May/Jun 2013 Maintenance Sales News by Maintenance Sales News

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May/June 2013

MAINTENANCE

SALES NEWS Exclusively Serving Professional Distributors

May/June 2013

Vol. 30, No. 3

Read/Download MSN At: www.maintenancesalesnews.com

MSN FEATURE STORIES Chudy Paper Co., Cheektowaga, NY, Celebrates 100 Years In Business................................6 Maintenance Sales News Exclusive Distributor Roundup

Customer Service Driving Force In Sales Growth.........18

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

RANKIN PUBLISHING CO. www.rankinpublishing.com Co-Publishers Don Rankin Linda Rankin Editor Harrell Kerkhoff Associate Editor Rick Mullen Advertising Don Rankin Linda Rankin Graphics David Opdyke Reception Sandy Pierce

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Industry News/Products 17 | Advertisers Index 58 | Classified Advertising 58 On The Cover: Founded in 1913, Chudy Paper Co. of Cheektowaga, NY, a suberb of Buffalo, is celebrating its 100th year in business throughout 2013. Pictured are Vice President Norm Chudy Sr., left, and CEO Frank Michalski.

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Industry Calendar of Events November 18-21, 2013 — ISSA/INTERCLEAN® - North America, Las Vegas Convention Center, Las Vegas, NV. For information: 847-982-0800. March 15-18, 2014 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200. April 30 - May 1, 2014 — NJSSA Supply Line, Atlantic City, NJ. For information: 973-283-1400.

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

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May/June 2013

CHUDY PAPER CO. Cheektowaga, NY

Celebrates 100 Years In Business Chudy Paper Vice President Norm Chudy Sr.

Chudy Paper Co. recently moved into this state-of-the-art facility in Cheektowaga from its long-time home in Buffalo.

By Rick Mullen Maintenance Sales News Associate Editor

elebrating 100 years in business throughout 2013, family-owned and operated Chudy Paper Co., Inc., of Cheektowaga, NY, a suburb of Buffalo, is a full-line distributor of foodservice disposables, facility maintenance janitorial products and industrial packaging, serving western New York, including Buffalo and Rochester, along with northern Pennsylvania. The company is now run by the secondgeneration of family ownership, with the third generation beginning to take the reins. Chudy Paper recently located to a new facility in Cheektowaga from its long-time home in Buffalo. “We provide training, in-servicing and sustainable solutions for our customers. We carry more than 6,000 items in our warehouse,” said Chudy Paper CEO Frank Michalski, during a recent interview with Maintenance Sales News Magazine. Chudy Paper’s wide-ranging customer base includes convenience and grocery stores; supermarkets; health care; catering and banquet halls; convention centers; education at all levels; amusement parks and entertainment; hospitality and lodging; local, city, state and federal government; industrial and manufacturing; building service contractors and property management; redistribution; and foodservice and

food processing. “Our strengths are foodservice and health care,” Michalski said. “Although there really isn’t one area that we don’t touch.” The company’s expansive product categories include can liners, chemicals, facility maintenance supplies, floor care, carpet care, microfiber products, mops, brooms, paper products, packaging, office supplies, waste receptacles and more. Chudy Paper also sells up to five lines of janitorial equipment. “Our new facility contains an in-house service department,” Michalski said. “We will also service clients’ equipment at the company’s location.” Michalski reported that business has been “steady.” “We are on a continual growth pattern,” he said. “It hasn’t been the double-digit growth that we have experienced in the past, but in our region, it has been continuously steady as a result of opening new markets.” In speaking of how Chudy Paper fared during the recent recession, he said, “It affected us, but in our marketplace, the economy had been somewhat depressed for many years prior; therefore, we didn’t experience the huge downswing that the

“It’s hard to imagine that what started out as a one-man operation … would turn into the organization we are today. It truly is a shining example of the American dream coming to life.” — Frank Michalski, Chudy Paper CEO other areas experienced. “Nonetheless, it was a struggle for us and our customers to gain and hold onto business. During these sluggish economic times, we try to help customers by showing them how to make and/or save money.” Having moved into its new building in Cheektowaga in January, the company now has 110,000 square-feet of warehouse space. The new location is also home to the Max Chudy Center of Excellence and Learning, a state-of-the-art training and seminar facility. About three years ago, the company upgraded its computer system, installing a

state-of-the-art ERP (enterprise resource planning) system, which typically is a software application that incorporates all facets of a business. It automates and facilitates the flow of data between critical back-office functions. These functions may include financing, distribution, accounting, inventory management, sales, marketing, planning, human resources, manufacturing and other operating units. Michalski explained, when applied to Chudy Paper’s warehouse operation, the upgraded technology allows the company to electronically receive and put away all products, Michalski said. He added, “We label pick all of our products electronically. Our technology on the warehousing side is state-of-the-art. “Looking down the road, we are set to take the next step, which will be implementing voice technology using speech recognition. We are not there yet, as we have just recently moved into our new facility. We have set ourselves up to be able to continually add and improve upon these technologies.” Indeed, the term “state-of-the-art” is appropriate to describe much of what is contained in the company’s new headquarters. “We have a showroom that we feel is state-of-the-art and is changing the way facility maintenance and foodservice is viewed in our marketplace,” Michalski said. “It is arranged more in a retail-style setting. This enables Chudy Paper to show the products in a different light.

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May/June 2013 < — Pictured left to right are Tim Mueller, purchasing; Dennis Garofalo, contracts; and Don Malysza, purchasing.

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“Products are displayed in a way that, when our clients come in, they look at an item and actually touch, feel and see how it would work in their facility. All the different items we carry from our partnering vendors are on display. We feel this method of organizing a showroom is changing the game in our marketplace.” Chudy Paper also operates a division of the company, the Rochester Paper Company, which it purchased about 30 years ago. At the time it was acquired by Chudy Paper, the Rochester Paper Company was located in Rochester, NY. It was subsequently folded into Chudy Paper’s Buffalo operation. “Rochester is about an hour’s drive northeast of Buffalo. We currently have five distributor sales reps who work out of the division and who service the Rochester area,” Michalski said. “Although not a division of Chudy Paper, the Chudy family is also involved with Buffalo Paper and Twine, located in Buffalo, which is a minority-owned company that services more of the government entities in our market.”

“During these sluggish economic times, we try to help customers by showing them how to make and/or save money.”

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The American Dream — An Immigrant’s Tale

hudy Paper’s reputation as an innovative and forward-thinking company began with its founder, Max Chudy Sr., a first-generation immigrant from Poland. Starting the company in 1913 in Buffalo as a one-man operation, he saw the practical advantages of using kraft bags, the familiar brown, rectangular-bottomed paper bags still in use today in grocery stores, in the place of rolled paper cones to carry home groceries and other items. In the early 20th century, kraft bags, were a relatively new invention. Some sources say the paper sacks are called “kraft” bags because they are made with a sturdy type of paper. “Kraft” is the German word for “force,” “strength” or “power.” Whatever the origin of the term “kraft bags,” Max Chudy Sr. hit on a winner and his company grew into one of the leading paper bag distributors in the United States. “Chudy Paper shipped railroad cars of paper sacks across the country and then grew into offering multiple lines of foodservice disposables,” Michalski said. In a recent news release issued by the company announcing that it would be cel-

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ebrating 100 years in business this year, Michalski said, “It’s hard to imagine that what started out as a one-man operation … would turn into the organization we are today. It truly is a shining example of the American dream coming to life.” Chudy Paper continued to expand by acquisitions, moving to a larger facility in Buffalo in 1950. The company’s current president, Max Chudy Jr., took control of the company in 1973, following the death of his father, and “We want to be in continued the tradition of emphasizing customer service as the core touch with our clients philosophy of Chudy Paper. on a continual basis Under Max Chudy Jr.’s leaderand actually find out ship, the company continued to grow along with its product offerwhat is driving their ings and sphere of influence, culbusinesses today in minating with the move to the new order to service their facility in Cheektowaga.

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ince its founding in 1913, Chudy Paper’s foundational philosophy has been to offer the best in customer service. Today, the company accomplishes this goal in many ways. “As a family-run business the company has always been customer oriented. We are still the company that has live people answering the phone,” Michalski said. “We still have multiple distributor sales reps on the street talking with customers on a daily basis to understand their needs and not to just sell them a product. “We want to be in touch with our clients on a continual basis and actually find out what is driving their businesses today in order to service their needs.” In the highly competitive janitorial/sanitation, health care and foodservice segments that are Chudy Paper’s forte, it is crucial to offer products and services that distinguish the company for competitors. “The high-quality of customer service and the number of products that we

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have to offer to cus“All the different items we carry from our partnering vendors are on display. tomers sets us apart,” We feel this method of organizing a showroom is changing the game in our marketplace.” Michalski said. “We deal in a lot of special orders and products that other companies may not want to buy for the end-user. These Chudy Paper. We just don’t leave them to place orders online or over the phone and formay be products that are not something customers use on a daily basis. We get customers get about them. “We have many events in our new facility where customers can come here and actually what they need. “Our commitment to offering that ‘personal touch’ is also a distinguishing factor. We meet and hang out with the people in our office they talk to all the time on the phone.” Another important aspect of that “personal touch” is in the area of offering training for have reps calling on customers. We don’t abandon people once they become a client of customers, both at the client’s facility and in a seminar setting. When it comes to seminars, the company’s in-house Max Chudy Center of Excellence and Learning in its new facility offers an ideal environment. “Since the move to our new building, we have held many more training seminars for our clients with the help of partnering vendors, outside consultants and outside trainers. “We try to customize the seminars to our customers’ needs. We do more of what our clients are asking for and what will help them in their businesses. “We also go on-site to train. If a large health care facility needs on-site training, for example, we will go there. However, since we have been in our new location, most of our endusers want to utilize our facility. We conduct training such as for traditional janitorial facility maintenance, floor care, carpet care, etc.” Throughout the remainder of the year, Chudy Paper is planning to conduct seminars to educate people about a new development

Jeanette Farrell of Buffalo Paper and Twine — the Chudy family is also involved in this minority-owned company.

concerning the traditional material safety data sheets (MSDSs) called the Globally Harmonized System (GHS). “We have several sessions planned between now and the end of the year for our clients and others to come in and be trained and certified in GHS,” Michalski said. According to MSDSonline®: “GHS was developed by the United Nations as a way to bring into agreement the chemical regulations and standards of different countries. In short, it is an international attempt to get all countries on the same page. “Chemical manufacturers must reclassify their chemicals using GHS’s standardized classification criteria as well as produce GHS compliant labels and safety data sheets (SDSs). Employers must train employees on GHS (how to understand new labels and data sheets), manage the influx of new SDSs, which will include replacing their entire MSDS li-

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Maintenance Sales News

Shown, upper left, are Don Neureuther, sales team, left; and Bill Farrell, warehouse. At lower left are warehouse employees Dennis Franz, left, and Rick Jakubowski. Above right is warehouse employee Peter Dommer. Chudy Paper’s new facility has 110,000 square-feet of warehouse space.

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brary, and be ready to produce GHS compliant workplace labels.” Michalski went on to say: “End-users, distributors and manufacturers must be trained in GHS by 2014. We are offering GHS training to our schools and health care customers, who previously did not know how or where they were going to get training on this issue. They can now receive it from Chudy Paper at no cost.” Along with informing customers of the latest industry issues and regulations that may affect them, taking care of customers also extends to keeping them educated on the latest products, cleaning techniques and trends that may have an impact on their businesses. With this in mind, Chudy Paper is committed to offering and educating customers on environmentally friendly products and related issues. “In our marketplace ‘sustainability’ is the word that is used, rather than ‘green’ when discussing eco-friendly products and cleaning techniques,” Michalski said. “The subject hasn’t been as widely accepted as perhaps in other areas, but, as a company, we lead with ‘sustainable first’ and try to help customers understand the benefits. “We also try to show that entering into the eco-friendly arena doesn’t have to cost more. We like to show customers that sustainable solutions can work as well as their current product and not cost any more. We ask them, ‘Why would you not want to be part of that?’ “We lead with sustainability, but in our

May/June 2013

“Whenever we have a project within our building, we look to a sustainable solution first.” marketplace that is not always where the client chooses to go. We offer sustainable solutions in all areas, from foodservice disposables to janitorial.” All of Chudy Paper’s distributor sales reps have been third-party certified in sustainable solutions through a well-known sales and marketing organization, Michalski said. In addition, three members of the company’s sales team will be CIMS (Cleaning Industry Management Standard) certified at the ISSA annual convention, scheduled in November in Las Vegas. After obtaining their CIMS certification, these sales reps will pursue LEED (Leadership in Energy and Environmental Design) certification. When it comes to eco-friendly practices, Chudy Paper practices what it preaches. The company recently installed a more efficient lighting system and has an extensive recy-

cling program in-house, both in its offices and warehouse. “Whenever we have a project within our building, we look to a sustainable solution first,” Michalski said. Another critical cog in accomplishing stellar customer service is offering customers high-quality products. In this light, Chudy Paper is particular when it comes to vendors. “We look for the best-in-class and the most innovative vendors,” Michalski said. “We seek vendors that are able to bring us products and services we can take to our end-users to help them run their businesses in a more profitable manner.” Michalski explained it takes a long time for a company to become a vendor for Chudy Paper. Once a supplier comes on board and performs to Chudy Paper’s standards, it almost always results in a long-term relationship. “We don’t change often. Most of our vendors are long standing. We recently celebrated 55 years with one of our vendors. Most of our vendors become partners with us.” Committed Workforce Crucial In Offering Quality Customer Service

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t takes people of quality and commitment to accomplish offering the best in personalized customer service. Over the company’s long history, its employees have been up to the task. Currently, Chudy Paper has 70 employees, some who have been with the company for decades. “Our employees are very important to Chudy Paper, not only to the company but also to the Chudy family,” Michalski said. “We have genuine concern for our employees. Whether in good economic times or bad, we always try to make sure we can keep them working. “Most of our employees are longterm. Our oldest employee at Chudy Paper retired after 67 years. My customer service people right now average about 15 years with the company. We have a couple of sales reps who have been with Chudy Paper 50-plus years. We have a warehouse gentleman who has been with the company for 48 years. “We are not the company that pushes out employees. We embrace their experience and their knowledge. We are very proud that we have minimal turnover. I think it is a testimony to the work environment that we try to put forward here, as well as the Chudy family’s genuine concern for their employees. “We are teaching our people how to be that consultant or partner with the end-user through technology and social media. We are educating and training our employees with the most up-to-date tools to do their job.” Along with the company’s sales reps, perhaps the most visible employees in the field to customers are delivery drivers. Chudy Paper has a fleet of 20 trucks that travel a 250-mile radius from the Buffalo area daily. “We are proud of our drivers,” Michalski said. “We receive compliments and good reviews from our endusers on how our drivers help them, whether it is by putting the product where they want it, or by helping them in situations where they may have forgotten to order something.”

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May/June 2013 Chudy Paper’s customer service specialists are, left to right, Sandy Kubala, Katie Prim, Stacie Myers, Joann Drusbik, Faye Garris and Kathleen Mowery.

There’s A Birthday Party Going On

hus far in 2013, Chudy Paper has had what it calls “mini-promotions” to celebrate its 100th birthday with customers and the community — and there are more events to come. “In July, we are having what we are calling a ‘Customer Appreciation Day’ at our facility,” Michalski said. “We have about 10 acres of undeveloped land and we are going to have a fun family day with activities, entertainment and food for our customers to thank them for their support. “Our 100-year anniversary activities will culminate with a big party in October. At this event, we are planning for 50plus vendors to come and show our customers what they have to offer. We had a similar event two years ago and attracted almost 2,000 customers. We anticipate repeating that with our October celebration.” The Road To The Next 100 Years

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ichalski said it is Chudy Paper’s goal to be in business for another 100 years as the younger members of the Chudy family are beginning to become involved in the company. “We feel very strong about our future because of the backing that the Chudy family gives us, and because the Chudy family is dedicated to being in this business. “For some family-owned companies, it is very difficult once the original or second generation is removed from the business. Sometimes that third or fourth generation aren’t as excited about taking over, but we are fortunate that the third and fourth generations of the Chudy family are involved. We just recently purchased and moved into our new facility. We are building for the future.” Staying in business for another 100 years is not without its challenges. At this time, the sluggish U.S. economy and the intrusion of large, national retail chains moving into market segments historically occupied by jan/san and foodservice distributors such as Chudy Paper are causing problems. “Even though Chudy Paper is experiencing steady growth, people are not spending like they did in the past,” Michalski said. “In addition, we see other major retail players coming into our market.” Another challenge Michalski spoke of is the aging of the industry. “Being able to get the younger generation excited about selling two-ply toilet

Maintenance Sales News

17 Challenges aside, Chudy Paper is confident its commitment to customer service, quality product offerings and highly motivated employees, as well as the leadership and support of the Chudy family, all make for a bright future. “Chudy Paper is the company willing to do for our clients what others may not want to do, even in tough economic times,” Michalski said.

“We don’t abandon people once they become a client of Chudy Paper. We just don’t leave them to place orders online or over the phone and forget about them.”

Contact: Chudy Paper Co., Inc., 2615 Walden Ave., Cheektowaga, NY 14225. Phone: 716-825-1935. Email: info@chudypaper.com. Website: www.chudypaper.com.

paper is very difficult, not only for us, but everyone in our industry. The products we sell are not the latest technologies. Much of our business involves showing people how to clean a restroom, etc.”

Nexstep Commercial Products Joins In Green Initiative With Microfiber Pds. Nexstep Commercial Products joins the green initiative by offering a wide range of microfiber products. According to the company, microfiber requires fewer chemicals, and removes 95 percent of bacteria and viruses from surfaces with water only. Microfiber products withstand 300-500 laundering cycles if laundered properly. Nexstep offers a full line of microfiber products such as the MaxiPlus® Microfiber Cloths, MaxiPlus® Microfiber Dust Mops, MaxiPlus® Microfiber Pads and Frames. Nexstep’s new Microfiber Cleaning Station is a one stop display for all microfiber products. Nexstep Commercial Products offers green solutions to its customers. Spokespeople say, “We understand that going green is everyone’s responsibility. We have an extensive line of products made entirely out of post-industrial waste, and we take pride in recycling materials from the beginning of the manufacturing process. The vast majority of the yarn used in our wet mops is made from 100 percent post-industrial waste making our mops completely biodegradable.” The company says its new MaxiRoll™ Waste Receptacle is another example of its green effort. It combines the slim design of a backof-the-house trash can with rear wheels to provide the maneuverability of a large outdoor waste receptacle. This durable, high impact receptacle is made from 95 percent post-industrial waste. Nexstep Commercial Products says it also helps customers go green by providing ergonomic packaging that saves materials and storage space. The company says its Flat-Pak™ mop packaging reduces the size of a standard mop carton by 45 percent while providing product protection and saving space. Contact Nexstep Commercial Products’ Customer Service at 217-379-2377 or customerservice@ocedarcommercial.com.

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May/June 2013

By Harrell Kerkhoff Maintenance Sales News Editor

It’s a dirty world out there and companies of all sizes continually need help when it comes to cleaning. The main role of a janitorial/sanitary distributor is to help these companies find the most cost effective and efficient ways to keep their facilities clean on a continual basis. Maintenance Sales News recently spoke with four well-established jan/san distributors to find out what they are doing to help the world become a cleaner and safer place.

s a full-service jan/san distribution house working from three Kentucky locations, officials at Kenway Distributors, Inc., remain loyal to the idea the quality customer service should never take a back seat. “When we say jan/san at Kenway, we are thinking of the service that our sales consultants bring to the table. This includes extra value, extra knowledge and extra service for people who need cleaning supplies,” Kenway Distributors President Ken Crutcher said. “We view our distributor sales reps (DSRs) as unpaid consultants for customers. Our DSRs solve problems, answer needs and make the various jobs of our customers eas-

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ier and better. Our company serves as an important resource for those people looking to successfully clean facilities, often with a reduced labor force. “If somebody is just looking for a cheaper price, then we are not going to be able to give them the answers they are looking for. However, we can help if they are wanting to find overall value.” With a service region that stretches throughout Kentucky and into southern Indiana and southeastern Illinois, Kenway Distributors maintains facilities in Louisville (its main office), Lexington and Owensboro, KY. “We relocated our Louisville office in 2004 to a building that has satisfied two main goals. No. 1, we wanted to build a bigger and more efficient warehouse; and No. 2, we wanted to create the ‘Kenway Institute,’ which is a training facility that was built with hands-on training in mind. It’s not just a classroom with computers, but also features large floor space where people can operate such equipment as floor scrubbers as part of their training,” Crutcher said. Included at the Kenway Institute is a built-in restroom so those being trained on restroom care can learn how to clean fixtures, etc. A custodial closet is also in place, showing participants how to properly put things away and maintain different types of supplies and equipment. “We play host to regularly scheduled classes throughout the year. In addition, we take classes on the road, holding them off-site as long as we can use the right type of facility,” Crutcher said. “These classes are held regionally to make them more accessible.” Another important task that takes place at the company’s main facility in Louisville is the servicing of various types of floor equipment. “We service equipment two different ways. No. 1, we have a service facility located in our Louisville building that

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features three technicians,” Crutcher said. “In “Technology and various other things now addition, we have a service vehicle operating on assist us in doing a better job for customers, a scheduled-route basis throughout our region. It’s used for occasional emergency service runs, but I don’t see (technology) replacing what but is mostly designed for planned and schedthe end-user needs out of a good jan/san uled maintenance work. The person who operates the van has access to many parts. He can supplier. Part of this is relationships. work on virtually anything, from a big batterye jan/san world is more person-to-person powered scrubber to the smallest vacuum versus person-to-website.” cleaner.” Kenway Distributors began in 1951 by Ken — Ken Crutcher, Kenway Distributors president Crutcher’s grandfather, the late Rowland Crutcher. In 1956 James Crutcher, who is Ken’s father, came to the company and is now On-time delivery is also critical. At Kenway Distributors, products are delivsemi-retired. Ken began at the distributorship in ered via the company’s 13 trucks and several vans. Therefore, the company driver 1975, and was followed in 2009 by his daughis a key position at the distributorship. President Ken Crutcher represents the third-generater, Ashley Crutcher. “We make sure our drivers are very courteous and deliver items at the direction of family members at Kenway Distributors. Ken Crutcher said he remains optimistic tion of customers,” Crutcher said. “Instead of throwing something off the back of about the future of the industry that has given his family so much over the years. a truck or simply putting it on a dock and driving away, our drivers are willing to place “I definitely feel the jan/san industry is alive, strong and viable. Technology and various items in a custodial closet or deliver them to several places throughout a building. These other things now assist us in doing a better job for customers, but I don’t see (technology) drivers do whatever our customers need.” replacing what the end-user needs out of a good jan/san supplier,” he said. “Part of this is Maintaining a quality sales force is also imperative to success. This has especially been relationships. The jan/san world is more person-to-person versus person-to-Website. This true through the may be due to many customers having to be very mobile when dealing with hands-on situ- coarse of the recent ations. They often need an expert in front of them versus a voice over the phone.” economic recession. “Kenway Distributors weathered the past five years quite well, and is on target for a record year in 2013,” Crutcher said. One benefit of an unstable economy is The main facility for Kenway Distributors that quality employis located in Louisville, KY. ees are less likely to look for “greener” pastures elsewhere, Crutcher said. The company has also been fortunate to hire sales people in recent years who are now helping the distributorship grow. “They are really committed to the long term and have gone through the various training programs that we have in place. They have been willing to learn and, in return, have become successful in this business,” he said. He noted that there is far more to selling at Kenway Distributors than just taking orders. It’s a job that not only requires extensive product knowledge but is also about “getting

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22 dirty” at times. “For example, we install our own dispensers. If somebody buys a soap, towel or chemical dispenser, we will hang it on the wall for that customer. If something breaks, we will fix that item. Our people are trained to perform this type of service,” Crutcher said. Looking ahead at the remainder of 2013 and beyond, Crutcher does see a challenge which could result in problems for unprepared distributorships. This is the trend of non-jan/san suppliers trying to enter the cleaning marketplace. “I see a lot of other channels of distribution and industries jumping over, trying to catch what they can from the jan/san industry,” he said. “We are also seeing the continuation of mergers and acquisitions within the jan/san industry.” To counter this challenge, representatives of Kenway Distributors have been relying on their experience, knowledge and position of being “unpaid consultants.” “When somebody (outside the industry) tries to enter, they are usually selling from a piece of literature or data sheet. They often don’t have the knowledge or the ability to look at a floor, for example, and solve specific problems,” Crutcher said. “They also can’t say, ‘Your labor budget is not working, let me show you how many hours it should take to clean this building.’ “When cleaning, the key parts of any facility are the entrance way, the lobby and the restroom. This is no secret. If you can take care of those areas then people are happy, although it’s also important to properly clean the entire building.” To help, officials at Kenway Distributors rely on strong partnerships with various suppliers. “The relationship with suppliers is critical. It’s important to have strong partnerships in place,” Crutcher said. “It’s also been our focus for many years to not have too much overlap when it comes to supplies. We might have a second supplier in a specific product category, but we are certainly not going to have four or five. Doing this (less overlap) not only helps us manage our inventory better, but it also allows our people to become greater experts concerning those products we do carry.” Contact: Kenway Distributors, Inc., 6320 Strawberry

May/June 2013 Lane, Louisville, KY 40214. Phone: (502) 367-2201. Website: www.kenway.net.

orth of the U.S.-Canadian border are huge Canadian provinces rich in culture, natural resources, beauty, history and size. They also present many challenges and opportunities for those companies involved in jan/san distribution. The province of Saskatchewan, located north of Montana and North Dakota, is serviced by Chatterson Janitorial Supplies Ltd. The company is located in Regina, the capital of Saskatchewan, in the southeastern portion of the province. “We are a third-generation famThe staff at Chatterson Janitorial Supplies includes, left to right, Garth Chatterson, ily business featuring a full line of president; Carolyn Chatterson, buyer; and daughters Angela Bernard, marketing janitorial supplies including equipdirector; and Alissa Chatterson, customer service representative. ment; sanitary paper; foodservice disposables; medical/dental disposables; safety supplies; and but due to the size of our service region, it’s just not possicleaning, laundry and warewashing chemicals,” Chatter- ble to hop in a car and go everywhere on a regular basis. Inson Janitorial Supplies President Garth Chatterson said. stead, a lot of work is done by email, fax and phone.” Officials at Chatterson Janitorial Supplies use various “Our family has serviced the Saskatchewan market since transport companies to get products from Regina to cus1967, and we currently employ 15 people.” He considers Saskatchewan a small market in a very large tomers located in various parts of Saskatchewan. Chatterson said this type of system works better for his geographic region. “We try to supply service to the entire province and will distributorship due to the rural nature of the company’s servship anywhere within Saskatchewan. The province makes ice region. “It seems that in the United States, (distributorships) conup approximately 6.5 percent of Canada in size and is about 70 percent larger than Montana,” Chatterson said. “It fea- centrate on a service region located within a couple hours tures 251,700 square miles and has a population nearing 1.1 of their facility. They tend to have their own trucks servicmillion people, most of whom live in the southern half of ing that area, but here the population is so spread out that you can’t really go through the expense of having your own Saskatchewan. “There is a lot of windshield time involved when travel- service vehicles. There is just not enough population,” Chating in the province. There are some cities that we can con- terson said. “By using other trucking companies, we can centrate on, but this is also where most of the competition is have our products head in all directions every day. “We have always tried to provide same-day delivery located. Fewer competitors are found in the more rural areas, within (Regina) and ship out-oftown orders on the same day or within a 24-hour period. We also have factory-trained service technicians who repair and maintain the equipment we sell. We service a lot of equipment for our competitors as well.” When working in a service region as large as Saskatchewan, keeping a firm hand on customer service is paramount. Chatterson discussed some of the ways his company stays in close contact with a varied customer base. “First of all, we have live people answering the telephone during business hours instead of an automated answering system,” Chatterson said. “There are so many variations to what makes good customer service. Every company owner in business figures he/she is providing either good or great customer service, but it’s all basically determined by the customers. We try to get to know our customers maybe a little bit better than some. We know they are king and realize that customers put our paychecks in our pockets.” He added, however, that de-

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Maintenance Sales News

“Every company owner in business figures he/she is providing either good or great customer service, but it’s all basically determined by the customers. We try to get to know our customers maybe a little bit better than some. We know they are king and realize that customers put our paychecks in our pockets.” — Garth Chatterson, Chatterson Janitorial Supplies president spite conventional wisdom, the customer is not always right — especially when it comes to cleaning buildings. This is where the true jan/san distributor can come to the rescue. “Many customers don’t have the training and knowledge of the industry that we do. They often need coaching in what to use and how to use it in the proper way,” Chatterson said. “It’s ultimately up to the customer to purchase whatever he or she wants, but at least we can help that person make informed decisions.” Garth Chatterson and his wife, Carolyn Chatterson, are second-generation family members involved with the distributorship. Carolyn’s main job function is that of buyer. They have been followed at the company by daughters Angela Bernard, who is marketing director, and Alissa Chatterson, a customer service representative. “Our biggest strength is probably that of being a family-run organization. Times have changed. When I started 40 years ago, I would say around 90 percent (of jan/san distributorships) were family companies,” Garth Chatterson said. “They say that a successful football team will have a mix of veterans and young talent to sustain success, so we have brought in members of the younger generation. “My older daughter, Angela, has a marketing degree and brings a unique approach to marketing our company. For example, we air a lot of radio ads that feature personality while keeping them professional. We have the younger generation working our front counter, and we have a nice showroom at our facility which attracts foot traffic.” Chatterson is also proud of the fact that his company arrived early to the Internet age. He recalls attending an ISSA seminar years ago when a speaker asked for a show of hands of those who worked at companies that had a Website. “There was only about 5 percent of us who put up our hands. The speaker then discussed the importance of the Internet and how it would benefit companies in the future. He was right,” Chatterson said. “We have changed our Website many times since then, helping to tell our story. We embraced technology long ago and continue to see its importance and value. “Our company has also become ISO 9001:2008 certified. This has helped us improve our internal processes and procedures.” Despite advances in modern business practices, officials at Chatterson Janitorial Supply remain steadfast in the belief that solid relationship building is critical to success. “We continue to ‘show and sell.’ If you don’t have good relationships, you have nothing,” Chatterson said. “Customers can purchase products from so many different sources these days, but they can only get our knowledge and expertise from us. I think if distributors keep in mind what their true purpose is, they will survive.” Chatterson reported that business has been good as of late — both for his distributorship and for Saskatchewan in general. “Our province is growing in population as people are moving back,” he said. Chatterson explained that the political climate in the province has become more pro-business, and demand for many of Saskatchewan’s natural resources, such as potash and uranium, have increased. “More business is being attracted to Saskatchewan, and we hope it continues,” Chatterson said. “As a distributorship, we try to sell to a wide variety of markets. I think the recent recession caused our company to do that, forcing us to look for other types of business within a town. You can often find more margin in a niche market compared to a traditional market that has greater competition. A lot of this is also driven by our geography in Saskatchewan. If you are trying to cover all those miles, you need to make as many calls as you can while in one location.” According to Chatterson, mergers and acquisitions within the jan/san industry are still very active. This means many regional and national companies are wanting to expand and gain strength. “This can really degrade margins as these larger companies seek more marketshare,” Chatterson said. “Therefore, the trend of smaller (distributorships) joining buying groups is also still strong. I figure it’s one of the greatest decisions that a smaller company can make. It gives us a greater shot at success. “We are also always looking for new products that improve cleaning and allow us to train customers. For example, it’s important for our company to introduce equipment that can reduce a customer’s labor costs.”

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Keeping strong relationships alive with suppliers and providing one-on-one training for customers remain critical as well for the success of Chatterson Janitorial Supplies. “We often rely on our suppliers to help with training. This can include classes of 25 to 30 people during various times of the year,” he said. “It betters everyone when (a distributor) can provide a good hands-on approach to training.” Despite the various challenges that take place in business and life, Chatterson said he is optimistic about the future of the cleaning industry. “I feel we are watching the professionalism of the cleaning industry unfold, getting better year by year. Perceptions have changed about cleaning, along with the importance of sanitation and what impact this all has on public health and safety,” he said. “The cleaning industry really needs to demand respect as its impact on public health can be dramatic.” Also optimistic about the future is Chatterson’s daughter, Angela Bernard. “I have seen more young adults become involved with the industry while attending ISSA (annual conventions). This is exciting. I remember my own eyes being opened the first time I attended ISSA and saw the scope and scale of this industry,” she said. “It can be mind boggling in some ways when you come from a family business and start to understand the role we play within such a large industry. “There is a lot of opportunity ahead. It’s not the most glamourous industry at all times, but it’s one of necessity.” Contact: Chatterson Janitorial Supplies, 2810 Dewdney Ave., Regina, SK S4T 0X7. Phone: (306) 525-3568. Website: www.chatterson.com.

ervicing a vast region in central and eastern Washington with jan/san supplies is the specialty of The Janitor’s Closet, located in Yakima, WA, a city of approximately 91,000 residents in the south central section of the state.

“We provide service to a large group of end-user customers and also have a retail store in place at our facility. The store is for those who want to pick up items themselves, such as homeowners and members of janitorial services,” The Janitor’s Closet General Manager Sean Reames said. “Our company has been in business for over 25 years and has built a pretty large clientele The general manager of The Janitor’s Closet, base. a distributorship that mainly serves central “We carry pretty much and eastern Washington, is Sean Reames. every type of jan/san product. If we don’t have something, we will special order.” Although the customer base for The Janitor’s Closet is varied, the company provides

“Many customers have specific needs when it comes to product delivery. Our drivers will accommodate those needs, such as placing products on a specific shelf or in a certain closet.” — Sean Reames, The Janitor’s Closet general manager

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many jan/san products and services to those people and companies involved with agriculture. The Yakima Valley is home to many fruit crops including cherries, apples, peaches and pears. Different types of vegetables are also grown in the region as well as hops, a key ingredient in the production of beer. “When it comes to our customers in agriculture, a lot of this business is seasonal. It picks up for us in the spring and summer and slows down in the winter,” Reames said. “These customers purchase such items as paper products and cleaning chemicals. They must keep their facilities up to certain standards, and a lot of them are interested in ‘green’ products. The focus on ‘green’ really hasn’t struck in full force in our area yet, but a lot of customers know it’s coming. Many are being mandated to switch to ‘green.’ However, the transition has been slow for some customers due to possible added costs.” Yakima is not far from the Cascades, a major mountain range of western North America, extending from southern British Columbia through Washington and Oregon to northern California. Officials from The Janitor’s Closet use this geological wonder, which for Yakima residents includes nearby Mount Rainier, to serve as the western boundary for the company’s main service region. “We basically deliver products to the central and eastern part of the sate, everything east of the Cascades,” Reames said. “This involves a very large area. The challenge is trying to service customers along our routes without driving ‘dead head’ miles. We have two trucks going on a regular basis. Being a driver is an important job. They not only have to drive safely, which in our area can be a challenge in the winter due to a lot of snow and ice, but often provide important services for our customers. “Many customers have specific needs when it comes to product delivery. Our drivers will accommodate those needs, such as placing products on a specific shelf or in a certain closet.” In-town deliveries are made daily by company drivers. Deliveries are made The Janitor’s Closet is located in Yakima, WA. throughout the extended Yakima area Monday through Friday, while accounts located farther away are serviced on a scheduled basis. There are emergencies, however, that require immediate action. “We don’t make our customers wait until their specific delivery date to receive an order if they really are needing a product right away,” Reames said. “Many of our sales people have been with us for a long time and have built lasting relationships with customers. They Continued on Page 45

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ADVERTORIAL

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Creating A Culture Of Sustainability As more businesses add green programs, consumers are starting to scrutinize and even become numb to many green claims, found the 2012 Tork Report: (http://www.torkusa.com/Global/6_North_America/Tork%20Report/Tork%20Report%202012.pdf) One issue might be “greenwashing,” a problem that has led ers. It is important to remember that being green is not a slogan or a mere marketing buzzconsumers to doubt the validity of a company’s green aims word, but rather an opportunity to examine the social and environmental impact of your and policies. In turn, this has led companies to question if concompany. Today’s business environment requires sustainable, and transparent, operating models. sumers are giving them proper credit for their sustainability initiatives. However, instead of looking toward the consumer While most companies aren’t fully engaged and prepared for the challenge, educated confor the right green balance, companies should look more sumers will continue to insist on hard scientific evidence that backs up green claims. Are you up for the challenge? closely within their own walls. By Mike Kapalko Mike Kapalko is the sustainability marketing manager for Perhaps some companies are not as green as they think. SCA Tissue North America. He promotes SCA’s environmental and hygiene initiatives Sustainability practices need to be implemented throughout the entire organization, from and consults with customers to help them become more sustainable. procurement to product sales. If companies are truly focused on the three P’s of sustainability — people, planet and profit — each should have an impact on the bottom line. Measurable sustainability returns result ® from seeing the big picture and taking a long-term approach, rather than implementing quick fixes. A Q&A with John Drengler, vice president, Product and Marketing, SCA Tissue North America We are making a steady march forward where sustainability initiatives have taken root, the Tork Report found. Companies are seeking vendors that state their sustainability practices, ofQ: SCA’s Tork Brand is celebrating 10 years of Xpressnap at NRA this year. Why is that fices are filled with recycling stations and consumers visit a big milestone? restaurants that promote healthy living. The report also found A: In 10 years, we have placed millions of Xpressnap dispensers across the that 50 percent of American adults said that when selecting world. Thanks to the Xpressnap dispenser system’s one-at-a-time approach, we products, a business, university, or a restaurant to patronize the guarantee operators will use at least 25 percent fewer napkins. By extension, as we topic of sustainability at least sometimes influences their help operators use fewer napkins and control labor costs, we help their bottom line. choices. Despite the concerns surrounding consumer acceptXpressnap is the leading example of Tork’s commitment to customer-driven inance, sustainability planning has taken root. novation. It is a product that has found a home in national chains, stadiums, food Yet, even as businesses put considerable resources toward courts, dorm cafeterias and mom-and-pop restaurants. It is a showcase for what starting sustainability programs, some are asking if there is a Tork represents in the foodservice marketplace — helping our customers to make payback to that investment. But maybe this disconnect between their work environment better. sustainability and the bottom line depends on what you are looking for or how you look. According to a report Q: What has Xpressnap meant for SCA and Tork? (https://www.bcgperspectives.com/content/articles/sustainA: No one wakes up in the morning thinking they need a better napkin dispenser. ability_energy_environment_innovation_bottom_line/) by the Products like napkin dispensers are conspicuous if they don’t perform. You don’t Massachusetts Institute of Technology and the Boston Conwant to add burden to a restaurant’s staff; instead, you want to help the restaurant sulting Group, more than one-third of companies are reporting improve its image as well as drive down labor costs. a profit as a result of sustainability initiatives. So if you can deliver a product that doesn’t spew paper across a serving counter and the dispenser doesn’t run The positive returns have made a huge impact on more comout of napkins, then you are producing a product that helps improve the image of a restaurant and enhancing cuspanies implementing environmental programs into their busitomers’ dining experience. ness plan. The 2012 Tork Report found that in 2012, 64 percent of companies said they had a sustainability plan in place, up Q: What have you learned over 10 years? from 38 percent in 2011. A: Ten years ago, we felt it was important to introduce one-at-a-time dispensing to reduce consumption by preAt SCA, from our global operations to our regional facilities, venting patrons from grabbing fistfuls of napkins, only to toss most of them. We quickly learned that bringing oneenvironmental sustainability is at the core of everything we do. at-a-time dispensing solutions closer to more dinners could have a bigger impact — on tabletops or where there was We believe that to be truly sustainable, we need to focus on all limited counter space. of the green opportunities throughout our entire operation, not Q: Dispensers can do more than serve napkins. What other benefits does Xpressnap only a selection of products or locations. In November 2012, we announced that all Tork products in provide? North America are made from either 100 percent recycled fiber A: The AD-a-Glance feature was a key insight that furthered our growth. The display panel is a great tool for proor, with our new premium paper products, from fresh fiber moting specials, but our new research with the NRA shows table-top marketing is a powerful tool for building sourced from Chain of Custody certified suppliers. SCA is also awareness of restaurant loyalty programs and environmental messages. A tabletop message about a loyalty program the largest owner of private forests in Europe, all SCA forests is successful at increasing repeat visits, with 72 percent of patrons are certified under the Forest Stewardship Council (FSC) stansaying it was likely or extremely likely to encourage their behavior. dard, and SCA is the world’s largest supplier of FSC-certified Likewise, we found that environmental messages would inspire reforest industry products. peat visits for 56 percent of respondents. Being sustainable is a business necessity, and for more than 80 years, SCA has taken its environmental leadership seriously. Q: What will the next 10 years mean for XpressWe continue to set new and aggressive goals because it is not nap and Tork? just the right thing to do — it is how we think. For example, by A: We plan on remaining a leader, and to do that we will continue 2020, we plan to reduce fossil fuel emissions and electricity by to provide innovations based on the feedback we hear from our cus20 percent, in addition to reducing water usage by 10 percent tomers and staying on top of market trends. From cost and labor in water-stressed regions by 2015 and decreasing our accident savings to fulfilling the needs of the end-customer, it is our job to frequency rate by 25 percent by 2016. think about the needs of the people who interface with our napkins. Sustainability has become a lasting movement that impacts how we do business, buy products and even choose our lead-

Celebrating 10 Years Of Tork Xpressnap

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ADVERTORIAL

Plus Manufacturing, Inc.

Eastern Washington State School District Indoor Environmental Assessment, Study, And Intervention By Dr. Miles Athey

n Eastern Washington state school district undertook an indoor environmental assessment, study, and intervention — assisted by Indoor Air Quality (IAQ) consultant, Miles Athey — to protect and enhance the learning environment within the district’s elementary schools. After investigating occupant complaints and testing many IAQ parameters, the district concluded two factors were the most frequent sources of the IAQ problems: ventilation and carpets. Ventilation The ventilation issues were largely remedied with several adjustments: 1) spacers were added to close off gaps in the HVAC filter brackets, eliminating the passage of unfiltered air into rooms; 2) an array of different kinds of filters (including filtration of particles as small as 1 micron, drop-in HEPA filters for supply grilles, and carbon filters for odors) were adopted throughout the district, each designed to prevent specific air quality problems; and 3) air dampers are routinely recalibrated to coincide with the district’s computerized digital control system, helping to ensure sufficient quantities of fresh outdoor air are being supplied to each room. Carpets An inconsistent cleaning program along with material, equipment and other deficiencies had contributed to a significant buildup of soap residue on and between carpet fibers in the district’s elementary schools. This residue-particle loading in carpet was exacerbated by factors such as inadequately filtered outside air through HVAC systems, outside contaminants tracked in on shoes, improper products to clean carpets, and insufficient vacuuming and hot water extraction of carpets, thus increasing respirable airborne particulates. Particulate Matter Particulate matter is the technical term for airborne dirt. Over 99 percent of inhaled particulate matter is either exhaled or trapped in the upper areas of the respiratory system and expelled. The balance enter the windpipe and lungs, where some particulates, known as inhalable particulates, cling to protective mucous and are removed.

Other mechanisms, such as coughing, also filter out or remove particles. Collectively, these “pulmonary clearance” mechanisms protect the lungs from the majority of inhalable particles. However, particles that are very small, having an effective aerodynamic diameter of 10 microns (approximately 0.0004 inches) or less are known as PM10. These smaller respirable particles can slip past the body’s defenses and penetrate deep into the lungs where they can harm lung tissue. In addition to being potentially dangerous by themselves, the small solid and liquid bod-

ies are also potential carriers of (or particles of) other harmful pollutants. Heavy metals, organic chemicals, acids and other substances can adhere to the surface area available on particulate matter. Tiny airborne particles or aerosols that are less than 100 microns are collectively referred to as total suspended particulate (TSP). These particles constantly enter the atmosphere from many sources. Natural sources include soil, bacteria, viruses, fungi, molds, yeast, pollen and salt particles from evaporating water. Human sources include combustion products from space heating, industrial processes, power generation and motor vehicle use. Some of the smallest particles, called respirable particulates, lodge in the lung capillaries and alveoli, causing the slowing down of the exchange of oxygen and carbon dioxide in the blood (causing shortness of breath) and straining the heart (from having to work harder to compensate for oxygen loss). People most sensitive to these conditions include those with heart problems, or respiratory diseases like emphysema, bronchitis and asthma. The elderly and children are also very sensitive. The adverse health effects from particulate matter exposure are often not immediately noticed. Particulates can accumulate in the lungs after repeated, long-term exposure causing respiratory distress and other health problems. Some particles themselves may be poisonous if inhaled or absorbed, and can damage remote organs like the kidneys or liver. Swallowed mucous laden with poisonous particulate matter may also damage the gastrointestinal system. Irritating odors are often associated with particulates. Some examples of sources are gasoline and diesel engine exhausts, large-scale coffee roasting, paint spraying, street paving and trash burning. Measuring Particulates — Equipment And Methodology A MetOne (www.metone.com) laser particle counter was used to measure classroom particulate counts for particle sizes of 10, 7, 2.5 and 1 microns in diameter at carpet level in both the ambient (undisturbed) state and the aggressive (disturbed) state for 3 minutes. The aggressive sampling consisted of beating a square meter of the carpet surrounding the particle counter for the first 20 seconds of the 3 minute sampling period. This forces particulates to dislodge from the carpet fibers and become airborne. In most cases, the ambient levels were well below the EPA’s then current unhealthy Air Quality Index thresholds (www.airnow.gov/index.cfm?action=pubs.aqguidepart) and were comparable with outside particulate levels. However, most of the aggressive samples were substantially higher indicating that the carpets were continually over-loading on particulates and thus were not being efficiently vacuumed or extracted by cleaning procedures. While the EPA’s Air Quality Index had cautionary statements for particulates of 2.5 and 10 microns in diameter at levels of 40 and 150 micrograms per cubic meter (ug/m3), respectively, these levels were considered to be more appropriate criteria for adult and industrial applications. The California Air Resources Board, as a result of that state’s Children’s Environmental Health Protection Act, had established more stringent criteria for children. These levels were adopted for the district's IAQ program standards: 24-hour averages of 12 ug/m3 for PM 2.5 and 50 ug/m3 for PM 10. Baseline Measurements The initial baseline particulate measurements were taken in carpeted classrooms of several of the district’s elementary schools while school was in session in February and March. These rooms had been occupied since September of the previous year and had been vacuumed daily. These data indicated that significant quantities of particulate matter had loaded into the carpets over time and the cleaning procedures were not getting the carpets as clean as desired. One of the major questions was: How clean were carpets after being hot-water extracted prior to the start of school in the fall? Based on these data, the district began to investigate its carpet cleaning procedures, and to search for a more efficient and effective cleaning process. Students in one classroom were relocated and a “deep cleaning” program was begun on this carpet. Based on success stories from another Washington state school district, as well as its custodial and maintenance personnel, the carpet cleaning product Procyon (www.soapfreeprocyon.com) — manufactured by Spokane-based Plus Manufacturing, Inc., — was applied to the carpet. After testing for particulate counts before and after the application, it was inferred that this product was able to chemically or otherwise separate entrapped particulates in the carpet from the fibers and backing without damaging the mate-

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Plus Manufacturing, Inc. rial or leaving resides, something other carpet cleaning products used were apparently unable to accomplish. Using the carpet cleaning product Procyon (www.soapfreeprocyon.com), carpeting was then deep cleaned throughout the district. The same aggressive particle sampling procedure referenced above was used for measuring particulate loading in carpets, before and after the cleaning, in 5 classrooms. Summary Results The greatest improvement was L4; PM10=69.9 ug/l before, 3.2 ug/l after, a 2,184 percent improvement. The least improvement was P4; PM10=81 ug/l before, 8.4 ug/l after, a 964 percent improvement. For all 5 rooms sampled, the average percentages of improvement by particle size were: PM10=1,582 percent, PM7=1,620 percent, PM2.5=1,737 percent, and PM1=326 percent. Research Addendum Notes: The major apparent advantage of using the Procyon formulation for a carpet care intervention is that its active ingredients are inorganic. Other carpet cleaning products often use organic chemicals (solvents) which leave residues within the fibers. These residues actually increase the attraction and bonding of additional particulates into the carpet fibers. When mixed properly, the intervention solution (i.e., Procyon) forms a mild (degreasing) liquid that effectively dissolves bound organic particulates, releasing them from carpet fibers and backing without damaging the integrity or color of the carpet. The intervention is also non-toxic, making it environmentally preferable for chemically sensitive individuals. About Dr. Miles Athey Dr. Miles Athey has written two dozen classified reports for the U.S. Navy and U.S. Army, contributed to dozens of engineering and environmental reports for industry and has been a principal author of over 50 environmental assessment/impact reports. He has also written over 300 technical articles on business, education, engineering, science and health. With nearly 40 years of experience, Miles has served as a technical consultant to industry, business, government and educational institutions. He has earned advanced degrees in several sciences including a PhD in environmental toxicology. Dr. Athey is a certified secondary education and community college teacher in Washington and California. He has served on the faculties of San Jose State University and Seattle Pacific University teaching courses in the sciences and business. In 1993, Miles founded ACS Indoor Air Quality which performs indoor environmental assessments for school districts, medical facilities, industrial complexes, office buildings, government facilities and private residences.

PROCYON Soap Free Products Re-Certified Under Green Seal's GS-37 - 7th Edition, 2012 Plus Manufacturing's PROCYON Soap Free products — the first products certified under Washington, DC-based Green Seal's revised GS-37 standard — have been re-certified under the 2012, 7th Edition of GS-37, meeting Green Seal's Environmental Standard for Cleaning Products for Industrial and Institutional Use, based on reduced human and environmental toxicity and reduced volatile organic compound content.

PROCYON Green Seal GS-37 Certified Cleaning Products include: • PROCYON PLUS Carpet Cleaning Concentrate; • PROCYON Carpet & Upholstery Cleaning Concentrate; • PROCYON Extreme! Carpet & Upholstery Cleaning Concentrate; • PROCYON Spot & Stain Remover; • PROCYON Tile Grout & Stone Cleaning Concentrate; and, • PROCYON General Purpose Cleaning Concentrate. Green Seal's GS-37 establishes environmental requirements for industrial and institutional general purpose, restroom, glass, and carpet cleaners. It includes criteria to help protect vulnerable populations in institutional settings such as schools, daycare centers, nursing homes, and other facilities, while requiring that certified products remove common soils on surfaces effectively, without undesirable side effects. "PROCYON formulas have remained unchanged over the past 30 years, along with Continued on Page 58

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May/June 2013

From Trojan Battery Company: Choosing And Maintaining The Right Battery

hoosing the right battery for floor cleaning equipment and following a battery maintenance program are important to ensure the safe, uninterrupted operation of floor machine equipment. Deep-cycle batteries, whether flooded, AGM or gel, are the best choice for operating battery-powered floor cleaning equipment, and are optimized for the deep discharge cycling, characteristic of the operation of these machines. While flooded batteries are the most economical, they do require watering to operate at peak performance levels and sustain their rated life cycle. AGM and gel batteries do not require watering, however, they are more expensive than flooded models.

Single-point watering systems have been developed to simplify the process of watering deep-cycle flooded batteries, and take the mess and guesswork out of the chore of watering batteries. Single-point watering systems, such as Trojan’s HydroLink™, makes maintenance of Trojan’s deep-cycle flooded batteries easy and can fill a set of batteries in 30 seconds. Proper maintenance and periodic watering maximize the performance and life of deep-cycle flooded batteries. It also is important to remember that a battery is only as good as the maintenance it receives, and following these simple steps ensure batteries will operate at optimum levels day in and day out.

TIPS FOR PROPER MAINTENANCE 1. Safety The safety precautions and procedures for handling flooded lead acid (FLA) or valve regulated lead acid (VRLA), such as AGM or gel batteries, are as follows: • 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; and, • Always use insulated tools.

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; and, • Make sure there is good contact with the terminals.

6. Equalizing (flooded batteries only) • 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; and, • 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; and • Avoid charging at temperatures above 120°F (49°C).

3. Watering (flooded batteries only) • 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; and, • Use distilled water .

7. Storage When storing batteries for an extended period of time, be sure to: • 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, and give batteries 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; and, • Avoid direct exposure to heat sources, such as radiators or heaters.

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; and, • Thinly coat all connections with anti-corrosion spray or silicone gel to resist corrosion.

More information about deep-cycle batteries can be found by viewing Trojan Battery’s “Trojan Tips” educational video tutorials at www.trojanbattery.com/TrojanTips or downloading the Trojan User’s Guide at www.trojanbattery.com/pdf/TRJN0109_UsersGuide.pdf.

Our Numbers Speak for Themselves

These days, you are faced with many options when it comes to deep-cycle batteries. However, at Trojan Battery, we believe the choice is easy, and our numbers speak for themselves. When you calculate how well we perform against the competition, factor in that our battery technology has over 200+ years of engineering expertise featuring over 40 floor machine batteries in 3 different technologies, consider that we’ve been in business since 1925 and sell into over 120+ countries, it is easy to see why everything adds up to Trojan Battery.

Available worldwide. For more information, call (800) 423–6569, +1 (562) 236–3000 or visit us at TrojanBattery.com Circle 45

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Floor SaversÂŽ Make a Difference How Union Grove Union Free High School Kept the Peace (and Quiet)

Union Grove Cost Savings: Approximately $6 per square foot annually

A newly remodeled STEM (Science Technology Engineering and Math) classroom was a source of pride for Union Grove Union Free High School, in Union Grove, Wisc. That is, until they noticed the brand new flooring was being torn up by the tables and chairs.

Floor Maintenance Was Too Frequent Eight coats of wax werenâ&#x20AC;&#x2122;t enough to protect the floors. â&#x20AC;&#x153;It took just two months for the students to go through the wax and begin scratching the floors,â&#x20AC;? says Kurt Jorgensen, director of operations for the school. Refinishing the floors more often wasnâ&#x20AC;&#x2122;t a viable option, especially for the budget conscious school. Floor refinishing is a time consuming, labor intensive process that is always completed over breaks and holidays, because it is so disruptive to student schedules. An Internet search for a solution led Jorgensen to Expanded Technologies. Bret Bushey, vice president of sales for Expanded Technologies, evaluated the situation and recommended CasterTireâ&#x201E;˘ Floor SaversÂŽ, for the chairs. CasterTires convert damaging hard plastic casters into soft, quiet, floor-saving wheels.

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Ever since, things just havenâ&#x20AC;&#x2122;t been the same.

CasterTires Reduce Wear and Noise â&#x20AC;&#x153;We installed the CasterTires at the beginning of December and after two months itâ&#x20AC;&#x2122;s hard to see any wear to the floor,â&#x20AC;? notes Jorgensen. But it wasnâ&#x20AC;&#x2122;t just Jorgensen who was pleased with the casters; the teachers also noticed a big difference. Suddenly, there was much less noise to contend with in the classroom. â&#x20AC;&#x153;The teachers are as happy as could be about it,â&#x20AC;? Jorgensen adds. â&#x20AC;&#x153;By cushioning the rollers with the CasterTires, the rooms are much quieter.â&#x20AC;? â&#x20AC;&#x153;Without the CasterTires, we would have had to re-wax the floor two to three maybe four times during the school year,â&#x20AC;? cautions Jorgensen. â&#x20AC;&#x153;Now, when you roll the chairs, there is no grinding. They have a bit of cushion and roll easily.â&#x20AC;?

Slip-Overâ&#x201E;˘ Floor SaversÂŽ for the Cafeteria Success in the STEM lab led Jorgensen to call upon Expanded Technologies to help with a similar problem in the school cafeteria. With thousands of students visiting the cafeteria every day, there was constant noise and excessive wear to the floor.

For the fix, Expanded Technologies installed Slip-Overâ&#x201E;˘ Floor SaversÂŽ to protect the floor from damage. The Slip-Over consists of a reinforced felt bottom and a vinyl sleeve that encases the existing chair or table glide. â&#x20AC;&#x153;We put the Slip-Over Floor Savers on the chairs, and the difference was night and day,â&#x20AC;? says Jorgensen. â&#x20AC;&#x153;I am very happy with the products.â&#x20AC;?

Installation is Easy Working with Expanded Technologies has been a positive experience for Jorgensen. â&#x20AC;&#x153;Bret Bushey showed me the products and how to install the CasterTires and Slip-Overs. He took measurements and set me up with a distributor I was already using. Everything worked out great,â&#x20AC;? adds Jorgensen. Now that he knows what Expanded Technologies can do, Jorgensen is looking at other solutions for cabinets and desk pads. â&#x20AC;&#x153;It is amazing how these small products can make such a huge difference.â&#x20AC;?

Expanded Technologies â&#x20AC;&#x201D; WK 6W Â&#x2021; .HQRVKD :, SKRQH Â&#x2021; ID[ Â&#x2021; H[SDQGHG#H[SDQGHGWHFKQRORJLHV FRP Â&#x2021; ZZZ H[SDQGHGWHFKQRORJLHV FRP

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Made in USA

SUPPLIES & ACCESSORIES

ADVERTORIAL

von Drehle Corporation

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Maintenance Sales News

ADVERTORIAL

May/June 2013

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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Wausau Paper

Green Leadership Innovation Wausau Paper has a long history of offering products that meet both the needs of our customers and the changing demands of the market. This is evidenced by our producing 100% recycled towels and tissue for over two decades. With the rising importance of the global green movement, we understood the significance of substantiating our product claims and became the first paper company to offer a complete line of Green Seal™ certified products. Believing in our green platform, Wausau Paper invested in innovative papermaking technology to offer premium green products, again changing the way the market views environmentally responsible products.

The Industry’s Most Innovative Papermaking What happens when you combine the desire for high-quality environmentally sensitive products with a cutting-edge papermaking technology? Premium green. With Wausau Paper’s expertise in green products and its use of ATMOS* papermaking technology, the vision is now a reality. The flexible papermaking process utilizes carefully chosen structured fabrics to produce premium Green Seal™ certified products designed for enhanced performance and appearance. This allows Wausau Paper to offer green towel and tissue products with exceptional plushness, brightness, strength and absorbency.

High-Quality Innovative Products New and improved DublNature® products are designed for comfort and functionality. Products are manufactured with ATMOS technology providing unmatched softness, strength, absorbency and brightness. DublNature® products are made from high-class 100% recycled fibers and are certified by Green Seal, Inc. as environmentally preferable. Offering versatility, DublNature® towels and tissue are available in roll and folded towels as well as bath tissue to provide support for a wide range of applications. Bringing you the best in quality without sacrificing your green sensibilities, DublNature® is the only line that offers the premium Green Seal™ experience. * ATMOS is a trademark of Voith GmbH in Heidenheim, Germany. Used by permission. Green Seal™ is a trademark of Green Seal, Inc. in Washington, DC. Used by permission.

Structured for Sustainability and Quality Wausau Paper is the Green Leader for towel and tissue products in the awayfrom-home market. We continually strive to bring new and innovative products to the industry. Therefore, the choice was made to align with a technology that supports Wausau Paper’s Green Leadership position and affords the opportunity to offer unique products. Allowing the use of 100% recycled fibers, ATMOS is environmentally superior to alternative papermaking technologies including Through-AirDried (TAD). With Wausau Paper’s molding fabrics, paper products are also plush, soft, highly absorbent, and best of all, Green Seal™ certified. It is possible to produce high-quality towel and tissue products and support sustainability.

Fashionably Formed Wausau Paper’s new tissue formation process derived from ATMOS technology known as Fusion™ is designed to provide premium bath tissue with exceptional plushness, softness and brightness. Featuring the beauty of consumer tissue, Fusion™ formation bath tissue sets a standard, which is not easily surpassed. Fusion™ tissue marries both feel and function to satisfy the most discerning customers.

Authentically Green® All Wausau Paper towels and tissue designed with ATMOS are certified as environmentally preferable by Green Seal, meeting comprehensive and strict guidelines for manufacture. Only Wausau Paper combines innovative papermaking and the finest quality fibers with the leading green certification giving you assurance of purchasing the most sustainable solution in premium towels and tissue. • Green Seal™ certified • Energy and water efficient • Highest quality 100% recycled fibers • Made with safe and socially-responsible practices

Wausau Paper 11150 Industry Rd., Harrodsburg, KY 40330 USA Phone: 800-723-0001 Website: www.wausaupaper.com

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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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May/June 2013

U.S. Battery has added XC2â&#x201E;˘ to its product line improving

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ADVERTORIAL

May/June 2013

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ADVERTORIAL

Maintenance Sales News

Sky Systems: Offering A Full Range Of Bag-In-Box Systems, Hand Dryers, Dispensers And More

ky Systems Co., Inc., established in 1985, specializes in providing a variety of bag-in-box systems in 500 ml, 800ml, 1000ml and 8 liter packaging with a wide range of general and foamy soaps. The company also offers a complete line of hand dryers that are suitable for a wide range of applications such as office buildings, shops, hotels, restaurants, hospitals and schools. Other products provided include metered aerosol dispenser, metered aerosol fragrance, gel air freshener, urinal screens and rim cages. When it comes to hand dryers, Sky Systems features an economical, high-performance hand drying system known as the FastDry High Speed Auto Hand Dryer. The product keeps up with Sky’s tradition of introducing novel, modern and technologically-designed 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 of 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 (169225 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 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. Air freshener products from Sky Systems include the company’s “Sky Fresh Dispenser.” This product offers environmentally safe and technologically advanced organic fragrance gel that combines natural organic fragrances and odor neutralizing properties from essential oils of flowers, fruits and plants to effectively neutralize malodors. The Sky Fresh Dispenser utilizes state-of-

the-art integrated circuit technology and industrial design. It’s manufactured under strict quality control to provide reliable operation, automatically, either during lighted periods only or 24 hours a day. The result is an advanced fragrance delivery and battery performance product. The attractive, yet powerful Sky Fresh Dispenser can be mounted anywhere without fear of spills, stains, danger to eyes, etc. Its superior design makes it suitable for boutiques, homes,

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conference rooms, small offices and many other upscale locations. Also available from Sky Systems is the Automatic and Programmable Digital Aerosol Dispenser. End-users can adjust the product’s start and stop times. The product operates with two “AA” alkaline batteries. A panel indicates low battery situation and when the product’s refill can needs to be replaced. Contact: Sky Systems Co., Inc., Phone: 800-451-3444. Web site: www.skysystemscoinc.com.

ADVERTORIAL

Intercon Chemical Company

New From Clearly Better Solutions: Environmentally Friendly Products To Clean And Deodorize Clogged Drains, Greasy Floors, Deter Fruit Flies

estaurant and commercial kitchens can become free of smelly, clogged drains, greasy floors and those pesky fruit flies surrounding floor drains, soda fountains and beer taps thanks to three patented and new natural

Smart Drain® and Smart Floor™

and environmentally friendly products from Clearly Better Solutions — the Smart Beverage Tray Solution®, Smart Drain® and Smart Floor™. Removing the floor drain cover in a commercial kitchen will almost always reveal a disgusting, unsanitary problem. It’s here that grease, oil, fats and organic debris can collect and rot. Because of this, it is also a favorite place for fruit flies to lay their eggs. Eventually, these newly hatched flies will cause a nuisance around soda fountains and beer taps, too. This is an even worse problem during the warm seasons and for restaurants with outdoor facilities. Sugary syrup and organic residue found in beverage drains also attract fruit flies and is a breeding ground for mold and bacteria. The Smart Beverage Tray Solution® can put an end to fruit fly invasions at their source. Users simply place one to two Smart Tray® drain maintenance cartridges under the grate at the bottom of the fountain or bar tap. The Smart Tray® contains a bug block to eliminate fruit flies and a bio block with enzymes to eliminate odors, sugar/grease/fats/oils and clogged drains. The product is available in 12 and 48 packs. “The combination of these two parts of each Smart Tray® gets rid of clogs and organic material, while killing flies and larvae. The product is designed to last up to four weeks in the beverage tray and then simply replace with a new one,” Intercon Chemical Company President Jim Epstein said. “End-users simply put the Smart Tray® under the beer tap or soda fountain grate and this will soon eradicate any issues.”

For floor drains, Clearly Better’s Smart Drain® works the have to be pumped as often.” same way. The floor drain cover is replaced with the patented There is also a safety factor involved, according to Epstein. Smart Drain® cover, which is designed to accept the patented Most slip and fall accidents in kitchens happen due to greasy click-in dual-action cartridges. Each cartridge contains one floors. Smart Drain® and Smart Floor™ work together to insecticide and one bio block. It takes seconds to install, lasts take away grease, leaving drains clog-free and floors cleaner for 30 days or more and is and safer. quickly removed and reClearly Better Solutions “Our Clearly Better Brand of products and placed with the patented is the latest branding venprograms is designed to bring breakthrough Smart Key. ture of the innovative team technologies to market in cleaning, Smart Drain® combines at Intercon Chemical high-strength, ultra-conCompany, of St. Louis, disinfection, sanitation, skin care, air centrated grease digesting MO. Intercon, founded by treatment and odor control. Our mission microbes and odor control Epstein in 1982, employs is to deliver innovative, customer friendly agents with an EPA 25(b) over 150 chemists, engiexempt natural insecticide neers, production workers, and environmentally responsible solutions in a solid, long-lasting caroffice and customer service that solve problems not adequately tridge. Each cartridge is deteam members at its signed to last for 30 to 60 300,000-square-foot facility. addressed by current options.” days. Consumers not familiar “As water goes down the drain, it activates the chemical with Intercon will be familiar with the Intercon-created compounds found in Smart Drain® and Smart Tray®,” Ep- chemical lines of leading cleaning product brand successes. stein said. “This process not only cleans the drain, but also This includes Method Home Care in retail and national and gets rid of odors and the breeding ground for fruit flies global customers in the industrial/institutional/commercial market. while killing existing larvae.” “Our Clearly Better Brand of products and programs is deWith the Smart Key, end-users don’t have to touch the Smart Drain® cartridge to remove it. Simply click onto signed to bring breakthrough technologies to market in cleanthe cartridge and lift it from the drain cover — then toss the cartridge and key into recycling or the trash. The third important component to Clearly Better’s focus on cleanliness of commercial kitchens is Smart Floor™ daily floor wash. The cleaner features powerful agents and grease-digesting microbes that work in partnership with the Smart Drain® cartridges. Smart Floor™ comes in single use packets as well as 1 gallon and 2.5 gallon packages…. One packet (or 2.5 ounces) is used per 3-4 gallon mop bucket of water. Users simply mop the floor with the diluted Smart Floor™ solution, then squeegee the water down the drain and let it air dry … no rinsing, no picking up the dirty solution and no scrubbing. Smart Floor™ contains detergent combined with enzymes that digest grease and organic material found on the kitchen floor and grounded into grout. According to Epstein, major restaurant chains that have started using Smart Floor™ have been able to not only improve kitchen floor care, but reported savings of millions of gallons of water per year. One large chain tested Smart Floor™ for 9 months in 200 restaurants Smart Beverage Tray Solution® and now uses the product in over 2,000 facilities ing, disinfection, sanitation, skin around the country. care, air treatment and odor con“There is no rinsing required with Smart Floor™, no flooding of the floor with trol,” Epstein said. “Our mission is to deliver innovative, cuswater. End-users simply squeegee the mopped-on solution tomer friendly and environmentally responsible solutions that down the drain and let the floor air dry,” Epstein said. “Also, solve problems not adequately addressed by current options.” Clearly Better Solutions offers programs under its Smart grout will return to pristine condition in a week to 10 days. “Smart Floor™ is a great companion to Smart Drain® Drain®, Smart Floor™, Smart Air, Pure 24 Hour Disinfecand Smart Tray®. The three products in the program com- tant, Clearly Better Scents and Clearly Better Medical brands. plement one another when it comes to proper floor mainVisit www.clearlybetter.com and tenance, odor, grease and fly control while saving www.interconchemical.com for more information. customers labor, water and time. Grease traps also don’t Circle 108

Maintenance Sales News

Customer Service Driving Force In Sales Growth Continued From Page 24 often help out if there is an emergency order. “We also provide a lot of in-service demos. An employee will go to the customer and show him/her how to better use a type of product. We provide classes as well for those customers who want training for their custodians, etc. We will go on-site to perform this type of service.” When interviewed in mid-May, Reames stated that overall business has been steady as of late for The Janitor’s Closet. He attributes part of this success to helping customers become involved with a solution center system that provides the right mixture of cleaning solution. “This helps customers become more efficient while also saving them money by using just the right amount of product,” Reames said. “Some people are not very good about following instructions while using cleaning chemicals. This is important, however, when it comes to diluting. Having a solution center in place helps.” Reames said that as the jan/san industry continues to change and experience consolidations, officials at The Janitor’s Closet take advantage of the company’s locally owned and independent nature. “We work on providing a more personalized service. It’s where we have an advantage, and our customers like the personal service,” Reames said. He also spoke of other changes within the jan/san industry that have been a challenge to address. This includes the inability of many distributors to be able to provide towel and tissue dispensers at no charge as it pertains to certain bids with end-use customers. “Dispensers are getting too expensive for many distributors to do this anymore. It’s become a challenge to explain to longtime customers that they now have to pay for these dispensers,” Reames said. Officials at The Janitor’s Closet appreciate the loyalty demonstrated by many customers and expect that same type of loyalty from suppliers. “I think loyalty is a big thing (with suppliers). It’s nice to have a loyal supplier who will not sell to our competition,” Reames said. He added that The Janitor’s Closet does not rely too much on niche markets. Instead, it would rather be known as an all-around supplier of jan/san products and services. “We try to be versatile when it comes to the products we carry. This helps us meet the needs of more customers as we have something for everybody,” Reames said. Contact: The Janitor’s Closet, 109 S. 4th Ave., Yakima, WA 98902. Phone: 509-453-6031. Website: www.thejanitorscloset.com.

atisfying customers within a 40-mile radius of Lincoln, RI, with quality jan/san products is the main focus for Beacon Distributors, Inc. The distributorship supplies such items as paper goods, plastic bags, chemicals and equipment. “We service equipment as well, either off-site or at our facility, along with installing dispensers that come with certain systems for our customers,” Beacon Distributors Vice President David Champagne said. “We also provide such services as vendor-managed inventory, customer training, etc.” From the company’s facility in Lincoln, the distributorship’s customer base is located throughout Rhode Island as well as in areas of Connecticut and Massachusetts. Rather than using its own vehicles, Beacon Distributors uses a delivery service to get products from its building to customers on time. According to Champagne, steady growth has taken place at Beacon Distributors over the past three years. He attributes a strong focus on customers service as the main reason for this expansion. “The customer service ethic that we have instilled — whether it’s from our inside and outside sales people, those in the warehouse, etc., — is what sets us apart,” he said. “We have seen over the past one to two years more people re-evaluating their pricing along with what and where they are buying. (Beacon Distributors) has benefited from this as more prospective customers seem willing to look at what we offer. It’s helped us get some new business.” Helping customers seek out products and cleaning programs that are recognized as more environmentally friendly is also important to Champagne and his Beacon Distributors’ team. “The ‘green’ focus is not going away. It’s here to stay, and I think as products continue to improve, with all things being equal, more people will head toward ‘green,’” he said. Another important aspect of doing business as a jan/san distributorship is providing assistance for customers who have problems cleaning specific areas of a facility. This often involves restrooms. “We focus on restroom (care) with our customers as well as odor control. A lot of our customers’ facilities are contract cleaned, so we are providing products for restrooms such as towel systems, toilet tissue and soap dispensers, odor control products, etc. Our focus includes helping customers control usage of products while providing quality items,” Champagne said. “We also provide training for customers on an individual

“e customer service ethic that we have instilled — whether it’s from our inside and outside sales people, those in the warehouse, etc., — is what sets us apart. We have seen over the past one to two years more people re-evaluating their pricing along with what and where they are buying. ” — David Champagne, Beacon Distributors vice president basis depending on requests and needs.” Maintaining a healthy relationship with suppliers remains important at Beacon Distributors as well. According to Champagne, a majority of the vendors that work with the distributorship have been with the company for a long time. “I look for people who want to help us grow the business. I also look for product consistency and limited distribution. The days of exclusivity are gone, however, especially in the age of the Internet,” he said. Even though Champagne does not consider Beacon Distributors a company that seeks specific niche markets, he added, “You could say our niche is selling to anyone who appreciates value. This may sound broad based, but there are both larger and smaller accounts that appreciate value. There are also accounts that just want to buy based Beacon Distributors Warehouse Supervisor on price. Tom Turner, Jr. (left) is pictured with “We look for those customers Vice President David Champagne. who appreciate the value of what we have to offer, and understand how we can help them grow their businesses and better manage their facilities. Often we find this with customers who operate day care centers and non-profit agencies.” Contact: Beacon Distributors, Inc., 271 Jenckes Hill Rd., Lincoln, RI 02865. Phone: 401-333-4060. Website: www.beacondistributors.com.

Handling of a mop. Power of a machine.

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equipment, and stadium seating. Lightweight and portable for building service contracts on the go. Our business model is simple; machine that radically simplihard to reach areas. Email: sales@qleenousa.com

ADVERTORIAL

Clean Control Corporation

High Performance Products That Meet Customer Expectations

ince incorporation in 1991, Clean Control Corporation’s research and development has continued to build upon the foundation of providing high performance products that meet customer expectations. This is done without harming people, property or the environment through the innovation of processes, products, organization and marketing. Therefore, the company’s team is dedicated to producing effective products using the safest chemicals possible, while complying with environmental, safety and By Clean Control health regulations. Corporation Vice President of Research & Development Clean Control recognizes the benefits of Cory S. Hammock competing on innovation rather than on low price. Implementing sustainable practices, producing less waste and reducing energy use requires innovation and continuous improvement. These improvements include product design, as well as, suppliers and raw material selection. Additionally, sustainability in marketing occurs as “green” branding or “eco” labeling. The Environmental Protection Agency (EPA) allows safer products to carry the Design for the Environment (DfE) label. The DfE logo allows consumers to quickly identify and choose products that help protect the environment and are safer for people. Since pursuing environmentally preferable formulations for more than a decade, Clean Control has received DfE standards approval for five Earth Choice® cleaning formulations and has been recognized as a Clean Control recognizes Champion Partner, the award offered by the benefits of competing highest the EPA in the Safer Deon innovation rather than tergent Stewardship Initiative. on low price. Green Seal, Inc. works with government agencies and programs at the federal, state and local levels, organizations and individuals to share in the mission to create a greener marketplace for a better world. Claims for products certified under the Green Seal™ GS-37 environmental standard for industrial and institutional cleaners are based on reduced human and environmental toxicity and reduced volatile organic compound content. In February 2012, Clean Control earned the Green Seal certification for five of its Earth Choice® products, forming a dual partnership with DfE and Green Seal.

Recently, the company’s focus has been on introducing more concentrated products, while implementing plans to reduce or eliminate ready-to-use products from its line of certified products when alternatives are readily available. for both 1:32 and 1:64 dilutions in expectation of future plans to introduce a “dual option” dilution control system that is anticipated in April 2014. Training on the proper use of these and other Clean Control products is available via electronic and printed literature, product labels and information sheets. This includes step-by-step instructions for the proper dilution, use, disposal and appropriate protective equipment needed. Sustainability is a major challenge for manufacturers, compounders, distributors and the community at large. Clean Control has decided to accept the challenge, facing the future and the interests of coming generations. This will be done by working with suppliers, customers, the EPA Design for the Environment program, the Green Seal certification program and other partners to reduce the impact of the company’s products on the environment through innovation and a process of continuous improvement.

Company Practices For the past 30 years, studies have increased regarding the sustainability of our global human impact and the interrelated problems of environmental stress and competition for non-renewable raw materials, land and energy. Thus, many ingredients have become the subject of intense scrutiny, resulting in their elimination from product formulations. Recently, the company’s focus has been on introducing more concentrated products, while implementing plans to reduce or eliminate readyto-use products from its line of certified products when alternatives are readily available. In April 2012, five Green Seal GS-37 certified/DfE recognized products where introduced. Each new formulation was designed

For additional information on accomplishments, visit the Clean Control sustainability webpage at http://www.odobanprofessional.com/rd-and-sustainability.php. See Clean Control ad on page 2.

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Clean Control Corporation PO Box 7444 • Warner Robins GA 31095 478.922.5340 • 800.841.3904. www.cleancontrol.com

ADVERTORIAL

The Ozone Specialists:

Mother Nature’s Very Own Air Cleaner

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 what has the deodorizing effect when the breeze blows through.” She added that ozone generation is a simple and clean technology that helps naturally eliminate odors without the use of harsh chemicals. “From the restroom to the garbage area and every room in between, this is the safest, most effective means of eliminating troublesome odors while improving air quality,” Duffy said. “The bonus is that end-users will actually save money in the process. “There are a lot of companies that indicate their products are natural and green. However, the way I look at it, if you bring a product in, such as a chemical, with the idea of improving air quality — once it’s used, it still remains. To me this is not natural.” With an ozone machine, she added, basically all that is being done is manipulating the indoor air by splitting oxygen molecules. This process eliminates odors. High levels of ozone are necessary in most commercial applications, allowing the user to shock the area being treated to eliminate odors quickly and completely. The larger Rainbowair and Queenaire models are ideal for these types of applications. In a smaller room or areas that need ongoing odor control, however, high levels of ozone can become an irritant. The Newaire line of products produce a much lower level of ozone, which is very safe. “Our Newaire technology allows people to treat smaller areas such as a restroom, hotel lobby or office,”

The Newaire HW500 can be hardwired to virtually any wall or ceiling 110-volt connection, while the Newaire Plugin Series II, like its name suggests, can be plugged into any standard electrical outlet. It also comes with a security kit so the product can be bolted to an electrical box. The Newaire Auto II, meanwhile, can be plugged into any DC outlet in a vehicle. According to Duffy, the HW500 and Newaire Plugin Series II are ideal for Newaire HW500 such locations as restrooms, nursing home resident rooms, school and hotel Duffy said. “The products we Newaire Plugin Series II rooms, offices and “first impression provide increase the negative ion count in a room, which removes particulates. This is areas” — all while getting rid of odors 24 hours a day. Building a strong relationship with jan/san distributors also done by creating a low level of ozone such as found outremains a central focus for The Ozone Specialists. Its distridoors.” Ions are charged particles in the air that are formed in na- bution base has helped the company spread the word about ture when enough energy acts upon a molecule such as car- the true value of ozone-based products, and has opened many bon dioxide, oxygen, water or nitrogen to eject an electron doors to such venues as restaurants, casinos, grocery and confrom the molecule, leaving a positively charged ion, Duffy venience stores. “It’s a tough economy out there, and in response many of explained. The displaced electron attaches itself to a nearby molecule, which then becomes a negatively charged ion. It our distributors have been expanding their own customer base. Our products are great door openers,” Duffy said. “Once is the negative ion of oxygen that affects people the most. “Near a waterfall or high in the mountains are two places end-users see how well such items as the HW500 and that thousands of negative ions can be found. They create an Newaire Plugin Series II work, they often want to know what effect on human biochemistry. The normal ion count in else a particular distributor has available. “Our products lend themselves very well to anybody who fresh country air is 2,000 to 4,000 negative ions per cubic centimeter (about the size of a sugar cube). At Yosemite wants to do some cold calling and open new areas of revFalls, there are over 100,000 negative ions per cubic cen- enue.” The Ozone Specialists manufactures its products from the timeter,” Duffy said. “On the other hand, the level is far below 100 per cubic centimeter on the Los Angeles free- company’s modern facility located in upstate New York. Contact: The Ozone Specialists, ways during rush hour.” 9483 State Highway 37, Ogdensburg, NY 13669. She further explained that negative ions cause microToll Free Phone: 1-877-646-9663; scopic particles (particulates) floating in a room, that often Toll Free Fax: 1-800-493-4550. cause people to have allergic reactions, to clump together Website: www.theozonespecialists.com. and fall to the floor where they can be vacuumed. This is due to an electrostatic charge between the negative ions and other air molecules and particles in the air. Negative ionizers The Ozone Specialists’ Customers Comment have been used for years to help rid closed indoor environments of allergens “Our casino is a very busy place and the restrooms get a floating in the air. grand workout. After we put in the Newaire units there has “Our products are proven to be good been a delightful change in the odor. We have not had any alternatives to chemicals when it comes complaints about odors from our guests, and the best result is to indoor air quality. They are less expenthat our employees take such pride in how guests react to havsive and less maintenance intensive, plus ing fresh restrooms for their use. I would encourage any busithey do a better job,” Duffy said.

Making A Difference

mong the various ozone-generated products provided by The Ozone Specialists are the Newaire HW500, Newaire Plugin Series II and the Newaire Auto II. “One reason the Newaire HW500 unit has become so popular concerns its ease of maintenance — the fact it has a simple, twice-a-year replacement cartridge. The Newaire Plugin Series II is using the same technology,” Duffy explained. “This is a great opportunity for distributors who are looking for an added revenue generator such as can be found with replacement cartridges.” Circle 113

ness that has a high volume area to use the Newaire units. They make a difference.” Linda Starkebaum – Downstream Casino – Quapaw, OK “I recently purchased four Newaire HW500 ozone machines for our four pet rooms. Before installing the units, even though the rooms were cleaned well, they still had an odor of “wet dog” that was only masked by air fresheners and deodorizers. Since the installation of the units, there is a significant improvement in these rooms. I’m now seriously thinking of installing them in the public restrooms and some of our former smoking rooms that still carry a faint odor. I am so impressed with this product.” Robin Hale - Executive Housekeeper - Skamania Lodge – Stevenson, VA

ADVERTORIAL

The Bullen Companies Inc.

The Next Level In Green, Sustainable And Resilient Floor Maintenance

hree years ago, The Bullen Companies Inc., and its e-clean products division, introduced the next level in green, sustainable, resilient floor maintenance with its new SanoVerde® floor care system. SanoVerde® is a Spanish phrase meaning Healthy & Green. Since its introduction, the program has been demonstrated and tested under a variety of conditions and facilities. A year ago, a distributor was awarded a three-year floorcare contract thanks to the advantages of SanoVerde® and green cleaning. The Bullen Companies just filled the spring/summer orders at a considerable savings for the school district. With its no-strip promise and other advantages, SanoVerde can be the perfect solution to help a business be more environmentally friendly.

The Bullen Companies’ ‘Green’ Background In 1993, the president of the United States announced Executive Order 12873 entitled “Federal Acquisition, Recycling and Waste Prevention,” and directed the federal government purchasing authorities to show favor to products and 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.”

The SanoVerde® floor care system can offer the following advantages: n 40 percent labor cost reduction; n 33 percent less floor finish and stripper cost; n 38 percent less indoor air pollution; and, n 38 percent pollution reduction.

3-Year No Strip Promise This philosophy of “Healthy & Green” has guided Bullen’s choice of ingredients for SanoVerde from the very beginning. By using the SanoVerde® floor care system, endusers can save their businesses money while helping the environment at the same time. The SanoVerde® floor care system, which is comprised of five EPA DfE approved products, is designed to give end-users a three year minimum, no strip floor. With this no strip promise, SanoVerde® can provide up to a 33 percent savings in floor finish and stripper cost. The SanoVerde® floor care system is comprised of a Floor Finish, a Floor Cleaner, a Floor Restorer (gel or liquid) and a Deep Scrub & Stripper. These products were developed to work together to achieve the three-year minimum no strip result. SanoVerde® Floor Finish is a zinc-free interlock polymer coating that dries to a deep gloss and is extremely durable under heavy traffic. When used with SanoVerde® Floor Restorer (gel or liquid), the finish is easily repaired, cleaned and restored to a brilliant gloss. When used with companion products, SanoVerde® Deep Scrub & Stripper and Floor Cleaner, floor care maintenance programs will produce a safe, clean, glossy floor surface that is durable, will save money and is compatible with the environment.

The Bullen Companies joined with EPA and the EPA’s Design for the Environment (DfE) program for all of its e-clean products. DfE is a voluntary partnership program that works directly with the industry to integrate health and environmental considerations into business decisions.

Green And Getting Greener The Bullen Companies began a program over three years 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 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 affecting the product’s 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 www.Cleangredients.com 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 with the addition of product lines such as SanoVerde®. 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, visit: http://www.e-cleanproducts.com. For more information on The Bullen Companies, visit: http://www.bullenonline.com. Circle 110

ADVERTORIAL

GrittyFOAM™ Hand Cleanser Preferred by 9 out of 10 Industrial Workers In surveys conducted in 2012 of on-thejob U.S. industrial workers*, 9 out of 10 preferred Deb’s revolutionary GrittyFOAM™ hand cleanser to whatever product they were currently using. Deb Group, the world’s leading away-from-home skin care company, has been providing innovative care and cleaning products for more than 70 years. Through their expertise comes this environmentally-friendly, heavy-duty hand cleanser that combines the gentleness of foam with the cleansing power of nonabrasive bio-scrubbers. A completely different hand-washing experience Unlike anything available to the industrial workplace until now, GrittyFOAM delivers a completely different hand-washing experience, removing tough soil and grime without drying or damaging effects, and leaving hands feeling soothed and protected. Said one worker, “I have dermatitis, so this stuff feels really good . . . almost like I’ve already put lotion on my hands.” Said another, “It’s kind of like washing your hands with lotion. It’s smooth, but you feel the grit so you know it’s doing something.” A full 85% of workers surveyed indicated that their hands felt softer and less irritated after being washed with GrittyFOAM. What makes GrittyFOAM so different? “GrittyFOAM is gentle enough for normal hand washing, but powerful enough for industrial grime,” says Deb Vice President of Global Marketing, Tom Wirostek. “It gets rid of tough dirt without the irritation so often associated with heavy-duty hand cleansers.” Wirostek explains further, “People who get their hands dirty are at constant risk for occupational dermatitis, a serious condition that makes life miserable for the sufferer and can severely impact company costs and productivity. Not only can this cleanser play a direct role in reducing employee illness and absenteeism, it assures companies of compliance with the new, lower-level VOC legislation that is affecting many states.”

Safe and effective Deb’s history of innovation and domination in the industrial skin care market is built upon stringent testing to assure maximum safety, effectiveness and health regulation compliance. The company’s research and development centers around rigorous testing in both routine and high usage environments. Skin patch tests, toxicological assessments, environmental impact studies, and water absorption and spreadability readings are just a few of the procedures to which GrittyFOAM was subjected during its development phase. Government agency endorsement and high customer satisfaction since its release last fall have validated the performance and appeal of this new product. Environmentally-friendly In addition to being good for hands, GrittyFOAM is good for the environment. “Foam soaps have many environmental benefits,” states Wirostek, “including a lower chemical usage per hand wash, and reduced water consumption because there is no need to lather the soap.” In fact, independent research commissioned by the Deb Group shows that switching from lotion soap to foam cleansers can reduce a company’s water usage by up to 45%. GrittyFOAM ingredients are themselves environmentally friendly, with 80% of raw materials biobased and sourced from renewable resources. The formula’s solubility and lavish foaming quality require less product (3 mL per hand wash is infused with air to create 15 mL of cleansing foam) and less water than similar products. GrittyFOAM is USDA BioPreferred®, EcoLogo certified and VOC

compliant, which means no damaging chemicals are being absorbed into your skin or being rinsed into your sewer or septic system. GrittyFOAM comes in convenient 3.25 liter cartridges, with packaging and dispensing systems completely recyclable. The dispenser, which features BioCote® antimicrobial protection and easy, step-by-step instructions, is guaranteed for life. Using GrittyFOAM cleanser in your restrooms and work areas can even help to acquire hard-earned LEED points. Trust Deb to get the job done. If you’re charged with choosing hand hygiene products for your company or organization, you know that balancing cost, effectiveness, employee satisfaction, regulation compliance and environmental responsibility all factor into your decision. Deb’s respected pre-work creams, general purpose cleansers, sanitizers, after-work creams and specialty products are used by millions of people in more than 100 countries and are available through a network of authorized distributors around the world. Trust Deb to deliver products that get the job done more effectively, more efficiently, and more satisfactorily than any others. To order GrittyFOAM or other Deb products, contact your favorite janitorial supply provider or call Deb direct at 704-263-4240.

Request a trial product or product demonstration of GrittyFOAM! Visit www.grittyfoam.com *Industrial Survey, Deb Group, August 2012

ADVERTORIAL

May/June 2013

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 21 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 2013 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

von Drehle Corporation

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May/June 2013

ACS Industries Purchases Assets Of Glit Division From Continental Commercial Pds. / Opens Facility ACS Industries, Inc., has announced the purchase of assets from the Glit Division of Continental Commercial Products, LLC, together with the opening of its new manufacturing and distribution center.

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ACS Industries’ Scour Pro® Cleans Corners

ACS purchased the newest of Glit’s four nonwoven pad production lines from the Glit plant in Wrens, GA. ACS also purchased Glit’s automated floor pad and hand pat cutting and packaging lines. The Glit production equipment, along with state-of-the-art upgrades is in the process of being installed in the new ACS plant in Monterrey, Mexico. ACS also purchased all inventory and rights to Glit’s CYCLONE® and CYCLONE D® diamond coated floor pad line. Founded in 1939, ACS Industries, Inc., will soon celebrate 75 years in business under the same family ownership. Sales are divided into three categories: automotive airbag and exhaust components, industrial products and cleaning products for the janitorial and foodservice industries. ACS manufactures in four factories and has over 2,000 employees. Visit www.acsindustries.com or call 800-222-2880 for more information.

Scrubble® Products Division of ACS Industries, Inc., a producer of hand pads, floor pads, mops, brooms, brushes, steel wool and screen disks introduces Scour Pro® for corner cleaning. This patent pending corner cleaning tool is a lightweight powerful orbital action sander that utilizes a series of pads to achieve desired results; black pad for stripping, maroon pad for general purpose cleaning and white pad for polishing. Screens are used for sanding wood floor corners. The lithium-ion battery is rechargeable and comes with the accompanied docking station. The hook and loop fastening system allows for easy pad changes.

Green Time System™ Product Line Available From Warsaw Chemical

New Full Line Maintenance Product Guide From Warsaw Chemical Warsaw Chemical Co., Inc. is now offering a new, 16 page Full Line Product Guide for its maintenance products. Complete product listings and descriptions are available for Warsaw Chemical’s line of food service, laundry, disinfectant and sanitation, maintenance, floor and carpet, transportation and hand cleaner products. Customer benefits, laboratory services and contact information are also included. Warsaw Chemical also identifies specific products as part of Green Time System™, its line of earth-conscious, environmentally friendly products. The hand cleaners are also listed as VOC Compliant.

Warsaw Chemical Co., Inc. offers a line of earth-conscious products, Green Time System™. The company says this environmentally friendly product line focuses on cleaning, health and the environment, without losing product performance. The Green Time System includes an all purpose cleaner/ degreaser, total restCircle No. 62 room cleaner, glass cleaner concentrate, H2O2 citrus all purpose cleaner, neutral floor cleaner, floor finish and floor finish stripper. Each product offers different environmental and health benefits such as being phosphate free, zinc free, using no added dyes or fragrances, containing no ammonia and using environmentally preferred solvents and biodegradable surfactants and ingredients. For more information contact Warsaw Chemical Co., Inc., Phone: 800-548-3396. Website: www.warsaw-chem.com.

Zephyr Now Offers The SorbUp™ Wet Mop Company spokespeople say Zephyr’s SorbUp™ Wet Mop is the mop with super absorbency. It can absorb over 700 percent, is made of 100 percent post-industrial recycled material, and does not require a break-in period. Officials added that the SorbUp™ is a great low-cost wet mop. Visit www.zephyrmfg.com for more information. Circle No. 60

new Delamo’s new Janitor Cart combines innovation for heavy-duty utility and high-capacity storage with the least amount of space. Features a docking station for wringer buckets, a quick release liner lock, dozens of tool holders and accessories to create a most efficient cleaning system.

re-new

Traditional cleaning tools made in USA from post-consumer waste – used plastic and tires. Sustainable solutions and eligible for LEED credits.

Learn more at delamo-mfg.com/green

Build your own at … delamo-mfg.com/cart

7171 Telegraph Road | Montebello, CA 90640 | USA delamo-mfg.com | 888/711.8011 delamo@delamo-mfg.com

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7171 Telegraph Road | Montebello, CA 90640 | USA delamo-mfg.com | 888/711.8011 delamo@delamo-mfg.com

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Maintenance Sales News

Diamond Chemical Hires New Service/Parts Manager

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Tough On Grime; Soft On Hands: GrittyFOAM™ From Deb Deb announces its GrittyFOAM™. The company says it is the first heavy-duty foaming hand cleanser with suspended scrubbers. The company says GrittyFOAM is a more efficient way to ensure a better clean. By using less product, less water and less energy, GrittyFOAM™ is also a cost-effective option for maintenance professionals. Visit www.grittyfoam.com.

Diamond Chemical, of East Rutherford, NJ, a national manufacturer of laundry, warewash, floor care, housekeeping, organic intermediates, industrial and consumer products announces the addiNichola Gharib tion of Nichola Gharib as service/parts manager. Gharib will help coordinate all service/installations, run the parts room and maintain parts inventory. He has many years of experience in the chemical industry. Diamond Chemical is a developer, manufacturer and supplier of products, systems and services to meet the needs of textile rental, institutional and hospitality laundries. Visit www.Diamondchem.com or call 1-800OK-4-SOAP for more information.

From Enviro-Solutions:

Are You A Green Cleaning Service Provider? Take This Quiz And Find Out Enviro-Solutions officials say that all three segments of the professional cleaning industry — manufacturers, distributors, and endusers — have now embraced green cleaning. While this is certainly good news for cleaning professionals, building users, and the environment, we still find many people, especially many cleaning service providers, are not totally sure what green cleaning is all about. For this reason, Enviro-Solutions (www.envirosolution.com), a manufacturer of green cleaning chemicals, has put together the following “Are You a Green Contract Cleaner?” quiz to help grow awareness and understanding of green cleaning. The quiz and its answers are below.

DPA Recognizes 5- And 10-year Members DPA Buying Group recognized its 5- and 10year members at the 2013 DPA Buying and Networking conference recently held in Nashville, TN. Two distributor companies were honored with a special 10-year member lapel pin and one company was given the 5-year pin at the group’s awards banquet. Honored was 5- year member: On-Site Supply,

(John Walsh) of Indianapolis, IN; and 10-year members: Lebanon Chemicals, Inc, (Kathy and Cody Haskins) of Lebanon, TN; and Key 4 Cleaning Supplies, Inc., (Jeff Kieffer) of Columbus, OH. “These members have been a valuable part of DPA’s success over the past years and we want to thank them for their loyal support,” said Zachary T. Haines, DPA executive director.

Green cleaning comPictured left to right is DPA 5-year member: On-Site Supply, John Walsh, (Indianapolis, IN); prises: and 10-year members: Lebanon Chemicals, Inc., Kathy and Cody Haskins (Lebanon, TN); 1. The use of green Key 4 Cleaning Supplies, Inc., Jeff Kieffer, (Columbus, OH); and DPA President Jeff Tishko. cleaning chemicals and equipment; Answers are based in part on GS-42, Green Seal’s Standard for 2. All indoor activities typically required to clean commercial, Commercial and Institutional Cleaning Services. public, and industrial buildings; Answers: 2. 2. 4. 3. 3.1. 3. Using cleaning chemicals and equipment that are green certified; Enviro-Solutions is a leading manufacturer of Proven Green, 4. All of the above. environmentally preferable cleaning products. An ISO-9001 certified company, Enviro-Solutions was established in 1994 with very Before beginning green cleaning, a service provider should: focused goals: To develop and market a superior line of environ1. Replace all conventional cleaning products with green certimentally preferable cleaning products and solutions. Using adfied cleaning products; vanced technology, the company manufactures products that offer 2. Develop a green cleaning plan describing how the facility will proven safety, health, and environment benefits without sacrificbe cleaned to protect the health of the user, building occupants, and ing product performance and are competitively in price. All they the environment; have done and continue to do is manufacture only Proven Green 3. Train cleaning workers on how to use green cleaning products; cleaning products. 4. All of the above. When it comes to floor maintenance, a green cleaning program requires: 1. The use of green certified cleaning chemicals; 2. Developing ways to extend the life of floor finish to decrease refinishing cycles; 3. Machine scrubbing floors more frequently; 4. All of the above. A green service provider typically stores cleaning chemicals: 1. Away from the facility; 2. Only in small amounts of green cleaning chemicals; 3. In closets that are well ventilated and away from air intake ducts. Which of the following is not required to be used by a green service provider? 1. Green certified all-purpose cleaners and restroom cleaners; 2. Green certified floor finishes and strippers; 3. Green certified plastic liners; 4. Green certified paper products (toilet paper, paper towels, etc.) Custodial workers are to be trained in green cleaning: 1. Upon being hired; 2. Once they begin actually cleaning a facility; 3. Every six months; 4. All of the above

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ADVERTORIAL

May/June 2013

How Jan/San Distributor Sales Reps Are Using Tablets Effectively In The Field By:Emily DeJeu, Rep Toolkit As mobile devices continue to grow in popularity among enterprise users, weâ&#x20AC;&#x2122;ve seen an increasing number of jan/san distributors investing in this new medium. Many distributors see tablets in particular, as useful tools for their outside sales reps, providing reps with instantaneous access to product information, pricing, customer account details, etc. However, some jan/san distributors are still reluctant to invest in tablet technology wondering how their sales reps would use it day to day, and if the benefit to the business would outweigh the cost of the tablets themselves. With that in mind, we polled several of our customers to determine how their sales reps are using tablets in the field. Reps Are Using Tablets To Manage Every Step Of The Order Process This is perhaps the biggest advantage of tablet use for reps. Customized apps, which are tailored to work in conjunction with back-end software systems, provide reps with the ability to: â&#x20AC;˘ Access customersâ&#x20AC;&#x2122; purchasing histories; â&#x20AC;˘ Build and submit new orders; â&#x20AC;˘ View product details and pricing; â&#x20AC;˘ Create quotes; â&#x20AC;˘ Monitor open invoices. Armed with a tablet, the rep can do any of these tasks instantly, during a sales call. As Dean Maulhardt, owner of Quality Paper and Packaging, points out, â&#x20AC;&#x153;When you can easily find information about item pricing and availability for the customer, rather than having to give the â&#x20AC;&#x2DC;I will get back to youâ&#x20AC;&#x2122; response, it saves everyone time.â&#x20AC;? When reps can manage the ordering process

themselves, it also reduces calls to the main office. Amy Presnell, Office Manager at Champion Supply, shared with us that when her sales reps began using tablets, â&#x20AC;&#x153;...it cut our workload here in the office by 30 percent. Itâ&#x20AC;&#x2122;s far less hectic in our office now than it used to be.â&#x20AC;? Ryan Smith, owner of Grimsleyâ&#x20AC;&#x2122;s, Inc., has found that putting his reps in charge of managing their customersâ&#x20AC;&#x2122; orders has not only decreased the main officeâ&#x20AC;&#x2122;s workload -- itâ&#x20AC;&#x2122;s also increased sales. â&#x20AC;&#x153;Weâ&#x20AC;&#x2122;ve seen a 20 percent increase in sales, while adding just one full-time support person,â&#x20AC;? he reports. Smith indicates that he increased sales commission by 2 percent to help incentivize this new approach to taking orders; now, Smith states that roughly 95 percent of customer orders are entered by sales reps. Reps Are Using Tablets To Store And Present Product Literature And Videos Twenty-first century sales reps no longer have to haul around briefcases stuffed with spec sheets, MSDS printouts, and product catalogs. Tablets make it possible for reps to keep a wealth of current product literature right at their fingertips, and the tablets themselves make sleek and attractive presentation tools. Additionally, reps can store and present product videos on their tablets, which is especially useful when the product in question is one that needs to be demonstrated in order to be fully appreciated. Phil Whiteaker, an account manager at Morgan Supply, confirms that he uses his tablet frequently as a presentation tool: â&#x20AC;&#x153;I utilize mine to show videos, to look up literature, to show various be-

fore/after photos from floor jobs, and to display products being used by the end-user.â&#x20AC;? He says this allows him to take a more consultative approach with his customers, acting more as a problem-solver than as a salesman. Having this vast array of information available isnâ&#x20AC;&#x2122;t merely convenient, however; Chris Shrock, purchasing manager of Spectrum Supply, believes itâ&#x20AC;&#x2122;s crucial. â&#x20AC;&#x153;We live in a â&#x20AC;&#x2DC;gimme nowâ&#x20AC;&#x2122; society,â&#x20AC;? Shrock points out, and customers expect to have their questions about products and pricing answered immediately. Tablets Are Beneficial Tools For Many Jan/San Distributors Whether or not tablets are the right investment for a particular distributor depends entirely on unique factors â&#x20AC;&#x201D; the companyâ&#x20AC;&#x2122;s size and finan-

cial position, the unique make-up of the sales force, managementâ&#x20AC;&#x2122;s own supervisory style, etc. In our work with jan/san distributors and their sales reps, though, weâ&#x20AC;&#x2122;ve found that most consider tablets to be valuable tools that go far toward improving sales repsâ&#x20AC;&#x2122; efficiency and effectiveness, and toward increasing overall customer satisfaction. Emily DeJeu is an associate at Rep Toolkit. Designed exclusively for jan/san distributor sales reps, Rep Toolkit mobile apps offer reps the ability to build and track orders, to access item pricebook information, and to manage customer account details. Rep Toolkit apps are available on iOS, Android, and Windows platforms. Visit www.RepToolkit.com, call 303-963-0000, or e-mail Info@RepToolkit.com.

Nexstep Commercial Products Introduces MaxiPlusÂŽ High Gloss Rotary Brush Nexstep Commercial Products has introduced the MaxiPlusÂŽ High Gloss Rotary Brush. This new product is available in 10-inch-21-inch diameter designed specifically for daily cleaning of all high gloss floors while still maintaining floor shine. The MaxiPlusÂŽ High Gloss Rotary can be used on ceramic tile, concrete, marble, quarry tile, slate, terrazzo, and VCT. It is equipped with irregular bristle to assure cleaning on uneven surfaces or grout lines less than .5inch in width. The main component of the brush is .016 level natural white nylon. The stripes are .022 crimped red polyester material designed for floor shine. Circle No. 64 Nexstep Commercial Products spokespeople say it â&#x20AC;&#x153;Makes Your Life EasierÂŽâ&#x20AC;? by providing rotary brushes, pad drivers and hardware. The company is the exclusive licensee of O-Cedar. Contact Nexstep Commercial Productsâ&#x20AC;&#x2122; Customer Service for more information at 217-379-2377 or customerservice@ocedarcommercial.com.

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Circle 32

Maintenance Sales News

Aztec Products Introduces New LowRider Buffer Aztec Products announces the new 27- as part of a tongue in cheek nod toward the inch LowRider dust control floor fictional film. When asked why the change, President buffer/burnisher. The LowRider is CE, Whit Beverly (emulating EPA, CARB, LEED and the film’s main character, GS-42 green certified for Nigel) said, "You see indoor use in approved most blokes will be layareas. Aztec officials say ing finish at 10. You're on the LowRider, with its 10, here on the dial, all patent-pending vacuum the way up, all the way up system, improves indoor on your machine. Where air quality (IAQ) by concan you go from there? taining air particulates, What if you need a little and meets the US green more flow? You're out of building council LEED Circle No. 65 luck. You have no place to IEQ credit 3.4 requirego. That's why this new machine is better ments. It has a rugged, solid steel body design — with the new Grand Finale if you are already at 10, you can go up one more — to with an ultra low 3.75-inch profile for buffeleven...You see, it's better because it's one ing and polishing under racks and hard to more." reach areas. The LowRider also includes an Regional Sales Representative Zach advanced composite polymer pad driver Dietz said, “This Grand Finale re-release is and dust control upgrade. It is available in one of the reasons it is so cool to work at 24 and 27-inch pad sizes. The company says the dust control up- Aztec. I have a lot of friends who are rock band guys and Spinal Tap fans. They think grade was developed as part of Aztec’s that it is hilarious and awesome that Aztec is commitment to green cleaning and to commaking a machine with a dial that goes to ply with the GS-42 requirements. The LowRider is powered by the EPA certified eleven. Well done!" Aztec Products representatives say it Kawasaki 603cc engine with a 20 hp block. continues to develop floor maintenance Made entirely in the USA, the high speed propane LowRider is the newest ad- equipment for the jan/san and concrete floor dition to the Aztec product line. Steven polishing industry that saves money and labor expenses. Aztec strives to remain the Spengler, Aztec’s vice president, said, “The LowRider has many options avail- trusted leader in propane buffers, floor stripable including the patented Suretec dust pers and concrete grinders. Aztec Products, Inc., is a family-owned control system. This high powered propane burnisher ‘glides’ on any floor surface with business based in Montgomeryville, PA, ease to the operator. VCT contractors like manufacturing all of its products in the USA, at its Philadelphia area factory. For the shine the LowRider ‘pops’ in less time. over 37 years, Aztec has developed a series Concrete contractors applaud its performance as it has enough head pressure to heat of floor cleaning machines that are engiup densifiers which provides a proper cure neered for quality work at high speeds. To see the complete Aztec product line, visit: for the chemicals and achieving high gloss www.aztecproducts.com. readings.” “The LowRider, named for its low-profile 3.75-inch deck height, combines the best aspects of the Aztec Reliant and Answer propane burnishers. Like the Reliant, the LowRider is made of solid USA steel and can reach hard to burnish places under Diamond Wipes International has added racks. Like the Aztec Answer, there is adjustable pad pressure, all parts are bolted on new Table Cleaning Wipes to its Handyto the core frame for easy repair in the field, clean™ line. The wipes are individually sealed for convenience and freshness. and dust control is an option,” said Whit Beverly, president of Aztec Products.

DDI System Inform Users Meet At Disney’s BoardWalk Inn DDI System’s recent Inform Connects 2013 brought together distributors from all across the country in Orlando, FL, at Disney’s BoardWalk Inn for 3 days of training, networking and brainstorming. The goal was maximizing DDI’s ERP software to grow individual businesses, and for attendees to take back ideas to increase sales and profitability. Jenn Lee kicked off the conference with a motivational speech about “pouncing” on opportunity, and ensuring it doesn’t pass you by. She ended with a “Minute to Win It” contest between sales and accounting attendees. DDI System President Adam Waller and COO Barbara Jagoe talked about current and future advancements in technology and how DDI System’s inform software solution is advancing with them. They highlighted technology’s progression over the last 20 years and discussed important evolutions affecting the distribution industry as a whole. “Technology has changed today’s marketplace – our inform users are successfully competing with companies many times their size. Some of the tools within the inform software help companies make better purchasing decisions, some provide better customer service and others help organize and better manage sales teams through strong analytics and CRM. The inform features and tools

are part of the overall philosophy to help level the playing field and enable distributors to be service leaders rather than just a ‘cheap’ price leader. Technology levels the competitive playing field,” Jagoe said. Waller highlighted inform’s — Real-time eCommerce. He began speaking about the ever changing world of eCommerce and how it is currently affecting wholesale distributors. He encouraged the mid-sized distributor to take a look at web sites such as Amazon Supply and Betty Mills as their future competition in addition to “brick and mortar” operations. According to the company, Inform eCommerce utilizes all of its data from the distributors inform ERP software. This benefit for system administrators is the sites’ architecture. Spokespeople say the chore of getting new items added to your catalog is eliminated. Any product updates the user makes in his/her inform software are live on the user’s Inform eCommerce site immediately. DDI says its inform distribution management software combines everyday operational benefits in accounting, inventory, sales and purchasing with advanced calendaring, contact and sales management, direct marketing, and real-time e-commerce. Visit www.ddisys.com or call DDI System for a demonstration at 877-599-4334.

New Cleaning Table Wipes From Diamond Wipes

Aztec Re-Releases Grand Finale Finish Applicator With New Flow Dial In anticipation of the 30th anniversary of Rob Reiner's 1984 classic “mockumentary” film, "This is Spinal Tap,” Aztec Products has re-released its Grand Finale finish ap-

Circle No. 67 plicator with a flow dial that now goes up to eleven. The original flow dial went from 1 to 10, and the new dial will show 1 to 11,

Circle No. 66 Company spokespeople say the main features include a streak-free, quick-dry high shine formula. The wipes are designed for any foodservice operator to promote sanitary environment and improve customers’ perception of overall cleanliness by eliminating dirty towels from view. The company says the wipes are fast and easy to use, and are especially useful for cleaning dining tables, bar tops, counter tops, high chairs, booster seats, window glass, mirrors and more. They are available in 1,000 units/cs. Contact Diamond Wipes International at 800-454-1077 or cs@diamondwipes.com for ordering information. Refer to the item # F359967M10.

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May/June 2013

Pro-Link 2013 Annual Meeting And Awards

Americo Manufacturing Acquires Strategic Assets Of Glit®/Microtron® Spokespeople from Americo say that shortly after Continental Commercial Products (CCP) announced the closure of its Glit/Microtron plant in Wrens, GA, Americo Manufacturing Company acquired the strategic assets of the company. The purchase included equipment and inventory as well as formulations for all products produced in the Glit/Microtron facility. Americo also secured the rights to the Glit® name along with registered trademarks including the Buckaroo® and Jackeroo® brand names. According to America, CCP has endorsed Americo as a seamless alternative for their customer’s floor pad and other nonwoven material needs. “We believe that Americo is the best-suited company to handle your floor care and nonwoven needs going forward. Americo is one of the largest floor pad manufacturers in the world today and one of the most technologically advanced producers of nonwoven materials in our industry,” said David J. Feldman, president and chief executive officer of Continental Commercial Products. Americo Manufacturing Company Chief Executive Officer Lenny Shutzberg commented on the purchase, “We are looking forward to the expansion of our product line with the addition of certain Glit formulations that have been highly regarded within the industry for a very long time.” Americo Manufacturing Company, headquartered in Acworth, GA, 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 recy-

cled material from post-industrial and post-consumer waste and the binders we use are based on water-based technology. Americo’s products are currently sold worldwide as it enters its 44th year of operation. Visit www.americomfg.com.

Americo Promotes Tom Owens Director Of Tech Services/Sourcing Americo Manufacturing Co., has announced the promotion of Tom Owens to the position of director of technical services and sourcing. This executive role expands Owens’ current technical director responsibilities to include management of the company’s purchasing and sourcing initiatives. The new position is also responsible for the development of strategic supplier partnerships and pricing programs. Americo spokespeople say it is currently experiencing outstanding growth. Tom Owens “As we look ahead, the company is making internal changes to ensure that our customers receive the same dependable service and high quality that they have come to expect from Americo worldwide. Tom’s extensive product and trade knowledge will assist Americo in maintaining its leadership position within the industry, as our market share continues to expand,” stated Lenny Shutzberg, chief executive officer of Americo Manufacturing Co., Inc.

— SEEKING MANUFACTURERS REPS —

Pro-Link, a jan/san-focused buying and marketing group, recently completed its annual meeting in Atlanta, GA, with the awards banquet celebration being held at World of Cola-Cola. During the three-day event, Pro-Link distributors enjoyed networking and interacting with other members. Distributors also participated in various round table discussions where they exchanged information on how to improve their

Company – Acworth, GA; Distributor Link Award: Penn Valley Chemical – Lansdale, PA; Supplier Link Award: Wausau Paper – Harrodsburg, KY; and, Pro-Link Sales Person of the Year Award: Toby Dietzel. For its strong commitment and support of the Pro-Link brand, Scoles Floorshine Industries

2013 Pro-Link Distributor of the Year; Datek, (from left) Michael Sills, Scott Allmendinger and Paul Lemieux.

2013 Pro-Link Brand Champion; Scoles Floorshine, Evan Ghen (left), and Mike Nelson.

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business and sales processes. This year’s keynote speaker was Jaynie L. Smith, CEO of Smart Advantage, Inc. Her keynote address, “Think you know your competitive advantage? Think again!” informed the audience about how important it is to have, to know, and to leverage competitive advantages. The keynote included practical advice to Pro-Link distributors on how to identify competitive advantages that are both meaningful to customers and different from the competition. During the awards ceremony, Pro-Link honored members and suppliers that have excelled in sales or in providing assistance and support to the group. This year’s award winners by category are: Distributor of the Year: Datek – Little Rock, AR; Supplier of the Year: Americo Manufacturing

(Farmingdale, NJ) won the Pro-Link Brand Champion award. Evan Ghen accepted the award from Mike Nelson, vice president of marketing at Pro-Link. Both KB Commercial Products (Billings, MT) and Laun-Dry Supply Company (El Paso, TX) were honored for their 25 years as part of the ProLink family. Along with business meetings and a supplier tradeshow, attendees participated in Pro-Link’s annual golf tournament and the Harley-Davidson motorcycle ride. Pro-Link, Inc., (www.prolinkhq.com) founded in 1984, is a national full-service janitorial supply, marketing, and buying organization. Based in Canton, MA, this jan/san-focused organization currently has more than 70 members and over 100 distribution points throughout the United States.

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Maintenance Sales News

Cascades Antibacterial Towel Wins Edison Award Gold Medal

From Enviro-Solutions:

Green Certified Spray-On/Wipe-Off All-Purpose Cleaner Enviro-Solutions spokespeople say the Green-certified ES 74C is the right choice for all kinds of quick cleaning tasks. Spray on and then wipe off. The company says ES 74 removes oil, food stains, and fingerprints on all types of surfaces and leaves no chemical residue. ES 74C also removes black heel marks, grease, and general stains from floors; can be used as a carpet spotter; and cleans whitewall tires. It is packaged in recycled and recyclable plastic bottles. Visit http://enviro-solution.com/index.php or call toll-free 1-877674-4373 for more information. Circle No. 68

NISSCO Names Dutch Hollow Supplies Distributor Of The Year Mark Bozich, the president of NISSCO (National Independent Sanitary Supply Companies, www.nissco.com) has announced that Dutch Hollow Supplies (www.dutchhollowsupplies.com) of Belleville, IL, has been named NISSCO Distributor of the Year. Mark Cadell, owner and president of Dutch Hollow Supplies, along with his son, Eric, vice-president of operations, accepted the award at NISSCO's recent annual Buying Conference. "Dutch Hollow Supplies is an example of an independent distributor that has adapted to changing market needs and has successfully implemented various business strategies over the last three decades. They have effectively leveraged the many NISSCO programs to reap the maximum benefits and profitability for their business,” states Bozich. "NISSCO is the only buying group that is committed to the supplier-distributor-end-user distribution channel and the independent distributor. The success of Dutch Hollow Supplies demonstrates how this business model excels in our industry when implemented correctly and the distributor adapts to changing technology and market conditions." Dutch Hollow Supplies has been a distributing mainstay in St. Louis, MO, southern Illinois and southeast Missouri for nearly 30 years. Its product line showcases over 300 manufacturers with over 75,000 products of janitorial, foodservice disposables, industrial packaging, office, and safety supplies. Dutch Hollow Supplies was founded in 1984 as a contract cleaning company by Mark Cadell, the

Pictured from left are Mark Bozich NISSCO president with Mark Cadell, owner and president of Dutch Hollow Supplies and Eric Cadell, vice president of operations for Dutch Hollow Supplies. company’s current owner and president. The company evolved into a dual cleaning company and janitorial supply distributor before becoming fully focused as a distribution business in the early 1990s. Cadell’s son, Eric, is the company’s vice president of operations, overseeing day-to-day operations and directing the company’s technology implementation. NISSCO was established in 1985 and says its mission is to consistently provide its distributor members and supplier partners with new, profitable business and revenue enhancing programs. NISSCO is a purchasing and marketing group dedicated to the independent distributor.

Cascades Tissue Group, has announced that its Cascades® Antibacterial paper towel has received Gold honors in the Edison Awards Consumer Packaged Goods: Cleaning Solutions category. Cascades officials say the award, the highest available, was presented to Cascades in a special gala held in Chicago. and came by way of an international judging panel comprised of more than 3,000 business executives, academics and leaders in the fields of product development, design, engineering, science and medicine. The company’s paper towel was launched October 2012 in the U.S. market as a simple, safe and effective way to reduce bacterial contamination and transmission. Dry to the touch, the green-colored Cascades says its antibacterial paper towel has been confirmed in third-party testing to kill over 99.99 percent of harmful bacteria upon coming into contact with wet hands. Among other uses, the product was designed to help decrease contamination possibilities within the food processing and food service industries, and reduce absenteeism rates at work and school. “We’re incredibly proud of this product and pleased to receive this distinguished honor,” said Cascades Tissue Group CEO Suzanne Blanchet. “Eighty percent of infections are transmitted by hands, so we believe this innovation can have a significant impact on overall public health.” The Edison Awards is a program conducted by Edison Universe, a nonprofit, 501(c)(3) organization dedicated to fostering future innovators. The awards have been recognizing and honoring the best in innovations and innovators since 1987. For more information about the Edison Awards complete program and a list of past winners, visit www.edisonawards.com.

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Cascades Tissue Group, a division of Cascades, Founded in 1964, Cascades produces, converts and markets packaging and tissue products that are composed mainly of recycled fiber. The company employs more than 12,000 employees, who work in more than 100 units located in North America and Europe. Visit www.afh.cascades.com for more information.

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May/June 2013

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Plus Manufacturing Continued From Page 27 our strong commitment to human health and a clean environment," said Plus Manufacturing’s founder Ivan Day. According to Green Seal's president, Arthur Wiseman, "Products meeting the criteria of GS-37 are among the greenest cleaning products available on the market. We commend Plus Manufacturing for its commitment to the GS-37 leadership standard to protect human health and the environment." According to Green Seal: “The requirements in the GS-37 standard are based on an assessment of the environmental, health, or social impacts associated with the products covered in the scope of the standard.” PROCYON Soap Free products were determined by Green Seal to be non-toxic and free of ingredients causing oral, inhalation, or dermal toxicity, as well as free of *asthmagens, skin sensitizers, and heavy metals including, lead, hexavalent chromium, or selenium. Green Seal also determined that PROCYON Soap Free products also do not contain reproductive toxins, volatile organic compounds, 2-butoxyethanol, alkylphenol ethoxylates, phthalates, and ozone-depleting compounds that contribute to the production of photochemical smog, tropospheric ozone, or poor indoor air quality. PROCYON Soap Free products were also acknowledged by Green Seal as being nontoxic to aquatic life, not combustible, having no bioaccumulating compounds, and biodegradable. Lastly, Green Seal determined that Plus Manufacturing offers training or training materials on the proper use of the product, including step-by-step instructions. Plus Manufacturing, Inc., is located in Spokane, WA. It has been providing environmentally safer, quality products that work for over 30 years. All PROCYON products are soap free, hypo-allergenic, non-toxic with no VOCs and no off-gassing. Plus Manufacturing works hard to educate the public about proper, safe, and efficient cleaning methods, to safeguard public health as well as the environment. Visit www.soapfreeprocyon.com for more information. *Asthmagen: A substance designated as an asthma causing agent by the Association of Occupational and Environmental Clinics (AOEC). Asthma: Asthma is a chronic inflammatory disorder of the airways that impairs breathing. Asthma affects children and adults, may be intermittent or persistent, and is further classified as mild, moderate, or severe. The chronic inflammation associated with variable airflow obstruction commonly causes difficulty breathing, coughing, wheezing, shortness of breath, and/or chest pain. Symptoms may resolve completely between active episodes. Symptoms may occur during exposure, immediately after exposure, or up to 24 hours later in a “late phase,” frequently interrupting sleep.

M A I N T E N A N C E S A L E S N E W S A D V E RT I S E R S ’ I N D E X ACS Scrubble.........................................5

JanSanOptimize.com ..........................57

Away Chemical Corp. .........................55

Matguys ................................................56

Aztec Products .......................................9

Midlab Incorporated...........................23

Berk Wiper International, LLC.........54

Mor-Value Parts Co.............................20

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

Newaire ................................................16

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

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

DDI System...........................................11

Plus Manufacturing, Inc.....................27

Deb Group ............................................14

Qleeno ...................................................53

Delamo Manufacturing, Inc. ..............52

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

Diamond Wipes....................................21

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

MAINTENANCE SALES NEWS CLASSIFIED ADVERTISING RATES

Enviro-Solutions ..................................20

SKM Industries, Inc............................53

Expanded Technologies.......................31

Sky Systems Co., Inc. ..........................43

Fullriver Battery Mfg. Co. Ltd ..........37

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

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)

Gift Sales Company.............................56

Soundview Paper Company ...............19

Golden Star ..........................................22

Soy Technologies, LLC........................34

H & S Manufacturing .........................57

Trojan Battery......................................29

PRODUCTS OFFERED MAKE 50-70% PROFIT on our new Doggy Do Pet Waste Stations and Pet Waste Bags. Over 2 Million Bags have been sold in the Houston, Texas area alone with only 500 Doggy Do Pet Waste Stations in place. We are the manufacturer and NEED Distributors NOW to FILL the DEMAND! Call Ron Wiggins at 1-800-634-5816. www.namcomfg.com TRANSPORTATION CHEMICALS Call us for all your transportation chemical needs. 45 year old company expanding market. Ask for our new Non-Haz Mat aluminum cleaner. Visit cherryvilledistributing.com or call 704-435-9692.

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

U.S. Battery ..........................................41

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

Harvard Chemical Research, Inc. .....10

von Drehle Corporation......................33

Payment SHOULD accOmPany OrDer.

Haviland Corporation.........................12

VPR Impex (Vapore) ..........................17

Maintenance Sales News

Intercon Chemical ...............................60

Warsaw Chemical................................24

201 E. Main St. • P.O. Box 130 • Arcola, IL 61910 Ph. (217) 268-4959 • Fax: (217) 268-4815

ISSA INTERCLEAN ..........................59

Wausau Paper ......................................39

drankin@consolidated.net

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