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MAINTENANCE
SALES NEWS Exclusively Serving Professional Distributors
May/June 2014
Vol. 31, No. 3
Read/Download MSN At: www.maintenancesalesnews.com
MSN FEATURE STORIES Novel Approach, But It Works For Them
Certified Cleaning Supplies & Equipment .......................6 MSN Exclusive Distributor Interviews
The Sale Is Only The Start Of Customer Service ............18 2014 Supply Line Held April 30 – May 1 In Atlantic City......................25
MSN’s Guide To Green, Dispensers, Floorcare & More Americo ....................................26
Wausau Paper ..........................38
Clean Control Corporation.......46
May/June 2014
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 Misty Douglas
_______________ ADVERTISING Arcola, IL Don Rankin Linda Rankin Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130 Arcola, Illinois 61910-0130 (217) 268-4959 Fax: (217) 268-4815
_______________
Trojan Battery...........................28
U.S. Battery...............................40
The Bullen Companies Inc. ......48
Expanded Technologies............30
Quest Vapco Corporation.........42
Clearly Better Solutions...........49
EDITORIAL AND CORPORATE OFFICES
von Drehle Corporation......32, 47
Sky Systems..............................43
Fuller Commercial Products....50
Rankin Publishing, Inc.
American Dryer, Inc. ................34
Sofidel America ........................44
VVF Amenities...........................51
Fullriver Battery .......................36
Midlab, Inc. ..............................45
VPR Impex Inc. .........................52
204 E. Main St., P.O. Box 130 Arcola, Illinois 61910-0130 (217) 268-4959 Fax: (217) 268-4815 www.rankinpublishing.com
Industry News/Products 53 • Advertisers Index 58 • Classified Advertising 58 On The Cover: Michael Kaplan has owned Certified Cleaning Supplies & Equipment of Denver, CO, for 23 years. See story on Page 6.
Circle Number Replies Are Now Online @ www.maintenancesalesnews.com/circles.htm
Industry Calendar of Events November 4-7, 2014 — ISSA/INTERCLEAN® - North America, Orange County Convention Center, Orlando, FL. For information: 847-982-0800. March 7-10, 2015 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200.
MOVING? Old Address: Affix old mailing label or print old address here: Name _______________________________________________ Company ____________________________________________ Address _____________________________________________ City, State, Zip ________________________________________
April 28-29, 2015 — Canadian Sanitation Supply Association’s Can Clean 2015, Mississauga, ON. For information: 866-684-8273.
New Address: Print new address here: Name _______________________________________________
May 5-7, 2015 — National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. For information: www.nationalhardwareshow.com.
Address _____________________________________________ City, State, Zip ________________________________________
May 16-19, 2015 — National Restaurant Association’s Restaurant, HotelMotel Show, McCormick Place, Chicago, IL. For information: 800-424-5156.
Clip and return to Maintenance Sales News P.O. Box 130, Arcola, IL 61910 • Fax: 217-268-4815 • Email: drankin@consolidated.net
e-mail: drankin@consolidated.net
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 2014, 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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Certified Cleaning Supplies & Equipment
Novel Approach, But It Works For Them hen Michael Kaplan purchased Certified Cleaning Sup- where they would like for us to deliver products. “I don’t have my own trucks or my own drivers, but I have more than plies and Equipment, of Denver, CO, 23 years ago, he made the decision to operate the distributorship with a few one delivery service. The delivery services are not on my payroll. They just charge me the going rate. non-traditional twists. “If a customer calls needing products at a particular location, I call “Certified Cleaning Supplies and Equipment is a traditional company one of the delivery services. regarding the product lines If the delivery service can offered,” Kaplan said redo it the same day, great. If cently during an interview not, the customer will rewith Maintenance Sales ceive the items the next News. “However, in other day.” ways, the company is not While customers from traditional. For example, many market segments, such we don’t have a sales force. as schools, churches, etc., I had come from a more tratrade at Certified Cleaning ditional type of organizaSupplies and Equipment, tion that had sales people. I the largest portion of the decided to try something customer base is contract different and just have a recleaners. tail-type store. Therefore, “We have small contract customers come to our locleaning companies that cation. We don’t go to them purchase from us and we on what I call a cold call also have some of the basis.” biggest companies in town Without a sales force or as customers. We are not its own delivery drivers and their primary supplier, but vehicles, the company is they still come to us,” Karun by essentially three emplan said. “Sometimes they ployees, including Kaplan. come in and buy a machine “Heather Vander Schaaf, or a vacuum cleaner or who is the office manager, bring in equipment to be reand I are the ones who paired. work up front in the pub“Many customers purlic’s eye,” Kaplan said. chase what I call the mis“Ken Vander Schaaf cellaneous items in the works behind the scenes jan/san trade, such as toilet servicing machinery.” tissue dispensers, feather Kaplan also mentioned a dusters, window squeegees, former employee, Ernie Left to right are Michael Kaplan, Heather Vander Schaaf rotary brushes, rotary pad Hansford, 88, who recently and Ken Vander Schaaf. holders, etc. retired, and who had worked “I’m amazed that some for the company for 22 of of my competitors send customers to us or come in themselves to pick the 23 years Kaplan has owned the business. Even though the company does not have sales people per se or de- up a brush or a floor machine. These customers don’t worry about us. We are not going to take away their business. In fact, our company will livery drivers, Kaplan will meet with customers at their facilities. “If someone calls me and says he or she would like for me to come help their business.” Certified Cleaning Supplies and Equipment’s product lineup includes and talk about something, I go,” Kaplan said. “I do it when the need arises. Many of my customers come into the store. Some customers who chemicals, vacuums, floor care equipment, cans and liners, matting, have done business with us for a length of time will just call and tell us paper, window-cleaning supplies and used equipment.
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May/June 2014 machine to the customer in the meantime, depending on the situation,” Kaplan said. Certified Cleaning Supplies and Equipment also sells used equipment, although that part of the business has changed dramatically since Kaplan has owned the company. He said many years ago, the opportunity to purchase a large block of floor equipment came about from time to time as contract cleaners either went out of business or merged with other companies. “In those days, a contract cleaner might come to me and say, ‘I have 30 buffers, I have 50 vacuums, etc., do you want to buy them?’” Kaplan said. “We would purchase that merchandise and resurrect a good portion of the equipment for sale. It was a nice business.” Kaplan said in recent times consumers using online shopping sites have cut into the company’s used equipment business. “The consumer is very savvy,” Kaplan said. “He or she can get online and type in ‘used floor machine’ or ‘used vacuum cleaner,’ etc., and find other choices of where to purchase the equipment. People still buy from us, but we have seen a decline in the used equipment business.” Kaplan explained part of the reason customers keep coming back is the culture that has been fostered at the distribd utorship. jecte b u S “Our company is kind of old-fashe uld B o o T C ioned,” Kaplan said. “We cultivated a p u o U Y A Fine ‘mom and pop’ atmosphere. Our facility H S O To An is not quite like the old hardware stores .00 $7,000 where the guys would sit around smoking cigarettes, but it is an older store and people come around to ‘shoot the bull,’ so to speak. “When three or four customers come in at one time, it is fun to see the interaction between them. Sometimes there will be customers who work for competing companies. Even though they are technically competitors, they will oftentimes exchange ideas. “There may be one person who covers the south side of town for his or her company, and maybe the other customer’s territory is on the west side for his or her employer. They are never going to cross paths even though they are competitors.” Another common scenario is when two customers from different businesses meet at Certified Cleaning Supplies and Equipment and find out they can help each other. “Maybe a window cleaner comes in at the same time as a contract cleaner,” Kaplan said. “The contract cleaner may ask the window cleaner for a card, saying, ‘I have some window cleaning jobs. I don’t do windows, but you might be somebody I could hire.’ That’s a fun part of the business. “The company’s retail area is about 2,500 square feet. We also have an additional 5,000 square feet of warehouse space connected to the retail portion of the facility. The retail area is laid out so people can see virtually every product that we sell.” To keep track of its inventory and other aspects of the business, Certified Cleaning Supplies and Equipment uses an accounting and inventory software package. According to OSHA Reg. 29 CFR 1910.1030 “The biggest issue is when we receive 10 items and sell 7, we better have 3 left,” Kaplan said. “It is when you have 2 reTo learn more, call 800-444-8900 and ask for Debbie or Don. maining that you have to scratch your Visit us online www.airxinfo.com head and say, ‘What the heck happened?’ “I keep a close watch on big ticket Laboratories is a division of The Bullen Companies, Folcroft, Pa 19032 items to make sure there is no problem
“We will repair any of the brands of floor equipment we sell,” Kaplan said. “We offer backpack vacuum cleaners. The brand we sell is easy to fix because we have a complete inventory of parts. We also sell a brand of standard vacuum cleaners, for which we also have an extensive inventory of parts.” Certified Cleaning Supplies and Equipment will only repair industrial type floor equipment versus household items. “We don’t take in household vacuums. We inform customers that we can’t get the parts, and, more importantly, we can’t fix then in a timely manner,” Kaplan said. Kaplan said when a machine is brought in for repair, it is usually completed by the next day. However, there are exceptions. “It is related to customer service. If someone has been a regular customer and brings in a machine that we are not going to get repaired immediately, we will either loan or rent a
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with inventory. I can’t always watch and worry about smaller items such as feather dusters. I am concerned, but if the inventory says I have 32 dusters and I actually have 30, I’m not going to go crazy.” While the so-called Great Recession has passed, the economy is still sluggish in many areas, nonetheless Kaplan said business has been good. “The economy is picking up,” Kaplan said. “Having read newspapers from various regions of the country, I think Denver certainly has been a little better off than some other areas.” According to www.stateofworkingamerica.org, the Great Recession officially lasted from December 2007 to June 2009. “We had a good year in 2008. We didn’t start feeling the impact of the recession until 2009, although we had started seeing some indications that the economy may be headed for trouble,” Kaplan said. “I heard customers’ comments on how their respective businesses were doing. I told my wife and some friends there must be a softening in the economy. I also own real estate and I could see there was a decline in value in that market segment. “Business started rebounding in 2010. It was a little better than 2009. The next year, 2011, was about on par with 2010 and then 2012 was up very nicely. Business remained about even in 2012 and 2013. Now, 2014 is up quite a lot from 2012 and 2013. “We had a record month of sales in — Michael Kaplan, Owner April. One of my friends asked, ‘How did you do it?’ I laughed and said, ‘I don’t have a clue.’ I was being funny, but I was being truthful as well, in the sense that we didn’t do anything different from what we have been doing. “I said, ‘I showed up. I had product on the shelves and I was here. I fulfilled somebody’s needs.’ I think Certified Cleaning Supplies and Equipment is a barometer of the general economy at hand. If the economy is suffering, then we are going to suffer. “We might not be hurt as bad as others in the overall economy, because I think jan/san is a little more recession resistant, but not recession proof. “During hard times, if a contract cleaner customer has to maintain a floor, the floor doesn’t diminish in size. The floor is still the same size and it still must be maintained, but maybe the property owner might say to a contractor, ‘Don’t come in five days a week, come in three days.’ “Even with shorter hours, the contractor is still going to need cleaning supplies, although he or she may purchase fewer items from us.”
“We had a record month of sales in April. One of my friends asked, ‘How did you do it?’... I said, ‘I showed up. I had product on the shelves and I was here. I fulfilled somebody’s needs.’”
Consultation And Training Are Difference Makers
K
aplan said that while attracting customers to come to the store for the first time can be a challenge, keeping them coming back is much easier. “When it comes to building a repeat customer base, customer service is No. 1,” Kaplan said. “I think customer service is a skill that is lost in many trades. “Having the same people, including himself, at the company for a long period of time results in a certain comfort level for customers. “I am here all the time, and the people working here have been here for a long time. For customers who come in multiple times, there is a level of continuity, comfort and familiarity.” Still another factor that keeps people coming back is the knowledge about products and running a business exhibited by Kaplan and his staff. “It is not too hard to gain enough product knowledge to tell people this floor finish does this or this bowl cleaner does that, etc.,” Kaplan said. “I could hire somebody off the street and, within a couple months, he or she would have a fairly rudimentary product knowledge. However, there is more to it than just product knowledge. “Many of our small cleaning contractor customers look to me for business advice. I am an accountant by training and have a financial background. This really comes in handy when I help and consult with customers. “I can give them ideas on sales presentations and how to run their business in a better financial light.” Kaplan’s knowledge and expertise has proven especially helpful to customers
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May/June 2014
starting their own businesses. “Some people decide to leave the comfort of working for a school or another contractor to strike out on their own,” Kaplan said. “They know how to clean and do things right, but sometimes they don’t have a clue about the business end of things. They might not know how to bill correctly or pay taxes. Some people might not understand cash flow.” Kaplan gave an example of a situation that can arise where he has been able to provide advice to a person starting his or her own contract cleaning business. In this scenario, the new business has an opportunity to land a contract to clean a large office building.
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“I would say to the new business owner, ‘Do you know what you are getting into? You are going to have to buy so many dollars worth of supplies. Do you know when your customer is going to pay? Whether payment comes in 30 or 60 days, you are still going to have to pay your employees in the meantime. You better have enough cash on hand to take care of business for the next 30 or 60 days.’ Sometimes this is a revelation to people.” In addition to consulting with customers and answering questions about products or business, training is another value-added customer service feature Certified Cleaning Supplies and Equipment offers. The main thrust of training is done at the company’s facility. “Once in a while we will go to the customer’s business to train, but the truth is, we have everything we need right here in our showroom,” Kaplan said. “We have several different machines and 10 different floor surfaces here for training purposes, as well as various chemicals. I just feel it is more productive for customers to come to our store and experience what the surfaces look like. Unless the customer has something totally unique, our floors are not going to be much different than their floors.” Kaplan’s skill at consulting with customers was especially helpful during the recent recession. “I was able to give some customers some financial pointers or just ideas on how to run their business a little more efficiently,” Kaplan said. “Unfortunately, I couldn’t give them the magic formula on how to obtain more business. “It is an obvious thing, but sometimes you’ve got to hit a person over the head a few times before they wake up. I said to some people, ‘Sometimes you have to quit a customer. If they are not paying you within 60 days, what is the point of working for them? If the customer is consistently 60 days behind, but it is a good account and the wheel is rolling, you can live with that. But if payment is sporadic, that is not so good.’ “I point out to customers they are doing themselves no favors expending too much in labor every month on an account while not making enough money in profit to carry that client.” From time to time, Certified Cleaning Supplies and Equipment conducts paid classes, offering a hands-on approach to training. “We allow people to operate a floor machine. They can get behind a carpet extractor or mop the floor. I call it ‘getting behind the wheel,’” Kaplan said. “We teach the techniques on running machinery and cleaning. Sometimes people don’t know how to run a floor machine correctly so that they won’t bang into walls and cause damage to a facility.” In addition to paid classes, if someone is interested in purchasing a piece of equipment, Kaplan gives that person the opportunity to run the equipment to ensure the customer is comfortable.
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May/June 2014 Big Box Store Players And Internet Pose Challenges
D
“Many of our small cleaning contractor customers look to me for business advice. I am an accountant by training and have a financial background. This really comes in handy when I help and consult with customers.”
enver is the largest city and capital of Colorado. It is located in the South Platte River Valley on the western edge of the High Plains, just east of the Front Range of the Rocky Mountains. Denver is nicknamed the “Mile-High City” because its official elevation is exactly one mile, or 5,280 feet, above sea level. As of 2012, the city had an estimated population of 634,265 people, ranking it as the 23rd most populous city in the United States. “I’ve been here for 44 years,” Kaplan said. “Denver has a wonderful outdoor environment. It is a great place to raise kids and it is not as hectic or congested as other big cities.” With the region’s myriad of outdoor activities and natural beauty, one might think there would be a heightened awareness of environmental issues. However, for Certified Cleaning Supplies and Equipment, sales of “green” products, per se, are not a major part of the
business, although the company carries a line of green products. Kaplan said local and state government entities and large corporations probably push green initiatives more than the company’s customer base. “It is not that our customers, suppliers or myself are environmentally irresponsible,” Kaplan said. Indeed, the company’s lineup of chemicals and other products are safe and pose no threat to the health and safety of customers when used properly, according to Kaplan. He added, “For example, basically everything one of my suppliers sells is phosphate-free. Some of our smaller contract cleaner customers, in the home market, sell their services as environmentally friendly cleaning, and we supply them with eco-friendly products. “There are certain products I won’t sell because they may be harmful to the environment or harmful to the enduser.” While the green movement is a somewhat recent development to some areas in the jan/san world, another change has to do with competition from non-traditional sources. According to Kaplan, big box stores and the Internet are bigger competitors to his business in modern times that other distributorships. “Big box stores are our biggest competitors,” Kaplan said. “A customer will come in every now and then and say, ‘I shopped at this company and here is what I paid for a particular item. Can you come close or match the price?’ Some items I can and for some products I tell the customer, ‘I don’t want to sell this product line’ or ‘I can’t sell this product line.’ “The big box stores have a competitive advantage in that some are open 18 hours a day, 7 days a week. Nonetheless, even these competitors will send customers our way now and then for specific products that they don’t carry.” Another non-traditional competitor in modern times is online shopping. “We are all consumers,” Kaplan said. “A person might buy a certain item at a particular store, but now and then that person might get on the Internet and see what that product sells for at other locations. “Let’s say a person usually trades at Joe’s Running Store. There he or she purchases the shoe they like for $100 a pair. One day that person decides to go online to shop for running shoes. This FULLER COMMERCIAL PRODUCTS 2014 • A Division of Fuller Industries LLC consumer knows the brand and knows Great Bend, KS 67530 www.fullercommercial.com his or her shoe size. What is on the Internet is no different from what can be found at Joe’s Running Store, but for $70 rather than $100.
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May/June 2014 In the ensuing conversation, Kaplan reminded the customer of the value-added service he received by doing business with Certified Cleaning Supplies and Equipment. “I don’t know why he didn’t check online before I delivered the machine. Nonetheless, I told the customer that buying the machine online would cost him about $200 to ship,” Kaplan said. “He said the freight cost would be $160. I said, ‘OK, so now the difference in price is $140, not $300. I also reminded him that I turned it on for him, showed him how to use it and unpacked it from the crate, which was quite a task as it was a large machine. Not to upset the customer, I compromised halfway on the difference in price.”
“Sometimes you have to quit a customer. If they are not paying you within 60 days, what is the point of working for them?”
“I have, on certain products, lowered my price just because I didn’t want to be so far out of line on price. I don’t mind being a few pennies higher, but I’m not in business to lose money. “The Internet definitely plays a major role in today’s marketplace, both good and bad. Again, the customer is pretty savvy, whether it is a small business or a big college or industrial company. Some people go online and do research to see what they might have to pay for something.” Kaplan also reminisced on how computers and software have evolved over the years. “I started in this industry in 1974,” Kaplan said. “I have seen the evolution from keypunching to data cards to smaller main frame computers, and, finally, the personal computers we use today. “I remember buying a hardware and software package in 1981 or 1982 for almost $50,000. Today a PC can be purchased for a little as $300 or $400.”
“We take advantage of modern technologies and practices, but we have not forgotten what got us this far — taking care of the customer.” Michael Kaplan poses in the company’s showroom.
“The cheaper price for the same shoes online might cause that person to abandon Joe’s Running Shoes. We are all human and have all shopped strictly on price on the Internet. People do it to us all the time.” Kaplan told of one customer who purchased a machine from Certified Cleaning Supplies and Equipment. “I personally delivered the machine because I wanted to go over how to turn it on, etc.,” Kaplan said. While Kaplan was on his way back to his facility, he got a phone call from the customer who said he went online and found the same piece of equipment for $300 cheaper.
Another scenario that pops up from time to time is when a customer buys a machine online from a company in another part of the country and then brings it in for Certified Cleaning Supplies and Equipment to service. “Sometimes, without sounding too sarcastic, I will actually say to a customer, ‘Why don’t you take it back to the place where you bought it? You denied me my $100 in profit and now you want me to fix your machine,’” Kaplan said. “Usually, the customer will say, ‘You’re right. I should have bought the machine from your company.’ I try not to be sarcastic, but it is reality.
Ever The Optimist
L
ooking ahead, Kaplan is upbeat about the future of his company and the economic outlook of the Denver area. “When you are a business owner, I think, by and large, you are an optimist,” Kaplan said. “If I wasn’t willing to take chances, I could have worked for another corporation. If I was scared, I would never be in business. “Remaining successful will take hard work. There are no free lunches. However, I see good things ahead for Denver and I see good things ahead for us, but it is not going to be easy. “There are subtle things that endear people to a company like Certified Cleaning Supplies and Equipment, such as answering the telephone with a live person. People have told us, ‘I called you and it was so nice to talk to a real person.’ We take advantage of modern technologies and practices, Innovations today for a cleaner tomorrow. Introducing but we have not forgotten what our newest product: Nova. Our new blended got us this far — taking care of the microfiber mop includes microfiber and traditional yarn customer.”
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Contact: Certified Cleaning Supplies and Equipment, 180 Kalamath St., Denver, CO 80204. Phone: 303-825-0103. Email: mskappy15@aol.com. Website: www.certifiedjanitorialsupplies.com.
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May/June 2014
By Harrell Kerkhoff, Maintenance Sales News Editor
Providing service after the sale is a key factor many successful janitorial/sanitary distributors are working on to remain competitive in today’s business environment. Maintenance Sales News Magazine interviewed three distributors, located in different sections of the country, to find out how they are using education, customer service initiatives and other focus points to improve jan/san sales.
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aving worked in the jan/san business for 38 years, American Chemical & Sanitary Supply President Louis Salazar is helping his son, Charles Salazar, take over the distributorship which services Southern California. The company’s region stretches from Santa Barbara to the north all the way down to San Diego. The company is based in Anaheim, CA. “Let’s just say, I’m starting to take a back seat in the company and letting Charlie take over,” Louis Salazar said. “I have been in this industry for 38 years, and most of the people I started working with are no longer around. I have been doing this for a long time.” American Chemical & Sanitary Supply services a wide range of customers with various types of cleaning and maintenance supplies and chemicals, as well as paper products. There is also a manufacturing arm of the company that produces such items as cleaners and disinfectants along with converting paper. “We are unique. The company has been in business for 29 years. Having a hand in manufacturing allows us to better go to market and become extremely aggressive,” Charles Salazar said. Most orders processed by the distributorship include free delivery throughout Southern California. Of course, delivering products in the Los Angeles metropolitan area does come with some challenges — namely in the form of high traffic levels. “We operate our own delivery trucks daily, and have learned to deal with traffic patterns by getting early starts,” Charles Salazar said. “We have also started a Saturday delivery service at the request of some of our customers. This helps take the pressure off of our delivery schedule.” Along with drivers, the distributorship also employs technicians who install and repair commercial laundry systems, institutional dishwashing machines, chemical diluting stations and janitorial equipment. “We have a full service shop, which includes warranty work covered by certain manufacturers,” Louis Salazar said. “As a distributorship, it’s important to be a one-stop shop, which includes equipment service and repair. We don’t want to leave the door open for our competitors, which could happen if we didn’t work on equipment. They could start talking to our customers about their service equipment needs, and then, all of a sudden, mention they also sell towels, tissue and other custodial supplies. “Therefore, being a single-source supplier allows us to better take care of customers with one phone call.” Another important feature at American Chemical & Sanitary Supply’s facility in Ana-
heim is the distributorship’s product showroom. This is where company officials showcase the latest in such product categories as paper dispensers and floorcare equipment. Charles Salazar explained that it’s sometimes hard for sales people to demonstrate such items as new paper and soap dispensers while at a customer’s facility. Customers also can have a hard time picturing in their minds what a new dispenser will look like on their wall. “Therefore, we like to invite people to our showroom where all of our options are displayed. They can better see the difference between a no-touch and mechanical dispenser, for example,” Charles Salazar said. “In our industry, the guy who controls the original installation of the dispensers will traditionally also control the long-term business from that customer. Our showroom is primarly used to showcase dispensing equipment and machinery.” Looking for new products to place in its showroom and sell to customers is also vital for officials at American Chemical & Sanitary Supply. “We are always looking for new solutions. It’s like being a shark, if you stop swimming, you drown. This is true now more than ever before. We work in a global village,” Louis Salazar said. “The minute it becomes just about selling commodities, margins start to dwindle. You have to offer additional value, such as new product introductions and equipment service, or your days are numbered.” Change remains constant in the jan/san industry. Part of this change is due to mergers and acquisitions that take place on the national jan/san distributorship level. Although this means certain players in the industry become bigger, and presumably stronger, there is also an upside to smaller independent distributorships, such as American Chemical & Sanitary Supply, Louis Salazar said. “I have always felt that these mergers have helped us. It seems like the synergy is not quite the same when companies merge. They give the industry a nationwide type of sales approach,” Louis Salazar said. “I’m an immigrant and have always found the United States fascinating. The way people do business in Chicago and New York is often very different from the way we do business in Southern California. There are a lot of different cultures within this great nation. When mergers of great magnitude take place, the new company seems to take on a ‘cookie cutter’ approach that doesn’t always rub customers the right way. “A lot of our clients and prospects are looking for a more personalized type of attention. They want the sales person to be their in-house consultant in such areas as
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building maintenance, training and helping manage their budgets. That approach works for us. Training people and becoming an in-house consultant is part of the package.” When it comes to training, officials at American Chemical & Sanitary Supply take the philosophy that they will do anything to best accommodate the customer. “There are customers who want the training to take place at their facility. Sometimes, due to geographical constraints, we will conduct training at a hotel hall to teach about floor and carpet care, etc.,” Charles Salazar said. “This can include training on Material Safety Data Sheets (MSDS) and different cleaning procedures. There are also times when we provide the training in our own conference room.” Providing bilingual training is key to American Chemical & Sanitary Supply’s success when it comes to the distributorship’s customer service focus. “Being located in a border state, it’s no secret that the vast majority of people doing custodial work are Hispanic. In Southern California, if I had to pick a number, I would say probably 80 percent of this type of labor is provided by Hispanics. Therefore, bilingual training is very helpful,” Louis Salazar said. He added there are two areas in building maintenance and safety where people need the most help —floorcare and health care cleanliness. “Many people just don’t have the expertise when it comes to floorcare or they try to cut corners and not stick with a proven procedure,” Charles Salazar said. “With the health care industry, the big challenge is dealing with bacteria that has become resistant to antibiotics. We train health care workers on how to handle this type of problem. This involves protection of the worker and how to avoid carrying bacteria from one room to another.” Working in the jan/san industry for nearly four decades, it gives Louis Salazar great pleasure to preach the importance of the type of work those involved in the janitorial field do on an everyday basis. “Take the health care field for example. Who wants to visit, work or stay in an unclean hospital or nursing home? The role custodians play in our everyday lives is immeasurable,” Louis Salazar said. Among the types of customers who seek help from American Chemical & Sanitary Supply are those representing manufacturing plants, health care facilities, hotel chains, school districts, municipalities and federal agencies. It’s important to the Salazars that their company has a well-balanced customer base. “I would be very uneasy if any client controlled more than 5 to 7 percent of our business,” Charles Salazar said. Officials at the distributorship are also working to increase their focus on Internet marketing and sales. Louis Salazar feels that within the next 10 years, the vast majority of the company’s customers will be doing their shopping through the Internet.
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Louis Salazar (left) and Charles Salazar.
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elping people properly keep facilities clean and safe requires a great deal of experience. This is to the advantage of Tucker Janitorial Supply, a jan/san distributorship located in Tulsa, OK, which has been in business since 1982. Its owner and president, J.O. Tucker, has worked in the jan/san industry for over 50 years. “The focus of our company is to service our customers and to be at their beck and call,� Tucker said. “We have never focused on being a real big company. Instead, we work with individual customers to help with their needs. “We supply all types of jan/san products and are involved with many business segments.� This includes servicing equipment. The company not only servES t ADVANTA ices floorcare machines that it AG GE NT sells to customers, but other brands as well. “If you are going to be in the equipment business you just about have to offer this type of service. It No Chemicals also helps our customers find out about all the jan/san products we supply,� Tucker said. Deep Cleaning Having a large showroom presence is also important for Tucker Janitorial Supply. J.O. Tucker estiEliminates Bacteria & Viruses mated that there are around 1,000 different items displayed at the Save Time and Money company’s showroom, which attracts a significant walk-in trade. “It’s hard to bring a customer to your facility and just show him/her a warehouse full of boxes. A nice showroom is much better,� Tucker said. “It’s here that we have different dispensers, cleaners, floorcare equipment and other items on display.� There are currently nine employees at Tucker Janitorial Supply, each playing a key role in the company’s success as the distributorship enters is 32nd year. This includes those employees responsible for the delivery of products. The company provides next-day delivery in most instances, and services a 75-mile radius around Tulsa, which is located in the northeastern part of the state. “It’s very important to have a good and observing delivery driver. We try to do more than just drop the merchandise inside the back door or on a dock,� Tucker said. “We encourage our drivers to deliver products to a customer’s storeroom, and in some instances, even take products out of the box and place them on the shelf.� Maintaining a solid sales staff is also vital. Tucker said it’s good if a new sales person has prior industry St
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“You don’t want to get too comfortable. No customer lasts forever. You have to look for ways to deliver value or somebody else will,� Louis Salazar said. “That is what makes our capitalistic system work. You have to get better at what you do, day in and day out.� Contact: American Chemical & Sanitary, 3800 E. Miraloma Ave., Anaheim, CA 92806. Phone: 714-632-3010. Website: www.amersan.com.
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He also commented on other trends he sees that are, or will be, taking place as it relates to cleaning. “I think there is a brilliant future in Southern California for cleaning contractors. I’m seeing more companies use outside contractors rather than in-house custodians,� Louis Salazar said. “Even many school districts and municipalities seem to be heading this way. They no longer want to pay for the benefits that come with directly employing a person. “Cleaning methods are changing as well. Microfiber has become a widely used product. There are also new manufacturers coming into the market, but for the most part many suppliers have been around for a long time. They are well established because they continue to innovate.� Both Charles Salazar and his father, Louis, believe that it remains important to stay on the cutting edge of business. This is true whether a company is a manufacturer or distributorship.
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To help offset this challenge, officials at Tucker experience, but sometimes that is not necessary. Janitorial Supply reiterate the company’s ability to “If we find a person who seems like a real ‘goprovide valuable benefits after the sale. getter,’ we will train him/her about the jan/san in“Many times we go to a customer’s facility, such dustry. It can be easy for a person to become as a school, and hold in-service training for custodiscouraged while selling jan/san supplies as he/she dians,” Tucker said. “There are also people who goes against big box movers. However, we make start a cleaning service and look to us for help. Emsure they stress to customers the service part of our ployee turnover on a custodial staff is an issue as business philosophy. This includes our technical well. We are always available to train our cusknowledge,” Tucker said. “We can’t just sell against tomers’ workers. This can include all-day semiprice. We have to sell our quality and our follow-up nars covering such topics as restroom care, capabilities.” carpet and hard floor surface care, etc. Tucker is no stranger to sales himself. In fact, he “We are not trying to be a giant in this industry, started selling products as a young teenager. but rather satisfying a certain niche that a lot of the “My father died when I was 14. I soon went to bigger companies miss.” work for a bakery. I delivered doughnuts and pies Contact: Tucker Janitorial Supply, and started calling on restaurants. I have been in 6940 East 12th St., Tulsa, OK 74112. some type of sales ever since,” Tucker said. Phone: 918-836-6940. Being in business for three-plus decades, Tucker Website:www.tuckerjanitorialsupply.com. said his distributorship has benefitted from many customer referrals over the years. “We have people who walk in and tell us our ith a company history of 60-plus years, company was recommended by one of our cusofficials at DeSantis Solutions know tomers. We benefit a lot from referrals as well as our that the secret to long-term success in service after the sale.” the janitorial/sanitary distribution business is hard J.O. Tucker Included in the distributorship’s customer base work and a willingness to keep up with the times. are schools, city and county governments, and some bid work from the state of Oklahoma. The family-owned and operated company is in its third generation of providing janitorial, “A big part of our business comes from sales people going up and down the street, call- packaging and safety supplies and equipment to customers located in northwestern Penning and servicing our customers,” Tucker said. sylvania and nearby tri-state areas in New York and Ohio. He added that the local economy in northeastern Oklahoma is still in a bit of a slump, and “We are based in Meadville, PA, which is part of our rural demographic area. Our custhat the entire state has had trouble bringing in new business. There have also been more tomer mix includes those who are involved with acute and long-term health care, institutions, competition from different players — all trying to enter the jan/san marketplace. education, etc.,” DeSantis Solutions Vice President Shannon DeSantis said. “Our service “It seems everybody and his/her dog are selling jan/san products. Even office supply com- region involves an approximate radius of 100 miles. We make our own deliveries through panies are selling jan/san, including paper products. This hasn’t always been the case. The the use of three trucks and employ a sales and inside support staff.” same is true with foodservice companies. They used to just sell groceries,” Tucker said. “A DeSantis Solutions is very much a family business. It includes DeSantis’ mother and falot of these businesses are selling jan/san supplies just on price alone as they are making their ther, Gary and Kathryn DeSantis; and her husband, Jerry Biggs. money elsewhere.” “My father has been in this business for over 40 years, while my mother is the company
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president. (DeSantis Solutions) is certified as a woman-owned business enterprise. This is a positive for our company as there are not many women in this area in our industry,” Shannon DeSantis said. Overall business for DeSantis Solutions has been “trending up,” according to DeSantis. There remains pressure, however, from big box competitors as it relates to healthy margins. “Box movers are really good at selling products cheap. What we (at DeSantis Solutions) do is provide better value-added services. Our clients need support after the sale. Unfortunately, sometimes customers don’t always look for that support. They only look at the bottom line,” DeSantis said. “Therefore, while our sales are up, we are constantly fighting the battle against margin attrition. It’s very difficult in our demographic to achieve high margins.” Another concern for DeSantis Solutions that is familiar to many small- and mid-size jan/san distributorships is the continual consolidation taking place nationally in the heath care industry. “There are huge companies buying local hospitals and then striking up deals (with major jan/san suppliers). This business is slowly being gobbled up by consolidation,” DeSantis said. In an effort to convey to all types of existing and potential customers how value-added services can make a true difference, the name DeSantis Solutions was changed from DeSantis Janitor Supply approximately one year ago. “Our company rebranding has helped us better market our true value proposition. It follows the trend toward online ordering and the use of partners in the industry so we can offer more to our customers,” DeSantis said. “We now provide more products than ever, becoming a true one-stop supplier. We also stress our service after the sale. This includes on-time delivery featuring 98 to 99 percent fill rates.”
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Pictured, left to right, are company representatives Jerry Biggs, Shannon DeSantis, Kathryn DeSantis, and Gary DeSantis.
Providing the “personal touch” remains important to DeSantis Solutions’ customer base, even in today’s fast-pace business climate. “If a customer forgets to order a case of hand soap, for example, we will have someone at our company deliver it the next day,” DeSantis said. “It’s important that we not only make
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frequent contact with our clients, but their staffs as well. We try hard to stay in contact with members of custodial staffs, nurses, etc. This can involve training – all in an effort to help prevent sales erosion. Customer service is an important part of our corporate philosophy. “For example, if a client is implementing a new microfiber system, we will train the staff on how to properly use that system. We try to be consultants and sell on a consultative level. Price fighting doesn’t work for us. It doesn’t pay our bills.” The trouble, however, is that sometimes great customer service and high level training are not enough to keep certain customers from looking elsewhere for cheaper products, she added. “There are clients who have told us, ‘We have never received such great service as we have from you,’ but later choose another supplier due to a cheaper price. Unfortunately, the client doesn’t always see the cost at our end when it comes to providing training, etc.,” DeSantis said. To help level the playing field against bigger competition, DeSantis Solutions is a member of a group purchasing organization. “(The organization) does a good job of providing technology for smaller distributorships, such as ours, so that we can better emulate big box movers on the front end of business,” she said. “It also helps to work with other distributorship partners within the organization. They are located in other parts of the country and help us provide a national reach.” Looking for new and better products to sell also helps a jan/san distributorship such as DeSantis Solutions. Shannon DeSantis recalled the past introductions of motion-activated hand towel dispensers and microfiber products as being “real game changers” for the jan/san industry. Many new items that she has seen recently involve the health care market. This includes products with UV lighting, hydrogen peroxide or silver that feature residual kill claims. “There are a lot of these types of products on the horizon, but many have very specific
end-user propositions focused on health care,” DeSantis said. “I think the real trend in our market right now is customers who are trying to do more with less. This can be accomplished with better equipment, standard operating procedures and training. It’s important to our customers that cleaning staffs better optimize their time.” Helping customers overcome a continual turnover in their cleaning staffs is also essential. “Many of these jobs are entry-level positions. These people are trying to move up or find something different. Therefore, we help our customers train and re-train their employees when it comes to cleaning. The can involve the proper removal of blood-borne pathogens and the disinfection of high-touch surfaces,” DeSantis said. She added it’s best if this type of training is conducted two to three times a year for each customer. This level of frequency better drives home the point of the training’s importance. “We always strive to help our clients clean for better health and safety pertaining to a building’s occupants,” DeSantis said. In an era of having to do more with less, she stressed that customers must understand it’s more important to properly disinfect high-touch surfaces than to just have a shiny floor. “The challenge for many of our clients is to achieve ‘cleaning for health results’ with the limited amount of staff they have available,” DeSantis said. “This is what we work on as a value-added distribution company.” As part of its focus as a value-added jan/san distributorship, DeSantis Solutions has a floor equipment service department in place at its facility as well as a product showroom. “We provide both in-house and on-site equipment service,” DeSantis said. “Obviously, people like to one-stop shop. They want to have one point of contact for all of their facility needs. There is also a lot of aging equipment being used right now by people. They
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May/June 2014 don’t always have in their budgets the funds to buy new equipment, so they need access to companies that operate service departments. “Providing an equipment service department is just another value-added offering we are able to provide.” The company’s showroom, meanwhile, helps attract the walk-in trade. These are often people looking for specific help in a particular area of cleaning. “Also, a lot of times, we have customers come in to pick up products, such as a case of toilet tissue, and then mention off-the-cuff that they need help with something else at their facility or home,” DeSantis said. “In our location, to have a presence (in the community) is very important. A physical address means something. This is where people can ask for help.” Despite everyday challenges in business, DeSantis said she is happy to be involved in her family’s company and the cleaning industry as a whole. “I’m very passionate about this industry. I wouldn’t still be doing this if I felt there wasn’t room for our company in the marketplace,” she said. “Everybody needs those products sold in the consumer side of our business. There isn’t a company that I drive past that doesn’t need toilet tissue, paper towels, hand soap, etc. We can show people how to purchase the best products and clean a facility the proper way. “This is a very rewarding career, one which I feel I can really make a difference. For example, we help local schools become cleaner and safer. These are some of the same schools my own kids have attended.” (The DeSantis Solutions interview also appeared in the May edition of MSN’s eNews.)
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2014 Supply Line Held April 30 -May 1 In Atlantic City
The Board of the New Jersey Sanitary Supply Association opened the 2014 Supply Line Show with a ribbon-cutting at 10 a.m., April 30 in Atlantic City, NJ. Pictured, from left, are Dan Rubinstein, Peter Davidson, Andrea Riemer-Ribald, Matt Scoles, Steve Lentini, Andrew Rosen, Dave Herman, Tom Henson and Ben Gable.
Despite the monsoon rains that occurred on the first day Clean, Healthy and Green Indoor Environment with CIMS.” Casse-Bender, Bob Bushansky, and David Holtzman, he Tim Kerin conducted two sessions for distributor sales helped create Operation Clean Sweep which continues as a of the show, over 1,100 jan/san industry members (attendees and exhibitors) attended 2014 Supply Line, the two-day professionals, and Steve Lentini provided insights on suc- community action event carried on by NJSSA. Scoles was elected District Director of ISSA from 2005event at the Taj Mahal Etess Arena on April 30 and May 1 cessful sales communications and resolving disputes. On Thursday, May 1, Matt Moberg of the Cleaning Man- 2007 and served on the ISSA Stakeholder Committee that in Atlantic City. A total of 956 distributors and cleaning proagement Institute presented an on-show-floor seminar titled reviewed the GS-42 Green Seal Cleaning Standard. In 2011, fessionals attended, up 5 percent from 2012. “We are encouraged that close to 20 percent of our atten- “Managing Time and Expenses.” Several cleaning dance came from the building services and cleaning con- professionals and distributors won a number of door tractor segments,” said NJSSA President Steve Lentini prizes provided by exhibitors including new vacuum (Weeks Lerman). “This number has increased significantly cleaner systems from show sponsor Hoover/TFI. from 2012.” NJSSA President’s Reception NJSSA Golf Outing & Membership Meeting A total of 46 golfers teed off at Harbor Pines Golf Club on NJSSA President Lentini welcomed exhibitors and April 29. First place low gross winners were the team from members to the President’s Sheppard Industries: Bill Wunder, Reception held April 29 in Karrie Melita, Andrew Rosen, and the Taj Mahal. Lentini reChris Lebendig. Melita also won ported on the state of the asthe longest drive and Rosen won sociation and presented a closest to the pin awards. President’s Plaque to Dan The Golf Outing sponsors were: Josephs of Spruce IndusThe Safety Zone, Seko Dosing, tries for his service as R3Tec, Americo Manufacturing, NJSSA president for two Misco Products, Norshel Industries, years. Michael Tighe of InSouth Jersey Auctions, Samco, NJSSA President Steve Lentini and Ann Stader present the dustrial Cleaning DistribuBorax Paper and Dreumex. Bob Stader Achievement Award to Jon Scoles, who is pictured right. tors, a candidate for an The ISSA ICE Certification executive position with ISSA, ad- he was elected vice president/president elect of ISSA, servSeminar on April 29 was attended dressed the attendees as well. ing as president in 2012 and international director in 2013. by 40 cleaning industry members. Lentini also encouraged NJSSA In 2012-2013, he also served on the executive committee for Jim Peduto of the American Instimembers to get involved in the as- the ISSA Clean Standard for K-12 Schools, the first scientute of Cleaning Sciences, along sociation and to provide their feed- tific standard in the cleaning industry. with Dan Wagner of ISSA conDan Josephs of Spruce Industries (right) receives the President's Plaque Award from “I am deeply honored to receive this award and to have back and input, “To help make our ducted the session and attendees NJSSA President Steve Lentini. spent my career in the jan-san industry. I have made many show and our association better.” took the certification exam at the During the reception, Jon friends and have enjoyed my involvement with NJSSA and end of the program. The seminar attendees included over 20 new building services contrac- Scoles of Scoles Floorshine (Wall, NJ) was presented with ISSA and I encourage the next generation of cleaning pro2014 Bob Stader Award by Lentini and Ann Stader, widow fessionals to get involved as well,” Scoles said. tors this year. The 2016 Supply Line trade show will be held again in of the late Bob Stader. In 1981-82, Scoles was elected president of the NJSSA and repeated that role from 1999-2002. Atlantic City. Dates will be finalized in June. For additional NJSSA Seminars Wagner also conducted a seminar for distributors and He served on the Board of Directors for Preferred Distribu- information, contact the NJSSA office at 973-283-1400 or cleaning contractors on April 30 on the topic, “Ensuring a tors (Prolink) from 1987-1990. In 1993, along with Barbara visit www.njssa.net.
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May/June 2014 ADVERTORIAL
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May/June 2014 ADVERTORIAL
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Floor Savers 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
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Eight coats of wax weren’t enough to protect the floors. “It took just two months for the students to go through the wax and begin scratching the floors,â€? says Kurt Jorgensen, director of operations for the school. Refinishing the floors more often wasn’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 CasterTire™ Floor SaversÂŽ, for the chairs. CasterTires convert damaging hard plastic casters into soft, quiet, floor-saving wheels.
BEFORE
AFTER
Ever since, things just haven’t been the same.
CasterTires Reduce Wear and Noise “We installed the CasterTires at the beginning of December and after two months it’s hard to see any wear to the floor,� notes Jorgensen. But it wasn’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. “The teachers are as happy as could be about it,� Jorgensen adds. “By cushioning the rollers with the CasterTires, the rooms are much quieter.� “Without the CasterTires, we would have had to re-wax the floor two to three maybe four times during the school year,� cautions Jorgensen. “Now, when you roll the chairs, there is no grinding. They have a bit of cushion and roll easily.�
Slip-Over™ Floor SaversŽ 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-Over™ 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. “We put the Slip-Over Floor Savers on the chairs, and the difference was night and day,â€? says Jorgensen. “I am very happy with the products.â€?
Installation is Easy Working with Expanded Technologies has been a positive experience for Jorgensen. “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,� adds Jorgensen. Now that he knows what Expanded Technologies can do, Jorgensen is looking at other solutions for cabinets and desk pads. “It is amazing how these small products can make such a huge difference.�
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Floor, Furniture and Surface Protectors Protect floors and furniture
Lower maintenance costs
Reduce noise
CasterTireTM Floor Savers® New model is easier to install with shrink wrap method Installation takes minutes, saves hours in maintenance
“It is amazing how these small products can make such a huge difference.” - Kurt Jorgensen, Director of Operations | Union Grove High School, Union Grove, WI
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Some of our Floor Savers®
Wrap-Around™ Floor Savers®
Improved Slip-On® Floor Savers®
Slip-Over® Floor Savers®
Replacement Chair Tips
Also available for music stands
Our Doorstops
For more information, call today
888.654.7720 “The Door Stops Here” ™
Gripper® Doorstops
www.expandedtechnologies.com Door Wedges Circle 14
Made in USA
32
May/June 2014 ADVERTORIAL
von Drehle Corporation
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May/June 2014 ADVERTORIAL
American Dryer, Inc.
5 Ways Cold Plasma Clean™ Technology Will Change Hand Drying Last year, American Dryer incorporated Cold Plasma Clean™ (CPC) technology into its cutting-edge eXtremeAir® dryers. The company’s experienced engineering team aimed to create the most hygienic hand drying method possible. By incorporating the natural properties of cold plasma, this 21st century hand dryer offers unique benefits and does more than dry hands efficiently; it changes industry expectations for what hand dryers can do. Following are some of the most innovative ways CPC is expected to change the science and practice of hand drying.
1. Naturally free of chemicals: CPC kills germs as it dries hands naturally, without chemicals. Cold plasma, or bipolar ionization, is nature’s way of cleaning the air and killing germs. High levels of ionization are found throughout nature, especially in environments such as mountain tops and ocean beaches. The Cold Plasma Generator, available only inside American Dryer eXtremeAir CPC models, uses steady-state positive and negative discharge points to split water molecules in the air into oppositely charged hydrogen and oxygen ions. For example, ammonia that causes typical body odor
(MRSA). Interestingly, EMSL considers MRSA too dangerous to handle with this type of testing. Therefore, the EMSL team tested for MRSA solely with the cold plasma generator and found that it was killed. Cold plasma technology has also been tested and proven to be effective against other pathogens including Clostridium difficile (C.diff), and Tuberculosis (TB). It’s important to note that bipolar ionization uses simple moisture (water molecules in the air) to create the Hydroxyl Radicals (OH•) that then kill the pathogens. Tests conducted at EMSL did not consider the water content in the air. It is thought that the moisture on hands during drying will greatly intensify the creation of Hydroxyl Radicals and therefore additionally improve the performance of the device.
3. Cost savings:
breaks down to oxygen, nitrogen and water vapor. Air contains millions of molecules, including harmful gases, fibers, mold, bacteria, and viruses. CPC technology breaks down those harmful molecules into simple, safe, naturally occurring molecules. The bipolar ionization generator creates cold plasma discharge from the outlet nozzle of the hand dryer. This substance consists of positive ions (H+) and negative ions (O2–) from water vapor in the air. The ions surround harmful substances such as airborne mold, virus, bacteria, volatile organic compounds, and allergens. The ions are transformed into hydroxyl (OH•) radicals on the cell membrane surfaces to rob the harmful substance of a hydrogen atom (H), severing the protein walls of the cell membrane inactivating them. The OH• radicals instantly bond with the removed hydrogen (H), forming water vapor (H2O), and return to the air.
2. Kills pathogens, reduces particles: HEPA filters, used by some dryer manufacturers, may trap microbes, but do not eliminate them. Neither do the filters clean the air surrounding the hands, as CPC does. By incorporating warm-air CPC, American Dryer’s latest technology actually kill germs as it dries hands, without the creation of harmful ozone. CPC technology is also proven to kill harmful and microscopic pathogens including E.Coli, C. Diff, Staph, MRSA, and TB as well as removing particulates from the air and neutralizing smoke and other gases. Testing has been done independently by EMSL Labs, an Elite CDC certified lab. Independent studies conducted by EMSL Labs determined the efficacy of the eXtremeAir CPC by placing a petri dish with a pathogen placed under the hand dryer nozzle. Tests were conducted in triplicate to determine the percentage of reduction. After hand drying, there were no detectible E.coli from the control sample. Statistically, over 99.6 percent of E.coli were killed. Staphylococcus aureus was used to test the efficacy against Methicillin resistant Staphylococcus aureus,
With CPC technology, customers can save up to 98 percent of paper towel costs and use just 2.5 watts of power to eliminate harmful germs. This dryer provides solid-state, maintenance-free solution without expensive filters, chemicals or labor. With the cost- and environmentallyconscious eXtremeAir CPC, restrooms can do away with empty paper towel holders, overflowing trash bins and towel-clogged toilets, too.
4. Compact, with adjustable sound and speed, plus universal voltage: Like all American Dryer hand dryers, eXtremeAir CPC has a compact design, which enhances its look and feel. The dryer also comes equipped with universal voltage and adjustable sound and speed, so there’s no need for pricey upgrades or add-ons.
5. Trusted for important industry uses: Proven cold plasma technology has been successfully used to sanitize the air in commercial buildings since the 1930s. The prestigious Cleveland Clinic, Baylor College of Medicine and Boston Children’s Hospital currently use it, and most recently, cold plasma has been used to treat surgical incisions and to kill bacteria in the food processing industry. The eXtremeAir CPC hand dryer has advanced this technology to kill the germs as you dry your hands. American Dryer, Inc., established in 1952, offers the most comprehensive line of hand dryers made in the USA. Its hand dryers offer best-in-class performance. Its new eXtremeAir eXt series is the most energy-efficient, high-speed hand dryer with industry-leading 540 watt power consumption. The patented design of the eXtremeAir gXt series makes it the most compact high-speed hand dryer available. American Dryers are sold in over 30 countries. American Dryer's manufacturing facilities are in Livonia, MI.
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More information at www.americandryer.com.
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May/June 2014
ADVERTORIAL
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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May/June 2014 ADVERTORIAL
Green Leadership Requires Responsibility Wausau Paper is the Green Leader in environmentally sensitive products. As a responsible leader, we are committed to offering certified green products across the entire Wausau Paper product portfolio. Believing in our green platform, Wausau Paper invested in innovative papermaking technology to offer premium Green Sealâ&#x201E;˘-certified products â&#x20AC;&#x201C; changing the way you view environmentally responsible products. The Industryâ&#x20AC;&#x2122;s Most Innovative Papermaking
Authentically GreenÂŽ
What happens when you combine the desire for high-quality environmentally sensitive products with a cutting-edge papermaking technology? Premium green. With Wausau Paperâ&#x20AC;&#x2122;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 Sealâ&#x201E;˘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.
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.
Structured for Sustainability and Quality
Innovative Products
Wausau Paper is the Green Leader for towel and tissue products in the away-from-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 Paperâ&#x20AC;&#x2122;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 ThroughAir-Dried (TAD). With Wausau Paperâ&#x20AC;&#x2122;s molding fabrics, paper products are also plush, soft, highly absorbent, and best of all, Green Sealâ&#x201E;˘-certified. It is possible to produce high-quality towel and tissue products and support sustainability.
Utilizing ATMOS technology, Wausau Paper manufactures superior quality products in two distinct brands â&#x20AC;&#x201C; DublNatureÂŽ and the new Artisanâ&#x201E;˘. DublNatureÂŽ is designed for comfort and functionality. It is a line that includes towel and tissue products made from high-quality 100% recycled fibers and is Green Sealâ&#x201E;˘-certified. Ideal for a wide range of end use applications, DublNatureÂŽ offers home-away-fromhome comfort.
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The new Artisanâ&#x201E;˘ brand of toweling caters to high-end properties providing luxury and sophistication. Towels are brilliant white, remarkably strong, yet designed to provide a soft and thorough hand drying experience. Artisanâ&#x201E;˘ is made from superior quality 100% recycled fibers for premium appearance and comfort while also supporting sustainability initiatives with Green Sealâ&#x201E;˘ certification. Artisanâ&#x201E;˘ offers beauty and performance that is authentically designed for the refined. "5.04 JT B USBEFNBSL PG 7PJUI (NC) JO )FJEFOIFJN (FSNBOZ 6TFE CZ QFSNJTTJPO Green Sealâ&#x201E;˘ is a trademark of Green Seal, Inc. in Washington, DC. Used by permission.
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CAREFULLY CRAFTED. ELEGANTLY REFINED. Artisanâ&#x201E;˘ delivers superior sophistication to your hand drying experience. Carefully crafted from innovative technology, toweling has cloth-like durability, a luxurious feel, and most importantly, style. Offering the pinnacle of premium, Artisanâ&#x201E;˘ also features Green Sealâ&#x201E;˘ certification for an uncompromising premium green experience. Beauty â&#x20AC;&#x201C; performance â&#x20AC;&#x201C; green â&#x20AC;&#x201C; enough said!
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May/June 2014
U.S. Battery
ADVERTORIAL
Floor Care Machine Maintenance: Watering Batteries To Save Money The Facts On How A Watering System Can Lower Annual Operating Costs On FLA Battery Powered Floor Care Machines. By Fred Wehmeyer, Senior Vice President/Engineering U.S. Battery Manufacturing
With the goal of maximizing the machine's operating time, while reducing maintenance time, an automated watering system can provide a big advantage.
Battery powered floor care machines using flooded lead acid (FLA) batteries offer a lower-cost with longer cycle-life than those powered by AGM batteries. But the need to water FLA batteries is a common maintenance step that is often skipped because of the time and effort it takes to do it. Electing to use a battery watering system, however, can definitely cut maintenance time and extend battery life, which in turn can lower your annual operating costs. Saving time watering batteries on floor care machines is a big deal. Floor cleaning machines often tuck the batteries in tight compartments, and watering them requires removing the vent caps, checking the electrolyte level in each battery cell, watering, and replacing the vent caps. On most floor cleaning machines, where the batteries are easily accessible, it can take five to ten minutes to check and water the batteries on one machine. On cleaning machines where the batteries are not as accessible, the operation can take much longer. Many modern cleaning machines also have a built-in battery charger. While the charger provides the optimum charging time and voltage to maximize the battery's power, it also generates lots of extra heat, causing additional evaporation of the electrolyte. In turn, this increases the frequency of watering necessary to properly maintain the batteries, and requires careful inspections more frequently. With the goal of maximizing the machine's operating time, while reducing maintenance time, an automated watering system can provide a big advantage. Once installed, an automated watering system has a single point of watering that allows you to water every battery in the machine all in one easy step. More importantly, it also ensures that the batteries are watered at the precise level. Many systems include visual indicators that show at a glance, if the electrolyte is low and requires additional water. This feature alone can reduce maintenance time and optimize operating time. Furthermore, by keeping the batteries properly charged and watered, the service life of the batteries is extended and, over the course of a year, can significantly reduce your overall operating costs. Considering that a typical battery watering system is about $100 per unit, it can be a big initial investment. But when you consider that the expected life of a watering system is somewhat longer than five years, the savings in maintenance-time and down-time can easily allow for the watering system to pay for itself in a much shorter period. To find additional resources on battery maintenance and ways to increase battery efficiency and service life, visit U.S. Battery's website at www.usbattery.com.
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May/June 2014 ADVERTORIAL
FIFRA-Exempt Bed Bug Bio-Pesticide Has Residual Kill
T
he introduction of QuestVapco’s new LIGHTS OUT Bed Bug Killer opens up an entirely new avenue to your pesticide inventory. Bio-pesticides are pesticides that are derived from natural ingredients and, if they meet certain EPA criteria, can be considered exempt from federal registration under section 25(b) of the Federal Insecticide, Fungicide, and Rodenticide Act (FIFRA). QuestVapco’s LIGHTS OUT is one of those FIFRA 25(b) exempt pesticides, which loosens some
of the constraints of private label registration, enables anyone to apply the pesticide, and provides a much healthier, safer product for facility managers to use for pest control.
30-day Residual Kill One of the most difficult aspects of addressing bed bug infestation is eliminating all the bed bugs, not just the ones that are visible. Unlike other insects, bed bugs do not take killing agents back to a nest. When there is an infestation, 60 percent or more of
the bed bug population may be hidden from view. So, there is a real challenge in delivering the pesticide to the entire infestation to kill at all stages of the insect’s life cycle. Up until now, many popular bed bug killers have relied on toxic pesticides, pyrethrin-based ingredients, or isopropyl alcohol as primary killing agents. These products work in varying degrees on the pests they contact, but have no effect on those bugs they do not touch. In a recent investigation conducted by a Columbus, OH news team, it was found that a popular pyrethrinbased bed bug killer eliminated just 50 percent of the bed bugs sprayed. A product with FIFRA-exempt ingredients killed only 45 percent of the bed bugs sprayed, while isopropyl alcohol was just 20 percent effective. By comparison, QuestVapco’s LIGHTS OUT kills bed bugs on contact with 100 percent mortality occurring within 5 to 10 minutes. The added benefit is the residual kill it delivers for up to 30 days after the initial application to prevent re-infestation. Its unique formulation destroys insects by breaking down the waxy outer layer on their bodies. Once the waxy layer is broken down, the insect begins to lose internal moisture, causing death by dehydration.
Proof Beyond Bed Bugs When it comes to eliminating bed bugs, the real proof of a product is in the kill power. It doesn’t matter how much “safer” a product is if it does not do the job. That’s why QuestVapco obtained third party certification from the American Academy of Entomological Sciences (AAES). In its certification letter, the AAES confirms that LIGHTS OUT was, “Efficacious as to all mortality in the test areas against bed bugs, ants, millipedes, carpet beetles, fleas and cockroaches after application per label directions for a period of 30 days.” For any facility battling difficult infestations from insects that can result in physical discomfort to patrons, such as bed bugs and fleas, this means the space will not be quarantined from public use with resulting lost profits. One application of LIGHTS OUT provides the “reasonable rationale” for putting the space back into service. Find out more about LIGHTS OUT Bed Bug Killer by visiting www.QuestVapco.com. Circle 35
Maintenance Sales News
43
Sky Systems: Bag-In-Box Systems, Soaps And Hand Dryers Sky 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:
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. Sky Systems recently introduced its Surface-Mounted ADA-Compliant Hand Dryer that comes in two styles: SkySlender 3055 steel/white epoxy finish and the SkySlender 3055-SS stainless steel/brush finish. Both items come
• 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 (169-225 mi/hr), adjustable; • Heater element - 450-900W, adjustable; • N.W. - 5.8 kg (12.8 lbs); G.W. - 6.6 ks (14.6 lbs); • Unit size - 205mm W x 287mm H x 180mm D (8-5/64" x 11-19/64" x 73/32”); • 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).
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ADVERTORIAL
with a thin profile that protrudes from the wall less than 4 inches. The Surface-Mounted ADA-Compliant Hand Dryer is easy to service, provides a wide drying area, has an air speed adjustment and provides standby power of less than 0.5W. Air freshener products from Sky Systems include the company’s “Sky Fresh Dispenser.” This product offers enContinued on Page 54
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May/June 2014 ADVERTORIAL
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Maintenance Sales News ADVERTORIAL
Midlab, Inc.: Key Company Objectives Are Manufacturing Excellence And Product Development At Midlab, the company philosophy is that “green” is not a destination but a journey. “Every little thing a manufacturer, distributor or end-user does to reduce the impact cleaning has on health and the environment is important,” Midlab President Matthew J. Schenk recently said. “At Midlab, we are continually thinking of ways to improve our environmental profile.”
“Midlab is currently developing more tools to help distributors train end-users on correct procedures and products for each job,” Schenk said. “Customers are learning how to most effectively use green products.” In addition to the Nattura brand, Midlab also specializes in contract manufacturing for private branding products. According to Schenk, Midlab “will help develop a logo, work with the third-party certifying organization to obtain applications, fill out paperwork, and develop labels and literature to gain approval for a customer’s new environmentally preferable line. While our company continues to introduce new products and packaging concepts throughout the year, many of these innovations come from customers themselves who require special product formulations or packaging to meet their specs.”
The company’s Nattura® brand is designed to reduce both the human health dangers and environmental impact of cleaning. This environmentally responsible line of products includes all phases of cleaning, from Food Service to Restroom Care and includes hospitality or packet-based products. Nattura® is the brand choice for many universities, wholesome food grocers, restaurants and leading hospitality chains across the United States, according to the company. Midlab President Matthew J. Schenk Midlab’s customers are distributors who focus on the janitorial/sanitary, foodservice, hospitality and While Midlab continues to develop cutting edge “green” industrial maintenance industries. formulations, the company is also exploring other avenues which will help limit negative effects on the environment. Midlab has been working to gain LEED (Leadership in Energy & Environmental Design) certification. LEED provides building owners and operators with a framework for identifying and implementing practical and measurable green building design, construction, operations and maintenance solutions. Schenk added that Nattura® products play an important role in end-users achieving LEED™ certification with the United States Green Building Council. The Nattura® line complies with rigorous standards to achieve certification by Green Seal and EcoLogo and are “recognized in partnership” through DfE. “The expression, ‘environmentally-responsible’ is hollow without a meaningful standard in place,” said Schenk. “Certification from these recognized organizations gives both distributors and end-users the confidence that these are indeed ‘green’ products.”
Providing diversified and quality products and packaging, affordable pricing, knowledgeable field support and the ability to create and grow National Brands for distributor partners have all harmonized with Midlab’s approach to creating a more environmentally responsible company.
Having a wide selection of environmentally responsible formulations is only part of the equation; the products must also be something the end-user values and it must be affordable. “Nattura® is designed to make green certified products more affordable to both key distributors and their end-use customers,” said Steve Miller, Midlab’s VP, Finance. “With that said, we could not have the success we’ve enjoyed without keeping end-users ‘loving’ the products that make cleaning easier and more efficient.”
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For more information, contact Midlab, Inc., at 800-467-6294 or visit www.midlab.com or www.natturaproducts.com.
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May/June 2014 ADVERTORIAL
Clean Control Corporation
High Performance Products That Meet Customer Expectations
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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 Clean Control recognizes recognized as a Champion the highest award the benefits of competing Partner, offered by the EPA in the on innovation rather than Safer Detergent 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 effective performance, concentrated volume, minimized/recycled packaging and protective limits on: VOCs and human & environmental toxicity. GreenSeal.org. 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. 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
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Maintenance Sales News ADVERTORIAL
ADVERTORIAL
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May/June 2014 ADVERTORIAL
The Bullen Companies Inc.
The Next Level In Green, Sustainable And Resilient Floor Maintenance
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our 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. Two years 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 second year of 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 SanoVerde® floor care system can offer the following advantages: • 40 percent labor cost reduction; • 33 percent less floor finish and stripper cost; • 38 percent less indoor air pollution; and, • 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, end-users 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’ ‘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 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 four 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: www.e-cleanproducts.com. For more information on The Bullen Companies, visit: www.bullenonline.com. Circle 122
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Maintenance Sales News ADVERTORIAL
From Clearly Better Solutions
Deter Fruit Flies/Drain Flies With Smart Drain® Green Products
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etering fruit flies and drain flies is no longer a challenge with the Smart Drain® Suite of Green Products. We treat the drain flies and fruit flies at the drain and in the air! Restaurant and commercial kitchens can be free of smelly, clogged drains, greasy floors and those pesky fruit/drain flies surrounding floor drains, soda fountains and beer taps thanks to the four natural and environmentally friendly products from Clearly Better Solutions — the Smart Beverage Tray®, Smart Drain®, Smart Trap™ and Smart Floor™.
Smart Beverage Tray®— Sugary syrup and alcohol residue in beverage and bar sink drains is a breeding ground for fruit/drain flies and bacteria that clogs the drainage lines. The solution...simply place 1 or 2 Smart Beverage Tray® Solution drain maintenance cartridge sleeves into the bottom of the fountain or bar trough sink. The Bug Block eliminates the fruit/drain flies and the Bio Block enzymes eliminates odors and clogs in the drain lines for 30 days. The product is available in 12 and 48 packs. “The combination of these two parts of each Smart Beverage Tray® gets rid of clogs and organic material, while eliminating the flies and larvae. The product is designed to last up to four weeks in the beverage or beer tray and then simply replace with a new one,” Intercon Chemical Company President Jim Epstein said. “End-users simply put the Smart Beverage Tray® under the beer tap or soda fountain grate and this will soon eradicate any issues.” Smart Trap™— Remember how effective fly strips were? Smart Trap™ has the same efficacy and safety and is ideal for use around food. This environmentally safe fruit fly trap is non- toxic, contains no insecticide and is very effective. Smart Traps are aesthetically pleasing and “hide in plain sight,” looking like a scent diffuser with customers even installing these traps in donut cases. The plastic holder is recyclable. Prime areas for fruit fly infestation is on or near liquor bottles where fruit flies are attracted to sugars; around spilled food on the floor, behind cabinets, under tables, and on or under food prep No Flies Zone areas. No kitchen is immune from fruit fly infestations year round as fruit fly eggs come in on fresh produce. When Smart Trap™ is used in conjunction with Smart Beverage Tray® and Smart Drain®
it can eliminate up to 98 percent of fruit flies and drain flies in commercial kitchens and bars. Smart Trap™ lasts 30 days and requires no batteries. Smart Drain®—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 drain 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 kitchens and bars. The Smart Drain® device works great in the kitchen and restrooms by eliminating drain clogs /odors and drain flies. Simply remove existing drain covers and install patented drain covers which house the dual action Bug Block and Bio Block drain cartridges. n Silver Top cartridge — is for the kitchen floor drain with high flow of watering running down drain; n Purple Cartridge — is design for woman’s restroom. Eliminates drain clogs and freshens the air at drain; and, n Blue Cartridge — is design for men’s restroom. Eliminates drain clogs and freshens the air at the drain. It takes seconds to install, lasts for 30 days. With the Smart Key, end-users don’t have to touch the Smart Drain® cartridge to remove it. Simply click onto the cartridge and lift it from the drain cover — then toss the cartridge and key into recycling or the trash. Smart Floor™— The fourth 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. This no rinse floor cleaner is an enzyme based floor cleaner that is very effective in cleaning greasy Smart Drain® and slippery floors. Just mop on and Smart Floor™ squeegee off. Saves a lot of water and labor since it is a no rinse floor cleaner. After 30 days of daily use end-users should see a great improvement in their floors. “As water is used during the floor cleaning process and goes down the drain, it activates the natural compounds found in Smart Drain®,” Epstein said. “This process not only cleans the drain, but also gets rid of odors and the breeding ground for drain flies while eliminating existing larvae.” Smart Floor™ comes in single use packets as well as Circle 109
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 and now uses the product in over 2,000 facilities around the country. “There is no rinsing required with Smart Floor™, no flooding of the floor with water. End-users simply squeegee the mopped-on solution down the drain and let the floor air dry,” Epstein said. “Also, grout will return to pristine condition in a week to 10 days. “Smart Floor™ is a great companion to Smart Drain® and Smart Tray®. The three products in the program complement one another when it comes to proper floor maintenance, odor, grease and fly control while saving customers labor, water and time. Grease traps also don’t have to be pumped as often.” There is also a safety factor involved, according to Epstein. Most slip and fall accidents in kitchens happen due to greasy floors. Smart Drain® and Smart Floor™ work together to take away grease, leaving drains clog-free and floors cleaner and safer. Clearly Better Solutions is the latest branding venture of the innovative team at Intercon Chemical Company, of St. Louis, MO. Intercon, founded by Epstein in 1982, employs over 150 chemists, engineers, production workers, office and customer service team members at its 300,000-squarefoot facility. Consumers not familiar with Intercon will be familiar with the Intercon-created chemical lines of leading cleaning product brand successes. This includes Method Home Care in retail and national and global customers in the industrial/institutional/commercial market. “Our Clearly Better Brand of products and programs is designed to bring breakthrough technologies to market in cleaning, disinfection, sanitation, skin care, air treatment and odor control,” Epstein said. “Our mission is to deliver innovative, customer friendly and environmentally responsible solutions that solve problems not adequately addressed by current options.” Clearly Better Solutions offers programs under its Smart Beverage Tray®, Smart Trap™, Smart Drain®, Smart Floor™, Smart Air, PURE Hard Surface, Clearly Better Scents and Clearly Better Medical brands.
Visit www.clearlybetter.com and www.interconchemical.com for more information.
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May/June 2014 ADVERTORIAL
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Maintenance Sales News
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ADVERTORIAL
VVF Amenities
High Quality Amenity Bar Soaps, Shampoos, Conditioners & Lotions
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ith over 18 years of experience, Transmacro Products Inc., d.b.a. VVF Amenities, continues to supply distributors involved in the hospitality and institutional industries with high quality amenity bar soaps, shampoos, conditioners and lotions.
“Our customer service is very well known in the industry as n Hotello™ — The line features the same type of prodone of the best. We always respond to all customer requests and ucts as Beach Mist™ and includes a classic wrapper design supall questions they have, along with providing any material they porting friendly pastel color tones. The brand is designed for may need.” hotels, blending in perfectly with any bathroom decor, includThe peak season for VVF Amenities’ products usually be- ing those found at independent hotels; and, gins in May and runs through Labor Day. However, in some parts of the country busin Good Day™ — The company’s extreme economy ness remains heavy throughout much of the line features three bar soap sizes plus conditioning shampoo year, such as in Miami and New York City. and lotion. Good Day™ is priced competitively and designed The logistics platform that has been devel- for the “economy scale” segment. Among those end-users that oped for VVF Amenities over the years is en- often use Good Day™ are various types of institutions. The hanced by a series of redistribution points, with brand comes with a tri-lingual wrapper in English, French and warehouses located in many sections of the Spanish, as it’s sold in the United States, Canada and Mexico. United States. The specially-formulated wrapper surface provides mildew pro“Our service helps us stand out in the in- tection and repels water drops, resulting in a longer shelf life. dustry. This includes a strong supply of prod- Good Day™ bar soap is also sold in an unwrapped version. ucts, and we are very well known for our Some institutions prefer the unwrapped version for less waste. on-time delivery,” Bahr said. “We have two “Overall business for these brands has been good. We feel esmain warehouses, one located in Chicago pecially strong for our ‘economy scale’ items, which are expected and the other in Memphis. We also use a re- to remain as high priority products for a lot of our distributors. We distribution platform to deliver products na- have found these items are what many independent hotel owners tionwide. This is one of the reasons why are seeking right now,” Bahr said. “This type of product should VVF Amenities is so successful. There are stay strong in the market for a long, long time.” some distributors in the jan/san industry who Bahr added that plastic bottles, as well as certain wrappers and are not aware that they can receive our prod- cartons, used in the company’s product lineup are recyclable. This ucts through redistribution. helps distributors and end-users enhance their environmental “These distributors often enhance their focus. ‘one-stop shop’ offering, directed at end-user customers, by adding our line of amenities to Contact: Transmacro Products Inc., d.b.a. VVF Amenities, their other products, such as paper supplies 3920 Cypress Creek Parkway, Suite 230, and cleaning compounds.” Houston, TX 77068. Phone: 800-432-7627. Brand identity is also vital for the comWebsite: www.vvfamenities.com. pany. “One of the main reasons we are very well known, and have been in the industry for a long time, is the strength of our brands. Some of these brands have been on the market for over 12 years. This includes Beach Mist™ and Hotello™, two very popular brands in the eastern part of the country where many hoWelcome to VVF Amenities tels are located,” Bahr said. “We also manage the White Marble A Partner of Choice Dial® and Restore Dial® lines. Providing distributors to hospitality and institutional One of our newest products is industries in the Americas with high quality amenity called Good Day™, which is an bar soap, shampoo, conditioner, and lotion. extreme economy line.” Bahr highlighted several of these brands. They are:
n Beach Mist™— Known as the company’s shoreline collection, the brand features an attractive wrapper which conveys the idea of being on a tranquil shoreline in the countryside along a sea, lake or river. With a pleasant and mild scent, the smooth foamy feel of Beach Mist™ provides a gentle soothing touch to the skin. Beach Mist™ bar soap comes in three sizes, while the conditioning shampoo and skin lotion are available in .75 ounce bottles and .25 ounce packets;
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“What has helped us grow is the fact that we work very closely with distributors. We never sell directly to the end-user, although we do sometimes work with end-users on behalf of distributors,” Transmacro Products Vice President of Amenities Monica Bahr said. “We can help distributor sales teams enhance their marketing efforts. This includes samples and brochures — anything to aid distributors, and their end-user customers, to better see, smell and use our products, thus increasing sales.
920 Cypress Creek Pkwy, Suite. 230 Houston, Texas 77068 800-432-7627 fax: 888-454-4806
www.vvfamenities.com Circle 46
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May/June 2014 ADVERTORIAL
Ecological Cleaning Solutions For A Safer Environment to 6 percent. This allows for a quick dry time while cleaning such items as carpet, upholstery, mattresses, etc.,” Ruffolo said. The success of dry vapor technology that can be found at VPR Impex Inc., has been 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 American jan/san marketplace,” Mario Ruffolo “We are best known for vapor technology. That is our bread and butter. said. “There is now a lot more awareness to this method.” We provide customers with the best of what is available as far as quality, The ecological vapor cleaning system is ideal for jan/san distributors wanting to open products and choices are concerned — not only from vapor-only systems new revenue possibilities, he added. but also vapor and suction capabilities.” “This technology has been in existence in Europe for over 35 years. Our products are “VPR Impex is now responsible for the distribution of all the above products made entirely in Italy, where this technology originated. Italy has a strong tradition under one umbrella throughout North America,” VPR IMPEX President Mario Ruf- when it comes to producing cleaning equipment,” Ruffolo said. “For end-users, ecofolo said. “The formation of VPR Impex allows customers to benefit from a one-stop logical vapor cleaning enables them to thoroughly clean any surface, crevice and hard-to-reach area where bacteria proliferate.” shop for ecological cleaning solutions. VAPORE® Ecological vapor cleaning systems are now being used in such fa“With the new VPR Impex, customers’ requests for easy access to additional cilities as hospitals, clinics, nursing homes, long-term care centers, day care cenequipment such as automatic floor scrubbers (Lava), have now been answered.” ters, hotels/motels and resorts, schools, supermarket Information about all of these chains, restaurants, dairy production, commercial products is available by visiting a kitchens, meat packing plants, bakeries, manufacturing new website (www.vprimpex.com.) plants, government buildings, sports facilities and with “We are best known for vapor the military — both in Canada and the United States. technology. That is our bread and Ruffolo noted that today’s “super bugs” have develbutter. We provide customers with oped an ability to fight off some types of disinfectants. the best of what is available as far They cannot defend themselves, however, against heat. as quality, products and choices are “We are using extreme heat to clean the surface at a concerned — not only from vapordisinfecting level. The end-user can then apply a disinonly systems but also vapor and fectant on a surface that has been thoroughly cleaned by suction capabilities,” Ruffolo said. our system. This helps that dis“We have also added the continuinfectant better adhere to the ous fill feature to our vapor syssurface and enter crevices,” tems. These are machines that hold Ruffolo said. a cold water reservoir that endThis system also meets users can fill as they work, taking today’s standard for environaway issues with down time. This mental friendliness. As Mario is a big focus.” Ruffolo states, “Water is used The concept of ecological vapor as the primary ingredient. You cleaning is relatively new to the cannot get any greener. We North American jan/san marketplace, but it has been well established and practiced in Europe since the early 1980s. work very hard to make sure all of our customers are completely satisfied with This system uses dry vapor cleaning and is certified to eliminate bacteria and the way we turn around products and provide assistance. We are always available viruses such as H1N1, salmonella, listeria, E.coli, as well as bed bugs, fleas, dust for customers — not only with technical support, but also by training their staffs. mites, lice and other micro-organisms, as well as begin the disinfection process. The No one receives our equipment without being trained.” key ingredients are water and super-heated vapor in a temperature range from 140°C “Our system has been certified, tested and approved scientifically to destroy and 160°C (284°F and 320°F). Pressure used viruses, bacteria and other micro-organisms. It begins the disinfecting process in this system ranges between 82.5 psi to due to the high temperature that is used. We are able to thoroughly clean using 97.5 psi. “Our system has been certified, tested and only water — no detergents or chemicals.” approved scientifically to destroy viruses, Mario Ruffolo encourages people to visit the VPR Impex Inc., website to find bacteria and other micro-organisms. It begins the disinfecting process due to the high temperature that is used,” Ruffolo said. “We are able to thoroughly clean using out what other new products and services will be available in the near future. only water — no detergents or chemicals. It’s done easily and quickly. Because we Today’s group of products under the VPR Impex umbrella will also be showcased do not use soaps or chemicals, there is no residue left on the surface. This allows the during the 2014 ISSA/INTERCLEAN this fall, as well as other coming trade surface to remain cleaner as residue can attract dust and other dirt found in the area, shows located in the United States and Canada. whether it’s in a home or business. No residue means the surface stays cleaner much longer.” Contact: VPR Impex Inc., This type of cleaning should not be confused with steam machines, he added. Phone: (973) 826-7672 USA • (514) 733-2906 CANADA “Steam is wet while vapor is dry due to the fact that vapor comes from high temWebsite: www.vprimpex.com. peratures and pressure. The content of moisture in the vapor is very low, at only 4
B
acked by over 20 years of experience in the ecological vapor cleaning field, a new entity known as VPR Impex Inc., has become the exclusive distributor in North America of VAPORE® professional ecological vapor cleaning systems and LAVA® automatic floor scrubbers. These products are all designed for the jan/san cleaning market and all made in Italy.
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Maintenance Sales News
From Americo:
Moonsoft Introduces Mop Pad For The Hospital Laundry Service The MEDPRO+ mop pads are designed for hospital and care facility applications and have a long service life in a commercial laundry environment. The pads were designed to be a green product for hospital application using less cleaning solution and being bacterial resistant, and not promoting bacterial growth. “MEDPRO+ is also a green product for the commercial laundry. Due to its construction, it uses less energy to launder and dry more quickly,” say company spokepeople. Moonsoft offers the following advantages of the MEDPRO+: 1. The mop core. MEDPRO+ uses a 2 layer non-woven microfiber core. This core dries quickly when washed and holds the correct amount of cleaning solution. Lighter weight aids in storage and transportation; 2. Backing material or attach “Hook and Loop” is resistant to low Ph solutions and won’t degrade or fall apart rendering the mop pad unusable. The backing material will not load up with yarn and lint, which can result in the pad looking unclean; 3. MEDPRO+ utilizes a twisted loop microfiber face, this material is aggressive giving this pad a good cleaning ability; 4. The three components of the mop pad are sewn together with 2 polyester threads then surged at edge. MEDPRO+ covers this surged edge with a banding which is double stitched. The long edge of the MEDPRO+ is then folded and double stitched again, making this a very durable mop pad. The folded edge cleans into the corner of the baseboard and can be flipped up to clean the baseboard. MEDPRO+ working performance: 1. Cross-contamination and HAI (Healthcare Associated Infections). Color coded banding prevents the use of mop pads Circle 114 used in restricted areas; 2. Non-woven microfiber core prevents bacterial growth, and holds up to higher temperatures and chemicals with laundering, killing remaining germs; 3. Less cleaning solutions used to clean same areas. MEDPRO+ holds the correct amount of cleaning solution mixture to clean designated areas; 4. Ph levels do not affect or degrade the mop pad; 5. Hook and loop backing material is designed not to degrade in low Ph solutions. And it does not fill with thread, lint or debris; 6. MEDPRO+ holds up to higher temperatures and dries quickly; 7. Folded edge cleans corners and base boards reaching missed surfaces. Visit www.moonsoftcorp.com for more information.
Products Protecting The Environment
Its microfiber products provide effective cleaning without the use of stringent chemicals. They remove 95 percent of bacteria and viruses from surfaces with water only. The microfiber products also withstand 300-500 launderings if washed properly. Nexstep’s full line of microfiber products includes the MaxiPlus® Microfiber Cloths, MaxiPlus® Microfiber Dust Mops, and MaxiPlus® Microfiber Pads and Frames. Their new Microfiber Cleaning Station organizes all of your microfiber products in one eye-catching display.
Once discarded into a landfill, Americo’s Full Cycle™ floor pads will begin to biodegrade in a fraction of the time when compared to conventional pads.
Circle 113 Americo spokespeople say, “Independent laboratory ASTM D5511 tests show Americo’s Full Cycle™ floor pads biodegraded up to 78 percent in less than a year as compared to our traditional pads which biodegraded less than 4 percent.” (The actual rate of biodegradation of Americo’s Full Cycle™ pads, as well as the rate of biodegradation of all materials in landfills, will be slower and will vary, dependent upon environmental factors. The D5511 laboratory tests often show faster results than actual landfill conditions. The rate of breakdown also varies with conditions in a particular landfill.)
Americo says the enhanced biodegradation pads also offer quality and competitive pricing. Visit www.AmericoFullCycle.com. MaxiSweep™ Angle Broom With Fiberglass Handle
From Nexstep: Nexstep Commercial Products (Exclusive Licensee of O-Cedar) is committed to protecting the environment and improving the current state of Earth’s ecosystem. Nexstep offers a wide variety of green products to achieve this goal.
Biodegradable Full Cycle™ Floor Pads
The vast majority of yarn used in Nexstep Commercial Products’ wet mops is made from 100 percent post-industrial waste, making it completely biodegradable. The company’s offering includes six varieties of cut-end mops, their MaxiClean and MaxiCotton™ Loop-End Mops, and the MaxiCotton™ and MaxiRayon™, Safeguard™ MaxiClean, and Safeguard™ MaxiCotton™ screw-on mops. The company’s plastic products are comprised of virgin/recycled resin which conserves natural resources and diminishes waste. Its new MaxiRoll™ Waste Receptacle, made of 95 percent recycled material, has a slim design perfect for back-of-the-house use and rear wheels and handles, making it easy to empty. Nexstep’s new MaxiStrong® Angle Broom, also made from 95 percent recycled material, features an extra sturdy metal handle and a heavy-duty reinforced steel internal stud, making it unbreakable. Contact Nexstep Commercial Products’ customer service at 217-379-2377 or customerservice @ocedarcommercial.com. Circle 112
Nexstep Commercial Products has introduced the MaxiSweep™ Angle Broom with Fiberglass Handle. “With its low-profile black shroud, this broom makes sweeping in hard-to-get corners and under furniture easy. The fully washable, long-lasting synthetic bristles will not wear down, break, or fall out,” say officials. “The flagged PET bristles also sweep the finest particles. The 48-inch fiberglass handle is easy to sanitize, and the swivel hang cap helps keep janitor closets clean and organized. The 13-inch sweeping surface cleans larger areas efficiently. It is manufactured in the USA.
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May/June 2014
Sky Systems:
Chefs Select® Food Fresh Pads From Berk Wiper
Continued From Page 43 vironmentally 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-ofthe-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, 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.
Berk Wiper International’s Chefs Select® food fresh pads keep takeout food restaurant fresh. Each pad absorbs moisture when placed in a takeout container, helping to eliminate soggy food and disappointed restaurant customers. The pads come with stick-on application. The patent is pending. Call for pricing at 866-222BERK (2375) or 610-369-0600. Visit www.BerkWiper.com to view the company’s complete line of wiping products. Circle 116
Blue Blend Natural Hair Pad From ACS The Blue Blend Natural Hair Pad from ACS Industries adds to the Big 3 Hair Pads already in the company lineup. Blue Blend fits between the light and medium versions. It is especially designed for soft to medium floor finishes. This pad combines fibers, natural hair and resins to provide a high shine, strength and durability. The Blue Blend Natural Hair Pad is highly recommended for grocery, retail and high-traffic floor maintenance applications. Visit www.acsindustries.com for more information. Circle 115
Use with CUTNDRY® One Pull Dispensers
ONE PULL NO TOUCH SANITARY DISPENSING STRONG AND ABSORBENT USES LESS TOWELS THAN THE COMPETITION ELIMINATES COST AND TIME OF CHANGING BATTERIES
͕͔dz Dispenser ITEM
SIZE
hdE Zz ϭϬ͟
10͟ x 8͟ Diameter
͜dz Dispenser
QTY
DISPENSER
6 Rolls
ϭϬ͟ One Pull
hdE Zz ϭϬ͟ ^ s Z 10͟ x 550͛
6 Rolls
ϭϬ͟ One Pull
hdE Zz ϴ͟
8͟ x 8͟ Diameter
6 Rolls
ϴ͟ One Pull
hdE Zz ϴ͟ ^ s Z
8͟ x 550͛
6 Rolls
ϴ͟ One Pull
CUTNDRY-275-CP
8͟ x 275͛
8 Rolls
Center Pull
CUTNDRY-400-CP
8͟ x 400͛
6 Rolls
Center Pull
CUTNDRY-600-CP
8͟ x 600͛
6 Rolls
Center Pull
CUTNDRY-700-CP
8͟ x 700͛
6 Rolls
Center Pull
CUTNDRY-KRT
11͟ x 9͟ x 250 Sheets
10 Rolls
DISP-KRT
CUTNDRY1000P
8.5͟ x 10.5͟ x 2,250 pcs Pop Up
18 Box/125
N/A
For more information, call 866.222.BERK (2375) or 610.369.0600 Visit us at www.BerkWiper.com to view our complete line of wiping products
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Maintenance Sales News
Green Cleaning Awardee Is Long-time FilmopÂŽ Microfiber Systems User The Rolla Public School District in Rolla, MO, has been working on healthier cleaning initiatives for its staff and students since 1997. The district earned the Silver Medal in the 2013 American School & University Green Cleaning Awards. In 2005, the district began the use of a new approach for surface and floor cleaning using flat, long-looped microfiber mop heads, microfiber mop head charging buckets, adjustable 72-inch microfiber dusters and light-weight microfiber bucketless mops. It was the beginning of a relationship with FilmopÂŽ USA, the American division of the European company. Water Savings Over 81 Percent â&#x20AC;&#x153;We measured our water consumption when we first started the microfiber program,â&#x20AC;? said Chris Headrick, custodial supervisor at Rolla High School, member of the districtâ&#x20AC;&#x2122;s green cleaning team, and GCIC executive with the Green Clean Institute (GCI), a third-party education and certification organization. â&#x20AC;&#x153;Before the Filmop program, we were using 254 gallons of water each night for our floor mopping and surface cleaning at the high school,â&#x20AC;? he said. â&#x20AC;&#x153;The first year using Filmop we reduced that consumption to 98 gallons. Today, after implementing some additional changes, we are using just 48 gallons of water.â&#x20AC;? â&#x20AC;&#x153;One Passâ&#x20AC;? Wet Dusting â&#x20AC;&#x153;Filmopâ&#x20AC;&#x2122;s one-step wet dusting protocol cuts in half the time dedicated to daily floor maintenance, as custodians can acCharlotte_Products_USA_Market_4.5 complish in â&#x20AC;&#x2DC;one passâ&#x20AC;&#x2122; what often is ac-
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complished in a two-step process of dry dusting followed by damp mopping,â&#x20AC;? according to the company. Filmopâ&#x20AC;&#x2122;s â&#x20AC;&#x153;one passâ&#x20AC;? technique uses long-looped Rapidoâ&#x201E;˘ microfiber mop heads and the patented Top-Downâ&#x201E;˘ Charging Bucket procedure. The Rapido mop head microfiber is manufactured with a 100 percent processed blend of 80 percent polyester and 20 percent polymide. This manufacturing process first blends these materials, then splits the fiber to less than one denier (finer than 1/100th of a human hair). This splitting process creates additional â&#x20AC;&#x153;hooksâ&#x20AC;? that allow the mop heads to hold more dirt and â&#x20AC;&#x153;capillariesâ&#x20AC;? that enable the mop head to hold almost twice as much cleaning solution, say company spokespeople. The long-loop design adjusts to floor imperfections and maintains constant con4.875_ES72_Prog_HR_CMYK.pdf 1 2014-03-18 tact with the surface, grout lines and along
baseboards while assuring even loading on the entire pad. The Top-Down Charging Bucket is a compact, sealed, 5-gallon container that holds up to 30 flat mop heads; enough to cover up to 10,000 square feet at a time using just 1.5 gallons of cleaning solution. Steps Saved With Oversized 72-inch V-Sweeperâ&#x201E;˘ Wide school hallways are heavily trafficked. Filmop says time to clean these floors can be reduced with the companyâ&#x20AC;&#x2122;s V-Sweeperâ&#x201E;˘ Floor Dusting System, that adjusts from a narrow width to pass through doorways to a full 72 inches for hallways or gym floors. The scissor-type action allows for gathered debris and dust to be held towards the center of the vshaped frame. Fast Lunchroom Clean-up Microfiber mop heads are extended into the cafeteria for cleaning tables with a
quick Velco-attachment to ergonomic hand trowels. 9 Years Without Discarding A Mop â&#x20AC;&#x153;I have not thrown out a single Rapido mop head since 2005,â&#x20AC;? said Headrick. â&#x20AC;&#x153;Most of them have been washed three times a week since the first day of use. I have a few with some minor wear, such as stitching that has started to fray or a loop that has pulled loose. But these minor problems do not change their effectiveness.â&#x20AC;? The Green Cleaning Team at Rolla Public Schools is constantly looking at ways to improve healthy cleaning initiatives. Today, the entire Rolla Public Schoolsâ&#x20AC;&#x2122; custodial staff is certified as Environmental Health Services Technicians, now a requirement by the school district. They continue to maintain their certification rating through continuing education credits from the Green Clean Institute.
1:04 PM
ÂŽ
Hydrogen Peroxide Multi-Purpose & Sanitizer/Disinfectant
A cleaning program need not be complicated to be effective. HOWEVER, TO MAXIMIZE ITS POTENTIAL, IT MUST FOLLOW ESTABLISHED RULES... In a perfect world, one dilution of a single chemical would clean everything and sanitize while youâ&#x20AC;&#x2122;re cleaning... unfortunately, it isnâ&#x20AC;&#x2122;t a perfect world. The over-use of disinfectants and sanitizers has been connected with both the development of â&#x20AC;&#x153;Superbugsâ&#x20AC;?, and the increase of asthma and other breathing difficulties. Disinfectants should be used carefully, sparingly and thoughtfully.
64
72
Multi-Purpose Cleaner
ES64 General Purpose Neutral Disinfectant
#LEAN lRST CLEAN THOROUGHLY AND CLEAN ALMOST EVERY SURFACE IN YOUR FACILITY WITH %3 (YDROGEN 0EROXIDE -ULTI 0URPOSE #LEANER
$ISINFECT EFFECTIVELY AND ONLY WHERE YOU MUST PROTECT HIGHâ&#x20AC;?TOUCH SURFACES WITH %3 'ENERAL 0URPOSE .EUTRAL $ISINFECTANT
ES72 Hydrogen Peroxide
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May/June 2014
Wausau Paper Introduces New Artisan™ Premium Towel Line Wausau Paper (NYSE:WPP) has launched its new Artisan™ line of premium towels crafted from the company’s ATMOS technology-enabled paper machine in Harrodsburg, KY. “Artisan™ products are brilliant white, strong, yet designed to provide a soft and thorough hand drying experience. The toweling has a clean and hygienic appearance as well as cloth-like durability and strength,” according to the company. “Artisan™ also supports sustainability initiatives. It has Green Seal™ certification. The premium quality towels are made from top quality100 percent recycled fibers, providing premium appearance and comfort. Artisan™ towels, with their unique surface pattern, cater to high-end facilities seeking exceptional quality products that reinforce an upscale image,” say spokespeople. “The launch of our new Artisan™ premium towel line marks the culmination of several years of development and hard work throughout the company to bring to market premium green,” Wausau Paper President and Chief Operating Officer Matthew L. Urmanski said. “Artisan™ is truly a one-of-a-kind product line marrying together the premium attributes traditionally found only in virgin-style products with the environmentally responsibility of Green Seal™ certification. As we continue to further our goal of becoming a complete green manufacturer across our entire paper brand portfolio, Artisan™ brings Circle 118 us ever closer to this vision.” Wausau Paper produces and markets a complete line of away-from-home towel and tissue products as well as specialty papers for industrial, commercial and consumer end markets. Headquartered in Harrodsburg, KY, the company is listed on the NYSE under the symbol WPP. Visit wausaupaper.com for more information.
The One & Only Original
Engineered for Professional Use • Cleans grout 2 to 8 times faster • Fits tiles sizes from 1 to 13 inches • Accessories available: Extension Pole, Replacement Brush Heads
For more information contact:
productsales@groutgator.com
shes e bru ller tiles l b a t a sm jus
for ad Fully d brush heads Ad
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866-321-6612 www.GroutGator.com Patent Pending
From Gator Cleaning Products
Grout Gator Cleans Grout Lines Quickly
Circle 97 The patent-pending Grout Gator cleans grout lines quickly. Users can adjust the brush heads to fit tile sizes from 1 to 13 inches. Slide brush heads on and off for different size tiles. The Grout Gator is engineered for professional use. Contact Gator Cleaning Products, LLC at jmh@groutgator.com or by calling 541-653-9412.
Monthly Marketing Program For Distributors By JanSanOptimize.com JanSanOptimize.com now offers its JanSan Distributor Monthly Marketing Program, whereby janitorial supply distributors can reach customers and prospects with both electronic and physical marketing materials. “This program is truly an affordable, turn-key operation for JanSan distributors,” explains Ginny Petru, president of JanSanOptimize.com. “We’ve done all the work of creating substantial, timely industry information, creating eye-catching graphics and developing both online and offline marketing messages. Subscribing distributors choose which products from the inventory they want to highlight each month, and we do the rest of the work.” It includes a monthly e-Newsletter branded to the distributor with hyperlinks to the distributor’s website and online catalog. The program includes postcards for direct mailing or sales rep leave-behinds. Also included is artwork to produce invoice or business correspondence stuffers. There is also an Email Only Monthly Program that sends three different email messages each month to a distributor’s email list. For more information, visit www.JanSanOptimize.com or call 630-922-1125. JanSanOptimize.com, a division of Petru & Associates, Ltd., provides professional marketing services to promote manufacturers, distributors and contractors in the janitorial and maintenance supply industry. It has been providing public relations, advertising and marketing services to businesses for over 20 years.
Maintenance Sales News
57
From Spartan: CleanCheck® Training System Provides Training For Housekeeping Employees Newly available from Spartan Chemical Company, Inc. is the latest addition to its CleanCheck Training System, the CleanCheck Lodging/Hospitality Module. Spartan said, “The lodging and hospitality industry has one of the highest employee turnover rates. Recent data shows that only 63 percent of hospitality employees specifically reported an intention to work for their employer in the next year compared to 67 percent for employees in all industries. This means that almost 40 percent of the staff will need to be trained each year.” According to John Schauff, director of training at Spartan, “Traditional training methods result in forfeiting an experienced worker’s high productivity in order to train new staff. With CleanCheck, we train the housekeeping staff for you with interactive, multi‐media content that demonstrates and reinforces proper procedures and standards, allowing new employees to hit the ground running, while keeping experienced resources on the job — improving overall productivity.” The new CleanCheck Lodging/Hospitality Training Module allows staff to master the proper cleaning procedures. The new material is available free of charge online to all registered Spartan product users. Spartan CleanCheck Modules include online and DVD based tutorials, laminated training cards, interactive tests, and an instructor manual. Training components are provided in both English and Spanish. “Studies show that training not only improves workforce productivity, it also results in better employee morale,” said John Swigart, president of Spartan Chemical Company, “and, employee turnover is proven to decrease as a result of improved employee morale. So, by training employees, owner/operators are also contributing to a reduced turnover rate.” The CleanCheck training system also offers modules covering basic and advanced topics for cleaning offices, restrooms, hard floors, and carpeting, as well as health care and educational facilities. In addition, comprehensive safety modules thoroughly demonstrate Bloodborne Pathogen Standard as well as OSHA HazCom and GHS compliance. Visit www.spartanchemical.com for more information.
GSC MINT ABSORBIT For • Schools • Hospitals • Motels • Restaurants • All Commercial Establishments Each dozen comes with a 7” x 8” clip-on dust pan Absorbs and Deodorizes Vomit and Other Smelling Liquids or Solids Cover the problem area with a layer of GSC-MINT. Allow time for absorption. Sweep residue into dustpan for easy removal.
With Handle WEIGHT ONE POUND one dozen per case
P.O. Box 17082 Wichita, KS 67217 1-800-992-0181 pho: 316-267-0671 fax: 316-267-2930 email: gscjansplymfr@juno.com www.giftsalescompany.net Circle 18
Cascades Antibacterial Paper Towels Earn Innovative Technology Designation Cascades Tissue Group announced that its Cascades® Antibacterial™ paper towel has been designated an “Innovative Technology” by Novation, a health care supply chain expertise, analytics and contracting company for members and affiliates of VHA Inc., University HealthSystem Consortium, Children’s Hospital Association, and Provista. As part of the recent Novation Innovative Technology Expo, the Cascades Antibacterial paper towel was evaluated and reviewed by hospital member-led councils. “Novation has been a great partner for Cascades,” said Suzanne Blanchet, CEO of Cascades Tissue Group. “We are honored that Cascades Antibacterial paper towel’s value to improve patient care and infection control is being recognized. “Cascades Antibacterial paper towel provides a way to further reduce bacterial contamination and transmission. When the Cascades Antibacterial paper towel comes into contact with the water on your hands as you dry them, it releases an active ingredient that kills over 99.99 percent of harmful bacteria, based on third-party laboratory testing. “This towel can fit anywhere and doesn’t require additional steps or change in habits. Since its launch in 2012, it has won numerous awards, including a Gold medal from the Edison Awards for its innovative nature.” Visit www.afh.cascades.com for more information.
Triple S Adds A New Member-Dealer Kaeb Sanitary Supply, Inc., of Bloomington, IL, has been recently become a Triple S (SSS®) Member-Dealer. Under the agreement, Kaeb Sanitary Supply has the right to market the complete line of SSS® brand cleaning products and systems as well as having access to the Triple S Achieve Workloading analysis tools. SSS® products are used to clean and maintain health care facilities, hotels, schools, colleges, offices, malls, airport terminals, government and many other types of facilities. Based in Billerica, MA, Triple S is a member-owned, national distribution, networking, sales, marketing and logistics company in the facility maintenance industry. It has 124 member-dealers and three regional distribution centers across the United States.
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NEWS
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MSN CLASSIFIEDS
May/June 2014
Brian L. Slack Promoted To CEO Of Pro-Link, Inc. Pro-Link’s Board of Directors has promoted Brian L. Slack to chief executive officer of Pro-Link. Slack also continues in his role as president. Slack replaces Paul Lemieux, who joins the Pro-Link board of directors. Slack has been with Pro-Link for six years, most recently as president and chief operating officer. He has a history in the jan/san industry, holding senior management positions in both manufacturing and distributor companies. Visit www.prolinkhq.com. Brian Slack
Aldran’s Green Force™ is always a step ahead
DECOMPOSER 1) Neutralizes air born odorous gases, such as Hydrogen Sulfide, Methyl Mescaptan, Trimethylamise and Ammonia. DECOMPOSER is odorless as a stand alone, or a fragrance can be added for identification, rates of elimination can be proven with a headspace method gas analyzer.
Paul Lemieux
Green Time System™ Product Line Available From Warsaw Chemical Warsaw Chemical Co., Inc. offloor cleaner, floor finish and floor finish fers a line of earth-conscious prodstripper. ucts, Green Time System™. The Each product offers different envicompany says this environmenronmental and health benefits such as tally friendly product line focuses being phosphate free, zinc free, using on cleaning, health and the envino added dyes or fragrances, containronment, without losing product ing no ammonia and using environperformance. mentally preferred solvents and bioThe Green Time System indegradable surfactants and ingredients. Circle No. 62 cludes an all purpose cleaner/deFor more information, contact greaser, total restroom cleaner, glass cleaner Warsaw Chemical Co., Inc., Phone: 800-548concentrate, H2O2 citrus all-purpose cleaner, neutral 3396. Website: www.warsaw-chem.com.
Application for dispensing with fogger or air mister. 2) DECOMPOSER encapsulated pellets for neutralizing foul odors from recycling plants, garbage dumps, and hard surface putrid areas. 3) Bulk product available in all sizes for obnoxious odor problems.
All inquiries are available by email: sales@aldranchemical.com
— 39 Years Of Innovation — National Guardian CF. A sealer and cleaner in one product! Use daily on all types of floor finishes. Reduces stripping and recoating. Clean and improve safety on your floors in one step. Distributor and Sample inquiries welcome. www.ngproductsinc.com t:404-990-3850
MAINTENANCE SALES NEWS CLASSIFIED ADVERTISING RATES 40 words for $40 per insertion Additional words - $1 per word (min charge) Bold face headings - $5.00 • Blind Ad - $25.00 Display Classifieds $70 per column inch (2 inch minimum)
Classified Ad deadline date is 1st of preceding month. Additional charge for blind classified advertising. PAYMENT SHOULD ACCOMPANY ORDER.
Maintenance Sales News
201 E. Main St. • P.O. Box 130 • Arcola, IL 61910 Ph. (217) 268-4959 • Fax: (217) 268-4815 drankin@consolidated.net
CETA To Co-Locate At ISSA/INTERCLEAN 2014 ISSA has announced that the Cleaning Equipment Trade Association (CETA) will co-locate its CETA Annual Convention during the week of the ISSA/INTERCLEAN® North America exhibition and ISSA Convention, starting in 2014. ISSA/INTERCLEAN takes place Nov. 4-7, 2014, at the Orange County Convention Center in Orlando, FL. CETA is an organization representing the companies in pressure washing, including manufacturers, distributors, dealers, and service providers. Visit www.ceta.org for more information.
MAINTENANCE SALES NEWS ADVERTISERS’ INDEX ACS Scrubble................................................11
JanSanOptimize.com...................................57
American Dryer ...........................................35
Lambskin Specialties.............................22, 23
Americo .........................................................27
Midlab Incorporated ...................................21
Berk Wiper International, LLC.................54
Moerman Americas Inc. .............................24
Bullen Companies, The .................................8
Mor-Value Parts Co.....................................23
Charlotte Products/Enviro-Solutions........55
Nexstep Commercial Products...................15
Chemical Universe.......................................24
Perfect Products .............................................5
Clean Control Corporation ..........................2
Quest Vapco Corporation ...........................42
Colgate-Palmolive ........................................13
RD Industries................................................19
DDI System .....................................................9
SCA Tissue ......................................................7
Expanded Technologies...............................31
Sky Systems Co., Inc....................................43
Fuller Commercial Products ......................14
SOFIDEL America ........................................3
Fullriver Battery Mfg. Co. Ltd ..................37
Soundview Paper Company .......................17
Gift Sales Company .....................................57
Trojan Battery ..............................................29
Golden Star ...................................................16
U.S. Battery...................................................41
Grout Gator ..................................................56
vonDrehle ......................................................33
H & S Manufacturing .................................57
VPR Impex (Vapore) ..................................20
Ha-Ste Manufacturing, Inc.........................56
VVF Amenities..............................................51
Harvard Chemical Research, Inc..............10
Warsaw Chemical........................................22
Haviland Corporation.................................12
Wausau Paper...............................................39
Intercon Chemical/Clearly Better, LLC...60
WOW! Brand Products ..............................55
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THE ONE SHOW FOR FACILITY SOLUTIONS
BAM!
The 2014 ISSA/INTERCLEAN® Show packs more punch!
Get ready for four hard-hitting days with over 45 seminars and workshops, more than 700 exhibitors, and a Fabulous Friday Finale including sports greats Rick Pitino and Sugar Ray Leonard. Don’t miss a day. It’s our biggest ISSA/INTERCLEAN show ever! THE 2014 ISSA/INTERCLEAN TRADE SHOW AND ISSA CONVENTION NOVEMBER 4–7, ORLANDO, FL USA > EDUCATION DAYS: NOVEMBER 4–7 > EXHIBITION DAYS: NOVEMBER 5–7 Register today at issa.com/register.
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GREAT CHEMISTRY with our Distributors Since 1982
Innovation | Value | Commitment | Superior Customer Service Unique Product Development Expert Contract Manufacturing Sales, R & D, Training Support EPA Registered Formulations In-House Label Design Please contact us for Competitive Private Label Programs or Intercon Branded Products.
InterconChemical.com
314.771.6600
St. Louis, Missouri
Since 1982, Intercon has been a broadline manufacturer serving the institutional, janitorial, healthcare and specialty chemical industries. As an industry innovator, we produce the highest quality formulations for warewash, laundry, housekeeping, foodservice, janitorial, floorcare, restroom care, hand care, general cleaning, sanitizing and disinfection.
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