May/Jun 2012 Maintenance Sales News by Maintenance Sales News

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May/June 2012

MAINTENANCE

SALES NEWS Exclusively Serving Professional Distributors

May/June 2012

Vol. 29, No. 3

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RANKIN PUBLISHING CO. www.rankinpublishing.com Co-Publishers Don Rankin Linda Rankin Editor Harrell Kerkhoff Associate Editor Rick Mullen

MSN FEATURE STORIES

Advertising Don Rankin Linda Rankin

The Wettschurack Family Business Serves Columbus, IN

Graphics David Opdyke

Kinney Paper & Chemical Co. ..................................6 An Exclusive Maintenance Sales News Distributor Roundup

Distributors See Improving Business In 2012 .........18

MSN’s Guide To Green, Dispensers, Floorcare & More

Reception Sandy Pierce

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Industry News/Products 50 | Advertisers Index 54 | Classified Advertising 54 On The Cover: Kinney Paper & Chemical Co., Inc., of Columbus, IN, is a full-service, family-owned distributorship serving the area since 1979. Pictured are President/Owner Gilda Wettschurack and her son, Vice President of Operations Kevin Wettschurack. See story on page 6.

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Kinney Paper & Chemical Co.

May/June 2012

The Wettschurack Family Business Serves Columbus, IN

Pictured, left to right are Kevin Wettschurack, Gilda Wettschurack, Kelly Hubbard and Brooke Wettschurack

hard to promote bringing industry into Columbus.” Forbes Magazine ranked Columbus in the top 10 on its “America’s Prettiest Towns” list in an article published in March of this year on www.forbes.com. Forbes pointed out that the city boasts 60 notable buildings, including 6 that are National Historic Landmarks. Designs by some of the world’s most notable architects, including I.M. Pei, Gunnar Birkets and Eero Saarinen, can be seen in the city. “For a city the size of Columbus to have that kind of recognition is wonderful,” said Kinney Paper & Chemical Vice President of Operations Kevin Wettschurack, Gilda Wettschurack’s son. “The U.S. economy has struggled since 2008, but Columbus has weathered the recession very well. In fact, the housing industry here is having a hard time keeping up with the increased demand, as industry continues to attract more people to the area.” In business for several decades, Kinney Paper & Chemical boasts many long-time customers. Its customer base is largely industry and school corporations. Traditionally, Kinney’s primary service area has been within a 50-mile radius of Columbus. In recent years, the distributorship’s service area has been expanding. As a full-service jan/san house, Kinney offers a full slate of products, including chemicals, in such categories as absorbents, bleach, carpet care, chemical dispensers, disinfectants, deodorizers, sanitizers, floor care and enzyme bacteria products, glass/surface cleaners, restroom cleaners, warewashing and more. Kinney’s cleaning supply offerings include mops, brooms, dust pans, brushes, buckets, wringers, floor pads and squeegees. The company’s cleaning equipment lineup encompasses burnishers, dryers, extractors, floor machines, scrubbers, spotters, sweepers and vacuums. Other product categories include foodservice, grounds maintenance, liners, matting, paper, receptacles, safety, ice melt and skin care. A Family Affair

By Rick Mullen Maintenance Sales News Associate Editor

ilda Wettschurack and her husband, Joe, purchased Kinney Paper & Chemical in 1979, which, was then known as Kinney Paper.

s its nickname — “Athens of the Prairie” — suggests, Columbus, IN, is wellknown for its world-class architecture and sculpture. Supplying the city of about “The (Harry) Kinney family, who owned the company previously, was originally in 44,000 people, and the surrounding area, with a wide array of janitorial/sanita- the pharmaceutical business and held patents for medications,” Gilda Wettschurack said. tion products and services is Kinney Paper & Chemical Co., Inc., a family-owned and “Eventually, the Kinney family sold the pharmaceutical side of the business and decided WBE (Women’s Business Enterprise) certified distributorship. “We have developed a closely-knit family atmosphere here and this is Not only is the city known for its beauty, it is also known for its aggressive approach over the the way we treat our employees. We also want to treat our customers years in attracting businesses and industry. “We are truly blessed to be in a wonderful comthe same way, and everybody here is on board with this philosophy.” munity that has brought in numerous industries,” — Kevin Wettschurack said Kinney Paper & Chemical President/ owner Gilda Wettschurack, during a recent interview with Maintenance Sales News Magazine at the company’s facility in Colum- to open a paper company. The company then consisted of only a driver, a part-time secbus. “We have a lot of partnerships with Japanese companies here. The city has worked retary and a purchasing person. The Kinneys had the paper business for 12 years until

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8 the person in charge of purchasing decided to retire, and that is when they decided to sell the business.” Gilda Wettschurack’s father, Robert Weber, who was a good friend of Harry Kinney, urged the Wettschuracks to purchase Kinney Paper. “At the time we bought the business, my husband and I were each running a business. As a result, we hired a manager to run Kinney Paper,” Gilda Wettschurack said. “When that employee left in 1992, I came into Purchasing Manager Ryan McDaniel the business and took over as manager.” Prior to Gilda Wettschurack joining the business, Joe Wettschurack began working at the company in a sales capacity in 1983. It was also about this time that the distributorship branched out into offering janitorial cleaning products and chemicals in addition to paper items. To reflect the company’s expanded product lines, the name was changed to Kinney Paper & Chemical Co. Also, up until that time, the company had been renting the original Kinney Paper facility. In 1983, the Wettschuracks built their own facility across the street from the original Kinney Paper building. “Initially, we expanded into some chemical lines. Since then, we have picked up floor care products, safety supplies, packaging products, and many more,” Gilda Wettschurack said. “A couple of years ago, one of our chemical suppliers introduced us to the warewashing product segment. If a customer needs something, we find a way to get it for them. “When my husband retired (Joe Wettschurack retired two years ago), my son (Kevin Wettschurack) came into the Sales team, left to right: Kevin Wettschurack, business after having been away Lisa Wasson, Mike Starkey and Kelly Hubbard. from home for 14 years, working in corporate America,” Gilda Wettschurack said. “He came back to take over the sales part of the company and brought a lot of interesting ideas to the table, having worked for a large company.” Gilda Wettschurack’s daughter, Kelly Hubbard, also works for the company as a sales representative, and Kevin Wettschurack’s wife, Brooke, works part time at the business as well. “I grew up in Columbus two houses down from where the Kinneys lived,” Gilda Wettschurack said. “Harry Kinney was very connected with many business people in the area, which was a plus for us as we were able to sell to a lot of those folks.”

May/June 2012 “We have begun to expand more, especially during the past six months,” Gilda Wettschurack said. “We have added a sales person and we also have broadened the number of customers who we call on as a result of our new laundry and warewashing program. Entering into the laundry and warewashing segment has opened doors to a new set of customers.” Kevin Wettschurack added: “We are in the middle of a triangle comprised of three major cities, Indianapolis, IN, Cincinnati, OH, and Louisville, KY, which has definitely helped us to expand our customer base. “In addition, adding our online catalog (www.kinneypaper.com) within Secretary Sandy Chastain the past six months has exposed Kinney Paper & Chemical to an even broader customer base. We now have clients from New York, California and points in-between.” It Doesn’t Cost Anything To Be Nice

ince purchasing Kinney Paper & Chemical, Gilda Wettschurack has stressed that customer service is first and foremost. “It doesn’t cost anything to be nice,” she said. “One advantage of being a small company is, all of us, from the person who answers the phone to the salesman to the warehouse people, are aware of all of our customers. Driver Robert Mozingo, left, and When a customer calls with a Warehouse Manager Lynn Stephens question, he or she doesn’t have to wait for an answer because there is somebody here, in the majority of cases, who can meet that customer’s need.” As such, each employee, regardless of his or her primary responsibility, is considered a sales person. The teamwork routinely displayed by Kinney Paper & Chemical’s staff is a direct result of the “family” company culture nurtured by the distributor’s leadership. “We have developed a closelyknit family atmosphere here and this is the way we treat our employees,” Kevin Wettschurack said. “We also want to treat our customers the same way, and everybody here is on board with this philosophy.” The foundational goal of Kinney Paper & Chemical’s customer service and sales efforts is to build strong, long-lasting relationships with customers. Indeed, the company seeks to “partner” with customers in an effort to create a “win-win” scenario, in which both the customer and Kinney Paper & Chemical benefit. “The idea is to foster close-knit relationships with customers — to get to know who they are and “...when some of our large customers came to us saying they had to what they are about,” Kevin Wettschurack said. “It involves much more than just calling on a customer cut their budgets by 10 percent. Our reaction was to try to help the to buy our products and then moving to the next client. customer cut costs in ways other than just lowering prices.” “Living in a smaller city — Gilda Wettschurack such as Columbus, chances “Rather than saying, ‘OK, we are just going to cut our are you know somebody who knows somebody, who can price,’ we said to customers, ‘Let’s figure out a way make it easier to meet new Fortunately, Columbus’ traditionally customers and develop relastrong economy helped soften the blow together to come up with your 10 percent savings.’” tionships.” dealt to many companies during the — Kevin Wettschurack Along these lines, Kinney darkest days of the recession in 2008Paper & Chemical encour2009. While Kinney Paper & Chemical felt the effects of the recession initially, the company has been growing the past couple ages customers to network with one another. The networking effort is to help customers communicate and oftentimes opens doors to new business opportunities as companies of years.

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get to know one another better and share contacts, etc. “Customers networking with other customers is a concept I took from a company I worked for in the past,” Kevin Wettschurack said. “We really try to show our customers that we put them first and are willing to help them be successful, thus gaining customer loyalty. Furthermore, it is just the right thing to do. “We provide products and solutions that customers need and want. Beyond this, we are interested in how customers’ businesses are doing. We try to find out whom they are working with; and connect them with somebody to help their businesses. “This has been a great way of really getting to know our customers and actually helping them out as well. It shows them we are about more than just trying to sell a product. It shows we actually care. The stronger our customers’ businesses are, the stronger our

company is, which is a win-win for everybody. We have developed great partnerships with many of our customers.” Gilda Wettschurack added: “For example, we sell to several cleaning contractors, and they have helped us and we have helped them. Many times they tell their clients that they have a great relationship with Kinney Paper & Chemical, which, in turn, opens doors for more business for us. Recently, we have been on a roll in gaining customers through these kinds of word-of-mouth references.” In speaking of partnering with customers, Kevin Wettschurack told of one cleaning contractor that Kinney Paper & Chemical is helping get a leg up in the industry. “We have been mentoring the cleaning contractor folks to help them get on their feet,” Kevin Wettschurack said. “We have given them suggestions and training.” In return, Kevin Wettschurack said, the cleaning contractor makes known to its clients the outstanding services and products it receives from Kinney Paper & Chemical Co. “For the past several months, this has really opened a lot of doors for sales opportunities,” Kevin Wettschurack said. “This is one of several great partnerships that we have with customers, which are a win-win for everybody. “In addition, we have many longterm customers, not only because of the mutual loyalty and commitment that we have to one another, but also because we offer very competitive pricing. If we see an opportunity to save a customer ÊV> ÊÃ ÛiÊÞ ÕÀÊ ` ÀÊEÊ«>Ì }i Ê money, we will pursue that course. «À L i ÃÊµÕ V ÞÊ> `Êi>Ã Þ° Also, keeping our margins at a very competitive market price makes it tougher for someone else to come in and take the business away from Kinney Paper & Chemical.” While Kinney Paper & Chemical is committed to offering competitive pricing, just slashing prices to save money is not always in the customer’s best interest. This was a dilemma faced by many companies during the worst of the recession. “It was really tough during the recession when some of our large customers came to us saying they had to cut their budgets by 10 percent,” Gilda Wettschurack said. “Our reaction was Jon Scoles, President, Scoles Floor Shine Industries to try to help the customer cut costs in Red Bank, NJ ways other than just lowering prices.” An exclusive Airx Distributor since 1986 Kevin Wettschurack added: “Rather than saying, ‘OK, we are just going to ÃÊ> ÊiÝV ÕÃ ÛiÊ ÀÝÊ` ÃÌÀ LÕÌ ÀÊÞ ÕÊV> ÊÃ ÛiÊÞ ÕÀÊVÕÃÌ iÀ½ÃÊ ` ÀÊEÊ cut our price,’ we said to customers, ‘Let’s figure out a way together to come «>Ì }i Ê«À L i ÃÊ> `Ê}> ÊÛ> Õ>L iÊÀi«i>ÌÊÃ> iÃÊv ÀÊÞi>ÀÃÊÌ ÊV i°Ê up with your 10 percent savings.’ For example, we can install dilution sysAs our exclusive Airx distributor you get: tems to allow customers to control the amount of chemicals being used by UÊ/ iÊ ÃÌÊ>`Û> Vi`Ê iÊ vÊ ` ÀÊEÊ«>Ì }i ÊV ÌÀ Ê«À `ÕVÌÃÊ ÊÌ iÊ >À iÌ° cleaning personnel.” UÊ/ ÊvÀiiÊ>VViÃÃÊÌ Ê ÕÀÊ } ÞÊÌÀ> i`ÊÃ> iÃÊÃ«iV > ÃÌÃ° Gilda Wettschurack told about some of the ways Kinney Paper & Chemical UÊ*À Ì > Ê vviÀÃÊv ÀÊÞ ÕÀÊÃ> iÃÊ«i « iÊÌ Ê}À ÜÊÞ ÕÀÊLÕÃ iÃÃ° helps customers stay competitive, esUÊ } Ê«À wÌÊ >À} ÃÊ> `ÊÀi«i>ÌÊLÕÃ iÃÃ° pecially during these down economic times. The first step is often visiting a UÊ vw >ÌiÊ«À }À> Êv ÀÊ ÌiÀ iÌÊÃ> iÃ]ÊÜiÊÃ «Ê> `ÊÞ ÕÊ}iÌÊÌ iÊ«À wÌ° customer’s facility and conducting an UÊ ÝÌÀi i ÞÊ ÜÊ Õ Ê ÀìÀÃÊÜ Ì Ê` ÃV Õ Ìi`ÊvÀi } Ì°Ê analysis of the company’s cleaning program. UÊ"ÀìÀÃÊÃ ««i`ÊÜ Ì Ê£ÓÊ ÕÀÃÊ vÊ« >V }Ê ÀìÀÊ ÀÊv>ÃÌiÀ° Scan to get info “The first thing that we look at is if the customer is using multiple products to do the same job when one or / Ê i>À Ê Ài]ÊV> Ênää {{{ n ääÊ> `Ê>Ã Êv ÀÊ iLL iÊ ÀÊ °Ê 6 Ã ÌÊÕÃÊ iÊ ÊÜÜÜ°> ÀÝ v °V É > > ÀÝ° Ì two products would suffice,” Gilda Wettschurack said. “Perhaps we can set Airx Laboratories is a division of The Bullen Companies, Folcroft, PA. ® the customer up with a new paper program that will cost less money.

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â&#x20AC;&#x153;Another service we perform, especially with our industrial customers, is keeping track of a clientâ&#x20AC;&#x2122;s inventory. We conduct an analysis of how much product a customer actually uses per week. If a customer typically orders 10 cases of a product per week and, when we check, there are 2 cases remaining, we order 8 cases for them. We offer this service on all the products that the customer orders from Kinney Paper & Chemical.â&#x20AC;? Training For Customers Important Value-Added Service

ike many other successful distributorships across North America, Kinney Paper & Chemical has the expertise and experience to offer valuable training for customers. The company prefers to conduct training sessions and/or seminars at the customerâ&#x20AC;&#x2122;s location. One of Kinney Paper & Chemicalâ&#x20AC;&#x2122;s specialties is the sale and application of floor care products; however, the company is able to train customers on most types of cleaning. â&#x20AC;&#x153;Floor care, especially gym floors, is definitely one of the major areas we specialize in when it comes to training,â&#x20AC;? Gilda Wettschurack said. â&#x20AC;&#x153;We sell a product that is very quick drying, which is a huge deal for customers who want to have a floor or surface ready for use as soon as possible.â&#x20AC;? Many times Kinney Paper & Chemical will have an agreement in place with a school to allow the company to come in and work on a classroom floor as a training session â&#x20AC;&#x201D; at no charge to the school. Kinney Paper & Chemicalâ&#x20AC;&#x2122;s sales people are well versed in, not only conducting training in floor care, but also in all aspects of cleaning a facility.

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Kinney Paper & Chemicalâ&#x20AC;&#x2122;s main office, showroom and warehouse facility in Columbus, IN.

â&#x20AC;&#x153;For example, our sales people are very good at training a facilityâ&#x20AC;&#x2122;s cleaning staff or janitor in such tasks as cleaning a restroom,â&#x20AC;? Kevin Wettschurack said. â&#x20AC;&#x153;They will use the black light method to show a customer whether or not a certain area is really clean or just looks clean to the untrained eye. â&#x20AC;&#x153;There are times when we conduct cleaning seminars. It can be a seminar on floor equipment where we will bring in an equipment specialist from one of our vendors to train on the use of a piece of equipment and/or inform customers about new products. â&#x20AC;&#x153;We will also conduct training as needed by the customer. A customer might ask us, â&#x20AC;&#x153;I just hired a couple of new people and could you come over and hold a training seminar?â&#x20AC;&#x2122; We are more than happy to honor such requests.â&#x20AC;? Gilda Wettschurack added: â&#x20AC;&#x153;I remember when we conducted training for the graveyard shift of an industry here in town. We had to be there at 3 a.m. because that was when the cleaning staff worked. â&#x20AC;&#x153;Another time, we received some new towel cabinets. It was a little tricky to load the cabinets. I put together a video presentation to teach customers how to load the cabinets. â&#x20AC;&#x153;Some of our suppliers also have videos on how to clean a restroom and other cleaning â&#x20AC;&#x153;Another service we perform, tasks. There are many ways we can help customers in adespecially with our industrial dition to hands-on training.â&#x20AC;? While Kinney Paper & customers, is keeping track Chemical customers have of a clientâ&#x20AC;&#x2122;s inventory. We been a little slow in jumping on the green cleaning bandconduct an analysis of how wagon, the company does offer a full slate of environmuch product a customer mentally friendly products and training on how to use actually uses per week.â&#x20AC;? them effectively. â&#x20AC;&#x201D; Gilda Wettschurack Kevin Wettschurack has earned a green cleaning specialist certification from one of Kinney Paper & Chemicalâ&#x20AC;&#x2122;s large chemical suppliers. â&#x20AC;&#x153;I have been able to conduct in-house training here with the other reps, keeping them updated on new products coming out,â&#x20AC;? he said. â&#x20AC;&#x153;When it comes to green products, we make customers aware of the products and our ability to train in this field, but we donâ&#x20AC;&#x2122;t say, â&#x20AC;&#x2DC;Hey, you need to do this.â&#x20AC;&#x2122; We leave it up to the customer. â&#x20AC;&#x153;However, we conducted a training session in late May where I demonstrated a green floor finish product and explained that utilizing this product promotes better air quality. A customer allowed us to strip and refinish a floor, and we invited customers and potential customers to take part in the demonstration.â&#x20AC;? While â&#x20AC;&#x153;greenâ&#x20AC;? has become mainstream in the jan/san cleaning in recent years, another environmental concern has entered the conversation. â&#x20AC;&#x153;I recently returned from participating in training given by one of our equipment suppliers, where I learned one big issue being discussed in many manufacturing circles is combustible dust,â&#x20AC;? Kevin Wettschurack said. â&#x20AC;&#x153;OSHA (Occupational Safety and Health Administration) has been on a mission to make companies aware of combustible dust exposure and the hazards contained therein.â&#x20AC;? Kevin Wettschurack alluded to a recent incident involving an explosion at a pharmaceutical company related to combustible dust. â&#x20AC;&#x153;If you use a regular vacuum cleaner that can spark in areas where there is a certain amount of combustible dust, you can have a major problem,â&#x20AC;? Kevin Wettschurack said.

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“People need to know there are companies such as Kinney Paper & Chemical that carry explosion-proof vacs. I am working hard to make our customer base and potential customers aware of this problem. “In fact, one customer, a pharmaceutical company that has been around for several years, was visited by OSHA and made aware of the problem. “Subsequently, I visited the company after I went through the training and shared with them what I learned about combustible dust. I also demonstrated the explosionproof vac that we provide. They said, ‘This is great. We are glad we know who to go to for this type of equipment.’”

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One of the most common scenarios where Kinney Paper & Chemical staff members come into direct contact with customers involves deliveries. Indeed, it has often been said that a company’s delivery drivers are the “face” of a company. Kinney Paper & Chemical operates three trucks. One truck is designated to make local deliveries and the other two are used for out-of-town runs. “Locally, if someone calls in an order before noon, most of the time we can deliver that same day,” Gilda Wettschurack said. “Many times people have called and said, ‘I placed an order and 20 minutes later it was at my door.’ It is not always that way, but if the customer is here in town, depending on how many orders we have, we can definitely deliver the same day or the following day.” Kevin Wettschurack added: “We may have certain delivery days — we go to Indianapolis on Wednesday, for example — however; if somebody calls and they desperately need something, we work it out. It almost always isn’t a problem to make an emergency delivery. “This kind of service is also an opportunity to show the customers that their business means a lot to us, and we are going to prove it by doing whatever it takes to keep them happy and satisfied.” Gilda Wettschurack went on: “One of the things I like about our drivers is they are courteous and their attitude is the customer comes first. They are always looking out for the customer.” Kevin Wettschurack added: “All the drivers have cell phones, which makes them always accessible. The office can also let them know if something changes while they are en route. Our drivers are great. They have great attitudes, they are friendly and they have fostered great relationships with the people to whom they deliver.” The company’s drivers are self-starters who know how to perform their jobs in the most organized and efficient manner, according to Gilda and Kevin Wettschurack. For example, it is not unusual for a driver who has completed his or her run early to jump in and help another driver or someone in the warehouse. “Our drivers’ willingness to help keep things moving forward efficiently shows what kind of people they are and that they are trying to do the right thing,” Kevin Wettschurack said. As an example of the drivers’ ability to pay attention to detail and their willingness to go the extra mile for the company, Gilda Wettschurack told of an incident involving a glitch in some new software that took place during the past year. “We were having a problem with duplications. Tickets were coming up on items that had previously been delivered,” Gilda Wettschurack said. “The drivers alerted us that they had delivered the items just days before the duplicated orders showed up in our system. The result was they saved us time and trouble by communicating. They were instrumental in helping us fine-tune the system so that we no longer had duplications. “There are people out here today whose attitude would have been, ‘My job is to deliver the item on the ticket. So what if I delivered it last week — who cares.’” Kinney Paper & Chemical’s drivers are also dialed in enough to be keenly aware of their company’s processes, as well as the needs of customers. In this vein, drivers stay aware as to what and when customers order. When drivers notice a company has not ordered a partic-

Maintenance Sales News ular item in what seems like a longer than usual time period, they will give the office a heads up. “You don’t always get this kind of work ethic and dedication from employees,” Gilda Wettschurack said. “Oftentimes, people will say, ‘This is my job and I am not doing anything else.’ “One of the things we preach the most is nobody is more important than anybody else. If it wasn’t for the person who answers the phone in a pleasant way — I still think answering the phone with a live person is extremely important — or the delivery person, or the salesman, or the purchasing person, the company would not succeed. “All these elements of the company feed off each other. We need help from everybody.” “Nobody has the attitude of, ‘It is not my job,’” Kevin Wettschurack said. “We all are able and willing to cross over into any position in the company, which is nice. For example, my mom and I, as well as everyone here, have made deliveries.” Still another important link in the customer service chain is Kinney Paper & Chemical’s warehouse operation. The company has two warehouses encompassing a combined 11,500 square-feet. One is attached to the company’s main facility, and the company also leases warehouse space in a building next door. The extra warehouse space next door is a result of the company’s growth during the past couple of years. “Another reason we added the extra warehouse is to have more space available to help customers by having the ability to warehouse products,” Gilda Wettschurack said. “This is especially true when it comes to ice melt. For our ice melt customers, we run specials in August and, if a customer purchases a couple of skids and doesn’t have room for them, we will warehouse the ice melt and deliver it when needed.”

15 braced tier-level buying — where one supplier sells all. “We had an industrial customer who we were selling to directly. This customer went to somebody else who just literally bought everything they needed from many different sources. With this tier-level buying concept, we are now selling products to a ‘middle man’ who is adding an extra 10, 15, or 20 percent for being a tier supplier. “In this scenario, you tend to lose that personal touch with the original customer, and trying to introduce new products becomes more difficult. “Some companies have found that they have lost out in keeping up-to-date with new products and having the advantage of direct personalized service from their jan/san distributor. “This is why we try to sell people on the fact that, overall, they are going to get the best value for their money and the service they need when dealing directly with us.”

Keeping Up With Current Trends And Challenges

he U.S. economy might be sluggish, but in this rapidlychanging modern business environment, a successful distributorship cannot be “sluggish” in keeping up with trends and changes in the industry. “We stay tuned into what is happening in the industry in several ways, including attending ISSA events and closely communicating with our suppliers,” Gilda Wettschurack said. “One of our priorities is to always be on top of everything that is out there. I feel like we are always right there ready to take on a new product or service, in a small way, to test the market to see how it goes. We want to sell good products. Your reputation is what you sell.” One industry trend that Gilda and Kevin Wettschurack have been monitoring is tier-level buying. “This is one trend that is kind of running its course,” Gilda Wettschurack said. “At one point, the industry segment really em-

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One of the biggest challenges Kinney Paper & Chemical has historically faced, according to Gilda and Kevin Wettschurack, is keeping a customerâ&#x20AC;&#x2122;s business when the person with whom the distributorship has established a relationship with over the years moves on or retires. The problem arises when a new person takes over and feels the need to make changes to put his or her stamp on the company. Oftentimes, this means seeking a new distributor. â&#x20AC;&#x153;Losing customers in this manner has been an issue with us, â&#x20AC;&#x153;Gilda Wettschurack said. Kevin Wettschurack added: â&#x20AC;&#x153;To help meet this challenge, we are stressing the importance of building relationships with two or more people involved in a customerâ&#x20AC;&#x2122;s business.â&#x20AC;? â&#x20AC;&#x153;Furthermore,â&#x20AC;? Gilda Wettschurack said, â&#x20AC;&#x153;we have had situations where another com-

pany has come in and low-balled prices. We have lost some business because of this. However, some customers found out it was sometimes just a ploy to get their business, and then, the next thing they knew, the prices were higher. This is a game we donâ&#x20AC;&#x2122;t play. We give customers the best for their money right from the start.â&#x20AC;? Loyal, Experienced Employees The Backbone Of The Company

ustomer service is the bottom line at Kinney Paper & Chemical, and the companyâ&#x20AC;&#x2122;s loyal and veteran staff is dedicated to serving customers at the highest level of efficiency each day. Every employee at the distributorship, from the top down, is able and willing to go beyond his or her job description to work as a team to get the job done. This team spirit stems from, in large part, the companyâ&#x20AC;&#x2122;s efforts to promote a family-style culture, and to have some fun along the way. â&#x20AC;&#x153;A major reason for our success over the years is our personable and experienced employees,â&#x20AC;? Gilda Wettschurack said. â&#x20AC;&#x153;One of our salesmen, Mike Starkey, has 25 years of experience in this field, and I have been in the industry for 20 years. We have the experience behind this company to help with just about any need a customer might have. â&#x20AC;&#x153;We basically enjoy coming to work. I really look forward to it everyday. There are a lot of fun people here.â&#x20AC;? Kevin Wettschurack added: â&#x20AC;&#x153;It is an awesome atmosphere, and you have to have that in order to be successful.â&#x20AC;? Gilda Wettschurack alluded to Ryan McDaniel, who is in charge of purchasing for the company, as a prime example of what she called â&#x20AC;&#x153;the American way.â&#x20AC;? â&#x20AC;&#x153;(McDaniel) had been a meat cutter. He came here as a driver and said, â&#x20AC;&#x2DC;If you ever have an opening in the office, I really am good with numbers and with computers,â&#x20AC;&#x2122;â&#x20AC;? Gilda Wettschurack remembered. â&#x20AC;&#x153;When we had an opening, we brought him in and he started taking care of invoicing. This evolved into purchasing, and he is also now our IT person. He is absolutely outstanding. â&#x20AC;&#x153;Heâ&#x20AC;&#x2122;s kind of been my protege. He had a real desire to learn from the bottom up and that is exactly what he did.â&#x20AC;? Traditionally, an important aspect of the â&#x20AC;&#x153;familyâ&#x20AC;? culture that Kinney Paper & Chemical works hard to maintain, is to keep things light-hearted and fun when appropriate. â&#x20AC;&#x153;(Kevin Wettschurack) has brought a sense of humor to the company, as did his father before him,â&#x20AC;? Gilda Wettschurack said. Kevin Wettschurack added: â&#x20AC;&#x153;One really nice thing about taking over my dadâ&#x20AC;&#x2122;s accounts when I started two years ago was I found out his customers really loved him. To this day, when making my sales calls, people always ask, â&#x20AC;&#x2DC;Howâ&#x20AC;&#x2122;s your dad doing?â&#x20AC;&#x2122; Iâ&#x20AC;&#x2122;ve heard so many great stories about my dad from my customers that I had never heard bePrivĂŠ Touch-Free fore.â&#x20AC;? Sanitary Napkin â&#x20AC;&#x153;My husband has never met a stranger. He truly does make life lots of fun, and this has Disposal System been passed on to my son and daughter as well,â&#x20AC;? Gilda Wettschurack said. â&#x20AC;&#x153;We are all â&#x20AC;&#x2DC;peopleâ&#x20AC;&#x2122; people.â&#x20AC;?

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Contact: Kinney Paper & Chemical Co. Inc., 1340 12th St., Columbus, IN 47201. Phone: 812-372-4431; Toll Free: 800-467-4431; Fax: 812-372-6419. Email: kwetts@kinneypaper.com. Website: www.kinneypaper.com.

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May/June 2012

By Rick Mullen Maintenance Sales News Associate Editor

It has been said that the janitorial/sanitation distributorship industry is recession-proof. While there may be some truth to the statement, the industry has certainly felt the serious negative impact the recent recession and the subsequent sluggish recovery have visited upon the economy. Three distributorship executives interviewed recently by Maintenance Sales News Magazine shared how their respective companies have remained prosperous by aggressively seeking new business opportunities and by keeping a keen eye on an evolving marketplace.

ow in its third generation of family-owned leadership, Arkansas Bag & Equipment Co. has been serving the jan/san product needs of the Little Rock, AR, area since

1964. “Arkansas Bag & Equipment was founded by my father-inlaw,” AB&E President/owner Jerry Garbett said. “Currently, we are starting on our third generation of management with my daughter, Lecia Grogan, on board as vice president of opera-

tions. We service most of central Arkansas. “AB&E offers a wide range of products from regular mops, buckets and brooms to laundry and warewashing chemicals. We have our own facility in Little Rock with 12 employees.” Coming out of the recession years into a sluggish recovery, Garbett described business as “steady.” He said historically the economy in Arkansas has avoided major peaks and valleys. “Our economy has its little dips, valleys and hills, but we tend

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to not experience any major fluctuations,” Garbett said. “We don’t have a lot of manufacturing anymore. The main thrust of our business is in the area of schools, health care and government.” Over the years, AB&E’s emphasis on building personal relationships has resulted in a solid customer base comprised of many loyal long-time customers. AB&E’s mission statement says: “We are committed to providing our customers with quality products and exceptional service to satisfy their environmental cleaning needs. Our friendly and knowledgeable staff promises to assist from the placing of the order to the correct use of the product or service.” “We are in a ‘people’ business,” Garbett said. “We are friends with many of our customers. We talk about our families and our problems. It is a comfortable relationship that we have with many of our clients. “We listen to our customers and we try to give them value for their dollar with good quality products and good service. “In addition, AB&E has great employees who go out of their way to make sure customers have what they need. It is more about people taking care of people than it is any particular products or any unusual service that we provide. When customers call and need something, we take care of them. It is a very simple philosophy.” AB&E boasts a dedicated and knowledgeable staff comprised of a mixture of veterans and youth. “I’m happy to say I have brought on a couple of younger guys during the past few years,” Garbett said. “As we are in our third generation of management, we are turning over more of the day-to-day (operation of the company) to the new generation. “One of the biggest challenges many companies in our industry face is finding the next generation of sales people. Another

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May/June 2012 vironmentally friendly products and practices. While the acceptance and usage level among customers, when it comes to ecofriendly programs, varies from region to region, most industry professionals believe “green” is here to stay. Through AB&E’s main supplier of chemicals, the company offers a complete green program with many eco-friendly products from which to choose. In addition, the distributorship’s primary paper company offers recycled and green-certified products. “Here in the state of Arkansas, green is really not that big of a thing, yet — but it is coming,” Garbett said. “We are talking about it with customers. We are able to offer training, and I’m CIMS (ISSA Cleaning Industry Management Standard) certified in the green field. “Those who have gained expertise in the eco-friendly segment often point out that going green is a journey. It is a constantly changing field and AB&E can take customers as far into green as they want to go. “If a customer wants to be a little green, we can help. Likewise, if a customer wants to go full bore into green, we can help make that happen, as well.” As the majority of AB&E’s customer base has not opted to go full steam ahead with green programs, AB&E has adopted the strategy of introducing clients to ecofriendly practices in small doses. “Sometimes it is just as simple as implementing a chemical management system for a customer,” Garbett said. “Even though all chemicals aren’t green per se, by taking them from a ‘ready-to-use’ product to a concentrate helps the customer to be more cost efficient. In addition, there is a safety factor, as people typically do not come in contact with the concentrated product. “As the green field is still evolving, the quality and ease of use of ecofriendly products are getting better and becoming more accepted everyday.” In addition to training available through AB&E’s staff, the company’s main chemical supplier also offers training films on the use of eco-friendly products and practices, as well as other cleaning-related subjects. “Our chemical company’s training is also available online and continuing education points are offered to those taking the training,” Garbett said. “Customers can go online or we can work with them on the training. We are always conducting demos and working with customers. “Normally, we train on site, but, about once a year, we invite customers and vendors to attend a half-day or one-day seminar. A few years ago we conducted a green seminar. Last year we focused on carpet care.” One of the foundational business principles Garbett has stuck by over the 100% Natural—No chemicals to replace “GREEN” years, is to make it easy for the customer to do business with AB&E. One of the With no batteries to replace, draws just 2 watts, simply plug it in or recess into the wall or ceiling ways the company accomplishes this is Front plate locks cartridge in place with a vandal-proof screw with its online ordering system that al24/7 Operation—Requires attention just twice a year with a two minute cartridge replacement lows customers to enter, track and confirm all orders with 24/7 access to their 15 year + life expectancy account. Customers can also call in orSilent Operation—No fans or moving parts. ders. The company also prides itself in 100% Money Back Guarantee making sure orders are delivered in an efficient and timely manner, boasting a 96 percent fill rate. “We have a number of delivery vehicles that travel in a radius of 60 to Or Visit us online @ www.newairepurifiers.com 100 miles around central Arkansas,” Garbett said. “We have scheduled

challenge is figuring out the best way to go to market, whether it be by way of a website, by learning how to handle search engines or by finding that next new contact. “The way we are going to market is changing. I’m afraid some of us still have ‘good-ole-boy’ types of relationships with many of our customers. These kinds of relationships will be around for a little while longer, but how we find our next customer is different than it was 10 years ago. As we adjust to the changing marketplace, staying on top of how our customers look for suppliers is going to be our biggest challenge.” In preparing for her role in management, Grogan has been attending the ISSA-sponsored University of Industrial Distribution (UID) program, which is a concentrated education program fo-

cused on the industrial wholesale distribution industry. “We have been sending her to the UID program every year where she is learning about sales, operations, marketing, etc.,” Garbett said. “She is smart and she picks my brain all the time.” Not only does Grogan attend the ISSA-sponsored UID classes, each member of AB&E’s management staff is given the opportunity, on a rotating basis, to attend ISSA’s annual tradeshow, to help keep abreast of what is going on in the industry. “Although we are not in an industry that historically does not change that much, over the past few years there have been some interesting changes,” Garbett said. One area in which the jan/san distributor industry has experienced change the past several years has been the evolution of en-

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May/June 2012

weekly deliveries to most of our accounts. Customers know when we are coming, which is very convenient. “Our first priority is to take care of the customer in an efficient and orderly manner. Our sales staff and customer service people are very good at helping customers create their orders to try and eliminate mistakes and the need to make emergency runs. We also offer a vendor maintained inventory system program, where we go to customers’ facilities and help manage their inventory. “We try to make it so simple for the customer to do business with us. It’s just we do it; it’s done; and they are happy. If the customer doesn’t have to think or worry, then you are going to keep that business.” Another valuable customer service available at AB&E is its equipment service department. The company’s equipment offerings include rider and walk-behind scrubbers; battery, propane and electric burnishers; electric floor machines; carpet extractors; upright and wet-dry vacuums; sweepers; and stripping machines. AB&E services equipment regardless of where it was originally purchased. “The great thing about the service department is it allows us to interact with customers. Furthermore, if a customer has a piece of equipment that needs to be replaced, our service manager is usually the first one to know,” Garbett said. “We have a technician on site who handles most of the repairs. We partner with an

Arkansas Bag & Equipment Co. outside company when we need help with large pieces of equipment. The entire operation is managed by AB&E.” When it comes to AB&E’s suppliers, Garbett said consistency is key. “All of our manufacturers are very consistent. I look for dependability as far as service and delivery is concerned,” Garbett said. “I know how long it is going to take for my vendors to ship to me. This helps us in managing our inventory. “We also seek vendors who are responsive when we need help on special pricing, or information, or help in taking care of a customer’s special request.” AB&E’s long-term relationships with its vendors are also a

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plus for customers. “We rarely change manufacturers,” Garbett said. “As a result, customers have come to expect that when they order a product from us it is going to be the same as it was last year and the year before.” AB&E also is a member of a well-known buyers group, without which, according to Garbett, it would be much more difficult to sustain a prosperous company. “Companies such as ours need to support their buying group. In this day and age, rebates and discounts that are available from being part of a buying group allow you to make a profit. “It is critical to do a good job managing the ‘back end’ of the business, and purchasing is part of the back end. We seek manufacturers that offer quality products. The cheapest or the highest priced product is not always what customers want or need. “They want a product they can use time and time again and feel comfortable knowing it is going to do exactly what they want it to do.” In speaking of some of the challenges AB&E is dealing with in today’s economy, Garbett pointed to a trend that is having somewhat of a negative impact on margins. “I’m seeing more schools using building service contractors,” he reported. “The school market has tightened up the past few years. They used to spend money pretty easily taking care of their maintenance needs themselves. Now, I’m seeing them going to

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Maintenance Sales News

outside services to do the work.” Despite the slow economy and other challenges, Garbett is optimistic about the future of AB&E and the industry as a whole. “We have products that people need. Overall, we are in a good industry,” Garbett said. “Successful companies make the necessary adjustments. We are just not looking for shinier floors anymore. Rather, we are looking for a healthier and greener environment. We are dealing with a different type of customer than we have in the past. We just don’t talk to ‘Joe the Janitor’ anymore — this is just no longer the way to do business. “We always have had, and still have, good employees working for us. We also have good customers we enjoy doing business with. We have done the growing and the changing to adjust to our customers’ needs. I think one of the most important things we have had to realize is we are in a changing industry and world. We have always been happy to embrace new things that come down the pike. “Everybody who works here enjoys what they do and I think that has been one of the big keys to our success. Our customer service people all laugh when they are talking to the customers, which is important to me. “We are friendly and concise, and we always have an eye out to meet customers’ needs and desires, and we always look for that win-win situation that makes good business for both sides.” Contact: Arkansas Bag & Equipment Co., 8716 Interstate 30, Little Rock, AR 72209.

Phone: 501-568-0200; Fax: 501-568-0203. Email: jerry@arkansasbag.com. Website: www.arkansas bag.com.

ASCo Janitorial Supply, of Aurora, CO, a suburb of Denver, is a “one-stop” supplier for facility maintenance professionals and others, serving the Denver Metro area, according to owner Richard Rasperger. “RASCo Janitorial Supply is what I call a true jan/san house,” Rasperger said. “We are a small, family-owned distributor.” Included in RASCo’s wide range of product offerings are floor and carpet care products such as equipment, finishes, strippers, cleaners, vacuums and more. Other offerings include paper, soaps, dispensers, cleaning chemicals, brooms, brushes, mops, microfiber, dusters, squeegees, eco-friendly products, disinfectants Richard and ice melt. Given the sluggish state of the economy and the recent recession, Rasperger said his company is doing “adequately well.” He added: “We refused to participate in the recession. The best way to handle an economic downturn is to go get another

customer. It is not to give up on prospects and follow-ups. It is not to give up on anyone you are dealing with, but to continue with tenacity to seek out new business.” Rasperger said much of the company’s ability to remain prosperous, even during tough times, stems from an understanding of RASCo’s place in the marketplace. “As a small distributorship, we realize we are not competing with the larger jan/san companies in the region,” Rasperger said. “In fact, we try to make them more our friends than our enemies. “It is good to always remember that cash is king. Remaining liquid enough to stay in business and not overreaching a company’s capabilities is critical. We understand and we do very well within our niche. “The accounts we deal with tend to be smaller to medium-sized operartions that require a different degree of customer service by way of a personal touch. This is our Rasperger niche.” Indeed, customer service with a personal touch is a major area in which RASCo strives to distinguish itself from the competition. “We tend to be flexible in our nature,” Rasperger said.

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24 “For example, if a customer needs split payments, we will split payments. If a customer needs us to be there at 6 a.m., we will be there. If a client just wants someone to talk with who has a thorough knowledge of the jan/san field, we have the personnel to meet this need. We have employees who have been in the business since the 1970s. “People want to be treated like people. At the end of the day, when the custodian asks, ‘Why is my floor flaking or why isn’t my floor finish adhering to the floor?’ it is nice to be able to call us and have a knowledgeable person tell him or her what to look

May/June 2012 for than it is for the custodian to go through a stack of ‘frequently asked questions.’” Another critical cog in offering the best products and customer service is RASCo’s membership in a well-known buying group. “Our partnerships with vendors, especially through our buying group, are very important,” Rasperger said. “Being a member of the buying group benefits RASCo, our vendors and customers — it is a win-win-win situation.” When it comes to environmentally friendly products, RASCo offers items that meet recognized green standards or have fea-

tures that contribute to the preservation and sustainability of a healthy environment. The company’s eco-friendly products include cleaners, degreasers, glass cleaner and microfiber cloths. “In today’s world, a company can go green rather easily,” Rasperger said. “A customer can change from traditional chemicals to those that are environmentally preferred. Eco-friendly certified paper and liners are available. With very little effort a company can quickly change over to a better program than it had previously. “Green is coming. It probably just makes good common sense to take care of Mother Earth. While I will say some green chemicals still have a way to go, this shouldn’t preclude us from trying to do the best for the environment and for our children and grandchildren.” RASCo conducts one-on-one training for customers in many aspects of cleaning, including green products and techniques. “We also help customers receive training through other programs, including those offered by IICRC (Institute of Inspection Cleaning and Restoration Certification),” Rasperger said. “In addition, RASCo has a collection of tapes, training books and manuals.” IICRC is a certification and standard-setting non-profit organization for the inspection, cleaning and restoration industries. In partnership with regional and international trade associates, the IICRC serves more than 25 countries with offices in the United States, Canada, The United Kingdom, Australia, New Zealand and Japan. RASCo’s customer service efforts also extend to its equipment service department that services most brands and also conducts warranty services. In making deliveries, RASCo utilizes a van and a citywide delivery truck. The distributorship also uses a cartage company for deliveries. Rasperger attributes the company’s success over the years to its knowledgeable and loyal employees. He also has a positive attitude about the future of RASCo and the jan/san industry. “People are always going to clean their facilities,” Rasperger said. “Last time I checked, the building down the street couldn’t be wrapped up overnight and shipped overseas to be cleaned and then sent back — it is still a local process.” Contact: RASCo Janitorial Supply, 3568 Peoria St., No. 601, Aurora CO 80010. Phone: 303-363-6000; Toll Free: 877-3112532; Fax: 303-265-9780. Email: info@rascoinc.com. Website: www.rascoinc.com.

ounded by Henry Thomas Berry in 1964, The H.T. Berry Company, of Canton, MA, a suburb of Boston, is carrying on its founder’s vision of being a leading jan/san distributor in New England. “H.T. Berry is a full-service janitorial supply distributor of paper products, cleaning chemicals, trash liners and foodservice items, among other products,” said H.T. Berry President Christopher Nolan. “We service several market segments including education, office buildings, health care and foodservice establishments.” While H.T. Berry services customers nationwide, the company’s primary coverage region is all six New England states — Massachusetts, Connecticut, Rhode Island, Vermont, New Hampshire and Maine.

Continued on Page 48

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ADVERTORIAL

Profits Can Follow When Starting A Green Maintenance Program By: Mike Kapalko, Sustainability Marketing Manager For SCA AFH Professional Hygiene

Trends in sustainability continue to emerge now that business owners and their customers are more conscious of how their actions impact the environment around them. This sense of protecting and maintaining the environment has led to significant changes in the commercial industry from the way facilities are constructed to how businesses are managed. With sustainability at the forefront of many business practices, implementing a green maintenan ce program is important for facility managers looking to enhance their bottom line. By providing a safe, sustainable and positive environment for customers and employees, businesses and facility managers can strengthen their relationships with key stakeholders and improve their reputation. Going Beyond Green In Maintenance Establishing a plan that goes beyond purchasing just green products is essential in order to achieve the type of credibility businesses need. Improving the triple bottom line — people, planet and profit — has become a priority for many organizations and considered a criterion in order to gain a competitive edge. Businesses need to embrace sustainability as a whole because their customers want to know the processes behind the offered products and services, such as where they come from and how the developmental life cycle impacts the environment from start to finish. To achieve such credibility, businesses must remain transparent when carrying out sustainability projects. In addition to tracking and providing metrics to customers, business and facility managers should work towards becoming recognized by third-party certifiers such as LEED or BREEAM. Using environmental management systems can provide a framework to help prioritize and establish baseline policies in sustainability and health. Such efforts can essentially lead to better business practices and benefit both employees and customers in the long run. According to a survey conducted by SCA, 59 percent of business professionals have begun making small changes to become greener in their business decisions. Adopting a policy that includes elements such as a green committee or green cleaning program can help employees stay healthy while reducing maintenance labor — all while still carrying out the necessary green initiatives. When implementing a green maintenance program, business owners and facility managers should consider: • Evaluating current products and practices to determine where improvements need to be made; • Educating staff members on green cleaning solutions and procedures. This will engage employees in sustainability and hygienic efforts which can potentially help reduce worker injuries and decrease Worker’s Compensation claims; • Using products verified with certifications such as EcoLogo, Green Seal and Energy Star. This can help business owners and facility managers show how they approach sustainability holistically; and,

• Installing high-capacity dispensers to respond to the demands of a high-traffic environment. This reduces labor and maintenance costs by eliminating the need for frequent product refills such as paper towels or toilet paper. Restrooms Key To Green Maintenance Success If there’s one area where green maintenance can have a visible impact, it is the restroom. Clean restrooms with sustainable properties reflect positively on the commitment a business has to its customers and employees. Solutions for restrooms should be both hygienic and ecofriendly and should provide a safe and productive environment for staff and patrons. These may include: • Cutting waste and contamination risks with paper dis-

pensers that limit overuse of paper towel. This can reduce waste by 25 percent, while providing a clutter-free environment for tenants; • Using sanitary paper supplies that are 100-percent recyclable, compostable and biodegradable. This ensures that the entire lifecycle of a product remains environmentally responsible; • Conserving water and energy by installing waterless urinals, hand sanitizers and other waterless products; and, • Providing a touch-free restroom experience that prevents the spread of germs. This can also help encourage healthy hygienic practices and prevent the spread of germs. Being green in the maintenance industry is not about specific products. Instead, it’s about implementing a holistic approach that includes educating employees, safe practices and the right tools and equipment that can help accomplish those tasks. With this in mind, business leaders can help gain the recognition they need and improve overall business results.

Purchasing Dispensers: Understanding Your Key Priorities By Josh Renihan, Director, Segment Marketing At SCA Tissue North America

The job of the maintenance staff goes beyond building upkeep; it is a position that can reduce an organization’s environmental footprint and protect the health of tenants, all while cutting costs. Whether it’s an office building, a health care facility, a restaurant or a manufacturing plant, choosing the right maintenance products, including dispensers, is a key responsibility for building owners — especially when these choices can have substantial impact on the environment and safety of all patrons. When purchasing dispensers, understanding which products best help maintenance staff while addressing tenant needs is essential in successful building management. These individuals rely on building owners to provide the insights into what will work best for the space they interact with, regardless if their priorities are in hygiene, sustainability or simply cost savings. Here are three key considerations to focus on when purchasing dispensers: Hygiene Helpers “Employees must wash hands before returning to work.” This is prevalent in the food industry but less so in other settings. Washing hands should be a given, but according to researchers from the American Society of Microbiology, only 85 percent of adults observed in restrooms in major cities washed their hands after using public facilities. It is important to make hygienic tools easily accessible, not just in the restroom. For instance, health care facilities should have hand sanitizer dispensers throughout, including at nurses’ stations and in patient rooms. Kitchens should be equipped with sinks for staff to wash their hands frequently to avoid food contamination. There are a variety of soap and sanitizer dispensers, including those built into the restroom counter, those affixed to the walls near the sink, those that you manually pump, and those with automatic sensors to release a set amount of product. Once hands are washed, the next hurdle is exiting the room without re-contaminating the clean hands. Studies show that not only are clean hands important

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in reducing the spread of germs, but dry hands are as well. Drier hands avoid damp breeding grounds for bacteria and also lessen the chance of cross-contamination. How many times have you tried to dry your hands with air dryers only to finish drying them on your pants, or by waving your hands in the air? SCA research found that only 56 percent of restroom users keep their hands under the dryer until they are completely dry. Paper towels provide more absorption to ensure hands are completely dry when exiting the restroom. Paper towels can also be used to turn off the faucet after washing hands and also to open the restroom door upon exiting, ensuring clean hands don’t come in contact with germy surfaces. One solution is an exit door paper towel system, such as the Tork Elevation™ DoorMate™ Towel System, to keep hands clean while leaving the restroom. By providing a small square of folded tissue, users will take fewer paper towels to use to exit and create less waste around the restroom. The DoorMate includes a wallmounted 5-liter bin to toss towel waste. Incorporating solutions such as these can be beneficial to all patrons and can help keep them safe. Thus, it’s important to purchase dispensing systems that can help address issues in hygiene and health. Restroom Traffic Control Not every dispenser is right for every restroom environment. When choosing what option to go with, work with the purchaser to assess the overall size of the restroom, how frequently it will be cleaned and how many individuals will be using it over a given period of time. High-traffic restrooms require dispensers that can hold a larger volume of products — whether it’s soap, paper towels or toilet paper. The goal is to limit the time needed to refill the dispensers on an ongoing basis, and also lessen the chances of the product running out. Many dispensers have unique features to limit wastefulness. For instance, the Tork Elevation™ Bath Tissue Jumbo Roll Mini Twin Dispenser allows for two highcapacity rolls and has a roll brake so people take only what they need, reducing waste, clutter and cost. Less Continued on Page 50

ADVERTORIAL

May/June 2012

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 58

Maintenance Sales News

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ADVERTORIAL

EXPANDED

May/June 2012

Technologies

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Quieter â&#x20AC;&#x153;The difference was like night and day. The day after Expanded Technologies installed the Floor Savers, the classroom environment greatly improved. It made teaching my classes much better, because I do not have to talk over the noise of chairs and stands, and helped the kids focus on their material. The chairs and music stands were just so noisy.â&#x20AC;?

Better Focus â&#x20AC;&#x153;My students have definitely noticed a difference. They have actually made it a practice to ensure that all of the music stands and chairs with the Floor Savers end up in my classroom at the end of the day and not any other classroom. It really helps everyone focus on what they are trying to learn, rather than on the noisy chairs and stands.â&#x20AC;?

Less Maintenance â&#x20AC;&#x153;We are really impressed with the product and the noise reduction. Even our orchestra and choir are now interested in getting some of Expanded Technologiesâ&#x20AC;&#x2122; products. Our janitorial staff noticed the first day they were installed, because moving the chairs around to clean can be a very noisy job. After installing the Wrap Arounds and Chair Tips with felt, they couldnâ&#x20AC;&#x2122;t be happier. The products will significantly increase the time between floor finishing, too. They have already reduced the frequency for polishing the floors.â&#x20AC;?

Easy Installation â&#x20AC;&#x153;Expanded Technologies products are easy to install and are made very well. We havenâ&#x20AC;&#x2122;t had to replace any of the Wrap Around Floor Saversâ&#x201E;˘ or Chair Tips, and I do not foresee having any issues getting more if I need them.â&#x20AC;?

â&#x20AC;&#x201C; Ken Weile, #BOE *OTUSVDUPS *OEJBO 5SBJMT )JHI 4DIPPM

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Our Floor, Furniture and Surface Protectors Â&#x201E; ,FFQ GMPPST JOUBDU Â&#x201E; -PXFS NBJOUFOBODF DPTUT Â&#x201E; 1SPWJEF QSPUFDUJPO GPS BMM FOWJSPONFOUT

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888.654.7720 www.expandedtechnologies.com

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ADVERTORIAL

May/June 2012

von Drehle Offers Complete Line Of Hands-Free Dispensers

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ADVERTORIAL

Maintenance Sales News

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ADVERTORIAL

May/June 2012

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 8 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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ADVERTORIAL

May/June 2012

Wausau Paper

Understanding The Green Movement

reen products have been a part of the awayfrom-home market for many years. In the early 1990s, going green simply meant buying paper and other products that were made of recycled materials or could be reclaimed from the waste stream for some additional use.

Today, green takes environmental stewardship to a whole new level. It is an approach to purchasing products and services that creates a healthy living and working environment. As a result, property managers and governments (federal, state, county and municipal) are seeking to incorporate environmental considerations in their buying decisions. Simply stated, they want a healthier environment for their tenants, citizens and employees. WHAT’S DRIVING GREEN Over the years, changing world dynamics have propelled the green movement. Human population has experienced continuous growth since the 1300s. According to the United States Census Bureau, in 2012 human population is estimated to exceed 7 billion. With the boost in population, there has been an increase in environmental concerns such as global warming, pollution and landfill waste. Over the last 20 years, the government has instituted various initiatives pertaining to greening its facilities. This began in the early 1990s with an Executive Order 12873 entitled Federal Acquisition, Recycling and Waste Prevention. This order instructed use of environmentally preferable products which was defined as those products or services that have a lesser or reduced effect on human health and the environment when compared with competing products or services that serve the same purpose. Programs like the U.S. EPA’s Environmental Purchasing Program (EPP), subsequent Federal Executive Orders and state and local governments seek to promote green purchasing; strengthen environmental, energy and transportation management; and reduce energy and water usage. These initiatives further encourage the private sector to develop products and technologies to support the green movement. Advocacy organizations and groups also drive “going green.” To illustrate, the U.S. Green Building Council is a non-profit organization committed to expanding sustainable building practices to create environmentally responsible, profitable, and healthy places to live and work. Another agency is the Healthy Schools Campaign which advocates policies

and practices that allow students and teaching staff to learn and work in a healthy environment. These organizations champion initiatives that promote better quality of life while helping the environment. As a result of pollution and waste concerns, governmental orders and advocacy groups, consumers have sought ways to minimize their impact on the environment by choosing products that are recovered from

The updated GS-01 Standard was expanded to establish environmental, health, and social requirements for the broad range of industrial and retail sanitary paper products including bath and facial tissue, paper towels, napkins, and placemats. In addition, the new Green Seal standard provides more stringent criteria such as increasing the amount of post-consumer material required by an average of 25 percent, monitoring of air and wastewater quality, outlining limits to energy and water use during manufacture, and expanding product performance and packaging requirements. With a third-party certification, such as Green Seal, green environmental claims are validated and substantiated, not by the manufacturer, but by a reputable, unbiased organization.

other materials or products manufactured and transported with methods less harmful to environment. In essence, consumers are seeking green products. THIRD-PARTY GREEN CERTIFICATION In a marketplace of confusing environmental claims, it is no wonder consumers are overwhelmed with how to choose a green product. One way to combat this confusion is to rely on third-party certification. Seeking products with a certification can help sort through the confusion by taking the guesswork out of the green evaluation process for the decision maker. One example of a third-party certification is Green Seal™ certification. Green Seal is an independent, non-profit organization which offers credible, unbiased third-party certification standards for over 40 product and service categories including towels and tissue. There are other third-party certification standards available for towel and tissue products; however, the Green Seal standard is most widely known. As an organization, Green Seal, Inc. is dedicated to safeguarding the environment and transforming the marketplace by promoting the manufacture, purchase, and use of environmentally responsible products. To further this dedication, in 2011 Green Seal issued a stricter and more comprehensive update to its towel and tissue standards. Companies with towel and tissue products previously certified by Green Seal are required to meet the new GS-01 Standard for Sanitary Paper Products in order to maintain certification.

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GREEN TRANSPORTATION Another aspect of choosing a green product includes the transport of the raw materials and finished product. The U.S. Environmental Protection Agency’s SmartWaySM Transport Partnership Program is designed to bring together major freight shippers, trucking companies, railroads, logistics companies, and trade/professional associations to pursue mutually beneficial efficiencies that result in emissions reductions and other environmental improvements. Improvements in transportation can be garnered by reconfiguring products. This includes reviewing the product or package size, amount of product per package, and packages per case to fit more efficiently in a case and subsequently in a unit/pallet configuration. Optimizing packaging configurations aids in reducing fuel usage, carbon dioxide and nitrogen oxide emissions as well as allows for better storage and warehousing of product. GREEN LEADERSHIP Wausau Paper has a long history of offering products that meet both the needs of customers and the changing demands of the market. This is evidenced by its production of 100 percent recycled towels and tissue for nearly two decades and being the first paper company to offer a Green Seal™ certified product line. With the rising importance of the global green movement, Wausau Paper understands the significance of substantiating product claims and undergoing initiatives that reduce its overall impact on the environment. Well before green was the cover story in magazines and headline news in other media, Wausau Paper was developing the environmentally preferable towel and tissue market and leading the way for others to follow.

wausaupaper.com • 800.723.0001

WAUSAU PAPER IS ALL ABOUT

GREEN LEADERSHIP. WAUSAU PAPER IS ALL ABOUT YOU. Recyling programs, transportation optimization initiatives, and a broad range of Green Sealâ&#x201E;˘ certified products further our commitment to you and the environment.

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ADVERTORIAL

May/June 2012

From Trojan Battery

Maximize Productivity With Proper Battery Selection And Maintenance For Floor Cleaning Equipment By Elke Hirschman, V.P. Marketing, Trojan Battery Company Today’s maintenance professionals face a variety of challenges ranging from limited staff to shrinking budgets. As a building services manager or a contractor of cleaning services, these issues can cost both time and money when it comes to successfully completing floor cleaning maintenance tasks. But choosing the right battery for your floor scrubber, knowing proper battery maintenance and educating your staff are a few important ways to ensure the safe, uninterrupted operation of your floor machines, and key to getting the biggest return on your battery investment.

So what battery technology do you choose? Deep-cycle batteries, whether they are flooded, AGM or gel, are the best choice for cleaning machines because they are optimized for the deep discharge, characteristic of daily floor scrubber operations. It’s important to remember that a battery is only as good as the maintenance it receives. Proper maintenance of deep-cycle batteries will provide maximum performance and longer life extending your overall equipment runtimes. Following these simple steps ensures that these batteries will enable you to operate at optimum levels day in and day out.

Tips for Proper Maintenance: 1. Safety

6. Equalizing (flooded batteries only)

The safety precautions and procedures outlined below should be followed whether handling flooded lead acid (FLA) or valve regulated lead acid (VRLA), such as AGM or gel, batteries. Always wear protective clothing, safety glasses, and gloves when handling and/or performing battery maintenance; Never add acid to a battery; Keep batteries clean and dry; Keep sparks, flames and cigarettes away from batteries; Charge only in well ventilated areas; Skin contact with electrolyte should be avoided; Always use insulated tools.

Connect battery to charger, set to equalize mode, and start the charge cycle; Take voltage readings every hour; Equalization is complete when voltage no longer rises; If charger does not have an equalization setting call the battery manufacturer’s technical support staff to determine setting.

2. Charging Charge after each use and follow the manufacturer’s charging instructions; Before charging, ensure the electrolyte level is above the plates in flooded batteries; Tighten vent caps before charging; Do not interrupt a charge cycle; Never charge a frozen battery; Avoid charging at temperatures above 120°F (49°C).

7. Storage There are very important steps that should be followed when storing batteries for an extended period of time. Completely charge batteries before storing and monitor every six weeks while in storage; Batteries gradually self-discharge during storage. AGM batteries self-discharge at a much slower rate than flooded batteries. Be sure to monitor voltage every 4-6 weeks. Stored batteries should be given a boost charge when they are at 70 percent state of charge or less. Store batteries in a cool, dry location avoiding areas where freezing temperatures are expected; Keep batteries fully charged to prevent freezing; When batteries are taken out of storage, recharge them before use; Avoid direct exposure to heat sources, such as radiators or heaters.

3. Watering (flooded batteries only)

You can also check out Trojan Battery’s “Trojan Tips” educational video tutorials for additional information on proper battery maintenance at http://www.trojanbattery.com/Trojan_Tips.

Add water only after fully charging the battery (unless plates are exposed); Check with the manufacturer regarding proper electrolyte fill levels; Never allow the electrolyte level to fall below the plates; Use distilled water.

Gaining a clear understanding of the various deep-cycle battery types and maintenance practices ensures that your battery-powered floor machines will continue to operate at peak levels of performance and reliability.

4. Cleaning Clean the battery terminals and cable lugs regularly with a solution of one cup of baking soda and one gallon of water using a wire brush. It is imperative to properly maintain the entire connection in a flooded battery because corrosion at either end of the connection can cause high resistance and potential battery failure. Rinse with water and dry. Thinly coat all connections with anti-corrosion spray or silicone gel to resist corrosion.

With proper care and maintenance, an initial investment in deep-cycle flooded, AGM or gel battery technology can be extended as well as keep the total cost of ownership to a minimum resulting in more uptime and profits for your company.

5. Torque Tighten all wiring connections per the manufacturer’s specifications; Do not over-tighten which can result in post breakage; Avoid under-tightening which can result in post meltdown; Make sure there is good contact with the terminals.

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About Elke Hirschman Elke Hirschman is vice president of marketing for Trojan Battery Company. She is responsible for leading Trojan’s overall global product and business marketing efforts for its floor cleaning, golf, transportation, aerial platform and recreational product divisions. Hirschman oversees product development, pricing policies, and sales and marketing strategies for Trojan’s domestic and international operations. During her tenure at Trojan, Hirschman successfully launched the company’s AC Series floor machine batteries, the HydroLink™ watering system for deep-cycle flooded batteries, the OverDrive AGM 31™ anti-idling battery for heaving trucking applications, and the industry-leading AGM and gel battery products.

better cleaning better bottom line

Help your customers really understand the true value of clean. The ISSA/INTERCLEAN Exhibition & ISSA Convention is packed full of the knowledge and networking you need to make it happen. Find the latest products and innovations to increase profits. Get the details needed to convince decision makers. It’s the one show with everything you need to change the way the world views cleaning, and transform your vision for success into reality.

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May/June 2012

STEFCO OFFERS AN EXPANDED DISPENSER LINE FOR 2012 Stefco believes that the right dispenser for the right application will save on consumption, waste and labor while improving hygiene and facility appearance! No-Touch Mechanical Roll Towel Dispenser

No-Touch Electronic Roll Towel Dispenser

Proprietary Dispenser (item #92006- item #92007)

Proprietary Dispenser (item #92500)

Stefco's proprietary no-touch mechanical roll towel dispenser encompass the latest innovations in portion control and consumption reduction.

Stefco's proprietary no-touch electronic roll towel dispenser encompass the latest innovations in portion control and consumption reduction.

• With a patented cutting mechanism that advances and cuts the towel for the lowest mechanical pull force and lowest tab-outs in the industry • 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 & high-impact resins resist corrosion from sanitizing solutions for long-lasting service • Stub roll feature with automatic transfer • Can be converted to a no touch electronic dispenser by simple exchanging dispensing module • Quick and easy loading with open access and exposed roll holders • Features an emergency feed • Made with break and chemical resistant plastic

• Multiple service options, including paper exposed or paper hidden mode to meet enduser 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 simple 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 • Made with break and chemical resistant plastic

Push The Cover Roll Towel Dispenser (item #92011) The push the cover roll towel dispenser is simple, convenient and hygienic, just press anywhere on the cover to release the paper by using your fingers, palm or elbow. • Easier to operate than conventional levers roll towel dispensers • Battery-free operation • Easy loading with quick access and exposed roll holders • Made with break and chemical resistant plastic

No-Touch Compact Roll Towel Dispenser

Center Pull Towel Dispenser

Proprietary Dispenser (item #92502)

(item #91000)

Stefco's proprietary no-touch compact roll towel dispenser encompass the latest innovations in portion control and consumption reduction. • With a patented cutting mechanism that advances and cuts the towel for the lowest mechanical pull force and lowest tab-outs in the industry • 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 • Made with break and chemical resistant plastic

Call today for more information 1.800.835.1854 or visit www.stefcoindustries.com

Our 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, since users only touch the towel they use. • 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 for simple loading • Easy to install • Ideal for public bathrooms in offices, lodging facilities, hospitals, industrial operations and foodservice preparation areas

Bump Bar Roll Towel Dispenser

Mini Twin Jumbo Tissue Dispenser

Mini Center Pull Towel Dispenser

(item #92005)

(item #93015)

(item #91003)

The bump bar roll towel dispenser wide lever is hygienic – it comfortably fits the palm of your hand so that your fingers never need to touch the dispenser to get a towel. • 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 • Easy access for loading a new roll • Strong stainless steel door hinges • Mounting plate available • Meets all ADA standards • The dispensing stroke is adjustable from 12 to 9 cm (5" to 3.5") per stroke

Stefco’s Mini Twin Jumbo Tissue dispenser compact design and double roll capacity allows you to install this dispenser in almost every area at the same time helps eliminate runs-outs, reduce waste and labor costs by using one roll before transferring to the second one. • 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

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This versatile and unique hands-free Mini Center Pull 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. • Highly versatile, perfect for areas with high-traffic and limited space. • Uses a mini-center pull towel • Ideal for smaller restrooms, cash register areas, food preparation areas, janitorial, health care, hospitality, stores, supermarkets and automotive environments

Maintenance Sales News

Sky Systems: A Special Offer Protecting Hands/Health

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.

ADVERTORIAL

May/June 2012

VPR Impex Inc.

Exclusive Distributor In North America For Polti, Vapore, Lava, Elsea & Tecnica This type of cleaning should not be confused with steam machines, he added. acked by over 20 years of experience in the ecological vapor cleaning field, “Steam is wet while vapor is dry due to the fact that vapor comes from high tema new entity known as VPR Impex Inc., has become the exclusive distributor in North America for Polti and Vapore professional ecological vapor peratures and pressure. The content of moisture in the vapor is very low, at only 4 cleaning systems; Lava automatic floor scrubbers; Elsea commercial wet and dry to 6 percent. This allows for a quick dry time while cleaning and disinfecting such vacuums; and Tecnica commercial upright vacuum cleaners. These products are all items as carpet, upholstery, mattresses, etc.,” Mario Ruffolo said. The success of dry vapor technology that can be found at VPR Impex has been designed for the jan/san cleaning market and all made in Italy. “VPR Impex is now responsible for the distribution of all the above products on the ascending mode ever since its 1995 introduction into North America. “It was a struggle when we first introduced this technology to the North Ameriunder one umbrella throughout North America,” VPR IMPEX President Mario Ruffolo said. “The formation of VPR Impex allows customers to benefit from a one-stop shop for all Polti, Vapore, Lava, Elsea and Tec“Our system has been certified, tested and approved, both nica products,” Mario Ruffolo said. “With the new VPR medically and scientifically, to destroy viruses, bacteria Impex, customers’ requests for easy access to additional equipment such as automatic floor scrubbers (Lava), commercial and other micro-organisms. It disinfects due to the high upright vacuums (Tecnica), and commercial wet and dry vactemperature that is used. We are able to clean and disinfect uums (Elsea) have now been answered.” Information about all of these products is available by visiting a using only water — no detergents or chemicals. It’s done new website (www.vprimpex.com.) easily and quickly.” — Mario Ruffolo, VPR IMPEX president “We are best known for vapor technology. That is our bread and butter. By having two name brands (Polti and Vapore) dedicated to this technology, we provide customers with the best of what is available as far as quality, products and choices are concerned — not only from can jan/san marketplace,” Mario Ruffolo said. “There is now a lot more awareness vapor-only systems but also vapor and suction capabilities,” Mario Ruffolo said. to this method.” The ecological vapor cleaning system is ideal for jan/san distributors wanting to “We have also added the continuous fill feature to our vapor systems. These are machines that hold a cold water reservoir that end-users can fill as they work, taking open new revenue possibilities, he added. “This technology has been in existence in Europe for over 35 years. Our prodaway issues with down time. This is a big focus.” The concept of ecological vapor cleaning is relatively new to the North American ucts are made in Italy, where this technology originated. Italy has a strong tradition jan/san marketplace, but it has been well established and practiced in Europe since when it comes to producing cleaning equipment,” Mario Ruffolo said. “For endusers, ecological vapor cleaning enables them to thoroughly clean any surface, the early 1980s. This system uses dry vapor cleaning and is certified to eliminate bacteria and crevice and hard-to-reach area where bacteria proliferates. With our system, beviruses such as H1N1, salmonella, listeria, E.coli, as well as bed bugs, fleas, dust cause of all the different tools and nozzles that are available, end-users can kill bacteria in all areas.” Ecological vapor cleaning is now being used in such facilities as hospitals, clinics, nursing homes, long-term care centers, day care centers, hotels/motels and resorts, schools, supermarket chains, restaurants, dairy production, commercial kitchens, meat packing plants, bakeries, manufacturing plants, government buildings and with the military — both in Canada and the United States. Among wellknown end-use facilities using ecological vapor cleaning products from VPR Impex is Universal Studios in Hollywood, CA. Mario Ruffolo noted that today’s “super bugs” 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,” Mario Ruffolo said. This system also meets today’s standard for environmental friendliness. As Mario Ruffolo states, “Water is used as the primary ingredient. You cannot get any greener. “We work very hard to make sure all of our customers are completely satisfied with the way we turn around products and provide assistance,” he said. “We are always available for customers — not only with technical support, mites, lice and other micro-organisms. The key ingredients are water and super- but also by training their staffs. No one receives our equipment without being heated vapor in a temperature range from 140°C and 160°C (284°F and 320°F). trained.” Mario Ruffolo encourages people to visit the VPR Impex website to find out what Pressure used in this system ranges between 82.5 psi to 97.5 psi. “Our system has been certified, tested and approved, both medically and scien- other new products and services will be available in the near future. Today’s group tifically, to destroy viruses, bacteria and other micro-organisms. It disinfects due to of products under the VPR Impex umbrella will also be showcased during the 2012 the high temperature that is used,” Mario Ruffolo said. “We are able to clean and dis- ISSA Annual Convention this fall, as well as at other coming trade shows located in infect using only water — no detergents or chemicals. It’s done easily and quickly. the United States and Canada. “Because we do not use soaps or chemicals, there is no residue left on the surface. Contact: VPR Impex Inc., This allows the surface to be cleaner as residue can attract dust and other dirt found Phone: (973) 826-7672 USA • (514) 733-2906 CANADA in the area, whether it’s in a home or business. No residue means the surface stays Website: www.vprimpex.com. cleaner much longer.”

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ADVERTORIAL

Chase Products Company

Offering Green Cleaners And Polishes That Are Effective, Economical And Time Saving “We have further improved our customer service efforts ffering “green” cleaners and polishes that are effec- “Testing also proves that our products work. We have distive, economical and save end-users time is an ob- pelled both concerns relative to cleaning power and price. during the past year, receiving strong feedback from disjective met by Chase Products Company with its The feedback that we have received about these products tributors in the process. Our two regional sales managers are very responsive to customers’ needs, while the level of inDesign for the Environment-certified Champion Sprayon® has been very positive.” The development of Champion Spray- side support from Chase Products has never been better. We Green World N™. on® Green World N™ took three-plus also continue to provide 24-hour shipping as well as comThe six product-Green World N™ line is years. To meet DfE requirements, the pro- petitive pricing,” Albazi said. “Chase Products supplies such the first full line of cleaners and polishes pellant for this line was changed to nitro- markets as hospitality, health care, education and many other that comes with a continuous spray system, gen, while changes also had to be made types of commercial buildings.” according to Chase Products Co. Presiconcerning droplet size. Setting the record straight about today’s aerosols and condent & CEO Judy Albazi. “The droplet size from the spray had to tinuing its green focus throughout the company are two main The “N” in Green World N™ stands for be large enough to not affect end-users with objectives being worked on by officials at Chase Products. “nitrogen,” a natural propellant. The brand respiratory problems,” Albazi said. “Fortu“Unfortunately, aerosols still carry a negative connotation consists of six products made from nately, we were able to find a supplier able with some uninformed people. They believe today’s aerosols biodegradable DfE-designated CleanGredito accurately measure the size of droplets help destroy the Earth’s ozone layer. This is simply not true. ents®. The products were not tested on anand provide the proper imals, and they come in recyclable valve, helping Champion “We have further improved our customer containers, Albazi added. They contain no Sprayon® Green World harsh chemicals and leave no residue or N™ meet DfE require- service efforts during the past year, receiving fumes. ments.” Introduced last September, Champion strong feedback from distributors in the Judy Albazi, Chase Products Although Chase Products Sprayon® Green World N™ has been one President/CEO is a well-known manufac- process. Our two regional sales managers of Chase Products Co.’s most successful product launches in terms of customer response and interest. turer of aerosol products, its Green World are very responsive to customers’ needs, N™ is not considered an aerosol. Included under the brand are: “By its pure definition, the word ‘aerosol’ while the level of inside support from Chase n Stainless steel cleaner and polish; means ‘a mist.’ Due to the droplet size of Products has never been better.” n Dust and mop treatment; Green World N™, the product line is conn Glass cleaner; — Judy Albazi sidered a ‘continuous spray system.’ Hown All-purpose cleaner; ever, it works just like a traditional aerosol n Furniture cleaner and polish; and, package,” Albazi said. Aerosols have not contained CFCs (chlorofluorocarbons) n Bathroom and tile cleaner. Using nitrogen also comes with advantages. since 1978,” Albazi said. “However, there are still some “We’ve found these areas of cleaning to be in need of the “Nitrogen works well as a propellant. It’s natural, less ex- school text books that contain outdated information. most help within the janitorial/sanitary industry,” Albazi “This remains an uphill battle, which we are fighting with said. “Four of these six products contain zero VOCs (volatile pensive compared to many other propellants and is nonorganic compounds), while the other two have very low flammable,” Albazi said. “Many products today that are not the help of industry resources such as the Consumer Specialty Products Association (CSPA). Within the CSPA umVOC levels (four percent for the all-purpose cleaner and one even considered ‘green’ still use nitrogen.” brella is the Consumer Aerosol Products Council, which percent for the bathroom and tile cleaner.) updates school teachers and science “We continue to work to get programs about today’s aerosols.” all of these products to zero Focusing on the environment is VOCs. This is important as state important to Chase Products. For governments are constantly reexample, most of the company’s ducing their permissible VOC products now come in DSC cans. levels. Also, one of the partnerThese two-piece containers require ship requirements with the U.S. less energy to produce than stanEnvironmental Protection Agedard three-piece cans, and are made ncy’s DfE program is that we with a minimum of 33 percent recontinually make improvements cycled steel, according to Albazi. to our products in these areas.” Many of these cans now feature Another important feature of E-twist caps, which contain less the six Champion Sprayon® plastic compared to typical doubleGreen World N™ cleaners/polshell overcaps, she added. Meanishes is their ease-of-use factor. while, packing/shipping cartons are “There is no easier delivery made from at least 25 percent recysystem for cleaning than this one. cled paper. All of these components End-users just spray the product are completely recyclable themat the desired location. No addiselves in communities that have aptional training is required, saving propriate recycling facilities. end-users money in the process,” “This is all part of our sustainAlbazi said. “This is especially ability story at Chase Products, and important for smaller companies there is much more we can do in the with a limited cleaning budget. Working Nationwide With Distributors future,” Albazi said. Our products help end-users avoid the waste and mistakes The company continues to manufacture only in the United that can be made while mixing chemicals. This is the great tarting in 1927 as an exterminator and pesticide man- States, with its Broadview, IL, production facility located 15 advantage of using a continuous spray system.” ufacturer, Chase Products produced its first aerosol miles west of Chicago. Albazi added that there still remains a perception among Contact: Chase Products Company, item in 1948. Today, there are over 200 institusome people that a “green” product will not clean as well as Broadview, IL 60155. tional/industrial maintenance products alone that bear the a standard item and/or will be higher in price. Phone:1-800-242-7326 (1-800-ChaseCo); “Chase Products has priced its Champion Sprayon® company’s Champion Sprayon®, ProsALL® and SprayFax: 708-865-7041. Green World N™ close to, or less than, many standard PAK® brands. These are stocked and distributed by over Website: www.chaseproducts.com. cleaners available in the jan/san marketplace,” Albazi said. 1,000 jan/san distributors on a national level.

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ADVERTORIAL

May/June 2012

Janibell’s Unique Waste Disposal Solutions Are A Win/Win For Everyone Distributors, Facilities, Building Occupants And Cleaning Crews All Benefit When Janibell set out to create a superior waste disposal solution, they succeeded in creating a line of products that meets everyone’s needs, from distributors to endusers. First and foremost, Janibell solves the odor and pathogen problems that are often associated with waste receptacles. But beyond that, Janibell offers many additional advantages. With Janibell, facilities managers get a durable and economical solution that also saves staff time. Staff members appreciate Janibell because they can empty the waste receptacles quickly and easily, without ever having to see, smell or touch the waste. Building occupants – including hospital patients and staff – appreciate having fresh-smelling rooms and attractive waste receptacles. And distributors benefit from the ability to offer their clients a unique and muchneeded solution that also leads to on-going residual orders, since Janibell requires the use of a proprietary bag liner. Unique Solutions To Common Waste Disposal Problems Handling and disposing of waste is a primary source for bacteria and viral exposure. Open top or manual lid receptacles, overhanging or exposed bags, and the need to pull the full bag up and out of the receptacle for disposal all contribute to the problem. Open trash containers are also unsightly and can result in unpleasant odors permeating the room. To eliminate these problems, Janibell’s waste disposal systems all feature hands-free operation, tight-fitting/self-closing lids that lock in odors, as well as a fully-enclosed continuous liner system. “The continuous liner system is at the heart of what makes Janibell unique,” explains Janibell President Bumkee Kim. “The system eliminates materials waste because bags can be cut to any size desired. No more wasting an entire bag if the receptacle is emptied before it is full! The fast and easy bag removal process minimizes service workers’ exposure to the waste contents. Plus, these are the only bag liners on the market that are both fully biodegradable in landfills and made with 20 percent recycled material. The Janibell liner system is economical, hygienic and eco-friendly.” A Full Range Of Products The Janibell line includes four step-open waste receptacles (6-, 10-, 13- and 17gallon models), two cabinet-mount solutions (a pull-out trash can and a smaller trash can that mounts to the cabinet door), a 13-gallon commercial diaper pail and the Prive hands-free sanitary napkin disposal system. Designed to stand up to heavy use, each Janibell trash container features latex-free construction of hard, non-porous ABS resin, reinforced with metal crossbars. Janibell is an especially good fit for the university, hospital and nursing home markets.

Solving Waste Disposal Problems In The Hospitals Market At hospitals nationwide, Janibell’s full line of trash disposal solutions is increasing patient and staff satisfaction by creating a clean, sanitary, attractive and odor-free environment. Once items are deposited in the trash, patients and staff do not see, touch or smell them again. In the hospital setting, the 6-gallon stand-alone trash cans are ideal for patient rooms, waiting rooms, under desks and in restrooms. The 10-gallon models can be used in clinics, nursing stations and labs. The large 13-gallon trash receptacles are popular for break rooms and high-traffic restrooms, and can also be used as hampers for soiled linens. Because it completely locks in odors, the Janibell M400D commercial diaper pail is ideal for pediatrics, while the Prive can be placed in women’s restrooms throughout the facility. Providing A Quick ROI In The Nursing Home Market Research shows that about 55 percent of the residents at an average 99-bed nursing home are incontinent. Currently, most nursing homes ask their CNAs to individually bag each soiled brief and then walk down the hall to deposit it in a waste receptacle. By placing a Janibell in each resident room, the average time spent to dispose of a soiled brief drops from 3 minutes to 15 seconds – resulting in a labor cost savings of over $1,000 per month. Between this and the savings in materials costs, nursing homes find that their investment in Janibell usually pays for itself in less than two months. Distributors, of course, benefit from both the initial sale and the residual income, as the Janibell trash disposal system requires the on-going use of Janibell’s proprietary liners. Backed By An Established Company Janibell is manufactured by Sinclair Worldwide, Inc., a well-established company that has been in business since 1985. After many years of retail and residential success, Janibell has been setting up a national distribution network to sell to the commercial market. A number of regions are still available. Distributors who would like to add a unique product line to their offerings – high-quality products that create guaranteed residual sales – should contact Bumkee Kim at 800-856-0332 for more information.

Meeting The Needs Of The University Market For schools and universities, distributors are finding that the 6-gallon Janibell M280 and the 10-gallon Janibell M330 are popular for use in office areas, restrooms and smaller labs, while the 13-gallon M400 is ideal for common areas within the dorms. Prive units can be placed in ladies’ restrooms all over campus (installed with either the wall mount or floor mount option) to keep the restrooms safe and hygienic.

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The Janibell line of hands-free waste disposal systems is manufactured by Sinclair Worldwide, Inc., headquartered in Ontario, CA. For more information, visit www.janibell.com or call 1-800-856-0332.

ADVERTORIAL

Midlab, Inc.: Key Company Objectives Are Manufacturing Excellence And Product Development

nown as, “The No. 1 brand incubator of cleaning products,” Midlab, Inc., stresses manufacturing excellence and product development as key company objectives. Midlab produces over 600 high quality, custom blended formulas in powder, liquid and solid forms. These products come in a variety of packaging choices to meet every cleaning need. “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 President 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. Schenk said Nattura® products meet the tough standards that today’s endusers 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 envi-

ronmentally 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.” Midlab has expanded its manufacturing facility in Athens, TN, to better serve customers. The upgrade added 100,000 square feet and allows Midlab to increase its production capabilities and open new possibilities for customers. Cleaning Solutions Enjoy Long History At Midlab

lab 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 recent growth 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, according to Schenk. 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, Schenk said, is to provide a great solution — one that offers a distributor’s end-use customers value with products that no other distributor is offering. 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 simplify 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 its partners continue to grow.

stablished in 1981, Mid-South Labs 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. Mid-

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For more information, contact Midlab, Inc., at 800-467-6294 or visit www.midlab.com or www.natturaproducts.com.

ADVERTORIAL

From: von Drehle

When it comes to sustainability and environmental responsibility, the von Drehle Corporation leads the way — and has been for over thirty-eight 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 state-of-the-art 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 fiber ash 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 65

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

ADVERTORIAL

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

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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May/June 2012

category a customer may want to explore. mate in New England. “The website allows us to show customers “People in the Northeast, in a positive way, Continued From Page 24 are very sensitive when it comes to health and more effective ways of doing business. This “Business has been good. It is a challenging hygiene issues, because we get hit with the has been something that has created a lot of time, but I feel like we have a good direction cold and flu season every year,” Nolan said. loyalty from our customers, which we defiand a good team assembled at our company,” “With our Healthy Solutions platform we spe- nitely appreciate.” In addition to offering customers training on Nolan said. “We continue to find new areas to cialize in many cleaning chemicals, disinfectant wipes and so forth. how to use the company’s website, H.T. Berry generate sales, so I feel We are proud of the fact conducts a variety of product training and pretty optimistic about busithat Healthy Solutions has works with customers to physically show them ness moving forward. allowed us to provide so- how the different systems the company offers “Nonetheless, competiwork. lutions to our customers. tion is tough and pricing H.T. Berry also boasts a fully automated de“More than ever people pressures are always presare concerned about livery system using state-of-the-art software. ent. We sell products that a health issues involving “We can do an enormous amount of lot of other people have; their work places. We help things with our system, such as time delivhowever, I don’t think they them make their work eries and order tracking for customers,” have the expertise that we places better.” Nolan said. “We also use our website to help bring to the market. In addition to platform customers with inventory control to make “There are many emergselling, H.T. Berry places sure that they are never out of anything. We ing distribution channels special emphasis on the provide excellent service with our trucks and that would like to get into technological abilities of software.” our business; therefore the distributorship, much It is Nolan’s philosophy that a distributorwe strive to stay ahead of of which involves the ship is only as good as its relationship with its the competition. We conChristopher Nolan company’s website. suppliers. Not surprisingly, the company stantly reinvest in our “We utilize our technology to the full de- places a great deal of emphasis on its relationcompany. Every year we make investments gree,” Nolan said. “Through our website cus- ships with vendors. in people, technology and training.” “We try to hold a lot of joint activities Nolan reported the company’s sales efforts tomers can do a variety of things. It gives our of the past couple of years has focused on customers, if they decide to use it, complete with our key suppliers, such as conducting transparency into their businesses. It lets them joint training sessions,” Nolan said. “In what he calls “platform” selling. “With platform selling, we are trying to track their progress, budget needs in terms of working with our vendors, we try to underbring solutions to our customers, both from a their spend patterns and basically track any stand what new products are coming out on customer service standpoint and a sales standpoint,” Nolan said. “Our business is obviously ® very product focused. We sell things people use in their everyday lives in the work place. We try to bring value to customers’ businesses Two years ago The Bullen Companies Inc. repaired, cleaned and restored to a brilliant by bringing in three solutions platforms that and its e-clean products division introduced gloss. When used with companion products, we have developed.” the next level in green, sustainable resilient SanoVerde® Deep Scrub & Stripper and The three platforms are: floor maintenance with its new SanoVerde® Floor Cleaner, floor care maintenance proSustainable Solutions — Sustainable Sofloor care system. SanoVerde® is a Spanish grams will produce a safe, clean, glossy floor lutions is an education, certification and marphrase meaning Healthy & Green. Since the surface that is durable, will save money and keting program that the company says introduction, the program has been demon- is compatible with the environment. provides its partners with a distinct advantage strated and tested under a variety of condiin the expanding green markets; tions and facilities. The company was Healthy Solutions — Healthy Solutions is recently awarded the floor care contract for an education, certification and marketing prothree years in a school district comprised of gram that provides H.T. Berry partners with a over 100 buildings. complete industry wellness platform for the Bullen says the SanoVerde® floor care work place; and system offers the following advantages: Saving Solutions — Saving Solutions is a 40% Labor Cost Reduction total cost reduction program that provides H.T. 33% Less Floor Finish & Stripper Cost Berry partners with a series of analytical tools 38% Less Indoor Air Pollution and recommendations that address the cost of 38% Pollution Reduction acquisition, possession and application of maThis philosophy of “Healthy & Green” terials with the goal of lowering total cost guides Bullen’s choice of ingredients, forwhile creating other efficiencies. mulations and how best to apply SanoVerde® “Saving Solutions is the platform where we products in a safe and sustainable manner. use our technology, inventory controls, etc.,” The SanoVerde® floor care system, which is Circle 99 Nolan said. comprised of five green certified products, is “For more information concerning the three designed to give end-users a three year miniThe Bullen Companies platforms, visit www.htberry.com and click on mum, no strip floor that will save money on “Green” Background ‘solutions.’ labor and chemical costs....this is the In 1993, the president of the United “Environmentally friendly products are SanoVerde® floorcare system No Strip PromStates announced Executive Order 12873 a main area of growth for H.T. Berry. Our ise. Sustainable Solutions platform has really The SanoVerde® floor care system prod- entitled “Federal Acquisition, Recycling been another value-added asset to our cusucts, which are DfE recognized (U.S. EPA’s and Waste Prevention,” and directed the tomers. Design for the Environment Program), in- federal government purchasing authorities “With us, green goes beyond just selling clude a Floor Finish, a Floor Cleaner, a Floor to show favor to products and services that the products. For example, our facility is Restorer (Gel or Liquid) and a Deep Scrub & “have a lesser or reduced effect on human equipped with solar panels. We don’t have Stripper. These products were developed to health and the environment when compared an electric bill and the company’s carbon work together synergistically to achieve a with competing products or services that serve the same purpose.” footprint is basically closing down to zero. three year minimum no strip result. The Bullen Companies joined with the EPA We try to incorporate both how we distribSanoVerde® Floor Finish is a zinc free inute products and the products we sell into terlock polymer coating that dries to a deep and their Design for the Environment program our green initiative.” gloss and is extremely durable under heavy for all its e-clean products. The Design for the H.T. Berry’s Healthy Solutions platform traffic. When used with SanoVerde® Floor Environment (DfE) Program is a voluntary takes on an added significance given the cliRestorer (Gel or Liquid), the finish is easily partnership program that works directly with

Improved Business

the market before they even arrive. We keep track of new trends. “We work hard to make sure we have all the things we need in stock to meet a customer’s needs. To accomplish this goal, we view our relationships with suppliers as a two-way street. We want to make sure they are happy with the growth they are having and with the types of products that we are growing with them. In return, we want to be happy with the quality of products our vendors are manufacturing and delivering to our warehouse.” H.T. Berry’s current emphasis on its three main platforms and the company’s technological abilities have Nolan excited about the future. However, most important to Nolan is the company’s stellar workforce. “I am very blessed to have excellent coworkers to work with everyday,” he said. “It keeps me optimistic when I see people working hard and following the company mission. “Two factors have contributed greatly to our success — our employees and the strategy and vision they have allowed us to create. Our people have a sense of caring about the vision of the company.” Contact: H.T. Berry Company, 50 North St., Canton MA 02021. Phone: 781-828-6000: Toll free: 800-736-2206; Fax: 781-828-9788. Email: info@htberry.com. Website: www.htberry.com.

Bullen’s SanoVerde Floorcare System Offers Many Advantages industry to integrate health and environmental considerations into business decisions.

Green And Getting Greener The Bullen Companies began a program over a year ago to use only safer surfactants in all its cleaning, disinfecting, and maintenance products. Safer surfactants, as defined by the Safer Detergents Stewardship Initiative (SDSI) under the EPA's Design for the Environment (DfE) Program, are surfactants that break down quickly to non-polluting compounds and help protect aquatic life in both fresh and salt water, all without effecting the products performance. Nonylphenol ethoxylates, commonly referred to as NPEs, are an example of a surfactant class that does not meet the definition of a safer surfactant. Therefore, Bullen has commenced a total phase out of NPEs in all of its products. Bullen’s goal is to complete a 100 percent transition away from NPEs over the next 36 months. In addition, Bullen commits to using safer surfactant alternatives recognized by the DfE and listed on the Cleangredients website. The Bullen Companies began the transition to safer surfactants through the launch of its DfE approved e-clean product line and private label products. Currently, the company has 59 DfE recognized products. This number is growing. Bullen has also replaced NPEs in many existing products over the last 18 months to help meet the environmental requirements of its customers. For more information on the SanoVerde® Floor care System go to: http://www.e-cleanproducts.com. For more information on The Bullen Companies go to: http://www.bullenonline.com.

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INDUSTRY NEWS

May/June 2012

SCA

DPA Urges Use Of IndustryHuddle.com

Continued From Page 25

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DDI System’s Inform Software Version 77 Released DDI System has been a leading technology provider to wholesale distributors for almost 20 years. A continued commitment towards innovation and industry specific requirements is evident with the latest release — Inform Version 77. The new Version 77 highlights give added functionality and more options to run your business at the highest level of precision found in the industry. DDI System's inform software has expanded its support of multiwarehouse functionality gaining added tools

in pricing and overall profitability. Plus more ways to improve inventory efficiency and expand product lines than ever before. DDI continues its tradition of innovation and exceptional value with this free upgrade for DDI System inform subscribers. New integrated features introduced include Warehouse Specific Pricing (maintain separate costs and list prices by warehouse location to increase gross profits), Restricted Items by Customer (using certification codes, identify products on hand for specific

customers), Consignment Warehousing (create and replenish consignment warehouses for customers), Cut Material Handling (break products into smaller component products while factoring in costs) and much more. Thousands of DDI System users nationwide are achieving a higher level of efficiency and increased profitability with inform’s advanced capabilities. The newly incorporated features within Inform Version 77 represent DDI’s commitment to current and future customers. "Expanding a distributors business potential and providing one comprehensive solution that affords a competitive advantage is the longstanding goal,” DDI System President Adam Waller said. Call DDI System at 877-5994334 or visit www.ddisys.com to find out how DDI’s inform distribution management software will revolutionize your business operations.

waste results in cost savings over the long haul, because refills will be ordered less frequently. When determining which dispenser to purchase for your facility, building owners should consider solutions that can reduce maintenance labor while still providing simple and easy service to all patrons. Keeping It Green Sustainability is becoming a bigger priority for organizations, and finding green maintenance products is one way to achieve this. Many manufacturers of dispensers are embracing technology that utilizes recycled materials and also promises reduced waste. The Tork Elevation™ Folded Tissue Dispenser provides a lower environmental impact because it has no core and offers a 25 percent guaranteed reduction in consumption when customers switch from conventional rolls. Refills for all Elevation dispensers use 100 percent recycled paper that is EcoLogo™ certified to help keep businesses sustainable. In addition, SCA paper towels have also recently been approved by Cedar Grove Composting, allowing them to be safely disposed of and biodegrade in commercial and municipal composting facilities. This ensures the product lifecycle from development, production, use and disposal remains environmentally responsible. As a result, building owners should purchase dispensing systems that incorporates sustainability properties into its design and ensure that an organization’s environmental initiatives are being approached holistically.

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INDUSTRY NEWS

Maintenance Sales News

Attendance Up At NJSSA’s 2012 Supply Line In Atlantic City

Pictured are, left to right, NJSSA President Dan Josephs, Bob Stader Award Winner Stan Reichel, and ISSA President Jon Scoles.

them what our best efforts can do.” During the reception, Jon Scoles of Scoles Floorshine and president of ISSA, presented the 2012 Bob Stader Award to Stanley Reichel of Banner Chemical in Orange, NJ. Reichel served on the NJSSA Board of Trustees from 1992-1995 and again from 2002-2008, serving as treasurer from 2002-2003. In 1996, he was elected to a three year term as northeast director to the International Sanitary Supply Association Board of Directors. The 2014 Supply Line trade show will be held again in Atlantic City. Dates will be finalized in June. For additional information, contact the NJSSA office at 973-283-1400 or visit www.njssa.net.

Scatter® Granular Odor Counteractant — Easy-To-Apply Absorbent Odor Control Granules

Supply Line 2012 opened with a Ribbon Cutting Ceremony. Supply Line was held on May 2 & 3 at the Taj Mahal Etess Arena in Atlantic City. Pictured, from left, are Peter Davidson, Leading Edge Associates; Steve Lentini, Borax Paper Co.; Dan Rubinstein, Osprey Sales; John Pettinelli, AmSan; John Castaldo, Sales & Marketing Co.; Dan Josephs (front center), Spruce Industries; Matt Scoles, Scoles Floorshine; Andrew Rosen, Commercial Cleaning Corp.; Dave Herman, Banner Chemical; Howard Durann, Norshell Industries; Darren Slosberg, Legacy Converting; and Andrea Reimer-Ribacove, Mooney-General.

ver 1,200 jan-san industry members (attendees and exhibitors) attended Supply Line 2012 held May 2 and 3 in Atlantic City, NJ. A total of 925 distributors and cleaning professional attended, up 10 percent from 2010. Supply Line spokespeople said immediate feedback was very positive. "My associate Richard Beck and I walked the recent Supply Line Show and, not only did we see new products and explored new opportunities, but we were able to meet with old friends and make new ones. The show gave us the opportunity to meet with industry professionals outside of the office and connect in more personal ways,” Steven Tabak, of Jersey Paper Plus, said. “This was my first attendance at Supply Line. Overall, I was very impressed with NJSSA. I was able to make new contacts and renew relationships with folks I hadn’t seen recently. From our perspective at Tacony, it was a success,” Jeffrey Pease, national sales manager of CLEANMAX, Tacony Corporation, said. The ISSA ICE Certification Seminar on May 1 was attended by 36 industry members. David Frank of the American Institute of Cleaning Sciences conducted the session and attendees took the certification exam at the end of the program. Frank also conducted two seminars for distributors and cleaning contractors on May 2. The first session, entitled “Demystifying the Building Service Contractor Market.” The session identified the framework of the building service contractor market and how the cleaning community can work together toward a common goal. Frank also presented the “10 Trends That Are Reshaping the Cleaning Industry” as a luncheon keynote on May 2. On Thursday, May 3, Cleaning Management Institute personnel Aaron Baunee and Matt Moberg presented “Cleaning Trends for Contractors.” The session focused on ways contract cleaners can stay on top of any and all cleaning trends to satisfy their demanding customers. Twenty cleaning professionals who attended the seminar and the show won new vacuum cleaner systems from show sponsor Hoover/TFI.

Powerfully-effective Scatter® Odor Counteractant Granules™ contain exclusive Metazene® odor destroying additive. Scatter® brand granules are formulated to handle even the toughest odors from restaurant, institutional, commercial and municipal waste. Scatter® offers the perfect solution to odor problems from trash containers, garbage dumpsters and compactors. Apply liberally to odor sources in and around: garbage dumpsters; trash compactors; landfill sites; sewage treatment plants; rendering plants; manure piles; urine and emesis; decaying carcasses; food waste; meat, fish and poultry processing areas, etc. Ideal for use aboard cruise liners and Circle 81 sailing vessels. For more information, visit SurcoTech® at 292 Alpha Dr., Pittsburgh PA 15238. Call 1-800-556-0111 or 412-252-7000, or visit www.surcotech.com.

NJSSA President’s Reception & Membership Meeting NJSSA President Dan Josephs, general manager of Spruce Industries, welcomed exhibitors and members to the President’s Reception held May 1 in the Taj Mahal. Josephs reported on the state of the association and presented a President’s Plaque to Peter Davidson, of Leading Edge Associates, for his service as NJSSA President for two years. Josephs also encouraged NJSSA members to get involved in the association and to uphold the ethical and professional standards that have been a hallmark of the jan-san industry. “Our industry is in a state of constant change, we must adapt to meet the challenges of the future, but we must Peter Davidson (left) receives maintain our integrity in the process,” Josephs said. President's Plaque Award “We have all seen what impact negative behaviors from Dan Josephs. have had on our customers, it is now time to show

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INDUSTRY NEWS

May/June 2012

Spray Nine’s® New Revolution Dispenser With Coco Scrub And Poly Scrub Spray Nine®, a brand of specialty cleaning products and creator of the industry’s first “spray-on, wipe-off” cleaner disinfectant, has introduced The Revolution — a new dispensing system for the company’s popular Coco Scrub & Poly Scrub hand cleaners. “We chose the name because it describes

the dispenser so well,” said Spray Nine Product Manager Christine Patterson. “It only takes one revolution of the handle to get a precisely measured dollop of hand cleaner. Also, it’s quite economical. Customers will get 500 washes per each fourpound tub of hand cleaner, which represents about three cents per use.” Available only through Spray Nine and Permatex

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Distributors, The Revolution dispenser was redesigned to fit the new four-pound tub size for the Coco Scrub & Poly Scrub product. “Our hand cleaner is popular because, instead of pumice, tiny beads are part of the formula,” Patterson said. “The “poly scrubbers” remove the nastiest grit and grime and at the same time leave the hands

von Drehle Corporation Receives 2012 Supplier “Link” Award From Pro-Link The von Drehle Corporation was recently awarded the “2012 Supplier-Link Award” at Pro-Link’s Annual Meeting in Austin, TX, Pro-Link is a national, full-service janitorial supply and service organization with more than 100 distribution points throughout the United States. Pro-Link and its distributor members say they offer janitorial products, green cleaning products and services to deliver better cleaning, increased productivity, improved worker safety and lower total costs. Diane Mahana of Pro-Link is shown presenting the Supplier The Supplier “Link” "Link" Award to Steve von Drehle, president of von Drehle Award is based on survey Corporation, during Pro-Link's annual meeting in Austin, TX. results received from ProLink members and Pro-Link staff and recognizes suppliers who provide outstanding customer service and sales support as well as innovative products and services. The award was presented to von Drehle Corporation in Austin, Texas, at the closing ceremonies of Pro-Link’s Annual Meeting. Founded in 1974, the von Drehle Corporation is a manufacturer of towel and tissue products for the away-from-home market in the United States. Through an international network of more than 300 distributors, von Drehle sells to industrial, commercial and institutional suppliers, as well as to major contract cleaners and building-maintenance services. The von Drehle Corporation directs manufacturing and distribution facilities from its national headquarters in Hickory, NC, with production facilities in Cordova, NC, Maiden, NC, Memphis, TN, and Las Vegas, NV. Visit www.vondrehle.com.

moisturized and clean after each use.” Patterson notes that the hand cleaner is well-liked by mechanics, building service contractors, international parcel carriers and especially print shops, because Coco Scrub & Poly Scrub is very effective at removing inks, including the hard-to-clean magenta color. Visit www.spraynine.com.

National Tissue Announces Promotions Mike Graverson, president of National Tissue Company LLC, has announced that Julie Graverson has been promoted to general manager - Wisconsin Converting. Graverson has 30 years of experience in the paper industry and has been with National Tissue Company for nine years. She will be in charge of all aspects of the Wisconsin converting plant including production, maintenance, shipping and customer service. She will also continue in her role as manager of corporate purchasing. Also, Doug Ruud has been promoted to chief financial officer. Ruud has been with National Tissue for seven years, previously holding the position of controller at the Wisconsin plant. He will oversee the finances for all of National Tissue Company. Ruud holds a Masters of Business Administration degree from the University of Wisconsin-LaCrosse. He will also continue in his role as IT director for National Tissue Company LLC.

Tucel’s Products Are Green And Manufactured In USA Tucel Industries, Inc., products are manufactured in Vermont, known as the Green Mountain State, in the United States. There are no holes in the blocks, no glue, no metal staples, no chemistry that might cause environmental harm, sicknesses, cross-contamination, and food poisoning. Tucel says its products allow for 100 percent recycling after the products are no longer useable. Tucel products are HACCP compatible, color-coded to prevent cross-contamination during use, and only contain the elements of carbon and hydrogen. Tucel’s products were NSF tested for cleanability in 1995 against brushes and brooms containing holes, etc.

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Maintenance Sales News

Zephyr Announces New Easy Flo™ Bucketless Mop Zephyr Manufacturing has announced the addition of the Easy Flo™ Bucketless Mop to its line of microfiber products. The new Easy Flo™ Company spokespeople say the Bucketless Mop is the perfect companion to the company’s microfiber damp mop pads. For use, spray chemical directly on the floor with a simple squeeze of the ergonomic palm trigger. The attached 28-ounce bottle can be swapped out to change chemicals, and will cover up to 3,000 square feet of floor space. For more information on microfiber and Zephyr’s extensive offering of hard floor care products, visit www.zephyrmfg.com.

Select Care™ Hand Cleaners From Warsaw Chemical Warsaw Chemical Co., Inc. offers Select Care™ Hand Cleaners, Warsaw Chemical’s first industrial hand cleaner line created using totally natural, renewable ingredients. This line of hand cleaners is VOC compliant and features concentrated, water activated formulas that were developed with soy, d-Limonene and walnut shell scrubbers for extra deep cleaning. Select Care Hand Cleaners dissolve heavy soils, such as grease, tar, resins, paints, adhesives, carbon and inks. This line includes Citrus Select and Soy Select Premium Industrial Strength Hand Cleaners. These cleaners utilize renewable natural resources, helping to conserve non-renewable resources such as petroleum. Biodegradable soy oils, detergents and walnut scrubbers are also used. The Select Care line is enriched with skin softening ingredients and aloe to prevent hands from drying out. For more information contact Warsaw Chemical Co., Inc., P.O. Box 858, Warsaw, IN 46581. Phone: 800-548-3396, Fax: 574-2673884. Website: www.warsaw-chem.com.

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Americo Manufacturing Co., Now In Brazil With A Local Presence And Own Brand Americo Manufacturing Company, headquartered in Georgia, is a manufacturer of sustainable products such as synthetic and natural fiber floor pads, hand pads, utility pads and floor matting. 100 percent of the polyester fiber used in pads produced by Americo comes from recycled post industrial and post consumer waste and the binders used are derived from water-based technology. Americo’s products are currently sold in over 70 countries worldwide. Visit www.americomfg.com for more information.

this country that has a large demand for high quality and sustainable products,” explains Marina Sawyer, Americo’s international sales manager. The Americo Brazil office is located in Sao Paulo. To access the Brazilian website, go to www.americodobrasil.com.br.

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Value-Added Wholesale Manufacturer Circle 21

May/June 2012

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

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MAINTENANCE SALES NEWS ADVERTISERS’ INDEX ACS Scrubble......................................................5

Marcal Paper ....................................................19

Away Chemical Corp. ......................................50

Matguys .............................................................53

Bullen Companies, The....................................10

Midlab Incorporated........................................17

Chase Products .................................................21

Mor-Value Parts Co. ........................................23

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

National Tissue Company ...............................23

Culicover & Shapiro Inc..................................52

Newaire..............................................................20

Delamo Manufacturing, Inc............................22

RD Industries....................................................13

Diamond Wipes ................................................49

Remco Products................................................55

Expanded Technologies ...................................29

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

Fullriver Battery Mfg. Co. Ltd .......................35

Sky Systems Co., Inc. .......................................41

Classified Ad deadline date is 1st of preceding month.

Gift Sales Company..........................................53

Soy Technologies, LLC ....................................32

Additional charge for blind classified advertising.

Gofer Parts ........................................................50

Stefco Industries .................................................3

Golden Star .......................................................51

SurcoTech ..........................................................24

H & S Manufacturing......................................52

Trojan Battery...................................................11

Ha-Ste Manufacturing, Inc. ............................18

U.S. Battery .......................................................27

Maintenance Sales News

Haviland Corporation......................................14

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

201 E. Main St. • P.O. Box 130 • Arcola, IL 61910

Hoover .................................................................9

VPR Impex (Vapore) .......................................15

Intercon Chemical............................................56

Warsaw Chemical Company, Inc. ..................22

ISSA/INTERCLEAN.......................................39

Wausau Paper...................................................37

Janibell...............................................................16

Zephyr Mfg. Co., Inc........................................12

Please iNclude PaymeNt with order.

Ph. (217) 268-4959 • Fax: (217) 268-4815

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