applied. “Other doorstops we have developed include the Door Wedge, which lodges directly into the door jamb, holding the door open without causing damage. Another is the Gripper Doorstop, a commercial doorstop with a non-slip bottom that incorporates a built-in hook for easy transport and storage.”
Importance of Floor Protection “With tight budgets and the rising cost of floor care, it has never been more important to protect the floor finish,” Bushey explains. “Also, today’s vinyl composite tile (VCT) floors are softer than traditional tile of the past, so proven protective products are more important than ever. “Our Floor Saver products help keep costs down by reducing the frequency and time it takes to buff or refinish floors. Even if you are applying the best finish available, chairs, desks and tables easily damage floors, unless they are equipped with surface protection products appropriate for the floor surface.”
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Extensive Product Testing “Our goal is to offer the highest quality and most innovative products available,” notes Bushey. “To ensure this goal, we have built a test machine that simulates furniture movement and allows us to test our products under the most extreme conditions. If any of our products fail to meet our expectations—or fail to outperform the competition—we always look at what we can do to improve them.”
tight budgets and the rising cost “ With of floor care, it has never been more important to protect the floor finish. ”
Bret Bushey is Vice President of Sales at Expanded Technologies. He can be contacted at 888-654-7720, ext. 104 or via email at bbushey@expandedtechnologies.com. View their products online at www.expandedtechnologies.com.
Technologies
EXPANDED
Our Products are
MADE TO MOVE
®
SUPPLIES & ACCESSORIES
Floor, Furniture and Surface Protectors for all Environments
NEW Products
NEW Safety Release Flip Down Doorstop
Formed Felt Floor Savers
NEW Door Wedge
NEW Clear Sleeve Floor Protectors
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GREEN TODAY OR GONE TOMORROW
S
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Registered Bio-Preferred Reggistered with the USDA Bi io-Preferred Program for Sustainable Chemistry, VOC Compliant… Co ompliant… and the product Sustainable works, rks, as evidenced by a long list l of repeat and satisfied customers. tomers.
SoyGreen® S SoyGreen STAINLESS TAINLESS S STEEL TEEL CLEANER cleans cleans sstainless tainless steel steel a nd CLEANER and iit’s t s ssafe afe tto ou se anywhere anywhere on on a nything. use anything. Robin Mu Murphy, rphy, President President,t, Maid B Brigade rigade – New Y York or k
1-800-SOY-8748 1-80 0-SOY-8748 (769-87 (769-8748) 748) www.soytek.com www.soytek.com Circle 97
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May/June 2011
Fullriver Battery Manufacturing Offers Clean-Green Energy with SEALED – MAINTENANCE FREE – DEEP CYCLE BATTERIES Fullriver Battery Manufacturing was established in 1995 and specializes in the production of sealed, maintenance-free deep cycle, AGM (Absorbed Glass Mat) batteries. Fullriver offers a complete line of AGM batteries for the floor cleaning market. AGM batteries are sealed lead-acid batteries, often referred to as VRLA (Valve-Regulated Lead-Acid) batteries. They are similar to conventional wet lead-acid batteries however the electrolyte/acid is absorbed in a fiberglass material rather than in a liquid form. Another key difference is that AGM batteries are sealed, so that the gasses produced during operation are recombined and remain within the battery rather than being released into the atmosphere. The sealed construction means there is no water loss in AGM batteries. There are several advantages to AGM batteries over conventional wet batteries. The main advantages are that they are nonspillable, non-hazardous and maintenance-free. They also have a significantly lower self discharge rate compared to conventional batteries, providing a longer shelf life and making them less prone to freezing. AGM batteries also have lower internal resistance allowing them to be charged faster than a conventional battery. Fullriver Battery has a world-wide presence with distributors and OEMS throughout North America and overseas. “We have been selling batteries in the floor cleaning market in Europe, where sealed batteries are the standard, for over 9 years. Our business has been growing every year in North America as more and more of the market is making the switch from wet to sealed batteries. It wasn’t that long ago that we had to explain the benefits and convenience of an AGM battery over a conventional wet battery to potential customers. Now they call us saying they have tried AGM batteries and won’t go back to having to water batteries and clean up acid residue on and surrounding their batteries,” says Patrick F. Leibrich, President of Fullriver Battery USA. Fullriver Battery manufactures its batteries from grid casting through final assembly. This means the entire manufacturing process is controlled within the Fullriver factory to ensure batteries adhere to the engineering specifications. It also ensures consistency in product quality and performance, which is of utmost importance to Fullriver Battery. Fullriver Battery’s distributor network consists of highly experienced battery dealers that are equipped to provide service and technical support to local customers. Support is also available directly by Fullriver Battery in the US. To contact Fullriver Battery call 800-522-8191 or visit www.fullriverdcbattery.com.
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Itâ&#x20AC;&#x2122;s Finally Hereâ&#x20AC;Ś A sealed, maintenance-free battery that really works in your floor cleaning machines. Fullriver batteries will provide you with the performance you are use to without the inconvenience of having to add water or clean corrosive acid residue off your batteries. This means no unproductive down-time maintaining batteries.
Superior Capacity - To meet your daily run-time needs High Quality Product - For long battery life Maintenance Free - No watering Non-spillable and Non-hazardous - Clean and Safe Operation Your Clean-Green Energy Solution To find out more about Fullriver Battery products or for a distributor near you please visit our website at www.fullriverdcbattery.com , email us at sales@fullriverdcbattery.com or call us at 800-522-8191.
s a l e s @ f u l l r i v e r d c b a t t e r y. c o m | 8 0 0 - 5 2 2 - 8 1 9 1 | w w w. f u l l r i v e r d c b a t t e r y. c o m
See us at ISSA Circle 38 Booth 660
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May/June 2011
Wausau Paper: Following The Green Paper Trail Choosing Environmentally Preferable Towel And Tissue Products For Your Facility
In today’s marketplace many consumers of towel and tissue products incorporate environmental considerations in their buying decisions. This includes following mandates or policies to be green or simply wanting to create a healthier environment for their tenants, citizens, or employees. However, because of the sheer number of paper products and manufacturers now claiming to offer green products in the away-from-home market, many consumers and buyers of these products are confused by the packaging, marketing, and environmental claims. Unfortunately, not all of the products associated with being green are truly environmentally preferable. Buyers and consumers now have to be aware of “greenwashing,” which, simply defined, is misleading claims about the environmental benefits of a product. How do we begin to sort through these claims and rhetoric, and discern which products are really environmentally preferable? Think Up-Stream Consider where the products you use in your facility come from and how they are made. Are they made using the best green process? Think Down-Stream What happens when you discard waste from your facility, and what is the impact on the environment? You want to have as little impact as possible. Keeping these questions in mind, let's follow the Green Paper Trail, considering all the steps these products take on their way through your facility. Step One: Paper Fiber Paper is made from fibers, either from trees or recycled materials. Using virgin fiber is not green, as it requires the harvesting of trees. The Forestry Stewardship Council (FSC) is a leading monitor of the responsible harvesting of trees, and some products may carry FSC certification. However, the use of virgin fiber is not necessary and is actually wasteful. Towel and tissue products represent the end of the fibers' life-cycle, as they cannot be recycled again.
Combining controlled-use dispensing with products certified by Green Seal™ (www.greenseal.org) is the most environmentally preferable solution for your facility. Green Seal is an independent, non-profit organization that evaluates the environmental properties of a wide range of products, including towel and tissue products. Other third-party certifications exist, but Green Seal is acknowledged within the industry as having the most stringent and comprehensive standards: auditing everything from mill and converting facility procedures to the environmental properties of packaging and the use of chemicals. Step Four: After Use The goal is reducing waste and practicing good environmental stewardship. Controlled-use dispensing systems that generate less waste help your facility meet this goal. Packaging is also a consideration. Green Seal mandates that bath tissue contain a minimum of 40 square feet of product per roll, and for facial tissue, at least 70 square feet of product per inner box. This helps eliminate excess packaging for these items, saving waste.
The best environmental choice is 100 percent recycled products including post-consumer materials. Every ton of 100 percent recycled fiber (70 cases of roll towels) saves an estimated 4,100 kilowatt-hours of energy, 7,000 gallons of water, and 60 pounds of air pollutants/effluents.1
Environmentally preferable packaging is more than just source reduction. Therefore, determining a product’s green status should not be based solely on this attribute. Ask about paper fiber and manufacturing processes in addition to packaging materials and generated waste to conclude whether a product is green.
Step Two: Manufacturing Making paper requires water and energy, as well as the use of chemicals. Chlorine and its derivatives are frequently used to bleach fiber, which is not green. This procedure is sometimes called “Elemental Chlorine Free” (ECF). The best environmental choice is towel and tissue products that are 100 percent recycled fiber, processed chlorine free (PCF). This means that the process does not allow the use of chlorine or any of its derivatives.
After use, the best environmental choice is closing the loop by recycling corrugated containers and other post-consumer materials.
Don’t be confused by ECF and PCF. When choosing towels and tissue, ask the manufacturer about their bleaching and deinking processes. Only 100 percent recycled towels and tissue manufactured processed chlorine free (PCF) are truly environmentally preferable.
Leading The Way Ensure your current products are proper for your facility. One product or item may not satisfy all of your washroom needs. You want to make the best impression, so provide employees or patrons a clean and cohesive image when entering your washrooms. Savvy users may ask about the environmental properties of products used in your facility. Knowledge of the Green Paper Trail and its steps will help you answer those questions and lead your staff and customers along the best environmental path. 1 Green Seal’s Choose Green Report – Bathroom Tissue and Paper Towels, March 2004.
One ton equivalent is based upon an average roll towel case weight of 28.5 lbs.
The U.S. Environmental Protection Agency publishes recommended recovered and post-consumer waste (PCW) content in its Comprehensive Procurement Guidelines for Commercial Sanitary Tissue Products. For paper towels, the EPA recommends a minimum of 40 percent post-consumer waste content, and a minimum of 20 percent PCW for bath tissue. Any product that claims to be green should meet these minimum requirements in addition to being made of 100 percent recovered materials. Do not hesitate to ask manufacturers to verify, in writing, the levels of post-consumer wastepaper in their towel and tissue products. Step Three: Use In Your Facility Towel and tissue products are used for optimal personal hygiene. The best environmental choice for your facility is a no-waste paper system. Controlled-use dispensing helps save maintenance time and costs and discourages wasted paper. Less efficient paper systems such as folded towels tend to promote waste during ordinary use. Controlleduse dispensing gives the user the needed amount of product, discouraging excessive use or pilferage. Towels and tissue are stored inside the dispenser, helping to reduce the risk of cross contamination, since the only thing users touch is their personal towel. Circle 95
Mark Stanland is vice president of Marketing for Wausau Paper Towel & Tissue, LLC. Wausau Paper is a leader in providing environmentally preferable washroom solutions, offering the first complete line of towel and tissue products certified by Green Seal in 2003. Today, Wausau Paper provides stylish, versatile dispensing systems and the most extensive selection of Green Seal-certified towel, tissue, and soap products in the away-from-home market.
mstanland@wausaupaper.com 800.723.0001
N ! EW
GREEN.
The dispenser is red* and the paper inside is bright white. But really, it’s all green. Dubl-Nature® roll towels are certified by Green Seal™ and contain up to 43% post-consumer waste. The new OptiServ® dispenser controls use to discourage wasted paper. Together, Wausau Paper products help your facility stay green, no matter what color dispenser you choose. 800.723.0001 wausaupaper.com
*Of course, it could also be black, green, blue, or white, and custom-imprinted with your logo.
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May/June 2011
U.S. Battery Has Made Real Improvements In The Performance And Life Characteristics Of Our Deep Cycle Batteries With XC™ Diamond Plate Technology®. U.S. Battery’s Xtreme Capacity Diamond Plate Technology™ uses improvements in electrochemical processing to achieve improvements in performance, energy density and specific energy, cycle life, resistance to shock and vibration, and recharge-ability. Premium deep cycle lead-acid batteries have historically been manufactured with a relatively high percentage of tetrabasic lead sulfate (TTBLS) in the unformed plate material crystal structure. This TTBLS crystal structure produces a strong active material structure in the formed plates required to achieve the long cycle life needed in deep cycle battery applications (similar to the strength added to concrete by the addition of rebar). Prior to the introduction of synthetic TTBLS additives, the plate production process utilized a high temperature, high humidity curing process designed to achieve a relatively high percentage of TTBLS in the unformed plates. Even though this curing process is well controlled and produces consistently high levels of TTBLS, it is not well suited for controlling the size of the individual crystals that are ‘grown’ in the crystal development process. The resultant crystals vary widely in size and if the crystals grow too large, the plates are difficult to form and recharge and have lower capacity than those with smaller crystal sizes. Through the addition of synthetic TTBLS seed crystals with a uniformly fine crystal structure to the paste during mixing; a smaller, more uniform TTBLS crystal structure is produced throughout the plate structure. This uniformly controlled TTBLS crystal structure results in the following enhanced performance, charging and life characteristics of the U.S. Battery Xtreme Capacity Diamond Plate Technology™.
Features and Benefits of U.S. Battery Xtreme Capacity Diamond Plate Technology™ • Increased initial capacity Synthetic TTBLS (tetrabasic lead sulfate) additive in the paste mix provides uniformly controlled crystal size of the resulting TTBLS in the cured plate and higher conversion efficiency of TTBLS to lead dioxide in the formed positive plate giving higher initial capacity. • Higher peak capacity The same controlled TTBLS crystal size results in a higher conversion of TTBLS to lead dioxide in the cycled positive plate with greater and more uniform porosity and surface area for higher peak capacity. • Improved energy density and specific energy Since there is no increase in the size or weight of the battery, higher capacity translates to improved unit performance or energy density (watt-hours/liter) and specific energy (watt-hours/kilogram).
• Enhanced recharge-ability The more uniform crystal structure of the formed positive plate results in enhanced recharge-ability particularly at low temperature and from varying states of discharge. • Fortified plate construction (improved vibration and shock resistance) The more uniformly controlled TTBLS crystal size results in a stronger crystal network within the formed positive plate active material resulting in decreased active material spalling from vibration and shock. • Improved cycle life The stronger crystal network within the formed positive plate active material also results in decreased active material shedding from deep cycling – the primary failure mode in deep cycle batteries. By K. Fred Wehmeyer, Vice President of Product and Process Engineering, U. S. Battery Manufacturing Company, Inc.
W W W . U S B A T T E R Y . C O M • (800) 695-0945 Circle 94
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May/June 2011
Stefco Continues Expanding Its Dispensers Line At Stefco we have expanded our Dispenser line to offer our customers all the dispensers they need from one source. Over the last few years we have introduced a proprietary line of dispensers under our brand Confidence. These dispensers offer controlled use and help reduce costs, usage and waste. Here are some of Stefco’s dispensers: Proprietary No-Touch Mechanical Roll Towel Dispenser • No-touch operation for the ultimate in user hygiene; users only touch the paper they need • Reliable operation with few moving parts and no electric motors, batteries, sensors, calibration or special servicing needed • Stainless steel and highimpact resins resist corrosion from sanitizing solutions for longlasting service • Stub roll feature with automatic transfer • Can be converted to a no touch electronic dispenser by simply exchanging dispensing module • Quick and easy loading with open access and exposed roll holders • Features an emergency feed Item # 92006 No-Touch Mechanical Roll Towel Dispenser 7.6" Item # 92007 No-Touch Mechanical Roll Towel Dispenser 10"
Proprietary No-Touch Electronic Roll Towel Dispenser • Multiple service options, including paper exposed or paper hidden mode to meet end-user needs • Battery-out indicator to prompt replacement for reliable service • No-touch operation for the ultimate in user hygiene; users only touch the paper they need • Adjustable time delay between cycles to prevent over-use • Modular design provides easy, economical labor and repair • Can be converted to a no-touch mechanical dispenser, by simply exchanging dispensing module • Emergency feed ensures that users can get paper even if batteries run out • 4 "D" 1.5 volts batteries power the dispensing of a minimum of 130,000 12" towels Item # 92500 No-Touch Electronic Roll Towel Dispenser 7.6"
Proprietary No-Touch Compact Roll Towel Dispenser • No-touch operation for the ultimate in user hygiene; users only touch the paper they need • Reliable operation with few moving parts and no electric motors, batteries, sensors, calibration or special servicing needed • Replaceable dispensing module lowers repair costs • New 10˝ cut length provides a 20% paper savings • Smaller unit can replace messy wasteful folded towel models • Quick and easy loading • Easy-clean surfaces and simple installation • Features an emergency feed Item # 92502 No-Touch Compact Roll Towel Dispenser 7.6"
Single Jumbo Tissue Dispenser 9" • Elegant design complements any washroom area • Transparent hinged cover allows for easy monitoring of paper supply • Accommodates one roll of nine-inch jumbo roll tissue
• Ideal for public bathrooms in offices, lodging facilities, hospitals, manufacturing plants,etc. • Fits most standard nine-inch jumbo tissue • Easy to install and easy to load Item # 93003 Single Jumbo Tissue Dispenser - Black Base/Smoke Cover
Twin Jumbo Tissue Dispenser • Elegant design complements any washroom area • Accommodates two rolls of nine-inch jumbo roll tissue • Easy to install and easy to load • Sliding panel system allows for easy access to new roll once existing roll is completely used • Ideal for public bathrooms in offices, lodging facilities, hospitals, manufacturing plants, etc. Item # 93011 Twin Jumbo Tissue Dispenser - Smoke Black
Mini Twin Jumbo Tissue Dispenser • Elegant design complements any washroom area • Sliding panel system allows for easy access to new roll once existing roll is completely used • Accommodates two rolls of mini jumbo roll tissue • Easy to install and easy to load • Interchangeable hub system Item # 93015 Mini Twin Tissue Dispenser - Smoke Black
Center Pull Towel Dispenser Center pull towel dispenser dispenses a variety of perforated one and two-ply towels and light duty wipers in pre-measured single sheets through a patented, self-adjusting dispensing device. This dispenser minimizes the risk of cross-contamination; users only touch the towel they need. • Single-sheet dispensing helps controls cost and reduce waste • One of the most cost-effective touchless dispenser systems available • No funnels or dispensing devices to adjust • No batteries required • Side opening cover allows for simple loading • Easy to install Item # 91000 Center Pull Towel Dispenser - Smoke Black
Center Pull Towel Dispenser • Single-sheet dispensing helps controls cost and reduce waste • The center pull towel dispenser is one of the most cost-effective touchless dispenser systems available • There are no funnels or dispensing devices to adjust • No batteries required • Side opening cover allows Circle 93
www.stefcoindustries.com 1.800.835.1854
for simple loading • Easy to install • Ideal for public bathrooms in offices, lodging facilities, hospitals, industrial operations and foodservice preparation area Item # 91004 Center Pull Towel Dispenser- Smoke Black
Mini Center Pull Towel Dispenser • A versatile and unique hands-free mini-center pull dispenser • This dispenser can be used in a number of different applications. It can be mounted upside down, sideways, horizontally or vertically while still dispensing center pull towels one sheet at a time • The dispenser uses a mini-center pull towel • Single-sheet dispensing controls cost, it is the most cost-effective touchless dispenser available. Helps minimize the risk of cross-contamination, since users only touch the towel they use • Ideal for foodservice, janitorial, healthcare, hospitality and automotive environments Item # 91003 Mini Center Pull Towel Dispenser - Smoke Blue
Bump Bar Roll Towel Dispenser • Wide lever is hygienic and it comfortably fits the palm of your hand so that your fingers never need to touch the dispenser to get a towel • Patented design is water resistant and eliminates stub roll waste • Meets all ADA standards • Easy-to-use roll transfer system almost loads itself and eliminates stub roll waste • Water resistant features protect paper from sanitizing sprays and outdoor use Item # 92005 Bump Bar Roll Towel Dispenser - Smoke Black
Folded Towel Dispenser • Universal folded towel dispenser • Easy to install and re-load • Compact design unit, ideal for smaller areas and multiple applications Item # 95000 Multi-Fold Towel Dispenser - White / Beige Base Item # 95001 Multi-Fold Towel Dispenser - Smoke / Black Base
Multi Fold Towel Dispenser • Universal folded towel dispenser • Easy to install and re-load • Convenient for smaller areas • With an attractive design this folded towel dispenser is ideal for upscale washrooms areas in office buildings, healthcare and hospitality facilities Item # 94000 Multi-Fold Towel Dispenser - White
www.stefcoindustries.com 1.800.835.1854
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Sky Systems: A Special Offer Protecting Hands/Health
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rotecting hands and health is vital, and Sky Systems is helping by providing a special offer. The company has announced that one free auto foam soap dispenser is available with the purchase of two cases of foam soap. The dispensers offered are: #4045A Grey Auto Foam Soap Dispenser; and #4046A Black Auto Foam Soap Dispenser. Dispensers are packed six to a case. Foam soaps available are: #7241 Pink Foam Soap 1300ml; #7242 Derma San Foam Sanitizer 1300ml; #7243 Antimicrobial Foam Soap 1300ml; and #7244 Enviro Foamy Hand Soap 1300ml. The foam soap is packed three to a case. Sky Systems will provide free delivery on 50 cases in the lower U.S. 48 states. Any questions should be directed to the company’s customer service department at 800-451-3444; or fax orders to 909-923-7041. Sky Systems also features an economical, high performance hand drying system — the FastDry High Speed Auto Hand Dryer. The product keeps up with Sky’s tradition of introducing novel, modern and technologicallydesigned items for the marketplace, as well as the company’s commitment to energy efficiency and green concepts. The new FastDry High Speed Auto Hand Dryer meets energy efficiency requirements in the green marketplace. The product boasts low power consumption, a reliable and uncomplicated design and a long service life — qualities that help convince architects, planners and building owners of the benefits of this drying system. Among the FastDry High Speed Auto Hand Dryer’s unique features is a standby indicator light that glows green when in use and red when in standby mode. The standby mode helps facilitate energy efficiency. The FastDry system is designed to be surface mounted and features a porcelain enamel coating and steel cover. Other features include: • Operation Power - 1600 W, adjustable; • High Brightness LED to increase the ease and delight of use; • Drying Time - Less than 10-15 seconds; • Drip Proof - IP X1; Isolation - Class 1; • Motor Type - Brush Type, Dual Ball Bearings; • 350-700W, 12000-18000 RPM, adjustable; • Warm Air Speed Output - 75-100 m/s (169-225 mi/hr), adjustable; • Heater Element - 450-900W, adjustable; • N.W. - 5.8 kg (12.8 lbs); G.W. - 6.6 ks (14.6 lbs); • Unit Size - 205mm W x 287mm H x 180mm D (8-5/64" x 11-19/64" x 7-3/32”); • Circuit Operation - Infrared automatic, self adjusting; • Sensor Range - 2" to 13", adjustable; • Motor Thermal Protection - Auto resetting thermostat turns unit off at 221° F; • Motor Overload Protection - Motor assembly designed with over-current fuse, replaceable; and • Heater Thermal Protection -Auto resetting thermostat turns unit off at 85° C (185° F); Thermal cut-off 142° C (288° F). In addition to a one-year guarantee, Sky Systems extends a limited five-year warranty from the date of installation on all parts (to the original owner of the installed unit) against de-
fects in factory workmanship or material under normal use and service. This warranty is limited to the repair or exchange of defective parts at the option of Sky. Sky Systems Co., Inc., of Ontario, CA, was established in 1985. In addition to the FastDry High Speed Auto Hand Dryer, the company offers a complete line of other hand dryers that are suitable for a wide range of applications such as office buildings, shops, hotels, restaurants, hospitals and schools.
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Sky Systems also specializes in a variety of bag-in-box systems in 500ml, 800ml, 1000ml and 8 liters packaging, with a wide range of general and foamy soaps. Other product lines include metered aerosol dispensers, metered aerosol fragrances, gel air fresheners, urinal screens and rim cages. Contact: Sky Systems Co., Inc., 1825 Taylor Place, Ontario, CA 91761. Phone: 800-451-3444; Fax: 909-923-7041. E-mail: sky168sys@aol.com. Web site: www.skysystemscoinc.com.
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ACS: Strong Customer Service And New Product Development
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trong customer service and new product development continue to push ACS Industries, Inc., Scrubble® Products Division as a major supplier for the janitorial/sanitary and foodservice industries. This is the same focus that has helped the company grow for over seven decades. “A major strength within ACS Industries is also its ability to vertically integrate, which allows us to be the low-cost producer in most all product lines and markets served,” ACS Industries Vice President of Sales Rory Beaudette said. “We have some of the best engineers in the world. They design, build and improve equipment, processes and techniques that are industry-leading. We are not a buyer/seller of goods. We are a manufacturer.” ACS Industries is an ISO 9002 registered company as well as TS16949 certified. “Our company recognizes that quality is expected and it does matter,” Beaudette said. “We are continuously told that ACS Industries offers the best overall value to customers. The combination of total product quality, superior delivery performance and customer service, while maintaining cost leadership, allows us to exceed the expectations of customers, while adding value to their businesses.” Today, ACS Industries has business all over the world. The Scrubble® Products Division is primarily centered in the United States, Canada and Mexico. In recent years, however, it has entered the European market and continues to develop business in South America as well. “The world is getting smaller as a result of the Internet. It’s important to be in a position to capitalize if it makes sense,” Beaudette said. A History Lesson merican Copper Sponge Co. was founded in 1939 by Peter Botvin in his Providence, RI, basement. The original product was a knitted copper scrubber used for scouring pots and pans. This set the stage for ACS Scrubble® Products Division, a North American leader today in hand and floor pads as well as scouring and scrubbing products for the foodservice and jan/san industries. The company relocated in 1947 to rented factory space in Providence, a city ACS Industries called home until 2007. Through the 1950s and 1960s, the company’s wire knitting expertise allowed it to expand production into such areas as stainless steel mist eliminators and aluminum oil and grease filters for industrial applications. In 1975, ACS Industries received its first automotive purchase order for knitted wire mesh supports and seals for catalytic converter assemblies. Today, the Automotive Division
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accounts for over half of all corporate reviews; supplying air bag inflator filters and exhaust components to all of the industry’s major players. The big picture today is that ACS Industries has grown into a multinational corporation with 5 facilities in 3 coun-
materials, along with all handle types required. Various brushes include pot brushes, utility scrubs, floor brushes, bi-level and swivel floor scrubs, vehicle and wall wash brushes, detail and wire hand brushes, counter and bench brushes, bowl brushes and floor squeegees. A focus on floor cleaning was taken to the next level in 2002 with the addition of ACS Industries’ non-woven floor pad manufacturing lines. Today, ACS produces over 20 types of floor pads for stripping, scrubbing, cleaning, buffing, polishing and burnishing. This includes one of the largest offerings of UHS pads in the industry, according to Beaudette, such as 3 different levels of natural hair pads. To remain a low-cost producer in the markets being served, ACS Internacional was established in 1987 in Monterrey, Mexico. Today, ACS Internacional has 1,500-plus employees, operating in 800,000-plus square feet of space. In 2001, this focus on lowest cost production also led to the establishment of ACS Industries (Shanghai) Co. Ltd., in China, for automotive OEM and Tier 1 manufacturing, setting up assembly factories in the Far East. Dedicated To A Strong Distribution Base uilding upon its strong distribution base is also vital at ACS Industries. The company’s cleaning-related products are sold through foodservice and jan/san distributing. These distributors, in turn, resell to such markets as restaurants, caterers, chain accounts, retailers, hospitality, health care, education, recreation, correctional, government, transportation, commercial and industrial. “ACS Industries works closely with its distributor base by training, educating and motivating to help them grow profitable sales,” Beaudette said. “Through a team of regional sales managers and 30 sales rep agencies, some dedicated to jan/san and others to foodservice, ACS is focused on distributor support.” As a manufacturer, officials at ACS Industries are also always looking at new product initiatives. Beaudette cited two successful products from ACS as prime examples of customer-driven ideas. “Our Octagon Floor Pads were the result of constantly observing swing machine operators. They were leaning the machine into the work area to get the pad to do more. As a result, the main benefit of our Octagon Pads is that they provide more performance at the edge of each pad,” Beaudette said. “Another good example is our Scour Pro® for flat top grill cleaning. This type of cleaning is normally an extremely labor intensive task that requires tremendous muscle and effort. Our mechanical alternative is something the market had been looking for, and without chemicals.” The practice of sustainability is another primary focus at ACS Industries. From the company’s plant operations to the products it produces, officials at ACS continuously seek out ways to be more environmentally friendly. “For example, our company uses recycled synthetic fiber whenever possible for hand pad, floor pad and all nonwoven production. While it’s not always feasible to use 100 percent recycled materials because of supply constraints and performance limitations, ACS Industries strives to increase the proportion of recycled materials in these products,” Beaudette said. “The recycled fiber comes from post-consumer and post-industrial waste, with the primary source being recycled plastic bottles.” Additionally, ACS Industries has product initiatives in place utilizing non-woven materials that are biodegradable, along with water-base resins in half of the company’s processes to minimize the impact of chemicals Continued on Page 56
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An array of Scrubble® products.
tries. It employs over 2,000 people worldwide, operating out of 1 million-plus square feet of manufacturing space. The four distinct business units of ACS Industries give the company product line and customer diversity. The Scrubble® Products Division has also grown over the years to include the production and supply of a complete line of professional cleaning products such as hand scouring pads, stainless steel scrubbers, soap pads, grill screens, bricks and pads for the foodservice industry, along with fryer filters for oil filtration in restaurant equipment. During the 1990s, the Scrubble® line was expanded to include the manufacturing of mops, brooms and brushes for the foodservice and jan/san market. These products now include wet mops in cut-end, loop-end, cotton, blends and synthetics, wide and narrow band, screw-on type and all of the handles and hardware for each type. Flat mopping equipment includes dust mops, frames and handles, and microfiber flat mops for dry and wet cleaning applications. The broom line consists of corn brooms from warehouse and janitor to housekeeper and lobby, angle brooms in large and lobby sizes, push brooms for indoor and outdoor sweeping in a variety of natural and synthetic fill
The ACS machine shop.
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YOU CLEAN WITH IT... WEâ&#x20AC;&#x2122;VE GOT IT... Put our experience and extensive product line to work for you. Scour Pads U Scrubbers U Sponges Grill Cleaning Products Mops U Brooms U Brushes Floor Pads U Steel Wool Floor Pads
www.scrubble.com One New England Way Lincoln, RI 02865 800-222-2880
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May/June 2011
ëkcos innovations: A New Perspective On Trends And Obstacles In Today’s Cleaning
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n the software business, a company that doesn’t create and innovate will soon disappear. Taking this philosophy to heart, ëkcos innovations has drawn from its software industry background to provide innovative products for the restroom. ëkcos innovations is a wholly-owned subsidiary of Software Licensing Consultants, a leading software consulting firm in California that specializes in Oracle cost-containment strategies. Brothers Ed and Guillermo Ramirez realized several years ago a need for more innovative and hygienic products that would improve the overall public restroom experience. In response, ëkcos innovations was created in 2005 and development of the ëkcoscreen soon began. The ëkcoscreen is a unique, anti-microbial urinal screen featuring patent-pending Sealed Bristle Technology™. It’s designed to prevent splashback and the spread of disease-causing microbes caused by urine impacting the back wall or still water of a public urinal. The ëkcoscreen is flexible and fits any urinal model, helping make a cleaner public restroom possible. According to the company, product benefits include: • Anti-microbial technology is engineered into ëkcos innovations’ proprietary resin; • Lasts twice as long as other screens on the market; • Emits a fresh, clean scent; • Designed for heavily used public restrooms; and, • Is perfect for waterless urinals. “Being complete outsiders to the cleaning industry and coming from the software business have given us fresh perspectives on trends and obstacles that today’s cleaning industry faces. This vantage point has allowed us to take advantage of new and innovative products,” ëkcos innovations CEO and Co-Founder Ed Ramirez said. “Innovation can help drive sales and move a company away from the status quo. If you fail to innovate and create new releases and improvements, you will not last in the software industry. There is no way you can survive with a product that was successful three years ago, but has since seen no improvements. Change is good. “The trend we continue to see is that end-users want, and are willing to pay for, innovative products that work well. This is true even in a down economy. The cleaning industry needs to improve innovation and break away from the, ‘If it's not
broken don’t fix it’ mentality.” He added that when customers feel they have the best product on the market, they are more likely to re-order. The success of any product is driven by customer satisfaction, which drives repeat business. Along with its highly-successful ëkcoscreen, ëkcos innovations has also launched the low cost,
high profit ëkcono•screen. This innovative product is targeted toward customers who want a lower cost screen for urinals, but still expect quality and value. The ëkcono•screen includes fragrance blades which release a variety of pleasant fragrances; a proprietary anti-microbial feature, which keeps the urinal cleaner and eliminates E.Coli, Klebsiella and Staph from the surface of the screen; attractive translucent colors; and the power to last 30 days. The anti-microbial property of ëkcono•screen prevents odor-causing bacteria from developing. This reduces foul odors around the urinal. ëkcos innovations also plans to unveil two products during the 2011 ISSA/INTERCLEAN, held October 18-21 in Las Vegas, NV. “Our company provides products to improve hygiene in the men’s public restroom. This involves product development and manufacturing,” Ed Ramirez said. “We pride ourselves in having one of the most innovative think tanks in the cleaning industry. Our largest competitor is status quo, forcing us to innovate and develop products that customers will demand from distributors, and will have large acceptance in the market. “The biggest strength we have is our think tank and the members of that think tank. We will not release a product that does not work, and would rather lose money on R&D than to launch an inferior prod-
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uct. Our ability to create end-user demand is also key. We promote and advertise our products to help our distributors better generate leads.” According to ëkcos innovations Vice President of Operations and Co-Founder Guillermo Ramirez, the company’s customer base consists of strategic and innovative distributors who pride themselves on carrying premium products. “Our typical client wants to solve two common problems found in restrooms — cross-contamination at urinals and urine splatter. We are expanding our offering for the waterless urinal field within the next eight months. It’s important for us to innovate and to use new technology that solves problems which haven’t been solved before, while driving costs down for endusers,” Guillermo Ramirez said. “Our products are being sold globally as we also have distribution set up in Latin America and Europe, while working to enter the Asian-Pacific marketplace as well. We promote quite heavily in Latin America because this makes sense logistically.” The main distribution center for ëkcos innovations is located in Livermore, CA. The company ships products the same day for small orders, while skid-size orders normally require a three week lead time in order to drop ship directly from ëkcos innovations’ factory in Mexico. According to Ed Ramirez, ëkcos innovations has experienced 95 percent growth month-to-month since the launch of the company’s first product. “We anticipate sales to triple with the introduction of our low-cost ëkcono•screen,” Ed Ramirez said. “We also have two future products that will possibly take the company to 150 percent growth within the next two years.” ëkcos innovations is also involved with the “green” movement. Currently, all of its products are fully recyclable, and the company will announce future environmental plans within the next 12 months. “What ëkcos innovations is currently working on in this area is highly confidential at this time. Let's just say that we are very involved, and aware, of what being green means to many of our customers,” Ed Ramirez said. Contact: ëkcos innovations, 1001 Shannon Ct., Suite B, Livermore, CA 94550. Phone: 925-371-1277 x21 for Ed Ramirez / 925-371-1277 x24 for Guillermo Ramirez. Email: ed@ekcos.com / guillermo@ekcos.com. Website: www.ekcos.com.
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Polti Distribution Inc.: Ecological Vapour Cleaning
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he concept of “ecological vapour cleaning” is relatively new to the North American jan/san marketplace, but it has been well established and practiced in Europe since the early 1980s. In North America, this type of cleaning is available from Polti Distribution Inc., which has been growing its clientele on two fronts. The company has managed to enter the homes of thousands of families, allowing them to take advantage of the benefits that vapor technology provides by selling equipment through vacuum and appliance dealers. This focus has now
spread to the jan/san marketplace with growing success — both for Polti and its distribution partners. Polti Distribution offers the Vapore® Professional Ecological Vapour Cleaning System. This system uses dry vapor cleaning to eliminate bacteria and viruses and is also extremely effective against bed bugs, dust mites, lice and other microorganisms. The key ingredients are water and superheated vapor in a temperature range from 145°C and 160°C (293°F and 320°F). Pressure used in this system ranges between 82.5 psi to 97.5 psi. “We are able to kill bacteria and disinfect using only water — no detergents or chemicals. It’s done easily and quickly. Some of our models include suction capabilities,” Polti Distribution President Giuseppe Ruffolo said. “By not using soaps or chemicals, there is no residue left on the surface. This allows the surface to be cleaner as residue can attract dust and other dirt found in the area, whether it’s in a home or business. No residue means the surface stays cleaner much longer.” Polti Distribution has also expanded into offering other cleaning items for the jan/san industry. This includes floor scrubbers, commercial/industrial vacuum cleaners, wet and dry vacuums, and gum removal equipment. “We have expanded in the last three to four years by adding these new products for our commercial line,” Ruffolo said. “We are trying to be innovative at all times and bring in new technology.” The keystone to the company’s product line, however, has always been dry vapor technology, which Ruffolo said Polti introduced into North America in 1995. This type of cleaning should not be confused with steam machines, he added. “Steam is wet while vapor is dry due to the fact that vapor comes from high temperatures and pressure,” Ruffolo said. “Our system has been certified, tested and approved, both medically and scientifically, to destroy viruses and bacteria microorganisms. It can disinfect due to the high temperature that is used.”
Polti Distribution’s success with dry vapor technology has been on the ascending mode ever since its 1995 introduction into North America. “It was a struggle at first as we were introducing a new idea, product and technology when it came to cleaning in this market,” Ruffolo said. “There is now a lot more awareness to this method as more people know about us.” The Vapore® Professional Ecological Vapour Cleaning System from Polti Distribution is ideal for jan/san distributors wanting to open new revenue possibilities, he added. “This technology has been in existence in Europe for over 35 years. Our products are made in Italy, which is the country where this technology originated. Italy has a strong tradition when it comes to producing cleaning equipment,” he said. “We can offer a new revenue generator for the North American distributor pertaining to this technology, “For the end-user, it’s this same technology that enables them to thoroughly clean any surface, crevice and hard-to-reach area where bacteria proliferates. With our system, because of all the different tools and nozzles that are available, end-users can kill bacteria in all areas.” Ruffolo noted that today’s “superbugs” have developed an ability to fight off some types of disinfectants. They cannot defend themselves, however, against heat. “We are using extreme heat to clean the surface at a disinfecting level. The end-user can still apply a disinfectant on a surface that has been thoroughly cleaned by our system. This helps that disinfectant better adhere to the surface and enter crevices,” Ruffolo said. Among the end-user types that have benefited from the Vapore® Professional Ecological Vapour Cleaning System are those in the hospitality and medical fields, along with schools, day care centers, supermarkets, meat packing plants, bakeries, etc. This system also meets today’s standard for environmental friendliness. As Ruffolo states, “We use water as the primary ingredient. You cannot get any greener.” Headquartered in Montreal, Polti Distribution has established a strong presence in Canada over the years and has been expanding in the United States as well. Ruffolo said the company works with established distributors in several states and continues to seek new commercial business. Providing solid customer service has helped Polti Distribution maintain its growth. “We work very hard to make sure all of our customers are completely satisfied with the way we turn around products and provide assistance,” Ruffolo said. “We are always available for our customers — not only with technical support, but also by training their staffs. No one receives our equipment without being trained.”
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Contact: Polti Distribution Inc., Phone: 1-888-697-6584 or 1-514-733-2906. Email: info@vapore.ca. Website: www.vapore.ca.
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Janibell: A Sanitary Solution For Every Application Janibell Hands-Free Waste Disposal Solutions
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anibell offers a complete line of hands-free waste disposal items for the jan/san industry. From a hygienic touch-free solution for feminine hygiene products and hands-free advanced odor control diaper disposal to general waste, Janibell has a sanitary solution for nearly every application. After a decade-plus of retail and residential success, Janibell is now introducing its technology to the commercial market. The company has developed new commercial grade waste disposal solutions for a variety of applications, and is currently building a national commercial distribution network. “We are actively seeking new distribution partners to bring our unique product line to market,” Janibell President Bumkee Kim said. “Janibell is dedicated to making its products available through the distributors our customers have grown to trust and depend on for all of their custodial and janitorial needs. The convenience and cost savings that they will enjoy from purchasing through their distributor makes our mission to develop our partner network so important.”
full bags. Strong and stretch-resistant, Janibell bag liners are made with 20 percent recycled materials. “The continuous liner system is at the heart of what makes Janibell so unique. The advantages of this technol-
He added that Janibell products provide hygienic and sanitary hands-free waste disposal for end-users, service personnel and facility managers. “This involves all who have a concern for limiting exposure to the pathogens and odors related to waste disposal,” Kim said. “Distributors striving to bring new and innovative products to their customers that address these serious issues will find them with Janibell.” Finding Solutions To Old Problems he handling and disposal of waste is a primary source for bacteria and viral exposure. Open top or manual lid receptacles often contribute more to the problem than they solve. Janibell controls odors, minimizes exposure to waste and eliminates the need to handle the receptacle in order to dispose of trash with hygienic handsfree foot pedal or infrared activated solutions. Janibell’s products also feature a continuous liner system which allows the user to create different sizes of bags at any given time. There is no waste of bag material on less-than-
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Efficient And Safe Service ervice workers benefit greatly from the Janibell system. The continuous bag feature increases the speed and efficiency of waste removal. Also, by significantly minimizing contact with waste material, many serious occupational health and safety concerns are avoided. Facility managers looking for hygienic and hands-free waste disposal, for a variety of applications and environments, will find what they need in cost effective solutions from Janibell.
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Sanitary Safety Solution lood-borne pathogens and general restroom hygiene are major concerns for restroom patrons, service workers and facility managers. Feminine hygiene product disposal has one of the greatest potentials for bacThe Janibell line of hands-free waste disposal systems terial and viral transfer in restroom environments. Rather is manufactured by Sinclair Worldwide, Inc., than risk contact with potentially dangerous pathogens, restheadquartered in Ontario, CA. For more information, room patrons are often tempted to flush their hygiene prodvisit www.janibell.com or call 1-800-856-0332. ucts when touchless disposal is not available. Janibell’s PRIVÉ™ offers a safe alternative by providing hygienic touch-free operation. Even the most cautious service worker must face the open end of the traditional wax paper liner when emptying the contents. The Janibell PRIVÉ™ was designed specifically to address this exposure issue. “No other feminine napkin disposal solution provides the safety and convenience of the PRIVÉ™. It’s the only system that offers touchless operation for the user with an infrared disposal sensor that automatically opens and closes the waste collection door,” Kim said. “With its continuous bag liner system, the service worker never has to see, touch or smell the waste. Each section of the liner is closed, cut and sealed without the conPRIVÉ™ Hands Free Sanitary Napkin Disposal System. tents of the bag ever being exposed.”
B The Janibell hands-free hygenic waste disposal system.
D TM
ogy range from the aesthetics of eliminating bag overhang to create a clean and professional looking environment, to the occupational health and safety benefits of hygienic and sanitary waste removal,” Kim said. “This technology minimizes the exposure of waste contents to users and service personnel in an economical and environmentally friendly manner.” According to Kim, Janibell offers the only continuous liner that is both biodegradable and made with 20 percent recycled material. The benefits of using the Janibell liner continue even after disposal in a landfill. The liners also contain a deodorizing agent for superior odor protection. “We created and perfected the continuous liner technology and further advanced the application of that technology with innovative and industry leading receptacle designs that maximized the liner benefits,” Kim said. “Distributors and their sales representatives will have new and unique solutions to offer their customers as part of their value-added service.” Two examples of the company’s unique and innovative products are the PRIVÉ™ Hands Free Sanitary Napkin Disposal System and the M400D Commercial Diaper Disposal System.
The Diaper Disposal Dilemma iaper disposal at public changing stations or in pediatric health care and professional child care settings also presents significant sanitary and odor control challenges. Janibell’s M400D Commercial Diaper Disposal System is a large, 15-gallon receptacle that is specifically designed to meet these concerns. This Janibell solution offers a unique combination of convenience, performance and cost-effectiveness. With the largest capacity of any diaper disposal system available, according to the company, the M400D provides a less frequent service requirement and significant cost savings. This commercial grade receptacle features a double seal system, non-porous ABS construction and a continuous deodorizing agent. The double seal system that traps odors and airborne particles, begins with the exterior lid. The soft close lid is mounted with an interior hinge which eliminates wall contact during operation. The exterior lid is only open while pressure is being applied to the foot pedal and closes automatically. The interior lid operates a trap door that is only open for the fraction of a second that the diaper is passing through and automatically closes. Removing waste from the container is easy and completely sanitary. The M400D features the continuous bag liner system that eliminates the unpleasant job of removing and replacing traditional trash bags. As with the PRIVÉ™, each section of the liner in the M400D is closed, cut and sealed without the bag contents ever being exposed.
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Midlab, Inc.: Key Objectives, Manufacturing Expansion And Product Development
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anufacturing expansion and product development remain key objectives at Midlab, Inc., a company known as, “The No. 1 brand incubator of cleaning products.” Midlab manufactures over 600 high quality, custom blended formulas in powder, liquid and solid forms that provide a variety of packaging choices to meet every cleaning need. The company is currently expanding its manufacturing facility in Athens, TN, to better serve customers. The upgrade will add 100,000 square feet and allow Midlab to increase its production capabilities and open new possibilities for customers. “Midlab sells to distribution only and is No. 1 in the creation of private brands. End-users of our products would be any one who cleans educational, institutional, industrial and hospitality locations,” Midlab Chief Operating Officer Matthew J. Schenk said. The company’s Nattura® brand is designed to reduce both the human health dangers and environmental impact of cleaning. Midlab officials feel that becoming “green” is not a destination but a journey. Every little thing a distributor and end-user does to reduce the impact cleaning has on health and the environment is important. Nattura® products meet the tough standards that today’s end-users require with certifications in multiple categories. “Nattura® is also designed to make green certified products more affordable to both key distributors and their end-use customers,” Schenk said. “The Nattura® line incorporates certified options from Green Seal and EcoLogo and approved in partnership through DfE. Nattura® includes all phases of cleaning including packet-based products.” Nattura® is the brand choice for many universities, wholesome food grocers, restaurants and leading hospitality chains across the United States, according to the company. Midlab’s customers are distributors who focus on the janitorial/sanitary, foodservice, hospitality and industrial maintenance industries. Schenk added that Nattura® products play an important role in end-users achieving LEED™ certification with the United States Green Building Council. “Midlab has also added to its National Brand development of third party environmentally preferable certifications,” Schenk said. “We will help develop a logo, work with the third party certifying organization to obtain applications, fill out paperwork, and develop labels and literature to gain approval for a customer’s new environmentally preferable line.”
A History Of Providing Cleaning Solutions
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id-South Labs, established in 1981, was incorporated as Midlab in 1984 and later consolidated with Taylor Labs. Midlab’s products are available through select distribution. The company’s goal is to help distributors reach all markets while developing their own “National Brand.” Midlab’s growth is the direct result of the company’s distribution partners implementing National Brand chemical solutions that they (distributors) own. Midlab has become a worldwide leader in creating and growing these chemical product lines by providing more affordable, profitable and environmentally conscious choices for its partners, according to the company.
“We are currently developing more tools to help distributors train end-users on correct procedures and products for each job,” Schenk said. “Providing diversified and quality products and packaging, affordable pricing, knowledgeable field support and the ability to create and grow National Brands for our distributor partners have all led to Midlab’s success over the years. “Our company also continues to introduce new products and packaging concepts throughout the year. Many of these requests come from customers themselves who require special product formulations or packaging to meet their specs.” Midlab manufactures and provides personalized formulas, packaging, marketing, sales and growth support to a select number of key partner distributors nationwide. Partner-owned National Brands represent the next generation in private branding, as they compete very well against name brands. To complete and complement Midlab’s product offerings are a variety of dilution control programs and dispensing devices that are necessary to control and use concentrated formulations. Schenk said Midlab has enjoyed growth in the past year due to its umbrella of offerings and benefits such as its brand creation team, winning formulas, affordable pricing and on-the-street support. “Midlab looks forward to more growth by providing superior programs for its partners in the marketplace,” he added. The company markets it products and services through advertising, websites, a national sales force and trade show participation. Midlab’s Tennessee location is very near the intersection of I-40 and I-75, placing the company within a day’s trip from 80 percent of the U.S. population. Midlab has been manufacturing and growing its National Brands since the company’s beginning. The unique formulas cover every aspect of cleaning, from the everyday to highly specialized tasks. Packaging choices provided by the company open different markets for Midlab’s distributor partners. These choices include single packet, quart, gallon, pail, drum, tote, proprietary and non-proprietary dispensing systems. Midlab’s partners enjoy the highest value/performance ratio, winning them new business. With this new business being the lifeblood of every company, Midlab’s focus is evident in its long held promise: “We guarantee to grow your business.” Midlab’s regional managers provide street sales support, focusing on opening new business and finding new opportunities in existing accounts with a customer’s brand. Professional marketing and training aids give a customer’s sales force the confidence and tools necessary to increase sales and margins at the same time. While many people today are trying to do more with less, it becomes critical to better protect profit margins. The best way to do this is to provide a great solution — one that offers a distributor’s end-use customers value with products that no other distributor is offering, according to Midlab. Being able to customize a product offering for intended markets, creating niche opportunities with individualized approaches and having numerous marketing programs on hand not only make Midlab unique, but also simplifies a distributor’s success. Ownership of a distributor’s National Brand that enjoys customer loyalty greatly increases the value of that business. With Midlab as a partner, distributors are assured of having the most up-to-date formulations while keeping end-users “loving” the products that make cleaning a bit more enjoyable. Whether it is concern over H1NI or MRSA, going green to help save the environment or doing more with less — Midlab’s timely response and solutions help distributor partners grow even during uncertain economic times. Midlab remains committed to helping with the growth of its partners.
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For more information, contact Midlab, Inc., at 800-467-6294 or visit www.midlab.com or www.natturaproducts.com.
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From: von Drehle
it comes to to sustainability andand environmental WhenWhen it comes sustainability environmental responsibility,the thevon von Drehle Drehle Corporation - responsibility, Corporationleads leadsthe theway way and years. andhas hasbeen beenfor forover overthirty-seven thirty-seven years.
S The von Drehle Corporation has received Green SealTM &HUWL¿FDWLRQ IRU D YDULHW\ RI towel and tissue products.
The von Drehle Corporation is an Approved Supplier on the EPA’s Comprehensive Procurement Guidelines Supplier database
The von Drehle Corporation is an $OO\ 0HPEHU DQG Approved VHQGRU RI WKH “Green” Hotels Association
The von Drehle Corporation LV D SURXG 0HPEHU RI the U.S. Green Building Council
ince 1974, the von Drehle Corporation has been practicing environmentally sound production methods and has continued to ensure that the majority of their products are made from 100% recycled fiber and meet or exceed EPA guidelines for post consumer content. Having modern, efficient facilities and equipment allow von Drehle to produce high quality paper products consistently - and most importantly - responsibly.
von Drehle’s Paper Mill Each and every parent roll that is produced at their Cordova, NC, paper mill is made from 100% recycled fiber. In fact, the State of North Carolina has classified von Drehle’s facility as a “Recycling Center”. Not a single tree is harvested to supply von Drehle’s paper mill. To be able to use recycled fiber and post consumer waste, a deinking and cleaning process is required to remove inks, clays, and other impurities that would discolor or corrupt the finished product. Many facilities use harsh, hazardous chemicals in these processes – all of which create a multitude of environmental problems and concerns. von Drehle’s new $50M state-of-theart deinking and cleaning facility does not use any harsh chemicals. Recycled fiber is deinked and cleansed using extremely hot water and pressure. Furthermore, von Drehle recycles the water over and over, resulting in using less than a third of the industry’s standard. Many paper mills dump the leftover by-products in landfills. von Drehle however, has developed a program where they take this sludge and, with a fleet of von Drehle tractors, spread it out on large tracts of land, plow it into the soil, and grow cover crops. Not only does this improve the soil texture and its ability to hold moisture, it enables them to divert approximately 2,500 dump truck loads per year from the landfills. Furthermore, as the sludge breaks down, it provides nutrients to the soil.
“ I N T E G R I T Y I S O U R M O S T I M P O R T A N T A S S E T ” - von Drehle Corporation Circle 87
von Drehle’s Converting Energy audits have been conducted by engineering experts who reviewed lighting systems – both inside and out. By upgrading lighting systems to more energy-efficient and/or motion-activated systems, von Drehle has reduced energy consumption by well over $100,000 per year. All end cuts or “cookies” are collected and recycled. Balers were installed to compact the recycled materials. von Drehle tracks the waste percentage monthly in each facility and are consistently below industry averages. Parent roll cores are collected and returned to the mill to be used again, and recycled pallets are reused or repaired.
For additional information, contact: 612 Third Ave NE, Hickory, NC Toll Free: 800-438-3631 www.vondrehle.com
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The Ozone Specialists: Mother Nature’s Very Own Air Cleaner cube). At Yosemite Falls, there are over 100,000 negative ions per cubic centimeter,” Duffy said. “On the other hand, the level is far below 100 per cubic centimeter on the Los Angeles freeways during rush hour.” She further explained that negative ions cause microscopic particles (particulates) floating in a room, that often cause people to have allergic reactions, to clump together and fall to the floor where they can be vacuumed. This is due to an electrostatic Newaire HW500 charge between the negative ions and other air molecules and particles in what has the deodorizing effect Newaire Plugin Series II the air. Negative ionizers have been when the breeze blows through.” She added that ozone generation is a simple and clean used for years to help rid closed indoor environments of altechnology that helps naturally eliminate odors without the lergens floating in the air. “Our products are proven to be good alternatives to chemuse of harsh chemicals. “From the restroom to the garbage area and every room icals when it comes to indoor air quality. They are less exin between, this is the safest, most effective means of elim- pensive and less maintenance intensive, plus they do a better inating troublesome odors while improving air quality,” job,” Duffy said. Duffy said. “The bonus is that end-users will actually save Making A Difference money in the process. mong the various ozone-generated products provided “There are a lot of companies that indicate their products by The Ozone Specialists are the Newaire HW500, are natural and green. However, the way I look at it, if you Newaire Plugin Series II and the Newaire Auto II. bring a product in, such as a chemical, with the idea of im“One reason the Newaire HW500 unit has become so popproving air quality — once it’s used, it still remains. To me ular concerns its ease of maintenance — the fact it has a simthis is not natural.” With an ozone machine, she added, basically all that is ple, twice-a-year replacement cartridge. The Newaire Plugin being done is manipulating the indoor air by splitting oxy- Series II is using the same technology,” Duffy explained. “This is a great opportunity for distributors who are looking gen molecules. This process eliminates odors. High levels of ozone are necessary in most commercial for an added revenue generator such as can be found with reapplications, allowing the user to shock the area being placement cartridges.” The Newaire HW500 can be hard-wired to virtually any treated to eliminate odors quickly and completely. The larger Rainbowair and Queenaire models are ideal for these wall or ceiling 110-volt connection, while the Newaire Plugin types of applications. In a smaller room or areas that need Series II, like its name suggests, can be plugged into any stanongoing odor control, however, high levels of ozone can dard electrical outlet. It also comes with a security kit so the become an irritant. The Newaire line of products produce a product can be bolted to an electrical box. The Newaire Auto much lower level of ozone, which is II, meanwhile, can be plugged into any DC outlet in a vehicle. very safe. According to Duffy, the HW500 and Newaire Plugin Series “Our Newaire technology allows The Ozone Specialists’ Customers Comment people to treat smaller areas such as a II are ideal for such locations as restrooms, nursing home resrestroom, hotel lobby or office,” Duffy ident rooms, school and hotel rooms, offices and “first im“Our casino is a very busy place and the restrooms get a said. “The products we provide in- pression areas” — all while getting rid of odors 24 hours a day. grand workout. After we put in the Newaire units there has Building a strong relationship with jan/san distributors also crease the negative ion count in a been a delightful change in the odor. We have not had any room, which removes particulates. remains a central focus for The Ozone Specialists. Its districomplaints about odors from our guests, and the best result is This is done by creating a low level of bution base has helped the company spread the word about that our employees take such pride in how guests react to havthe true value of ozone-based products, and has opened many ozone such as found outdoors.” ing fresh restrooms for their use. I would encourage any busiIons are charged particles in the air doors to such venues as restaurants, casinos, grocery and conness that has a high volume area to use the Newaire units. that are formed in nature when enough venience stores. They make a difference.” “It’s a tough economy out there, and in response many of energy acts upon a molecule such as carLinda Starkebaum – Downstream Casino – Quapaw, OK bon dioxide, oxygen, water or nitrogen our distributors have been expanding their own customer to eject an electron from the molecule, base. Our products are great door openers,” Duffy said. “Once “I recently purchased four Newaire HW500 ozone machines leaving a positively charged ion, Duffy end-users see how well such items as the HW500 and for our four pet rooms. Before installing the units, even though explained. The displaced electron at- Newaire Plugin Series II work, they often want to know what taches itself to a nearby molecule, which else a particular distributor has available. the rooms were cleaned well, they still had an odor of “wet “Our products lend themselves very well to anybody who then becomes a negatively charged ion. dog” that was only masked by air fresheners and deodorizers. wants to do some cold calling and open new areas of revIt is the negative ion of oxygen that afSince the installation of the units, there is a significant imenue.” fects people the most. provement in these rooms. I’m now seriously thinking of inThe Ozone Specialists manufactures its products from the “Near a waterfall or high in the mounstalling them in the public restrooms and some of our former tains are two places that thousands of company’s modern facility located in upstate New York. smoking rooms that still carry a faint odor. I am so impressed Contact: The Ozone Specialists, negative ions can be found. They create with this product.” 9483 State Highway 37, Ogdensburg, NY 13669. an effect on human biochemistry. The Robin Hale - Executive Housekeeper Toll Free Phone: 1-877-646-9663; normal ion count in fresh country air is - Skamania Lodge – Stevenson, VA Toll Free Fax: 1-800-493-4550. 2,000 to 4,000 negative ions per cubic Website: www.theozonespecialists.com. centimeter (about the size of a sugar
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reen is today’s new gold when it comes to selling products within the jan/san industry. Every company seems to have environmentally friendly products to sell. Which of these products are truly green, actually work and are worth the investment are key questions many distributors and end-users are trying to answer. The Ozone Specialists offers a wide range of ozone-generated products under the brand names Newaire, Queenaire Technologies and Rainbowair Activators that improve inNewaire Auto II door air quality and meet the most stringent “green” qualifications. Ozone is often referred to as nature’s own purifier. It’s most evident at the seashore, near a waterfall, in a rain forest and after a thunderstorm. Ozone makes up approximately 20 percent of the air being breathed everyday, and has been used over the past century to purify water and eliminate a wide range of odors. Ozone is not used as a re-odorant, but rather totally destroys offending gases, reacting with contaminates in air, water, and on fabrics, walls and ceilings. And ozone is green. “What can be greener than Mother Nature’s very own air cleaner?” The Ozone Specialists President Susan Duffy asked. “One of the most difficult issues to deal with when creating a ‘green’ environment is that of improving indoor air quality. Lack of proper ventilation, low negative ion levels and odors all contribute to poor indoor air quality regardless of what type of industry is involved. “We can all relate to the idea of freshening our home, office and vehicle by opening the windows and letting fresh air blow through. This leaves the area smelling fresher and cleaner. What many people don’t realize is that the ozone being generated naturally in the air outdoors is
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Georgia-Pacific Professional’s Green By Design® Platform Helps Navigate Maintenance Managers Through Sustainable Purchasing Decisions
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hen it comes to selecting products for a facility, restaurant or plant, environmental benefits are playing an increasing role in what customers choose. However, businesses should be cautious about “green” claims from suppliers or marketers. The Federal Trade Commission has indicated this term, when used without some additional definition, could be misleading. For instance, many programs focus almost exclusively on the recycled content of products. But reducing product consumption can provide substantial benefits as well, and Georgia-Pacific Professional is a leader in developing usage-reducing systems. For example, Compact® Coreless Bath Tissue is a key product line that can reduce packaging by up to 95 percent versus standard bath tissue by eliminating cardboard cores, inner wraps and outer corrugate. Green by Design®
It’s more than just jumping on the “sustainable” bandwagon. It’s about customers understanding the steps toward environmental solutions for their facilities — and Georgia-Pacific Professional’s Green by Design® platform does just that. Created to help buyers clearly understand the environmental benefits of products to help them meet their sustainability needs, products marked Green by Design® align with the EPA’s 3 R Program of Reduce, Reuse and Recycle. To help guide purchasing decisions for facility managers, Georgia-Pacific Professional’s sustainability website (www.gppro.com/sustainability) is a resource for Green by Design® information and the company’s environmental guidelines, recognitions, commitments and achievements. The recently updated site outlines the company’s sustainability initiatives and makes it easy to learn facts about products. Plus, visitors can also learn about the numerous certifications Georgia-Pacific Professional and some of its products, have earned, including EcoLogo™ certification, Leadership in Energy and Environmental Design (LEED), Process Chlorine Free (PCF), 100 percent Recycled Fiber Verification and the Sustainable Forestry Initiative®, among others.
ing systems help reduce waste dramatically; • Reuse: Some of GeorgiaPacific Professional’s Brawny Industrial™ wipers are designed to be reusable, without sacrificing cleaning effectiveness. Additionally, Georgia-Pacific Professional finds innovative ways to reuse the by-products of the papermaking process for production and packaging; and, • Recycle: Georgia-Pacific Professional is one of the world’s largest producers and sellers of janitorial paper products that meets or exceeds the EPA’s guidelines for post-consumer recycled fiber content. In addition, its sister company, Georgia-Pacific Harmon, is the largest collector of recycled fiber in the United States and recovers more than six million tons of paper each year. More Than Just Products It’s not just about producing products that are environmentally conscious. It's a way of thinking and working that leads to products and practices that are environmentally and socially responsible as well as economically sound. Georgia-Pacific Professional constantly focuses on minimizing the impact of its manufacturing processes and how products are delivered to customers. As a part of this initiative, Georgia-Pacific Professional joined with the EPA’s Smartway Transport Partnership, designed to reduce vehicle emissions and fuel use in product delivery. Georgia-Pacific Professional has also received EcoLogo™ certification on a broad selection of the company’s tissue, towel, napkin and wiper products. This designation by the EcoLogo Program, a third-party environmental certification organization, is another building block in Georgia-Pacific Professional’s Green By Design® program.
Products That Do More Every customer has specific needs when it comes to choosing products, and environmental benefits are playing an increasing role in what they choose. Georgia-Pacific Professional’s Green by Design®-marked products and dispensing systems match well with the Reduce-Reuse-Recycle focus: • Reduce: Dispensers – from enMotion® towel dispensers to Compact® tissue dispensers, these portion-controlled dispens-
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For more information about Green by Design®, call 1-866-HELLO GP (435-5647) or visit www.gppro.com. By Dan Silk, vice president – sustainability Georgia-Pacific Professional www.gppro.com 1-866-Hello GP
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From Enviro-Solutions
Plans Underway For New Video On Direction Of Green Cleaning Mark Warner, who has prepared scores of training videos for jan/san distributors, says plans are underway for a new video discussing the history and future of the Green movement, Green cleaning, and sustainability. Warner, who is director of training for Enviro-Solutions and president of the Low Moisture Carpet Cleaning Association, says we can expect a number of "twists and turns" in the Green and sustainable movement in the next few years. The goal of the new video is to "provide a heads-up" for jan/san distributors, so they have an idea of what's in store. According to Warner, some of the items he plans to cover in the video include the following: • The first wave of the Green movement occurred in the 1960s and 1970s: "End-customers were looking for products that 'do less harm'; this is going to shift to selecting products that 'do more good;’" • Through the early 1990s, companies did not connect sustainability with core business values: "In the future sustainability will be part of a company's DNA. ... It will help define who and what [a company is];" and, • Why bio-based, renewable ingredients such as corn and soy will make up a far larger share of future Green cleaning "chem-
ical" offerings. "And one of the biggest changes is that sustainability will evolve into reMark Warner, storability," says Director of Training Warner. for "Astute organiEnviro-Solutions zations will find they can make money by restoring ecosystems to pre-industrial conditions. In essence, a new industry will be born." According to Mike Sawchuk, vice president of Enviro-Solutions, Warner has a "proven knack for deciphering trends and changes. Enviro-Solutions is a leading manufacturer of Proven Green, environmentally preferable cleaning products. An ISO9001 certified company, Enviro-Solutions was established in 1994 with the goals of developing and marketing a superior line of environmentally preferable cleaning products and solutions. Using advanced technology, the company manufactures products that offer proven safety, health, and environment benefits without sacrificing product performance and are competitively in price.
Zephyr Introduces Green+Pro™ Environmentally Friendly Cleaning Products Zephyr’s line of Green+Pro™ products com- half the weight of other yarns after laundering. bines its quality manufacturing and the added The company is particularly proud that the yarn is manufactured using renewable energy, minibenefit of environmentally friendly materials. mizing the impact from Zephyr company offimanufacturing. cials understand that saving resources helps the Zephyr’s Green+Pro™ environment and aids the dust mops are manufacoverall economy. Zephyr tured using certified recyoffers new products that cled fiber Greentex yarn are made from a combinafrom the post consumer tion of recycled and renewwaste stream and the backable materials. The Zephyr ing is also made from 100 percent post consumer Green+Pro™ Program ofwaste. The PET polyester fers cleaning tools made construction provides supefrom recycled plastic bottles Circle No. 84 rior abrasion resistance with that are overflowing our the added benefit of lasting longer. landfills. It can be laundered repeatedly and is 90 perThe Green+Pro™ loop mops contain yarn that is made with certified recycled fibers from cent dry after only a spin cycle in the washer. PET plastic bottles plus recycled rayon and For those companies that want to minimize polyester from the post consumer waste stream. their environmental impact, the Zephyr In addition to this, they absorb 4.5 times their Green+Pro™ Program is the perfect solution. weight, last longer, lint less, and lose less than Visit www.zephyrmfg.com.
Proudly Made in the USA
Wausau Paper Announces Tissue Expansion Plans Wausau Paper’s Board of Directors has approved plans to expand the company’s towel and tissue production capabilities in response to growing demand for its “green” products. The project includes a 220 inch Voith ATMOS technology paper machine capable of producing 75,000 tons per year of premium towel and tissue products from 100 percent recycled fiber. The new machine will be located at the company’s converting facility in Harrodsburg, KY, with construction scheduled to begin this summer and startup expected in the first quarter of 2013. Total cost associated with the project is approximately $220 million and includes building construction, the new paper machine, converting line enhancements and project-related expenses. The project received incentive commitments of approximately $7 million from the Kentucky Economic Development Finance Authority. The company expects to fund the project primarily from future cash flow from operations and available credit from its established $300 million borrowing base. Once operational, employment at the Harrodsburg site is expected to increase by up to 76 full-time positions. Commenting on the expansion, Thomas J. Howatt, president and CEO said, “This investment will further extend our ‘green’ leadership position in the away-from-home towel
and tissue market. The new machine will provide the capability to produce products at a quality level that is comparable to the best virgin-fiber products on the market today.” Howatt added, “Our Tissue segment has been our best performing business over the last decade and this investment will serve to accelerate its growth and profitability.” Under its Bay West master brand, Wausau Paper was first to market a broad line of Green Seal™-certified products. Since their introduction in 2003, Green Seal™-certified products have grown to more than half of the company’s total towel and tissue volume. Consistent with the company’s strategy to increase the size of its Tissue business, the company says this investment is the cornerstone of the Tissue segment’s plan to double revenue and operating profit over the next five to seven years. Wausau Paper produces and markets specialty papers for industrial, commercial and consumer end markets as well as a complete line of away-from-home towel and tissue products. The company is headquartered in Mosinee, WI, and is listed on the NYSE under the symbol WPP. To learn more about Wausau Paper, visit www.wausaupaper.com.
p ro f e s s i o n a l s e r i e s ®
M A N U F A C T U R I N G
I N C .
t: 888-711-8011 t: 323-936-3566 f: 323-936-3567 w: delamo-mfg.com e: delamo@delamo-mfg.com 7171 Telegraph Road Montebello, CA 90640 USA
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SCA Tissue Celebrates 10 Years Of Sustainable Stewardship In North America Company Inspires Others To Take Steps Toward Lighter Environmental Footprints
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his year, SCA Tissue North America, makers of away-from-home paper products, proudly celebrates its 10th anniversary with a recycling milestone. In the last decade, the company has used 12 billion pounds of recycled paper, equivalent to the weight of 1.5 million elephants, to produce the Tork® brand of towels, tissue and napkins. To further lower its environmental footprint, SCA has set out to achieve a 20 percent reduction in carbon dioxide emissions by 2020 and is already a quarter of the way there. In North America, efforts have included the installation of wind turbines and solar panels in the company’s Service Excellence Center in Neenah, WI, and the company looks to bring these and other environmentallyconscious initiatives to various sites in the near future. Since its inception in Sweden in 1929, SCA’s vision has focused on conducting better business with the highest environmental and ethical standards. And that vision today remains. SCA was recently named one of the world’s most ethical companies for the fourth consecutive year by the Ethisphere Institute — recognizing companies that go beyond making statements about doing business “ethically” and actually translate those words into action. Of the 110 companies selected from thousands, SCA was the only maker of tissue products included on the list. This is just one of the many accolades SCA has received over the past few years. “We support our customers in their sustainable initiatives and cost objectives through product innovation,” said John Drengler, vice president, product and marketing. “SCA continuously innovates to produce quality systems that provide one-at-a-time dispensing, designed to reduce both cost and waste.” In addition to supporting a business’s bottom line and helping avoid supply waste, SCA’s Tork brand products and solutions are certified by EcoLogo and Green Seal, the premiere eco-labeling programs in North America. As the largest away-fromhome brand to offer products with both certifications, Tork makes it easy for organizations to take steps toward a sustainable business model and a lighter environmental footprint. Tork products are available to manage completely touch-free washrooms with environmentally preferred towels, tissue and soap; and can help secure environmental accreditations, such as the LEED for Existing Buildings: Operations and Maintenance certification. Leading by example, SCA looks to inspire others through its support of educational initiatives that highlight the benefits of green and clean living and business practices, ultimately contributing to healthy people and a healthy planet.
Inspiring Hygiene And Sustainability Reinforcing the importance of education for both consumers and businesses, SCA launched the Tork Green Hygiene Council™ (TGHC) in 2009 to assist in its ongoing commitment to providing hygienic and environmentally responsible away-from-home washroom solutions. Comprised of top professional and academic authorities, the TGHC offers holistic and trusted perspectives on how businesses can create sustainable and healthy work and home environments via their website and blog. The council is also featured frequently in the media, discussing how sustainability and hygiene go hand-in-hand, and engages with online influencers through Facebook and Twitter.
2011 Tork Report:
Healthy People, Healthy Planet
In addition to spreading the word on green and clean practices, the TGHC works with SCA to provide helpful tools for customers looking to conduct better business. This past year, TGHC members helped SCA develop a survey of 2,200 American adults and 1,000 business professionals aimed at uncovering perspectives on sustainability and hygiene topics. Results from the survey, conducted by Harris Interactive, as well as commentary from the TGHC members are featured in this year’s second annual Tork Report: Healthy People, Healthy Planet. “Consumers trust companies that prioritize their ecological imprint and the health of their customers and employees, contributing to the importance of green and clean practices for the bottom line of any business,” said Mike Kapalko, sustainability marketing manager, SCA Tissue. “Results highlighted in this year’s report provide a better understanding of the role sustainability and hygiene practices can play in the success of a business, and how organizations can achieve this success.” Following are key insights from this year’s report, providing a closer look at perspectives regarding sustainability. Sustainable Businesses Are Important To Customers Consumers are becoming more aware of the green standards of the companies they patronize. This awareness is affecting brand perception, visitation and purchase habits. Survey results showed that: • 61 percent of American adults indicate that a company’s green practices would make them more likely to visit the establishment or buy its product; Circle 83
• 57 percent of American adults appreciate companies sharing their green practices and environmental issues; • 40 percent of American adults have noticed additional green efforts from local businesses; and, • 81 percent of American adults are familiar with at least one environmental certification, including ENERGY STAR, Certified Organic, Green Seal®, EcoLogo™ and LEED®. Businesses And Consumers Are Moving Toward Better Living Together Businesses and the customers they serve are moving together to live cleaner, greener lives. Survey results showed that: • 77 percent of American adults have made changes in their lifestyle to be greener over the past year; • 59 percent of business professionals indicate that they have started to make small changes to become greener when making lifestyle or business decisions; and, • 30 percent of businesses currently have a sustainability plan in place, and 8 percent are currently putting one into place. These results support the fact that green and clean are no longer just buzz words. Incorporating proper sustainability practices into any business model showcases dedication to improving environmental footprints and can have a big impact on consumer appeal. For more information and tips on how sustainability and hygiene efforts can be implemented into your business, access the comprehensive Tork Report at www.TorkGreenHygieneCouncil.com.
Article provided by SCA Tissue. For more information, visit www.TorkUSA.com.
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Enviromentally Preferred Products From Spartan Chemical The Clothesline FRESH™ Line Of Laundry Products Expands With DfE Labeled Products Spartan Chemical Company, Inc. has announced the immediate availability of two new Environmentally Preferred laundry products:
Laundry Detergent 13. All three of these Environmentally Preferred laundry products are available in a case of four gallons, five gallon pails, 15 gallon drums and 55 gallon drums. The DfE label means the products were formulated in partnership with the Environmental Protection Agency’s Design for the Environment Program. Clothesline Fresh Laundry can be used by anyone who desires quality, environmentally preferable laundry products that excel in most types of water conditions. Clothesline Fresh Laundry contains new surfactant technology and biodegradable water softeners not found in other formulations. Spartan Introduces New Bulk Liquid Hand Soap Dispenser
Circle No. 82 Clothesline Fresh Detergent EP 18 and Clothesline Fresh Softener EP 19. Spartan also added the DfE label to Clothesline Fresh No Dye-No Fragrance
Spartan has introduced a new bulk fill liquid hand soap dispenser. This new dispenser is easy to clean, easy to fill, and the screw cap provides a closed environment to prevent cross-contamination. Use
ACS Industries’ Scour Pro® Cleans Corners Scrubble® Products Division of ACS Industries, Inc., a leading producer of hand pads, floor pads, mops, brooms, brushes, steel wool and Screen disks introduces Scour Pro® for corner cleaning. This patent pending corner cleaning tool is a lightweight powerful orbital action sander that utilizes a series of pads to achieve desired results; black
Circle No. 81 with Spartan’s bulk liquid hand soaps: Antiseptic Hand Cleaner; E2 Hand Wash & Sanitizer; Goin’ Home; Lotionized Liquid; PearLux®; and Spa Body Shampoo The new Bulk Liquid Dispenser features include: Screw on/off cap = closed environment; 1000 mL removable reservoir; Site window displays product level; Made with tough ABS plastic; Replaceable pump/tank; Removable key lock Spartan Chemical Company, Inc., with corporate headquarters, manufacturing and distribution facilities in Maumee, OH, is an international manufacturer of chemical specialty maintenance products.
Circle No. 83 pad for stripping, maroon pad for general purpose cleaning and white pad for polishing. Screens are used for sanding wood floor corners. Lithium-ion battery is rechargeable and comes with the accompanied docking station. Hook and loop fastening system allows for easy pad changes. For more information, call 800-2222880 or visit www.scrubble.com.
To find your local distributor, learn more about products, or see what’s new, go to www.spartanchemical.com.
NEW OFFERING METAL OPEN FACE LOBBY PAN W/LOBBY BROOM ALL COMPONENTS ARE MADE IN USA LOBBY PAN PACK 12 PER CASE ITEM NO. 335 LOBBY BROOM PACK 12 PER CASE ITEM NO. 336 LOBBY PAN & BROOM SET PACK 6 SETS PER CASE ITEM NO. 337 COLORS AVAILABLE RED BLUE GREEN
LOBBY PAN IS 20 GAUGE METAL 28 INCH HANDLES Phone Number: Fax Number: e-mail address: website: P.O. Box 17082
1-800-992-0181 316-267-2930 gscjansplymfr@juno.com giftsalescompany.net Wichita, KS 67217
See Us At ISSA Las Vegas Booth #1698
Circle 4
Circle 18
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Baumgartens Conserve™ Cleaning Tablets Support Environmental Practices The cleaning industry can make a difference in sustainability and support environmental practices by impacting the supply chain.
Circle No. 75 Baumgartens says that their Conserve™ Cleaning Tablets redefine how the cleaning industry purchases, stores, mixes and uses spray cleaners. Compared to concentrated liquid cleaners, Conserve Cleaning Tablets come in boxes of 12 to make 12 full bottles of cleaning solution equaling three gallons of cleaner. By adding plain water, each tablet makes 32 ounces of cleaner. The company says the system provides many advantages for the cleaning crew, space and cost efficiencies. Where closet space is a premium, the tablets take up a fraction of the space liquid cleaners do, and they are very lightweight. For example, Hartsfield Airport in Atlanta has a supply closet in one wing of the airport. Carting or carrying multiple heavy liquids is inefficient and returning to the supply closet also wastes time. Alternatively with tablets, it
is possible to load a cart or carry multiple tablet refills and there is no complex mixing or dosing involved. When there is employee turnover, no time is lost to training as mixing is as simple as dropping an Alka-Seltzer™ like tablet into a glass of water. Environmental benefits come with logistical efficiencies. Estimates show that transporting one truckload of the 12-tablet boxes would be equivalent to 78 truckloads of hundreds of ready to use cleaner. Think of the decrease in the wear and tear on roads and savings in manpower and time. Customers should consider zero hazmat spillage. Now multiply this in terms of the scope of transporting liquids versus tablets all over the United States. Why not tablets for all types of cleaners? Baumgartens is a woman-owned family business supplying products to the school, home, office and janitorial/sanitation market. Its environmental program, business paradigms, flexible programs and awardwinning customer service are leaders in the office supply industry. The company supports American Forests® Global ReLeaf initiative, planting thousands of trees and offsetting hundreds of thousands of pounds of harmful greenhouse gasses. They plan to be 100 percent carbon-neutral by 2015. Visit www.baumgartens.com and www.conservebrand.com for more information.
Stay In Touch With MSN.
Cascades Tissue Group Introduces New Dispensing And Paper Napkin System Cascades Tissue Group announces the ing, promotional offers and information on upcoming launch of ServOneTM, a new dis- new menus. Two types of dispensers are pensing and paper napkin system that bet- available, one for counters that can also be mounted on walls, ter controls the and a second, more quantity of napkins compact, that can be taken by patrons, placed on tabletops. thus reducing costs Napkins are also offor restaurant owners fered as a single and paper waste. pack format, in an The ServOne disinnovative packagpenser, when coming that can double bined with the new as a dispenser. Cascades® interfold napkin, releases only Made of 100 one napkin at a time, percent recycled allowing for a 25 perfiber, Cascades for cent reduction in napServOne napkins are kin usage. This paper interfolded, which consumption reducmeans that they are Circle No. 76 tion is also an imporfolded inside one tant environmental issue that will be another. Napkins are available in white and appreciated by the food service industry Moka® color. The ServOne dispenser and and clients alike. And because napkins are Cascades napkins will be available starting only touched by the user, this system is also July 2011. www.cascades.com/tissuegroup/afh a more hygienic option for customers. 1-800-246-0711 (US) or The ServOne dispenser’s window dis1-800-361-4070 (CAN) play can be used to communicate advertis-
Pro-Link Welcomes New Members EC Supplies, based in Hialeah, FL, and Hat City Paper & Supply in Danbury, CT, recently joined Pro-Link, a jan-san marketing and buying group based in Canton, MA. Pro-Link’s industry expertise and knowledge were contributing factors in the new members’ decision to join. Also joining Pro-Link is Vasco Brands Inc. of Elmira, NY. Providing janitorial sup-
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plies in upstate New York and northern Pennsylvania for over 95 years, Vasco Brands saw a strong partnership with ProLink and were particularly interested in ProLink’s overall strategic account initiatives. “These well-established distributors view us as their partner in business,” says Paul Lemieux, Pro-Link’s CEO. “They see ProLink as a strategic partner, providing industry leading programs, such as our Green Cleaning and BSC Resource programs, as a key to their success.” Brian Slack, vice president of sales for Pro-Link welcomes the new members and says, “They help strengthen our distributor network and when new members join, it confirms for us that our services and programs really do bring value to jan/san distributors.” Visit www.prolinkhq.com for more information.
Zephyr Announces SorbUp™ Wet Mop Zephyr Manufacturing has announced the addition of the SorbUp™ Wet Mop to its already extensive line of cleaning products. The SorbUp™ mop has an unchallenged 700 percent absorbency perfect for use in spill cleanup. In addition, it has a 40 percent release rate, allowing users to clean large spills quickly and easily. It is made from 100 percent post-industrial recycled material and does not require a break-in period. The nonwoven material is perfect for cleaning up anything from water to oil. Because it is less expensive than a comparable cotton mop, the SorbUp™, according to Zephyr, is truly a disposable wet mop. Visit www.zephyrmfg.com for more information.
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From DDI System Winans-McShane: A New Business System And Warehouse Automation - Integration That Delivers For over 100 years, Winans-McShane in East Brunswick, NJ, has been a leader in commercial and industrial supply distribution. With a single location, 15 delivery trucks and over 120 out-going orders per day, WinansMcShane understands the distribution business and what it takes to succeed. DDI System’s Positive Effect Eight months ago, they converted to DDI System’s inform software and added DDI’s Warehouse Management System (WMS) to integrate their business. At the time, Mark Rogers (vice president), Alan Sklar (information technology manager) and Donna Mazuco (accounting manager) did not realize what a positive impact the WMS integration would make. The manual process they had been using for years was labor and paper intensive. The challenge was understanding the whole WMS concept. Mazuco says, “Once we understood what everything was programmed to do then it made a lot of sense for our entire team. Now that everyone is used to the system, our ware-
house runs very smoothly.” According to the company, they have seen many benefits throughout different departments of their organization. Sklar adds, “The system is never down. I’ve only had to reboot once, which is very impressive.” The improvement they are most excited about is the physical inventory counts. According to Rogers, “Being able to do inventory more efficiently has been a huge time saver. Today, physical bin counts are done by 2 people during off-time and completed within a week. Prior to DDI’s WMS, we had to completely shut down our shipping department and everyone had to do physical inventory for 2 full days. We now can continue with our daily cycle counting and can complete the entire warehouse on a quarterly basis. We also have a goal in place to eliminate the year end inventory based on the accuracy of DDI System’s warehouse management system.” Suggestions For Transitions In the end, Roger’s suggestion for other
GKR Industries Offers The Hardliner
Streamlined workflows, paperless operations, a comprehensive warehouse management solution and the elimination of manual processes have made DDI’s inform software the complete business solution for Winans-McShane.
Circle No. 79
Diamond Chemical Holds Laundry Group National Sales Meeting Diamond Chemical Company, Inc. of East Rutherford, NJ, a leading supplier of washroom chemicals, held its Laundry Group National Sales Meeting recently. Training was given on Diamond’s new ALIS™ Vision System as well as other technical and sales related topics. Diamond Chemical is a developer, manufacturer and supplier of high quality products, systems and services to meet the changing needs of textile rental, institutional and hospitality laundries. For further information, call 1-800-OK-4-SOAP or visit www.DIAMONDCHEM.COM.
RDA Advantage, a large North American alliance of independent wholesalers, has launched its new company website, at www.rdaadvantage.com. According to the company, the newly designed website offers improvements to appearance, but also ease of site navigation, as well as accessibility to each of the 17 independently owned members of RDA Advantage.
Circle No. 78 companies integrating DDI System’s warehouse management system from scratch is to be patient and find what workflow is suited best to their company culture. For those companies that already have some sort of system in place, the system transition will be very easy. Once Winans-McShane became comfortable with the process, they were happy with their decision integrating DDI’s inform software and warehouse management system.
Cascades Tissue Group Recognizes 23 Clients And Distributors
The Hardliner, from GKR Industries, is a disposable hard hat liner that will assist in preventing diseases of the hair and scalp. It will also save time and money cleaning and sanitizing the hat. The liners are available in two types — regular and flame resistant. Call 1-800-526-7879 for more information.
RDA Advantage Announces Launch Of New Website
Cascades Tissue Group acknowledges 23 clients and distributors who, by purchasing almost a million cases of tissue paper made of 100 percent recycled fiber, have contributed to saving 580,684,397 litres of water, the equivalent of 232 Olympic-sized swimming pools. In recognition of their contribution to water conservation, they receive an honorary plaque and a copy of Cascades’ Sustainable Development Plan. Last year, the quantity of uncut trees was used to measure the environmental contribution of large buyers of tissue paper in the Away-from-home division. “Cascades Tissue Group attaches as much importance as ever to the number of trees we avoid cutting by using recycled fiber but we also know that water management is an important issue for businesses,” Suzanne Blanchet, Cascades president/ CEO said. In 2010, Cascades used an average of 9.7 m3 of water per metric tonne of manufactured paper, an amount that is six times less than the Canadian paper industry average of 60 m3. “Water management is one of Cascades’ main environmental preoccupations. Our processes and practices are constantly reviewed to reduce water used during product manufacturing,” added Blanchet. Cascades aims to reduce even more its water consumption in the next two years. This objective and 17 other key performance indicators have been included in its 2010-2012 Sustainable Development Plan that was officially launched on Earth Day.
Detailed information regarding RDAAdvantage and the 17 member companies can be found on the site, along with marketing tools such as brochures, Material Safety Data Sheets, and industry events. For additional information or questions regarding the new website, contact Carly Kroesche at 303-794-2400, or carly@rdaadvantage.com.
Franklin UHS Combo Cleaner/ Maintainer Franklin UHS Combo Cleaner/Maintainer is a labor saving product, designed for daily use on resilient and hard floor surfaces. According to the company, the product revitalizes the finish, builds gloss and reduces labor cost by eliminating the use of Circle No. 80 multiple products and additional maintenance steps. UHS Combo Cleaner/Maintainer restores flexibility to the finish, allowing it to respond to burnishing, resulting in improved performance and a “just finished” appearance. UHS Combo Cleaner/Maintainer reduces the frequency of stripping and scrub/recoating saving significant time and labor. It cleans and maintains the floor finish without trapping dirt, which can build up and discolor the floor finish. It also leaves behind a fresh, clean fragrance. 800-848-4901
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ACS Industries, Inc. Continued From Page 42
Brand Champion, Great Western Supply (Colin Carney with Mike Nelson)
Distributor of the Year, SouthEast LINK accepted by Phil Consolino (with Brian Slack)
Supplier of the Year, Pitt Plastics (Mike Nelson, VP Marketing Pro-Link with Mark Prosser)
Pro-Link Annual Meeting And Awards Pro-Link, a leading jan/san-focused buying and marketing group, recently completed its annual meeting in Lexington, KY. Brent Grover, of Evergreen Consulting, was the guest speaker, discussing with distributors how to establish a strong pricing foundation through customer profitability analysis. A new award recognizing Distributor-Members for outstanding support of Pro-Link’s Strategic Accounts initiative was introduced this year by Brian Slack, VP of Sales at ProLink. Bell Janitorial of Salt Lake City, UT, Casey EMI of Foxboro, MA, and Pur-O-Zone of Lawrence, KS, were lauded for their support of existing accounts, as well as for their bringing on new strategic accounts for the group – customers that they alone could not service based on locations, but that fit Pro-Link’s distributor network well. Great Western Supply of Davenport, IA, received ProLink’s Brand Champion Award for their strong commitment and support of the Pro-Link brand. Colin Carney accepted the award from Mike Nelson, VP of Marketing at Pro-Link. Pro-Link also honored members and suppliers that have excelled in sales or in providing assistance and support to the group.This year’s award winners by category are: • Distributor of the Year was awarded to Phil Consolino, SouthEast Link, Atlanta, GA (pictured with Brian Slack); • Supplier of the Year to Mark Prosser, Pitt Plastics, Pitts-
burg, KS (pictured with Mike Nelson); • Distributor Link Award was presented to Tom Hill, KSS Enterprises, Kalamazoo, MI; • Supplier Link Award went to Scott Andersen, The Andersen Company, Dalton, GA; and • Regional Manager of the Year: Michael Kauffman, Atlanta, GA. Special honors were given to distributors who have been part of the Pro-Link for 25 years. Paul Lemieux, President of Pro-Link, presented the awards to the following distinguished members: ABC Corporation – Waipahu, HI; Baxter Sales – Longview, TX; Carefree Janitorial – Bossier City, LA; Clean Innovations – Columbus, OH; Janitors Supply – Erie, PA; Lawton Brothers – Orlando, FL; and Wagner Supply – Odessa, TX Lemieux also honored other Pro-Link distributors that have been members of the group for 5, 10, 15 and 20 years. Pro-Link, Inc., which was founded in 1984, is a national full-service janitorial supply, marketing, and buying organization. Based in Canton, MA, this jan/san-focused organization currently has more than 70 members and over 100 distribution points throughout the United States. Pro-Link has developed a program for national accounts allowing for centralized procurement, online ordering, and advanced reporting, all supported by fast delivery and service. Visit www.prolinkhq.com.
Spartan Chemical Celebrates 55 Years Spartan Chemical Company, Inc. celebrated its 55th anniversary on May 10, 2011. The vision of Spartan’s entrepreneurial founder, E.T. Swigart, Jr., and Spartan’s pledge to high quality continue today through the hands-on leadership of Stephen H. Swigart, president and chairman of the board and John Swigart, executive vice president. That vision is echoed by over 250 dedicated personnel who are empowered to service customers’ needs; by industry recognized Regional Managers; and by successful and enviable partnerships with over 550 selectively appointed distributors located throughout the United States. The company has a brand line of chemical specialty maintenance products; state-of-the-art laboratory facilities; interactive end-user training programs; and proven CompuClean® Custodial Maintenance Management Software.
The firm’s physical plant continues to evolve with recent additions. It now has over 577,000 sq.ft. of clean, well-maintained manufacturing facilities on 133 acres in Maumee, OH. This year they are breaking ground on a 100,000 square foot expansion project. Since 1956, the company’s commitment to research and development has created technologies, products and services to serve the ever-changing needs of the industrial, institutional and commercial consumer. Their chemical specialty maintenance products include lines such as industrial cleaners, disinfectants, skin care, food processing, warewash, wipes and floor care products. Additionally, Spartan supports sustainability with a mix of sustainable products including Clean by Peroxy®, Green Solutions®, Consume® Nature’s Way, BioRenewables®, and Clothesline Fresh Laundry Care.
upon the environment. “At the plant level, ACS Industries uses state-ofthe-art high-efficiency manufacturing lines for nonwoven production that dramatically increase output and efficiency while reducing waste. These lines utilize industry-leading environmental controls and closed-loop air systems,” Beaudette said. “Lastly, we all understand how precious clean water is to everyone. ACS Industries has had its own in-house water treatment facility for many years. This facility has been upgraded with technologically-advanced monitoring and treatment methods.” Another area of importance for ACS Industries relates to the minimization or elimination of bacteria and other unhealthy conditions in various types of facilities. This includes schools, restaurants, hospitals, retail or any other place where people congregate on a daily basis. ACS Industries received its patent on MEAN GREEN™ Antimicrobial Hand Pads in 2002. These pads are treated to inhibit the growth of odor-causing bacteria, fungus, mold and mildew in the pad and will not wash out. ACS utilizes this process in almost every pad it makes. “We believe the industry will choose an antimicrobial-type pad versus a conventional pad 9 out of 10 times,” Beaudette said. Growth In The Forecast elivering on performance remains a key driver in the overall success of ACS Industries. To help, the company moved into a new central distribution warehouse a couple of years ago. It’s located in Laredo, TX. “This is a modern, state-of-the-art facility where all of our Scrubble® Products are fully stocked. We usually ship by the third day after an order is received. It’s then on its way complete to the customer,” Beaudette said. “This is not easy when considering our diverse product line. It takes investment, commitment and execution. An average 20 to 30 line item order is received complete and on time at a customer’s location over 99 percent of the time.” He added that ACS Industries has enjoyed positive business growth over the past several years despite overall national and global economic struggles. “We have had strong single digit growth in most categories. I feel a greater number of potential customers are interested in ACS for the total value we offer. We expect this to continue in 2011,” Beaudette said. “What helps separate ACS Industries from many manufacturers is our commitment to product innovation. ACS holds patents on many products developed over the years. We are constantly trying to think ‘outside the box.’ “A good example would be our Octagon Floor Pads. ACS Industries was not the first company to think of a shaped floor pad for a round machine. However, we became dedicated to determining what best shape would achieve the highest result while utilizing conventional equipment.” He added that the company’s Octagon Floor Pads are considered “industry-leading.” “We have distributors who have (discontinued) their round pads and only sell octagon. These are innovative, high performance pads resulting from ‘out of the box’ thinking,” Beaudette said. Contact: ACS Industries, Inc., Scrubble® Products Division, One New England Way, Lincoln, RI 02865. Phone: 800-343-2257. Website: www.acsindustries.com; www.scrubble.com.
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How Should Distributors Use Ingredient Disclosure?
von Drehle Corp. Receives Award
make up a high percentage of whether an ingredient is proprietary: the formula, but if all are below • The extent to which the identity of the the required 1 percent and the ingredient is known outside the manufacOn Sept. 23, 2009, U.S. Sen. NISSCO, a group purchasing organiza0.1 percent thresholds, they turer’s business; Al Franken, D-MN, introduced tion for the janitorial supply industry, need not be included on the • The extent to which the identity of the named the von Drehle Corporation as the a bill in Congress, the HouseMSDS. Also, while guidelines ingredient is known by employees and oth- “2010 Supplier of the Year” for its outhold Product Labeling and Disare given, there is no necessary ers involved in the manufacturer’s business; standing support and service. closure Act, which would have auditing required, meaning that • The extent of measures taken by the required manufacturers of The award was presented at their annual some MSDSs may not be accu- manufacturer to guard the secrecy of the in- Buying Conference in Bonita Springs, FL. household cleaning products to rate. formation; list all the key ingredients in The NISSCO Group is one of North Mike Sawchuk has Possibly the best way to de• The value of the information about the America’s leading maintenance and sanitheir products. The same day, been involved with scribe the need for full ingredi- identity of the claimed trade secret ingredi- tary supply distribution Group Purchasing the bill was forwarded to a the jan/san industry ent disclosure is the following ent to the manufacturer and to its competi- Organizations. NISSCO has 250 distribucommittee for review and that for more than 15 scenario. A school decided to tors; was the last anyone heard of it. years. He is currently tion centers throughout the U.S., Canada, use only proven-Green cleaning • The amount of resources expended by South America, and the Caribbean, and Senator Franken was proposVice President and products. After evaluating vari- the manufacturer in developing products more than 100 premier manufacturers of ing “full ingredient disclosure.” General Manager of Enviro-Solutions and ous products, the school’s offi- that contain safe and effective ingredients; sanitary maintenance products. Typically, this includes a listing Charlotte Products, cials found two that they and of all the “intentionally added” Visit www.vondrehle.com. both leading manubelieved would be the most cost • The ease or difficulty with which the ingredients in a product to be facturers of certifiedand performance effective. identity of the ingredient could be properly posted on the product’s label. Green cleaning SCA Is Platinum Sponsor However, one of the products acquired or duplicated by others. Some ingredients in cleaning chemicals based in contained an ingredient that, Further, acknowledging that in some chemicals are known as “inciAt Philadelphia’s Ontario, Canada. while environmentally prefer- cases the release of product information dental ingredients.” They serve no specific function and often disappear in able, could potentially trigger respiratory might harm a company’s competitive posiEarth Day Celebration the manufacturing process. These ingredi- problems in small children. The other prod- tion, the CSPA suggests “functional deSCA, www.sca.com/us, one of Philadelents would not have to be listed in accor- uct did not contain this ingredient. Knowing scriptors” can be substituted. These describe this, and as a result of full ingredient disclo- the purpose and function of the ingredient phia’s most sustainable companies, spondance with the act. sored the 5K Run for Clean Air April 16. In You might think that this was the end of sure, the school selected the product with- without actually identifying it. the ingredient disclosure concept. However, out the ingredient in question. However, some chemical manufacturers addition to financial support of the race, interestingly enough, at least in the houseThis is just one example and there are such as Enviro-Solutions have provided SCA provided Tork www.torkusa.com paper hold cleaning market, just the opposite ap- others. In plain and simple terms, it helps full ingredient disclosure for several years, products (bath tissue, paper towels and nappears to be evolving. Pressure from the end customer make a wiser buying de- and we have been using a 16-part MSDS. kins), which are made from 100 percent remanufacturers of environmentally friendly cision, especially in sensitive environments For the most part, we do not accept the ar- cycled content, for use at the event. “SCA has a strong commitment to sustaincleaning products for the home has resulted such as schools, medical centers, nursing gument of competitive protection. There in some major players—namely Clorox Co. homes, etc. are ways to breakdown/reverse engineer a ability that dates back 80 years to our comand SC Johnson—to disclose more inforcompetitors’ product. However, it is like pany’s roots in the Swedish forests,” explained mation on product labels about what is in baking a cake—having all the ingredients Amy Bellcourt, vice president of CommuniWhat’s Holding Things Up? their household cleaning chemicals. One concern some manufacturers have does not mean the cake will come out the cations, SCA Americas. “We commemorate Earth Day each year in Philadelphia and Now, both companies appear to be “one- about full ingredient disclosure is that it same for everyone. wanted to partner with an organization that upping” each other, launching marketing opens the door for competitors to see exactly Where We Go From Here campaigns on television and social media what is in the products they produce. The What I find most interesting about the bill shares our sustainable values. We learned sites and disclosing the key ingredients for a manufacturer may have spent considerable introduced to Congress that would mandate about the Clean Air Council and the Clean Air variety of their household products. Appar- time and money developing the product and, ingredient disclosure is that the government Run and saw a great alignment. That’s when ently, these companies view ingredient dis- understandably, the last thing it wants is for did not need to mandate these policies. Seg- we signed on as a sponsor of the race.” For 30 years the Clean Air Council has been closure and the transparency that results as a competitor to inexpensively replicate the ments of the household and professional not only a wave of the future and important product a few weeks later. cleaning industries are voluntarily stepping holding the 5K Run for Clean Air to show supfor consumer confidence, but as a marketWell aware of this problem, the Con- up to the plate and adopting full ingredient port for their mission to protect the environment and public health. The 5K has been certified as ing tool as well. sumer Specialty Products Association disclosure policies. Should jan/san manufacturers and dis- (CSPA), which advocates ingredient discloMost likely, as manufacturers start to en- a green run by AFitPlanet and implements tributors also view ingredient disclosure as sure information, suggests an ingredient dis- dorse this concept, including those in the dozens of sustainable practices including: panecessary, a future trend, and even a mar- closure format that lets consumers and professional cleaning industry, more will perless online registration, recycling and comketing tool? The answers: they should; they end-customers know what is in a product, follow. This is an example of private indus- posting of 99 percent of waste, bicycle valet, likely will, and it will be good for our in- while also protecting the trade secrets of the try working at its best. A positive outcome seed-paper run bibs, biodiesel generated power dustry and an effective marketing tool. manufacturer. For instance, it proposes the will only help end-customers and further sources, reusable race bags and environmental education exhibits. following guidelines for determining professionalize our industry. Why Full Ingredient OB I T U A RY Disclosure Is Necessary When the issue of ingredient disclosure is discussed, some jan/san manufacturers and PETER ELLIS BROWN distributors say it is not necessary because Peter Ellis Brown, chief operating officer at Intercon Chemical Company, died unexpectedly on May 4, most of this information is already available 2011 after a brief illness. He was 52. Brown was with Intercon Chemical for five years and played a key role on Material Safety Data Sheets (MSDSs). in helping the company more than double in size of revenue, according to Intercon President Jim Epstein. Although some of a product’s ingredients Brown is survived by his wife Mary Pat, and daughters Mara and Kit. are listed on the MSDS, it is typically only Brown received his MBA from Washington University in St. Louis, MO, and previously worked in senthose, but not all, that are known to be hazior management in the oil field services, plastics and chemical industries. ardous and in the formula above 1 percent. “Peter was a huge advocate for education and active in his church and charities. His funeral Mass in St. Louis Also to be included are ingredients considwas attended by over 500 people which included many Intercon employees, customers and suppliers,” Epstein said. “Peter was a wonderful guy, ered carcinogens, mutagens and teratogens a talented manager and executive and was genuinely loved, admired and respected by everyone who knew him. I did not know Peter previous over 0.1 percent—but this is not full ingreto his hiring, but we became fast friends. His calm, steady, can-do approach along with his analytical mind, sharp wit and wry sense of humor dient disclosure. will be missed at Intercon every day.” Memorials may be made to Villa Duchesne, 801 S. Spoede Rd., St. Louis, MO 63131 or St. Louis For example, some formulations may Priory School, 500 S. Mason Rd., St. Louis, MO 63141. have a number of hazardous ingredients that By Mike Sawchuk
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INDUSTRY NEWS
May/June 2011
MAINTENANCE SALES NEWS CLASSIFIEDS HOGAN FRAGRANCES 130 EAST 18 TH STREET NEW YORK, NEW YORK 10003 TEL 212-598-4310 FAX 212-477-4711 www.HOGANFF.com
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Away Chemical Corp. .........................53
Janibell..................................................17
Bullen Companies, The .........................8
Midlab Incorporated...........................16
Chase Products.....................................11
Mor-Value Parts Co.............................22
Clean Control Corporation ..................2
Morton Salt ............................................9
Delamo Manufacturing, Inc. ..............51
Newaire .................................................14
Diamond Wipes....................................21
Polti Distribution, Inc..........................15
Earth Friendly Chemicals ....................5
RD Industries .......................................20
ĂŤkcos innovations .................................12
SCA Tissue..............................................7 Soy Technologies, LLC........................33
Expanded Technologies.......................29
Stefco Industries ....................................3
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Franklin Cleaning Technology...........24
U.S. Battery ..........................................39
Fullriver Battery Mfg. Co. Ltd ..........35
von Drehle Corporation......................31
Gift Sales Company.............................53
Wausau Paper ......................................37
Ha-Ste Manufacturing, Inc. ...............23
Zephyr Mfg. Co., Inc...........................10
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ISSA/INTERCLEAN ..........................59
Evolution Sorbent Products ...............19
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Intercon Chemical ...............................60
Americo.................................................27
Sky Systems Co., Inc. ..........................41
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